LinkedIn Marketing, Lead Generation & B2B Sales for LinkedIn for Entrepreneurship, Startups Business

1. Welcome to LinkedIn Machine: everybody welcome toe linked in machine, the completely generation and marketing masterclass where you're gonna learn the most cutting edge marketing and sales strategies you can use on linked in to generate leads. Mining. Saturday and I started my sales and leaked in career at Oracle, one of the largest technology companies in the world and with the my first year, became recognized as one of the top 1% of sales professionals in North America. After that, I during one of the fastest growing y Combinator back start ups in Silicon Valley, selling to small companies all the way up to Fortune 500 companies. Now, after a successful career in Silicon Valley, I started my own consulting business where I've trained thousands of people all around the world on how they can achieve their dreams simply by learning to become a better seller. Now you might have an amazing product service or idea, but if nobody knows who you are and they're not willing to take a meeting with you, your dreams may just die there. And personally, I've tried almost everything to generate leads from going to networking events, cold calling and even asking for referrals. But when it comes to building riel business relationships in the scale but way leveraging LinkedIn by far is one of the most effective ways to generate leads. Fortunately for you with the Lincoln machine, we're gonna show you a step by step guide on how to generate leads using the most cutting at sales and marketing strategies that you can use absolutely for free to generate. A consistent flow of leads to you every single month and to accomplish is we're going to show you the best strategies and tactics to optimize your profile, to increase your visibility on linked in how to find the best companies. That would be a great fit for your product or service. We're also going to show you how to write amazing Lincoln messages that get responses even if you don't have any copy writing experience. And we're also going to show you the most effective LinkedIn marketing strategies to generate leads absolutely for free. And finally, you're gonna learn how to take these LinkedIn connections and conversations and turn them into Rio actual meeting so that you can actually close a deal. This course was designed for B two B sales professionals, entrepreneurs consultants, coaches and freelancers who have to either talk to their potential client either over the phone or in person before closing a deal. Whether you're ready, familiar with linked in or if you're just getting started, I'm confident you're gonna get a lot of value out of this course. So if all this sounds get to you, I'm looking forward to seeing you inside. 2. Optimizing Your LinkedIn Profile: Everybody, what's going on now in this section, and 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 LinkedIn 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 views. 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 going to be difficult for them to trust you in 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 we even jump into LinkedIn, 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. Maybe you're a recruiter or an entrepreneur who wants to build a LinkedIn profile to recruit people to join your company. Other times Sometimes you want to generate leads by getting a lot of traffic on LinkedIn 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 going to check it real quick and it's going to 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 your LinkedIn resume, the strategies remain the same, the foundations are the same. You just gotta tweak it to exactly what you want and something to really help you guys when it comes to crafting and optimizing your LinkedIn 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. 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 people achieve or get wire result. And so with that said, let's go ahead and jump into LinkedIn right now. Alright guys, so right now we are on my personal LinkedIn page and we're gonna go ahead and dissect my LinkedIn page as well as a couple others that I have seen online in I think are really good. Now the reason why we're doing this is because I'm going to show you how I do it in how other people have done it. So you guys can get some inspiration on how you can do this yourself. So it's a lot easier than starting from scratch. Just kinda model your profile, how other people do it. Some bits that you'd like and the parts that you don't like, you could go ahead and omit them because there's no correct way to build your LinkedIn profile. You just gotta do it your way that you feel comfortable with. But I'm just going to show you some of the best practices. Now over here, obviously you have the profile picture which is going to be one of the most important elements when it comes to crafting your LinkedIn 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 wanna make sure that it's good. So what makes a good profile picture? Well, essentially if you look at minds, it's very clear shot of me and my phase and a little bit of my body. You could only include your face if you want, but if you want to have 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 the 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 it makes you pop out in your picture. So as you can see here, I have a Gradle background. Wow, I'm in the front with this red Sue 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 somebody who would see on Facebook, not necessarily something that's common in, on a social media network for business, right? This one's pretty clear, right? You can see your face plain background. This one's very clear as well. It looks like it's professionally shot scrolling down to eat. 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 phase and a little bit of your torso and a plain background like this one's pretty good, distance, pretty good. So you kinda 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, the ones that are these headshots with a non-distracting background. Now going back to my profile itself, What's going to happen is you're going to see this tab over here where you can write your headline. Now the headline is a second thing that people are going to see. So if you kinda look on the right people, so viewed here. So let's say it's surely Chen, she's a buying assistant that Toby or let's say let's say Frederick Lee, 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 can put an 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 that 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 wanted to make it clear that these are the people I help. I help regular everyday people and 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. I could put something like entrepreneur or CEO or founder or 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 NACADA goes in a little bit into my history after lucrative sales and Silicon Valley bla, bla, bla. And then it 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 for 2000 students all around the world. Some of my specialties, entrepreneurship, B2B, sales, lifestyle design. And then 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 to kinda build a life of true freedom, visit my website Patrick trading company, one that looks at my profile. I probably get like 500 or 600 profile views a month. If they read this and they see this, they go onto a website and then I can do whatever I want from there for me because I travel around the world. Ally, over here I put currently traveling and hace Min Vietnam. That's where I'm currently recording this video actually. And next month I might be in Thailand and excellent. I 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 that they see I'm in the same country that they are. They'll reach out, put my website information here, my Instagram account here. And for business inquiry's, I put my e-mail, contact me at Patrick at day 0, I.com. Now, obviously, depending on your goals, right, you can have different information. For example, if you are a salesperson, you could put your phone number and email address so people can automatically contact you. Or maybe you could put something like, hey, to learn more and schedule a meeting with me, contact me at and you can put your email there. So basically you just want to think of it like a signature like you would in your email. Like you're just all the information that you just want people to have in case they're more curious on how they can work with you. And scrolling a little bit down here, you can see 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 as you can see here, it'll tell you the level of your profile. So right now I'm at all sorry, level which is the highest, but if you haven't filled out, it's not going to be in the OS. Her level of self can fill them out until you actually get this tab. You don't necessarily need it. It's not, obviously, it's something that you only see, but it's just a little benchmark to note whether or not you filled out enough information for LinkedIn. That's something I mentioned actually at the top of 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 that it's something that's not distracting. Could be a picture of the beach like I have over here. Could be an office. 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. 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 or people that want freedom in their financial life, in their personal life. So that basically portrays that lifestyle down going for. And you can also see here that I use this little emoji here to kinda 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 too. Going scrolling down, obviously you putting your experience and 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 company that you started. So here I put founder, published course author and speaker, letting people know that I am Speaker. It's very simple. Sr DAY with the mission to inspire others to make a living doing what they love. Since its inception, it's evolved into an e-learning media company teaching over 20000 students in over a 150 countries in specific skills like sales, B2B, sales, business development, lead generation, basically all my skills. And then to learn more, call to action, to visit Petra today.com. Now, as 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 past is about, as long as they understand that that's the role I 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 thing. So that's why I do it that way. So obviously it's going down education, volunteer experience, gills and endorsements. People can't endorse you for certain skills like social media. I 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 of that in the wards and whatever. The most important thing is your profile picture. Headline and summary section. And I would say the first thing in your experience that's going to be the most important part. Everything else, most people actually don't look at it. 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 that's the goal, then just work on your profile picture your headline, making sure you're offering value to people and the low, just love your story and what you're about and how you can help with a little call to action at the end and you're 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 in basically people are going to look at your profile for like 10 seconds and they're going to be like, Okay, I'm going to 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 more inspiration on how you could do this yourself. So as you can see here, Anthony's Cesario was somebody I met while I was at Oracle. He's one of the top sales leaders there. He doesn't say he's like a salesperson and he says helping the world's top HR teams deliver high impact talent programs and loving it. And so then from there he goes in with the story. There are 168 hours in a week. Here's what minds look like on a regular basis. So he had us 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 do 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 Oracle, and that's pretty much all people are going to look at. Another example is Gary vein or chalk. So someone who's entrepreneur who has many different businesses, you can put it in all the different titles like chairmen of the inner ex-CEO of intermediate, five times New York Times best-selling author. And then it just goes into a profile about himself and all of the accomplishments that he has had. And when you scroll down to who has experienced habit, vein or media that says main thing, you can kinda get a understanding of whether or not you want to work with him because he's a CEO. So that's good if you're talking to them and you can see how big his agency is. It's over a 100 people in the last eight years, which is crazy. And these are the big companies I, he is working with like GE, Pepsi, Toyota. So automatically you just got to 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 provides all the services. That's the understanding that people need to get decide whether or not they want to work with you. Again, it doesn't have to be crazy, complicated or along. This is just very simple, straight to the point. And at the bottom we can see it's a call to action in that there's some social proof where if you want to work with him and you want to do some case studies and you can go to this website. So very clear on how Gary V. Is doing it, Everything else, honestly, it doesn't really matter. Just focus on the beginning stages of this. And over here, his picture in the background is all the companies that he owns. So the next example is someone that kinda 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 is Greg Van veal, are actually quite innovative in the sense. And you can kinda take some inspiration from her in the beginning, she's all about social proof, right? So a Forbes 30 under 30, 5 times startup founder, 16 million combined followers on Instagram, 1 million e-commerce sales in a day. So it's just like clickbait stuff. I shouldn't really call it click Beidi, but a lot of attention grabbing titles that would make you want to click on your profile. And then 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, podcasts and interviews. What she's actually doing is that by putting all her accomplishments up front, people may searcher on LinkedIn and that they may 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 want to speak will further 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, which is founder of this, he's open to speaking opportunities. Obviously she wants to make money doing that, leading workshops, pockets or interviews. And so this is an example of someone who's going really hardcore on LinkedIn 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 they'll get some people to tap that more and follow. And that's totally cool too. So again, there's no perfect way to do LinkedIn, right? This person is a call to action oriented person and that's fine. Whereas let's say gallery painter, chuck doesn't really have any call to actions until the ending of whatever he's talking about, 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 his profile is 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 Vee or maybe it's just Alpha Ashton Kutcher, Tai Lopez, right? See how they're doing it. Take the bits that you've liked. Just omit the bits that you don't like. And then that's going to be how you're going to craft your LinkedIn profile. And so from there again, there's no right way to do it, do it any way you want. But I just wanted to give you some examples of how I've done it in how other influencers on LinkedIn have done it as well. So with that said That is everything we have to cover when it comes to optimizing your LinkedIn profile page to look legitimate on this platform. And so with that said, I'm gonna see you guys in the next lesson. 3. Creating an Ideal Customer Profile: Hey everybody, what's going on? So in this session we're going to teach you all about the ICP, your ideal customer profile. Now why that's going to be incredibly important when it comes to LinkedIn is because when you're crafting out your LinkedIn and you're developing strategies to develop leaves, you have to get an 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 craft your ideal customer profile and yet a great understanding of who your target market is so that you can market to them and you could do outbound messages through them as well. So with 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 going to 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 a half, 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 a way where you're adding the most value. And so let's go through some examples. So example, some people are a slave to their nine to five job and they want to become financially free, right? People are unhealthy or overweight and they want to be healthy and fit obviously. And lastly, 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 can see these are versions of who we are and who we want to be and you want to think about, okay, from there, what 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 they're always going to 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 going to 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 are able to position yourself as someone who adds value by solving people's problems and helping them become the better version of themselves. They're going to 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 going to add value to other people. Now, when you're crafting your ideal customer profile, the first thing you wanna do if you have current customers is that, and so you want to map out the top five to 10 percent of these customers because It's much easier to craft out in ideal customer profile if you have history of, 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 purchase 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 that you had when you asked your friends or family. And that's how you're going to 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 that fit your target demographic, and then you're going to find that individuals within that company. And let me show you exactly what have I mean, when it comes to the company variables and crafting your ICP, you want to look at variables like you're in the industry, how much revenue they're generating or the number of 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 cryptocurrencies as an alternative to accepting payments, right? That's a specific group of people, how I like to look at it. You can use this for all types of industry says 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 employee standpoint, are there any specific things like, are they in crypto currencies or they really heavy on social media marketing, whatever that is. And then what is her mean pain point that I can solve? So this is basically a five basic variables that you can use when you're crafting your ideal customer profile. Again, you just want to think about what can the problems your product or service can solve and you can craft your company profile from there. When you go into even deeper level, you want to understand what kind of people at the company will want to take a meeting with you. Meaning if you are going after a big company like Salesforce and Salesforce to use your product or service, then who are the people that you need to talk to you 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 upward. So the director level, the VPs, C-suite, 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 that directors all the way to the founder, maybe the people who are the decision-makers. So when you're thinking about crafting your ICP from an individual level, I would actually avoid the low-level people like recruiters, salespeople like things like that because they are not going to 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 a large company. This is if you're trying to sell to big companies. However, if you're selling to smaller companies, typically you're just 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 going to use to craft your ICP. And now we're gonna go into LinkedIn to show you how to find these people and use the LinkedIn search filter. All right guys, so we aren't on my LinkedIn profile that this is just the page that you go on when you log in. So what you wanna do is you want to master the two of the search feature because it's going to be extremely powerful when it comes to finding people that fit your ICP. So what you want to do is to go to Search, right, Evan, you click on people, as you can see here, you can actually divide it into companies. Companies, content jobs all. So I like to either search by people or search by company. So when you go in and 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 just search by people. So let's say you're going after technology companies, right? What you wanna do is you want to click on Filters. You can use these filters here, but I like to go in all filters to give you, that gives you everything. And you can actually say, you want, you want to target people in the United States, in the greater Los Angeles area. And then you can type in the specific company that you want them to 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 gonna get a lot of different results. However, these are going to 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. Let's clean this 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 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 these quotation marks and the word or, and what that's gonna do is the only people that are going to show up in your search filter are people that have the word a certain keyword 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 going to happen is that when you put this in, it's going to be quotation mark, enter a keyword space, and then capital OR space quotation mark. You want to make sure you follow this exactly because if you don't, it's not going to work and then I'm going to press Apply. So what's going to happen? It's going to be, it's going to be very specific, right? So right now we've got the VP of marketing of goat, which is a sneaker app, a VP of marketing and Holler. So suddenly I'm getting all these VPS right? And it's going to be really easy for me to be, okay? You know, if there's a marketing guy at the startup, I'm going to just connect with them and then send them in our reach. So all you gotta do actually is just send them a connection request. You can add a note and make it more personal to increase the odds of them connecting. And you could say something basic like, Hey, you're the VP of Marketing at Goats and actually help people with XYZ thought it would make sense to connect. And then you could do it like that and then press and send invitation or you can just like Preston now, essentially what you wanna do is once you filter out what companies you want to go after and the type of people that work at that company, then you just want to send a connection request to all these people. And an important note is that you do not want to send over 100 connection requests per day because LinkedIn is going to prevent you from doing that. So you wanna make sure that it's always less than 100. So I would just do like maybe like 90 a day and 90 connection requests per day and no more than that because LinkedIn will stop you from doing it and you'll have temporarily disable your ability to connect with people. So once you connect with them and they accept your connection request, that you're going to be able to message them absolutely for free. So that is why you want to connect with 90 people, 90 to a 100 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'm going to 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. Let's go ahead and say Uber, right? So over internet company here. And you want to go for marketing people at Uber. So you're going to say, Okay, marketing, VP marketing or social media, those are the titles, even with that, if you know, but you want to go after Uber and you type in those things and you press Apply. What's going to happen is it's going to show you all the people that work at Uber that fit that category. And that's how you're going to search specific companies for a specific people, then you can connect with all the people you're interested in connecting. Now from there, What's interesting is that 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. Linkedin 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 and marketing. Apple Music, you click on that and then you're like, Okay, so Apple might be a potential customer. Then you connect with this person and then you go down, you're like, oh, this guy is manager and business development and global alliance at this company. Okay, Let's check them out and go. Okay, 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 LinkedIn. But if you prefer, another way, you can actually also do is you can actually just use Google and say like top cryptocurrency companies, right? So let's say you're selling into cryptocurrency companies. And these are the people you want to reach out to. So you might say, you might go on this list. I like to use lists when it comes to outbound lead generation because it's a really fast way to generate leads. So if you're looking for cryptocurrency 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 that cryptocurrency companies just write all these down in the Excel sheet like Coinbase, cx, cx with IL, blah, blah, blah. We can do after you put them on an Excel sheet is that you want to go back to LinkedIn. All right, so let's go ahead and go back to LinkedIn. 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 a Coinbase, is one of the top cryptocurrency companies and we want to reach out to them. So what you can do is you can go into the filters. You type it in here. Coinbase Internet company, and then you want to maybe put in, 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 the quotations marketing and apply. So you get all the marketing people that work at coinbase 17 results. So boom, JSON, I'm, I connected this guy, Vice President communications connect with this person. And then is you can see here just connect with all of them, add them to your Excel sheet, and then once they accept your connection requests, then you could actually reach out to them. They accept your connection request. You can actually reach out to them using LinkedIn messenger. And, and one thing I want to remind you guys is that you want to send less than 100 connection requests per day. The reason again is because LinkedIn will block you from sending anymore. If you send too many, That's pretty much the foundations when it comes to setting up your LinkedIn lead generation machine. It's all about finding companies using the search filter and finding people within those companies, I fit your ideal customer profile, add them on LinkedIn 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 they accept your message so that you can generate that lead and convert that conversation into a real meeting. 4. Building Your LinkedIn Lead Generation Machine: Hey everybody, What's going? Non welcome to the section where we're going to start to show you how to build your LinkedIn lead generation machine. Now you've already optimize your profile. You already have an ideal customer profile as well, which is the people that you want to reach out to. Now in this section, we're going to show you exactly what to do and what to say to generate leads on LinkedIn. So with that said, let's go ahead and dive in now to get started, here are some of the things you got to know when it comes to building your lead generation machine. So all of these strategies in this particular section, they're going to be considered outbound strategies, meaning you're going to reach out to different people. Linkedin. And the good thing about this is that there are millions of people on LinkedIn that you can reach out to and can potentially do business worth. And how we're going to primarily do this is you can do it all using a free account. And I'm going to show you a, a powerful strategies that you can use to connect with somebody on LinkedIn and then send them messages and then generate leads that way. And we're going to break it down to an exact science. You know exactly what to do and what to say and exactly the words you need to use to get a meeting with your potential customer. And of course, I've tried this myself and I've taught this to thousands of people all around the world, so will work. However, you got to understand that it takes time. You got to put in the work to actually get results. But I'm telling you if you actually follow this guide and understand it to a science and take action, you're going to have the potential to generate leads for your business and generate sales. So with that said, let's go ahead and move forward. Now, the whole goal of outbound lead generation using LinkedIn, especially LinkedIn messenger, is that you just want to generate a meeting, right? That is a lead. Because in any type of B2B scenario, whether you're an entrepreneur, freelancer consultant, or a coach, you're going to have to get somebody over the phone and actually have a real conversation with them in order to sell to them and then close the deal. So this course is all about how you can generate leads using LinkedIn so that you can actually get the meeting. Why that's important is because nobody is going to buy anything from you unless he talked to you over the phone, especially if you are selling a B2B product or service at a high price point. So that is why it's going to be critical to generate leads using LinkedIn. And then once you get the meetings, then you can sell and close and do whatever it is that you need to do to generate sales. However, this course particularly is focused on generating meetings for your business. And so this is how the LinkedIn machine you methodology works. The first step is that you want to send a connection request to somebody on LinkedIn, right? And we already showed you how to optimize your profile. And from there, you're going to find different people that fit your ideal customer profile and then just simply send them a connection request. Now if you have a paid account, you can just directly send them an InMail, which we aren't necessarily going to cover in this course because it's all about how you can do these strategies for free. Your first connecting with somebody in some way, whether you're in the same group as them or it's an individual one-on-one connection. And then you're going to send them a message absolutely for free. So then the next step is that the message is sent and they're gonna get it in their inbox and then they are going to see your message. And this is important because it's not enough just to send messages, because everybody's gets messages, but you need to make your message stand out and make sure that people actually read it and understand the value that you are providing them. Once people read your message, the next step is that that prospect, meaning the person that you are trying to do business with, they are going to respond to your message. They might respond positively, they might respond neutrally or they might even respond negatively. And that's totally fine because you're going to learn as you go on. So hopefully they're going to respond to you positively. And then from there you can finally schedule the meeting. So as you can see from this methodology, we're going to show you how to connect with people. We're going to show you how to send messages and exactly what to say. And I have a lot of different templates that you can use that are proven to be successful. Once you use it for your business or for your services, then you're going to send it to your ideal customers. And then people are going to respond to you. Some people are going to say no, and that's totally fine because you don't always get yes. If you constantly keep doing this and you improve with every message, people will say yes and then they will want to take a meeting with you because you're providing so much value. And then from there they're going to schedule a meeting and then you can actually talk to them over the phone or in person, whatever your preference is. So that is the basis of how the LinkedIn machine methodology works. So from start to finish and we're going to show you how to do every one of these things step-by-step. And I would say the most powerful portion of this course is the templates are proven to work that you can basically use almost copy and paste into your own LinkedIn messages and generate leads that way. And then once again, all the strategies that I'm going to show you in this course are going to be for free. So don't worry about getting a premium account, having a normal account, a free account is just fine. So the first thing we're going to show you is the LinkedIn machine hit less. And this is going to be an Excel sheet that is downloadable in this video, and I'm going to show it to you right here. So as you can see here, this is a simple Hitler's that I have for you guys. And again, you guys can download it in this course is broken down into some different categories. And how I do it is you want to have your company on the top. Firstname, LastName at the prospect, their position at that company, their email, if you get it later, at their phone number, if you get it later and again in the beginning, you're not gonna get it right away, so you could just leave those blank. You want to also put in the day on which you connected with somebody over LinkedIn, how many times you reach out to them, the last time you contacted them. And then if you're working on a deal, how big that deal is and your note section can be over here and finally their website. And of course you don't have to fill out every single detail of your potential customers, but fill out the most important ones like the company name and when you're reaching out to them. So this excel sheet, what you wanna do when you're doing, when you're building your LinkedIn lead generation machine is that you want to identify all the companies first that fit your ideal customer profile on a company level. And you just want to write them all down here. And then later on what you're gonna do is you're gonna go on LinkedIn, find these companies and you're going to find the people that work at these companies that fit your ideal customer profile. For example, if you're going for marketing people, you might want to have the director of entertainment marketing and you want to put it down here. So as you're adding people on LinkedIn, not only do you want to just add them on LinkedIn, but you also want to add them on your own Excel sheet, whether it's using Microsoft Excel or Google Sheets, you definitely want to add it down because that is how you're going to keep track of when you're sending your connection request, when you're reaching out and when the last time you contact them on. Because if you don't stay organized, It's going to be difficult for you to keep track of all the people you're connecting with and sending messages to. But using an Excel sheet is a very simple way to get this done. Now you might think, might be thinking, is there a CRM to do this? Well, right now, there isn't really a LinkedIn CRM that you can use that will sync with LinkedIn and synchro for software. So the best way I found to do this is to just keep us simple Excel sheet. It does take a little bit of work to fill out the details, but It's going to be extremely valuable in keeping you organized. And another thing you want to keep in mind is that how people are going to be viewing your message. So as you fill out your Excel sheet with all the people you're going to reach out to. You want to understand that people are either going to look at their LinkedIn messages over their phone or their computer. So let me go ahead and go on LinkedIn and show you exactly what I mean and what you need to be mindful of. Okay, so as you can see here, we are on my personal Linkedin profile right now. And if you notice on the bottom right, there's going to be this message tab here. So when you gotta keep in mind that when you are sending the messages to people, what's going to happen is when you click on somebody who sent you a message, then it's going to pop up like this. It's very similar to how Facebook Messenger works. So that's why you want to make sure that if you send something long, you better not make it too long because they're only give it, you're only given this little box to send it in. But you can obviously expanded, but even then it's going to be this little box. So that is why throughout the entire course, you're going to see me show you how to write your messages in these nice punchy ways that are very short and easy to read. Now the other way people view messages is that there's the Messages tab over here, the people that sent me messages. And then this is basically how it looks. And if you notice that you're only really given the small box, so don't think of it the same as an email because an e-mail, you could obviously right a lot more. But when it comes to LinkedIn, you want to write in like these little short bursts that are really easy to read. And you always want to make sure that what you're writing is mobile friendly because a lot of people do view LinkedIn on their phones. So you can kinda see it. It's going to be a small box. So whatever you write, it's gotta be short straight to the point and really capture somebody's attention. So just keep that in mind as you learned a different templates throughout this course. But I just wanted to make sure you're in the right framework as you're getting started in building your LinkedIn lead generation machine. So now throughout this section I'm going to show you the best strategies and how you can find people to message and exactly what to say to them. And I'm gonna give you my best performing templates. So if that sounds good, I'm gonna see you in the next video. 5. The Pain Formular : Everybody of what's going on. Welcome to the section where we're going to cover one of the most powerful LinkedIn messaging templates that you can use. And it's going to be called the pain formula. Now what the pain formula is all about, essentially what you're going to do is once you connect with a prospect and you're going to send them a message. And within that message, what you want to do is you want to make the prospects latent pain. And you want to turn it into a realized paint and you wanna make it hurt as much as possible. And so at the end of the pain formula and at the end of the message that you're sending to this prospect, you want to position yourself as the doctor who can make the pain go away. So essentially there are just two simple steps here. All you're doing is making this person realized that they have some type of pain. And then you're going to position yourself as that person or doctor that can make the pain go away and do not worry. We will go over a few examples on how you can do this. So the first example we're going to use here, this is going to be the entire message that you are going to send to somebody LinkedIn. And the first thing is I want to mention before we dive into the material itself, is that each sentence is broken into different paragraphs. And you want to make sure that you're not sending super long paragraphs with five or ten sentences. What you wanna do instead is that you're going to write one or two sentences and then you're going to make that paragraph. And then, as you can see here, pretty much every sentence or every two sentences, I'm going to start a new paragraph. And this makes it a lot more easier for people viewing it on LinkedIn to digest it and read it really quickly to get an idea of whether or not they should respond to you. If you put your messaging into one huge paragraph, it's just too daunting and people are not going to read it. So again, you want to split up whatever you're writing to your prospect in this way, either create a new paragraph every one or two sentences. And so with that said, let's go ahead and dive into an example of the pain formula. So in the beginning, all you wanna do is you want to say, hey, and then the person's first name, there's no need for their LastName. There's no need for a Mr. or Mrs. you wanna keep it more casual but professional at the same time. Hi or hey, it doesn't matter. And from there, the first line you're going to write using the pain formula is, I noticed that your website currently isn't running, then a certain solution, which typically increases monthly revenue by 34%. Implementing that specific solution to increase sales is something we actually help insert industry companies with all the time. Some of our clients include company X, company Y, and company z. So if it makes sense to talk, let me know what your calendar looks like. But if not, who do you recommend? I talked to. So let's go ahead and dissect this so you'd know exactly how you can use the paint formula and to do this for your own product, service or solution. So in the beginning you're addressing the prospect you're selling hey Sally or hey whatever their name is, Then you basically you want to bring up a specific problem. So if you're a specific solution is that you're adding something to a person's website. Maybe it's some kind of tool like a chat tool, or maybe it's a pop-up or someone can put in their e-mails or whatever it is. You want to just say like, Hey, look, the problem is that your website isn't running this certain solution which, which by not running it, you're actually losing out on 30% of revenue, which is a really big problem. So the first line here is basically telling them what exactly the problem is and why it's important and how they can increase revenue by solving that problem. Then the next sentence, what you're doing is you are coming in as a solution to that problem. And you're saying like Look, basically putting in the solution something that we actually help people like you guys in. And some of our clients include XYZ. So you wanna make sure that you put in that part where it says some of our clients include because that's going to be your slot to put in some social proof. Social proof always helps when you're trying to persuade someone to take an action. Even at the end is going to be your call to action, which is so if it makes sense to talk, let me know what your calendar looks like. So here, I'm not putting in a specific time on when we should meet. I'm not saying we should do a 10, 15 minute talk. I'm just saying, hey, if it makes sense to talk, just let me know what your calendar it looks like. It's going to be a more open-ended question. And what you're doing is that you're just giving them the flexibility to give you the time and day on when they can meet because you have no idea what their schedule looks like. So that's why you're going to ask them if you put in a specific time on Hey, let's meet Tuesday attend am they may say no because they may be busy and you don't want to disqualify yourself because of that. And so that is why I recommend always using the phrase, let me know what your calendar looks like because it's a lot more open and inviting. And the last sentence is, but if not, who do you recommend? I talked to? And so when this line, What's really clever about it by saying that you're actually saying, if it doesn't make sense to talk, maybe this person is not the right person that talked to. Maybe that person can forge you to another person at the company they work at. And then you can try to create a dialogue from there. So that's just another way too. If this person doesn't want to talk, you can easily, he or she can easily Ford you to somebody else, which gives you another opportunity to reach out to somebody else. But if you don't include that line, then if this person says no, you're kinda stuck there. So that's why I personally like to use a strategy where I always, at the end of all my messages, I say, Hey, so if it makes sense to talk, let me know what your calendar looks like. But if not, who do you recommend I talk to? And then at the end you want to just put thanks or best. It doesn't really matter, just keep it really simple. And then your name. And so pretty much what you're doing is you're setting this entire thing to somebody's LinkedIn messenger. And you gotta keep in mind that they're either going to view it over their phone and it's just going to be in the chat box is similar to how Facebook Messenger works, or they're going to view it on their phone. So that's why you want to keep it short and punchy. You don't want to include too much detail, so you just want to. Bring out the problem enough to make them curious to take a meeting with you. You don't want to pitch like all your solutions and everything because this is not the time to do it. This is your time to just get the meeting and then from there you can have the conversation to persuade them to buy whatever it is that you have. But you remember the, the only go you have for your message is just to get that meeting using LinkedIn messenger. So that's going to be one example of the pain formula. Let's go ahead and dive into another so you get a really good understanding of how it works. So in this specific one, I'm posing as someone who is selling it. We're creating software to large hospitals. So let's go ahead and dive in. And I can be reaching out to somebody like the director of HR or a director of recruiting. So I'll say, Hey, Candace, great connecting with you here. So obviously when you're on LinkedIn, you can say like they accept that your requests, you could actually mentioned that you don't always have to. So great connecting with you here. Now, I notice that even though you're such a large hospital, you're still processing all your recruiting applications manually. And I'm sure you're getting hundreds of applications per month. And so that's a problem there. Back when I used to work at Oracle, really big hospitals that I was trying to sell to who had over 1000 employees. They didn't have any software to process all of their recruitment applications. So they would literally do it manually by email, which takes a lot of time. So I would just basically call up the problem and say, Hey, look, you're getting hundreds of applications per month and you're doing it all manually, which is a waste of time. And then the next line, I'm going to position myself as a solution to their problem. So I'll say I actually help hospitals like yours automate the entire recruiting process with technology. So you and your team can focus on finding the best candidates rather than administrative work. In fact, some of our clients include hospital x, hospital why, and hospitals z. So if it makes sense to talk, let me know what your calendar looks like. But if not, who do you recommend? I talked too. Thanks, Patrick. That's just an example of what I would do back when I was at Oracle sending out LinkedIn messengers to different HR people at different hospitals. So as you can see, it's very simple. You're saying, Hey, here's the problem, here's how I'm a solution, Here's my credibility, here's all the people that I worked with. So called action is if it makes sense to talk, let me know what your calendar looks like. But if not, who do you recommend I talk to you. Very simple. So let's now dive into an example where you're selling a service. So let's say you handle other people, social media like their Instagram account, and this is one way to do it. Hey John, great, connecting with you here. Now, I notice that your restaurant currently isn't running an Instagram account, which can typically increase local foot traffic by 65 percent for restaurants in the Los Angeles area. Starting running and creating content for Instagram is something that we actually help LA based restaurants like yours with all the time. In fact, some of our clients include x, y, and z. So if it makes sense to talk, let me know what your calendar looks like. But if not, who do you recommend? I talk too. Thanks, Patrick. So as you can see here, whether you're selling some type of software or if you're selling a service, it's really all the same. All you're doing is you're connecting with the person. Once they connect with you and they accept your connection, you're just going to come in with the problem, the solution, and the call to action, which is just let me know what your counter looks like and let's have a meeting. So again, all you wanna do is you just want to say enough to get the person to want to take a meeting with you and the NANDA meeting, that's when you're going to do all the selling. You do not want to sell anything yet In this message because if you try selling, it's just going to come off as distasteful and people are going to ignore her message. However, if you're coming in with value, which means you understand and you are empathetic to another person's problem and you know exactly how to solve it. People are a lot more likely to take a meeting with you. So it's all about coming in with that value, not necessarily selling yet. So with that said, those are three different examples using the pain formula to generate leads using LinkedIn messenger. And with that said, let's go ahead and move on to the next section. 6. Appropriate Person: Everybody, what is going on? Welcome to this session where we're going to talk about another powerful messaging technique that you can use on LinkedIn messenger. And this one is my personal favorite and where my entire sales career, it has been my most effective one and it's called the appropriate person. So with that said, let's go ahead and dive right in. So one thing we want to know about the appropriate person. The strategy is, are you gonna do is you're going to message some people at a company that you are targeting and you're simply asking the person whether or not it makes sense for you guys to talk. And if not, you just want to be directed to the appropriate person to talk to. So either you're either going to get a meeting with the person you actually message, or they're going to force you to another person. And so let me go ahead and show you what I mean. So in the beginning, all you're saying is Hey prospect, hi or hey is okay. You put it in there firstname and you don't need to put in their last name, just keep it with the firstName. And then the first line is going to be, I'm writing in hopes of finding the appropriate person who handles the apartments. So that could be marketing, finance, operations, whatever it is that so whatever you're selling, wherever department that you're selling into. So if it makes sense to talk, let me know what your calendar looks like. So here I'm Danny, them know that if it makes sense to talk, just let me know what your calendar looks like and then we can schedule a meeting. So typically when you say this line, people automatically know that you're asking for a meeting. So you're going to say this in the beginning, then you're going to see that I'm going to say it again at the end. So in the next line, all you're really doing is you're doing the exact same thing that you did using the pain formula, which means that you're bringing up a person's pain, whether it's a late and pain, you're making it a realized pain. And then you're just going to come in with being the solution to the problem. So if they are a hospital that doesn't have a recruiting software system, you could say, Hey, lot of hospitals out there that are a little outdated and they don't have any software to run their recruiting. And then you position yourself as a person who has that and you say, Hey, you know, I could actually help you with this here. Some of my clients, after you use the pain formula, which is the problem with that solution, you're just going to let them know that you have social proof and that you worked with people before. So you're going to say some of our clients include company X, company Y, and company z. Then you're gonna remind them again. So if you're the appropriate person to speak with, what is your calendar look like? But if not, who do you recommend? I talked to and then at the end, just gonna say things and then you're going to write your name. First name is okay, you don't need your last name there. So as you can see here, it's very similar to the pain formula template. Except in the beginning what you're doing is you're making a slight change and you're just saying, Hey, I'm looking for the appropriate person who handles certain department. So if it makes sense to talk, let me know what your calendar looks like and then you come in with the pitch solution. Some of our clients include baba blah. Then if you're the person to talk to you, then if not, who do you recommend to talk to you? It's very simple and from a aesthetic perspective, every one or two sentences should be separated by another paragraph. And what typically happens here is that person will say, hey, you know, that's actually me. Let's go ahead and do a meeting on Thursday at 05:00 PM, whatever the time the schedule is and then boom, you've got your meeting scheduled there. However, if you don't have the right person or let's say you message someone and they say, Hey, I actually don't handle marketing at this company. You want to message John. And then so from there you are, you can say as you can message John, whoever the person who referred you to and you say, Hey, this person referred me to you and they said it would make sense to talk, let me know what your calendar looks like. So basically it's as simple as that. And again, you're not being pushy. You're not forcing them to take a meeting. All you're saying is, Hey, I'm not sure if you're the right person to talk to, but if you are, let me know your calendar looks like just so you know, you're offering the value by understanding what their problems are ahead of time, having that empathy and then coming in assets solution. So when you do it right, it should be very easy. You don't have to sound salesy, you don't have to sound pushy because you just positioning yourself where people will want to take a meeting with you. Because whatever is that you have is going to be extremely valuable for them. It's more about value and empathy than is about selling. So once you have that right positioning, everything is going to be so much more easier for you when it comes to generating leads using LinkedIn this way. And another thing I'll know is that some people who are starting out, they may not have any clients, as you can see here I said some of our clients include company X, company Y, and Company Z. However, if you are just starting out and you do not have any clients at all, just feel free to omit this entire line. And so you would just come in with the same beginning. You come in with your pitch, which is your pain and solution. And then you skip this part and then you just go into if you're the appropriate person and talk to what does your calendar look like, and then the rest will be the same. So again, if you do not have any clients and you're really just getting your foot in the door. Just go ahead and take this line out and then everything else is going to be the exact same. Another thing that you can actually do is instead of saying some of our clients include company X, Y, and Z, you could switch this out and say some of the people that we're talking to, our company, X, Y, and Z. When you say talking to you, you're not saying that you actually worked with them. You're not saying that they're paying you for anything. You're just saying that you're talking to them. And so that slight variance allows you to say, Hey, talking to you. But here are some of the other people I'm talking to. And you're not really disclosing what the deal is. You may be you just sent them a message and they say something and said something to you back. That's going to be another way to tweak this message so that you have some type of social proof. If you're trying to get Nike as a client and you message Adidas and Puma and New Balance, you can say, Hey, some of the people that we're talking to right now include Adidas, Puma, New Balance. You didn't say you're working with them. You just said you're talking to them. And so that's just another trick that you can use to include some social proof even though you don't have any clients. So moving forward, another question that you might have is, does each message that you send out on LinkedIn to each specific individual have to be customized for that person. And the answer is actually no. And why this is so is that what you're doing essentially is you're solving for a common pain, your ICP, your ideal customer profile have in common, and you can use the same message for almost everybody who fits that specific ICP. So let's say you're targeting shoe companies and you're going for marketing people at these big companies like Nike, New Balance, Adidas, and Puma, things like that. So essentially all of them almost have the same problem because they're in the same industry that you're targeting the same people just at a different company. So you actually can say the same message to everybody and it's going to feel personal granted that you really are empathetic and you understand their pains. And then, so you could basically once you write your template out at once, you could copy and paste the same thing to everybody, swapping out the name, swapping out the companies. And it's going to work because I've literally have sent hundreds of messages that different people using the same exact message. And I would have a lot of success with it because I really understood my ideal customer profile. But if you don't have a clear idea customer profile, you might have to work a little harder to make sure that whatever it is that you're writing is appealing to that specific individual. However, just know that if you really are solving a common problem that everybody faces in your ICP, do really do not need to customize each one for that specific individual. If you don't want to, you want to scale and grow as fast as possible. And you want to message as many people as possible with a high-quality targeted message, then you just want to make sure you do the research part first and make sure you're solving for a specific pain. And from there you can basically copy and paste the same message to every single person that fits in your ICP. However, you can have multiple different ICP. You could have one for the real estate market, you can have one for retail and another one for software and tech companies. But if they all fall in the same industry and they all have the same problem, you could pretty much use the same message for everybody. And so how I would think about it is if you're going to do this strategy where you're sending the same message to every single person. At a minimum, you want to narrow down your ICP to your industry and your pain. So it's not going to work for sure if you have a message for real estate people and use that message for retail people, it's just not because they're not in the same industry. They don't have the same problems. However, if you're targeting only real estate, Let's say real estate agents who have a specific problem like they don't know how to use social media to grow their business. That's a very specific problem that you could pretty much sent to every real estate agent who doesn't have social media. And it's going to work because it directly bring to light what their problems are. And you're going to position yourself as a person that can solve that problem. So that's just one way you can scale and you basically copy and paste the same message to everybody doing it in a way that feels very personal. And you got to know that how things are personal, even though you're saying the same message to every single person, all it is is just empathizing with their pain and having the ability to solve it. If you can do that, every message you send, whether it's kinda be, even if you're saying the same thing to a 100 people is going to feel personal to that specific individual because you're solving for that pain. And the pain just happens to be so big that everybody else in the industry is facing it as well. So with that said, That's everything we have to cover when it comes to the appropriate person formula. And with that said, let's go ahead and move on to the next lesson. 7. How to Follow Up: everybody. What is going on? So in this section we're gonna show you how to follow up with prospects who do not respond to your first message. Now, this is gonna be extremely valuable because not everybody is going to respond to you on the first message. You send them for a number of reasons which we will cover in this video. But you just have to know that you gotta follow up multiple times and with each follow up, you're gonna get Maurin Mawr responses. Some prospects will not respond, but you never want to take it personally. The reason is because sometimes when you're when you're reaching out to somebody, your message just get lost in their in box because they get too many messages. Or maybe sometimes they intended to actually respond to you. But they got busy with something and just completely forgot. Or if messaging them during a critical time, and they had other priorities during that time. Then, of course, your message will be lost. Other people, maybe they skim the message, But they didn't read the message fully, and they didn't realize how much value you were actually offering to them. And sometimes it actually is your fault where whatever you were writing was just not relevant to them or not valuable to them at all. But in this video, we're going to focus on the 1st 4 which is when you actually are providing a lot of value in your and your very empathetic to the problems they have. And you actually have a real solution that can benefit their life. And so with that said, you just have to understand. Sometimes people don't respond to you, and you just don't want it to get personally because there's a number, an infinite amount of reasons for why someone may not respond. So that is why it's your responsibility as the person, Whether you're a sales person or entrepreneur or business development person, you have to be the one to follow up with them, and you should never expect them to follow up with you. Here's a typical follow up schedule that I've used a lot when I was working at work. Oh, and even in Silicon Valley. So what I would do is I would I would wait at least three days minimum and a maximum of seven days before I would send my first follow up, and then for each prospect that I'm trying to message, I would only follow up with them a maximum of three times. This means that for each prospect that I'm going after a Toto, I'm only going to message them four times. The 1st 1 is going to be the first initial message. The 2nd 1 is gonna be the first follow up between 3 to 7 days, and then else in another follow up between another 3 to 7 days and then one more after 3 to 7 days, and it's up to you whether or not you want to wait three or seven days or anything in between. But my recommendation is that if you just want to get your message out as fast as possible and you want to see whether or not people aren't interested, you could just keep following up every three days. However, if you want to just take your time and you are focused on specific companies that you really want to work with. Rather than going for quantity, I would go on the longer end of waiting seven days, and the reason is because people are busy and you want to respect their time. So you definitely do not want to follow up with them the next day, the next day and the next day, because that's really spammy and it's really rude. And if you do that, people are not gonna want to do business with you. So you want to wait at least a minimum of three days, no matter what. And I would cap it at seven days for the second follow up in third and fourth. And the reason why I only recommend three follow ups is because if people aren't interested after the 3rd 1 and that's you reminding them to respond to you three times, they're probably not interested in whatever it is that you're offering. So it's anymore. There's a low likelihood that you actually get a meeting from it now. What I would do is, you know, didn't respond to the third follow up. I would actually just leave it there, and you know, months later I would create a new campaign and I would say, Okay, these are all the people about hit up before, let's try a different angle and then you would attack it that way. But if you do that, you would have to wait at least a month. I would wait a couple months before you actually retarget these people again to send them another four messages. So that's pretty much the schedule in which you we'll follow up with somebody. It's only gonna be three times per prospect, and you want to wait between 3 to 7 days per follow up. Let's go ahead and say you send a message. It's been a week of your messaging them again. Hey, John, I haven't heard back from you last week. If it makes sense to talk, let me know what your calendar it looks like. If not, who is Thea Pro PRI it person to talk to you. Thanks, Patrick. So it really you really don't really have to mention anything that is related to the thing you said before. You can actually just say, Hey, you know, I haven't heard back. Let me know if it makes sense of talk. If not, who do you recommend I talked to and a lot of times they'll just say, Oh, sorry, I didn't respond to your message. I was busy with blah, blah, blah, but Let's go ahead and have a meeting on this day. So that typically does happen a lot. And so that's follow up. Template number one, follow up tempo. That number two is when you actually you don't always want to see the same thing after every follow up. So you might have to change it a little bit, depending on how many times you're following up with a specific prospect. So this one I'm saying, Hey, John, I wanted to follow up on helping you increase and then whatever unique value that you had in your original message And then after that, you say if it makes sense to talk, let me know what your calendar looks like. Thanks, Patrick. So again, it does follow the same format. Except you're referencing some of the things that you talked about in the initial message. And you just want to mix it up between template number one and template number two, and then the number three, which I'm not including here. You could just kind of make up your own, because now that you got the the vibe or the format of how these things work, you can just create an infinite amount of follow ups on your own. Just gotta change up the worrying for the first sentence, and that's pretty much all you have to do. So again, you would just send this, you know, wait 3 to 7 days and send this one and then if they don't response and again, and that's pretty much it. And you just want to be mindful that since you're doing this all manually through LinkedIn and there's as far as I know, there's no software on the market where that allows you to do this automatically. You just have to keep track of everything on your Excel. She whether it's on Google Sheets or a Microsoft Excel of when you're contacting these people, what day you're contacting them on and how many times have you followed up with them? And so if you just keep it all down manually, you know that's gonna work fine, especially if just if you're just getting started, it's gonna work. And you just want to do that, and that's pretty much it. You know, it's very simple to follow up. It's not very complicated, and just know that people will respond to your follow up. You just have to understand that sometimes they're busy when they first initially see your message. So with that said, that's everything we have to cover when it comes to follow ups and I will see you guys in the next section. 8. LinkedIn Value Template: Hey, What's going on, everybody? So in this section we're gonna talk about the LinkedIn value template. This is going to be one of the outbound strategies you can use to generate meetings with total strangers. And it's a little bit different from some of the strategies we talked about. Whereas the strategies that we talked about before, It's more like direct response marketing where you would send a message. And if the person is interested, they would book a meeting. And if they don't respond that you follow up and then they book a meeting, right? And this one's a little different where you're not asking for the meeting right away and say you're trying to offer value first and then ask for a meeting later. Now both strategies do work. It just depends on what you wanna do, how soon you want to ask for the meeting and make them ask or if you want to give value first. So if this one fits more your style, then go ahead and give it a try. So how is going to work? Is it going to be four different messages that you're going to send over the course of a few days. Do you wanna wait maybe three to 43 to seven days for each message that you're sent. And the first one's going to look like this, right? So you send the connection requests, they accept it. And you're gonna say, hey, John Gray, connecting with you here. You can even take out the hey John part if you know to make it more conversational. So you say, great connecting with here John. That also works as well. I wanted to reach out and offer to be a resource on and then what industry market and whatever value you provide, right? So for example, I wanted to reach out and be an offer to be a resource on digital marketing or whatever the case is. So you have any help with anything, let me know. I look forward to hearing from you. And then, you know, best patchwork, right? You can actually take this out if you want, right? So you don't need the formalities of Hey Patrick or best Patrick or whatever it is because, you know, on LinkedIn It's a chat, right? Because the first message that you're sending, you might have already said, hey John, you know, wanted to connect a few blah, blah, blah. And then this is, this would be the second message where you can say, hey, great, connecting with here John, I want to reach out about bulb and this and that. So essentially what the person's going to respond and be like, Oh, I actually need help with digital marketing. What did you have in mind? And you can kinda start the conversation and then ask for a meeting later. Now people don't respond to this one, right? And they don't need help right now, what you can do is you go to message and were to say, Hey John, I want to reach out to you and invite you to our, you know, if you have some kind of group, Facebook group, LinkedIn group. So our social media marketing group, where we talk about how we help local gyms get more clients in a local area, whatever it is. So if you're looking to connect with like-minded individuals, feel free to join the group here. See you inside the group, right? So you don't need like the best Patrick, you know, you don't need the formalities at the end because it is a chat. So if you do have some kind of group where, you know, it's free and it's a public group. People can join and you talk about the problems people have and how you solve it. And then that's how you get them to book a meeting with you, then you definitely want to use this strategy. Now if you don't have group, that's totally okay because you can use different type of messages, right? So it could be something like, hey John, I noticed that a lot of people in then you talk about what problem people in a specific industry experience. So I wrote an article on how to solve that specific problem. If you're interested, check out this article here, let me know. We think this is if you or your company you worked at has marketing material that you create, you know, get people warmed up and you know, they read the article and then the book and appoint me later. So it could be like something like, let's say you help startup founders raise venture capital money. So you're an expert on who, you know, get startups who raise money from some of the top VCs, right? So if that's your niche than you would kind of say like, I helped startup founders raise money from some of the best venture capitalist. So I wrote an article about how you can get started even if nobody knows who you are. So if you're interested, check out the article here. So what you're doing here is you're leading with value, right? And this requires you to obviously create some kind of content. Or it could be that you share another person's content, whether it's an article or something that's relevant to them. And, you know, you can piggyback off of that. But obviously it's better if you or your company write it and you know you're providing value. So when people see it, they're going to click the link, they're going to read it and be like, oh, that's kinda interesting, right? So they might respond to you after they read that article or maybe on that article there's a time place where they can book a call with you or when you follow up later, they're going to be a little bit more warmed up because they read that article and now your chances of getting a response is higher, right? And the important part here is to actually send stuff and write stuff that's actually relevant for the specific person. So you can't just pick a random article that you find online and send it to everybody hoping that after they read it, they're going to book a meeting with you has to be hyper relevant for that person. And that's why it's called adding value, right? Because if you're just spamming people with random articles, that's not add a value, that's just junk mail basically. So make sure what you're sending, what you're writing is relevant, like it solves a problem that your target audience has. So from here, what's going to happen is whatever message you're going to want to send next. You know, you might send a couple articles to them in different messages. You might send, you know, maybe a LinkedIn post or a video, right? So for this kind of example, it doesn't have to be an article. It can be maybe a YouTube video or that you guys create, right? Or a video on your website. Then basically for the fourth message, or if you want to keep adding value and then maybe on the fifth message or six message, you actually want to ask for a meeting. Basically, you just want to use any of the direct response templates that we talked about in this course. And just say like, hey, you know, I noticed that you're in the marketing industry and I actually help companies like yours do XYZ. So if you're interested, feel free to book a time on my calendar where we can talk about how we might be able to help you out and see if we're, if it's a work together along the lines of something like that. And by adding value first and then doing to ask maybe on the 4, fifth or sixth message that you sent to them, they may be more likely to actually respond because you added value first and then yes, for a meeting, right? So if you want to ask for a meeting on the first message or the second message, that's okay too, because that also works. But if your urine industry where, you know, you can't just be messaging everybody asking for a meeting and you want to lead with value first. You know, those are some examples of how you can do this. So that's it for the LinkedIn value templates that you can use. And so with that said, go ahead and give it a try and I'll see you guys in the next lesson. 9. Building Your Email List Using LinkedIn Connection: Hey everybody, what's going on? And welcome to this session where we're going to show you how you can build your email list simply by utilizing your LinkedIn connections. Now this is going to be very powerful because you are already on LinkedIn. You're connecting with all types of people that you wanna do business with. And the secret to this is that once you're connecting with all these people, they're going to be in your network on LinkedIn. Once you are connected with them, I'm going to show you a secret way that you can actually get their email address. And everybody has access to this. All you need as a free account and you do not need any type of premium LinkedIn services to get this. Let's go ahead and go until linkedin and let me show you exactly how to do this. What's going on, guys. So we are on my personal LinkedIn page. So as you can see here, like I was referring to, I have 2401 connections. And what we're gonna do is we can actually find the email addresses of all these 2401 people. Now if you don't have much LinkedIn connections, all you gotta do is just got to connect with them. So throughout the entire course, we showed you who exactly you should be going for it using your ICP ideal customer profile. And once you connect with these people and they accept, you're going to be able to message them. But if you just want to have their email and just send them e-mails directly, whether it's to launch your product or service, or to get them to go through your website and drive traffic that way. We were going to show you how you can actually get their email. Just so all you gotta do is first, once you connect with them and you got, you know, a few 100 people over here. You want to go into this section up here where it says me. And then you want to go to settings and privacy. So from here you want to go into the privacy tab, which is going to be the second column. Now once you are in privacy, you're going to click on this tab here that says how LinkedIn uses your data. Once you press that, you're going to get scroll down to this part where it says how LinkedIn uses your data. From there, you want to download your data and then you want to press change, right? So I've actually already downloaded it. And so what it's gonna look like is you want to press this tab here that says pick and choose. If you just wanted to get their email address, you would just click the tab connections, click that and then you would press Download archive. And what that's gonna do is it's going to give you an Excel sheet of all your LinkedIn connections, which include their e-mail address. So actually already pre-downloaded it for you guys to see. It's go ahead and dive into that. Okay, so as you can see over here on the top-left, it's going to be the first name, then it's going to be their last name. Then over here on the third column, it's going to be all of their email addresses that they have that they use for LinkedIn, their company position at the day you actually connected with them on. So you can actually just email everybody on this list using whatever email service you have. And you can just drive traffic that way. And that's just another way you can get in contact with the people that you connect on LinkedIn, besides just directly messaging them on the platform. And what's great about this is that everything is separated and organized into FirstName, lastname email company. So it's very easy to use any type of email service and swap out the names and stuff in and use merge fields to make each email customized for a specific individual. So one important note is that when you are sending emails this way, you want to make sure that you make it clear that email, how you actually got their email, because people might be weirded out if they actually never gave it to you. So you might say, hey, thanks for connecting with me on LinkedIn, I just wanted to baba blah, blah, blah. Or you might say as a LinkedIn connection of mine, I just wanted to share with you that blah, blah, blah, blah. So you just want to make sure that you've got their email over LinkedIn. You don't have to specifically say how you just got to say that you are connected through that. That is a simple hack that you can use to get the email address of all your LinkedIn connections. And I'm gonna see you guys in the next section. 10. Creating a LinkedIn Group: Hey everybody, what's going on? So in this section we're going to show you how to create your own LinkedIn group that you can use for any marketing purpose that you want. Why this is going to be beneficial is because it's always a good idea to get a bunch of people who are passionate about a similar subject into one group because it's going to give you a platform for you to share your knowledge and once in a while, offer your products and services to the people in that group. So let's go ahead and go on LinkedIn and show you exactly how to do this. So now we're on LinkedIn. I'm going to show you how to create your own group. All you really wanna do is you want to go to the top over here, the work section, and then you want to click on Groups. And so what's going to happen is a new page is going to be opened. And on the top left, what you're gonna do is you're gonna click here my groups. And then from there, what you're gonna do is it's going to show you all the groups that you're in. And then on the left side you can actually create the group that you want. So over here, create a new LinkedIn group and you essentially you want to have a group title, a description, have different rules for your group. If that's what you want, it's optional and you want to make sure that your group is actually a standard group that's not unlisted because you want to get as many people as you can inside unless you're trying to create a super private group and you want to use unlisted, but for the most part you want to keep it on standard. So essentially your group title, what you want to put in your title, that you just gotta make it really obvious to what benefits or what value your group brings to your target demographic and then description. It's, it's pretty much the same thing, but you get to write a little bit more and give people are really good idea of why your group even exist, what problems you're solving, and what kind of people you're trying to get to connect with each other. And for the rural sections you can put things like no complaining, no spanning know selling. So whatever rules that you feel are most beneficial for the group you're putting together. Go ahead and put them right here. Now, if you get stuck when it comes to having a title and description for what you should be calling your group, you can actually go to discover. And on the Discover page, yes, Entrepreneurial Magazine or B2B tech technology marketing community. So you can get some inspiration on what to call your group. You just want to look at the type of descriptions that they're writing and then write something that's very similar. So for the most part, it's very straightforward. All you have to do is look at what other people are doing. Especially the groups are doing really well and have a lot of active members because they're obviously doing it right. And then you could just take some inspiration, switch it up with whatever target market you're going for, and then put that information back into the page where you are actually creating that group. So again, once you actually do create your group, one of the biggest benefits is that you have a lot of people in there that are like-minded and you can actually sell a lot of products and services once you actually have something going on. So now that you understand how to create a group, what's the next step? Well, the next step is actually to invite people to your group. So how you're going to do that is one, you can actually go into the messaging feature on LinkedIn and you can actually hit up all the people that you are already connected to. And you can say, Hey, I noticed that you are in marketing, same as me and I decided to create a group on blah, blah, blah, blah, blah. And then you send them a link to that group and then they are going to join. So that's an easy way to start, start with the people you're already connected with. However, if you ran through that, you already invited everybody that you're connected to weed you can also do is that you can go to the top part, you could go to. You want to go into your groups. So once you go into your groups, what you can do is let's say you're most active groups. So let's say a startup specialist grew for online, for online global network for entrepreneurs, eyelids business job careers. So you can say, okay, this might be a good place where I might find in people who may be a good fit for my group. Then you want to go into the member section. And then from here it's going to show you all the people and then you can just directly message everybody who you feel would be a great fit for your group. Like for example, if you have a Investment Group, you get hit up this person and say, Hey, I recently just started and investment group, you looked like you would be a good fit. Here's a link and go ahead and join and we can talk about whatever, whatever. So that's just another way you can get a lot of people in. And again, if you don't have that many connections using groups and then messaging people in the groups that you're in is one of the best ways to do this because you can just keep sending the messages. Don't set them too much. And you just want to make sure that the person that you're inviting to your group is actually relevant to that group. So don't invite like a freelance UX designer to a B2B sales group. That just doesn't make sense. So you wanna make sure you are going through the people filtering out the people that aren't fit in, inviting the people that are fit. And then once you create that group, What's really cool is that if you have a group where people are really active, you know, everyone's going to have conversations and if you provide a lot of value to these people, they could turn around and become your clients or buy your product or service in the future. So it's all about providing value and that is the purpose of groups. So with that said, if you feel like creating a group and fostering a community is something that you want to add to your business. Go ahead and try that out. So with that said, That is everything we have to cover when it comes to creating your group, in inviting people into that group. 11. Creating a Company Page on LinkedIn : Everybody, welcome to this session where we're going to show you how to create your own company page on LinkedIn. And why this is going to be extremely valuable for you is because if you're an entrepreneurial, you have your own business. You want to have some type of company page so people get a better understanding of who you are and what you do. And so you can also look more credible when people look at your LinkedIn profile page is also going to be very useful if you have employees as well because they're going to be able to add your company into their own LinkedIn profile. So with that said, let's go ahead and dive into LinkedIn right now to show you how to do this. All right guys, so I am on LinkedIn once again and we are on the LinkedIn homepage, the feed over here. So what you wanna do here is you want to go on the top right click on worked and you want to scroll down to the bottom and it says Create a company page. Go ahead and click that. So we wanted to do here simply as you want, just put in your company name. So I'm just gonna make one up like dang dang Media LLC. It's a fake company named I'm going to use for the example for you today. So the URL is going to be important because you want to make sure that it's something simple and easy. People can type into LinkedIn and it just goes right there. You verify, boom, create. So boom, I've created my first company page. It's that easy. It's going to come with some welcome information. So they're gonna say things like add a logo at full contexts and you have international president. So Let's go ahead and just get started. So as you can see here on this page, you're going to be able to edit your company page. And this, once you edit it, it's going to be available for the public to see. So here you want to just include your picture over and over here. You want to just change the name to whatever it is that you want to change it to suit. Go ahead and take out that LLC. Boom, then from there, if you scroll down, you can add in your company description. Basically you just want to write down exactly what your company does and how you help your potential customers or why people should work at your company. So you just want to think of it like when people go on LinkedIn, they click on the company that you worked at. This is what they're going to see. So it's up to you to decide exactly what you want to show to the public. This is just a great way to put it. So you want to put that in there if you have any specialties like B2B, sales lead generation, if your social media marketer or whatever it is, you can put this in here and just know that when you type in different specialties, the more you typed in and the more specific they aren't and relevant, it's going to help your company page show up more when people use the search feature and they try to find different companies they might want to work out or do business with. Down here, it's just more information like your website URL. So whatever website you have, you can put it here. How big your company is, your industry, what year it was founded, and the type of company that you currently are. And on the bottom, obviously, you can put in your location like the address of your headquarters, or if you have multiple locations, you could put them all down here. So this might be a little daunting because you may not know exactly what you want to put in here if you are just starting out. So the best way to actually go about this is just to take some inspiration from different companies who are doing this really well. And you want to model your information based on what they're doing. Because if it's working for them, I don't see why it wouldn't work for you. So for example, let's go ahead and go into a company like Salesforce. Salesforce over here. It's unsafe. Discard. I'm going go ahead and discard edits. So salesforce here, you can see they have a background image, just plain and simple. The logo over here, you just want to make it plain and simple as well. And if you have a logo, just put it there and just know that it's just the more simple the better on LinkedIn because It's not going to be a large picture, is just going to be the small picture that people will use to identify your company. So Salesforce, it's got a million followers. Okay, the About Us basically, let's go ahead and use them as an example to see how we might be able to take some inspiration for our page. So if you click on the About us that basically says salesforce is a customer service platform, are social and mobile cloud technologies including flagship sales and CRM applications, bla, bla, bla. And go into the next paragraph for those who ventured in search of content that thrills, inspires and informs interactive salesforce.com, discover content collection. So here they did something clever where anybody who goes on to this page, they want to drive that traffic to this website. So for you, you might have something like, Hey, we're hiring, go go ahead and check out our website, Slashdot.com. That may also work too. So again, you don't have to do exactly what if Salesforce is doing obviously, but you just want to think about what do you want to represent? How do you want people to perceive your company? And if you have any type of link or you want to drive traffic like let's say you're trying to recruit more people to join your company. Just put a little blurb there and put a link to your company. You can also put they'll your company link here. And obviously as you scroll down, it's going to be all the information that we talked about. So let's go ahead and use another example for someone who's doing the EHR company page really well. Let's go ahead and check out a DTS, which is a shoe company. Adidas, which is a shoe company or sporting goods according to LinkedIn About Us. So let's go ahead and see more. You don't have to make your summary about your company that long. Just a couple sentences as fine, just so they get the gist. So inspired by our heritage, we've pushed the boundaries of culture and human performance through sport, we have the power to change lives. Headquarters, and this plays Germany, and we employ over 60000 people across the globe and the website over there. What's really interesting about Adidas or Adidas, it's pronounced differently depending on where you live. Over here. They've created a group where people can join in and talk about careers and potentially working at Adidas. Over here have the alumni network. So plain simple, just simple background, simple logo, a little blurb about who they are, their website, and featured groups. If you have a group that you want to feature here. Let's go ahead and go into one more example. Let's go into away. Away is a travel company that makes a modern-day luggage. This is a startup, but they got a lot of employees. And again, it's just simple ways of modern travel lifestyle brand. We are vertically integrated company, blah, blah, blah. You know, pretty much the same thing as every body else. So very easy on how you can do this. Take inspiration from whatever your favorite companies are, and then just mimic how they are writing their summary and what kind of information they're giving, depending on what you wanna do with your business, whether you're hiring or whatever it is over here on the right. If you do post for job applications for your company, you can actually happen visible over here on the right as well. So now we're gonna go back to thing Media, LLC, sample company page that we were creating. So with that inspiration, it's pretty easy to fill out all this information. And if we go to member view, this is how people are going to see our company page. Now when you go into manage page, What's interesting is it's going to give you all the sets of people who are looking at your company. Also for if you go into admin tools and you go down to page admins, if you have any employees at your company where let's say you want them to handle everything. When it comes to the company page, you can just add them right here and then they're going to have access to this page or admin access and they could fill it all out and manage it for you. So also you got to know that each individual or each employee that you have or you might want to do this for yourself if you have a company page. So right here I have my accompanying worldwide and basically I put in the information of a logo and everything like that. So this is why it's important to have something as a logo because you want to look at legitimate when, when it comes to using LinkedIn, right? You don't want to have a default like blink logo here. So definitely put in something, make it very simple for me. I just put my last name dang, and it's really not too hard, so it's worth, it's definitely worth it. Spend like 10 minutes, put this together because it looks a lot better than just having nothing and also anybody that works at your company, they can go ahead and go into that and add the company into their profile so other people will know that they are also working at your company as well. And that's pretty much how you start a company page on LinkedIn. Very simple. Take inspiration from what's working already implemented into your own company page and add it onto your experience have for yourself. So but that said that is everything. We got the cover and I will see you guys in the next lesson. 12. Driving Traffic Using Articles and Blog Posts: Everybody, what is going on? So in this section we're going to show you how you can drive traffic using articles and blogs on LinkedIn. And this is going to be super valuable because LinkedIn itself is a content platform and social media network that allows you to connect with millions of people all around the world. So if you can create content for these audiences, you can get more traffic onto your LinkedIn pages. And then from there you can convert that traffic and get those people to go onto your own website where you could do pretty much whatever you wanna do that. So with that said, let's go ahead and dive into LinkedIn so you guys have a better understanding of what I'm talking. All right guys. So we are on LinkedIn and today we are going to dissect Gary vein or Chuck and, and kinda go through some of his content strategies when it comes to using LinkedIn. Now of course, usemin going really hard when it comes to LinkedIn content. And how you can actually see that is if you scroll down over here, he has 2 million followers, Gary's articles and activity, then you can just press C all activity from there. What's going to happen is you're going to get to this page where you have articles, posts, and activity. So let's go ahead and just look at all the activity that he's posting. The first thing you see here is this trip in Asia. So it's a video, it's just pure constant that gives value to the audience because he has 2 million followers or fraction of them are going to see this on their feet. And that's the constant that he's providing over here. So down a little bit more, he has a little blurb on what the video was about, got a couple of hashtags and then you have the video over here. So, so far he's not really doing any right hooks as the column or making you take an action. He is purely just creating content to provide value in that one day maybe you will actually take an action when he actually needs it. Scrolling down a little bit more, you can see here he's, he, he posted a link to his Gary Vee audio experience on Apple podcasts. So he's trying to drive traffic from LinkedIn onto his Apple podcasts and get people over there. So essentially, if, if that's the case, if you have some type of content on your own website or maybe it's a podcast. You can simply just post it as a LinkedIn post and then put the link in there and people can actually click on it and engage with it and then go on to whatever platform you want to drive them to. Scrolling down some more. Gary has a little bit of a motivational blurb here when your surroundings aren't. Your insides got to be positive and then he just goes off on what he believes in and the epi end. What you can actually do in this type of post is that you can go over here. And it says when you learn to blame yourself, finally, you can learn how to be happy event. There's going to be a link to his website. So that's just one example of saying something of value that people care about. You can see here it has over 4000 lines and a 166 comments. And then put a link at the bottom so that people have something. If they're interested in that content, they can click here and learn more about whatever this content is about. So if you click it, it's gonna go to his YouTube page. And then from there he might want you to be a calmness describer. And maybe that's just trying to drive people from his LinkedIn page onto his YouTube channel. So anyways, going back to his page, more videos, more links to different websites. This is two sneakers news. So it's pretty obvious how you do that. You're essentially just trying to provide as much value as you can to your followers or connections that you have on LinkedIn. And then whenever you want to get them onto a different website, whether it's synchronous or your own website, you just want to link it to the bottom and make sure that link is relevant to the content that you're providing. So it's like a 12 punch, provide the value and then put the link in the bottom where they can learn more. And then another thing to know is that we're looking at all activity, right? So there's gonna be a difference between post. So posts are basically post where you can just put little blurbs and put in some type of link at the bottom. Or if you just try in a purely drive traffic, you can do it that way. So over here, if you go and post, these are all the posts that he's putting. And then there's gonna be a link at the bottom. And then it allows the video to autoplay when you're looking through your feed. Now there's a difference between a post an article, because an article essentially our LinkedIn articles, so these don't redirect to another page. Linkedin itself is a content platform. So what you can do is you can create an article and put it on the LinkedIn platform. And then when you put it there, if it's actually good and people engage with it and LinkedIn will actually push it onto more people and then your article will get more exposure. So let's go ahead and just dive into one of the articles that we have over here. And as you can see here, where in the article the discipline needed to make that one piece of content. So each creating content about writing content, and ironically of an EPM that what happens is there's going to be a call to action. So that's how you want to get more people to be talking to you on Twitter. So you could write this long article that provides a lot of value at me at the end, you could provide a hyperlink to Twitter. So let's go ahead and open that right there. And what's going to happen is that once people open it, it's going to automatically show this hashtag. And then at Gary V, and then if I was logged in and I can just tweet this right away. So that's just an example of using LinkedIn articles and having a call to action at the end to get another person to take an action, whether that's to give you a shadow on Twitter, go onto your website and opt into an email, opt in or sign up for a webinar, whatever it is, you can use LinkedIn articles and provide value and then have a call to action at the end. So let's go ahead and dive into another example. So we're gonna go into here, so announcing vein or mentors or intermediate as new offering to grow and scale your business. Okay, cool. So it probably, it's going to provide a lot of context on what this is all about and how they can help grow your business. Then some strategy, strategy, boom, boom, boom. And then when you go all the way down, what's actually going to happen is that because the action is you want to apply, you can just click on this image right here at that it's gonna take you to the application page. So as you can see here, you can actually, you don't always have to just provide value and leave it at that. You can always have a call to action at the end. So if you've got something valuable, like you're launching a new program and you want people to sign up, you could write this article provides a lot of value to your target customer and then at the end, include some type of link for them to click on. So when they actually click on the link, this one sends them to a Google sign-up page and that you just put in all your information here. So it's really simple as that it provides value and then have a call to action at the end, whether you're doing it in video form, a long content forum or maybe short content or maybe use putting a picture there and writing something shore and then a call to action at the end. There's many different styles and how you could do content marketing. But I just want to cover the basics of how this is going to happen. So again, this articles, right, LinkedIn articles, pulls are different. And just go ahead and look at your favorite influencers on LinkedIn to see what type of content that they're creating and see if people are engaging with it. And look at what type of call to actions that they have at the end. So from there, what you can do is you can kind of take their structure or take inspiration from it at that and create your own content for your target demographic and then have your own call to action at the end. So with that said, That's everything we have to cover when it comes to creating articles and posts to generate traffic on LinkedIn and then drive them to anywhere you want, whether it's your website or any type of sign up sheet. So but that said, I'm gonna see you guys in the next lesson. 13. Free $50 of LinkedIn Ad Credits: Hey everybody, what is going on? So in this section it's going to be a quick one on how you can get a free $50 of LinkedIn add credits. It's going to be very simple. Anybody can do it if you have a free LinkedIn account and there's going to be a great booster to get you started if you want to dabble into LinkedIn ads. So all you gotta do is go to this simple website and don't worry, I will have a link into the resources page here. All you do is go onto the website and then as you can see here, gives you all the information about LinkedIn add credits. Then you, and you just want to know that this is only valid for LinkedIn advertisers limit one per customer. So you basically can only do this one time. And it's going to be great because it's going to give you credit that you can use for in males. That means sending messages without actually connecting with somebody. Or if you're trying to do anything sponsored, if you want to do any sponsored ads to make sure that the content that you're creating has more visibility for people who fit into your ideal customer profile. And all you're doing is you're pressing it request credits, and then you want just put in your e-mail here and request it. And then from there all you gotta do is wait one day and then you're going to have your $50 of credits for LinkedIn advertising. So once you actually go into, they have a lot of different services that you can use and you could use your $50 in many different ways, which we don't have to necessarily cover here. I just want to let you know you can use your $50 in any type of way in your marketing solution itself. And once you get it, you can just dive into it yourself because it does have a lot of different products in there that may or may not be valuable to you. So you want to check it out and just see which one is the most valuable and go ahead and just spend your $50 of free credit there. But I just want to show you how to get it for free. Again, the link is in the resources. You just click that, click on the Resources, click into it and then boom, you are here. And again, you can only do this one time per account. So know that if you do it once, don't waste your credits. So with that said, that's a very simple way on how you can get started using LinkedIn marketing solutions and getting that free $50 of add credit. 14. LinkedIn Content Marketing Overview: Hey, What's going on, everyone? So in this section we're going to cover everything you need to know when it comes to LinkedIn content marketing, right? So in this section we're going to go through a lot of different ways you can create content to engage with your prospects, generate leads, and close more deals. Now the start things off with the LinkedIn content marketing overview. We're going to go over the different types of content you can create and post onto LinkedIn, right? And those are going to be things like writing texts post where it's just copy and just texts and that's it. We're also going to show you how to use photos and post photos onto LinkedIn Videos, downloads, whether that's going to be a white paper or a PDF and ebook, whatever the case is, we're gonna go through many different examples that I have posted and we'll also go through other people's examples so you get a full scope on how all of this works. Now, you don't have to create every type of content that we talk about in this section, right? For example, if you like video, then you don't necessarily have to post photos, right? Obviously, if you have a mix and makes it more dynamic and interesting for your prospects. But the important part is to really focus on what your strengths are and what you can actually produce without spending a whole lot of time, right? Because in the end of the day your job is to obviously create content, but also cell, right? It's, the whole point is to generate leads. And so you want to do the things that's most efficient for you. Focus on your strengths and the available resources you have, right? Whether you are an entrepreneur or a solo entrepreneur, a freelancer, or maybe you are a salesperson working at a company, right? Everyone's going to have different resources is available. So you wanna make sure you understand what resources you have and how you can best leverage them to create content on LinkedIn, right? So for example, if you're not very good in front of the camera, you're not good at videos. You don't have to do videos, right? There are other options. So we're going to talk through different type of post that you create. And then from there you can get an understanding of, okay, this one's going to work better for you and then you go down that route. Now you know something I'll iterate again is that the goal of your LinkedIn content is to supplement your outbound lead generation and build familiarity, right? So when you create your content, sure, it would be great to go viral it, sure it'll be great to get more followers, but you have to understand that you cannot always just rely on content alone unless it's your full time job just to be a content marketer and you don't have to sell anything then, okay? Yeah, you go ahead and create content like that. But for a lot of people who is watching this, you're going to have to create some content. You're going to have to add people on LinkedIn. You've got, you have to send them messages may be called codon and maybe send them a cold email as well, right? And so the goal of this LinkedIn content is really just to build familiarity with your prospects, your ideal customers, right? So let's say you add them on LinkedIn, you send them a message, maybe they don't respond, and then maybe they see some of your content on LinkedIn. Then now they're a little bit more familiar so that the next time you send them a message, they might be more likely to respond, right? So that's the goal to build that familiarity. You do not have to go viral, you don't have to build a huge following. The whole point is just to supplement what you are already doing and increase your conversion rates. Now, you may increase your inbound leads when it comes to LinkedIn by posting content on LinkedIn and LinkedIn, it's going to put it in front of new audiences. So, you know, you might get a lot of new people that you have never met before. He never went on their profile, but they find your content and they add u. So that is also an option as well. You might generate inbound leads, people who are interested in your products and services, they reach out to you and they want to have a meeting, right? So by doing content strategy, you may be able to get some inbound leads and you follow up with them whether they look at your profile, you send them a message, whatever the case is. So that also works as well. So by using this content well number 1, you're going to be able to increase your conversion rates when it comes to doing outbound lead generation by building familiarity. And number two, you might also get some inbound leads coming in from people who like your content and wants to follow you or add you as a connection or maybe you want to follow up with them and I'm going to show you different ways you can do that. And so that is pretty much the high level overview of the content marketing strategy that we are going to cover in this section. And with that said, let's go ahead and dive in and move on to the next lesson. 15. Topics To Use To Start a Conversation: Hey, What's going on, everybody? So in this section we are going to talk about topics you can use to start a conversation. All right, so when you are messaging people on LinkedIn, I know sometimes it's a little difficult to know how to start conversation and what kind of information should use. Should you go on their profile? So in this section I'm going to go over some topics you can use if you ever get stuck. So essentially when you are doing any type of LinkedIn outreach, right? And you're using any type of social selling strategy, you had a lot of information. That's one of the positives of it. Okay, So in this section It's not about how to create content. It's too, you know, like what do you actually say in your actual messaging? Okay, we're going to talk about content in another section. In this section I just want to talk about the actual messaging in the thing that you will send to your prospects. So topics you can talk about if you're stuck, right? Essentially, you can't go on their LinkedIn profile and you find some kind of commonality, right? Whether it's school, their ethnicity, maybe you're both like Asian or maybe it's certain background, interests, religion and geographic location and mutual connection isn't groups, okay? So this is pretty powerful. Like let's say you are in, let's say Vietnam for example, right? If you're trying to reach out to someone who was also in Vietnam and also speak English. That's kinda rare in a sense. And so people are a lot more likely to connect with other people with that are similar to them. And so if you find that certain commonalities, whether it's a same school, same religion, same ethnicity is from the same area, same high school or whatever. That does definitely helps a lot. You can also talk about what's going on in their specific industry, like how fast or slow the industry is growing and he big news any opportunities. For example, let's say you are selling into the cryptocurrency space. Cryptocurrency is blowing up at the time of this recording. So, you know, for other people who are in a similar space, they're more likely to network for the people that understand what's going on in industry and to connect with other people that might be able to help them. You can also talk about any recent content they or their company has published on the post, articles, videos. It could be like the company they work at just raised to $20 million in funding, right? Or maybe they just announced a big partnership with another company, right? And so that's another talking point because it's top of mind for them. So it can be things that they actually publish, any new videos and, or case studies, or it could be specific news about their company, right? So let's say something just happened in their company and it's a really big news like big partnership with Nike or something, right? But you can start by congratulating them and talking about different opportunities that you may be able to offer. So no matter what kind of content you're creating, just understand that when you do send out your outbound messages or you want to talk about something you have in common or have something to talk about. So you can just not like everybody else, kinda use these as a guideline. You don't have to follow it specifically, but, you know, if you ever get stuck, just talk about what's going on in their company, their industry. Or you can go deep into their personal profile and see commonality. You don't want to be like a super soccer and talk about something like soul detailed and my new to that, only a soccer wouldn't know. That's a little too far. Just basically what you see online is good enough and you don't really have to go deeper than that. And so those are going to be the topics that you can use if you ever get stuck on what to type in your LinkedIn messages. And in the following lessons, we're going to show you exactly some templates and what you can actually say in your messaging using some of these strategies we talked about here. And so with that said, that's it for this section and I'll see you in the next. 16. Connecting With Prospects Who've Viewed Your Profile: Hey, What's going on, everybody? So in this section we're gonna talk about how to connect with prospects who have viewed your profile. Okay? Now, for this section, for my understanding, right now, the only people who can do this as people who have LinkedIn Sales Navigator or some type of paid version of LinkedIn. Okay? So if you're using a basic one, you're not paying any money, you may not be able to use this strategy depending on if LinkedIn has locked it for regular accounts. But if you have LinkedIn Sales Navigator, this is going to be for you. Okay, So right now we are on my LinkedIn profile kick, and you will find that there are going to be people who have you in my profile. So when you, when you go on your account, you go onto your own profile page is going to look like this. People who viewed your profile pulse view search appearances, right? And essentially what you wanna do is you want to click on who viewed your profile. And when you get to this page. And again, it's premium version of LinkedIn. So you can't just do it using the free one. You have to have LinkedIn Sales Navigator or something like that. But it's a little bit of advanced strategy, okay, So if you find this worth it, definitely get LinkedIn Sales Navigator. But if you don't want to use Sales Navigator, you don't have to use this strategy. So just going right into it, right? People who've you, my profile. They're going to be like just a bunch of round people who've seen my content or maybe they've seen my YouTube content and the add me on LinkedIn, whatever the case is, right? So when it says message right here, that means I'm already connected with the person, so I'm connected with the CEO of datas apps. And it also says like found your viewer homepage. Also, it shows people who are not connected to, okay? So essentially, if they view my profile, I can connect with them over here. If I press connected right there, it's going to send them like a default connection request. And they may just accept that because they already know who I am. There's some familiarity. So let's say I wanted to connect with another person, right? If I go on this guy profile, essentially what's going to happen is, you know, he has not connected with me quite yet, right? Maybe he saw my content on LinkedIn or whatever the case is, let's see, doesn't really say where he found me, but he found me. So if I wanted to send them a connection requests, he viewed my profile, I would press connect, right? I can just send it like this where it's a default one or I can add a note. And obviously, if you make it more personal, you say, Hey, I saw you looked at my profile, then there's a more likelihood they're going to connect, right? And so that's why you create content for them to come to your profile, you connect with them. So let's go ahead and show you what you can say in this example and you can copy, paste it and send it, okay? Okay, so this is the general connection requests that you can use. What prospects, who viewed your profile like I just showed you. So you said like, Hey John, I saw you checked out my profile and I love to connect with you to see if we can help each other in any way. And if you need any help with if you solve a specific pain, feel free to reach out. So for me I would be like if you need any help with starting a career in technology or technology sales, you know, feel free to reach out, right? And that's something I do help people with looking forward to connecting with you best Patrick, right? So essentially for your connection request, you would say something like this. You can copy and paste it and just change out this part right here. Or if you want, if you just want to make it general, you could completely eliminate this line and just copy and paste the same thing. But I will add this to increase your conversion rate and you just see which one works better for you. And then you send it and then there are a lot more likely to connect with you because they looked at your profile ready for some reason I made this awesome content. And then from there you can help them out. And then if they're like, Oh, I have this pain, you know, what can you do? You can start a conversation that way. Now. You can do a little bit more of a custom connection requests with people who viewed your profile. So you say, Hey John, I saw you. And then you insert something custom you find on their profile. And I thought it might make sense to connect here. And if you need any help on what painting software free to reach out to me best patchwork. So essentially it's the same thing. The only difference is this first line over here, right? So instead of just saying like, Hey, I saw you check out my profile, I thought it made sense. I thought it might make sense to connect here and say, Hey, I saw that you went to this school or I saw that you were in the marketing industry or I saw that you just saw your sales job and you're three months into the job. So basically whatever thing you can find on their personal profile, that's what you want to put in here. And then you would just put, you know, if you need any help with the pain that you saw, kind of a teaser of why they should respond to you. Feel free to connect with me, right? And so, you know, if you ever get stuck on like, you know what to write here in the other section that we talked about, you know what you can do, you can talk about their ethnicity, industry, they work in, any big news about their company. You could also say something like, Hey, you know, I saw that, you know, you recently visited my profile and they checked out your company and it looks like you guys just raise $20 million. Congratulations. Let me know if you need any help with scaling or growing or hiring salespeople and feel free to reach out. That's the case, right? So just go on their profile, literally gone their profile. And then C. So for example, if I were to go on this person's profile, right, so it's a tech fellow, flux j. Okay, so he went through some kind of bootcamp and he's probably looking for a sales job. That's my initial guess, right. So if I let's say we're selling a service on recruiting for example. And I'm not really doing this right now. And let's say my job is to help, you know, people who are starting their sales career get a good paying Textile Shop. I would basically connect with him and I say, hey, you know, I saw that you were a fellow Aflac J, which is like a boot camp basically. And you know, I saw your fellow you're three months in. I was just curious to know if you had any trouble finding a job or you need any help with that. If you do, let me know, feel free to reach out, right? If I said something like that, he might be likely to respond because that's kinda like what he's doing, right? But if it was another person, like for example, let's go ahead and other example, someone who has messaged me. Okay, so let's say this person found me on the homepage. I am not connected with them. All right. Am I no, I did not connect. So I can connect with them over here if I wanted to and see their PhD candidate. Maybe there's not too much information about, you know, why this person who wants to connect with me. But I can see that they are teaching system. So maybe they want to seal job and maybe that's why they follow my sales content and maybe that's what they're looking for, right? So I can say, Hey, Emily just saw that you were teaching this in over here and I was curious to know why you connected with me. Are you interested in sales or something like that? And I'll start a conversation, right? So everybody is going to be a little different, right? Some people are going to be founders, some people are going to be salespeople. Some people are going to, you know, you have no idea who they are and you just ask them like, you know, just curious, why did you want to connect with me or why do you view my profile? And then from there you start a conversation. So it's not really hardcore selling as you can see. It's more about like building connections, seeing what pique their interests to actually connect with you. And that's pretty much it. And I can say that the more content you create, I would say like in April I started creating more content. And then the amount of views that my profile has been getting has what's a doublet, right? And I think I can understand that if I just keep creating more content, more and more people are going to be admin profile that basically more people view my profile the more leads that they have and the more people I can message. And really if you just get a couple of connections that actually want to purchase your product and service. Especially if you're selling something more high-value, then it's worth it, right? You know, it's, let's say a 1000 people view your profile at month, for example. And you get, I don't know, just three customers out of those 1000 people. Well, is that worth it to you? And it might be right, if, you know, if you're selling something that cost like $10 thousand and you get three customers, that's 30 K. So, you know, there's all power when it comes to knowing exactly who specifically is looking at your profile. And if you're selling something that is a good fit for them and that's why they viewed your profile because they're curious to learn more about you. Well, that's pretty much all you need to do. And so with that said, That is pretty much what you need to know when it comes to covering the strategy of connecting with prospects who have viewed your profile. So make sure that if you do want to use a strategy, you are using Sales Navigator, the paid version of LinkedIn. But if you do not want to use this strategy, totally okay, you don't have to, It's just an option for you. And some of that set that is everything for this section. And I will see you in the next. 17. Inbound Connection Request: Hey, What's going on, everybody? So in this section we're going to show you how to handle inbound connection request. So as you create content and you post it, there are going to be people who will send you a connection requests because they see your content. They like, yeah, I want to connect with Patrick or whoever you are. And then you're going to get that connection requests. And then from there, what do you need to do to turn that prospect into a meeting and then that meeting into a paying customer, right? So let's go into LinkedIn and kinda show you exactly how this works. Alright, so we are on my LinkedIn profile, right? And essentially how you're gonna see your connection request is you got to my network on the top. And then you see all these people over here. From there, what you're gonna do is you can see I have a 127 people who have tried to connect with me. Okay. So I'll show more, okay, whatever. So we got to see all that's what you wanna do. And when you see are essentially you see all the people that wants to connect with you, all right? And essentially where you're going to do is every person that connects with you is a potential lead because you create a content and they are wanting to connect with you, right? So for example, let's go ahead and see what we got. We got all types of different people. We have a COO, probably like sales and business development people, usually it's those type. We'll want to connect with me. And let's just go through an example. So let's say, you know Rachel Chang'e, right? Because she is a sales director, which is interesting to me. So for Rachel Chong, essentially, eight years of experience in these different space. And she is from Singapore and she's a sales director for this company. Did you mine. So I can go to digital ion to go on their LinkedIn page. I seem to have 204 employees, so they probably doing a lot of revenue and they probably have a lot of sales people. So essentially, what I would do is because I understand that it's a real company. They have 204 employees. I can even go to our website. There's good idea of what they're doing. So going on their website, you know, you just got an idea of what they're at. So basically data insights. So software company with brands like ADI essentially are so they're working with a lot of big brands, right? So legit company. So for Rachel Chang'e, she's connecting with me and what does she do? So basically this is I'm just kinda like walking you through, like, how do you get information about the people that connect with you, right? So she has a sales director leading sales team consisting of four ACEs and for BGR. So her team is eight people and she's the Director of them. And I guess he's killing it, You know, number 1 sales rep here and then one NB region. Okay. So she's probably a pretty good sales rep. She probably connected with me because she saw my content on YouTube or whatever or LinkedIn maybe or whatever it is. And she wanted to connect with me, right. So essentially, if I was selling, let's say sales training services or consulting services or if I was going to help them generate more leads and let's see America or something. Maybe they need help with that because they're from Singapore and then they don't understand American culture, right? Or maybe they do. Who knows? So if I want to pitch something hypothetically, what I would do is I would accept the connection requests. And boom, once that's accepted, essentially we should be connected. So if I refresh the page. We are connected because she sent me the connection requests so I can message. Sure. This thing will pop up over here and then I would send her a message about like what got her interested to connect with me, that she seemed my content. You know, why did you want to connect with me and is there opportunity for us to work together? Right? And I can leverage the fact that she's a sales director. So I can kinda like hint at maybe what are some of the challenges that they have. And I know just from working in sales myself that if your sales director, obviously you want to, It's all about coaching your sales managers in your account executives and your PDR is two, generate more leads and close deals. That's pretty much the job, right? It's not much different. So if I just said something like, hey, you know, I know it's at your sales director at this company for the last year now, congratulations. Just curious to know if you need any help when it came to training your PDR is to generate leads and America or whatever it is, right? And so let's go ahead and go back into the keynote and we'll give you some examples. So here's an example that you can use. Obviously you could copy and paste it, but you definitely want to make it more custom for your specific sale, right? Everyone's different. Everyone's selling different products and different industry. So make sure it makes sense for who you're selling to. So you can see like, hey John, Rachel, Sally, you know, whatever it is. And he's for connecting with me here. And again, they connected with you, right? I saw that you were, let's say, the sales director at this company and encourage relations for that role. It's very hard. And you say something now here, sono, you know what potential pains that you have. So I'm curious to know if you felt like your ADRs where generating enough meetings for your account executives or maybe if I was selling a CRM or some kind of thing that helps people close deals where I could be like, hey, you know, I'm just curious to know if your account executives have any trouble when it came to understanding what works, what doesn't. And you know, if they're getting real time feedback to improve their sales process, right? It really just depends on what you're selling. You can change this up. And then you say, if that's something you need help with, feel free to let me know. Again, they reached out to you so they'll probably respond. You can also say something like if you put in the paints, I hey, just curious to know if your BED ours are generating enough meetings for you and this certain market. Because I actually help these other Singapore companies generate meeting. So I think it's something that it's opportunity for us to work together. So if that's something you wanna do, feel free to schedule a calendar, time to talk on my calendar here. So the different variations you can use, you can actually just put the link to your calendar. I hear or just say, hey, if that's something you just sound interesting, let me know your calendar looks like to talk or you can just say if that's something you need help with, feel free to let me know, right? So it doesn't have to be a hard push. You can adjust the dial. If you wanna do a softer approach, you can just let them pass the ball to them. If you want to do a more direct response marketing approach, you can say here's a link to my calendar or if you want something in the middle, let me know what your counter looks like. Either way, it's just whatever fits your style. Only. You wouldn't know like the nuance in that situation, whether, you know, how likely people are to respond. But this is basically just one example that you can use. Essentially just use the same thing, adjust it a little bit here and there for your product service, the pain you saw, industry, you solve it in and then your call to action may be different depending on if you want to be more aggressive or more relaxed. And so that's pretty much how you are going to handle connection request. And I will see you guys in the next one. 18. LinkedIn Social Selling & Content Marketing Overview: What's going on? Everybody is. So in this section we are going to be talking about the LinkedIn social selling overview. It's going to be a high level strategy of how we're going to use social selling on LinkedIn so that you can start getting more of your prospects interested. And hopefully you guys can book more meetings and close more deals. So we're going to go over all the strategies when it comes to using LinkedIn. And then later on in the course we're going to dive into the tactics, but I want you to get a strong overview of how everything works before we get started. All right, so let's go ahead and dive right in, right, so the goal of LinkedIn social selling, as they call it, is to supplement your sales prospecting activities, whether that's cold e-mail, cold calling and LinkedIn messages. Okay. So you have to understand that when it comes to social selling, it's not like you can just post a bunch of articles and videos and hope that people want to buy from you. But just from that, it's being of it as a supplement. It does not replace any outbound activity, right? So you still have the cold email, you still have to call, call, and you still have to do with LinkedIn messages, right? You have to reach out to people to generate that meeting. However, people like familiarity. So by posting on social media, especially on LinkedIn, people kind of get an idea of who you are and your conversion rates for all the different outbound activities should be higher because you're not a total stranger. So when we refer to LinkedIn social selling, we are specifically talking about creating and posting content on LinkedIn. Your prospects can potentially see, Okay, So it's like creating content, putting on LinkedIn and people who follow you on LinkedIn or connected with you or Lincoln might even show your content to new prospects. They're going to see it and you can start conversations. And you're basically looking to build a brand and familiarity with your prospects by positioning yourself as a thought leader in your space. Now, when I say a thought leader, you don't necessarily have to go viral, right? You do not, you do not have to be a LinkedIn quote, unquote influencer. And essentially, you just need to be thought as somebody who knows your space. You don't have to go viral. You could get a couple of likes on your post. And if you get the right people senior pulse, that's really what council. Okay. So I'm not really trying to get you to a hundred thousand, a hundred thousand followers on LinkedIn. I think that's unnecessary, especially if you are doing sales and business development, right? Because you also find that a lot of CEOs who do like tech company is a marketing agencies. They are not huge on LinkedIn. You don't have to be like this LinkedIn influencer. Instead you just want to post content that you know, the right people will see. And, you know, when you reach out to them, you know, kinda are already familiar with you. Okay? So, you know, when it comes to LinkedIn Lead Generation, right? There's two routes to think about this. There's going to be inbound and there's going to be outbound. Inbound essentially happens when, let's say you post content, people see it and they're like, Oh, that's kinda interesting. Let me reach out to Patrick to see or if I want to learn more, right. So they come to you that's inbound. Outbound is essentially when you're reaching out to the person and they don't know who you are, right? So you can do inbound and outbound. And we're going to show you like a combination of the both, okay. Because you can not rely solely on inbound leads because most likely you're not going to go viral. You're not going to have hundreds of thousands of followers as a regular salesperson, you're just not, you could, but it's very low chance. So you have to combine these two together. And really you're relying on your outbound sales strategy and supplementing. The effectiveness of it with your inbound. And I'll show you what I mean. So did already inbound links, right? So let's say this is an eyeball. I posted a piece of content onto LinkedIn. And essentially it's, you know, if, if I click on see more, it's going to be a long form post where I'm basically just talking about cold calling, how it's hard and actually it's not really that hard if you have the right attitude and kinda tell story, right? And obviously people are going to commented is at 81 likes in the last two days for comments. And yeah, so I think about a few thousand people actually saw this post. And it does not showing on the screenshot, but a few thousand people actually saw it. So 81 people, like few thousand people saw. So, okay, so here's basically what I'm saying. So let's say you create a piece of content like I did. And LinkedIn, when you post on LinkedIn, they're going to share it with your connections, meaning people you are already connected to, as well as people who are not connected with you as well, right? Because you get some exposure. So when you post content, you know, you're gonna get people who'd like the stuff and you find you interesting. They're going to directly reach out to you. They're gonna go on your profile. And they might send you a message, connection requests, and they may wanna talk on the other end, right? You're also at the same time connecting with people on LinkedIn. So when you connect with somebody, you guys are connected so they have a high likelihood of seeing your content. And so if you send them a message and they didn't respond, and then they see this and then later on you send another message. The second message might get a higher conversion rate because they engage with your content and that's familiarity, right? Because the more you see, some of the more you feel familiar with them. And then your outbound prospecting will be more effective compared to if you just did up on prospecting without putting any content. So let me go ahead and show you how this is going to work. So, so generating inbound leads on LinkedIn specifically. So you create content on LinkedIn, okay, that's step number one. Step number two is, you know, the content is discovered by prospects. So like I said before, people you already connected to write it again, if you connect it to a hundreds of people that you want to do business with, they are going to be the people that see your content on LinkedIn because you guys are already connections. And LinkedIn will say, okay, Patrick knows all these people. Let's just put this content in front of all these connections. Additionally, LinkedIn is going to try to find people who are not connected to you and also give you more exposure to complete strangers that may want to connect with you. Okay? Now, so number three is the prospect themselves. After they see the content, if it's engaging, they are going to go on your profile and reach out to you. And when they reach out to you, that is called an inbound lead because they are interested in what you have to offer from there. If they do reach out to you, you're going to send them a direct message back and then you're going to schedule a time to talk to see if it makes sense to work together, and that's how you generate the elites. Now, in other scenarios, Let's say you've create content. Content is discovered by your prospects Whether they're connected or not connected. And let's say the prospect engages with the content, right? So let's say they liked it, or they let the comment or something like that. And you can see exactly who was liking by their personal individual profile. So you can click on who like my picture or who liked my post and you can see them. And then from there you go on their profile. If you are ready connected with them, you send them a direct message. If you're not connected with them, you will connect with them and then you will send a direct message, as you can see, right. So essentially, you know, it goes by two ways. Either they're going to connect to if you re and they're going to send you a message, or they see your content, they engage with it and then you have to kinda reach out to them. So it's a middle ground between inbound, outbound because they first have to do this step which is in C, your content and engage with it before you reach out to them. So it's not completely cold because they know who you are because they liked your post. Now, that's the inbound way to do it. Now we're going to talk about outbound way of doing it, right? So like you guys know when it comes to outbound LinkedIn generation, how it's going to work as you send a connection request, you sent the first message couple of days later, use and the second 1, third 1. And then if you want to keep going, then you send however message takes to get the meeting, right. So when it comes to what exactly does LinkedIn content do, what is social selling all about when you're using this strategy? Because if you're using this strategy, well, there's no content necessary, right? You just basically sending everybody messages. Well, here's what happens. When you send a connection request. The prospect will be more likely to see your LinkedIn content. Like I said before, when you are connected with people, they are the people that see your content, right? Because your connection to your friends. And so LinkedIn will show them the content from there. What's going to happen is when the prospect sees the content, they are going to reach out to you. They're gonna be like, oh, Patrick sent me a message on this day, bye, didn't respond. And then I see this video he posted up and that's really interesting and I want to learn more about that. And if the prospect reaches out to you, then you can go ahead and talk through LinkedIn messages and then schedule a meeting. Now additionally, if the prospect does not reach out to you and you're posting content, well, what's going to happen is let's say you send the first message, right? And let's say later on you send, they don't respond. You create this content that they see when you send message number 2, because they have already seen this content, they're more likely to respond to a message number 2 or message number three because you're not a complete stranger and you're basically putting up marketing material to show that, hey, this is what I do. This is the value I provide if you're interested, Let's talk, right? And so now when, when they're receiving a message number 2, they're like, Oh, I kinda seen this guy Patrick. Content was pretty good. It kinda was relevant and let me see what he has to offer and you'll book a meeting, right? So basically, when you use that strategy, your LinkedIn messages may have higher conversion rate. Additionally, if the contents really good and there's a good call to action, the prospect may be like, Oh wow, this is exactly what I need. Let me go ahead and reach out to Patrick right now. Right. And then you send them they'll send you a direct message and that's how you generate that lead. So as you can see, you cannot always rely on just prospect senior content and reaching out to you because sometimes they do, most of the times they actually don't. You have to supplement yet to combine these strategies together for the most effectiveness. And basically you are relying on the top part. You're relying on these outbound messages and you're using social selling as a way to build your brand and familiarity and positioning yourself as a thought leader to increase the odds that they respond. So, like I was saying, for the goal of creating content on LinkedIn is to get in front of your prospect and build familiarity with you and your company. If they engage with your LinkedIn content, whether it's liking commenting and things like that. Well, it's easier for you to start conversation because you are not a stranger, right? And I can tell you from personal experience that the more people see you online, the more likely they are to respond. That's just how it is. And when you do other activities, whether it's called email or cold calling. And you know that they saw your content and they liked it. Well, they kinda know who you are, right? So there'll be like, so if I reach out to somebody there but i o Patrick's that, you know, sales influencer or is that sales trainer who pulses content on LinkedIn and YouTube and things like that. So they already have an idea of who I am, right? And so that's all you're really doing with social selling. You're not trying to be an influencer. You're not trying to go viral. You are just trying to connect with people, build familiarity. And if they kinda know who you are and you reach out to them, your chances of them responding are higher than the would-be if you are a complete stranger and they don't know anything about you. And a quick warning when it comes to social selling. Just do not rely on prospects reaching out to you to generate meetings, right? So if you're watching this, you're probably a sales person or business development, right? And you're not really a full-time content marketer, most likely. So your job is not to generate meetings with content. Your job is to generate meetings with sales and social selling is a way to help increase your conversion rates. So don't expect people to come to you. You gotta go to them even if you're creating good content. Yes. So unless you're a full-time concentrator or have a content team, I would focus still on connecting with your ideal customer profile on LinkedIn, sending them a connection request and the nurturing those connections with content to get them warmed up. Your content really should just be providing educational value. You're not really selling anything. You're not always saying like book a meeting with me on your content. It's just more like providing value, building familiarity to recruit, increase the conversion rates when you do actually send the meetings. Okay, So remember you are doing sales. You're not a content marketer, most likely. So focus on sales and generating meetings and use social selling as a way to supplement, okay, keyword is supplement. You're not a 100 percent rely on it. Supplement your sales activity or social selling. And so that's it. That is it for the high level overview of LinkedIn social selling. And let's go ahead and dive into the next section. 19. Common LinkedIn Marketing Mistakes To Avoid: What's going on, everyone? So in this section we're going to talk about the common LinkedIn Marketing Mistakes you need to avoid. So as you start planning your content and creating content, these are the things that you should be. Keep a watchful eye out so that you get the most exposure to your content. So these are the things that you need to avoid. And let's go ahead and dive in. So the first thing is there's a difference between like native links for videos to get more exposure. So here's my mean, like when you post content on LinkedIn, right? Every time you are linking outside of LinkedIn, let's say you put a link onto YouTube or to your blog or another social media site, you've got to understand that LinkedIn will probably not give that content as much exposure as it could have if you put it natively inside LinkedIn, right? So if you like, let's say put a video on YouTube and you say here's a link to my YouTube video. Sure, people will go click the link and go to the YouTube video, but that video will probably get more exposure if you just uploaded a directly to LinkedIn. So just keep in mind that any time you link outside of LinkedIn, it does get views, but we'll get less exposure if it's native to LinkedIn, like inside LinkedIn, they don't have to click outside of LinkedIn. Or if you do put a link, it just redirects them to be like a LinkedIn article that will get more exposure. So like I said before, if linking outside of LinkedIn and YouTube website, et cetera, your content will get less exposure. Lincoln inside, you get more. Now you want to also avoid post pulsing anything that's too personal, that's not really businesslike, right? Because it's not Instagram. It's more professional. So like things like your cat doesn't always make sense. I guess it could make sense if you can tie it to a business lesson, but usually not what you ate for breakfast and things like that. It's like it's not placed for you to share your personal life necessarily. It's gotta bring value to your target audience, right? Like if you're trying to get the CMO of a software company to book a meeting with you. They are not going to care that you had pancakes for breakfast. Okay? It just doesn't make sense, right? And so you gotta understand that you have a certain intention when it comes to LinkedIn, and it's not for you to just post personal stuff. Also, you want to avoid pitching and selling too much when you're creating content. It's all about value, right? It's kinda like value, value, value, value, and then pitch. So a little bit, see if people want to book a meeting with you or something like that. But you gotta lead with value. And that's, that's pretty much what content marketing is all about. If every post you put up is all about like book a time to talk on my calendar here. Like here I'm selling this thing, make sure you sign up. People don't really like that and you're probably not going to grow that much when it comes to content. And people are unlikely to book a meeting with you because it's annoying. So remember, add value first and then if you want to pitch later, sure pitch, but definitely make your content more like 80 percent value and then maybe like 20 percent pitching or even 90 percent value and 10 percent pitching. It's all about building up momentum and building that brand authority and trust before you ask for anything. And that's how you pretty much do you know LinkedIn Marketing. And don't be a spammer, right? Don't just like, you know, take a bunch of articles and videos from your company's website and just spam like a 20 of them in one day. That's not going to work. You have to spread out your content in heavy like you'd be thoughtful of like how often you are posting, whether it's once a day or three times a day at different times. But just don't put Don't just like put up a bunch of bad articles and things that people don't care about like 50 times a day because that's going to penalize you. And people don't engage. People are not getting value from it. They're not going to click, they're not going to watch. And then, you know, you're not going to really use LinkedIn marketing effectively, right? So I'm pretty sure you have an idea of what spamming is. Just don't be a spammer, don't be selling all the time, lead with value. And if you do that, then you'll be on the right track to being successful on LinkedIn. And so those are pretty much the top mistakes I see people making. So make sure you avoid these. And I will see you in the next lesson. 20. Easy Copywriting Formula For LinkedIn: Hey, What's going on, everybody? So in this section I'm going to show you an easy copy writing formula you can use for LinkedIn. Now in this course we're going to go through many different examples of different type of post that you can do on LinkedIn, whether it's video, texts, photos. But I want to show you a very simple copywriting formula that I personally use for the majority of my content, right? Whether I'm making a video or whether I'm doing a text posts or during a photo or something like that. Essentially, I'm just using the same formula over and over. And I, most people actually don't notice because they're different mediums of the way I'm doing it. Reality like the underlying story and format is pretty much exactly the same, right? So if I'm making a video about how to cold call, for example, I'm using this formula or if I'm writing a little LinkedIn content where it just texts in the photo on, let's say how to do sales prospecting, then I'm using the same exact formula, right? So by learning just one formula, you're going to be able to write many different types of content and you don't have to learn. There's many, there's okay if you go on Google or you search it up, There's going to be many different formulas that you can use on LinkedIn, right? And sometimes it feels very overwhelming because lot of different ways, so write and create content. But I find that by just learning one really well, you can basically use the same one over and over and nobody will notice. So That's the purpose of this lesson. I'll show you an easy copywriting formula that I personally use myself to make majority of my content. And I'm pretty sure you're gonna get a lot of value from it. So here's how the easy copywriting formula is going to work. So the goal of creating content LinkedIn is really just to engage targeted prospects and build familiarity. And we talked about this, right? It's just create content people are interested in. You don't have to go viral or via LinkedIn influencer. You just have to create content that the people you want to connect with art interested in. And we're going to go over a one simple copywriting formula you can use pretty much for all of your LinkedIn post. And this formula works for written texts, videos, white papers, like I just mentioned. So here is how it's going to start, right? So basically, for each piece of my LinkedIn content, there's going to be four main areas, right? Whether it's video, I'll texts, photos, it's pretty much always the same. Now you don't always have to use this. Sometimes it's not necessary. But usually if you get stuck, just use the formula because it's much easier. So the beginning is going to be the hook, some kind of attention grabber that gets people interested to read the first sentence, right? Because if they, if they read the first sentence, they're gonna read the second sentence and so on, so on. Once you have a hook, you basically just talk about a pain, a problem, something that your customer experiences, or a pain that you know your prospects experience. Because people are really attracted to pain, right? Because if you resonate or if the pain is accurate and it resonates with your audience, they're gonna keep reading. Now, after you talk about pain, you're going to talk about a solution. So now that there's this pain, people want to know, okay, well, I have a problem. How do you actually solve it? Right? And so it's telling a story of, here's the problem you have. I understand, and here is how I believe I might be able to help you. And once you give a solution. Then what you wanna do at the end is you talk about why it's important. Okay? So let's go ahead and just go through this real quick. So like I said before, hook sorrow for the attention grabber or something unexpected start by describing a problem or your prospects experience, right? So it can be like for random example, most people, it could be something like most people are making cold calls completely wrong. And so if I start off, let's say with a piece of content like that, people were going to be like, Oh, well I cold call and what am I doing wrong or I want to know, right? Am I making this mistake? Right? Or I can say something like one of the biggest mistakes I see people make when it comes to selling software is, and then I put it whatever that mistake is and then gets people who are selling software very interested, right? So there's some kind of attention grabber. And then from there you talk about a problem. So you're talking about a pain problem or your products possible experience, you know? So you just want the liquidus, what goals do they have in their business as, as whatever they do, and what's stopping them from achieving their goals. And that's basically what their problem is, right? So basically you want to focus mainly in general, if you're not really sure what problems people have, you just focus on this. It's either people wanna make more money, save money, save time, or make things easier. Your eye usually when it comes to business and selling business solutions, this is it. Helping people make more money, right? Driving more revenue, save money, cutting costs, save time. Because time is very valuable. And if you save time, you also save money. I'll just mix a process just so much easier, right? Instead of going through a painful process, just give them something easier that they could just buy. It makes your life so much better, right? So that's usually the problems that I would focus on. And then you just want to think like, okay, what pains are keeping your prospects up at night? You know, what did they think about, like when they go to work? What are they reading to experience, right? So for example, let's say, you know, you're selling a cold email software and you know that a lot of small medium businesses are using Gmail to send their cold emails, but they can't follow up. They can't they don't know. They're open rates, they don't know their response rates and things like that. And it's just super annoying and that's a pain for a lot of small medium businesses. So that's why there's so many email software where they're like, why would you do on Gmail when you can just automate the whole thing and you can let the software do all the work. And so that solves problem, right? So whatever it is you're selling, you really need to understand your ideal customer and you really need to understand what pains are experiencing because if you don't understand their pain, they're not going to buy anything from you. They're not going to engage with the content because there's no reason to. But if you understand the problem that people experience, they are a lot more likely to read your content or consume it and then engage from there, it's all about the solution, right? So you talk about the pain. What's the solution to the problem? How do you help? Do you have a software consulting services? Do you sell some kind of coaching and training? What is it that you can do to solve their problem, right? And the way you want to think about it is, you know, is there a clear value proposition that solves the problem? And can people imagine a before and after scenario, right? So especially this is really good for like case studies for example, or customer success sores. You would say something like, Okay, this, before this person met me, they were in position a, but after they bought my solution and did XYZ, now they are in position B, which is so much better in your prospects, can clearly see a before and after and daily. Okay, I get what this person does. So when it comes to solution, it could be one solution or a list of solutions depending on what you're selling, right? And that's pretty much the solution part of what you're talking about. From there you want to go into why it matters. So you can't just say like, you know, this person wasn't driving in a revenue than they bought my software and now they're making a bunch of money because it doesn't drive a story, right? So you have to talk about why it matters. Why is this solution better than other solutions? Why does this prospect need to apply these lessons right now versus just not doing anything? What's the difference does it make for the prospect to know these lessons? What should the prospect do next? You can also add a call to action, meaning if you want the person to send you a message or leave a comment or something like that. That's where you put at the end. So by talking about the why, people get a lot more invested in the story, right? Because if you just talked about the pain of solution, it's not enough. It's too, it's too much of a commodity. If you talk about why it's important and you explain like, this is why it's important. This is why you need to do it right now. This is why you need to take action, or this is why it's important or significant in your business. People. Get a deeper understanding of what you're trying to communicate. They resonate with him more and they feel more engaged with your content and they're more likely to like it or leave a comment or share it or something like that, right? So this is how you basically tell the story. So whenever I'm creating content, this is why think about what's my hook, What's the pain, what's the solution? What's the why? And then, you know, that's the simple formula. And each one of these can literally be one sentence each or you can make it really short, or you can make it very long and in-depth. It's really up to you depending on what you're trying to do and what content you're trying to create. But I typically just use this format for all of my content, which makes it super easy. And so when it comes to creating content, and I believe you have seen this slide already. Whatever you're doing, whether it's how to content agitating a problem and solving it customer success story, you're always using the same format. It's what's your hook? What's the pain? What's the solution? Why is it important, right, even if you're just talking about your opinion, It's the same thing. You've got to hook them in, talking about a problem that you see, give you a perspective solution and then explain why. So if you ever get stuck, just use the simple LinkedIn formula. Of course you don't always have to use it. You can use other formulas or just free salad, whatever works for you. But if you get stuck and you're not sure what to do, just use that basic formula because I would say like 80% of the content I create, I'm using the same formula over and over. And nobody notices because it just feels natural if scenes right, and just make sense. So that's my advice you, if you want an easy way to do any type of LinkedIn content. And that's it for this lesson's when it comes to learning the fundamentals. And I will see you in the next. 21. How To Use LinkedIn Hashtags: Hey, What's going on, everybody? So in this section we are going to talk all about how to use LinkedIn hashtags. So as you are going to learn how to create your constant, you're going to have to use hashtags. And hashtags are a way for you to get your content more discovered by people who may be interested in your content. Alright, let's go ahead and give you the high level overview of how you can use hashtags. And I'll show you on LinkedIn, on the platform of how you can find them, how you can use them. So essentially, LinkedIn hashtags are a way for you to make your content more discoverable, right? Like if you do hashtag, lets say SaaS sales or hashtags, sales prospecting. Anybody who's searching for that or follow those hashtags, may potentially find you LinkedIn users, you know, follow specific hashtags, like I just said. And I think didn't hashtags associates your content with other content that have the same hashtags. So if you use hashtags to categorize your content and say, okay, this content is about software sales. And so what's going to happen is, you know, LinkedIn has an algorithm that recommends different content. And so if they know that, okay, this content is about software sales, Let's put it in front of other people who also like software sales, right? So it's a way for an algorithm to help your content be more discovered by people who may not have discovered it if you didn't use those hashtags. And the whole goal of using LinkedIn hashtag is to get more attention to your content, right? You just want more people to see it. More exposure. The more exposure you get, the more opportunities you have to generate leads. Now let's go ahead and give you an example, right? So on LinkedIn platform, one of the videos I posted recently was a short video, three minutes. And essentially what I did was it's a three-minute video. I wrote some text to kind of explain what the video is about to get people interested. And so far, we got 39 people that I liked it, five comments, thousand people saw it. And I use this hashtag. So I use the hashtag, sales, sales prospecting, lead generation, and business development because I understand that people are searching for these prospects. I mean, searching for these hashtags on LinkedIn. And if I put them in, LinkedIn is going to associate this piece of content with other pieces of content similar to it. And so anyone who is interested in, for example, in lead generation, might stumble across my content even though they have never heard of me before. How I like to do it is I usually use around three to five different hashtags. Usually I don't want to go too crazy. I put the hashtags within the text, within the text of the little description for video. Or if you're doing, let's say just text posts with a picture, you would also put it there. I personally like to just put out the bottom where it's just not noticeable. You could also integrate them within the text itself. So it could be like one of the biggest mistakes I see people make in sales. It could be hashtag sales on the top right. And you can incorporate a hashtag within the text. But for me I like to keep it simple and just write the text and then just put the hashtags at the end. That's personally my preference. Right? And yeah, so because of this, you know, if I didn't use any hashtags, maybe less people would have seen this piece of content. Because I didn't use hashtags, right? If I didn't use a hashtag. So maybe people who follow this lead generation hashtag just stumbled upon my video and they watched it and they give me extra views and more views you get equals, more views, you get more engagement, more engagement and more views, right? So obviously, the more people that see it, the more people will see it essentially. And so some common mistakes that you should avoid when it comes to using LinkedIn hashtag is you do not want to add spaces within a hashtag because I will separate the words. For example, if you're going to use business development, put the business development as one word, not as two, because if you do it like this, LinkedIn will only count the hashtag as business, not business development. Don't use punctuation marks like these kind of things because that's not what people are searching and it doesn't really work on LinkedIn. And using any combination of capital or lowercase is okay. So if it's like, you know, capital B and the business development and capital D, that's fine. It's the same thing as business development without any capitalizations. And so it just make sure you avoid such that these punctuation marks, and you should be good to go. Let me go ahead and talk about how following hashtags works on LinkedIn. So LinkedIn users can follow specific hashtags which you can use to get more exposure to your content, right? So the more hashtags you use are irrelevant, the more people that see your content. You can also follow hashtags yourself on your personal account to get more content ideas. Okay, so Let's go ahead and go on LinkedIn and I'll show you exactly what I mean. Okay, So we are on my LinkedIn profile right now. And what we're gonna do is we're gonna talk about hashtags. Okay? So if you go onto, let's say like my profile and you look at some of the content that I've been putting out, you notice that especially as of late, if you go into, let's see, I activity and then post. So it's like I'm always using hashtags because I want my stuff to be discovered. I just posted this hashtags over here, put a poll here hashtags. So they're usually, you know, maybe like five to ten hashtags I just consistently use because I know that my target market likes that. Like this one, for example, sales call, calling, sales prospecting, business development, right? You don't have to make it so complicated. You just wanna make sure that people actually search this. So what you can do is you can go into the hashtags and let's say we type in Sales, high-tech sales, right? So what's going to happen is it's going to go into hashtag sales. You see that 5.8 million people are following and I can follow it right here. And I now am following the hashtag sales, right? So essentially, because so many people are falling this hashtag when you post content and you use this hashtag there potentially 5.8 million people that might see your content. And that's exposure for this specific hashtag. And you know, if you can see, these are some of the hashtags that I searched up recently. So SaaS, sales development and sales development. And I know people are following this because you can just go there. Okay. Saas sales, not that many people, right? So there's only nine people. So it's not the biggest hashtag to use because there's not enough people looking for this, but let's say SAS, 20000 people, that's quite a bit. Business development, 43 thousand people, that's quite a lot actually. Let's see, sales developments waiting to k. So whatever it is that you're selling and what your niches just understand like how many people are actually following this hashtag. And you kinda get idea of how big that hashtag is. And I guess the golden ideal situation is if you create content that's super good and relevant for hashtag, lets say like sales of element. Then they are a lot of followers, but very little competition when it comes to people using the hashtag. That's the perfect storm because you've got a lot of people who are looking for content like that, but you've got very few people who are making it, and that's how you really capture the bulk of the pie when it comes to getting more traffic to your content by using hashtags, right? So let's say for like the hashtag cold calling, let's see how popular is. And again, to do that, all you gotta do is type in the hashtag and just type in the word and show you the hashtag search. So like Whoa, calling those maybe 10 thousand people using the hashtag, right? And I'm just scrolling through its contents. Not really that good. Not many, not many people are engaging. So I understand that if I create a lot of cold calling content on LinkedIn, then I'm probably going to be getting a lot of exposure to these 10000 people who are interested in cold calling, right? And it's because if you make quality content and there's a lot of people searching for it, tells us that a lot, but it's decent. And there's very few competition, like there's no one making cold calling content that really is that great from my initial scroll through right? Then that means LinkedIn is going to promote you because there's more engagement and its algorithm, right? So you're kinda doing what it takes to get the LinkedIn algorithm to promote your content. You also have to understand that algorithms always changing. It's getting more advanced, right? So if it's similar to like a YouTube algorithm or Instagram algorithm, which is getting closer to if you're gonna put like hashtag cold calling. They also understand that your content is related to cold call. Okay, just 300 followers. So, you know, not, not really a useful hashtag, but you gotta get the idea right? So when you put it in one hashtag, LinkedIn is going to tell your content and be like, Okay, this content is similar to other hashtags. And so people who are following those other hashtags are similar to this other one. Let's go ahead and just show it to that person, right? So someone who was interested in, let's say, Lead Generation. So fixing k, they might get, let's say, a video about cold calling for me because lead generation is very similar to cold calling, right? So its algorithm basically just recommending content. So that's why you want to make three to five relevant hashtags and then use kinda see how far that LinkedIn algorithm can push you. And of course, our rhythms always change. The inner workings of, you know, exactly how it works is always unclear because there's not like a place you can go to get all the hashtag secretes directly from LinkedIn. It's just people speculating and testing things out. So the main thing as a regular user of LinkedIn who wants to get more content, just use hashtags that are relevant to your specific thing that you are selling and your specific content that you're making. And just make sure that there's enough people who are following the hashtag to make it worth your while, right? If you're doing a hashtag, it has like, let's say if it's, you know, like telephone selling. Okay, let's try this. So telephone selling, no one is using the hashtags. So do not use this hashtag because no one's following it, right? You wanna go for stuff like lead generation or if you're doing like, let's say a CEO, you'd like SEO agency or something, right? Seo strategy, just a 100 people, so not that many, but if it's like SEO tips, Let's try that. You've got 20 thousand people, right? So you basically just got to keep searching for different hashtags that fit what you are doing. More people following the better, less competition, the better. And if you can find that golden ratio of high volume of people searching and low volume of competition. That's where you're really going to get the most exposure. And so that's it. That is pretty much the fundamentals of how you will use hashtag. And I'm gonna see you guys in the next lesson. 22. Types of Content To Create on LinkedIn: Hey, What's going on, everyone? So in this section we're gonna talk about the different type of content you can create on LinkedIn. Okay, so let's go ahead and dive right into it. So when it comes to choosing what type of content to create you, there are many different type of options, many different type of things you can do. But the foundations that you want to have, especially if you're just starting out and you're a little bit new to content creation is this. Number one is you're going to have to create content or you're gonna want to create content, your market engages with fright so constant that your market like so you can't be posting like random things that your ideal prospects are not interested in, right? So if you're going after Chief Marketing Officers, well, it has to be somewhat related to marketing or business or something that they would find relevant and maybe they don't really care too much about what's going on in finance, for example, right? You also have to match this with constant. You're actually good at creating. So you definitely want to think about what your shrimps are, whether it's, you know, you're really good with video, audio, text as in writing. Or if you're really good at posting pictures or sharing content. We're going to talk about the different forms of content, but you have to understand that, you know, you may not be good at every single type of content possible. So you want to stick to your shrinks, or if you want to learn a specific type of content, you know, really focus and learn that skill. Now what you wanna do is you want to put these together, right? What's the overlap that content, you're good, you're actually good at creating combined with content your market cares about. And the third thing that I would also add, if you can find the intersection between all of these three, that would be the trifecta. And the third thing is content that addresses pain or pre-qualifying your prospect, right? So always have to hit all these three things at the same time. Sometimes it may not be that easy to do. But if you can, you know, the perfect place is right in the middle where, you know, let me go ahead and explain this. So this part right here, content that addresses a pain. Why I like this a lot is because when you are creating content on LinkedIn or any social media platform for that matter. In a way, your content is a way to kind of bait the prospect to want to engage with your content, right? And a lot of times the things that get people to get engaged and wants to start a conversation is if you address the pain that they have because, you know, when you're selling a product and service, you're basically looking for pain, right? What problem does someone experienced that you can solve? And if someone has a really serious problem, well, they are a lot more likely to raise their hand and be like, Hey, I'm interested, let's have a conversation. Because the pain hurts so much in the strongest emotion to make someone to action is pain. So that's why if you can address a certain pain, talk about a problem that CMOs have or, you know, founders have. Maybe they can't raise money, they don't know how to do their marketing, whatever it is, that's the pink. And it's also an opportunity for you to pre-qualify your prospect. And the only people that are going to engage with that, or people who Have that pain, right? And if they have that pain, they're more likely to respond to your messages. If they are more likely to respond, they're more likely to buy. So if you can create content that hits all these three things where, you know, it's something interesting that your market engages with and could even be a meme, a video, something that you'd know, that, you know, it's just going to hit really well with your market. Combine that with content that you are good at creating. So the quality is actually good, right? Just because, you know, you try to copy another person. If you're not good at creating that content, then it's not going to go that far. And then from there, you combine that with content that addresses a specific pain. And they get all three, that's going to be perfect. Okay? Now, when it comes to creating content on LinkedIn, there's going to be a couple of formats. The first one is just plain text where you're not putting any pictures. You're not posting any photos. It's just you maybe telling a story, personal experience, your opinion, or maybe a customer success story, right? You can also do video where it's more about you actually recording yourself with a camera and talking about a problem. A customer may have a success story or a case study of a recent customer. So videos and other way to do it. You can also use pictures. So when you use pictures, sometimes you just have to add a little caption to it or some kind of like a sentence. Copy our sentence texts would that goes along with the pictures that tell a story that you want to tell. You can also combine text and pictures where you write a long post about, you know, maybe a problem your prospect has, and then you add a picture that's relevant to that story. And that might get more engagement because a text and picture. So those are really the three main things. You can also do things like sharing, PDF downloads, a slide shares, and things like that. But if you really think about it, those would be a combination of text and pictures. So as you're thinking about what type of content you create, thing about what works best for your skill set, right? So if you're super good at video, but you're terrible at writing, just do videos, right? Because that's going to be more engaging for your audience. Or if you're really good with writing things, but you're not that great with video or maybe you just not and focus on writing because writing works really well and LinkedIn, right? So remember that whatever content you create, you can tell a story in many different ways, whether it's through texts, pictures, videos, slide shares, PDF downloads, whatever works best for review. So that takes a little bit of some self-awareness to understand like where your skill sets lie. So I'm gonna go through examples of all these things, but just understand which one you want to focus on. Okay, so now we're going to talk about the LinkedIn different topic idea. So whether you're doing text, photos, videos, whatever the case is, here's some ideas you can use to get some inspiration, right? So how-to content really works, works pretty well on LinkedIn of like how to do something, like how to sell anything over the phone, how to close a deal, right? These things work pretty well. What I like to do also is agitated problem and solving it. So if you're just talking about a problem that your ideal customer has and you show them that, Oh know, I solved it with this thing or helped us clients solve this problem using my product. That works really well to customer success stories and case studies, obviously because people who love social proof, any industry news of what's going on in your space is really good. Opinions or perspective content and maybe like, you know, something happens on the news or in your industry, then you want to give your opinion on whether that's good or bad or how that changes everything, right? So just sharing your opinion on what's going on in the market works. Any type of events that are coming up, maybe there's a conference coming up or something exciting that everyone's gonna go to. So, you know, and you want to let people know that you're going to be there. That works as well. Any announcements, whether it's with your company or another company or maybe another company made announcement, you want to congratulate them. That also works, life and business lessons. So it doesn't always have to be like, you know, news or things like that. It can be like just things that you learn in your life, right? It doesn't have to be things are, you know, go viral or anything. It just be like maybe you talk to a customer and you learn something new about problems that they have. And you want to just share a business lesson and see if anyone gets some insight from that, right? So we can just be things you experienced in your life and you can craft it into a story and create a content piece out of that. And it could also be just, you know, you creating a post saying like, hey, you know, I'm offering health for anyone who's looking for, for example, a sales job. And i'm, I'm gonna be willing to look over your resume or something that people will respond to that. So there are many different types of content ideas, and obviously this is not all of them. There are an infinite amount of content ideas if you really think about it, but these are some common ones I often see and worked pretty well on the LinkedIn platform. So as you think about what type of content you create and you see more examples, I'm going show you, you know, just, just understand like, you know, you have many different options of what works best for you and the best way to know what works best for your audience, right? Because everyone's selling something a little different. You want to just try things out, see what works, see what doesn't see, what gets views and engagement. And then you just kinda iterate from there. So that's pretty much it for this lesson is you have a fundamental understanding of what type of content to create. Some different ideas when it comes to these topics. And so with that said, let's go ahead and move on to the next lesson. 23. LinkedIn Downloads Case Studies, White Papers, Checklists, etc : Hey, What's going on, everyone? So in this section we're going to be talking about LinkedIn downloads, right? So how do you share case studies, white papers, checklists, anything that people need to download or view in a long form format onto LinkedIn. So this can be valuable if, let's say you are working at a company or even if you started a company and you have a lot of, let's say, case studies, white papers that you're marketing team has created and you want to share it so that your prospects, people that you want to sell to, you can check it out, read it and see if they want to learn more. Okay, so I'm gonna show you exactly how this works. So we're going to use the example of, I actually wrote this short e-book, how to sell anything to anyone, a practicable sales guide. So essentially, you can sell if you can share a PDF E-book case study slides with your prospects on LinkedIn, you can directly upload the actual download onto the post itself. Or what you can also do is you can talk about it in a post, post a picture of something like this, and then say, Hey guys, if you want this e-book, I'm gonna be sending out to people who leave a comment in or leave a comment on this post. So if you are interested, type in me and I'll send you a darkness edge with a download to download this book, right? So you can do it either two ways. Number one is you actually put the download into the post. Number two is you don't put the actual download in the post. You should post a picture and you get people to comment. And why you might want to do that is because when people comment, you can send them a direct message, send them the actual e-book or wherever it is. And you can already start conversation because now you're on talking basis or you have to be connected in order for you to do this. So they will connect with you or if they're not already and then you can have a conversation. So either of these work pretty well. And so let's go ahead and go on LinkedIn and show you how this goes down. Okay, So essentially we are on my LinkedIn page, you would press start a post and then create a post. Essentially you all you have to do is really just upload the file here. And once you upload it, what it's going to look like is this. So this is the e-book that I uploaded onto LinkedIn about 19 hours ago. So what I do is I start things off just using the same formula I always use, which is, you know, have a hook, see else's skill anyone can learn. They're like, Oh, that's kinda interesting that I'm talking about a problem, talking about solution, why it matters, and why they should download this ebook, okay, So basic format I use for everything. Very simple then with the hashtags and said, Let me know in the comments what you think. So alternatively, let me talk about this first. So basically, this is a PDF download, right? And when you upload it, what's going to happen is it's going to create this slideshare where people can go one-by-one and they could read the e-book. Okay. So it's a 70-page e-book. And then you can also press this button to make it larger so that you can just read it full screen. And if you, once you download it, you would just press Download and then it's going to download the book. As you can see. And now we have the actual PDF download of this book and they can read on their own time. So essentially, that's what it is. You're uploading some kind of my paper or a document or e-book and people are going to download it and that way, and they're gonna read it. Of course you're going to be people like to leave a comment there going to be people that like to ensure that a cell for anyone who liked it, maybe they read it right? And so you can message each one of these people. And you say, Hey, you know, I saw that you liked my e-book about how to sell anything to anyone. Just curious to know if you need any help when it comes to XYZ, right? So whatever it is that you're selling. And like I said before, alternatively, you could also not actually upload this book onto LinkedIn, but instead show a picture of it, right? Like, let's say I had a picture of the actual book, like we showed in the last slide. Then I, instead of just uploading this onto LinkedIn, the actual post, I would say, Hey, if you want to get your hands on this book, leave a comment in the post and say me so that I know who you are and I'll send you a direct message and give you a link so you can download the actual ebook. And if I do it like that, then I would have a lot more people commenting and I can message them directly, right? And then from there we started conversation and see if I can book a meeting. And so that's how you would share a white paper or a case study or something onto LinkedIn while generating those inbound leads with people with that engaged, whether it's common or that liking it, or if you do the other strategy where you get them to type a comment saying me and you send them a link where you can download the actual ebook. One thing I also did is in at the end of your e-book or whatever it is you have. If you do it this way, you definitely want to have some kind of call to action, right? So for example, in this particular book, I am offering my sales legacy masterclass where, you know, people who read the spoke, they can if they want to learn more about what I do and if you want to purchase a course for me, they going to click on Enroll Now button. It'll take them to another page where they can learn more about this product. Now you don't have to, so of course you can. Instead what you can do is you can also say, hey, you know, if you're interested in learning more about whatever topic you're talking about, feel free to book a time on my calendar to see if it makes sense for us to work together, right? So usually, probably for most people watching this, you're probably going to want the meeting not necessarily sell anything right now. Obviously, because if you're doing B2B sales, you've gotta get them on the phone first, right? If it's a high ticket product. So instead of, you know, in row now whatever I put, put instead, you wanna say something like, hey, if you want to learn more, you want to talk to one of our reps or something like that. Click this button now and unscheduled time to talk. And then from there, it'll send them to a TED talk in your calendar. And they can schedule a time to talk and then you can start the conversation and say, hey, you know, how did you find us? It seems like you've read the book. Oh, yeah, it was great. Then you basically have the sales conversation and it's a lot warmer because they did the marketing material. They read your book or whatever it is and then how they schedule a time to talk to you. You didn't reach out to them. They reached out to you. So that's pretty much a strategy on how you can use white papers and things like that and share it on LinkedIn. So if your company has anything like this or some kind of downloads or case studies, you can really just go onto your company's website, take some of the copy and what they wrote and basically download the PDF and posted onto your own profile. That's totally okay. And then that's going to be how one way you can generate leads. And of course, gentle to write actual content like this does take quite a bit of effort. So, you know, unless you want to be a content creator, it's kinda difficult to create. So if you're a company already has marketing material, definitely leverage that. But if not, you definitely can write this yourself, but I gotta say it does take time to create something like this. So use what you have, user resources you have. If your job is to sell, you don't have to spend so much time creating content and just leverage the content that you already have or are created for something else and re-purpose it for LinkedIn posts. And so that said, that is pretty much how we are going to leverage sharing PDFs and downloads onto LinkedIn. And I will see you in the next section. 24. LinkedIn Polls: Hey, What's going on, everyone? So in this section we're gonna talk about how you can use LinkedIn poles to create content. Now this is actually one of the easiest ways to create content because it doesn't really require too much thoughts, energy. And when it comes to writing, you're really, you're just asking a question to your audience, right? So here's how it's gonna work, right? So LinkedIn poles is a way for you to ask questions relevant to your prospects. And what I like to do is I like to subtly agitate a pain to create an opportunity to start a conversation. And again, when you're creating content, your goal is to get people engaged so that when you send the message later and you're trying to book a meeting, well, you actually have something to talk about, right? And so that is one of the secrets of LinkedIn pull. So of course you can just do random poles and get people to vote and talk. But I find that if you're gonna do it, you might as well talk about the pain and create a opportunity to start a conversation. So I'll give you an example, right? So a LinkedIn pulled I recently did a week ago, is I just said a favorite way to generate leads and then use the hashtags. And then I put in some options like cold emailing thing, cold calling other, right. So far are 32 or 33 people like to 12 comments. And yeah, so we got 11 thousand people who actually saw this pole, which is actually quite a lot of people to see a poll. Maybe we have 400, almost 500 votes, right? So a lot of people actually voting in this. Now, essentially what I can do is, you know, all these people that voted, like, I can kind of follow up with them and be like, hey, you know, I'm just curious. What's your favorite way to generate leads or are you having any trouble generating leads and, you know, whatever the cases, right? And he can start a conversation. So what you're doing is you're asking a question that enables you to further the conversation through a direct message. And again, because when you go into this, you can see exactly who liked to, who commented. And you want to ask questions, usually polarizing questions. The more polarizing where people have to make a decision are going to be better for engagement, right? And you want to ask questions at agitate a prospect's pain. So another one you can actually do is, for example, let's say you're selling some kind of lead generation services, right? And, or maybe you're selling sales consulting. And you could say like, what's your biggest challenge when it comes to generating sales? Is it generating leads? Is a closing clients? Is it negotiating right? And people will select an option. If I do something like that, well, if someone says they're most difficult or a greatest challenge is generating leads, then I can follow up and say, Oh, just curious, you vote on my poll or you give this pole alike. And I was just curious to know what was your biggest challenge when it came to generating leads or generating revenue. And then there'll be like, Oh yeah, I saw that poll. We're having trouble generating leads when you hit it with cold email and then boom, right, you got a conversation going right there, just from somebody, you know, voting on your poll. Okay, so what I'm now going to, is going to show you how this pole works when you're actually on the thing. So when you're on your LinkedIn profile and you're on your profile where you see, you know, where people are looking at yourself. You can see that people who have viewed your thing, write your goal, your content. And you kinda get idea like who's looking at this, where are they from? But you can't really see who they specifically are quite yet. Go into, let's say, okay, so if you go into the light, you can see exactly who liked it. So you can message each one of these people if you wanted to. You can also go into the comments and you see who's leaving a comment and you can message them directly, right? So this versus after taking your course, code calling so much easier so I could follow up with him and see if he needs any help. And the most powerful thing actually, in my opinion is this. So when you click on the votes, I have 490 volts. You see every single person that votes, right? This is the crazy part. So over here, a 126 people voted a cold email to a 100 LinkedIn, 133 cold calling, and then 37 other. And so what you can do, for example, is you can say, you know, for others 37 people. And you kinda go through each their profile, see who they are. And you say, Hey, look, I saw you voted in my poll, you press on other. So I'm just curious to know how exactly are you generating leads. And then if you're selling some kind of software, consulting, whatever it is, you can see how the generating leads and see if they need any help. Now if you're doing cold an email, maybe you offer a service about how to optimize cold emails and get better response rates. And you can say, Hey, I saw you voted on a pole and it looks like your favorite way to generate leads is actually through cold emu key or snow, how that was going in if you need help with anything, especially when it came to automation or proving response rate, whatever it is. So, you know, depending on how you do your poll, these creates different type of conversations based on what people are voting. So if you say light, let's say What's your biggest challenge when it comes to generating sales is regeneration? Is it closing deals is a presentation. And if people select, let's say for example, they have trouble generating leads. You'll see exactly who has trouble generating leads. You send them a message and say, Hey, look, I saw you vote on my poll and it looks like your biggest challenges generating leads. Just curious to know, you know, what's your situation looking like? What have you tried before and then do you want to have a conversation over the phone to see if it makes sense for us to work together in any way, right? And so that's pretty much how you would use a poll. And I personally think it's one of the easiest ways to generate content because you're literally just asking a question, creating some options. And right now, the LinkedIn's giving pulls a lot of engagement, right? 11 thousand views on a posttest quite a bit for me, especially because at the time of this recording I have 10000 followers. So I'm getting more views and a half followers, right? So they're pushing it probably to a lot of people who follow the sales prospecting hashtag, business development hashtag, or anyone who's interested in sales training. So yeah, Pulls definitely one of the easiest ways to create content. So I recommend giving it a try, see how it works for you. And so with that said, that's everything for creating polls on LinkedIn. And I'll see you in the next lesson. 25. LinkedIn Text & Photo Post: What's going on, everyone? So in this section I'm going to show you how to create content on LinkedIn specifically on how to use text and photos as a combination to get people engaged. So basically, what we're talking about in this section is how do you create a piece of content where you're using a photo and you're adding text to it as well. All right. And sometimes the text itself can be short. Sometimes it could be longer, right? So for example, this one is a long one. And if I press C Maurio, show the entire little posts that I put together. And why this is powerful is because, you know, people like to read, people like to see pictures and pictures kinda tell a thousand words and when you use them in combination, it makes for very interesting content. And for this one specifically, people really like, you know, like before and after. So I'm talking about how cold calling is difficult. This one looks like I'm shocked or scared about cold calling or something like that. And over here I look very confident and happy. So people are like, Oh, that's kind of interesting. How it does he go from warrior to happy and they want to consume the content. And you know, in this piece of content, I'm not trying to sell anything. I'm just trying to provide value and get people to like it, comment on it, and really just build my brand through content. Okay, So when you actually press to see More button, right? So if we go back to see More button and what's gonna happen? It's gonna, it's gonna open up the entire thing so people can see the entire thing. And basically I'm using the formula that I taught you guys earlier where I'm just talking about, you know, there's a hook. Cold calling is one of the most brutal part of sales. Then if you want to go through this, you can. But I essentially just kinda agitated problem, that cold calling is hard. And then I say, hey, if that sounds like you, Here's a simple way. So here's a solution. Step one, step two, step three, right, so hook problem solution and why? So why it's important once you fully become aware of the fears, you realize that most situation aren't as bad as you think and suddenly it becomes easier. So that's why it's important to basically read this content from the beginning all the way to the end. So you get the hook. You understand that there's a problem that the person probably has. Here's a solution and here is why it's so important and how you can apply it to outside of your life, not just cold calling, right? And puts it it two days ago, during the time of this recording has got 82 likes, five comments and then almost 6000 people actually saw this piece of content, so not bad. So when it comes to the copy for this kind of post, like I said before, it can be short or long. So in this one it's a long example where basically writing almost like a short essay in a sense, right? And, you know, people like that, they like high-quality engaging content. Also, if I want to make it short, maybe one or two lines. That's also good as well. And usually it has to be something catchy or some type of quo or some type of life lessons. So for example, I could say something like sales builds character or something like that, but make it a lot nicer, right? And that would be enough. And I would just add a picture, add the hashtags to that as well. And that would pretty much be it, right? So it could be long, short. I like too long because I like to provide more value and I have a lot of stories, but if you want do short, that's totally okay. The picture self, we're going to talk about this in more detail, but it doesn't necessarily have to be directly related to what you're talking about, right? So if you're doing it like a text post where you're talking about a story or how to content. You know, sometimes, uh, you might struggle finding, you know, what kind of picture matches what you're saying, right. So I'll tell you right now that it doesn't have to directly relate. So I'm talking about cold calling. Yes, I'm on the phone but, you know, it's not very specific picture of me actually making a phone call. It's just me looking into the camera and me smiling from the camera, right? So they loosely are connected to what I'm saying, but you can kinda feel that they are connected. But it doesn't have to be direct. So it doesn't have to be like, Oh, you went to event and you take a picture at an event. That's quite literal and that's good to write because it's showing what you're talking about. But in some cases you're just telling a story about something that happened. You don't have any picture. So I'll show you some strategies on how you can select some pictures. But let's go through some more examples before I do that. So some other ideas you can have when it comes to text posts and photos is using cool cards, right? So Gary vanish, Jack Lewis Howes, I think are people that are doing pretty well on LinkedIn when it comes to content. And so for Gary, actually see this on his Instagram as well. He, I think he's just reasoning the same content, but as you can see at 22000 likes a lot of comments. I'm, he's huge on LinkedIn and all social media platforms with millions of followers, right? You don't have to be like him, but you can kinda understand like what he's doing. So all this really is is just his name, his Twitter handle or Instagram handle, phone number that you can text them for. His phone list is just a quote light. The reason so many people show go to cells because they don't believe in what they're selling. Yeah, that's pretty true actually. And then they could be a quick copy. So this is the answer to so many of your issues when it comes to selling. And so this text relates to this. It makes it clear connection, super easy, right? You can literally just put a quote card up and people will actually like that. Lewis Howes tag someone who's making a positive impact others. So he's, this one doesn't really quite make sense because LinkedIn unite, I guess so, yes, you could tag it in the comments, right? Successes, what you make for yourself green is where you give others, okay, So essentially a quote cards work, they're very easy to do. You just use a picture of yourself, your name, your handle, and then whatever it is that you want to say. And you can obviously take inspiration from books that you read or you can use other people's quotes as well. You don't have to come up with something so thought-provoking, right? And just give credit to the person I said it. I know you can have both Gary V is when you're using a picture, you can have some texts over here, so you want to quit your job, blah, blah, blah. And it's sharing a link to the article. So when you use a picture, this picture has nothing to do with quitting your job, right? But it kinda does in a way where it's work-related. He's picking up dry cleaning probably like a suit. And how to end the Texas how to quit a job professionally. So again, like the photo itself doesn't have to do anything with the actual text. It just has to loosely connect. And if you want to use text, you literally it's just like either it's like how to do something or a quote, like a short quote that's not too long and just add it on top of the photo and that's pretty much it. Like this is another example. Try stuff, expand your circle, find new people, do random things and then live, right? And so if you don't know what your passion is, just try stuff. So again, this picture itself has nothing to do with, you know, trying stuff. He's just on the phone, right? But the reason it works is because, you know, it's loosely connected as long it is. Loosely connected and metaphorically, you can kind of see like, oh, that kinda makes sense. That is pretty much good enough. So in last one we're going to go through is if you want to use like animations or not animations by design, right? You can hire someone to design stuff for you or maybe you're a designer. You can add text and then basically you just have some kinda life lesson as a design or quote that you say it could be a drawing it yourself. This one does take a little more effort where you have to hire someone to do it. If probably you can't do it yourself. But that's just another example I want to show you. Now. The main important thing here actually is what makes a good photo, right? Because when we look at the examples, we talked about, really, you know, when you've got the text stuff down, you're going, you understand how to write content for LinkedIn. And then really the trick is photos, right? That's the new variable. So what is a good photo? What is a good photo? What photos can you use it yourself? Usually if you're trying to build your brand and what's easiest way to do it. So here is some of my tips and tricks on how I personally do it. So a simple way to decide which photos to create or shoot is really just taking an image that doesn't directly have to do anything with your copy, which is the text that loosely tells a story, right? So usually I'm not really posing in front of the camera looking directly. Sometimes I am not always, but a lot of times I'm just using basically I'm talking or doing a presentation or pretending like I'm on the phone or something like that. And then someone will take a picture of me doing something. So it's like while I'm in the middle of doing something. So what makes up a photo interesting is when action is happening, not necessarily when you're posing in front of the camera. Now both can work, but I find this really easy. So let's say for example, you are pretending to give a presentation and someone is just taking a bunch of pictures of you pretending to give a presentation. Well, those photos, they're natural photos that where you're talking and it looks good. So and also pictures with strong facial emotions, with polarizing emotions especially captures a lot of attention, right? So the more expressions you can make on your face, the more motion you can convey, the more interesting the photo is. And for a lot of my social media content, like on YouTube and LinkedIn and things like that. Really, I'm just, I'll take a picture of me working or on the phone and I'll fit that photo into a YouTube thumbnail or LinkedIn content post, whatever it is, right? And so that's pretty much all I do and I kinda just have a few type of pictures I know that will work pretty well and I kinda reuse it and create different scenarios, but it really often falls under the same concepts. Now you can also keep photos very clean, meaning you don't have to add text, it's not necessary, right? But if you don't add text, then the photo has to be stronger because the photo will tell the story. But the photo, if the photo is not that strong, Ban Zhao add some text, some kind of quote or how to content or what the video is about. And that's pretty much what I do. So let's go through some examples. So an example is, let's say somebody took a photo of me in my studio. And as you can see, I have all my lighting and all this equipment and which I used to film a lot of my YouTube videos and things like that. And as my desk and everything over here and I'm holding a camera. So for this photo specifically, I can use it for many examples, right? So if I wrote an article or if I wrote a LinkedIn post about how I started my career as a content creator or how I started my entrepreneurial journey. This works really well, right? Because I'm holding a camera in some kind of studio space. You don't know exactly where it is, but you can kind of guess that this is a place where I work in film videos. And so any type of content that's related to me creating content, creating videos, growing on YouTube, growing a following, being a sales trainer and creating content. I can't use this photo as the supporting photo that supports the copy, right? And it's very strong because this photo itself, it doesn't really like it's not specific to anything. You know. It's it's a picture that's caught in the moment. It's like I'm looking at something at my camera and I'm looking at the photographer and they just happened to catch me in the moment. And because of that, I can't use it for so many different scenarios when it comes to creating content about creativity. And this will fit so many different types of content. So basically, as I write different articles, let's say over the next year, I can use this picture probably like at least five times or ten times in different scenarios, different types of content. Whether it's a instagram, LinkedIn, Facebook, maybe YouTube, community page, or I can post a picture and add text so I can use it in so many different places and it's a very general picture that tells a creative story, right? And so that's why I personally think it's strong. And also because the photo is somebody captured me in the moment, which makes it very natural. I'm not posing for it. It's just like you caught me in the moment of working and that's why it looks like a good photo. And I'm not really a model. You know, I mean, that's not how my profession, but you can look good in a photo by just doing something and someone catching you in the moment. And a trick I have for you is how I personally do it is even though this picture is very natural-looking, It's actually staged, right? So basically, you know, somebody was at my house and I was like, hey, you know, this would be a pretty good picture. So let me just take my camera, pretend I'm looking at it. And you just take a bunch of pictures and it would just pick the one that works naturally, right? And so basically, this is a nice shot, but, you know, maybe how many pictures that we take, maybe at least 20, 30, 40, and 50 pictures to get this one shot. And, you know, I have a camera that shoots picture really fast, so we can take like ten pictures in a second. But that's essentially what I do. I just kinda think of a scenario where that will look like a good shot. It looks like Me, Me working and then I just get someone that higher AND or it could be an employee or whatever it is you have or spouse or girlfriend, boyfriend, whatever it is that or your brother or family, you know, anyone can take the photo. It doesn't really take that much scale, right? And you just take a bunch of pictures. And one of them out of 50 is going to look at true, and that's the one you're going to use. And so a lot of times for my content, if you see a picture of me looking very natural, that's exactly what I'm doing. It's just it's a staged photo usually, like I would say 90 percent of the time, that looks natural because I do it in that way. We can get like in this one photoshoot, maybe we can get like 10 good pictures just from five minutes of work because we're just, you know, having me pretend to do something and take these random pictures and it just worked out pretty good. Now this is another example where definitely is posing, right? So it's not capturing the in the moment, but the powerful thing is, it's like it's capturing in emotion and it looks like it's like, Oh my God, something is wrong or something happened. And I find that especially on social media, these kind of pictures do really well because it's polarizing. It's not like this one's good because it's like a setting, it's like a mood and it's like I'm working in creative. This one works because it's very strong on my facial expression. And when people see this and they're free, they're gonna think like, oh, like there's something bad happened, The Patriot, right? And they're going to read whatever it is I want to say. So it's also good because it's a universal picture so I can talk about any type of pain, right. So if I say like, Oh my God, this is my number one quote, email mistake that I made. This would be a perfect picture. Or I can say the top three cold calling mistakes I made when I started in sales. This would also work as a good picture. Or it could be though with thing I wish I knew when I started entrepreneurship, this will be a great picture too. So you can kind of see like one good picture can tell 1000 stories. And so what I do is I make it more universal. Like something was strong emotion that can be applicable to so many different type of scenarios. And when I do that, I can basically use this photo 5 or 10 times a year. And nobody would even know, right? Because I split it across different contexts, different social media platforms, different times when I'm posting it. So I can take one photo and use it over and over and over. And people have no problem with that because it's just a good photo, right? And some special techniques I have for you is specificly on the photo, right? What I did is you want to make sure that the white part of your eyes are very visible. That's very, very, very important because human beings are just attracted to that. So I know for my YouTube thumbnails, specifically, I always make sure that when I'm posing or taking a picture that people can see the white part of my eye. And so I try not to squint too much. So that works. And yeah, so you've got to practice these kind of shots. You do have to practice your ability to like kinda act in convey emotion. Again, I'm not an actress, I just kind of winging it and just do my best, but that's essentially what you want to do. And let's go through another example. So this one is quite interesting where it's me over here on the side of it. I have a graph here and it's like some kind of charge, right? And so from an additional glance, you actually have no idea what this chart is about is as hook, close time, am I talking about a sales presentation? How to give a pitch? What am I doing? Am I giving a pitch to prospect? You know, I mean, so it raises a lot of question and that's what makes it interesting. It's like I'm not looking directly at the camera. I'm looking off to the side. And, you know, it's like a candid moment of me talking, like, like I'm giving a presentation. And so I find that these type of pictures work really, really well, right? Because it doesn't look like you're posing or being cheesy in front of a camera. It just looks like somebody caught you in the moment of doing something. And again, like I said before, these shots are plant, right? So it's not like I gave a presentation and someone took a picture of me. I thought instead I went I did was I thought about okay, what would be a good picture, I believe. Oh, I should be in front of a whiteboard and I should speak. And I just have one of my employees basically take a bunch of pictures of me while I give like a two minute quick presentation and I touched talk about random things and we just take the photo that looks the best, the most flattering, the best lighting, and then the one that I really like captures a moment, right? So we're just really looks like I'm giving a presentation. I'm talking about this thing that's interesting. So what I want people to do is as you're scrolling on their phone, they're thinking, oh, like Patrick is doing something in this situation, I have no idea what he's doing, but it kinda looks interesting. Let me go ahead and read the text to see. What that's all about and that's basically how I get people to stop scrolling and read whatever it is that had the same. And so I know for like YouTube specifically, this is a strategy I used to get people to click on my thumbnails. And this is also the strategy I use to get people to like and comment on my LinkedIn content because it stops, it stops them in their trach, right? And a lot of people aren't willing to invest the time to take these type of photos where it's like a high-quality photo, it captures a moment. Yeah, because it takes a lot of work, but this is what's really working for me. And if you do invest the time, I'm pretty sure a work better than, you know, different type of photos. This is also another example of this is when I was like 17, 18, and this is me now. So, you know, people really loved like things that contrast that I really polarizing. So I remember this, I post on LinkedIn, it was called seven-tenths for my 18 year-old self, that that was a video, right? I'll share a YouTube video on LinkedIn and actually got a lot of likes and views. So why this works really well is because it's a before and after picture, right? And before and after just works in any industry. It let's say like someone's overweight and they are suddenly ripped and muscular. Or like somebody is broke and suddenly they're rich, right? And for example, it's just like maybe I'm not the most attractive over here. I mean, I am the same person, but maybe it's the hair, right? Is the hair my posture and stuff like that. It's not that attractive. So I take that, put it next to a picture of me where I look more confident, happy, like a nice guy over here. And so people are like, oh wow, that's pretty funny because that's probably when he was younger, That's when he's older. And then the title of the video is seven tips from 18 yourself. So it kinda tells the whole story, right? So anytime you can do before and after, very strong because it tells a story, you just want the picture. This one's quite interesting. It was when I use this picture a few times, actually. One of them was for when I did a tour of my office, my home office. And then another one was just like just like a random video about working from home or it was about like sales or lead generation or something like that. So why this picture works really well is because I'm looking directly at the camera. That's okay. It would I think it would have been better if I was just pretending to work and looking off away from the camera. But I decided to use one where I'm looking at the camera to just to see the both can work. But usually I would not look directly at the camera by due to both. And why this works so well is because it's like, What am I doing? Am I working from home? Am I doing any type of sales? Am I doing Lead Generation? Like was his office setup, right? It it kinda raises a lot of questions subconsciously and that's why I think it works really well. And it's quite a static picture where the composition is, where I, with the rule of two thirds and, you know, there's a lot of things going right with the picture. And so why this is good is because I can use and so many different types of uses picture for so many different hub content. So if I'm like, if I create a LinkedIn post about, you know, my seven tips on how to be productive, working from home, perfect picture. Or if I do like my five tips on the best lead generation strategies, this would also work as well because you're just working on a computer, right? So anything work-related? This picture works really well and it kinda just tells a story. And so the thing that people really like is the white part of your eyes so very clear and the like, nice teeth. So white teeth. So if you want to like, you know, use some apps to whites in that if you want, that's fine. You know, it just whatever, whatever it is your preference to make yourself look as flattering as possible, right? Because obviously, the more flattering the picture looks, the better it looks, and then the better the concentrate. But you don't, you don't have to do anything too crazy when it comes to editing my pictures, just basic edits. I don't really manipulate too many things. It's just the color of the photo is the main thing I edit contrast, you know, just lighting it up. That's pretty much all I change. And I do buy in part why in the parts of my eyes a bit and then white in my teeth. And if there are any like super obvious blemishes, like let's say I've got a pimple right there. Then I'll just go ahead and get my editor to kinda just take that out. But for the most part, it's like pretty much me here. I like 95 percent. They're just like little details I fix a little bit. And so that is pretty much how you are going to choose photos, right? And so when you're writing the text, it's quite simple. It's just usually talk about pain or whatever it is. But when it comes to the photo, those are the photos that I would recommend you use when you're thinking about your content and what photos you can take. The easiest one, in my opinion, it's just like you working, you doing our presentation. Are you talking? Are you doing emotion? That's usually what I stick to. And for the sales, I mean, I mean, like the sales marketing, entrepreneurship niche. So, you know, it works, right? Because it's just, I talk about work and take pictures of me working. So if you're doing like SEO or like marketing agency, it's actually pretty much the same thing because you're helping people generate revenue, right? Or years of working on your computer or something like that. So that's those are the photos I usually like to take. I take most of it in my studio and in my apartment. And that's pretty much it, right? You don't have to do too crazy. You don't even have to go outdoors is just like, you know, just use what you have. You don't have to make things so elaborate. Keep it simple. Take pictures that are easy to take. Don't, don't stress out too much about it. It doesn't have to be perfect and put it up and start learning from experience, right? And so that's, that's pretty much what we have to cover in this lesson. And I'll see you guys in the next. 26. LinkedIn Text Posts: Hey everyone. So in this section we're gonna talk about the LinkedIn texts post. And I'm going to show you how to create content on LinkedIn without using videos, without using images, just purely text, the copywriting and telling stories with that. So let's go ahead and dive right in. Now a couple of things you have to pay attention to as we start this lesson is we're going to talk about, like I said before, LinkedIn, text posts, it's all plaintext, no pictures and videos. And we're really just telling a story on LinkedIn to create a piece of content, right? Good for anyone who is good at writing. Now, we're going to cover a few different examples of LinkedIn text posts. So feel free to use whichever one fits your writings out. You don't have to use every single example that we give you, every single template. Just go ahead and does what works best for you. And an important thing is you don't have to be a professional copywriter to write engaging content, right? Obviously you do have to apply some of the copywriting techniques I'm going to show you. But even if you're just starting out and you're not super great at writing, you don't need to be, you just need to be real authentic. Follow the templates and that's pretty much it. So follow the examples I gave you to get started. And as you develop your writing skills, you'll figure out what works and what doesn't. And the important thing is to be authentic, tell a story, and that's what people will connect to. Now, a couple of guidelines as we go ahead and get started is for your LinkedIn text posts, your writing style, make sure it's very clear and easy to understand. Okay, this is very important. So avoid being super technical, avoid jargon that regular people may not understand. And even if you're selling something super technical like an API or back-end software, something like that. You need to write it for the regular person or else no one's going to read it, right? Make it as easy as possible for people to read. And you want to make sure you space out your sentences into paragraphs. So I would recommend every one or two sentences that you write have its own paragraph to make it easier for your audience to read. Nobody really likes looking at a huge block of text. So make sure that you space out your paragraphs and I'll show you some examples of that. And as you learn how to write copy for LinkedIn text posts specifically, you can apply the same fundamentals that I'm going to show you in this section to all the other different type of LinkedIn content, whether that's using photos, videos, downloads, et cetera, right? So for any type of content you currently done, you're always having some kind of caption, always putting some kind of post. And you can use the same strategies you learned in this one and apply it to other examples. So for example, if your ad text posts, you want to add a picture to it. That's totally okay as well. And the last thing here is you want to make sure that you hook your audience with your first-line. Because if your audience doesn't read the first line of your texts post, well, they're not going to read anything, so you want to make sure you hook them in. So an example is, let's say for one of the textbooks that I wrote on LinkedIn, it says, a lot of my friends asked me, how do I get started in sales when I don't have any sales experience? That's fair question. And so if people want to learn more about what I'm talking about, they're going to have to press the C More button. And when they press that button, it's going to look, is they're going to get this whole text posts where it's going to be a piece of content and hashtags at the bottom and 3,600 people viewed it. So essentially, no matter what type of text posts you are writing, make sure you are hooking people. What the first line right? Lincoln's going to show a couple of lines in the beginning. So make sure it's something that's very. Interesting so that they actually press on see more so they can read the whole thing. Now, to start things off, we're going to show you how to write your hooks, right? So the hooks are going to be at the beginning of a textbook. So the first thing I have is you want to use polarizing opinions or on the subject or some type of bold claim, right? So an example might be, cold, email is dead. If I write that as a first-line, people are going to be like what, cold emails dead. How's that possible? I just are learning how to use cold e-mail, right? And you obviously, I believe cold emails not dead, but if I were trying to create a polarizing opinion to get people to read my textbooks, that would be it. I could also say something like cold calling is the best way to book meetings were fortunate 500. Put that in the first line. People are going to be like, oh, well, I'm not really cold calling right now. Should I be? Because I'm trying to reach out to fortunately a 100. And they're gonna click on the Seymour. And they're gonna wanna learn more about what I'm writing about. Another example of your hook could be talking about a problem your audience experiences. So people are very attracted to problems and pain. So if you can relate to that pain, people are more likely to read your posts. So an example would be, how do you get a high paying job without any sales experience? So for me, I do a lot of sales coaching and a lot of people don't have any civil experience and they wanted to get paid. So how exactly do they do that? So if I start off one of my LinkedIn posts like this, a lot of people are going to read it because they want a high paying sales job, right? So it's a problem I know that people have and I'm just talking about it. Another one is asking open ended questions. So I can say something like, what's the best way to generate leads, dot, dot, dot, and then, you know, it because it's an open question and people might be like, Oh, cold emails the best, 0, cold calling is best, LinkedIn is best. You know, everyone has their own opinions. And so they might click on See More to see what other people are thinking. And, you know, they might want to respond to the comments to give their opinion as well. You can also use some kind of data to start things off. So you can say 17 percent of Americans check their email as soon as they wake up, right? And so this might be baiting people to come into the LinkedIn post. It might be a post about, you know, how to send cold emails or why cold email is the best form or lead generation, right? If everyone's shaking it, the first thing they do when they wake up. So that is an example of using data. You can also do lesson learned. For example, one of my biggest mistakes was, and then you kinda talk about that mistake. And people are attracted to that because it's a personal story that they can relate to. Personal stories also very good and doesn't have to be like a lesson you learned. It could be like when I was younger or when I was a salesperson at Oracle or when I used to work here, you know, people are always attracted to stories, right? So if it's like a lesson learned or personal story, these are really good ways to hook people into your content. So now that we have some examples of LinkedIn texts, post hooks, Let's go ahead and give you some examples of what the actual content may look like. So I'm a start things off with a personal story, right? So this is one I wrote three days ago, and let's go ahead and read it and analyze it a little bit. So I said, despite what you may believe, I wasn't born a natural at sales. So that's the hook, right? A lot of people, they watch my content, they follow me, they think like, oh, Patrick's really good at communications. But when I say the opposite and I say like, I actually wasn't that good when I started. People are naturally interested. So they click on see more in the center, get the whole thing. So I'll say, you know, back in my teenage years I was a shy, awkward kid who can even get girls to go to a school dance with me. Again, this is like almost like a sub-headline or sub hook, right? Because it's kinda personal, kinda interesting. And, and it's talking about like the opposite sex. So people are really attracted to that and it's very personal, right? So let's continue. But I always felt like learning to communicate and be persuasive of 1 was one of the most important skills I could develop. So instead of making excuses, I leaned into making a conscious effort improving my communication skills. I suppose I've leaned in so far that I created an entire career in sales. So if you find yourself struggling and sales, just know that it takes time and practice. And if you stick with it, I know you can succeed. And I put hashtags and people like common to afford a house people saw. So for this particular pulse, I'm not really selling anything. I'm not asking them to book a meeting with me so I can sell them some kind of sales coaching or a course or anything like that. It's just creating content to bring value to my audience and the people that follow me. And it's a personal story where I'm just saying like in the beginning of my life, I wasn't good at sales. I wasn't good at communicating even back when I was in high-school. But it's something that I learned how to develop. And if you, I'm just telling people that if you stick with it and you make a conscious effort to improve, well, you can be good to write it because if I did it, you can do with two. And so what I'm doing is I'm painting a picture of, I used to be not good at sales and communicating and now I'm good because I put in a time and effort. And so in a way I'm providing value and I'm telling a story. And I'm saying like if you indirectly subconsciously, I'm also saying, if you keep following me and you keep consuming my content, possibly you can be great at communications to, even if you're not that good right now and so forth. I know a lot of people who resonate with my content, they're not the best and sales, which is why they seek out content about how to become a better salesperson, right? And so this message is directly for them, you know, people who may feel like they don't have a lot of hope. Or maybe people who feel like they're struggling in sales and they really need some motivation to keep pushing through this content is for them. And yeah, it really resonates because I understand my audience and I relate to them in his personal story that is relatable to other people. Now, another form of content you can write is how to content. So how to content, it works really well because if you are like an expert in your industry or you are doing some type of consultative selling where you help people do something. Sometimes it helps to just create content around, actually just providing them pure value, right? So let's go ahead and dive in. So we start with a hook. It says, cold calling is one of the most brutal parts of sales. So this is something I know everyone could relate to. Sales is hard. It's emotionally draining. So when people read that, they're like, Oh my God, I totally understand. Second line is most of the time the person you want to call, it doesn't even pick up the phone. And even if they do, they may hang up on you within the first 10 seconds, right? So I didn't call calling before a lot when I was at Oracle. I can relate. A lot of people who follow my content can relate as well because they cold call to. And although this may be the reality for most salespeople, it doesn't mean that cold calling doesn't work. Cold calling works exceptionally well, especially if you're prospecting into select key strategic accounts. But the problem is most people have this irrational fear of cold calling. Now, if this sounds like you, Here's a simple way to overcome your fear of cold calling right, step number 1, 700 to seven, number three, and then conclusion. Once you become fully aware where these fears are coming from and that most situation aren't as bad as you thought. Suddenly it becomes much easier to find the courage to do the things that most people are free to do. So That's my conclusion, right? So again, not selling anything, providing value upfront, creating piece of content that's engaging. So what I'm doing here is I am talking about like a pain people have which is cold calling it sucks, but it works, right? So I know that a lot of people who whose job it is to cold call, they're like, Oh my god, doesn't work. I hate this. Does call calling even work in this current time period. And I'm telling them, Look, your maybe your manager is telling you to cold call it the company you're working at, telling you to do it, it works, but you have to be smart about it. And a lot of people I know who have to call call, they're afraid. They're afraid that people will reject them. They're afraid that people don't pick up their failed. So many different things that are kind of illogical innocence. It's like unreasonable fear, but they just kind of feel it. And so I give them some tips on how to overcome that fear. So basically this is a piece of content of how to over your, overcome your fear of cold calling, right? And this is the piece of content and it's just like step number one, step number two, step number three and button. So if you want to create how to content, all you got to do is start with a hook, talk about a problem people have, and then solve the problem with step number one, step number two, step number three, write a conclusion and that is pretty much it. Now let's go into learned, right? So this is kinda like a personal story, but you're just sharing a lesson learned. It could also be, let's say, a lesson learned from your clients or your customers after they purchase your product and service. What was there a lesson learned? And how can you use that piece of content to help convince people that read this to want to engage with you more, right? So this is one more about entrepreneurship. So let's go ahead and dive into it. As I'm getting older, still young, Go and reflect on my life. One less than I would pass on to anyone trying to figure out what they wanna do with their life is to take more risk when you're young, especially if you're in the ages of 18 to 29 years old. Those are the ages where you're young enough to do anything in old enough to do anything at the same time. There are a couple of risks that I took that changed my life trajectory. The one that stands out is when I decided to stream on Facebook Live every other week when I had free time. That's when faced with I first came out. I didn't get too many views. But the important part was that I was having fun being myself in front of a camera and I felt I might be able to make something out of this. The next crazy risks I took was leaving my six-figure job and moving to Thailand to see if I can build a business while traveling the world fast-forward four years later, and I get to make videos, inspire others for a living. Now this all started with me taking small risks to stream on Facebook. So if you're thinking about what you want do with your life, I encourage you to take a chance on yourself and do the thing that you always want to do. You never know a small decision today can completely change your life. So this piece of content is not necessarily related to sales, but it is more of a personal story. And the lesson learned in the lesson learned is take more risks, especially if you're younger, but obviously, if you're older, you can still take risks as well. Write it any age you can take a risk to be honest, but I'm really just writing this for pretty much anyone who feels like they are stuck in their life or they feel like they want to make a change. And I'm not selling anything. I'm not saying, Hey, book a time to talk on my calendar, nothing like that. I'm really just try and provide value with sharing a lesson that I learned in my real life, right? And this was real where. I'm Joe had always wanted to make content online and be somewhat of a thought leader and get into that kind of industry. And I took the risk and did it. And I started with just streaming on Facebook Live to get started. And, you know, it built into everything you guys see today. So I just want to share my story of how I was able to find inspiration and do the thing I wanted to do and encourage other people to do the same thing. And this works really well because a lot of people that follow me Are, they could be salespeople who wants to learn how to sell and build a whole career in sales. And this might be inspirational for them to just like do it. Other people, maybe like consultants, coaches or entrepreneurs starting their own business or SaaS business and maybe they're on the fence and they don't maybe don't have the full confidence to just make that leap forward, right? And so for those had people, they need sales as well. They're the need to learn how to sell their product and services. So this speaks directly to entrepreneurs who want to get started. And you know that when you create content, I find that what works the best and gets the most engagement and really connects with audience is not when you're just talking in the perspective of a company and you just kinda just writing content, just the right content, the one, the conda that I feel works best are the ones where you're telling real personal stories or real stories from your clients that, you know, some way they changed their life or made some kind of impact that completely changed the game. And that's more thought-provoking and deep, right? So the more personal you can make it in a sense, the better engagement you'll have and the better story you can tell. And obviously it's like, it's not like I'm going so deep into my personal life and my family and my relationships, right? It's just like me taking the risk to become an entrepreneur. And that's something that everybody can relate to, right? So whatever it is you're selling is always a way to tell a story where you're kinda doing the same thing and telling personal relatable stories, you just have to find your angle for your product and service. Even if you're selling something technical, there's always a story there, you just have to find it. Now another example is using problem and solution, right? So this one's quite easy because all you do is talk about a problem that your audience has in a solution. So let's go ahead and give my example, right? So I say a lot of my friends asked me, How did we get started in sales when I don't have any sales experience. That's fair question. And then I just go into like, how to actually do that and try to provide as much value as I can in this piece of content. And really the main thing I'm saying is like you don't really need any cells experience because there's a lot of people hiring for entry-level salespeople and they'll train you in, they'll pay you to learn, right? And so that's basically the moral of the story. So what I'm doing is, I know that a lot of people are beginning salespeople. They're just starting out their sales career and they want to get a high paying sales job, but they don't have any cells experience. And so how do you get paid? Well, if you don't have any sales experience and I was kinda in that situation when I graduated from university as well. And yeah, so basically they have a problem and then I have a solution which is that it's okay. You don't need any sales experience. It you just need to find the people that are willing to invest into you and make a commitment on you and you can learn while you work at the company. So problem, the solution works really well. So for me it's like sales education. But for you if you're selling software consulting services, like for example, if you're selling something like paid advertising services, right? You can say something like, how do you find new clients generate more sales without losing money on paid advertising or something like that, right? And so whatever it is you're selling, it's like you have to find the problem first. What is the real problem that people have and provide some type of solution that will get them engaged, right? And so those are going to be a few examples that you can use when it comes to creating content on LinkedIn. You know, definitely just use the one that works best for you. And you obviously, you can basically just use a few of these different types of templates over and over. And nobody will notice because it just feels like an actual piece of content every time you put it out. And I use very similar templates all the time and nobody ever says anything, so you definitely can do it as well. And also if you do any type of video or photo, right? So let's say you wrote a piece of content like this. You can add a picture to it. And that's a more dynamic piece of content because it's a text and a picture, right? Or you can write this kind of copy and put a video connecting to it so that your video also has some text to it. So you definitely can use the same writing style to use it for video tax or PDF download, whatever it is you want to do. Because the same fundamentals, right? You can just use this type of copy for anything you post on LinkedIn. And that's the beauty of it because when you master this skill, you can use it for all types of content on LinkedIn, whether it's video downloads and pictures. So with that said, that's it for this lesson. And I'll see you in the next. 27. LinkedIn Videos: What's going on, everyone? So in this section and we're going to talk all about LinkedIn videos, okay, I'm gonna give you an overview of how to create LinkedIn videos. I'm gonna give you one of my most effective scripts you can use to create your videos. And yeah, so let's go ahead and dive right in. So essentially when you're posting video, you want to create videos and post on LinkedIn that's relevant for your target market, right? So you always want to keep in mind like who are you creating the video for it? Because if you are creating random videos and you have no idea who the videos for a while it, nobody's going to watch it because it's not for anybody. You don't need any fancy equipment to make a good video. You can just use your iPhone or smartphone or a cam quarter or point-and-shoot camera. I mean, I myself started with a Canon point-and-shoot camera, right? And have anything fancy? No light, I just use the sunlight and that's totally okay. You don't have to have like a professional setup. Kinda like what I do because I've been doing this for awhile. So use anything you got, literally just use your phone, that's pretty much good enough in a lot of cases. The most important thing for you when you're starting out is you want to focus on the quality of your content, not necessarily the technical specs or gear that you have, right? And if you really want to keep doing videos in the future, you can upgrade your equipment later. But the most important thing is to get started, right? Most people will get paralyzed by fear and then they biologists equipment and then they don't make any videos. So you definitely don't want to do that. You just want to get started. So let's go ahead and talk about LinkedIn and better video. So here's an example of a post I did. I posted it a day ago. And essentially what I did was I took a YouTube video and I posted it onto LinkedIn, right? And so I added some text to the video, and I literally just posted a video like this. So that's why there's these kind of weird bars because it's using the thumbnail for the YouTube video, which is not the same format as what LinkedIn is using. Okay? And so, you know, I got somebody who's got some likes. But the thing is it's not native to LinkedIn, it's embedded, right? So embedded means when you're posting content from other platforms like YouTube, Vimeo, whatever platform you want to use onto LinkedIn. So when this happens, you're not uploading anything to LinkedIn. You're literally just taking video somewhere else, putting the Lincoln there and it will auto populate this stuff. And you don't understand that when you're linking outside of LinkedIn, sorry. So if you post a YouTube video, that video is going to get a lot less exposure compared to if you uploaded directly to LinkedIn, which would be called Native, right? And so the reason for this is because if I post a YouTube video, people click on it. Especially if they click over here, they're going to go to youtube.com. And so now they are off the YouTube, off the LinkedIn platform. And if they are off LinkedIn, then that means LinkedIn is not making money from that person, right? And so obviously they will show this content to less people. Now when you directly upload onto LinkedIn, which is called a native video, you will get more exposure. So you want to keep that in mind. Sometimes if I just want my LinkedIn Audience to watch a YouTube video, and I want to do that because I want to get more views on YouTube. I will just post it like this. Other times if I want to get more views on LinkedIn, directly, upload a video onto LinkedIn and not even talking about YouTube at all to get more exposure. And so let's go ahead and talk about native video. So in this example over here, I wrote some texts, you some hashtags, and I put a three minute video with subtitles, right? And this one, I directly uploaded it onto LinkedIn itself. So it's not from YouTube, it's not from Vimeo. It's directly upload it to LinkedIn. So for this native video, you directly upload it as a hosted on any third party. And you just wanna make sure that the aspect ratio and the subtitles and everything are native for LinkedIn. So you get the maximum exposure. So, you know, when you're uploading the video, it just has to fit whatever format is relevant for that specific time and LinkedIn, and of course, linkedin will change your format and things like that. So you always want to be up-to-date on that, but just make sure that we upload the video. It's not like having these weird bars or it's not like cropping anythings out light, it just looks fine. And usually, if you do like the 16 by 9 ratio, that usually will work well or you can do something more of a square versus wide rectangle. So like I said before, when it comes to these kind of videos to make sure if you want the most exposure, you directly upload it to LinkedIn and you add a short description, something like this. It can be even just one or two sentences. It doesn't have to be like this whole story. And you definitely wanna use hashtags so you get more exposure for the hashtags that you are going for, okay? And if you want to use subtitles, you can use, I personally use this company called Rev. And basically you pay for this company to add subtitles and they'll give you a file and you will upload it onto LinkedIn and add subtitles for you, right? So as you can see, there are sub-types over here because I use Rev, you can also use different software where it will, instead of putting like this subtitle here as like a text, it'll like put it directly into the video and we'll just pop up. So there are different providers for that. So whichever one you want to use, I find Rev really easy to use and I use it for LinkedIn and I use it for my YouTube videos. And let me go and go ahead and show you an example of this. So essentially when you're on LinkedIn, right? And you want to upload a video. So we go video, upload a video and let's just say I'm using this one. Okay, cool. So I will only this video and you're going to attach the thumbnail, right? So, and you want to add this caption here, right? So the SRT file, that's essentially why I wanted to show you. That's basically what you can get from rev rev.com, right. So RAB.com. And essentially you send them the video and then they're going to create the captions and subtitles for you if that's what you want. But you got to understand that when it comes to content on LinkedIn, not everyone has the audio on, right? So that's why sometimes it's important to put the captions in case people are watching you at work and they don't want to put the sound on. And so they can actually just watch the video plus recent subtitles, right? So that's why you want to add subtitles. But if you do have costs money and these other platforms, everything costs money, right? So if you don't want to do and you just want to get started, go ahead and just do it without subtitles, and that's totally okay. Moving into the actual video format in the script, right? So, yes, I've seen this before. Essentially it's, I'm using the same format for the content, whether it's writing something or if I am making a video, it's all the same, right? So there's always going to be a hook. There's going to be talking about some pain that the prospect probably has or agitated pain that they don't know they have by making them aware that they have a pain. And then I'll provide some kind of solution and I explained why it's important. Okay, So this is pretty much the format I use for all my videos, whether it's for LinkedIn or YouTube or whatever. I really like 90 percent of the time uses format literary for everything, okay? And I like to keep it simple. So a video script, Here's how it works. You sorrow of a script right? Or hook. So you can start with something like, hey, you know, one of the most common sales mistakes I see people make when it comes to cold calling is, and then whatever that big mistake is, right? Or sometimes I could just say In this video we're going to learn the top three secrets you need to know when it comes to mastering the art of cold calling. That's essentially the hook. It doesn't have to be like crazy. These are the things I'm talking about in the video and that's good enough. Or it can be something more engaging with the pin. So after that, I usually like to talk about like, you know, why people should watch this video or why they should watch it through the end. So I'll say something like, and you wanna make sure you watch this video until the end. Because if you don't know these three secret techniques to, you know, do your col, col, Then you're going to be making mistakes. You're not going to realize why you're making those mistakes and you're not going to improve as a salesperson. By watching this video, you can get a shortcut to this and that, and pretty much that's what I would do to give people a reason for why they should watch. And then from there, I will just go through the points. So I go point number 1, point number 2, point number three, right? And so basically if you think about it, the hook and then the, kinda like the introduction is just why should they watch a what do they expect to get out of the video? And then I just go point 1, point 2, point 3, and I literally just go down the list. And then at the end, a conclusion of why, summary of what's important about this. And I give a final words, and that's it. And I usually like to make the conclusion very short, like less than one minute, because I find that if I try to summarize everything, people don't watch it all the way. Stay what they really care about is the hook, the intro, and then point number one, Point number 2, number 3. And within each of these points, what I'm doing is I'm talking about pain solution and why. It's basically the same format. So if you look at it like this, right? It's the pain solution. Why? This is the whole format of the video from the beginning to the end, right? So that's the pain or here at then solution comes in here and then this is the why it's important, right? But then within each of these points, I'm doing the same thing. I'm talking about the paints or if point number 1 is the first mistake that people make when it comes to cold emailing is that they don't have an ideal customer profile in mind, right? That can be a potential pain. And here's why it's so important to have ideal customer profile. And so the format I use is literally the same thing over and over. It's just like the whole video itself uses pain solution y. And then within each of these points, usually I'll have about minimum three points, or sometimes even 1. It depends on the video. And then I'll have like maybe a one to seven different points. I usually don't like to do too much because too much information in the video. And then from there, I just go through it. Like here is point number one. Here's the problem people have. Here's my solution, here's why it's important. Now here's point number two. And so I literally just go down the list and that's how most of my videos are formatted. So as you are creating your videos, essentially, no matter what topic you're talking about, you just want to make sure that you understand the customer's pain, right? So if you're doing, let's say you have a content marketing agency and you create content for other people, then you say, you know, one of the biggest challenges that businesses have is that they don't have a content team and they're not really sure how to do SEO and this kinda content. And here, here are the top three things that you need to consider when it comes to starting a blog or whatever, right? Point number one, you need to do that as point number 2, point number three. I mean, this is a very simple script, right? It's just, what's the problem with the solution y is important. That's all you're doing. It very simple, anyone can understand it. The challenging part is you first have to really understand your prospect, right? When you understand their pain, you just talk about it. People will watch because they have that pain. So that's why your script doesn't have to be complicated. It doesn't, the more layers it has on top doesn't make it a better video, the more simpler and easier to understand it is, the better because people understand it, right? So just black and white, you know, what's the pain, what's the solution? That's the y point number one, Point number two, and number three, why is important? And boom, that is pretty much my video. So if you go on my, let's say for YouTube, for example, YouTube or LinkedIn, you just watched any of my videos. They all follow this format. And so you can type in just basically gone you to type in the name Patrick Dang and you'll find all my YouTube videos, right? Because my YouTube videos are very similar to my LinkedIn videos. Let's talk about that repurposing videos for LinkedIn. So if you create content on any other social media platform like I do, like I'm pretty heavy on YouTube, right? Then you can repurpose those videos and post them on LinkedIn. So I actually don't have to create LinkedIn specific content because I create so much Youtube content that I can use as length and content. So number one, the first thing I could do that's really easy. So for example, I can just take a YouTube video, copy and paste the link onto LinkedIn. And then that could be a video right there. Or I can re-upload that YouTube video onto LinkedIn, LinkedIn to make it native. And so then I don't have to link outside of YouTube and it's like a native LinkedIn video. So similar to how I had this video, it's a native video that I uploaded. And that works right. But also for this one, I literally just took a YouTube video, copy, pasted the link, and you know, people are watching it, right? And so that's an easy way for me to kinda double-dip on my content. And you can reuse videos, whether it's a native video or embedded link. Now for some videos you can't just directly repost it. You have to adjust it. You know, like whether if let's say for example, you're taking an Instagram video, the format, and Instagram may not be the exact format you want and link this oh, no matter where you're taking videos, you don't want to make sure that it feels natural to LinkedIn into Makes sense, right? And one thing I really like to do is you can actually take, let's say, a YouTube video. So I do this, I can take a 10 minute YouTube video, and then I could take and the three best minutes of that video and post it onto LinkedIn as a separate video, right? So, you know, from making one YouTube video, I can probably create three different pieces of LinkedIn video content from that one YouTube video. So for example, like this is the example we showed earlier where it's a three-minute video, right? Originally this video was a YouTube video and I basically took three minutes out of it, and I turned it into a LinkedIn video and directly uploaded it onto LinkedIn. So nobody knows that this is actually a YouTube video. There's no there's nothing where I'm saying it's a YouTube video. It's just like I talk about a pain, I talk about a solution. I talk about why it's important and that itself is the video and why this works so well, if you are trying to do a strategy like I'm doing, like it's doing U2 and Lincoln at the same time is because if you look at the format of my YouTube videos, it's like this. It's like the hook. Why people should watch point 1, point 2, point 3, right? And so if you think about it, because each point is structured in a way where I'm talking about a paint solution and why that point by itself can stand alone without of the intro, without the hook, without anything else. It stands alone by itself. So that's why I can go into my YouTube videos and I can take a three minute portion of point number 1, and that itself can be the LinkedIn video, right? Additionally, if you are using this format to create a 10-minute LinkedIn video, for example, you can then chop up your video. You'd like, for example, you pulse a 10 minute video, it gets views, and then you take that video and you get a number point number one, Point number 2, number three, and you make them each separate videos. And now you have three more videos of LinkedIn content that you can post later on. Because if you're pulling a lot of content, people won't even notice that you're reusing the same content if you're posting it like six months later or eight months later, right? And so you basically, you can create one video and turn that one video into multiple videos to get as much juice from your video as much as possible if you're going to create it, right? That's basically how I would repurpose content so that when you make one video, you can turn one video into three or four different videos using the same exact content, but just using different editing, right? And I would say the best way to get an understanding of what type of videos you should make is, you know, look at the top 10 thought leaders in your space and see what kind of videos they're making. And essentially you want to just model off of that, see what they're doing. Well, go on my YouTube channel, my LinkedIn and see what I'm doing. And just basically anyone who has a big following, try to understand like how they're creating their content, especially if you're doing it in a specific niche and then model off of that, take inspiration from it and then use my format of talking about the pain solution y, and you should be good to go. So that's it. That's everything when it comes to LinkedIn videos, and I'll see you guys in the next one. 28. Offering Help: Hey, What's going on, everyone? So in this section, I'm going to show you how you can use the offering help strategy to easily create content on LinkedIn. And this one's pretty valuable because it's very easy to do. Anyone can pretty much do it, and people will actually come to you as leads. So let's go ahead and show you exactly how you can pull this off. Now, on LinkedIn, there's this option right now where it's called offering help, right? And it's basically like, I'll show you how to do on LinkedIn in a second, but to explain a little bit, it's like a hashtag offering help. There's this little hand over here. It says general health career coaching resume reviews, right? And so you select what category you want to help people with an I said, for anyone who's looking to start a career in tech sales, I'm offering help on how I can get your foot in the door, you know, your sales interview and get hired for a high paying job if you're interested in some help, leave a comment saying me in the comments and I'll send you a direct message and then hashtag, career sales tech sales, sales, startup sales, because I want these people to see it. So a lot of people who watch my content are starting their career in sales. Maybe they just have one to three years of experience or in some people, they maybe haven't really started yet and they're looking for their first sales job, right? And so what I can do is I can offer career coaching as like a consultant or maybe something like that. And what happens is That's a 2400 people saw this, I guess 17 likes 11 comments. So pretty much all the comments. If I if I load it up, basically it's just people say me, me, me, me, me, right? What happens is what I can do is I can go and each person's profile and I could be like, hey, I saw that you left a comment about needing some career advisor or some career help, you know, like, what are you up to? Let me know if you want to schedule a time to talk on my calendar and we can talk in person, right. And so if I was selling to maybe like recruiting service or consulting services on helping people get a job, for example, I can directly talk to 11 hot leads that commented on this post and the meat. And so whatever it is you're selling, whether it's a consulting service, SAS, product, technology, commodity, whatever it is, you can do the same thing where you're offering for help and you basically offer free value, which essentially can be a sales call if you think about it, right? Because in sales you're really just understanding the problem. See if you can help. And then from there it, the person who wants to take a meeting with you, then you can actually pitch them on your product and service. But to get your foot-in-the-door, you get them to come to you by Beatty and out with offering help. So again, no matter what you're selling you do, you can do this in some way, right? Like you can say offering help. Anyone who is looking to generate leads on Facebook or anyone who needs help with SEO marketing. And you might get people to respond to you. So let's go ahead and go on LinkedIn and I'll show you how this works. Alright, so when we are on LinkedIn, how it's going to work is you go to this part over here. It's started post, create a post. And over here you'll have, you know, create a poll show where you're hiring and then offering help. When you press offering help, basically you can select certain things that you want to help with. So if you're a general help, you wanted to do career coaching, you want to do resume reviews or maybe you wanna do other, right? And so what happens is it will kinda just say it for you. So but if you want to add something you want to put like SEO marketing or whatever it is, right? You can put it in there. And then you just say something to him, which I said like, Hey, you know, I'm offering free career advice on blah, blah, blah, or I'm offering to do a free technical analysis of your website to see where you might be opportunity, where there might be opportunities for you to ranking keywords if you're selling SEO services, right? And then after you offer help, you just post it and then that's pretty much it. So it's quite easy. I want to do this like every day because that's quite annoying. I think maybe like once every week or once every other week. You can just mix it in with your content and just be like, Hey, offering help anyone who's interested in this. By the way, I just helped this person do XYZ. So if you want to do the same thing, Let me know in the comments type in me and that's how you would offer help. Okay. And so with that said That is pretty much how you are going to offer help to your potential prospects and get them to message you inbound, right? And a very important part is, so when you're creating your content like this, you want to make sure that you have some kind of call to action. So for example, if you didn't, if I didn't put this line here, if you're interested in some help, leave a comment saying me, I would only get people who would like it, right? And maybe some people will comment and that's only 70 people. But when you tell them that, Hey, you need to write something in the comments so you know exactly who they are and you can message them. This is two things. Number one, you know who they are, they raise their hand, they're interested. So like very likely they're gonna respond to your message. Number two is that the more comments you get in your post, the more virality or the more exposure gets because LinkedIn is saying, okay, All these people are leaving a comment. So let's show this post to more people. So that's why if you do the strategy, I would incentivize or get the prospects to leave a comment saying me or something like that so that you know who they are and you get more exposure for this post. So more people see it. And the more people see it, the more columns you get, the more layers you have and the more meetings you can set. So that's, that's pretty much how you offer help on LinkedIn. And I'll see you guys in the next section. 29. Reposting Other People's Content: We're going to be talking about how to share and re-posting other people's content. Now when it comes to LinkedIn, you don't necessarily have to create original content every single time, right? And a lot of times we may not have enough time or energy to, or resources to constantly keep pumping out fresh content. So one of the best strategies you can use is to re-mix content and basically share other people's content. Give your opinion on that content while giving credit to the original creator because you always want to do that obviously. So I'm gonna give you some tips, some tricks, some examples of how you can do this. And it's going to be great for anybody who may struggle when it comes to creating content. And maybe you just want to repost content and really just share your opinions. And let's go ahead and dive right into it. All right, so sharing and re-posting content. So it's generally okay to re-posting other people's content, right? You can literally take their content and put it on your profile and share it as opposed. But you got to make sure that you give credit to the original creator, okay? Obviously make sure you give the credit the original creator. But if you're posting a video of someone's face on it, right? Obviously, you kind of already credit them because, you know, that's not you write it. So it's pretty clear that you're not stealing work. The main thing, it's like you're not trying to steal work and pass it off as your own and changed their name to your name. You're really just remixing content and you're almost like a DJ. Write a DDA, doesn't steal music. They play other people's music and they get credit. And so it's a couple ways you can do this is you can share someone's content directly from LinkedIn and I'll show you how this works on the platform. And it will automatically show where the source came from, right? And don't worry, I'll show you exactly how that works. And you can also share a link to another person's video and article or whatever it is. And the thing is, it's better to use a link that is a LinkedIn link, like a LinkedIn article or something like that. To get more exposure if you are linking outside of LinkedIn, you risk the chance of your posts not getting as many views. If you just take a YouTube video and put it on your LinkedIn, sharing a LinkedIn video that's not yours. You know, you could do it that way in and write something to give your opinion about that. But you may not get as many views if you compare to if you download that video and re-upload it directly onto LinkedIn. So obviously, the better way to go is to natively post videos and photos directly on LinkedIn. Wow, giving credit to the creator either within the video of the photo or putting it in your text of the copy of the actual piece of content. It's very important that when you are repulsing another person's consonant, you are adding your own perspective in the text section, especially right? Because you can literally take a picture or video and just directly put it on your LinkedIn as a content. But people are going to see it as blatantly stealing. If you don't give some kinda opinion, thought, it could literally just be one sentence of what you think about that. It could be something that happens in the news and you give your spiel of what you think about whatever's going on in the news, right? What's your opinion? Or some examples you can use? It's like, what's your opinion about that piece? What value can you provide? Further explained that piece of content. Explaining like what problem that piece of content actually solves to help kind of spoon feed it to your audience so they can understand exactly why you're posting it. And a pro tip is to repulse and share content that goes viral or any type of news people want to search right away. And that way you can piggyback off of the attention that piece of content is already getting, but kinase sharing that content to your audience, right? So you don't have to create a vital piece of content. Instead, you can share a viral piece of content and just leverage that momentum and just piggyback off of it. And that's totally okay because this is a common practice that a lot of content creators do on all platforms. And as long as you are giving credit to who actually created that piece of content. That is OK. So now that you understand how this works, let's go ahead and go into LinkedIn itself so I can show you how this looks. Alright, so we are on LinkedIn right now and we're going to go through a couple profiles. So you have an idea of how it works when you're showing constant, right? So right now I am on radar Leo's LinkedIn profile. And when you go into their profile, you can sort by activity articles, posts. So we're in post right now, right? So essentially I can see olivary dallies post and if you don't know, read LEO, he is an entrepreneur investor and I'm a fan. He has couple of books, so you should check them out if you're interested. So anyways, the point is, you know, he's posting content every day. And he basically writes like one sentence about a principle of the day. And the content is literally just a quote, right? Watch out for people who think it's embarrassing not to know. So he has a lot of investing advice, business advice. And basically you are right, you know, like a little description of what this actually means in more detail about the actual quote, right? So if you wanted to, let's say, let's say something really resonated with you. Like for example, let's say be clear on whether you are arguing or seeking to understand and think about which is most appropriate based on your and others believability. So if I'm like, Okay, wow, this is really, really touching my heart right now. So how do I share this? Well, first of all, what you gotta do is you press the share button right here, and you press share. What's going to happen is you can write a little comment of what you think about this piece. You can even tag rate LEO or whoever you're sharing the pulse-width. And that works really well, right? Because This works because if you just say like, you could tell a story like when I was younger, dot, dot, dot. And then you'd like tell a story about when you're younger and you are, I don't know, let's say arguing instead of seeking the truth and you have a relatable story that kinda connects to this quote, then you can share the quote, right? Your piece does. It could be one sentence, could be a whole essay. You know, it depends on what you want for when you're sharing it. And then basically you post it and it will share on your profile. Now when you share it, what's going to happen is it's going to show this part over here. So everyone knows that you got this from radio or whoever you're quoting or whoever you're sharing their constant from. And you're giving direct, you know, credit to the person that actually create the original thing. And you're giving your opinion on whatever it is you want to tell relatable story or you agree with him, you disagree whatever the case is, right? And that's pretty much how you serve content on LinkedIn. So whatever industry you're in, you definitely follow the people that are, I guess LinkedIn Influencers that you can kinda share from. And obviously the bigger they are, the more viral they are, the better content that you have, and the easier it is for you to share good content, right? Because you want to just follow a bunch of people in your industry that makes sense and give your opinion when things come out. So that is radio example. So let's go ahead and discard that. But let's say, let's go ahead and give you another example of Haden's, right? So he's a CEO and co-founder of RC ventures, venture capital firm in investment firm, okay, so essentially, if you go to post, right, so it works for any person doesn't have to be a LinkedIn content creator. You can, you can check my profile, anyone's profile, it's the same thing, right? You go to Post and you see what posts they have. So I want to go on his profile because I want to share with you his strategy where I'd see this recent video came out 17 hours ago, right? And so what they did is they took a video, right? That I do not think they actually produce this video. I think motivation by another person did this and they're basically re-posting content. And so he's giving his opinion on Jeff Bezos and Jeff Bezos business growth strategy. Okay, cool. As you can see this video itself, even though he didn't create a, he just took it from somewhere else, put on his profile and gave his opinion about this piece of content. It's got to 2000 engagements here at a 140 comments, 73 thousand views. So he successfully took another person's content, repurpose it for himself, remixed the ad, added his own opinion on it. I did hashtags and now he's getting views, right? And so for some content creators, this is a really big part of their strategy where, let's say for, this is another example of a Warren Buffett, right? Bill Gates over here too. So he's taking popular people like Jeff Bezos and Warren Buffett and basically piggyback off of their success and their brand and familiarity and just repulsing on his profile, right? So he just gives, like, you know, writes a little essay, maybe a couple of sentences about his thoughts on whatever this pieces is only a minute video 47 seconds, 73 thousand views, right? And he's not creating anything. And if obviously, you know, he's gonna have his own stories and his own thing going on in terms of his investments in his success. But essentially, you can just be writing about different stories like Blockbuster, right? He didn't take this picture but probably found it online. It has an opinion about it or like this quote, he maybe I'm not sure if he created this. No, he didn't create this. Here's the credit to whoever created this, but he just kinda shares, let's say a viral meme or a viral anything or checklists or anything, right? There's opinion, right? This one, I actually saw this YouTube video where Elon Musk the interview. And again, he just takes a video completely like pretty much how this works is you download the video. You take the part that you want, and he probably took a two minute, 19 seconds. And he provides a team that does this. But you could do yourself and then you upload the part you want and then you write your opinion about it at the hashtags. And that's your piece of content. And look, this piece of content has almost 300000 views. Did he created himself? No, he just piggyback off of the news that's happening with Elon Musk and that's his content, right? So if you want his profile and other people's profile, you can see that many people do this because they don't necessarily want to create their own original content, but they want to piggyback off of the name and success of other people and there's nothing wrong with that. It's just, you're remixing content like you are a DJ, right? And so there's nothing wrong with re-purposing content as long as you're giving credit, you know, it's not like he's saying that he made the video or like he's putting a quote in and putting his name under it when someone else really did it, right? It's just the only thing that he's adding to this piece of content or these pieces of content is these little text, a couple sentences to give his opinion. And that's pretty much what you wanna do and your industry, right? Especially if let's say you're in an industry where there's a lot of news going on. For example, you know, you can go on Business Insider or any Forbes or Entrepreneur magazine, whatever it is that you'd like to read. And if you find something interesting, you can literally just share your opinions, share this piece, share the article, take a picture from it and say, Hey, this credit from Business Insider and then share it, right? And there's nothing wrong with that. Or if you're like a tech person and you are selling into technology, well, TechCrunch is a good place, right? People raising funding all the time. So you'd like, for example, if clubhouse closes 4 billion evaluation and if you are in an investment firm, then you talk about like why this is very important for the investment world, right? So wherever you get your new source, that itself can be pieces of content. You can also do what this guy is doing and just get viral videos are really popular on YouTube and other social media and just repost it on your profile. Or you can just go on LinkedIn Influencers profiles and you can just share their content like literally just share, press the share button and share their content. And that's your piece of content and add your opinion on it, right? So those are a couple of different ways you can repurpose other people's content in an ethical way where you're not stealing, you're just sharing, remixing and adding your opinion. And yeah, so that is it for this video and I will see you in the next. 30. 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. 31. 2nd Degree Connection Introduction: Hey everybody, what's going on? Welcome to this section where we're going to talk about second-degree connections and how you can use your first-degree connections to actually get introduced to somebody that you would like to know. The first thing we're going to cover is how to get that introduction. And to show you what I mean is that sometimes in any type of business situation you're going to be in the left side, so this is u. And on the right side, you're going to see on LinkedIn that you have a second degree connection, which means that you're connected to somebody that is connected to another person and you're going to want to talk to this person. For example, let's say you want to talk to the marketing director at Uber. So you want to talk to this person. You don't know that person, but you want to get a meeting with this person so you can sell your product or services. So how are we going to do this? Is that there's going to be the middleman in between and that's going to be the first, the Greek connection. Again, a first-degree connection is somebody that you are already connected to on LinkedIn. And what you're gonna do is you're going to ask this person to foreign introduction and you're going to ask him or her to send a message to their connection, which is second degree connection. And they're going to make an introduction so that you can actually talk to that person. So let me show you on LinkedIn exactly what this looks like. So let's go ahead and say we are on LinkedIn and we're going to search for people, right? And on people, we're going to use the All Filters button and we're going to say, okay, so we want to search for somebody who works at Uber and it's going to be over the Internet company. And then we're going to say it, Let's go ahead and just apply this. So as you can see here, it's going to show all these second-degree connections first. So let's say I want to talk to this guy who is the Senior Operations Manager at Uber. As you can see here, these are going to be the people that I can reach out to, to ask for an introduction to the other person I was trying to talk to. So all you would really do is you would just press that message button and then you can type them a message. And I'm going to show you exactly what to type here. So again, what you're doing is that you're looking for the company you want to reach out to you. You're going to find all these people. You're going to find the second-degree connections. And you're going to say, Hey, one of my friends is connected to him. So I'm going to message my friend to make that introduction and let's go ahead and show you exactly what you should be saying when you want to reach out to these second-degree connections with an introduction. So going back to the slides again, that's you ask for introduction with your first-degree connections, someone you're already connected to. And then we're going to reach up to that second degree. That person you want a meeting with some rule of thumbs when you're doing this strategy is that you don't want to appear as a spammer. You want to position yourself as someone who offers value to the first-degree connection as well as the second degree connection. So you want to be that person where of course, you offer so much value that people feel good about introducing you to another person. And especially if you're offering major value to that other person, then you're just gonna get these introductions everywhere. However, if you're not offering any value, people are just going to be very hesitant to make that introduction. Or if you're not very clear on why that introduction should be made, then there's just not going to feel good about it. So you always want to keep this in mind, have that empathy that whenever you are using any type of introduction strategy, you are in a position where you're actually offering value and that people feel good about that introduction. If they do not feel good about it. And you're just coming off as a spammer who's trying to sell something, then I would just not even use a strategy because it's not going to work. So make sure everyone feels good about these introductions when they're talking about you. So how the template is going to work is I'm going to show you the breakdown here first and I'm going to show you an example. So you can say, hey, first three connection, you just want to put in their first name. And then from there you just want to insert some kind of statement or contexts of how you know that person, how you met and what you're exactly asking for. In the next line, what you wanna do is you want to reference exactly who you want to be introduced to and you want to explain why you're asking for that introduction. Lastly, you want to make that ask, you want to ask a person to make that introduction and you want to make it as simple as possible and easy for them to say yes. And then you're going to say thanks. Then they going to say thanks and your name. So that's pretty much the format that you're going to use for these introductions. Again, you're sending this to the first-degree connection that you are already connected to to make that introduction. So how it's gonna work is so here is an example Introduction template that you can take some inspiration from. Hey John, it was great connecting with you again at influenced column last weekend. Again, that's that context. Happy to hear your team just raised another $5 million. And like we talked about, you mentioned that it wouldn't make sense for me to connect with Sara over at kingdom ventures to see if I may be able to help her out what for influencer marketing campaigns over there. What I'm asking for is I wanted to be introduced to Sara over at kingdom ventures. Moving on. I'm sure you already have a lot on your plate right now. So I went ahead and attached a quick message below to make the introduction as easy for you as possible. With that said, would you be able to make the introduction for me here? But if not, that's totally fine. Thanks. And then your name. So as you can see here, to give you context, when I say, I'm sure you have a lot on your plate. So I went ahead and attach a quick message below to make the introduction as easy as possible. Well, you wanna do is you want to either write the entire introduction after you write this or you want to just put in the bullet points of why Sara over I kinda Ventures should have a meeting with you, basically break down each sentence, either one or two sentences into their own paragraphs. And the top you're saying, you're giving context of how you guys know each other and or if you guys met recently here, making sure this person understands that you're trying to reach Sara over I kinda venture so you just plug and play whatever person you're trying to meet at whatever company. And then over here you're you're saying that you basically wrote some bullet points or you actually just wrote out the entire introduction after this message. And then lastly, you want to make the ask and say, Hey, would you be able to make the introduction here? But if not, that's totally fine. Why I like to do this is that you want to give a person an easy way out. So they could say, No, I'm busy because it just makes them feel a lot more comfortable and just takes the pressure off. If they're gonna do it, they're gonna do it, but if not, they're not gonna do it. So there's no need to use high pressure tactics and that's a lot. That's why I say With that said would you be able to make the introduction for me here? But if not, that's totally fine. Thanks Your name. After you send this to John or whoever you're sending it to your first-degree connection, you could write a couple of bullet points on why Sarah should meet you, which makes it easier for John to write that intro email or you can write it yourself. And how you're going to write it yourself is you just want to say the same things you're saying using the pain formula question. So if you need a review on that, go ahead and check out that video earlier in this section. You're just writing out serous pain that she needs help with social media marketing or Instagram marketing. And then from there you're going to position yourself as a person who has helped a lot of people with this problems. And some of your clients include blah, blah, blah, blah, blah. And then from there, John is going to send that message to Sara to make that introduction. And then boom, you got an introduction there. Once I've first-degree connection agrees to send a introduction, that's when you can make the ad requests. And then from there you can just send this person direct message and say, Hey, my first-degree connection just made an introduction to you. Here's what I do, baba blah. So if it makes sense to talk, let me know what your calendar looks like and then that person is going to see this person's message and you're going to see your message. And then from there, you can schedule the meeting and have direct communication with this person. So that is essentially all you need to know when it comes to asking your first-degree connection to make an introduction to get that meeting. So with that said, that's everything that we have to cover when it comes to using LinkedIn introductions. And I'm gonna see you guys in the next lesson. 32. 2nd Degree Connection Name Dropping : Everybody, what is going on? So in this section we're going to move onto second-degree connections, name dropping. Now this is going to be a strategy that you can use when you have second-degree connections. But you do not have time to ask for introductions because sometimes they work, sometimes they don't work. And you just want to get straight to that second-degree connections. And what you can do is you can use a strategy called name dropping. So what you're doing with name dropping is that you're using leverage from a first-degree connection without asking for an introduction. And let me show you on LinkedIn exactly how this works. So I'm on LinkedIn over here and I went ahead and went into filters and I'm searching for people. And in my filters I'm looking for marketing people at the company's Harry's Incorporated, which is Harry's razors. If you're not familiar, there are high growth startup growing a lot, so it would be excellent to get them as a client. So put that in and then let's say I go ahead and put in the title. I'm going to put in marketing. And I'm going to find marketing people at Harry's incorporated apply that. Boom yet all the sudden people. Okay. So let's say I want to connect with Lorna Peters, who is the VP of Marketing at Harry's incorporated. And I see here we have one shared connection, so I'm going to open that up. And over here you're going to see that I'm connected to David. He is the VP for a direct-to-consumer, a hair he's incorporated, Great. So I can send him a message, get a meeting, but let's say I can send him a message, asks for an introduction to Lorna. But let's say I don't want to ask for introduction and maybe I don't know him that well, and maybe I feel like he's not going to give me an introduction. So what I can actually do instead is I can press Connect and I can connect with Lorna Peters. And boom, you could either send the devolve connection requests or you could write a personal one. Whatever your preference is, you connect with this person. And then what you're gonna do is you're gonna say exactly this. Once they accept that connection request, this is the name drop being template that you can use. You can say Hey John or hey Lorna or whoever the person is. This is going to be an example. It's not related to the one that we just did. So you just swap out the names so I can say, Hey John, We are both connected to Julie Chu and thought it might make sense for us to talk. Then you want to put in your pain formula pitch, which is you address their problems, make their late in pain into a relaxed pain and positioning yourself as the solution to their problem. So you could say, Hey, I noticed that you guys aren't getting much engagement on Instagram and I actually helped my clients get more engagement and get more followers to generate more sales, Blah, blah, blah. Some of our clients include XYZ and then from there you could go to so if it makes sense to talk, let me know what your counter looks like, but if not, who do you recom