Hello to the Build Live, Give solo podcast episode number 284. If it’s your first time. Welcome. And if you love what you hear, please subscribe. I recommend listening to episode 0.5 first to guide you. If you’re a regular, thanks for your support. I love listening to podcasts and always have follow-up questions. If you’re the same, go to paulhigginsmentoring.com/questions and lodge yours, and I promise that’s right. I promise to answer it. Please check out past shows on your favorite platform. Just search Build Live Give.
A huge shout out to Barbara for their question today about how to win on LinkedIn.
And that’s why the topic is: How To Win On LinkedIn.
Hey, how about that? Anyway, what you’re going to learn is three key things:
So I run a community, helping each other to gain leads and new clients on LinkedIn.
It’s about 80 strong, it’s around the world, and I really cut my chops, having a kidney transplant. And for the first time in a long time, my health wasn’t the center of everything I did. I’d always run my business. I ran it right through thanks to the help of my team and the systems I’d set up, but it really helped me to grow my members. And then what I did was continue to improve on that.
And with 80 people sharing insights we’ve done a great job, but what I sometimes take for granted is how much I know. And Barbara, who asked a question, reminded me of some of the things that I take for granted that were new to her.
So I thought I’d outline them for you. So we’re going to go through once again, the profile, the posting and the prospecting.
So number one Is Profile
And I’ll just quickly run through these. Cause’ you can find out more about this at blgdownload.com. That’s going to give you a nice PDF with all of this in more detail. Plus we’ll have the show notes, but the first is your header, right? Think of your header. So it’s that image at the top of your LinkedIn profile, that is a billboard as you drive down the road. And I looked at someone’s today and they just had this image and it looked like an Irish street with lots of pubs in it. And it had nothing to do with what they did. And I said, “look, would you have that up when you drove past on the road?.”
No. Okay. So make sure that’s really important. So, who do you serve? How do you serve once again, have a look at my profile. It gives you a bit of an idea.
The next is the headlines. I always like to help people work out exactly what I do because sometimes it’s very confusing. I’m a Sales Mentor. So I’ve got that really strong at the front ”Sales Mentor”. And then I say, I help X to do Y through Z. Simple for me. You can always elaborate on that a little, but I think that you want to make it easy. Someone hits your profile for two minutes. Certainly if they’re looking at your profile and say, should I connect with this person or not? It certainly helps them.
The next is your contact information. I can’t tell you how many people don’t have that updated. They still got their email address from you know, 20 years ago. Make sure that that’s up to date. You want to make it easy for people to find you.
The next is the featured section. I say three key things and you’ll see it in mine:
- So one is your ‘about’ story, which I get fantastic feedback about mine.
- The second is a client example of what you do.
- And then the third is like a post where you’ve got really great engagement on that post. And that’s key to your topic.
The next is the about section. So the ‘about’ section, write it as if you’re having a conversation for the first time, thank people for coming on and making it warm and friendly. And what you do is keep the detail of your programmes or what your services are into the experience section. Okay. So once again, have a look at mine for that.
And then the last one is recommendations. Make sure they are coming as your ideal clients, and also make sure you’re giving some recommendations as well. But as I said, you can go to blgdownload.com to get some more.
The next one step two posting.
So we won’t have as many steps here, but I’ll just quickly run through it. The first thing is you need to get a certain amount of likes and comments in the first hour. If you don’t know what that is, please reach out. But it’s so critical that the first hour is to get traction, and comments are probably worth double the likes as we understand it.
The next is an intriguing headline, right? People just flick through their news feed. What’s going to get them to actually open it. It’s an intriguing headline. The third is them, not you. Write to them, don’t say I did this. I did that. It’s all about them. So write to them, write to your ideal client so that they’re actually reading the post.
The next is format. I still think text-only works best. Then I think it’s a document. A PDF is great, helps with dwell time, which LinkedIn rewards. And then I think if you’re going to do photos, I think make sure their personal photos or something. That’s not just an offered stock image. They don’t work as well.
And lastly, some videos, videos are great. If you’ve got a really big following and you want engagement, but if you want more reach, I would recommend not doing a lot of those. Always have a call to action on your posts, which is asking them a question you don’t want to sell all the time, but you do want people to comment, which helps the algorithm.
And then the last one is hashtags, I say three to nine. And if you’re not quite sure what a hashtag is, how many followers it’s got in any post you read, you click on the hashtag and it’ll open up and then tell you how many followers, so it’s a little tip there.
And a couple of misconceptions around posting, right?
You know, a lot of people, I hear them say my ideal clients are not viewing my posts. I said, well, look, to be honest, how do you know that? Right? You don’t know, like, let’s say 10% of your followers actually read your posts. You might get, like, from my case, I get anywhere between 5 and 50,000 views for posts. I don’t know who he is. But what I do know is consistency and awareness builds clients. And I’ve had clients in the last couple of months that I haven’t seen for 10 years, five years and two years, all of those joined up because of my posting.
And I had no idea they were viewing it. Also posts are a validation when someone comes to your profile, they’re going to accept or not your connection when you’re doing prospecting, which is the next part, they’ll look at your profile and they’ll look at your posts for that validation. Are you an expert?
So before we go into prospecting, I’d like to talk to you about DUBB. It’s an all in one sales and marketing video platform that helps you to attract, convert and retain more happy clients. I use it this week to delegate tasks to my team, to increase my future. And also I suppose, current sales time. Why don’t you get out for yourself? Go to buildlivegive.com/dubb.
So the next one is step three, which is prospecting.
And once again, a couple of key points here. So one is quality, not quantity, right? I can’t tell you how many outsource companies I’ve worked with that I was their client and they just gave me a huge amount of quantity. Yes, we’ll give you all these leads, but they weren’t my ideal clients. So if you’re going to work with someone external or you’ve got a team member doing the prospecting for you, that is the most important thing. Garbage in garbage out as you know.
Number two is relationship building. So you basically build relationships on LinkedIn, you sell when they’re on your list. Okay. So awareness versus selling. I think some people get that mixed up.
The third is it’s It’s not all about you, it’s all about them. So it’s no different to what I said about the profile, but just make sure that you’re praising them, you’re showing that you’ve looked at their profile and you’re being specific to them. And that you’re asking questions about them, not you.
Number four, start with first connections, right? You’ve probably got lots of first connections. You’ve never even reached out to start with that. And that’s a great way. We’ve got some scripts on how to get your first connections to your list so that they can see your content more regularly because at least you know then exactly who opens and who clicks through.
And the last one here is when you’re prospecting, I would recommend about 50 maximum that are the second connections, right? You exhaust your first, you go to your seconds and as a rough rule of thumb, if you’re not getting a 30% acceptance rate, and of those 30% that have accepted about a 20% reply rate, you probably haven’t got the right scripts. And as I said, reach out, we’ve got lots of scripts that we help with.
And of course, you’re going to write them in your own way, but we give you the foundations and a couple of misconceptions around prospecting is that it’s too crowded, right? I don’t think that’s the case and it’s only really one misconception is that it’s too crowded, done right It still works incredibly well.
So there are three actions for you today:
- 1. Download the PDF at blgdownload.com and tweak your profile,
- Grab a template for posting and look at some of my posts and other people that you know are getting great results to see and build that.
- Start prospecting.
Please do, so many people spend so much time on posting. Posting is just a means to an end. Okay? It’s not the end in itself. You can get all the links in the show notes of paulhigginsmentoring.com/podcast, episode number 284, or the app you’re listening to, I recommend the pocket cast app.
Listen to episode 0.5. If you’re new, it gives you a great overview. If you want to know more about our community that I’ve mentioned here, It’s called the Sales Machine. But if you can go to paulhigginsmentoring.com/sm. If you know someone interested in winning on LinkedIn, please share this with them. Remember to ask those follow-up questions, just like Barbara did it. paulhigginsmentoring.com/questions. All of these links will be in the show notes.
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