probably won't get customers actually talking with you about what you're

selling

unfortunately it's true hi I'm Jeff Molander and

in the next 15 minutes total despair I'm going to share with you information

that you've probably not heard before because frankly

I'm not going to waste your time preaching what I think will work for you

instead I'm just gonna show you how behind using LinkedIn

to build my business I'm going to show you an effective approach

to generating sales leads and by the way

I learned this the hard way I admit it on my own

and also from others who figured out on their own to up

okay I'm not afraid to tell you that I failed on LinkedIn

and for longer than I carry actually admit now here's why I failed

I was doing what most sellers are doing on LinkedIn

with profiles group an email messaging

I actually believed that sharing relevant content on LinkedIn

we create sales leads for me but it didn't

because the fact is this being seen as a trusted

expert by your customers is the goal it's the reward

it's not the strategy it's the outcome of a successful strategy

okay so what is the strategy what the highest level

there are two components problem-solving

and direct response copywriting now before I get into the details

let's just take a moment and agree on the goal okay

when using LinkedIn to find new customers whether you're using your

profile

email messages or discussion group you need to

attract customers get them to engage with you

and the part that most sellers are really struggling with

get potential customers to respond to you

getting customers to engage work scepter connection request

is really nice but you need to get them talking with you

in a way that gets them desire something from you

so let's say you're getting customers to check you up in a

and LinkedIn group that's great but having them reach out to you privately

and ask for a chat about

what it is that you're selling oh yeah that's what I like

and that kind of success takes more

then sharing relevant content okay it takes a combination

up sharing knowledge that a solve the problem

and be- causes customers to react

to want more from you to say hey I never thought about it that way before

how can I get more advice like that or you want them to kinda wonder

what else businessperson maybe able to help me with

and the key word here is do.

because once you tap into their fear their ambition or their goal

you were able to help the prospect kinda navigate toward what it is that you're

selling

by acting on that reaction that you just created

that's the copywriting part up

okay I know someone you're wondering what the heck is social selling Jeff

well can you really frank with you it's nothing

back terribly new please don't let all the hype around social selling trick you

into feeling like

this is technically complicated or that it's gonna be dangerous for you

it's not successful prospecting with LinkedIn

is all about one thing getting response from those qualified buyers

well you agree with me that engagement is not the goal

yes or yes from now I know that marketers

say that that that is the goal but it's not

engagement is actually an opportunity to create

response if it's not well

you're just wasting your time now as you may know I'm a social selling trainer

now

I know it sounds sexy but what I teach what I'm about to show you right now

is a very sexy at all but it works it creates

leads from my business and for my clients because

as a small business owner myself I know what gets

you paid it's what gets me paid its have not engagement

it's not your image it's not your personal brand

your boss measures you based on leads so let's keep it really practical

attention engagement and simple repeal way

to get that response up

okayed here is the secret sauce that no longer

it's going to be a secret for you okay the fastest way to get customers to

respond to you

on any social platform is getting them intensely

curious about you here's what I mean

by peking customers interest in what you have to say

by enticing them to reach out and ask the questions that

you want them to ask you you can lead a discussion

toward what you're selling

I know you're going that sensible all that's the beauty of it

success principle number one involves getting back to basics

solving customers problems now here's what I mean

forget everything you've been polled about social media like how you should

be using it to tell stories about your business

or humanize yourself and if you're not using LinkedIn much yet

don't sweat just realized this

prospects don't care that much about your story or your corporate culture or

anything about you they're very selfish they're just like all of us

what they care about most is overcoming the challenges that they face

or avoiding the risk that they need to take or finding a really cool shortcut

to achieving their ball faster this is where to start on LinkedIn

is there a best day or time to post discussions and comments

yet but don't worry about that yet first things first

focus on what matters to your customers first

up

okay success principle number two is designing

for response late-night infomercial producers and directors sponsor

marketers know

finding a viable buyer doesn't just happen by getting known

or getting buyers attention generating leads that convert faster

is all about system that efficiently generates more

response for you today being a top social so R means one

thing getting responded to more often

in here's how you do it everything that you can't put out there on social media

marketing material and the messages must be structured

to produce that response in your prospect

everything you do and say must be designed to generate

the sense of curiosity in what you're talking about

it's as easy as knowing and using have these trigger words

that provoke a response in customers a response that gives them

got some temporary satisfaction and gives you

lead and that's why I'm here today to help you

right to help you kinda pieced together your LinkedIn profile

or rewrite it to communicate in ways

that produce curiosity in you

up

you know we just can't argue with customers and how they are using

LinkedIn

they're using it to meet people who can help improvement

their success rates

and yes for free the harsh truth is

your prospect probably does not understand what you sow

or feel like they can afford what you sow or

12 value your product or service or believe you that what you sell will do

what you claim

so here's how to use LinkedIn to overcome these objections

make sure that your profile contains these kinda

gateways to tips tricks

and advice that helps customers to take action

to start improving their success it's something that's really important to

them

its easy just focused on getting customers

curious in your ability to problem-solve or

help them achieve a goal i'm talking about placing

videos and placing links on your LinkedIn profile

in ways that signal the customers hey I can remedy that pain

I can teach you a new skill or I can steer you clear a risk

the you're taking right now mister client that you don't even know you're

taking

I can't do something meaningful for you I can solve your problems

now really kinda sounds

overly simple really basic and you know what it is

and its deadly effective really works so think in terms of again

getting back to basics up

to get started I want you to ask yourself some questions

like what pressing problem can I solve for my custom

what pain do I remove or maybe

what pleasure can I help create or what freedom is our service permit

army what valuable connections are product allow

think about the answers to these kind of questions

this is where to start with LinkedIn

the rest is devising a way to make a provocative statement in a way

that encourages more questions in a way

that could lead toward exploration up what you sell

quick example my goal in this speech

is to get you curious about me is the

I show you enough detail about a simple way to change your success rate with

LinkedIn

your self-confidence will dramatically improve

you might even start to trust me a little bit in crave

more my advice so that you can get

more self-confidence you see

convincing you to like me or think I'm a thought leader

or follow me or share my blog post is it really worth that much to me

I can't really do anything with that instead I want you to get curious about

how exactly

I can help you curious enough to tell me

who you are to start a dialogue with me about your pain or your goal

so you see why you need to get customers curious on LinkedIn

great because everything I just explain

works on any social media platform okay

next I'd like you to join me for a free LinkedIn

clinic and this will be live online and very specific

I'm visually going to diagnose failing approaches to LinkedIn

so for example let's say your profile is not creating a response from buyers that

you want or maybe you're sending messages to prospects on LinkedIn

and not getting them talking with you about what you're selling

or maybe you're struggling in LinkedIn group try and get buyers to pay

attention and contact you

or download ebook the you have for them one gonna show you exactly how to fix

those kinds of problems live online

in featuring sales reps and business owners just like you

others clinic is not about embarrassing anybody you're talking down to you

I'm just to share my screen with you in go to work

improve the way that folks are using LinkedIn so that

you can see exactly how to spark their curiosity

and how to provoke customers into responding and

contacting you or setting an appointment with you okay

plus when you sign up for the live clinic I will also send you a copy of my

new ebook

the definitive guide to LinkedIn prospecting and by the way if you missed

this live clinic

for some reason I will send you a link to the video recording no problem

K so be sure to share your best email address with me

because I wanna make sure you get this information okay

see you soon an all the best to you