How to Build Your LinkedIn Profile for Business, Entrepreneurship, Business, Startups, & Freelancers | Patrick Dang | Skillshare

How to Build Your LinkedIn Profile for Business, Entrepreneurship, Business, Startups, & Freelancers

Patrick Dang, International Sales Trainer

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6 Lessons (57m)
    • 1. How To Build Your LinkedIn Profile Intro

    • 2. Optimizing Your LinkedIn Profile

    • 3. Creating An Ideal Customer Profile

    • 4. Strategies to Generate Leads and Meetings with LinkedIn

    • 5. LinkedIn and Cold Email Outreach Strategies for Lead Generation

    • 6. Next Steps

40 students are watching this class

About This Class

In this section, we're going to go over how to you can craft the perfect LinkedIn profile.


1. How To Build Your LinkedIn Profile Intro: everybody. What's going on? It's Patrick dating here. Now, in this course, what you're gonna learn how to do is build your linked in profile. And this is gonna be great, especially if you are in sales business development, a freelancer, coach or consultant, or you might be even looking for a job. So there are two main take away. So you are going to get after you finish this course. The 1st 1 is you're gonna learn exactly how to optimize your profile from your profile. Picture your header, your title, your summary, how you craft your work experience all those things we are going to cover in this course. Secondly, we're also going to show you how to optimize your profile specifically for the people that you would like to see your profile. Meaning If you are a freelancer, we're gonna show you how to optimize your profile for your potential customers or if you are a job seeker. We're also going to show you how you can optimize your profile specifically for getting a job. So whatever the case is, whether you're trying to sell or if you're trying to business development and trying to get more clients or you're trying to look for a job. We're going to show you exactly how you can craft your linked in profile specifically for the people you want to feel your profile. And once they view it, they're gonna be impressed with your resume. And they're gonna be oppressed with your profile because it's really just an online resume . And they're gonna want to work with you in some capacity and for a class project. What I want you to do is either screenshot your linked in profile or put in the link into the projects. And resource is page this way you're gonna be able to implement all the things that you learned. This course had it into your linked in profile, and you're gonna be able to share it with not only me but everyone else in the rest of the community so that we can give you feedback on how to improve your linked in profile. So if any of that sounds interesting to you, it on and you really want to take your linked in profile to the next level, make sure you enrolled in this course now 2. Optimizing Your LinkedIn Profile: everybody. What's going on now? In this section, we're going to specifically talk about how you can optimize your LinkedIn profile. Now why? This is going to be incredibly important because you want to think of Lincoln almost as an online resume. This is where people are going to get their first impression on you. So we want to make sure that you're able to control the perception of how people perceive you and make sure that you're optimizing your profile to get the maximum amount of use. And one important thing to know is that if people don't like your profile or it may be, it's not complete. Or maybe it just doesn't look that great. It's gonna be difficult for them to trust you and actually do business with you. And so that's why in this section we're going to show you all the tips and tricks when it comes to optimizing your profile. Now, before even jump into Lincoln, The first thing you gotta know when it comes to crafting your online profile on LinkedIn is that you first want to define your goal. What's the purpose of you being on LinkedIn? What exactly are you trying to do so. Some examples of this could be. Maybe you're trying to generate leads for sales or business development. May be your recruiter or an entrepreneur who wants to build a linked in profile to recruit people to join your company other times. Sometimes you want to generate leads by getting a lot of traffic on Lincoln and redirecting it to your website. Or in some cases, maybe you just want to purely have an online resume that people can look at. And whenever they are going to talk to you or do any type of business with you, they're gonna check it real quick. And it's gonna be your online resume that just lives on the Web. So whatever your goals are, everyone's going to be a little bit different. However, when it comes to crafting Yuri linked and resume, the strategies remain the same. The foundations are the same. You just got a tweet. Get to exactly what you want and something to really help you guys when it comes to crafting and optimizing your linked in profile. To make yourself look as legitimate as possible online is that you don't always want to talk about yourself you want to talk about how you are helping others achieve whatever it is you're helping them achieve. So the X over here is who your target audience, your potential prospects or customers and then achieve. Why is desired results that you are going to help people achieve? So it's a very simple formula and how we're going to do this. You're helping ex people achieve or get why result? And so with that said, Let's go ahead and jump into Lincoln right now. Alright, guys, So right now we are on my personal linked in page, and we're gonna go ahead and dissect my LinkedIn page as well as a couple others that I have seen online and I think are really good. Now, the reason why we're doing this is because I'm gonna show you how I do it and how other people have done it. So you guys can get some inspiration and how you can do this yourself. So it's a lot easier than starting from scratch. Just kind of model your profile, how other people do it. Take some bits that you'd like and parts that you don't like. You could go ahead and omit them because there's no correct way to build your linked in profile. You just gotta do it your way that you feel comfortable wolf. But I'm just going to show you some of the best practices now over here. Obviously, you have a profile picture, which is going to be one of the most important elements when it comes to crafting your linked in profile. The reason is because before people even click on your profile, the first thing they're going to see is your face. And because that's the first thing that they see, you want to make sure that it's good. So what makes a good profile picture? Well, essentially, if you look at mines, it's very clear shot of me and my face and a little bit of my body. You could only include your face if you want, but if you want to have like this torso shot, that works, too, and you want to make sure that your background is just not distracting. It doesn't really matter what color it is, whether it's cement background that I have here or if it's green or blue or pink. Whatever it is you just want to make sure that it's not distracting and that it makes you pop out in your picture. So as you can see here, I have ah, great Dole background. Wow. And I'm in the front with this red suit and black and faces over there. So it's very clear that that is me. And there's no distractions here if you go ahead and just look through some of my connections on LinkedIn. As you can see here like this one, it may not be the best one, because you can't really see this guy's face. And it's like it's like something you would see on Facebook. Not necessarily something that's common on a social media network. For a business right, this one's pretty clear right? You can see your face complain. Background. This one's very clear as well. It looks like it's professionally shot going down. See, this one's pretty clear, but it's hard to see this guy's head. This one's really dark in the background. It looks like he just got a random picture and cropped it out, and so you don't really want to do that. You just want to make sure it's like these professional style photos where it's just a clear picture of you and your face and a little bit of your torso and a plain background like this one's pretty good. This is pretty good. So you kind of get the theme here of what I'm going for. And again, there's no right way to do it. But I'm just saying that the clearest profile pictures of the ones that are these head shots with a non distracting background now going back to my profile itself. What's gonna happen is you're gonna see this tab over here where you can write your headline. Now the headline is the second thing that people are going to see. So if you kind of look on the right people so viewed here. So let's say surely Chen, she's a buying assistant and Toby or let's say, um, that's a federally He's a senior analyst at this company over here, so you can just put your title like if you're an account executive, you could put exact account executive at whatever company. If you want, however, that is the standard vanilla way to do it. There's nothing wrong with that. It's very clear, but what I like to personally do is show how I bring value to other people. So in my headline, I say inspiring others to start and build their own wildly profitable consulting business. So that's essentially the core of my business as an entrepreneur, and I just want to make it clear that these are the people I help. I help regular everyday people, and I inspire them to build their own consulting business. So it's very clear what the value proposition is there, and I just want to mix it up. You know, I could put something like entrepreneur or CEO or founder or, you know, something like that. But for me, it's not. I like to make my profile less about myself, although that's okay and more about how I help other people and my mission and what I'm about going into the summary section. Basically, it's just your time to write whatever it is that you want about yourself. So for me, I'll start out with my mission. And that is, I'm on a mission to help everyday people start and build their own wildly profitable consulting and coaching business and make a living helping others doing what they love at the Knick Aina goes and a little bit into my history after a lucrative sales in Silicon Valley blah, blah, blah and then basically tells my story of what I'm about, what kind of world I've came from some of the results that I've achieved over 2000 students all around the world. Some of my specialties. Entrepreneurship B two b sales, lifestyle design. Evan At the end, I'm gonna show you something really interesting. So after people read this and they get a better understanding of who I am, I like to have a call to action. So I like to drive people to my personal website. So I say so to learn more on how you, too can to build a life of true freedom. Visit my website patrick t dating dot com Anyone that looks at my profile, I probably get like 500 or 600 profile views a month. If they look, read this and they see this, they go into a website and then I can do whatever I want from there for me because I'd travel around the world a lot. I over here put currently traveling in whole team in Vietnam. That's where I'm currently recording this video, actually, and the next month I may be in Thailand. Next, my might be in Russia. You know, you never know and I like to do this because I like to connect with people around the world . And if they see I'm in the same country that they are, they reach out. Put my website information here my instagram account here and for business in quarries. I put my email contact me a Patrick adding y dot com. Now, obviously the petting on your goals, right, you could have different information. For example, if you are a sales person, you could put your phone number and email address that people can automatically contact you . Or maybe you could put something like a toe, learn more and schedule a meeting with me. Contact me at, but your email there. So basically, you just want think of it like a like a signature, like you would in your email, like you're just all the information that you just want people tohave in case they're more curious on how they can work with you and scrolling a little bit down here You can see your your dashboard. How many people viewed your profile, how often you are appearing in search appearances, when people type in your name and search and you can see here will tell you the level of your profile. So I know I'm at all story level, which is the highest. But if you haven't filled things out, it's not gonna be in the Austria level so can fill them out. Until you actually get this tab you don't necessarily need. It's not. Obviously, it's something that you only see, but it's just a little benchmark to know whether or not you filled out enough information for Lincoln. That's something I mentioned actually, at the top with your picture before we go any further is that you also have this option to put a background picture so it doesn't really matter what your background picture is. Just make sure it's something that's not distracting. Could be a picture of the beach like I have over here could be in office, you know? Are you speaking in front of a stage? You just want to think about how this picture helps you look better on your profile, so my mission in life is to inspire others so That's why I put the words inspire others here. And it's like this tropical vibes of Follow your dreams and live life on the beach kind of thing because I do help people start their own consulting businesses. And a lot of times my customers are people that want freedom in their financial life in their personal life. So that basically portrays that lifestyle that I'm going for. And you could also see here that I will use this little emoji here to kind of represent that as well. Now you don't have to use an emoji. I just use it because it's just in my nature and it's a little more fun. But if you want to keep it more emoji less than that's totally fine to going throwing down . Obviously you're putting your experience, and you know, you don't really have to put too much here. You just put like a little bit of information on the company you work out, or the or the company that you started so here, but founder, publisher, course, author and speaker, letting people know that I am speaker. Recently, I started doing well. Why, with the mission to inspire others to make a living doing what they love. Since its inception, it's evolve into an e learning media company, teaching over 20,000 students in over 150 countries in specific skills like sales B two B sales, business development, lead generation, basically all my skills. And then to learn more, call to actually visit Petrucci dating dot com. Now if you can see here, I actually left my other work experience Blank, like when I used to work at a startup in strategic partnerships, and then when I used to be an account executive at Oracle. The reason I purposely did that is because I want people to focus on what I'm currently doing, what not necessarily what my passes about, as long as they understand that that's the Roy was in. That's totally fine by me. I don't really have the need to add more information to that. Some people do add more just because they feel like it, and they want to provide people with more context for me. I just want people to focus on my current things, so that's why I do it like that way. So obviously it's going down. Education, volunteer experience, gales and endorsements people can into issue for certain skills, like social media have over 99 for social media sales. Public speaking. So to be honest, I would say that even though there's all these things like recommendations and all that and the wards and whatever, the most important thing is your profile picture, your headline and this summary section and I would say the first thing in your experience, that's gonna be the most important part. Everything else most people actually don't look at. They just want to get a brief understanding of who you are and what you're about and whether or not they should do business with you. And so if if that's the golden just work on your profile, picture your headline, making sure you're offering value to people and a little just of your story and what you're about and how you can help with a little call to action at the end and your gets ago. So don't even, like, get hung up on filling out all this information because, honestly, it's just not that necessary. To be honest, you just want to make sure you're looking good, and basically people are gonna look at your profile for like, 10 seconds and then be like, OK, I'm gonna take a meeting with this guy. So that's really all there is to it. When it comes to crafting your profile. Let's go ahead and look at some other examples so that you get some or inspiration on how you could do this yourself. So you can see here. Anthony Sisario What somebody I met while I was at Oracle. He's one of the top sales leaders here. He doesn't say he's like a sales person, he says, helping the world's top HR teams deliver high impact talent programs and loving it. And so and then From there he goes in with a story. There are 160 hours in a week. Here's what minds looked like on a regular basis. So he does something really interesting where he's telling a story about who he is and how he spends his time, which gives you a really good understanding of whether or not you want to business with this guy. Right? So again, clear profile picture backgrounds, not distracting doesn't matter what your background images, so he has a waterfall, and then it goes into you know, he's a senior manager and a price sales in at Oracle, and that's pretty much all people are going to look at. Another example is Gary Vaynerchuk. So someone who's entrepreneur who has many different businesses, you could put it all the different titles, like chairman of inner ex CEO of Intermedia, five times New York Times best selling author. And then it just goes into profile about himself and all of the accomplishments that he has had. And when you scroll down to his experienced habit, Vader media, that's his main thing. You can kind of get a understanding of whether or not you want to work with him, right, cause he's a CEO. So that's good if you're talking to him and you could see how big his agency is, it's over 100 people in the last eight years, which is crazy. And these are the big companies that he is working with, like G E Pepsi Toyota. So automatically, you just gotta think like if a potential customer who wants to work with Gary goes on his LinkedIn profile page, he can see like Oh, you know, he has a really big company. He has work experience with a lot of the biggest companies in America, and he provide all these services. That's the understanding that people need to get to decide whether or not they want to work with you right again. Doesn't have to be crazy, complicated or long. This is just very simple. Straight to the point and at the bottom, you could see called action in that there's some social proof where if you want to work with him and you want to some case studies and you go to this website so very clear on how Gary V is doing everything else. Honestly, it doesn't really matter. Just focus. Hunt the beginning stages of this. And over here, his picture in the background is all the company's back. He owns the next example with someone that kind of takes it really far when it comes to call to action. I'm not necessarily recommending you do it like this, However, I think some of the things that this person does her name's Greta van video are actually quite innovative, in a sense, and you could tell it kind of takes some inspiration from her. So in the beginning she's all about social proof, right? So Forbes, 30 under 35 times, started founder 60 million combined followers on instagram one million e commerce sales in a day. So it's just like click baby stuff. I shouldn't really call it Click Baby. But a lot of attention grabbing titles that make you would make you wanna click on a profile Evan immediately in her summary. She's like Tap this button over here and then hit. Follow. And that's how she's getting her followers up. So she's asking for a call to action right in the beginning. And then she goes into, like all her credibility and blah, blah, blah. And at the end of this, she puts in that she's interested in speaking opportunities, podcast and interviews. So what she's actually doing is that by putting all her accomplishments up front, people may search her unlinked in and that the men you reach out to her and for speaking gigs or to interview her. And that's essentially what she wants to do to build her brand, which is great in this example. Her profile is optimized to develop her personal brand and because she had a lot of business experience and a lot of people wanna speak well for and learn about how she did it and so her you can see clearly her profile is tailored for that specific reason. And here it's all the websites and companies that she started and then go down here. She's founder of this. She's open to speaking opportunities. Obviously, she wants to make money doing that. Leading workshops, podcaster interviews. And so this is an example of someone who is going really hard core on linked in when it comes to building their brand. And there's nothing wrong with that. You know, you may not want to have all these call to actions, especially right in the beginning before offering any value, and that's totally fine. But other people who may just want to do it for the sake of doing it and maybe get some people to tap that more and follow, and that's totally cool to it. So again, there's no perfect way to do Lincoln right. This person is a very call to action or into person, and that's fine. Whereas let's say Gary Vaynerchuk doesn't really have any call to actions until the ending of whatever he's talking about and which is to go to his website to see these case studies . But even then, it's not really. His strategy is to have a call to action on its profile. It's just to give you a better understanding of who he is, so there's no best way to do it. Obviously, everyone has their own strategy. And based on the examples I showed you think about all the other people that you look up to , whether it's also Gary V. Or maybe it's just kalba Ashton Kutcher Tai Lopez, right? See how they're doing it. Take the bits that you've liked and just omit the pits that you don't like. And then that's gonna be how you're gonna craft your linked in profile. And so from there again, you know there's no right way to do it. Do it any way you want, but I just want to give you some examples of how I've done it and how other influencers on Link didn't have done it as well. So with that said, that is everything we have to cover when it comes to optimizing your linked in profile page to look legitimate on this platform. And so with that said, I'm going to see you guys in the next lesson 3. Creating An Ideal Customer Profile: everybody, What's going on? So in this section, we're gonna teach you all about the I C. P your ideal customer profile. Now, why that's gonna be incredibly important when it comes to Lincoln is because when you're crafting out your linked in and you're developing strategies to develop leads, you have to get a understanding of who exactly you're trying to attract and who you're trying to reach out to, because if you don't know who these people are, then you just have no idea of where to start or how to even begin. So in this section, we're going to show you exactly how you can't craft your ideal customer profile and get a great understanding of who your target market is so that you can mark it to them. And you could do outbound messages to them as well. So that said, let's go ahead and dive right in. Now how do you add value to someone? That's the first thing we got to cover. So on the left side, over here, basically, if you boil things down, everyone is a person, right? And so on the left side, you're gonna have people as they are who we currently are now. With that said, everybody has his version of themselves of who they want to be. So, for example, right now you're broke living in your mom's basement and you want to learn how to make money and you want to be a millionaire and have drive a nice car and blah, blah, blah. So that's a version of who we are and who we want to be. No matter who you are, what you do. Everybody has a version of themselves because human nature, naturally, we just want to progress and grow as human beings. So if you understand where people are and where they want to be, you want to position yourself in the way where you're adding the most value. And so let's go through some examples. So example. Some people are slaves to their 9 to 5 job, and they want to become financially free. Great other people are unhealthy or overweight, and they want to be healthy and fit, obviously, and lastly Ah, there are people who are some companies who do old school marketing like flyers and newspaper ads, and they want to generate more sales and be more modern when it comes to marketing and using Instagram or any type of social media could see these are versions of who we are and who we want to be, and you want to think about okay from there when you got to understand, is that because everyone has a version of who they are and who they want to be, it's not always easy to get to the other side because there are always gonna be problems and obstacles that prevent them from becoming who they want to be. So this is how you're going to position yourself to add the most value to your potential customers. And that is, you are going to be a vehicle to get somebody from one side of who they are, and you're gonna drive them over to who they want to be. So if you're ever curious on why people pay for products or services, it's because of this reason. It's because if you're able to position yourself as someone who adds value bypass, solving people's problems and helping them become the better version of themselves, if they're gonna want to take a meeting with you to learn exactly how you can help them so with that said, that's just a basic understanding for you to understand how you're gonna add value to other people. Now, when you're crafting your ideal customer profile, the first thing you want to do if you have current customers is that. And so you want to map out the top 5 to 10% of thes customers because it's much easier to craft out an ideal customer profile. If you have history of who your best customers are in people that love your product or service. Now, if you don't have any customers, what you can do is you can just do a little research and take a guess on the likelihood of the people that would actually Perseus your product or service right again. Right now, you're just taking an educated guess based on your market and based on any type of feedback you had when you ask your friends or family and that's how you're gonna craft your ideal customer profile from the beginning and you want to think of it in terms of companies and individual people. So when you search on LinkedIn, you first want to find companies. I fit your target demographic and then you're going to find the individuals within that company and let me show you exactly what I mean. So when it comes to the company variables and crafting your I C P. You want to look at variables like you're like the industry, how much revenue they're generating or the number employees that they have, or you might want to target things that are specific, depending on your product or service. For example, you might be targeting people who use crypto currencies as an alternative to accepting payments. Right? That's a specific group of people. How I like to look at it, you know you can use this for all types of industries is that you want to look for people who are experiencing a certain pain caused by certain problem, and you want to make sure that you have the ability to solve that problem. So from a company perspective, I usually like to break it down like this. Like, what kind of industry are the companies were going after? How big are they from a revenue and employees standpoint? Are there any specific things like are they in Cryptocurrencies or they really heavy on social media marketing you know, whatever that is, and then what is your main pain point that I can saw? So this is basically five basic variables that you can use when you're crafting your ideal customer profile again. You just want to think about what kind of problems your product or service can solve, and you can craft your company profile from there. And when you go into even deeper level, you want to understand what kind of people at the company we want to take a meeting with you, Meaning If you are going after a big company like Salesforce and you want salesforce to use your product or service, then who are the people that you need to talk to at Salesforce? Because they have thousands of different employees? And a lot of times you can actually just boil it down to the director and upwards. So the director level, the VPC sweet, the founders and the board members not so much the board members. It really just depends on your product or service. But I would say the directors all the way to the founder, maybe the people who are the decision makers. So when you're thinking about crafting your I c p from individual level, I would actually avoid the low level people like recruiter salespeople like things like that because they are not gonna have any poll in purchasing decisions. Managers typically don't have that decision either. It's usually the director or above who have power and influence within the large company. So this is if you're trying to sell to big companies. However, if you're selling to smaller companies, typically you're going to go after the founder because they're they're the person that is going to run everything. So with that said, you guys have an understanding of the type of variables we're gonna use to craft your i c p and never gonna go into linked in to show you how to find these people and used the lengthen search filter. Alright, guys, So we aren't on my linked in profile that this is just a page that you go on when you log in. So what you want to do is you want to master the two of the search feature because it's gonna be extremely powerful when it comes to finding people that fit your I c p. So what you want to do is go to search, right? And then you click on people, As you can see here, you can. You can actually divided into companies O r companies, content jobs, all eso. I like to either search by people or search by company. So when you go into companies, you can see that there's not that many filter features over here. So when you have a free account, the best thing to do is actually the search by people. So let's say you're going after technology companies write. What you want to do is you want to click on filters. You can use these filters here, but I like to go in all filters to give gives you everything. And you can actually say you want to target people in the United States in the greater Los Angeles area, and then you could type in this specific company you want in the workout. So let's say I want to target people who work at Google, Oracle and Amazon and then apply right? Okay, so obviously my search filters wasn't that narrow, right? So I'm going to get a lot of different results. However, these air gonna be potential people that you can actually reach out to you when it comes to selling your products or services. Now let's go ahead and try different. Search its clueless up and let's go a little more specific this time. So let's say we go into all filters and then we go United States, greater Los Angeles area and we want to target specifically Internet companies. And, ah, I'm going to show you guys a secret hack here. So, as you can see in the title page, right, What you can actually do is you can use thes quotation marks and the word or and what that's going to do is the only people that we're going to show up in your search filter are people that have the word, a certain key word that fits in the quotation. So if you're saying you only want to talk to marketing people or VP of marketing or social media, then what's gonna happen is that when you put this in, it's gonna be quotation mark enter a keyword space and then capital O R. Space quotation Mark, you want to make sure you follow this, Uh, exactly, because if you don't, it's not gonna work and then I'm gonna press apply. So what's gonna happen is gonna be It's gonna be very specific, right? So right now we got the VP of marketing of goat, which is Ah, sneaker app. VP of marketing Holler so suddenly I'm getting all these VP's right, and it's gonna be really easy for me to be OK. You know, if they're the marketing guy at the start up, I'm going to just connect with them, have been sent them in our reach. So all you gotta do, actually just send them a connection request. You can add a no and make it more personal to increase the odds of them connecting. And you could say something basic like, Hey, so you're the VP marking at golds, and I actually help people with X y Z thought it would make sense to connect. And then you could do it like that and then precedence an invitation. Or you could just like president now, right? Essentially, what you want to do is once you feel throughout who, what companies you want to go after in the type of people that work at that company, then you just want to send connection requests to all these people. And an important note is that you do not want to send over 100 connection requests per day because Lincoln is going to prevent you from doing that. So you want to make sure that it's always less than 100. So I would just do, like, maybe like 90 a day, a 90 connection requests per day and no more than that, because Lincoln will stop you from doing it. And you have temporarily disable your ability to connect with people. So once you connect with them and they accept your connection requests there, you're going to be able to message them absolutely for free. So that is why you want to connect with 90 people 9 200 people a day. And so that means you could potentially reach out to 90 new people every single day. Once you go through this process and I use the filters, show you again one more time how to use this. So let's say you're going to go for the company. Um, let's go ahead and say uber so over Internet company here and you want to go for marketing people at Uber, so you're gonna say OK, marketing, VP marketing or social media bells are the titles. Even with that, if you know about you want to go after uber and you type in those things and you press supply. What's gonna happen is it's going to show you all the people that work out over that fit that category, and that's how you're gonna search specific companies for specific people. Then you can connect with all the people you're interested in with connecting now from there. What's interesting is that on the when you click on someone's profile and you connect with them actually on the right side there's this tab called People also viewed. Lincoln has an algorithm that's basically saying, Hey, if you looked at this person, here are some other people that are really relevant to whatever it is that you're doing. So you might be like, Oh, partnership in marketing apple music. You click on that and then you're like, OK, so Apple might be a potential customer. Then you connect with this person and then you go down. You like, Oh yeah, this guy's ah, manager and business development and global lions at this company. Okay, let's check him out you go. OK, this looks like a fit for my company. Connect with this person. And so basically, you just keep going down that chain of people you can connect with on LinkedIn by using the people also viewed. And it's very powerful because it shows you very relevant people. So again, you can always use the filters to search different companies on Lincoln. But if you prefer another way, what you can actually also do is you can actually just use Google and say, like top crypto currency companies, Right? So let's say you're selling into Cryptocurrency companies, and these are people who want to reach out to you. So you might say, um, you might go on this list. I like to the EU's list when it comes to outbound the generation because it's a really fast way to generate leads. So if you're looking for couple currency companies, just type it in Google, then this list will give you 20 different Cryptocurrency companies, right? So you want to add them all to your list of people you want to reach out to. And if you're selling a marketing service to cripple currency companies, just write all these down in excel sheet like coin bay, C X c Exit the Iot, blah, blah, blah We can do after you put him on Excel Sheet is that you want to go back to Lincoln? Okay, so let's go ahead and go back to Lincoln, and then you want to use the search filter here and let's go ahead and go into people like we saw earlier. It's Ah, coin base is one of the top criminal currency companies, and we want to reach out to them. So we can do is you go in the filters, you type it in here, coined based Internet company, and then you want to maybe put in. Um, maybe there's a lot of people that work at that company. So you want to put in the title? Let's say you want a marketing person, so you put quotations, marketing and apply. So there you get all the marketing people that work at Coin based 17 results. So boom, Jason, on my connected this guy, Vice President Communications, connect with this person, and then you can see here just connect of all of them Adam to York. So she and then once they accept your connection requests, then you could actually reach out to them. They accept your connection requests. You can actually reach out to them using LinkedIn Messenger. And one thing I want to remind you guys is that you want to send less than 100 connection requests per day. Every the reason again is because Lincoln will block you from sending any more. If you send too many, that's pretty much the foundations when it comes to setting up your Lengthen Lee Generation machine. It's all about finding companies using the first search filter and finding people within those companies. I fit your ideal customer profile, add them on Lincoln, and then once they accept your request, then you can send them direct messages. And throughout the course, we're going to show you exactly what to do and what to say once. Except you're a message so that you congenital rate that lead and convert that conversation into a Rio meeting 4. Strategies to Generate Leads and Meetings with LinkedIn: In this video, I'm gonna show you step-by-step how you can generate leads on LinkedIn. So you can start getting more appointments with your dream customers and start closing more deals. Linkedin is one of the most effective ways to get in contact with your dream clients. But I know a lot of people try this out in the say it doesn't work or people don't respond to their messages. But here's the thing. There are more than 700 million people on LinkedIn and for the most part, a lot of high-level decision makers are checking their LinkedIn profile and checking their messages every single day. I know for myself I check my messages all the time. Linkedin works that people are there. But why is it that most people struggle to generate leads and to break it down as simple as possible. There are two main reasons. Number one is that when someone wants to reach out to their dream clan and they send a connection request. A lot times they're prospect or their potential costumer doesn't accept. And number two, even if the potential customer actually accepts your connection request, they may not respond to your initial message when you ask for a meeting. So in this video, I'm gonna show you exactly step-by-step how you can actually connect with your dream clients, send your messages, and actually schedule more appointments. Diving right into it. The first time you gotta do is you've got to optimize your LinkedIn profile. And here's what I mean. When you send a connection request and people are not accepting the number, one reason for why this happens is actually because you're poor file is not optimized in a way where it actually intrigues your potential customer to accept your request. Thing about it like this, if you're sending a random connection requests as someone on LinkedIn and they have no idea who you are, how are they going to make a decision on whether or not to spend time to even connect with you. And they're going to click on your profile. They're going to look at your picture. They're going to look at what your job is and what you're about. And they're going to make a split-second decision on whether or not you can actually bring value into their lives. If you're a profile is not optimized in a way that shows that you deliver value. No way anybody is going to connect. It doesn't matter how great your messages are or how great the message you write when you send your connection requests. If your profile is not optimized, you are not going to get any results. And if you send a connection request or a 1000 years still gonna get the same results. Nothing because you gather up demise your profile. I so going to my personal LinkedIn profile, right? So if I connect it with somebody and I wanted to reach out to them for help them with sales consulting or sales coaching, which is what I do when they see my connection requests and they click on my profile. It's very clear what I do. So it starts with the headline, right? Well first of all, it starts with a picture. You gotta have a picture that shows like, hey, you're trustworthy, right? If it's like a picture that, you know, you can't really see your face or you use around the picture, that doesn't make sense. Why would someone connected with that, right? You just got to think of it logically. So clear profile, head picture, and it's very clear what I do helping B2B sellers schedule more meetings and close deals with modern sales training. Very clear what I do. So when I reach out to somebody, they know exactly what they are getting and if they're interested, they're gonna except if they're not, then they're just going to ignore my connection. Request and I got a whole video on exactly how to optimize your LinkedIn profile things gonna be somewhere on the screen and the links going to be in the description. But for this video, the main lesson that I want to share with you guys is that when you're optimizing your LinkedIn profile, the main important thing you want to remember is you want to show what value you bring to your potential customer. Don't just talk about yourself and say, I went to this school. I worked at these places that they're they're all about me, me, me, and nobody cares. They care about what you can do for them. So I'll just take a look at your profile audited and think, OK, how am I bringing value to my customers? And if you're not, you ought to rearrange it. Again, another video on that link in the description. Next part when it comes to actually getting meanings with LinkedIn is you want to send the initial connection request. Now when you are sending the connection request, there's two options, right? Number one is you just kinda press the plus button and you can send a default message to somebody hoping they will actually accept. Now for my personal experience, this is actually work. Yes. If you're a poor file, is optimized in a way where it's for your potential customer. Sending the default message wherever it is, actually does get results in faster. Now, if that's not really working or you're not getting enough results, meaning you want to get the conversion rate higher. Meaning when you send a connection request, you want more people to accept. You can write a more personal message. Obviously it takes a little bit more time, but if you want to get more results, that's what you have to do. So as an example of a custom message, requests can be something like this. Hey David, I saw human in the digital marketing space for five years now, and I'm impressed with the work you've done on XYZ, so you gotta look on their profile. So you kind of work they did, right? And then you say that it might make sense to connect here. And simple as that they're going to read that they're going to say, OK, this guy actually did a little homework and they're going to accept your invitation to connect. Let's go through another example. He David, I notice you've been in the construction business in the Los Angeles area for five years now. I'm impressed with your work and thought it might make sense to connect you. So pretty much the same kind of format, right? And you can kind of take this format and change it out for your specific niche. But essentially that's pretty much all you have to do. And how to get this information. Just go on their profile, see where they work, how long they've been in the industry, what kinda work they did. Mention it in the first line. A only has to be one sentence of customization. And that is, it's, some people might think about, you know, automation, right? And automation does work, but here's thing before you even get to the automation side of LinkedIn, I wanna make sure that you understand how to do this manually first. Because if you can't do it in annually for high touch point and you're making a very specific for the person. Can't get results doing that. There's no way you're going to get results if you automate it, right? Because when you automate things, it gets less and less personalized. If you can't do it manual, don't automate doing manual first, get it right, and then out of me. But once you get it right and you move into automation, and what you can actually do is that, you know, there are different tools you can use to help speed up the process of automation. So you can say like if someone's working in marketing, real stay, or finance, it can kinda just put that in for you. And you can also say they owe if they'd been working in this industry for five years, are automatically put that in and you can send the same message to everybody in. It looks like it's very tailored for that person, but it's really like is automated. And they think of automation is you gotta be very careful because there are always new tools. Coming out. So I don't really want to recommend any specific tours right now because if I recommended today in their began tomorrow, right? Because LinkedIn is always changing their rules on which software works, which one does according to their API. And there a lot of rules that constantly change rate. For example, how many connection requests can you send a day before LinkedIn send you a warning and says You should not be automating, right? Because that's technically against the rule. So if you kind of break the rules, you send too many messages sent to many requests, your account may potentially be banned and you got to start all over. So that's why in the beginning, if you're just starting out and you're just trying to generate leads, I would personally recommend doing it manually first so you understand the process and you can actually get results. Once you know how to get results, then I will look more into how you can automate LinkedIn. So you don't get band and you do it in the right way and you can start looking at what the rules are. It when it comes to how many connection requests you can send, how many messages you can send and things like that. And again, the tools always change. There's always new or LinkedIn tools coming out that plan. They can do all these things for you and they can. But you know, sometimes they go out of business or sometimes it's just not working and so do it manually first, then look into automation and if you want more videos on how to automate, you know, let me know in the comments if that's something you want to see and I can make a future video on that. Now moving forward, the next part when it comes to generating leads on LinkedIn is actually once someone actually accept your connection requests, you gotta actually send them the first message. So this where a lot of people get around, most people, they'll send a message about, hey, you know, I do this, that, that I can do anything for you. Let me know if you want to talk. But here's the thing. You've got to be a little more specific or you need to ask more questions and get the person more curious if you just kinda throw out all the different services that you have which allowed people do. Nobody responds right? Because they're confused on why they should respond. And you have the prospects to do too much work in order for you to get that meeting and said you want to make it as easy as possible for them to say Yes. So here's an example of what you can say if somebody accepting your connection requests. So it can be, Hey John, I noticed that you started your own creative agency and I wanted to reach out. I help agencies like yours get more clients without spending money on ads, any chance you need help with this. So this one I'm asking a question. I'm not asking for a meeting right off the bat. I'm just saying like, hey, this is what I do. This people, I helped this, how I bring value. Any chance you need help with this. They might say, Yeah, maybe. And it's not that he might say that bologna, I say, yeah, maybe you are. What do you do? And then you can start having a conversation. And once you reply back to them, you can actually say, Hey, if you want to talk more about this, let me know what your calendar looks like or feel free to schedule a time on my calendar and you send them a link. So that's pretty much how that first technique is done. The second way to do it is instead of asking a question, you can go straight for the call to action and if they're interested, they will schedule a meeting right away. So this is the one I personally prefer. It's more direct, but at the same time, it's faster, right? So I can say something like this. Hey John, you probably know that one of the most challenging parts of owning your own creative agency is signing on new clients. Now actually helped creative agencies consistently get new clients without having to spend money on ads. Some of our clients include x, y, and z. So if you're interested in learning how you might be able to do the same in your business. Feel free to schedule a time to talk on my calendar here, and then you would put the link to your calendar. Okay, so let's break this down to show you exactly how this works. So in the beginning I'm saying, hey John, you probably know that one of the most challenging parts of owning your own creative agency is saying on new clients. So when I'm specifically doing here is I'm saying I'm addressing a pin, right? So if you're a creative industry, I know that getting new clients is the hardest part. You may think that the best designers and stuff in the world. But if you can't get new clients, you don't have a business. So I really know that that's a problem in a address it right off the bat. Now in the next sentence is I offer value. I'm saying like, hey, I help people like you get new clients without having to spend money on air. So piques, curiosity there might be thinking, okay, well how exactly or do you even do that, right? So now they're more interested. And then I go ahead and say, here are some of the clients that I've worked with in the past. So if there's some social proof and they know who these clients are or let's say you have some big names under your belt or maybe even if you have small names, if they're familiar with those people and they're similar to each other than there. They're gonna be like, Oh, that's interesting that you work with these people. I know them. So maybe I want to work with you. And then the last part is the call to action, right? Actually getting the meeting. So I say, hey, if it makes sense. So if you're interested in learning how you can, you might be able to do the same in your business, which is clients, feel free to schedule a time to talk on my calendar here, and I will put a link to my calendar. They will click on a link and then they can actually schedule a time to talk for me for 30 minutes. And I'm gonna see if there are fit for us too to work together. So that's my personal Goto. This one's very effective for me personally and I'm confident it will work for you if you kinda follow all the steps we've been talking about in this video. Now, the next part of January leads on LinkedIn is what happens when people don't actually respond on first message, which a lot of people will not, right? So that's what you gotta follow up. My recommendation is to follow up with one to three times. A really depends on your industry, right? But you have to understand this, whether it's 12 or three. Every time you send a follow up, more people will respond and take more meetings, right? So that's why you have to understand What's the optimal times you'd follow up. Sometimes it's just depending on your niche, right? Sometimes it's just following up twice and that's it. Other times as following three times because maybe people are interested, but they just didn't have time to respond in that moment. So you want to figure out what works best for you. But if you're just starting out, just follow up three times and see if it works. If you find that after the third follow up, people don't even respond after the third follow. Then just shorten it down to two if, and you can kinda go from there. Now in the follow-up, here's what you can say. You can say something like You just want to reiterate what you're talking about. You don't have to say any new information. Just one or two sentences to kinda share reminder, prospect what you're even offering. So you can say, Hey, John wanted to follow up to see if it still makes sense to talk about how we might be able to help you with XYZ would like get new clients or whatever it is, right? If it does, let me know what your counter it looks like. So in this one I'm kind of saying like, hey, you tell me what your schedule is. Or I can say something like, if it does, feel free to schedule a time to talk on my calendar here and I'll put my link again right there. So that's pretty much are followed. And then if you want to follow up two or three times to basically say the same thing, but you paraphrase it and then you get a different response rate. You don't want to copy and paste that, you want to paraphrase it. So it makes it look like you're actually making an effort to get to know the person. And number five, we're gonna roll down into LinkedIn Marketing, okay? When it comes to outbound LinkedIn Lead Generation, where you're reaching out to other people. You don't have to go super heart when it comes to marketing, you don't have to go viral. What you wanna do is you want to understand that when you're connecting with people, people are gonna start senior content in their feed. So I'm gonna go ahead and go on my profile and I'll show you what I mean. So as you can see here, I'm on my profile right now, right? You scroll down. I got all these people who I'm connected with and it's my feed, right? Basically are the connections I have built over the years. I'm gonna see what they're talking about on my feet every day, right? So basically what you wanna do is you don't need to go viral. You just need to create content for the people that you already connected with. So I'll give you an example. Let's say you're starting on LinkedIn, you have, let's say ten connections, right? Is just refrence. And then you're like, okay, well, I want to start using this to get clients. So what you do is you find all these people who are potentially a good fit to for your product or service. And then what you do is you connect with them, they accept, and then you send them a first message, right? And maybe they don't respond to that first message. But every day you're posting some type of content on LinkedIn so that when they look on their feet, they keep getting reminded of you and they go, that's our patch together. Messaged me, oh, that's a pretty interesting video. Oh, that's a pretty interesting perspective on the industry, right? And you're just basically keep posting these videos for your audience that you custom built by audit, by connecting with them. My one personally, the so let's go into my LinkedIn carry. So we're now i got about 8,900 followers, meaning a lot of them are actually personally connected with me and I can send them a direct message anytime. So couple times a week, I do post a video on LinkedIn, which is my YouTube videos. And they do pretty decent, right? So this one has 16 likes, a thousand, more than 1000 views. There's one has doesn't views, 2 thousand views, 2500 of years, 30 Likes. And you can also see that when I click into this, I can see who exactly is liking my videos. Not only that, but if I go into my profile page, I can see who has viewed my profile. I so I believe this is the last 90 days. So if I click into here, I can see, you know, who are these 2400 people that have viewed my profile. Okay, why this is important is because when people see your content, sometimes we want to get reminded and they click on your profile again and be like, what did the sky do again, I'm kinda interested and we started seeing these people interact with your content, whether it's liking viewing your profile, it gives you an opportunity to sentiment message, right? So you can say like, hey, you know, I noticed that you like my video on whatever I wanted to see if it might make sense to talk about how I might be able to help you with XYZ. It's just another way to engage with your prospects so that you're not just any of them are called message. You're suddenly building more authority and you're becoming more of an influencer in the space. And it could be, you're just smart influence array, but at least you're doing something and you don't need a big, big audience to actually do this, even if you just have a couple of thousand connections, that's already enough to start getting some links and some views on your content. Because when it comes to what kind of content you can post, you can make videos personally, I'm really strong video, so that's why I like to do videos. You could also write long-form copy. So let's say you've gone to my profile. Every video that I post comes with a long forum perspective on that video to kinda get people to read it if they don't want to watch the whole video. And you can share a quote, you can share a picture, share what you're doing. And you know, there's so many different ways to slice and dice it. When it comes to creating content on LinkedIn, you can kinda just look at what other people are doing in your industry and see what works best for you. Everybody is different. You might be a good writer and you might be good with video. You might be good worth just sharing other people's quotes. It really just depends. But you definitely want to post at least a couple times a week. But if you can post every day, that's also really great too. So that's how it works. That's how you use a combination of outbound lead generation combined with marketing. So you can increase your response rate, increase your authority with the people you connect book, and start generating more meetings with your dream clients. So with that said, my name is Patrick, name, hoped he has got some value out of this video and arm and I see you guys in the next one. 5. LinkedIn and Cold Email Outreach Strategies for Lead Generation: Now when I first started my seals career, one of my main roles was to generate appointments with my dream customers. Now the challenge I had was how exactly it was I supposed to do this if especially if they had no idea who I was, they didn't really know my products or services. How can I get a complete stranger to take time out of their day to take a meeting with me. And so what I did was I asked around the office people who had more experience than me and I say, hey, how am I suppose to even get these meetings? And a lot of times I would get these vague answers like, Oh, give him a cold call or send them a cold email. But they didn't really show me exactly step-by-step how I was supposed to do these activities in order to generate that meeting. And so what I did was I put in hours, I went on Google and I just searched up, you know, how to write a cold email, how to send LinkedIn messages. And I watch all these videos. And so what I did is I tried all these things. Most of the strategies I found the line didn't really work. But after a trial and error and sending hundreds and thousands of e-mails and LinkedIn messages. Some things actually did work and I was able to start scheduling meetings. And before I knew it, my calendars just started to blow up with meeting after meeting, after meeting once I figured out the right strategy. And so what I wanna do for this video is I want to share some of my best strategies when it comes to court emailing and sending LinkedIn messages. Because these strategies, there are different, they have the same fundamentals. And I've taught these strategies to thousands of students around the world. So one of my students, Benjamin, who went through some nitrogen and he said I was able to book a meeting with Singapore Airlines after just two weeks of trial. This is my first time in my seals career. I've had the opportunity to meet such a huge client. Thank you for the help. So like I said before, there's going to be some of the best court email and LinkedIn strategies to get meetings with your potential clients, right? If enjambment who just started doing cold emails, was able to get a meeting with Singapore Airlines, which is a huge company. You know, I'm confident that the strategy is we're also worked for you if you apply them in the right way and you wanna make sure you watch this video until the end. Because if you miss out on these strategies, you're going to spend so much of your time spinning your wheels, trying things out in the life, things don't work when I can actually just give you the shortcuts right here. What's going on, everybody, my name is Patrick Dang. Now let's go ahead and get started. Specifically for this video, we're going to talk about outbound lead generation strategies using caught email and LinkedIn messages, like I said before, although these are different platforms, the fundamental strategies of how you write your messages and how you go about finding your potential customers are exactly the same. So whether you're doing LinkedIn or cold email, just know these strategies will work either way. Now the first question you gotta ask yourself when you're doing any type of outbound prospecting, meaning you're reaching out to people who have no idea who you are, is you want to answer the question of who? Who exactly do you want to reach out to? Who exactly do you want to serve and who exactly would be a great fit for your product or service than the problem that most people have when it comes to sending out their messages, is that the right, these long messages on everything that they do. So they'll reach out to a potential customer and they don't really have a specific use case and they'll just say, hey, we could do this, we could do this, we could do this and we could do this. Let me know which one fits you. And the problem with that is that when someone's read your message and they see all these different options of things you can do. It's very fatigued and you're making the prospect do too much work in reading your message and trying to figure out how they can work with you. Instead, you want to reverse this situation where you make it extremely clear on why the prospect should work with you write, don't write out every possible service that you can provide. Narrow it down into one specific use case that someone can really think, oh, this is exactly what I need. And once you get that aha moment, that's when people are going to start responding to your chord messages. So the best way to do this is to identify a pain, right? What's a specific pain someone experiences and how do you solve it? So the next thing you've got to understand is what exactly is your core offer, whether it's a product or service, right? So if you provide so many different solutions, you really have to narrow it down to one specific use case that another company can say arr. That's exactly what I need. So let's go ahead and give you an example. So let's say you have the app development agency, meaning that you, you provide a service where big companies can outsource app development because maybe they don't want to do it themselves. So if you reach out to a lot of big brands like, let's say for example, metal which has Barbie and Hot Wheels. Let's say you want to reach out to them. If you say, hey Mattel, I provide this service, the service I can make a game for you. I can make it AB, I can make this, I can make that. They're going to read that and be like, well, we're not really looking for any of these, so I'm just going to ignore your email because you are providing to many different solutions that I don't actually need. But instead, if you narrow it down in your really specific on what kind of problems you solve and you do your research on what type of problems that say our Mattel, which is Hot Wheels in Barbie are experiencing, then they're going to respond to your core message. For example, if you know that Mattel and how we'll have a big brand. But they don't know how to develop games for the App Store and they don't have the development team, but that's something that we wanted to do because they want to monetize their brand and different ways, you can write a coordinate message and you can say, hey, look, you guys are big brand, you're killing it with the toys and everything like that. But have you guys ever thought about developing a game around your IP or intellectual property and take advantage of so many people on mobile and playing games on mobile these days, when you asked that question, he kinda share that you provide a solution that you can make a game specifically for them using their IP. And you're a master at monetizing and audience, meaning that when people download the game that you're going to make for them, you really know how to monetize their audience and make money from the actual game. So you're not just making a game, but you're actually creating a new type of business. So that's a lot more appealing, right? It's very specific for that use case. And if you know that they have that problem, there are a lot more likely to take your meeting and you want to compare that to, let's say if you said I can make a game, I can make an app, I can do this, I can do that when you provide too many solutions, people tend to not want to do any work and they're not going to take a meeting. But if you provide a specific solution around the pain you know, they have, That's how they're going to take your meeting. So that's the who write, who exactly are you going to serve and how exactly are you going to provide value so that they're gonna take your meeting? Now the next question that you need to answer is why, why exactly should somebody take your meeting and why should they do it right now, right? Because you need to have some type of sense of urgency. If people don't have a reason to take a meeting today, then they're just gonna be like, Oh, this sounds interesting, but let me just follow up in a month or six months down the line when I'm ready. And that's what you don't want to happen when you're sending your cold emails because even if someone's not ready, you want to get on the phone with them to see whether or not it's a good fit. And if it's a good fit, you continue to build that relationship. So one day in the future, already there, ready to buy. But if you never get that phone call or in that meeting that they don't you don't have that relationship to even begin to some process when it comes to why you really want to focus on two things, why now, and what value you provide. So let's go ahead and talk about why now. So let's say for the example of you're selling an app development service to accompany like Mattel. Again, that's like Barbies and Hot Wheels. So why exactly do they need to create a mobile game now? So one reason might be because mobile is on the rise. Everybody's on their phones and more and more people are starting to use their phones even more than computers. So obviously if everybody's on their phones having a mobile game where you can monetize it as especially lucrative in this time period, right? And the earlier you aren't in developing these games and putting it out into the market, that less competition there will be. And the more attraction yoga and the bigger your brand will become on mobile, and the more money you will make in the long-term. So if you don't do it now, if you don't make these mobile games right now, other people are going to beat you out, right? Other brands are gonna come in and take your spot. And if you decide to make a game in the future, well, you have to compete against all this competition, but if you do it right now, it's a blue ocean and you have a special advantage and you have a big brands so you can start dominating the market. So that might be a reason for why you want to convince someone to take a meeting right now versus in the future. And if they realized that they wanna take advantage while this opportunity is hot, then they're gonna take your meeting to see exactly how exactly you might be able to help them develop this app developers game for their customers. So now you understand why now, but what's the value of, like I said before, the value is that first-mover advantage. You're gonna make money, you're gonna make your customers happy, and you're going to build your brand outside of toys, and you're going to build it within the digital space, which is on the rise. So that's going to be a reason for why a brand like Mattel might want to work with another company to get started faster. They may not want to develop these games by themselves because that's not their expertise or their expertise is, I'm making toys and things like that. But they had the IP and they have the brand, and they just need someone to build the app. And that's where another outsourced provider or agency comes into play. So once you wrap all these things together, right? You know, you're who, you know, you're white and you know your why, and you put that on your email or your LinkedIn message, then suddenly people are going to want to respond. And the reason why people will not respond to your messages is because if you don't answer these questions, right? So if people don't respond, you just have to figure out which part is broken, replace it, fix it, and then try again until you get the winning formula that works to sell your specific product or service. So that said my name is Patrick Dang and hope you guys enjoyed this video and ominous you guys in the next one. 6. Next Steps: Now, if you're getting any value out of these courses, make sure to leave a positive review. Sharing your experiences. I read every single review, and I really do appreciate your feedback. And if you want to see more videos like this, make sure to follow me on skill share so you could be notified on when I release my latest courses.