Now more than ever it is important to have visibility. It defines your personality, your brand and helps to differentiate you. What are some of the best strategies used today to stand out? In this episode, I speak with LinkedIn marketing expert, Viveka Von Rosen, who shares tactics used to grow your network to ultimately build your brand and business.

KEY TAKEAWAYS FROM THIS EPISODE:

  • 5:25 – Why it is critically important to have visibility
  • 7:49 – What a “Transfer of trust” card is
  • 12:06And Viveka’s 7 juiciest LinkedIn tips…
  • 13:41 – 5 important profile suggestions
  • 19:26 – From connections to conversations
  • 20:31 – What you must do before “cold outreach”
  • 24:07 – Practicing the “PVC” method
  • 26:39 – The tricks to boost engagement
  • 28:42 – How to differentiate yourself when commenting
  • 32:30 – How to strategically setup conversations

BOOKS MENTIONED

  • LinkedIn: 101 Ways To Rock Your Personal Brand: Grow your network and build your business! – Viveka Von Rose
LinkedIn is one of the most powerful free networking tools anywhere for any individual in any industry. LinkedIn: 101 Ways to Rock Your Personal Brand will help you best streamline your efforts and show you all LinkedIn has to offer to grow your professional network and succeed in your career.
  • LinkedIn Marketing: An Hour a Day – Viveka Von Rosen
A step-by-step guide for succeeding on the for ”business” social media network, LinkedIn Marketing: An Hour a Day helps you create, customize, and optimize a presence on LinkedIn, the world’s largest social network for professionals.


Derek:          00:00
                    There is a massive shift happening and the way that we live, work, play, and do business. The most successful companies on the planet recognize this and are creating ways to empower their people, build even stronger teams and most importantly, make the workplace fun. Hi, my name is Derek Linson and for the past decade I've been helping companies as cover ways to make learning fun. And in doing so, help them to attract a train and retain great talent, nurture girls' mindset, and build world-class teams and organizations. Join me in our host Todd staples is the interview some of the top minds in learning human psychology, gamification, and training to help you and your team learn to win.

Todd:           00:38
                    Hey, it's Todd. Welcome back to learn to win. Now more than ever, it's important to have visibility across all social channels, but if you're in business, especially B2B business, LinkedIn is where you want to be today. I'm so excited. We're speaking with Vivica Von Rose and Vivica works with Venn Grasso and today we're going to dive into the seven secrets that you need to know that you can grow your brand and build your business. And sell more by using LinkedIn. Let's jump right into the interview. Welcome to the show. Thank you so much for being here today. Oh my gosh, it's absolutely my pleasure. Awesome. You have been very present in my LinkedIn world for a long time and I know you've done a lot with van Grasso, so I want to get into some of the, the nuts and bolts there, but I love starting first with getting to know who you are as a person a little bit. Sure. What has guided your, you know, why has your North star directed you towards what you're doing and really why do you do what you do?

Viveka:        01:39
                    Yeah, well, I started out doing what I do because I hated my day job. No, that's just, that's some, there's some truth in that. There's some truth in that. What happened was the opportunity of teaching and training, LinkedIn came along and it was really early days. I mean, most people didn't even know what social media was, much less LinkedIn and how to use it in business. But I'd had success with it myself in my day job and I thought, Oh, this is, this is cool. More people need to know about this. And you know, the timing was right. Getting the, the Twitter handle and then every other social handle. Linkedin expert worked out quite well. Getting a couple of books, right, exactly. Like thank you Google. You know, getting the book deals and the speaking gigs. And then I realized, Oh man, I, I just love this.

Viveka:        02:27
                    I mean, I liked it before, but as I got more involved in the business of teaching and training people how to use LinkedIn for business which was my old company was linked into business. It just, it really invigorated me because there was so much opportunity and it was a time when, you know, post 2008 a lot of people were struggling. A lot of people were starting their own businesses because they didn't have their old job. And it was really a perfect opportunity to show people how to use this platform to build their brands, to build visibility, to build connections, to build conversations. And that's what eventually, you know, back in 2017 when the four of us came together to form van Gris. So that's really, we just took it to the next level because at that point I'd been doing LinkedIn for about 12 years and I'm like, ah.

Viveka:        03:23
                    And I was really, I was kind of in that, okay, what's next? Like, am I really going to do this for the next 20 years? But the life and the energy of my three partners really just reinvigorated me. And it, plus it allowed me to kind of step out of the sales role out of the marketing, you know, role and into doing exactly what I love because my title is chief visibility officer. So it allowed me to, you know, do the speaking, do the training do the podcasts, do the interviews full time, which, and, and I head up our personal branding division too. But those things really allowed me to play in the pocket of my own genius, which as any business person knows is, is what in itself is inspiring.

Todd:           04:13
                    Yeah, absolutely. So before we get into all the good tactical stuff, because I want you to share some of that let's go like really meta and talk about what, why, like why it's important to have visibility. Like you know, people get so enamored by the tools and the hacks and you know, the automation and LinkedIn kind of, you know, towing the line of what's allowed and what's not. But that stuff is great and fun and I love that stuff too. And I'm excited to learn from you. Why is it important for someone to be out there? Why is it important for someone to be networked on LinkedIn?

Viveka:        04:48
                    Yeah, and you know, we, we, we've learned from Instagram and reality TV and Facebook that it is about your brand and building that personal brand. And I would say almost any job if your support in the back office or front line sales or a leader of a company or an influencer within a company like that wasn't even a job, you know, 20 years ago to be a company influencer. You've got to build that strong personal brand and have it aligned with, with your company hopefully. And that visibility that you can create from that will help to differentiate you because in this day and age of hacks and scammers and spammers and all of the nuts, see things that are going on, trust is our most important facility, right? And so if you can use LinkedIn or whatever social you use, we use LinkedIn obviously because of our audience.

Viveka:        05:52
                    But if you can use that platform to build a brand that not only creates visibility but in genders trust, that's how you then can start to have those sales conversations. We always say at Vanguard. So you know, we help you convert connections to conversations. We're not a sales training company in that we don't tell you how to close the deal. There's other great sales training companies out there that can do that. We help you get that first conversation. But in order to get that first conversation, you've got to build, you know, the KLT, the know, like our friend Bob Burg, all things being equal, people do business with people they know, like, and trust. You have to build trust before you do anything else or you're never going to have the conversations.

Todd:           06:38
                    Yeah, that's great. And then let's, let's circle back to that. Right after this question. So the one I want to ask is, you know, when you build this visibility and a personal brand and a network, I see that as an asset that people don't realize the value in that that goes with you no matter what job you are in. So can you shed some light on that if you agree? Or

Viveka:        07:03
                    Did you listen to my last webinar? That is literally one of the points I make is that exact call. Well that's it. It's a transfer of trust card. You know, it's not just a resume. It is a transfer of trust card because you are bringing your community with you. And there's so much value in that. And it's interesting because I'm in a situation now where three of my closest friends who were lifers at these companies that they were at, like all of a sudden out of the blue, you know, restructuring, we're selling the company, why blah blah. Like all of a sudden they're, you know, they're in their late fifties, early sixties, and they're, and, and they're looking for a job, which they haven't had to do for the past 15, 20 years. And so, you know, after the wash of fear, there's, but look, look at your network, look at your LinkedIn profile, look at the brand that you have built for yourself.

Viveka:        07:57
                    You know, look at the recommendations you've already received from leaders in this industry that you're in. And let's just, let's just work on that. Let's just work on building those relationships and, and reinvigorating those relationships that maybe got stale over the years. But if they're still there and it takes one message through LinkedIn to reignite one conversation to find out that point of contact, you know, to find that point of contact that you need because we all know, you know, whether you're doing well, whether you're trying to make more sales, trying to get a job, you know, trying to get an interview. It's, it's who, you know, and that's kinda the whole point of LinkedIn.

Todd:           08:38
                    Yeah. Yeah, it's really true. I can say that in the past six years I had an eCommerce business that I sold in 2013 and then I've gone through a few different agencies, very different and wonderful experiences. You can tell you each one of those roles, and most of my clients that I brought on were from per personal connections. They were bold that I met through LinkedIn and then met in person or just knew through LinkedIn initially. So the power of that is, is tremendous. And I don't, I think sometimes people realize that too late. Yes. Your well before you're thirsty, right at the heart. Yeah, exactly. Exactly. Start now. You never know what's going to happen.

Viveka:        09:28
                    Well that's exactly, it's funny cause I'm, I just got married last year and I look out on the audience looking out amongst my friends, my audience, looking out amongst my friends, you know, friends and relatives, like I would say relatives and like pre social media friends where maybe 30% of the people who were there and 70% of the people who were, there were all folks that I had met through social media, through LinkedIn, through Twitter, through Facebook or through speaking on stage. Like a lot of them were speaker friends of mine, but like they would not have been there had it not been for the network in the community and the relationships that I had built. I mean, and it was an insane and S like they're still talking on Facebook like forget Vivica. They're like all bonded and stuff. I mean it is amazing how powerful the community that you build can be beyond business. Honestly,

Todd:           10:22
                    I, I 100% agree and I think that's one of the things people don't realize is that what does it say? You can't choose your family, you can choose your friends. Linkedin is like the, I mean an Facebook, but since really in focus here is the most amazing tool to meet friends. Yes, it really is because you can search based on people's things that they post on their profile. Like I can immediately go in there and pick something that's that I call an uncommon commonality. Yup. Don't laugh from Ezra Firestone in front of that. Probably stole it from someone else and it is like you can look up something like a disc profile or strengths finder or look name or something that you know, something that whenever you are in a room and you meet someone who's like, Oh I, yeah, I love Myers-Briggs. Like you can exactly that on LinkedIn. You can find literally who's in your neighborhood, who thinks like you and values the same things and then you may be some business and you turn into a friendship. It's amazing.

Viveka:        11:28
                    It's cool. I mean you think about, you know, going to a trade show, going to a networking event, going to a chamber event and like before LinkedIn it was business cards. It was, you know, 20 minute conversations with someone and then you're like, Oh man, get me outta here right now

Viveka:        11:47
                    With LinkedIn. And you know, if you know who's going to be there, to some extent you could research and be very strategic about those face to face conversations that you have, which are much more impactful. So you're not wasting your time, you're having conversations to your point with people where you have, I love that uncommon commonalities. And that's why I tell people, you know, your, your LinkedIn profile needs to be way more than just a resume. It needs to be a resource. And to your point, you want to add some personality in there. You know, I'm a hang glider pilot or I love diving or whatever because that's where the conversations actually get excited. Like, Oh, I sell SAS for a barn, but I'm cautious. But you know, Oh, I just took up kite surfing mates. Wow. You know, I haven't yet.

Todd:           12:37
                    They, they bond people together very, very quickly. Yeah. So well let's, you know, with, with that in mind, with the importance of creating visibility and a personal brand and, and sort of the, the tools available on LinkedIn, do you think that would be a good good seven new to go for the next 10 minutes and just, yeah, you're real juiciest tips for, for anyone listening or watching. Absolutely.

Viveka:        13:03
                    Absolutely. So, yeah, let's talk about a couple of quick things that you can do to really build your brand and stand out on LinkedIn and then maybe some connection or some engagement tips as well. Go to it. Go to it. All right. Well, the first thing, you know, w when you think about mobile, when you think about desktop, when you think about media in general, it's all above the fold. So what can we do with our LinkedIn profiles to grab attention immediately? The first thing is that background image. Like why anyone has a plain blue background image anymore. It this day and age, I don't know. Now before Venn Greyson, we've got an amazing, you know, graphics and, and marketing team. So, thankfully I have someone else to create my background images cause I'm graphically impaired. But before them you know, for those of you who are solopreneurs or you just don't have a marketing or graphics team you know, there's a lot of tools out there like canvas, social monomials PicMonkey, fiver real person who will create these background images.

Viveka:        14:06
                    If you work in a larger company than just go to your marketing team and say, Hey, I need a background image for LinkedIn. And by the way, you might want to share it with the other 2000, 498 employees to, yeah. You know, or you know, or create your own but have something that's branded to your companies or your businesses brand. That's one option. The other option is something that really makes you stand out. So you know, my, my husband works for Oracle, but they don't do background images. What you want to try to stand. But anyway, so he's got, you know, a picture of himself hang gliding. And and a little inspirational quote there because the uncommon commonality, even if someone's doesn't hang glide, they probably like, wow, that's crazy or that's cool or you know, it gives people a place to start speaking to him.

Viveka:        14:57
                    So that's having that background image, whether it's company branded, whether it's just inspirational, whether it has you and you know, shaking hands with someone famous like whatever it is, like make use, make that pop and, and, and help that stand out. The second thing is please look like yourself. There, there's a 20 year old 20 years ago, so you're exactly, exactly, you might have less hair, you might be a little heavier, there might be a few more wrinkles. Okay. I'm using touch with my parents on some that still, you know, I'm still looking like myself. He would still recognize me. And the, the problem is of course when you do meet someone for the first time because the, the, the LinkedIn app can show, you know, who you have meetings with and what they look like. And a lot of people will use that as a tool and then they go meet you and you're there.

Viveka:        15:51
                    Like that disconnect immediately breaks trust. So would you recommend against when people do a little animated, like a little hand drawn picture of themselves? Cause it's not really, unless you're, yeah, unless you're an artist. I mean if you're an artist or a caricaturists, go for it, but then have a real picture of yourself somewhere else like in the background image or, or somewhere in your profile. You know, in your media somewhere, have a real picture of yourself. It also goes against LinkedIn's end user agreement. Provide, you know, depending on the level that, that that image looks like you and don't use a logo. Don't use a logo cause people are meeting with people, not brands. Yeah. Yeah. It's our to our right. And then underneath that is your professional headline, which most people go with the default, which is title at company, especially if they haven't touched their LinkedIn profile since 2007.

Viveka:        16:43
                    But you've got 120 characters to really explain who you help. And how you help them. And and if you use mobile, here's a Ninja hack. If you use mobile, you can actually do up to 200 characters. So I've heard that. So you edit on helpful, you edit on mobile and characters on desktop. Exactly. See Ninja tricks. But yeah, you really want to focus because right now your buyer doesn't care who you are. They don't. And what they want to do is be able to recognize themselves in your profile and that will make it interesting enough for them to keep reading at which point eventually they'll become interested in you and the uncommon commonalities. But right now how you can help them, people just by nature, right?

Viveka:        17:28
                    So you need to tell them in the headline what's in it for them. We help these types of companies do this. And then if you have the room, you can put your title in your company. But other than that, like that's our, that's our formula. We help these types of companies do this. And then you expand upon that in the about or the summary section. So you've got 2000 characters now to show more in depth how you help people like them do these things. And then you can always with permission of course talk about other companies, especially if they're companies with name recognition, other companies that you've helped, the results that you've received. Maybe a little like one or two liner testimonial in there. Contact information. Don't make someone who wants to buy from you, like try to have to find your contact information, make it super easy for them to either email or phone you.

Viveka:        18:15
                    And then by all means add media, you know, add media to support what you're saying. Add those video testimonials, add blog posts that support the services or the offer that you have. Make sure and put a call to action like, Hey, if you want to learn more, click on media below or for happy, you know, to read more or to hear more from our happy customers. Click on the testimonials below. Or you know, what, if you want to learn more about how to do this, you know, download our checklist below. So always put that call to action in there as well and, and the summary section. And if you just do those things right, if you just banner good photo, a professional headline that speaks to who you help and how you help them. Building on that in the about section and then adding media to support it. If you just do those five things when it comes to your profile, yeah, immediately it's gonna draw more buyers. It's going to draw more visibility. It's going to elevate you, it's going to start to position you as a thought leader, potentially in an influencer within your industry. Much more so than someone who's just got their pro, their, their resume thrown up there from 2007

Todd:           19:25
                    Yeah, I can't agree more. And then when you're, when you're moving into conversations that are connections to conversations, right? Yeah. There's a lot of people who, you know, they're, they're active, they're actively connecting with people and you know, typically the connection script is, Oh, we're both in the same field and wanting to connect to you. Sometimes it's better than that. Sometimes it's no script at all. But when someone gets that first connection with someone that they think is a good fit, what next?

Viveka:        19:53
                    So let me back up because this is the mistake everybody makes and rightfully so. I did too. This is how I taught LinkedIn for you know, 12 years. The mistake everybody makes is cold reaching out. Think about when you go to a trade show or a networking event or, or you know, any kind of face to face meeting, chances are the first thing you're going to do is look for someone that you have in common. So you're, you know, for me, I'm a, I'm actually an introvert. I don't come off that way, but I am so like make me feel safe, talk to someone I know, and then I'll start talking to the people that they know. And you want to use LinkedIn the same way. So one of the things that you can do of course is ask for an introduction or referral.

Viveka:        20:35
                    Whether you're using free LinkedIn, where you have one of them shared shared contacts and one of them similar. Anyway, basically your Bay, you're looking for the shared contacts that you've got and you can ask that person to introduce you before you ever invite. Or the other thing you might do if you look around the room and you don't know anybody, you'll start listening to conversations and then you'll insert yourself, you know, delicately, carefully into a conversation. Hopefully you won't be like, yeah, I don't think that's true at all. I'm like, hopefully you'll insert yourself into the conversation in a, in a strategic and delicate way. And, and that's another way to use LinkedIn is if your prospects are engaging on LinkedIn already, they're sharing posts. They belong to groups where they're sharing conversations. Although we don't do much with groups anymore, LinkedIn needs to make them better again.

Viveka:        21:30
                    But as long as they're engaging in any way, shape or form, it gives you an opportunity to have a conversation with them. Go from a cold contact to a slightly warmer contact. From there, it is much more likely you'll get a yes when you invite them to connect. It also gives you a reason to connect. Hey, you know, love the posts you wrote the other day on blah, blah, blah. I don't know if you saw I liked and commented on it. You know we also have George in common if you want to do that, but at that point you don't really need that. And then you send them the invitation to connect. If you don't have that person in common, no pro, or if you don't have, if they're not engaging on LinkedIn, then you see if you have someone in common that can introduce you. If that's not there, then we do what you suggested. We read through their profile, see if there's some uncommon commonality that you can latch onto. If there's not, if that's not there, then yes, you got to settle for, we belong to these groups or we have these people in common.

Todd:           22:32
                    Right. I love that. I love that approach and I use that. I do a lot of email marketing and one of the, one of the kind of mindsets that I try to teach when I'm, when I have a new team mate, team members learning how to do it is don't just write as if you're writing to 5,000 people as a dude. Right. As if the person is standing right in front of you. Yeah. What would you say to a human being who just suddenly appeared, who is a qualified person for you to talk to launch into some big sales pitch? You would ask a question about them. You would engage, you would actually speak to a human like a human would. So I love your framework for exactly what room you would kind of listen in on conversations and then there is something of common interest and go, Oh actually I've done this. Maybe you guys could try this. And you ease your way into the conversation and then you, I love that.

Viveka:        23:29
                    Yeah. We call it, it's funny, we call, you know our PVC method, right? Which is personalized. Whether it's a message, an invitation, but you always want a PR or, or even just a comment on a message, personalize it by, you know, adding their name. There's a con, there's idea, not, Hey John you know, add value whenever possible in value is in a sales pitch. Value is truly adding value. If, if they're asking questions, if they're frustrated by, you know, something that aligns with their, their point of pain and where you can add value. But it's, it's, it should never be like a blatant sales pitch. And then once you've built that comradery, the C of PVC is a call to action, you know, but only when it's time and you know, except my invitation to connect, click here for a, a, a checklist that you might find useful or you know, I've added the link to my calendar below. Please feel free at any time to, to click through and I'm happy to answer any questions you have, but that, that call to action cause otherwise they're not going to do it. But you don't want to come in too soon with that either. And that's the big mistake that people make.

Todd:           24:39
                    Yeah. The, the value part of that is so critical. And you know, a, a thought like a quote, it's popping into my head. I don't even know where this came from or if it's from one particular person. But you, when people say, well, how do I add value? How do I help someone? Will you help them by actually helping them, not thinking about how you could help them. Like, here's a thing that can solve the problem you're having right now. Sadly, PDF checklist, like you said, like just, just pretend there's someone you really know and care about and you want to help solve a problem and help them solve it. Exactly. Exactly. Meeting them into charging them to helping them solve it. Right. That can later, but if you can give someone an actual solution or a piece of advice that's helpful now, then they will want to buy more from you later.

Viveka:        25:32
                    Exactly. Exactly. Build the relationship first.

Todd:           25:36
                    Yeah. All right. Well we can go really deep in this. Let's get, let's do a few more minutes. I'm gonna push to the next thing just a bit cause I don't want to cut you off midstream here, but I think we're going to have to do around to call for more topics. But this is great stuff. So anything else that is in this critical list for someone who needs to know the basics to do things right on LinkedIn?

Viveka:        26:02
                    Yeah. So as, yeah, sure. So as far as an actual engagement content on dam, maybe we'll talk about that later. Content on down the line and creating and curating your own content becomes important. It'll drive visibility, it'll drive engagement. It gives some other people something to talk to you about, right? So it allows for more conversations. But before we even move into that, there are ways to engage properly on other people's content. So first of all, do it, you know, it's a little easier with, with sales navigator cause you can actually do a search on, you know, who your perfect prospect is. And then when you get the results, you can sort by people who are active on LinkedIn. I mean if they're there, there are many, many reasons to use sales navigator, but that's probably one of the hidden gems that people don't even realize.

Viveka:        26:50
                    So when you, you can do it manually too. If you've got free LinkedIn, it just takes more time because you've got to go in there and you've got to, you know, go through your prospects and see which ones are actually sharing content on LinkedIn. And then you'll want to save them in some way, shape, or form. You'll want to bookmark their profile, saved their profile in a Chrome folder, or use a third party app to tag them copy and paste it into a, an Excel sheet. You know what, put it in your CRM and put them in your CRM, but you'll, you'll want to save their profiles somehow so you can go back and check on their, their engagement, but a little bit easier sales navigator plus, once you find those leads who are actually engaging on LinkedIn, you can save them. And then everything they do just falls into your timeline.

Viveka:        27:35
                    So if you're debating, just spend the 80 bucks and try, yeah. Then just you'll, you'll realize the value. Exactly. Exiles. So I mean, it just saves you so much time. You could do almost everything that you do on sales navigator for free, but I don't know about you, but I charge like 500 bucks an hour and you know, it's, it's like, yeah, that's like 10 minutes of my time for, for sales nav. So I'm gonna, I, I'm definitely going to I'm definitely going invest in that in the platform. But anyway, my point being, once you find those leads who are actually engaging on LinkedIn, when you go into their timeline, if they're very popular, if they're influencers, there'll be a lot of comments. So a few things that you can do to differentiate yourself from everybody else I'm commenting on their content is when you respond to them at, mention them, like literally put the at sign, start typing in their name, and then pull their name in.

Viveka:        28:31
                    That way they'll get notified above anybody else that you've commented on their content. If you can pull in an image and it's easier to do on, on, on mobile but if you can pull in an image or link to a video that will really make your content stand out, asking questions, if they're monitoring their comments at all, if you ask them a question, if they're, if it's relevant and they're polite, they'll respond well. That gives you an excellent opportunity to start talking to them. Of course, sharing links that have, you know, helpful, useful information, all of that can be extremely powerful and help to separate you from the rest of the pack. Now, if they're sharing content and they're getting, which is more likely the case, they're sharing content and there's no comments in there, don't go, Ooh, great. You know, there's nobody else in there.

Viveka:        29:23
                    I can just, you know, give some stupid like, yeah, that's an awesome article. Awesome. who cares? Like, take the time to go through, read the article, pull out a little piece of content from the article and say, Hey, I really like, you know, thanks so much for sharing this article on whatever. You know, about halfway through he or she mentions this comma paste or colon paste you know, what do you think about that or that really, you know, that really hit home for me because of this. So you want your comment to be much more thoughtful than everybody else is doing out there. And again, even though you're the only one and you have no competition because no one else is commenting the, the, the guy or the gal that you're commenting on their posts a will get notified. Hopefully we'll see it and we'll be inspired to respond back, which is now your invitation to invite them to connect.

Todd:           30:18
                    Yeah, I think that's great. And even if they don't respond, you can hope that they saw it and if it's unique and a feel be memorable. So when you do reach out, they'll go, Oh, I think I know that person. I'm not sure where. Oh, that's right. It was the hang glider guy, right? Yeah,
Viveka:        30:35
                    Exactly. Exactly. And it might be a short game. It might be a long game. It might be a, you know, Hey, great, let's connect. Okay, let's talk on the phone. We're on zoom. Awesome. Let's meet next time I'm in Austin. Cool. No problem. You know, kick game over. It might be that don't look like a stalker but you know, once or twice a month you comment on this person's stuff until they actually do respond and then you'd so long game, short game doesn't matter. As long as you're slowly filling that pipeline with conversations with good prospects through their LinkedIn content, you're good to go.
Todd:           31:12
                    Yeah. That's excellent. Anything just to kind of wrap up, cause I think we've got to come to a close of this fire hose of LinkedIn training. Anything, you know, in those, in those comments or quick conversations that you have on LinkedIn, what is a strategy that can lead to that first phone call? Because I get hit up all the time. Thanks for connecting. Let's get on a call and talk about how we can help each other. I don't have time for that, right? If it's not super relevant, but if it, like what, what can you, what is an indicator that there is a reason for someone to talk to you for 15 minutes to explore the next step if there is one.
Viveka:        31:52
                    Yeah. Yeah. Well first of all, setting up the expectation as, I'm not going to take an hour and a half of your time. Right. make it easy to connect with them. Use, well actually the mobile device now has where you can pick some times that you're available and then they can, you know, pick a time or use a calendar link like, you know, Calendly pointly or any of those. But more importantly and I'll tell you, I'll tell you the ones that have worked on me cause I get as you can imagine like right, yeah, I have 50 or 60, you know, invitations to have a conversation probably per day. The ones that really work or are I had a woman reached out to me. I get a lot of people who joined my group. Well, first of all, great. So I can have more noise in my life. But she actually sent me a voicemail because has voicemail on mobile. Who knew? Well I knew, but most people don't know. So you can actually send a voicemail that is going to be different from what almost everybody else does. How do I know that? Because I've received exactly two LinkedIn voicemails and I have 30,000 connections. So no one's using it.

Todd: 32:55
                    Yeah, I didn't know. I didn't know that existed either.

Viveka:        32:58
                    Yeah. See cause it's, we get, we think it's our normal keyboard cause we're just so used to seeing the little microphone in our keyboards. So we just, I think we subconsciously go, Oh, that's just my microphone on my keyboard. Right. But it's actually voicemails. So you do have voicemail. Everybody does on their mobile device. But yeah, not only did she leave me a voicemail, it was very specific as to how her group would help me, why it was different from other groups out there. You know, what the benefits were with the time commitment would be. And then after she left the voicemail, of course she sent another message with the link. So she made it easy and I don't have to go searching for it. And then I clicked on it. I went through, I saw that what she said was right and I joined the group.

Viveka:        33:43
                    And, and she did it all in like, I think it was maybe under 90 seconds. It was, it was definitely under two minutes. So that was one thing because she used something different and that got my attention. And then she, she really focused on Y, Y her group was different and how it would help me write the other guy. And I felt bad because I don't, I don't handle our Facebook marketing. I don't even know that we do any, but but he sent me, he actually did like he sent me a video and he he walked through our, our Facebook bit and instead of doing the route of your Facebook ads suck in, here's why. He, he, he talked about how great the Facebook page was, how impressed he was with the engagement. And then he took one example and talked about what we could do for free.

Viveka:        34:39
                    He wasn't while he was selling a services, but at that point he was like, you can, you know, have you tried doing this and this and using this pixel. And then he shared the pixel, you know, and below he added the pixel in and you know, give that a try and let me know how it works for you. And of course we do this as well. So if you ever need help with your Facebook, I'm here. I actually forwarded that message on to our, our CMO because I was so impressed. He was eventually trying to sell me something, but in the meantime he took his time, he did his research and he gave us something valuable and actionable right away. So those, those are two good examples of things that work on LinkedIn. And I would expect that both of them have very high conversion rates compare to, you know, Hey, we just met by my stuff.

Todd: 35:27
                    Yeah. Yeah. Those are good. Those are excellent. Thank you so much for taking the time today. This was, this is really educational.

Viveka:        35:34
                    Oh, I'm so glad. My pleasure. Absolutely. Alright. Enjoy

Todd: 35:38
                    The rest of the day and we'll have you back on again. Sounds good. Thank you. Thanks. Hey, it's Derek again. Thanks again for joining us on. Learn to win. To see all of our episodes go to podcast dot we scrimmage.com and follow us on social media at we scrimmage



 

 

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