Advanced LinkedIn Lead Generation Strategies To Fill Your Sales Pipeline

Advanced LinkedIn Lead Generation Strategies To Fill Your Sales Pipeline

Gary hosts a LinkedIn live event on advanced LinkedIn lead generation to fill a sales pipeline, emphasizing that most campaigns fail due to poor targeting and recommending Sales Navigator for refined searches (e.g., job titles, industries, veteran status via past companies). He advises optimizing profiles to appear human, using friendly greetings after connecting, and explicitly asking for meetings with proposed times instead of dropping calendar links. He stresses consistent follow-up (up to six attempts) as a key driver of meetings. Gary explains LinkedIn events as a high-trust, low-friction engagement tool, previews a deeper events session next month, and notes LinkedIn’s 1,000-invites-per-week limit. He covers taking conversations off-platform via email (bridging from LinkedIn and including a profile link) and standing out with direct mail, including a “coffee mug campaign” and direct-mail retargeting, plus Q&A on outreach cadence, address sourcing, lead organization, and tech targeting.

Discover:

00:00 Welcome and Setup
04:35 Event Kickoff and Agenda
06:07 Housekeeping and Q&A Flow
07:45 Targeting With Sales Navigator
11:16 Optimize Your Profile
14:12 Outreach Is Not Spam
16:18 Booking Meetings That Work
19:13 Follow Up Like a Pro
21:46 Why LinkedIn Events Win
29:59 Live Q&A on Events
32:58 Messaging After Connecting
35:52 Off Platform Outreach
37:13 Email Follow Up Playbook
40:35 Direct Mail Standout Tactics
44:23 Direct Mail Retargeting Demo
48:22 Wrap Up And Offers
50:27 Q&A Mug Addressing
53:43 Sales Nav Lead Lists
56:26 Icebreakers And Cadence
01:06:50 Advanced Targeting And Tools
01:12:15 Final Questions And Goodbye

Transcript:

[00:00:01] All right, well, welcome everybody. We are a few minutes out from, getting started, but I wanna welcome everybody, who’s, who’s on already, and we’ve got a exciting event to do Today. We’re doing advanced LinkedIn lead generation strategies to fill your sales pipeline. for those who are popping in right now, where, where are you calling in from?

it is a, it is a cloudy and snowy day here in, in Detroit, Michigan. so maybe if you’ve got some better weather, let us know. How are, how are things out in California? How are they doing in, down south where you, hopefully, hopefully somebody’s got some sun today, so, but yeah, we’ll be getting started here, probably about, four minutes or so.

It’s 1 56 my time and we’re starting at 2:00 PM Eastern. So, just a few minutes and we’ll get, get things started here. Make sure all my streaming software is working and everything.

Hmm. I wonder if it is, Evan, can you take a look and see if it’s on the, event page? 

[00:01:25] Evan: Oh, yeah, yeah. Everything looks, looks great. 

[00:01:27] Going okay.Okay. Yeah, I can see it now. Okay, perfect. Alright. Yeah, I see some people are popping in now, so that’s perfect. Okay. Excellent.

All right. Welcome to those of you, jumping on. we’ll be getting started here in just a couple minutes. feel free to comment. Let us know where you’re, where you’re calling in from today. Always kind of good to see. I know usually people usually we’re kind of around the world on these things, which is always kind of fun.

so yeah, let us know where you’re, you’re jumping in from and, like I said, we’ll be getting started here probably in just a couple minutes.

Alright. Hi Craig. Welcome. Welcome from Toronto, Canada. There we go. Now the chat is working. Finally. Oh, I know. Sometimes this thing just likes to sit here and think and think and then, like I, for whatever reason, sometimes if you get too many people at once, all of a sudden your chat just dies. It just freezes up.

So, okay, this is much better now I can see people’s names. Oh, sometimes I get nervous that, hey, things are not working today. But that looks like we’re good. Alright. So yeah, welcome Craig Michael from, Watertown just outside of Boston. Kenneth from the Dallas Fort Worth metroplex, Lori and other Michigander.

Right. up. Houghton Lake. Oh my. That is up in the up right. Croatia. Welcome. let’s see from Byram, Mississippi. Looks like we’re not connected closely enough for me to have your name, Montreal for look. I probably butchered that. I’m sorry. I can’t, I’m very bad at pronouncing things that are based on French.

I’m just bad at that language. Amsterdam Thomas Law. Welcome. Canada, another Canada in, Fred Fredrickton. Excellent. Alright, we’ll be getting started here in, just about a few seconds here. Just let, some people jump on here. yep. We got the, I can see the, the live ticker now. We got a whole bunch of people joining, so yeah, feel free to let me know where you’re joining from.

Always great to hear from you. It’s, it’s always fun to do these when we’ve got people from all over the world and, we can see where everybody’s calling in from. so I love the engagement. So even during the, during the thing, feel free to comment with any types of questions you might have. We’ll do our best to get to all of them as we can.

Some we might just answer in the chat. Others, I’ll, I’ll try and, answer live here. Alright, so welcome everybody. welcome. ma Mazen, Aaron, Matt Juman. Michael, welcome, welcome, 

[00:04:34] welcome. Alright, so let’s get started here as it is, in fact, two o’clock. Kevin from San Francisco, got lots of Michaels today.

lots of people from, from, the Toronto area. Lots of people from Boston. Excellent. So let’s jump into it. So wanna welcome everybody here for the advanced LinkedIn Lead Generation Strategies to fill your Sales Pipeline event today. Are we covering well? Some of these tools that you, we can start using, you can start using today.

So you start forgetting, well, more meetings, finding clients, by using the, the LinkedIn platform. It’s something we’ve been, doing for close to five years now. We started out as a, a cold email firm, and we really kind of pivoted away from that. Just found that it was, it was not nearly as, as reliable, didn’t produce kind of the caliber of, of prospects that, you know, either I wanted or my clients wanted.

So, we’ve made that shift. So I wanted to share kind of some of the insights we’ve, found over the years. of doing this type of stuff. So the agenda today, we’re gonna be talking about targeting the right people in the first place. And really, if you get nothing else out of today’s event, that’s probably the one thing you’ll, you’ll want to, to really, kind of pay attention to.

and we’ll talk about kind of following up. We’ll talk about doing events, direct mail, hiring and scaling. Actually didn’t update the agenda. That one did not. We ran out of time, was this presentation was going a little too long. So we’ll save that one for another time, and then we’ll jump into some q and 

[00:06:06] a. Real quick, housekeeping, if you’ve never been on one of these live streams before, the, my stream is delayed about 20 to 30 seconds. So that means is if you put a comment in the chat, I can’t see it immediately. I’m, I’m, I’m on a little bit of a delay, so when I try to answer questions, I’ll try to make sure I answer things, as completely as possible.

’cause it’s difficult to, kind of have a back and forth conversation when doing the live streams. Just kind of a, a little bit of a, quirk of, of these particular systems. nice thing, but the nice thing about it is the replay automatically becomes available, right? Probably a few minutes after the event.

right. LinkedIn is handling, recording this and encoding it. So as soon as it’s done, if you want to go back and view something. Give it about five minutes and it usually processes right away. any questions that you might have? Put ’em in the comments? I will answer, like I said, as many as I can. I’ve got my right hand man, Evan, he’s kind of manning the, the chat and keeping an eye on things for me.

So if it’s a simple question that, he’s, he can answer that one that we’ve answered a few times before already, he’ll probably just post the answer in there for you. and if not, we’ll, we’ll bring it in here to, to kind of talk about. I’ll try and kind of take pauses at the end of each section to try and do that.

So I may not see your, question, immediately, but I will, we will try and not, lose it. So. and if you want to get notified of our next event, you can get on our notification list at Pipelineology dot com slash events. And, I’ll even, I have a new page for registering for next week’s event or next month’s event as well.

So we’ll get to that one 

[00:07:44] in just a second though. So without further ado, let’s kind of jump in with this part of the process and that is targeting the right people. And really this is the most common reason that any type of of LinkedIn campaign fails is right from the beginning is it’s not designed to bring the right people in.

And it doesn’t really matter if you’re trying to just kind of post content or if you’re trying to connect with people. If, if you get this wrong, you’re not bringing the right people in. It doesn’t really matter what you’re offering ’cause it’s not relevant to them. So I know this slide is probably a little bit on the small slide.

You may need to try and kind of maximize your screen, but it is a little bit blurry. So let me kind of walk you through, what we’re looking at here. And then this screenshot here, this is a screenshot from Sales Navigator. And when doing, any type of, LinkedIn connection campaign, outreach campaign, something like that, this is a really fantastic tool to have simply because it lets you do targeting that you just can’t do from LinkedIn itself.

Right. LinkedIn’s got some search tools and they’re, they’re reasonably good. but it, it doesn’t let you kind of really refine things. So what we’re looking at here, and I’ll, I’ll walk you through it since I know it, like I said, a little blurry, hard to see. but essentially in this particular case, it’s let’s, we’re imagining that, we have an offer.

We wanna talk to people, we wanna schedule meetings with people who are loan officers at a credit union. So I, we’ve, you know, done this type of campaign before, pretty, pretty straightforward. And in fact, if you just type that into LinkedIn, you, you might be able to, to kind of figure it out, but you’re, you’re kind of missing a lot of the, the nuance of it.

For example, we can search just by job title, so we can search for people who have the job title, title that is in fact loan officer. And if there’s other variations of that, we can put that in. we can make sure that they, you know, are in the proper category that they’re in, banking or financial services.

And in this particular example, one of the things that’s kind of really cool about what a sales navigator can do is, let’s say you said, yeah, but you know, I’m a, I’m a veteran owned type of company, so really this, this offer, we, we do best if I can talk to fellow veterans. So you can do that. In fact, with Sales Navigator, it’s not a simple dropdown.

It says Show me veterans. But in fact, if you go to past company, just grab all the branches of, of the, armed forces and you got it. So put in the US Army, Navy, coast Guard, Marines, do, do, do, do, space Force now, I guess. and all of a sudden now you’ve got. everybody in there, right? There’s, you can add the reserves and all that kind of stuff.

And now, now you’ve got all the veterans. If just do it as a past company search. so some things you can do there. So when it comes to kind of finding these right people, it’s just really think about who they are. Do they have a lot of experience or are they fairly new to their role? You can search for that.

you know, lots of, lots of different kinds of ways you can do that. so valuable tool get, gets you connected to the right people. ’cause if you’re connected to the right people, everything else is a little bit easier. If you, if it’s kind of a, a crapshoot and you’re not sure, then it becomes much, much harder to kind of, well find any types of leads or do any type of business development, from 

[00:11:14] this.

From there, what I’d recommend is if you wanna connect to people, be someone they want to connect with, and if you’ve been on some of my other events, you know, I like to use the slide a lot. I bring it up a lot because it’s really, really important and it makes a huge difference in how well you’re gonna connect with other people.

You gotta remember that LinkedIn at its core is a, is a networking site. It’s a professional business networking type of platform. IE it’s human beings connecting with other human beings and, right, they’ve got lots of business focused tools and you got business pages and stuff like that. But really by and large, all the interaction, all the action is happening human to human, right?

It’s, you’re not, people don’t, people aren’t engaging with companies, or if they are, it’s ’cause somebody’s, some human being is being interesting and posting. so just try and remember that, that this is all about human. So be a human being. Interesting. For example, this is, now, I’m not saying this is the best profile ever, it, but it does, it does get the job done.

So this is, mine from last month. We, we’ve started updating the, the background image now every month to kind of promote each of our upcoming events. But, here’s, here’s what it looked like a month or so ago, because it, it’s got a picture, got a custom background image, kind of lets people know what we do.

Yeah, feel free to use any, you know, images of you doing kind of speaking engagements. Plus also perform really well if you wanted to put, you know, logos of companies you’ve helped. Feel free to do that. We’ve seen that work pretty well. Kind of some of the important sections here is, yeah, you wanna make sure you have a profile picture of, of you, not a logo of your company.

And I still see that. and it should be, you know, publicly visible if it just kind of shows up, is that gray silhouette. Will be absolute garbage. You will not get, a good, a good response rate to any types of connections. You want to have a good, you know, a little headline beneath your name, beneath your name, that little tagline, headline, however you want to call it.

Letting people know what you do, you know, and maybe some interesting things about you. For example, mine says, I really like memes, and hey, I’m into beer. And guess what? People will shoot me memes as, you know, part of the conversation and they’ll, you know, say, Hey, you know, I really like this beer. What’s your, what, what are you drinking lately?

What do you like? I don’t for, for whatever reason, that starts more conversations than anything else, but it gets the conversation going. It kind of breaks the ice, it makes you, makes you seem human right kind of things. If you were actually at an actual event, things that might come up. So, right. Don’t be afraid to have a little bit of personality.

Have a little bit of fun here. that’s kind of the important thing to remember about that. because like I said, if you don’t do that and it just feels very stuffy. It, it doesn’t work very well and you’re probably gonna be disappointed in, in the results you 

[00:14:11] see. when it comes to reaching out, I know once I get to this point of, of ev any presentation where I talk about it, I get people saying, or they don’t say it, but they’re thinking it.

It’s, oh, gosh, I, I would never, that sounds spammy. I don’t want to do that. No, no. That would be be terrible. Right? And you see it backed up. You see people posting about it in the, in the, you know, in the newsfeed and stuff like that. Oh, reaching out. No, that’ll ruin your reputation and things like that.

So this is straight from the horse’s mouth. These are both notifications from, this is both straight from LinkedIn. Reach out to your most recent connections link. This is LinkedIn. This is a notification that they sent me, asking me, Hey, you should reach out to the people, you just connected with them and you should reach out, right?

Because it’s a networking site. Sales navigator screenshot straight from their website, feel free to go to it. Type in LinkedIn sales navigator, go to that page. It says, for, for sales prospecting, from sales prospecting to closing deals. IE this is a tool for sales prospecting. and right. Doing outreach to people that you don’t necessarily know.

So I just kind of wanna mention that. ’cause I know some people get, get a little bit squeamish about it and you know, really this is, these are professional tools and that’s kind of, kind of the idea is, yeah, it, nobody’s coming into work in the morning waiting on, on your cold call or waiting for that, you know, cold email outreach.

But if you do a good job and it’s interesting and it’s relevant to them, some people are gonna respond anyway. No, they didn’t want it. But some, that’s kind of, that’s just advertising in general. And this is just part of that. Alan, I do see your question. Are you an edge share and lookalike? Absolutely, yes, I am.

I, yeah. no. I, I’ve heard it before though. I’ve, I’ve definitely have, have seen that, a few times. I just want you to know I’m the original. I’m much older than him. but, anyway, but, but thanks, thanks guys for, for thinking I look like a celebrity. I, I do appreciate 

[00:16:15] it. all right, so when it comes to getting a meeting, I’m gonna skip over that one just for a second.

I just kind of wanna talk about it, is, you don’t really want to drop your calendar link. you, you see that quite a bit. hey, you know, let’s, let’s have a, let’s have a meeting here. Schedule a time on my calendar. And here’s what I’ll tell you. It seems real convenient. That makes a lot of sense in your head.

It makes the sense in my head. And, I can tell you that in practice it is absolute garbage. It won’t work. we, we’ve tried it over and over and over again. Somebody says, yeah, I’m willing to meet with you. Great. Here’s my link. Crickets. They don’t schedule, right? ’cause, ’cause now they feel like they have to try and jump through hoops to meet with you.

And if you’re doing outreach, you wanna cater to them and make it really easy for them. with the, with an inbound ad campaign, you can do things a little bit differently, including things like calendar links, but from an outbound perspective, it just doesn’t work. So what does work? Two things I would say is one, you gotta ask for the meeting.

Don’t assume that they’re gonna, don’t make them try and ask you and or try and get them interested and cross your fingers and say, well, if I do a really good job of writing a really good message, they’re gonna like it so much that well, they’re gonna ask me if we can meet. They won’t. They, they will not.

but, if you ask them, if you do a good job of writing that message and say, Hey, you know, what, can we, can we schedule a, can we schedule a meeting? Can I send you some information? Can we get a virtual cup of coffee? Kind of, however, whatever the next step in your process looks like, ask those things and offer times.

So. Instead of dropping your calendar, like, Hey, I’ve got some time open on my calendar tomorrow at two 30 Eastern, on LinkedIn. Always please, always use time zones. gets it gets real confusing real fast. Even if you think they’re all like in the, think everybody’s in Texas and they’re all in central time, that wouldn’t be the case.

’cause there’s, you can get all the way out to, you can, you can actually cross over time zones into mountain. but e even then it’s still, people can be in different areas. People could be traveling, people can work remotely now and it doesn’t, you know, we see that a lot. so put your time zone and offer times.

Right? I know it’s more work. It absolutely is more work. But if you don’t do it, you, you will get fewer meetings. Right. Just putting your calendar link will get you fewer meetings. You can ask for theirs and if you’re an industry where that, they often have them that can work. But ask for theirs and book on their calendar, not the other way around.

Don’t ask ’em to try and book on yours. just, just kind of a pro tip. We’ve, we’ve been doing this for, like I said, for about five years. and before that, you know, my corporate career, same type of deal, where, you know, was the, the fewer hoops you tried to make them jump through, the better everything, 

[00:19:12] everything worked.

So, moving on from there then is follow up. for whatever reason this looks, this, this slide did not turn out that well. My apologies on that. but this is the closest thing we have to a silver bullet. That’s what that says. So here’s the big thing you gotta remember, and this is for any type of outreach.

This is not just LinkedIn specific, but if somebody says they might be interested, they’re willing to meet with you. You, you’ve gotten some type of response from them. Follow up. And then keep following up and, and continue to kind of engage with them. ’cause you know what? People get busy and they forget about stuff and they said, yeah, let’s do that.

And then, you know, three things got set on fire in their, in their professional world. And, and now, you know, it’s, it’s three weeks later things are finally calming down and now they’ve got time to respond to you. They, they’ve ignored you now for, for weeks, right? They said they would, something happened, something came up, but now, now they’ve got time again, show up again.

So really the big thing, if you wanna get meetings, keep showing up, again, applies, applies to everything, not in terms of kind of business development. and you don’t have to do it every day. I obviously don’t do it every day. Please, please for everybody’s sanity, don’t do that. But, you know, maybe check in, you know, every, you know, two or three times that first week.

Once that next week, you know, once a week, maybe if it’s a month or two later, once a month is fine. You don’t have to get super crazy about it. but just kind of keeping, keeping in front of them, kind of staying, in front of them. And this is, this is again for people who’ve expressed some interest and kind of engaged with you.

If you, if it’s totally cold and you just keep doing it and you’re just gonna, after a certain point, it’s just best to give up. And for us, that number is six. But, do what works best for you. but please do, do follow up. ’cause that is, like I said, this is one of those really, really big things that. I know, I know Evan is probably sick of me talking about it ’cause probably just probably at least once or twice a week during, you know, various meetings that we have.

I, I’m talking about that with the team. Hey, who can we follow up with? Hey, can we, let’s, we need to do some more follow up on this account. Hey, what’s going on with some of these people? We haven’t, checked back with them in a, in a while. Let’s, let’s do some follow up. so I’m sure Evan can, can let you know in case you’re, you know, concerned that I’m, I’m, that’s not really the case is No, I’m, I’m, I’m a, I’m a bit of a, a, a fanatic when it comes to, let’s keep following up with people.

[00:21:45] Alright. Enough of that then LinkedIn events. This is one of these tools that we’ve kind of been playing around with now for about 18 months. I think we did our first one, it was either October or November of 2021. and we, we kind of. I decided to start doing them because, you know, we started to look at LinkedIn kind of engagement numbers, and this is kind of a, one of these kind of glaring differences between LinkedIn and other types of social media.

this slide is a little bit dated. I think this particular one for Facebook is a few years old, so it’s, it’s a little bit different now. but if you just threw TikTok in there, it would probably be a perfect replacement. But there’s two big things to kind of look at there. And, LinkedIn is, the daily time spent on LinkedIn is less than one minute.

In fact, over a given month, that is 17 minutes only for the average user. So what does that mean? That means that people pop on, they might check some messages, they might check, see if anybody wants to connect with them, scroll maybe a little bit just to see if there’s anything really popular they missed and then they’re gone.

They’re gone. They, they won’t be back now for, you know, a few days maybe, maybe even next week, right? Maybe they may only check their accounts, you know, two or three times in, in a given month. That’s LinkedIn. So people are not spending a lot of time on the platform compared to personal types of networks.

Your Facebooks, your tiktoks, your Instagrams, things like that. so you can look at this daily time spent on Facebook, 58 minutes in a day. That’s people, you know, basically doom scrolling, cat videos, you know, arguing about politics, whatever it is, people are, you know, whatever they use Facebook for, that’s, that’s where they spend their time.

So when we think about trying to kind of engage on LinkedIn, we have to think about it a little bit different way. To do it. And that’s why events have kind of become, you know, one of our go-to strategies to kind of help fully make, build a full campaign, not, it’s not just outreach based, that can really bring people back in, engage with our current networks, because this will bring people back onto the platform which LinkedIn likes.

So then they’re gonna reward you with more visibility. And one, it’s good, it’s good for your users too, because you’re actually giving them something of value to, to do instead of doom scrolling on, on Facebook. nothing against that. that’s totally up to you if you wanna do that. so again, I know for next time I’m gonna make sure my, my stuff’s a little bit bigger so that you guys can actually see the details on, on some of this stuff.

Because I know some of these slides, it’s a little bit difficult to, a little bit difficult to read some of this stuff. But essentially one of the great things about doing a LinkedIn event. Is that, you, they come, the invites come in as part of your notifications. So under my network where you might get notifications to connect with people, you’re gonna get your invite, your event invitations right there as well.

So it becomes really easy to accept and decide if you want to attend one. It’s not a whole lot of steps to jump through. Now you can, this is optional. Make it so that your event is a little bit more difficult to sign up for and have them fill out a form and enter their information. LinkedIn will prefill most of that information so they don’t have to try and type it, especially if they’re on mobile, right?

People will not type much on mobile, but, nonetheless, what you’re gonna find is that your, your, your registrants are gonna be way, way down. And your live attendance is also gonna be way, way down simply because you kind of, you added a lot of friction to the process. So. We generally don’t, we don’t put a gate in front of, of the attending as if you click accept.

Cool. You’re in the list, you know, we were hope, we’re hoping, hoping to see you. LinkedIn’s gonna follow up with you, let you know what your event’s coming up and you know, we might send you a message. Some of you I’m sure got the message that you know, hey, we just wanted remind you about it. Other you didn’t.

We had, I think we had 900 and Evan, do you know what the number was? Did we have 968? Was it 972? Something like that? People register today. 

[00:26:10] Evan: Yeah. Yeah. I believe it was around 972. 

[00:26:12] 972. So, you know, if it was a small event, you know, we had a hundred people. We, we would absolutely message everybody and just remind them, 9 72 people, obviously that’s a little bit too much to try and, crank out in a day or two, without LinkedIn getting a little unhappy.

But, so we send out reminders where we can. but we find that this makes it really easy to get people to, you know, get visibility for it, get people to attend the event, because basically LinkedIn’s kind of helping us out by throwing it in this note network section. so compared to trying to do it via like an email list or something like that, we find we just get a lot more, more people, we get a lot more engagement.

you guys can see it here, right? You’ve got, with the live stream, you can comment, ask questions and, and engage during it. And, speaking of that, I’m gonna, as soon as we get past this next done with this, section here in events, I will, take a few questions here because I see a few of them there and I’ll, I’ll, I’ll, kind of address it from there.

So, so LinkedIn events, basically this allows you kind of to continue to meaningfully engage your existing network. So, like I said, with outreach there, there is a limit to how much you can do it, especially if nobody’s responding. If you keep doing it, basically people are just gonna block you, disconnect and disengage with you.

whereas if you do an event, it’s a soft follow up, it’s a soft invite. It’s accept or ignore real easy, not bothering anybody. But if it’s something that interests them, guess what? It’s, it’s a great way for them to come learn and, you know, you know, no pressure type of environment too. So it, it’s not like hopping on a, a call with somebody where you’ve gotta be like really engaged and are they gonna try and sell me something?

Nah, you can just sit back and, and learn and, you know, get a little bit more, you know, familiarity with that person. And the thing is about any type of event, it’s not just LinkedIn, webinars, speaking engagements of any kind, right? Are kind of a high authority, have a high trust factor to them. So they’re certainly a good way to, to kind of have, have people learn about you in a way that presents you as well, essentially the expert on the topic.

So. that’s a good question, Micah. We’ll get to that one in just a second. So, speaking of events, ’cause I know we could, I could talk about this for another hour. So instead of me talking about it on this one, let’s do that next month. So next month that is gonna be our event topic is using LinkedIn events to fill your sales pipeline.

we will be sending out lots of invites. We’ll, we’ll get those all sent out through LinkedIn. one thing to keep in mind is LinkedIn will limit you to how many people you can invite in a given week. And that number is 1000. I have 20,000, 21,000 connections on my network right now, which means I can’t ever get to everybody.

so if you wanna make sure you get the, the notification for it, you can just sign up, give us your email and we’ll let you know when the, the registration opens up, which should probably be tomorrow. But if you do have questions about, you know, or, but if you do wanna make sure you get on the list, go to that link there, Evan.

If you could post a link in there, just if somebody wants, wants it so they can click on it. so they can just get that, get signed up for that. So if you wanna really kind of dig into the LinkedIn events more and kind of all the, the tips and tricks that we’ve learned from getting people to sign up to how to create ones that actually get people to show up and get people to show up live for them.

this, we’ll we will do that one next month. ’cause yeah, I don’t wanna, I don’t wanna spend the whole time this time ’cause we got some other kind of cool stuff to talk about too. So we, we’ll talk about this in depth next 

[00:29:56] month. so from there, let me just, we’ll take a break from the content here and I’m just gonna go through and answer some of these questions.

see Michael, we’ve got a bunch of ideas, a bunch of questions here.

I would say, let’s see here. So let’s, let’s start with this one. So just, you can see which one I’m looking at on screen here. So Michael asked on LinkedIn events, what works to get people to sign up, send them an invite, really, right? The the biggest thing is, is your topic relevant and interesting to the people you are inviting.

So that’s why building a network is really important. And kind of that initial, that initial section we said is finding the right people. So that’s why we encourage clients, even if they’re not gonna ever do any type of, of outbound prospecting or, or business development on the platform. That’s still kind of building that curated list of, of connections is so important is because if you’ve got the right connections, that tells you I’ve got, I’ve got 2000 connections.

Let’s go back to that loan officer example. I’ve got 2000 loan officer connections. Now if I’m creating an event that I can tailor it to them and now I can invite them and I’m gonna probably get a much better response rate to it because it’s relevant to the people I’m inviting. But if your network has kind of been grown haphazardly or you haven’t really spent, you just kind of, jumped from jumping around, kind of grabbing people off of, you know, comment lists and things like that, right?

Some of the LinkedIn tools out there, do some really cool stuff that, but ultimately builds you some really irrelevant, group, you know, connections. so get, get relevant connections, get, and then find a topic that you say, I think this is gonna be interesting to them. and yeah, there’s some nuance to it, but ultimately if you invite people to something that’s relevant to them, they will say yes.

and some of this stuff I would say is that it’s probably a little bit in the weeds so we won’t get too much into it. but Michael, I would definitely encourage you to sign up for next month. ’cause. We’re gonna, we’re gonna be in the weeds, man. We are really gonna kind of dig into LinkedIn events next month, on how to do it.

let’s see here. What other questions do we have? Evan, what else have you seen? 

[00:32:24] Evan: so, we do have a few more from Michael. 

[00:32:27] base on, I wanna, I’ll take this one from Matt first ’cause this one’s really important, you know. Agreed. I, I, I have craft beer and bourbon in mine. Excellent.

Matt. I am, I’m, you know, I’ve been, this has been like my year to kind of get into bourbon. I’m always looking for good suggestions in that. ’cause I am very much a novice, and I’m, but I’m, but I’m trying, so if you got any suggestions there, post ’em in the comments. I’m interested. Okay. Evan, go ahead.

I’m, I’m sorry. I’m de I’m derailing you, I’m distracting you from what we’re supposed to be doing here. Okay. You’re 

[00:32:57] good? 

[00:32:58] Evan: Yeah. This next question is from Tammy. they asked what your opinion is about sending information after they connect, or do you think it’s better to engage in light conversation first?

[00:33:08] Here is my approach on sending information after we connect. So, if you’ve, what we do is we have found that it is best to reach out and basically say hello, what we call a friendly greeting, if you will, to somebody who’s a new connection. If you immediately wanna start getting into the, Hey, here’s what I do.

Hey, here’s how we can help you. Hey, here’s my calendar link. Please book a time At your convenience, you’re gonna find that this is a re, that LinkedIn is a really difficult place to do business. You’re gonna say, man, I don’t know why people keep saying this is a good thing. It just doesn’t work. Everybody says, no thank you.

you know, 75% of the people I connect with, they just disconnect from me. it just doesn’t work. And it, and right you, you think, you, you, it sounds right. It sounds like this is what I should do. So what we do is we just stick up. Extra step in there. We send out a friendly message, basically say hello to people.

you know, probably two or three sentences. We don’t ask them any questions and, we, we don’t tell ’em anything about what we do. We mostly just saying hello. And that gets people to a respond, usually give with a thumbs up or a, Hey, thanks, or, hey, nice to connect. But, if they start to engage with us, it makes it much easier when we actually wanna send out a bit of an introduction, let ’em know, here, here’s what we do.

Hey, can I send you some more information about that? Or, Hey, can we meet for a virtual cup of coffee if you actually say that for a second or third message. So yes, I would say it’s better to a little bit of light conversation, send them a greeting. But yeah, don’t, don’t try and, don’t try and do the pitch slap where essentially, Hey, thanks for connecting.

You know, we’ve got this great tool for getting, you know, top rankings and, you know, Google, blah blah, blah. It’s, it, it all, all, you’re, you’ll get the low hanging fruit, but it’ll really, really kind of makes for a tough, tough sledding. If you did want to just be able to kind of hit people right away, use in mail.

this one that’s a little outside the scope of today ’cause I, I just didn’t have time. We just didn’t have time to fit it all in today. But that would be a good tool for an InMail type of, of of campaign. Alright, I think I’m going to kinda keep going here. other guys, I see, you know, Gabriel, I see you guys, with, with some of this stuff.

I will, I will circle back on those if we don’t get a a, a good reply for you there. But, we’ll I’ll cover them in just a little bit here, but I don’t wanna keep everybody kind of waiting on the next section because I definitely wanna talk about the next section before we run out of, run out of 

[00:35:51  time here.

So, taking the conversation off LinkedIn, and this is one of those strategies that, you know, I, I think. People kind of forget about is that people don’t exist just on LinkedIn, right? They’re, they’re human beings and they’re everywhere, right? I’m sitting in an office today, I’m not just, a disembodied, you know, floating head on a, on a video screen.

so engaging in a different place is can, can be quite effective. So, using tools, we’re gonna talk a little bit about email retargeting, direct mail. this slide used to talk about phone and SMS, as tools and we don’t use either of those anymore ’cause they were really ineffective except for following up with people who’ve already engaged with you.

But as, as outreach tools. You know, I’m, I’m no expert on cold calling. We don’t do it. and SMS was just a, a minefield of, of compliance issues and, spam requirements and all kinds of, so we, we just said, you know what? It’s not really producing results anyway. It works fine if you’re following up with somebody after you know, you talk to ’em.

That’s great. That’s what it’s good for. it is really, really bad for outreach, in our experience. so, let’s kind of jump into some of those 

[00:37:12] here. So, email, emailing someone you connected with on LinkedIn is a good way to get a response from them, right? as we remember that slide from earlier where people are only spending 17 minutes a month on LinkedIn, that means they’re not there very often.

That means if you message ’em and they’re, they’re not on today, it could be another week or two or three before they, and actually see your message. some people are on all the time and they respond well, and they’re really, you know, they’re really responsive. Other people, not at all. It can take a while to get a response.

So moving that conversation to email, can be kind of an, an a, a very, what I call intuitive way to kind of carry on the conversation, Hey, we connected on LinkedIn, thought I’d email you instead. But here’s the, here’s the way to do it. That kind of maintains all the benefits of, of LinkedIn and still gets you the fast response and, and, easy, you know, easy, easy emailing of, of the system.

So, maintain the continuity. What I mean by that is, let’s see who just Michael, Michael, we just recently connected on LinkedIn. If you’re like me, maybe you don’t check your messages very often, so I thought I’d send you an email instead. So what did I do there? I have now kind of bridged that whole gap from LinkedIn to email.

Now they know why I’m emailing them. I told them we’re connected on LinkedIn. So all of a sudden I’m not, I’m not just another spammer from from Nigeria who just so happens to be a prince and boy do I have the deal for you. Right? so for, so by kind of maintaining that type of continuity in there, now they can go back and actually just put your LinkedIn, I always put my LinkedIn profile link and my signature whenever doing this type of thing.

So they can just click on it and see one that we are in fact connected that’s important and two, that that’s a good place for them to learn about you. Right? If we go back to that about section or your, your profile, now they can learn about you in a safe place. ’cause it’s LinkedIn so it’s not some scammy looking, you know, link of who knows what they’re clicking on.

It’s a LinkedIn link. so email can be a really good tool for kind of doing follow up there. and Alan, you’re right, oftentimes people have their email, in connect in their contact info. So here, here’s the comment here. Yes, in fact, we find that this is close to 90% of the time if you’re connected with them.

Very few people have it listed publicly. Almost everybody has it listed for people who are connected to them. So easy way to just kind of carry on a conversation, probably more often than not when we’re responding back and forth with somebody. At least in some types of, in some industries, it’s just about everybody.

Like hr, HR specifically, we’re dealing with them. Everybody wants us to email them. They’re like, I can’t even keep, I can’t keep track of everything. Right? They got so much going on. Just email me and I got at least have a system in place for that. They don’t want you message, you know, like, here’s my great, thanks for contacting me.

Follow up via email. So honestly, you’re, you’re, you’re essentially kind of going, going with the flow, with most of that stuff anyways, that’s, that’s ultimately where you’re 

[00:40:34] gonna wanna show up. So, alright, now let’s really kind of get into some of the stuff that nobody is doing, at least boy. Yeah, we have, we have almost never seen this.

I might see this once or twice a year. and that’s direct mail and that’s kind of taking, that’s right. If we go email. Lots of people do this, right? LinkedIn, even more people do it. Not many people, right? Maybe 10% of people go to email from there. How many people go from di from that to direct mail?

None. One, one out of a thousand, maybe. So for example, right? If you’re, you’re talking with somebody and all of a sudden pops a, an actual card you can hold in your hand, right? And this is, this is a vendor we’re, we’re looking at right now. I’m, I’m sure, I’m sure you can’t read that, but they’ve got this kind of like handwriting robot type of thing that actually holds, it’s a robot that holds a pen and writes with it.

So it has all the kind of variance of an actual, Handwrytten note. super cool stuff. but kind of being able to take that stuff and, and actually all of a sudden now, now it’s not just virtual, now, it’s not just on a right, it’s not on the screen anymore. It’s not just through glass. You’re, you’re actually something tangible.

You’re holding. So, where would you use something like this? So, a couple ways that we’ve done it. So let me, let me show you this one first. ’cause this one was, one that we’ve, we really liked. ’cause it got us really good meetings. But from a turning it into a service that we could offer to our clients, it was so expensive And so time consuming that we said, yeah, we’re, we’re just gonna have to skip this one.

So I’m happy to tell you all about it and I don’t have to hold anything back ’cause it’s not a service we offer. ’cause honestly, it, it’s, it’s, it’s very time consuming, but it’s really cool. So I call it the coffee mug campaign. Here’s kind of the idea behind this one is you connect with somebody and generally I would recommend these be kind of hand-selected lists of people.

Really kind of the, here’s here’s the people I would really like to meet with. ’cause again, this is, it’s a bit of a time consuming project to, for somebody to do. So we get these. Coffee mugs printed up, custom for us, and I know that’s not in focus, but we put our logo on it, we put a QR code, we put our name on it, and I even go so far as, I buy this Starbucks instant coffee.

Don’t cheap out here, buy the Starbucks stuff, something they’re gonna recognize. And I, I pop it in the thing and then we put a little note in there, just kind of saying, Hey, we recently connected on LinkedIn. I said, if I figured, if I wanted to, ask you for a, a virtual cup of coffee, I should at least buy the coffee.

That’s why I sent them the coffee mug and the coffee. So now all of a sudden I’ve, I’ve really made this very different from anything else that they’ve seen. And it, it gets you meetings, it gets you responses from people that are not gonna respond to anything else. and then that’s why we like it.

So, like I said, it’s, it’s really tough to scale, but if you’ve got, you know, a small group of people, maybe you know, a hundred or so people, and you’ve got somebody on your team with that, you know, can, can take, you know, an hour or so a week to kind of do this slowly, it, it, it’s a really cool kind of way to, to stand out and just show up in a way that nobody else is doing.

No, literally nobody else is, is trying that. However, it’s not automated, right? You can’t automate it, which frustrates me because, you know, there, it’s, it’s so labor intensive. Hence why we can’t offer it as a, as a 

[00:44:22] service to our clients. I really want to, so here’s what we’re testing out right now, and I’m gonna let you guys test it out too and let me know if you like it.

you can send a postcard or a letter, right? Postcard letter or something kind of like this to people who maybe have visited a webpage. So, as part of your process, if part of what you do is watch, have them watch a demo video, what you guys offer, checkouts and case studies, something like that.

Something that can get ’em onto your webpage. So you can do this particular step. This can be really cool. Keep on, keep in mind we’re just talking about direct mail retargeting. All retargeting here is, is valid. LinkedIn has a retargeting option. Really, it, it’s, that’s probably the best way. If you’re gonna do LinkedIn ads, that’s probably the best way to do it, is from a retargeting perspective.

Google offers it. Facebook, everybody offers retargeting, so. Right. We’re talking about a very specific one that can basically take somebody who popped on your website and identify them, not just with who they are and their email address, but their mailing address. And it’s not perfect. I will warn you right now, if you’re in like me and you’re in an office building, like there’s 14 stories here, it probably isn’t going to identify you correctly.

If you’re at home, really good chance it’s gonna identify you correctly. so, and then all of a sudden one of these pops in and it’s like, whoa, I and I, I don’t remember that. And now I’ve, I’ve got, and now I can identify you. Now I’ve got your name. I can go back and I can put you back in my LinkedIn follow up.

Hey, I can follow up via LinkedIn to see if you got my letter. Right Now we’re, now we’re kind of bringing this full circle. Now we’re saying, all right, we’re, we’re going off platform, we’re coming back on platform full circle. Really, really a different type of prospecting experience. And again, who does it?

Nobody, nobody does this unless, except for the people who sell this type of technology. So I wanna show you, so you can experience it for yourself. If you go to pro Pipelineology dot com, you don’t have to do anything. There will be a popup at some point that asks you to, if this says, this website wants to see your location, click yes.

We haven’t figured out a way around that yet. We’re working on it though. But for now, just click yes if you wanna see it working. If you don’t wanna see it working, then just click deny. But just keep in mind, you’re not getting a postcard from me. and I’m not saying that that postcard happens to have a Starbucks gift card code on it.

but it might. but, you know, things, things we wanna kind of, we’re, we’re testing it out. I don’t know how well it’s gonna work, but figured, Hey, if you guys wanna see it, we’ll just do it as part of it, an experiment here so you can, guys can check it out. so if you want to be 100% sure you get it right, the, the technology’s not perfect.

Like I said, if you’re in an office building or even in probably an apartment complex, it might not identify you correctly. if you don’t click the accept, the accept button on on the location, it certainly won’t fire. So if you wanna be a hundred percent sure, you know what? Email Evan, he will manually put you in and make sure you get it.

So we’ll hook you up, make sure you guys can see it. So, but it, it’s, it’s pretty cool. We’re testing it out right now. So I don’t have all the stats to share with you, but I figured this would be relevant for an advance session because, you know, we’re always kind of experimenting with new types of things.

and I thought this one was really cool. and we’re talking to various vendors right now who can do a lot. Better, more accurate targeting, but we figured for now, let’s just get one up here and running and, and go with that. So, like I said, if you guys wanna check it out, you can go here. Like I said, you don’t have to fill anything out.

You can just click it. It will, it will identify you correctly about 50% of the time. So if you’re not sure, you don’t think it’s gonna work, email Evan and he’ll make sure that your name’s in the list properly, or he’ll put you in there if it, if it didn’t detect you correctly. So, check it 

[00:48:21] out. so that is what I have for you guys today.

and you know, really, you know, right, getting connected with the right people, messaging them, making sure you’re, you’re somebody they want to connect with, following up with them, taking them off platform, using, you know, tools. Like not just email, like email’s easy, email’s effective, but email’s easy. So if it, if there’s too much noise via email.

Using tools like direct mail can really help you stand out if you need some help with this and you don’t have the time to kind of do this yourselves. And this is generally who we work with. We work with consultants, a lot of cases or teams that they’re busy, they don’t have time to kind of manage the business development or spend their time kind of babysitting a team of people to do it.

It can be a lot. right. Automation is great. We’ve got lots and lots of tools at our disposal to do it, but there’s certain things that you just need a human being for. And, that, that’s where we come in, is we kind of take this off your hands. We manage it for you. We, you know, it is one of it’s human beings kind of responding and following up.

So things sound right. They’re not, they’re not weird, you know, AI things with 10 or with 12 fingers and weird types of things like that. So, if it’s something you’re looking for, it’s something we can help you with. you can schedule a call with me directly@theappointmentlab.com. Or you can just email me, Gary at Pipelineology dot com.

We can have a conversation and see if it’s something that’d be a kind of a good fit for you or your company or your team. and, and we’ll kind of have, we’ll kind of take that conversation, to a, to a Zoom call. So we won’t make a big pitch about it here. ’cause I see we have a whole lot of questions to answer.

So, real quick, the appointment lab.com, if you are in fact interested. And, if, if not, let’s jump into the questions. ’cause Oh man, there’s a, there’s a whole lot of stuff, here. So guys, you guys, where should we start? Evan? You got, you got, you got a, you got a good one for me here that we can kind of jump 

[00:50:25] into?

[00:50:27] Evan: I guess the main one is from Gabriel just asking like, how do you know where to send the mug? Like, ’cause most people work from home today. 

[00:50:35] Sure. that’s a great question, Evan, since you kind of manage that project, do you wanna tell ’em how you do it? 

[00:50:47] Evan: Yeah, absolutely. So, I know that we used, we’ll currently still use a website called True people search.com, I believe it’s called.

And, most of the time that does have their actual home address. And we’ve been very successful at sending it to that home address. And then, you know, like Gary said, following up with them on LinkedIn and asking if they’ve, received the mug. So that’s the website that’s, worked for me. 

[00:51:14] Yeah, so there’s, there’s definitely tools out there.

If you’ve got somebody’s name and you Right, if you connected with them on LinkedIn, you know, roughly where they’re located usually, you could, you know, addresses can oftentimes be found on their website. things like that. The, the one that Evan mentioned, the important thing is probably the step I kind of skipped on that slide is we make sure that we a, have actually connected with them on LinkedIn.

That’s important. We wanna have that connection established. And then two, we want to follow up and make sure they received it. So we want to kind of. We wanna use all the tools we’ve got. So we wanna make sure that, hey, if we’re gonna send them this thing, we’re spend the money on that. then we’re gonna follow up with that one as, as well.

And we’re gonna take ’em back online where we know that they’re active in a real person. So we don’t just buy a list and cross our fingers. We try and make sure that they’re actively engaged somewhere to do something like that. So, but yeah, with, with people often working from home, you know. A lot of those databases are, are in fact still public.

So you can, you can find that information about where somebody lives and it’s, it’s not a hundred percent. Sometimes you, you get a bad address. sometimes you, you’re just like, okay, they’re, they’re definitely local to where the office is. Let’s send it to the office with their name on it. so different ways to approach it.

like I said, it’s a little bit time consuming ’cause a human being actually has to look and, and figure out if that was actually, you know, the, the best way to do it. So it’s, it’s, it’s good for an internal team who’s, you know, says, you know, here’s, here’s the a hundred people we want to meet with this, this year.

right. And you can Right you if you, if you get ’em right, you know, you can say, you can send ’em other things too. This was one that we used briefly for, you know, kind of following up on the same type of thing. This is a pen with a laser pointer in it. Right. If I get it just right that you can kind of see it there, you know, and you know, we put this one in a nice little black padded envelope and say, Hey, you know, We can help you kinda laser, laser target, people who’d be interested in your services. So I thought you’d send you this laser point, right? You can be a little bit corny with, with the messaging, but it’s just kind of a, kind of an excuse to kind of, again, get back in there in their mailbox. So lots of, lots of things you can do.

You wouldn’t have to use just a mug. but yeah, the address is probably the hardest part. Once you have it, cool, you’ve got a really, really valuable list. But, it is a little bit, little bit of time or work to, to get a, a good list together. Alright, Evan, who else we got? 

[00:53:43] Evan: yeah, we have another question here from, Hannah and they just ask if there’s any tips on organizing your leads and lead lists on sales Nav.

[00:53:53] All right, Hannah, and I think I actually remember you ’cause I remember I was gonna use this as an example of a good way to write a. A, a connection request. ’cause I think in your message you said your name is pronounced similar to lasagna. So am I saying it right? Hania. but anyway, it was, it was really good.

So thanks for reaching out. Great, great connecting with you. And thanks for showing up for this. So, any tips on organizing your leads and lead lists in Sales Navigator? So here’s kind of how we, we do it. Is there is in fact, you know, a, a safe. Features. So, if you’ve got a list, you know, kind of crafted, you’ve got it all the, all the right targeting, we try and kind of, I would say target narrowly instead of try and target broadly.

Anybody you could possibly connect with is pick an industry, pick the job titles even, you know, pick certain sizes, pick the g geographical parameters you want, if it’s United States or Canada or Australia or Croatia, wherever you guys are targeting. or it can, it can get really specific. I’ve got a client that they’re in, Chicagoland and they just want to be in that huge metro area or, one that, you know, they want their people, they prefer to just target Texas.

so that can all be done. But, you know, kind of, I would say do multiple searches, save them, put ’em in there. And yes, having some software in place that will help you connect with those people is really, really helpful. ’cause it can be, it can be a lot to try and manage. Sales navigator is a good tool, but it’s usually not the only tool you need.

hence why it like connects with different CRMs, which probably you’re probably, it connects with Microsoft CRM, which I can’t even think of the name of it ’cause nobody uses it. but Microsoft owns LinkedIn, so that’s why they connect with it. It also connects with Salesforce, and HubSpot. but, yeah, there’s lots of, lots of kind of connection software out there that very specifically we’ll use those searches that really will make your life a a lot easier.

but since, you know, I try not to recommend too many. Software types of platform. ’cause I’m not here to chafer for any of any of those guys, but there’s a bunch out there if there’s one you guys wanna, you know, most of them do a pretty good job of kind of using those sales navigator searches to connect with people.

And my recommendation is just find one that’s cloud-based. all right. But ex excellent question, Hania. what else we got? Evan? 

[00:56:26] Evan: Yeah, this question is from Sheldon. I know you touched base on this earlier, but they were just asking for some more ideas on icebreakers after the connection. 

[00:56:35] So after the connection message, how can we build a conversation and request them to come back for a quick call?

I like to do what I call an introduction sandwich. basically I’m gonna reach out and introduce myself and encourage them to do the same. That part’s important. Don’t skip that. Right? You, you wanna hear back from them. so I wanna tell them what I do. And as part of that, you know, then I’m gonna put my offer in there if that’s, I wanna send them some information that sounds, you know, hey, you know, we, let’s see.

I don’t even know which version of, of our message we’re using right now. It says something along the lines of, you know, we work with consultants to help them, build a sales pipeline using, LinkedIn, events and, and podcast interviews. Is it okay if I send you a demo about how that works? and something looks, look, but I, I’m framing it as an introduction.

So, that, that’s kind of how I, I, I do that. I’m not sure if that is exactly what you asked, but that would be kind of how we kind of structure our, our stuff to kind of make it feel not quite as intrusive or just that we only care about, you know. Get on, get on a meeting or get out of my network type of thing.

’cause that’s not what you want. Right. Our, our whole idea is we wanna build the network because we don’t need to, you know, they don’t need to come by from us. Right. We can, we can do events and we’ll kind of bring people in that way too, and all kinds of things. what else? what else you got? Evan?

[00:58:06] Evan: Yeah, we have another question from Hania. So, they said less asking about external tools and more trying to understand within LinkedIn sales navigator what different lists to create, et cetera, by quarters, by persona, et cetera. 

[00:58:22] Yeah, I would say you’re, you’re probably trying to do it kind of by, by the persona you’re looking for.

So, here, I’ll kind of give you an example. We’ve got, we’ve got a client that works in, supply chain, right? And then one, if one thing we’ve learned, all learned about from the the COVID Pandemic is that now we all know what supply chains are and how they, how they work, and how they’re a huge mess.

So we break this up and say, okay, there’s certain job titles that this is the messaging they’re gonna get. So this CEO or the COO, the messaging to them is different than if we’re talking to the, excuse me, the vice president of supply chain, which is in fact the title, excuse me, that some people have. So we break that up and say, okay, now we’re targeting the CEO and CFO.

Now let’s break that down further and say, well now we’re gonna do it by industry. So we’re gonna do manufacturing and we’re gonna do retail, and we’re gonna do life sciences, and things like that. So now we’ve gotten, so we’ve broken it up by two different types of job titles, and now we’ve got three different subcategories.

So ultimately now we’ve got. You know, six different sales navigator searches that we’ve done. So we save them all and we label them all so that we can kind of use them for building the connections that way. And so that we can vary up the messaging as necessary so that, you know, the CEO gets a little bit different type of message that’s more relevant to what he’s doing than say the person who actually works in this day in and day out.

right. Just different, different job titles have different concerns, about, right. the human resources department, the messaging is always, always very different to them than it would be to the person, you know, they might report to, that’s a C-suite if they, they don’t have a, a position there. So the CEO or COO, very different conversation with them than it would be with hr.

I hope, I hope that that helps a little bit. I. Great, great questions, guys. you know, keep ’em coming. I know we’re, we’re over the hour mark here, so I know if you gotta get going, please, please don’t let me hold up your day anymore. But, I’ll stay here and keep answering questions, as you guys keep sending them in.

So, I’ll just keep Evan, Evan, read me the, read me the ones that, that he finds and we’ll kind of scroll through here and try and, address anything, that we might have missed. So, Evan, who’s up next? 

[01:00:55] Evan: Oh, it looks like that is the end of the list so far. 

[01:00:58] Okay. You guys are making it easy on me today.

yeah, appreciate all the questions. I know a lot of them, we kind of we’re, we’re similar to other ones, that we used. So I apologize if we skipped it. If, if I missed it. oh, here’s, here’s one, here’s one from Susan. This is probably a, a good question ’cause I get asked this one quite a bit. Aren’t people gonna get annoyed getting contacted by their, their Gmail?

people are gonna. People who are gonna get annoyed are gonna get annoyed by everything. They’re gonna get annoyed whether you contact them via LinkedIn email, you ran a Facebook ad, you know that’s gonna annoy them, right? That, you know, maybe you’re real big and you, you run TV ads. That’s gonna pe people who are gonna be annoyed are gonna be annoyed.

so we have found that we don’t see really any difference contacting ’em via Gmail or their, their work email. it, it doesn’t matter. They’re either annoyed or not annoyed, whether you, whether, whether or not you use that, their personal or work address.

and is there anybody else? Anything else? I’m, I’m missing here. I, I apologize if I missed your question before. We did kind of have a bunch of stuff. Oh, here’s a good one from the tally. how did you get 900 people to RSVP if you can only sign a thousand invitations? vital. You can only send a thousand invitations a week.

So we actually scheduled these about a month in advance, so I can do 4,000 on my account, and I have my team do the same thing. So we’ve got, five people on the team. Two of ’em are pretty new. They have pretty small, accounts, but, everybody can, everybody on your team can send out invites and invite their network to, to, an event.

So, no, I’m not getting a 90% rate on, on the events that we do. That would be really cool. I wish that were the case, but no, we, we have usually send out anywhere from, five to 10,000 invites because we’ve got multiple accounts. ’cause we have a, a team that does it. So if you’re just one person doing an event, your event is gonna be.

much smaller initially, and, and as things grow, it will be, you’ll get more people and, you know, you can start kind of building email lists, or you could even, it’s a live stream. You could do this. You have a big following on Facebook or something too. You, you can kind of use that. So, lots of, lots of, lots of things you can do.

We are gonna jump into that more, next month though, so please do come to that, particular event. and we’ll, we’ll cover that in more depth late, just covering this one from Clarence here. Join late. Is there gonna be a replay? yep. for anybody who did join late. The cool thing about doing these as a live stream on LinkedIn is that as soon as I wrap things up here and end the broadcast, it will process that and usually in about three to five minutes, the replay is up.

basically immediately, you’ll wanna skip ahead about five minutes, just to get to the start of the actual content, versus me just kind of sitting and, and making small talk with people about where they’re from. So, good questions. what, what else we got Evan? Anybody that I’m missing here?

I’m just trying to kind of go through these quickly. 

[01:04:10] Evan: Yeah, we have a question from Alan. they asked once set up in sales navigator, how do you send them all emails? Do you do it one at a time or automated? 

[01:04:22] Alan there it’s okay. There’s the question. So once we are set up a list in Sales Navigator, how to send them all through InMails, there’re, well that is, that is kind of the up to you.

If, however you want to do it, you can do it through InMail, manually. And if you’ve got a small list of people, that will probably work just fine. if you’ve got a pretty large list, that would be pretty difficult to do because, Again, we don’t, I don’t want to get too, too complicated here, but InMail is kind of set up so that you’ve got a certain number of credits to use in any particular month, and I think it’s 50 right now.

and if they reply, you get the credit back. but nonetheless, it’s, it’s pretty limited. But if you have, the sales navigator subscription, you can message up to 800 people in a month who’ve got, also have different levels of premium accounts, which is a pain in the butt to sort through manually.

But, software systems are, can do it no problem. They can, you know, they can figure that out for you. So that’s why I said sales navigators are really good starting tool, but having a another tool that kind of sits on top of it that uses that, tool to its fullest is usually how we recommend people do it.

Just ’cause it’s, it’s pretty, it, it’s a, it, sales nav navigator is great, but it doesn’t have quite all the functionality that most teams are are gonna want for it. lemme grab this one here from Aaron too, since it’s right below. how do you usually structure your outreach cadence? It depends a little bit on the campaign and kind of what we’re trying to accomplish, but, since you asked, the most common one I use, is, 24 hours after they connect will for message ’em for the first time.

then three days and then seven days though. I think the internal one is set at 24 hours, seven and 14 days. Mine, mine, mine is very, very slow. just ’cause we, we tend to be pretty busy. So I actually have slowed down the messaging, just to kind of make sure we can kind of do everything we’re supposed to be doing.

But, that you, like I said, you can kind of structure them however kind of fits for you, which is, which is great. alright. any others that I’m not seeing yet here? Evan? 

[01:06:50] Evan: Yeah, I see one from Finon. Hopefully I pronounced that right. they just asked, how would you target companies using specific software?

[01:06:59] Oh, that’s a really good question. Okay. In, about a, probably six months ago, I would’ve told you can’t be done. fortunately that is not the answer anymore or that you would need to kind of go to an external type of source. However, you can do it through LinkedIn, provided that your software has a big enough install base that it kind of shows up in the list here.

So, since this one ends up getting really, really specific, here’s what you do is you’re gonna go into, you’re gonna need the sales navigator advanced. So if you have regular sales, sales navigator, it’s not gonna work. Click on your account tab and there’s a technology dropdown. and there’s a list of hundreds of different types of tools that they might be using from different types of Salesforce to Facebook ads, to Google Analytics, all kinds of different software that they, are using at that company.

You take that, the list of all those companies that are using that software, you can then flip ’em back into regular sales navigator by creating an account list and it’s then you just grab a little dropdown there and you can do your filtering as normal. I know that was a, that’s kind of a, a tricky thing to visualize if you’ve never seen it before.

but if you want, you can go ahead and schedule a call with me. It’ll, it’ll probably take me 10 minutes to show you. That’s probably the easiest way to do it. So, the appointment lab.com, just grab a call with me and I’ll, I’ll show you how you would actually do that, but yeah, you, you can actually do that kind of stuff.

In, in sales navigator as well. provided it’s on the list. If it’s not on the list, it gets really, really complicated from there. But they have a surprisingly large number of, of people. Kevin, isn’t there a limit to how many people you can request in a day? There sure is Kevin. and that’s, that’s why the targeting is so important and that you’re connecting with the, the right people.

what that number actually is. LinkedIn does not say, but I’ve seen some people who will say it shouldn’t be more than 20 other people who say you can do a hundred. I haven’t seen many people who say do more than that. we tend to keep it between 50 and 75. That’s kind of been my, my best practice.

And we don’t do it on weekends, so we don’t, no, nothing on weekends. ’cause otherwise it just, you’re, you’re just kind of asking for trouble there. Make sure whatever you’re doing, if you’re using software is it can not do it on the weekends, or if you’ve got a team of actual people doing it, give the weekend off.

Maisha, good question. What’s the tool you’re using that shows questions on your screen? so we stream through StreamYard and, so basically just kinda loads everything in from LinkedIn. So I’ve got two screens. So way over there is the actual feed from for LinkedIn. the one I’m looking at right now is the StreamYard feed.

So all I click is a, I click on your, question, I click show at the bottom, and then boom, it pops up at the night. So it’s got a nice little, little, creature comforts like that. Michael Que I just, I know we asked this one, but you might have missed the answer to it. the, event is going to be recorded. We will, I just once it, once this ends, give it about five minutes and refresh the page and the replay will be there basically immediately. They just need to process it on LinkedIn servers and see, you’ll see the whole thing.

Skip ahead. Five minutes of me just kind of talking. and that’ll be the start of the content. did I miss anything Evan? I feel like I missed things. 

[01:10:52] Evan: only one I see possibly is the other question from Alan that is, what tools do you recommend on top of Sales Navigator? 

[01:11:03] Alan, so I know this is always, this is always a tricky one for me, making recommendations here.

’cause here’s the problem. The tool we use is not publicly available. So I can tell you what it is and then you’re gonna be frustrated ’cause you can’t get a subscription to it. Or I can tell you ones that we don’t use and that’s always a, always a real crap shoot for me. I don’t know how good they are anymore.

but since it comes up a lot, here’s, I have a client who, or a colleague I should say, who, who likes Sky Lead. I don’t, but he likes it. So you could try that one. another one I think Evan, you said you’ve used Octopus CRM in the past and that’s worked okay. there’s quite a few out there, but if you start searching for those, that will get you down that rabbit hole of, that at least kind of points you in the right direction of ones to start looking at, look at those two and kind of go from there.

like I said, I’ve got no affiliation with either of ’em. I don’t use either of them currently, so, but those are at least tools I know that should be able to do everything that we’re, we’re looking at right 

[01:12:11] now. I think is that everybody, that I think I got ’em. I think, do you see any others that I’m missing here?

Or I guess real quick I’ll ask and then I’ll, I’ll just give you guys a few seconds here to, to see. But if there’s any other questions, pop ’em in right now. If I missed it, I apologize. Feel free to post it again. And, if not, I really appreciate everybody showing up. You guys asked great questions, loved all the, loved all the engagement today.

So, really great, seeing everybody. I hope you can join us in April for the next event. that one’s gonna be fun when we’re talking about LinkedIn events and like I said, we’re, we’re gonna really kind of peel back the curtain on it. ’cause you know, the hard there’s, there’s good things and bad things about it is one, there’s not really a tool that makes it all work magically.

which is good. ’cause that way there aren’t too many, there aren’t as many people doing them, which means there’s less competition. And we can show you some of the ways you can kind of use that to make it a little bit easier. Alright. I think we got ’em all. if you do have any other questions, feel free to email me or Evan, Gary at Pipelineology or Evan at Pipelineology.

If I missed it, I apologize. I tried to skip the ones that were similar to other questions that I already were asked. but if you do have other questions, just pop up, pop us over on email and we’ll we’ll get back to you on those. So thanks so much for coming everybody, and we will see you all, see y’all hopefully in April.