Advanced LinkedIn Strategies To Boost Your Sales Pipeline

Advanced LinkedIn Strategies To Boost Your Sales Pipeline

Gary hosts a live session on advanced LinkedIn strategies for building a sales pipeline in competitive markets, emphasizing there is no “one weird trick” and that results now require combining comments, content, and outreach. He outlines a workflow using Sales Navigator and activity signals to target prospects, recommending up to 200 connection requests per week, weekly story-driven posts, and thoughtful commenting to increase exposure. He shares advanced LinkedIn event tactics such as inviting up to 1,000 people per week over several weeks, sending reminders and replays, adding registrants to a CRM, and repurposing events into short clips; he also discusses podcast appearances with a custom link or download to capture leads. Gary advocates direct mail as a differentiator and stresses consistent follow-up, sharing examples where follow-up and mail reactivated stalled opportunities.

Discover:

00:00 Welcome and Setup
03:41 Agenda and Housekeeping
06:12 Flowchart and Targeting
07:53 About Gary and Pipelineology
09:09 No One Weird Trick
11:21 Baseline LinkedIn Playbook
17:08 Advanced LinkedIn Events
22:39 Podcasts for Reach
24:14 Direct Mail to Stand Out
27:58 Follow Up That Works
31:28 Wrap Up and Q&A

Transcript:

[00:00:01] All right. Welcome everybody to today’s session. we’ll be doing advanced LinkedIn strategies to boost your sales pipeline today. So, we’ll be getting started here in just a minute or so. I just want to give. A minute or two here just for the notifications and everything to go out on LinkedIn and make sure the stream is working.

And, then we’ll, we’ll jump right into it. As you know, I don’t like to wait too long to get started. I know, I know you, you’re busy. You got things to do. I do too. So, we’ll get, we’ll get started here just in just a minute or two. how’s, how’s the weather by you today? It’s kind of a, it is an unusually cool day here in Michigan for, for late May, it’s not, not even 60 degrees today.

Which, you know, is, is, is perfectly, perfectly fine, but, just it’s a little cool for, for now that we’re kind of in that post Labor Day or post Memorial Day feels like summer type of type of thing. Evan’s in, always raining in West Virginia. Well, it’s raining here too, I guess. I guess we got, got that kind of dreary drizzle going on today.

trying one thing new today. We’ve got comments in the bottom right corner on the stream. I’m gonna see how they, they turn out. If we like ’em. If we don’t like ’em, you let me know. You lemme know if you like them there. Kind of seeing what people are saying. we’ve always got the view here on the right hand side.

of the, of the stream, if you’re watching on LinkedIn. But if you’re using your mobile device, I know you might not see the chat ’cause I know you’ve got limited, limited real estate and I know I’m, I’m working off of a computer with two monitors so I can see everything whereas. I know sometimes it’s not easy to see all those things when you’re, on a, like an iPad or a tablet or, or even a phone.

So anyway, Virginia, thanks for hopping on in Chicago and David in, the Hudson Valley in New York. I. And, Chris in, Chris in Berkeley, California. I’m sure the weather’s always nice in California. That’s, that seems to be my recollection is even a bad, bad day in California as far as weather goes is usually, more pleasant than what we get here.

but anyway, thanks so much everybody for hopping on. looking forward to this. So let’s, let’s get started. Robert from Pittsburgh, I appreciate you hopping on today. So today we’re gonna be talking about some more advanced LinkedIn strategies to boost your sales pipeline. I know a lot of times, you know, I’ll cover in my sessions kind of, kind of the basics.

and if you’re in a environment where there may not be a lot of competition, Or, you know, you’ve got a big sales team to kind of work, work the volume angle that might work for you. But what we’re seeing, especially over the past couple years, probably really even more so, even the last six months, that things are really, you know, in competitive environments, just doing the basics, just doing the fundamentals, just isn’t, isn’t cutting it anymore.

It’s we’re we’re needing more and more steps, we’re needing more things combined together. To really get the same type of effect, so. I’m gonna cover, cover some of those strategies both on LinkedIn and off LinkedIn today. as always, if you have questions, post them in the chat. we can see ’em here in the, like I said, we can see ’em in the bottom right corner.

and do let me know now that we got a few more people who popped out. Let me know what you think of that. Do you like it? Do you not like it? Do you not care? if you don’t like it, well, we can turn it off. But anyway, let’s, let’s jump into the presentation here 

[00:03:40] today. So. A few housekeeping things.

There’s about a 20 to 32nd delay when I’m live streaming from when, you might hear me say something to when I would see a response to it. So if you post something in the chat after hearing me say it, realize I probably said it about 20 or 30 seconds ago. So, just kind of keep that in mind that it’s a little difficult to do in real time.

back and forth, but I do try and, answer questions as completely as possible to, to make it easy. replays, LinkedIn’s kind of changed their policy on live streams. I, at least as far as I can tell, that basically now it takes ’em about 24 hours for them to show the entire replay. It used to be like five minutes, and then the whole thing would be right there.

Now it’s more limited to 30 minutes. for whatever reason. And, and then about 24 hours later, the full thing, should appear there. So, if you don’t catch it live tomorrow, about this time, it should all be there. and I’ll also be sending out an email to everybody, with the replay once it’s ready.

So, and if you want to be on that list, you wanna get notified of future events, you can go to Pipelineology dot com slash events and just sign up for it there. So the agenda for today, we’re gonna be looking at that one weird trick fallacy of there’s just one thing you gotta do and you just, that’s it.

That that’s all it takes. kind of looking at the, the concept of comments, content, and outreach, that’s kind of our new baseline for what it takes to get. Start seeing results on LinkedIn these days. We’re talking about LinkedIn events, some of the more advanced stuff, right? I talk about events, probably just about every time I do do something like this is something people should be using.

We’re gonna be talking about the stuff I don’t usually cover. some of the more advanced techniques that we do behind the scenes. a little bit more work, but really kind of can be the difference between seeing no results and having a handful of people versus hundreds of people who see the event and ultimately view it and things like that.

I’m talking about podcasts today as well, and, a little bit about direct mail and just, some quick, quick, discussion about follow up. And then we’ll do some q and a. but if you do have questions during, any particular section, just go ahead and post it. I usually will try and look at it. and if it’s relevant at that time, I’ll try and answer it then right away.

Or if it’s something that needs to be saved for later where it might be a little bit complex or a little bit off. Topic for what I’m covering at that time. I will come back to it and take a 

[00:06:11] look at it at the end. So with that said, this is the process that we’re looking at today. I realize that is a, there’s a lot on that flow chart.

I realize it is really small. so if you’d like a copy of it for yourself, just go ahead and shoot me an email, Gary at Pipelineology dot com. I’ll make sure you get a copy of that flow chart. But essentially what we’re looking at is this is we’re using sales navigator plus activity signals to identify the right people who might be a good fit for our products or services.

Then using a combination of. Outreach content and commenting to get visibility to the right people and also to, you know, to eventually turn those into meetings. So you can sell your pro products and services. We’re talking, looking at how more advanced ways to use events and podcasts to engage your audience more deeply.

And then finally, one that I really think is fun that I like to use, in that very, very few people are, are, are using, right, with all the AI hype, everything is going that way. which means that leveraging direct mail is really becoming, one of the. One, one of the more, more obvious ways almost to, to stand out.

so while everybody’s else is focusing on ai, slap. You can actually do something that is kind of cool and, and interesting to your prospect. So anyway, if you’d like a copy of that, just just shoot me an email, Gary at Pipelineology dot com. just, put flowchart either in the subject line or, or sub or in the con in the body of that email and I will send it over.

should probably have those done by the end of the day, but if there’s a bunch, it might take me till tomorrow morning to get ’em all caught up. But 

[00:07:52] anyway. Real quick about me. I am the founder of Pipelineology. I host the Pipelineology podcast as well. Been doing marketing now for 22 plus years. done a, done a variety of things.

Run my own business, worked in the corporate world and the corporate world. Actually went from marketing to running call centers for car dealerships, so handling all the incoming leads, writing all those processes. And just kind of managing, you know, for 16 different locations, all the, the lead flow and appointment setting.

these days I work primarily with consultants and small small teams to help them leverage LinkedIn to get meetings with high value prospects and close new business. And I am, I get some good recommendations from you guys. So I’m gonna keep saying this. One is, is I am actively seeking New England IPA beer style or style beer recommendations.

I know sometimes they’re, those are like super hyper hyperlocal where it might be only even one, like, one part of the state that has has that one. But if you got something, let me know and then let me know if it’s only available in a certain state, if, you know, so I can at least put in my, put it on my list if I happen to visit, your state anytime in the, in the near future.

So let’s jump into 

[00:09:08] it here today. So there is no one weird trick. You guys remember all those banner ads that used to float around for. Well, basically everything. One weird trick for, for wrinkles and belly fat and potty training. I don’t, I don’t have, I don’t have kids, so I didn’t, didn’t ever see that particular one.

I was going through like some archives on Pinterest for these, find these ads. One weird trick for staying asleep. Here’s the thing on LinkedIn, there is no one weird trick. One simple thing you can do that’s gonna really move the needle anymore. The one weird trick now is that there isn’t one. It is a combination of doing multiple things that is, is really gonna help you out.

kind of like I’ve kind of mentioned here is our new baseline is really doing comments, content, and outreach and connecting with people based on signals, activity signals, or intense signals. So it can be, it can be a lot to unpack. So, and unfortunately it’s no longer just a more volume, more better, just get more accounts type of thing.

one that’s become really, really hard to get, accounts if you ba basically beyond what your existing team is. You know, there’s some kind of sketchy outlets that you can kind of rent accounts and stuff. but in, in a lot of cases. That’s not really necessary. And that’s not really what we’re seeing is really the, the value is in taking a, what you have existing and doing more with each of them instead of just, you know, AI slop and, you know, more, more of that.

speaking of AI slop, you don’t need to rely on that. This is, this is a response I got back circled in red here. this is from, Gemini. That is how it’s spelled. Knowledge. Not just for a completely irrelevant, or we’re just asking simple questions here. That is what, how it’s spelled it. I’ve never seen, normally I, I can rely on a, on AI to at least have pretty good written responses.

I like What, how did you come up with that? anyway. Hey, Maria from Indiana. Nice to have you here. Appreciate you hopping 

[00:11:20] on. So here’s, like I said, here’s kind of what we’re we’re seeing now in terms of what is working. I’m gonna take the comments off here so you can read the, read that there. So there we go.

Alright, so what we’re recommending now when we’re working with a client, what we’re trying to do here is, you know, we want to send out, at least we want, well, that’s the maximum because send out 200 connection requests every, every single week. We wanna make sure that we reach out to all the new connections that we’re getting, and if we’re using good, good signals and good activity, we’re seeing about a 50% connection rate right now.

To the, you know, people who fit our targeting criteria plus the activity criteria. So it’s, it’s given good life and good activity to existing accounts for a while there, the, you know, the only solution we were seeing is that, well, we have to do more volume, because we’re so limited in how many, requests we can send.

But by, we find that by better refining the target market and better, you know, refining for activity, we’re able to actually get, outperform, you know, the volume method here by, by sticking with one account. but. It’s not just about outreach and it’s not just about content, it’s about doing both. so trying to post at least once per week, ideally with a story-driven type of message.

though I’ll show you some other things you can use that also do pretty well. but having at least time one time a week where you just kind of post a story that kind of drives people back, kind of that, that narrative, that kind of helps demonstrate something in your career, some type of. Problem. I stick with the true stories making, taking somebody else’s and making it up.

I’m seeing more and more people get called out for that kind of thing. Don’t, don’t have chat. GPT, do it. Just write, even if that story is more interesting. Just, just stick with your own and stay, stay, stay there. and then the other one here is, is commenting on other people’s posts. This is one that’s really, probably become.

Probably in the last year really become more and more of a thing. just something that really can help increase your exposure. In fact, I was looking at some, some of the numbers here, and you can get 15 times more impressions on other people’s ones. So them seeing your name and what you do then with your own, just by relying on your own posts now.

Obviously that’s not a person, that’s not necessarily a lead yet. but it’s getting, getting you out there and kind of pulling people back in, so that they do see your post so that they do see your profile so that your outreach is, is connecting with people. and when you are commenting the Hey, great poster, yeah.

You hit it on the head that that type of stuff isn’t, isn’t gonna do really anything, it’s gonna get skipped over. whereas if you’re thoughtfully commenting, that’s gonna get shown to your network. so they’re seeing what you’re saying as, as well. And I, I’ll tell you, don’t, don’t get in, in a pissing match on LinkedIn, but it’s okay to disagree with somebody, especially if they’re just posting fluff.

you know, or you know, they’re, they clearly have an ax to grind against something. It’s so, it’s okay to gently call them out. I would say a little bit and say, yeah, this is, you know, I, like I, there was an influencer who. Just totally ripped off a, a quote from a sales trainer back in the eighties, nineties.

Zig, Zig Ziglar quote, put her name on it, and, I was like, seriously? and, and maybe she, maybe she thought she came up with it, but it’s, you know, you, you see that kind of fluff out there from people and so. Letting ’em know, you know, I think, I think in my opinion, that’s okay. I don’t get into political arguments or any of that stuff.

That’s, that’s, that’s a bit too, that can get really heated, really fast. and I try to, to stay clear of that. ’cause I try to be, you know, politically agnostic in terms of my, to make my business works. So what if you don’t have time? Right? I know some of this stuff is. You, you might be looking and saying, I, I barely have time to be here.

I gotta run in like five minutes. I just don’t have time. My recommendation is, if you don’t have time to, to learn how to do this or to use the tools, or learn how to do the tools or, or train somebody, just hire someone to do it for you. that’s, you know. Right. I we’re, we have a new dishwasher and stove coming next week.

Am I installing those? I am not. I probably could do the stove, but I don’t do plumbing work. So even though it might be simple, I’m not gonna watch. I’m not gonna learn. I’m gonna pay somebody to do it for me. I. Because that’s just not my expertise. So that would be my recommendation, and I know that that sounds really self-serving, right?

’cause I’m, I’m telling you, and Right. Obviously I do this type of work. you don’t, I’m not saying you have to go through me, find somebody who you know is, is who you wanna work with that you like, that really resonates with you. If that is, you know me, absolutely. Reach out. we’re happy to talk to you.

And if not, it doesn’t, this doesn’t click with you, find somebody else who can. but the, the heart, it, it’s really hard to kind of grow and scale if you’re kind of always stuck with, well, I have the tool, or I bought the tool, I got a subscription. And then, you know, six months later you realize nobody’s ever even, you know, done onboarded for it.

Just, just one thing to kind of keep in the back of your mind is that if you need help get it, it will, it will move things forward a lot faster. And quite frankly, sometimes those tool subscriptions add up to the point where you say, you know, it’s almost the same as just hiring somebody who’s basically got, you know, enterprise subscriptions to a 

[00:17:07] lot of that stuff.

So, so let’s talk about, another one of my favorites here is events. So leveraging your network with events, and we’re calling this kind of the advanced version. Is don’t just. Go on LinkedIn, create an event, and then boom, go live and hope everything’s gonna gonna turn out okay, or that people will see the notification and pop on.

getting people to, live LinkedIn events can be a bit of a challenge because it’s not, it’s not new anymore. They’ve been around for a while, so people don’t just. See the notification, oh, hey, Gary’s live today. Let’s, let’s hop in and, and see what’s going on. You, you, it takes quite a bit to get people to, to show up to him.

For example, when we first started, you know, it was pretty much do an event and just basically fire up a Zoom meeting and let everybody buddy hop on that one. That was pretty, that was pretty common back then. and these days it’s really, really hard to get people to. Go off platform and go onto a Zoom.

It’s hard just to get ’em on a live stream like we’re doing right now. So recommend if you can live stream ’em. There’s, there’s a bunch of tools out there that will do it. if you’re curious, the one we’re using here is StreamYard. use whatever you’d like though. But I find this one just tends to, tends to work well, not only for the live stream, but for repurposing, which I’ll get to towards the bottom here, because it can record this video feed here up here in the corner of me.

in, in higher definition than a lot of other platforms, which makes it a whole lot easier when you’re kind of cutting and, and trying to make, make a new video content for it. So just one thing to keep in mind here, but also when you’re doing an event, sending out a thousand invites per week. To your network, to people that you think that this would be relevant to, which means you gotta plan ahead a little bit.

That might be two, three. We’re we’re trying to do five weeks in advance, most of the time now to try and get enough invites out there to get a good, good number of people. I’d have to. Evan, do you happen to remember, what the number was today for the event? I actually don’t even remember how many people ended up signing up for it, but it, it was one of those, I think we had either somewhere in the five to 700 range, I’m gonna say signed up for today’s event and not everybody’s on it live.

so what do we do? What? We gotta send out reminders and we have to send out replays. All, all in an attempt to want to get people to show up live, to get people to watch the replay afterwards. next thing is LinkedIn will show you the analytics. You can actually watch and see if you do that stuff.

You’ll see more people will watch the replay than just showed up to the live event, which is is great. But don’t, don’t stop. There even is take that list of people, add ’em, add ’em to your CRM that they had signed up for your event. So now, now they’re on your list. and then take the content that you’ve created here and turn it into 30 to 92nd clips that you can also use that content to share as part of your regular posting.

Maybe, maybe you don’t have a good story to share, or you just don’t have time to write, write, you know, long, you know. Post for LinkedIn, but what you, what is an easy way to easy kind of a, we’ll call it a hack, I guess an easy hack you can take is take your long form content like, like something like this, cut it into to short little clips.

Now you can share that, write one or two sentences and then boom. Good quality content in your voice, not ai. Slap and, and it’s done. And one, one thing, we have not tested this, so disclaimer, have not tested this idea, but. After the event, taking that list of people that you grabbed, that you added to your CRM filtering through and saying who are kind of the top prospects here, who would the be?

The people that I would really like to have ’em, you know, have a meeting with, I think would be a, a great customer for us. Mail them the recording. Do a, a CD or DVD depending on if you want video or not. Here’s the thing, it doesn’t really matter if it’s a CD or DVD, just pick one. they’re not gonna watch it anyway and they don’t have to.

That’s okay. use it, but basically use it as a way to generate more leads. You know, basically, hey, I noticed you weren’t able to make it to the live event. Don’t worry. I wanted to make sure you had a recording for you. that is, that is one of those things that’s likely to, you know, not immediately be thrown away.

They’re like, oh, that’s interesting. Might get tucked in a drawer, you know, might get set aside on their desk for a few months. but it’s something they’re likely to remember actually getting versus an email saying, Hey, we got it. You know, if you don’t act on it immediately. If it’s anything like my inbox, that thing gets buried within, you know, you know, a day and it doesn’t get seen again.

even though even if I had intentions of watching it right, or engaging with it, this, that’s kind of a good way to just really get back in front of them in a way that they actually remember. And then the trick here is if you do something like that is follow up back on it. So, if you do mail them something, message them on LinkedIn.

Hey, did you get the, the CDI sent you? Right. Get that will help get the conversation kick started. but like I said, untested yet, we might, we might actually give it a whirl for either this event or, or one of the next ones coming up, for the summer as we’re doing our series here. 

[00:22:38] So. Podcast.

still, I still like them as a great way to leverage other people’s networks, so Right. Your, your network may, you know, I think like my network I’m to to 30,000 people in on LinkedIn on it, which is great, but that does not compare to like some of the podcast networks that are out there. They might have a totally different group of people who are engaged that would be good fits that I just don’t have access to.

but if you’re doing podcast again, don’t, don’t just show up and don’t just wing it. is think about what you want to happen next. What, what do you want to happen next with the listener? so when you know, and pretty much every podcast host will give you a chance to. Even if it’s 30, 15 or 30 seconds to explain what it is, you do have something custom that you have for their audience, a custom link, a download, some type of handout or something that you can give to them that’s either free or very low cost.

I would encourage free just to get the names of that invisible audience that other, that somebody else’s network, turn ’em into real names that, that you can engage with. And same thing with the events is you can repurpose them to turn them into short either audio or video clips and shadows. So now you’ve got more content, from, from a different, from a different view.

So lots of ways to kind of use those, to, to continue to leverage and build your authority and ultimately, right. The goal is to land new clients. Don’t, don’t sleep on podcasts. This is my, my, gonna be one of my 

[00:24:13] recurring themes. Now, I did this, I did this on the last session and my mailbox is still empty.

So, yesterday I, I checked, I did, I ran the numbers again. I got 24 cold pitches via email. Now, 19 of them went to spam, caught the filters, caught those just fine. five ended up in my inbox. I clicked unsubscribe. I pushed un, I replied, unsubscribe, I think to all of them because I think when people are like, reply horse to unsubscribe it, that’s, that’s nonsense.

I’m gonna reply, unsubscribe. but, but anyway, I received all those four pitches on LinkedIn, four spam calls that didn’t get answered. What? You know what? I didn’t get any of, not a single thing, not even from the IRS, which is fine. I actually don’t want any letters from them, but, you know, but zero pieces of mail, not a bill.

Nothing. Nothing. It was completely empty. And, actually yesterday, yeah, yesterday, same thing today, yesterday. It is, it is one of those areas where I’m finding there’s more and more opportunity there to, to stand out. ’cause people just aren’t mailing things anymore. I’ve even taken, I put my mailing address on this slide just in case somebody, somebody’s kind of lurking behind the scenes scenes thinking, I’m gonna pitch Gary my stuff if you wanna pitch me your stuff.

That’s, that’s the only place I will, I will read it otherwise, right. I will skim, scan, unsubscribe, say no thanks, but. That’s the mo you, I, I assure you, I will actually look at it if you send it there. I might not be interested. I might tell you as much, but if you want a shot, that’s your best one. So, those are, those are the big ones here that I just kind of wanted to bring to your attention, give you some ideas, get you some, some fresh, fresh things you can try out that you know, especially if you know.

What you’ve been doing isn’t, isn’t working. Or maybe, you know, you’ve been stuck on the cold email train and, you’re, you’re, you’re just, you’re running to the point where you’re trying to do more and more volume every day with more and more AI personalization, and you’re just getting diminishing returns.

It’s a really good way to kind of freshen things up. And quite frankly, it’s a lot more fun. it, it’s more fun to actually engage with people. even some friendly banter on LinkedIn sometimes. You know, doing, doing mailings is gonna, gonna get people, the way people respond to those is way more interesting than, than just on, on, on LinkedIn.

But even on LinkedIn, you know, doing, doing things like just reply, reply messages all the time with memes. Just little animated gif just ’cause I think it’s fun. something d. I had somebody who, you know, they, they like to use voice messages. I’m like, oh, not another voice message, but I always listen to him.

So I guess, you know, that’s what, that’s what we were talking about when he, when we got on the call, I was like, I didn’t want, I wasn’t, I was like, oh, I hate when people send voice messages. I had to push, I, I felt compelled to push play anyway, just to hear what it was. So, Sean here. yeah, sorry to hear you got connection issues, but yes, the recording will be available.

give it about 24 hours for LinkedIn to fully process it. the, initially there’ll be about like 30 minutes of the stream, the final 30 minutes. and today we might actually be pretty close to finishing up with the, kind of the content in about 30 minutes. and then we’ll just do q and a, but. yeah, that will be available, about this time if you come back tomorrow.

So on the 29th, it should all be, in here for 

[00:27:55] you. but yeah, so what I wanna mention here is, following up. So back in December, there’s a potential vendor who wanted, who reached out, caught my attention. ’cause their, their offer was so unusual in that they do custom socks. I’m like, that seems unusual.

All right, I’ll give the time of day. So I said, sure, go ahead. And they said, can we send you a sample? I said, sure, go ahead and send me a sample. Gave him my address. And you know, they, they did, but at the time I was traveling for the holidays. Right. It’s December, so you got Christmas, new Year, lots of family stuff going on.

I was also in the process of moving, so we had, we got a house, so trying to get things back. I, I had no time before for, for noon. For a new meeting. So I, I replied usually it’s like, Hey, yep. I haven’t had a chance to look at ’em. And I, it really hadn’t, they were, they’d been sitting on, I actually got mail for a change at the office, but they’d been sitting just, you know, on my, on my, off to my side of my desk here.

Hadn’t looked at ’em, finally opened ’em, but you know, at that point she had, she had stopped following up. right. So there’s like, there’s these weird kind of like custom. Colored, you know, your logo, your, your company colors and stuff on ’em, type of socks. And I thought, huh, I don’t, I still don’t know how I’d use them, but she was local. I said, you know, we could meet and she could fill me in on it.

Here’s the thing, I, I haven’t heard from her since January. Right when I’m basically, when I was moving and I, you know, like I said, I wasn’t trying to put her off. I had people, people get busy with other things going on in their lives. So if you are talking, you know, basically working with people and they ghost you, sometimes it, it really is just a matter of.

They kind of, they got busy and forgot about it. I had a guy who, you know, we were just about ready to get something going for him. He, I was like, this is, this is pretty much a done deal. We’ll give it a week and we should be starting. I never heard from him. I never heard from the agreement, never came back.

So what did, what did I do? I sent him a direct mail piece, mailed it off. heard back from him about a week later, he said, yeah, my wife actually forwards me. I’ve been traveling, I’ve been in South Africa for the past few months doing some work here. ’cause part of his, he’s his company kind of is in two, two countries and that’s where a lot of his team is.

So he’s been there and now we finally got the deal back on track and we’re finally gonna get something started in June. But, sometimes following up, especially in a, in unique and interesting way. Is, is going to get something going again. So, especially so if you’re, you’re looking and saying, Hey, yeah, my pipeline is empty.

Maybe my, my first recommendation is just go back and look at and say, Hey, what, what kind of fell through the cracks? What can I do to get some of these reengaged? so you can, you know, do something a little interesting to get their attention. but do the follow up. And if you are sending things like custom socks or something in the mail, make sure your information’s in there.

I, I, I tried look for the purposes of this video, I was like, I’m gonna look up her name. Couldn’t find her. I have, I honestly forgotten who it was, even though I, I remembered these were in a drawer. Then when I had saved them, I didn’t throw ’em away, but there was no other information with them. So just some things to keep in 

[00:31:27] mind.

But anyway, I. That’s really all I’ve got for you today. If you are finding yourself in the position, we say, yeah, I need some of this stuff. We need some fresh ideas, we need some, we need to really kind of take advantage of LinkedIn because I need good quality appointments. I don’t, I don’t need a calendar full.

I just need a handful of really good people to talk to every week. I would be happy to see if we, it would be a good fit for you. You can schedule a call directly with me at the appointment lab or just shoot me an email, Gary at Pipelineology dot com. I am happy to chat. We’re, we’re a very small team.

Everything’s, you know, custom, kind of custom tailored towards you. but we’re really focused on just making sure you put quality, we put quality appointments directly on your calendar. At the end of the day, that’s what we’re trying to do. if that means, you know, helping you get interviewed on podcasts, helping you host LinkedIn events, helping you do not just the outreach, but also repurposing so that you’ve got content and outreach going on.

To really just kind of bring people in that are, are a lot, a lot warmer than just from a typical cold call or a cold email. And that’s probably the big thing is here is what we’re looking at here is, yeah, some of this stuff is cold outreach, but when focusing on doing it with LinkedIn, it is a much more pleasant, warmer, warmer, much easier to have conversation.

They’re much more likely to, people are much more likely to trust you. Want be pre-sold on working with you, even though it came from a cold outreach compared to email where there is just no trust there. Right. It’s one of those, Hmm. I want to tell you, is this a scam? Like that’s the first thing that pops into your head if it’s an, an email from somebody you don’t know, whereas on LinkedIn, right.

You’ve, you’ve got, they, you can see that they have a profile, they have a work history. They can, they, they are probably a real person if they’re verified. right. There’s some bots there. But, you’re much more likely to find somebody real here on LinkedIn. So, if you need help with that, it is available to you.

I don’t wanna put any pressure on you, I dunno if it’s not a fit, no big deal. But I do wanna answer any questions. If you’ve got ’em here, I’ll wait just a couple minutes. and, if, if not, appreciate everybody hopping on today. Thanks for everybody who attended live. but, Like I said, the recording will be available, give it about 24 hours to fully process.

I’ll shoot out an email when it is ready as well. so you don’t have to remember to kind of come back and check. I will, I’ll make sure I email, just about pretty much if you’re, you’re, on here, I probably have your email. but if not Pipelineology dot com slash events to sign up. If we’re not actually connecting.

I may not have a, an email address for you or I may not be able to. To, to get it. So, but I think, looking at it here, I’ll give, I’ll give it 30 more seconds. I’ll, I’ll make a small talk here just, in case anybody has a couple questions. Otherwise, like I said, appreciate everybody hopping on, I’ll y’all get back to you.

Seems like I was kind of looking back at everybody else who popped on. Everybody’s overcast, cloudy, cold today. so apparently, everybody’s, The, the weather today is, does anybody else like watch Ryan Hall, y’all on YouTube? I’ve, my, my wife has been making fun of me ’cause, you know, typically if I’m like working later in the afternoon, I’ll put the livestream up on one of the monitors and she’ll get home and she’ll be like, whatcha do?

Whatcha you doing honey? She’s like, just watching livestream while I finish up kind of with some of the busy work for the day. he’s like, you’re, you’re watching mother. I’m like, it’s really good. It’s really interesting and she’s not interested, but I’ll pull up my little weather thing. I’m like, here’s the little fork, here’s the radar.

You can see here the little thunderstorm here. Who knew weather could be so interesting. but anyway, thanks so much for hopping on today, guys. Appreciate it. Oh, real quick, did get one from Virginia here. when you say how to send out, a thousand invites for events, how do you do that? If you go into your event, Virginia, on, when you click, actually click on the title of the event.

There’s a blue button that will say, I think it says share. Click on the little dropdown there. There’s a button that will say invite, and then it will pull up your, your network. and you can do filtering. so you can filter by industry, school location. and there might be one or two other filters, but those are kinda the main ones we use as, as location industry.

and basically to do some filtering and then just start scrolling down. You don’t have to click each one individually, that’s something, just to let you know as you can just kind of scroll all the way down to the bottom so it won’t load anymore, and then you can select them out. and that.

Depending on if you had a big enough group there to be a thousand people, that’ll be no more than a thousand people. If not, it might be 200, 300, 400. So you might have to rinse and repeat a few times to hit the thousand mark. But if you keep getting a, you know, can’t send this on, that means you’ve hit the hit the limit.

So, But yeah, good, good question. But yeah, definitely recommend doing that with events. You’ll, you will see a lot more activity regarding your event if you take the time to do it. you know, around here we have the whole team gets involved in doing it. So, it’s not just me doing invites. You, you, you may not have even gotten an invite meet from me.

It might’ve been from, from Katie or Kaylee, or from Evan, from one of those people. So we all try and do the invites to get as many people here to, on the events as possible. But. All right. Take care everybody. Have a good one. Thanks for the questions. and I will see you might be next month, otherwise we might do one after the 4th of July in kind of mid-July.

So, we’ll see what the calendar looks like. But yep, we’ll see you here in, in about, four to six weeks. So take care everybody. Talk to you then.