I describe LinkedIn is the world’s largest database of businesses, and it’s quite extraordinary what you can actually do with that, if you look at your Facebook profile and you compare that to what you can have on your LinkedIn profile, they did is just miles on miles I had welcome back to The prospecting show. Today we have Derick will on the show, thanks for coming by in our… Having a… Absolutely. So to start things off, I always like to ask for some background, so tell the listeners who you are… Where you came from and what you’re doing now, okay. I’m the owner and director of founder of a business called Results Formula, and basically what we do is we show people have to prove their results online, namely with both Facebook and LinkedIn. In fact, we have a linking course that I took used to build and in my spare time, and we’re about to launch that, so very excited about it.

And so for the listeners who are, they have a new business, a small business, they’re kind of starting out… Maybe they’ve been on LinkedIn for a while. Where should they start? Where should they start their focus, how do they get on LinkedIn and how do they get their profile set up, maybe give them some pointers there… Yeah, absolutely. Look, when Lyndon is interesting, when you first get started, the amazing thing about LinkedIn is there’s basically three parts to it, there is the social media side, there is these profile side, and there’s also the part of it, which I describe as the world’s largest database of businesses and their employees and that to me, that’s exactly what it is. So obviously, to get started with it, the first thing you want to do is get your profile set up and you want to try and get your profile completed to the level where LinkedIn actually gives it a rating of All Star once you’ve got the profile set up then have a look through the use feed at the content and just have a look around and seeing what type of content that people are actually posting and start to interact with people’s content, legal posts, etcetera. And you’ll get a feel of how LinkedIn starts to work for you.

Yeah, and so for the individuals who, again, have maybe been in business for a while, let’s say 10, 20, 30 years, and they’ve kind of started to transition to the digital era, maybe they have a brick and mortar store, or it’s a mono shop, and they’re doing a lot of business to business type development, so they’re gonna start using LinkedIn after they set up the profile, what do you think the next most important thing is for them to do so that they can start interacting with people who are in their network?

What’s the next step for them?

Look, linking is great for beaver business to business. And so to answer that question, that I think the best thing for them to do is to get comfortable with the search facility, it allows you to narrow down your search, so if you’re looking for the owners of a particular kind or a particular type of business, a type of niche that you prefer to work with, I would get comfortable with the search facility so that you can start to interact with their content, you’re gonna find these people interact with their content. And then you can reach out and connect with them.

And when you’re reaching out to these people, or when your clients and things like that are reaching out to these people, What is a good approach, is it value up front, is it kind of having this generic like, Hey, I’m looking to grow my network, what do you recommend at the highest level for somebody who’s starting out in their under 500 people on LinkedIn and they’re trying to grow up to that 500 number as quickly as possible.

Okay, the key is a targeted connections to a… It’s very easy to build your connections and to connect with people on the… Do you literally just send them a personalized connect request, don’t fall for the trap of just clicking on the Connect button over and over again, give people just a little bit of courtesy and send them a nice personalized connect request, your out after 300 characters to do that. Just say Our story, a profile, or I noticed your content, I know you post the other day, which I really liked, I thought I reach out and connect with you.

And I, but more importantly, try to connect with people within your target audience, your target market, your preferred NIH, because it’s important to build up your connections within that preferred need instead of having a whole lot of connections who are not going to be of any use to you… And when you say that for individuals who sell a service or a product to another business, how would they know what the right niche for them, they might have a bunch of different kind of potential prospects or targets that they go after, should they go to all those different markets, or should they focus on one specific market first, if there’s one specific market that they prefer to work with, obviously go after that one first, but you can go after more than one market, if you have more than one market that utilizes your products or your services, let’s find… Sure, and then contrasting LinkedIn content, putting out post, putting out pictures, videos, whatever it is that they’re doing versus directly engaging with other people through the messaging section, should they do both? Should they do one more than the other? What are your thoughts on that?

I highly recommend posting content because when somebody interacts with your content and then we reply to them, it helps get that content after a wider and wider audience.

Okay, and so that’s where you can literally see posts that get hundreds even thousands of views very quickly and very easily, and it becomes quite exciting when you do that, so what you can do is you can get your content out to a much wider audience than you normally would just by using the messaging part of the platform, the other point with content that I’d like to point out is the best thing to do with content is that try and add value to your audience, don’t sell whatever you’re doing, just try and provide some content that adds value, that helps them improve their dailies, their business lives, their professional lives, etcetera.

Yeah, and that’s a good point too, because there’s nothing worse than actually having somebody say, Oh, buy my stuff, now, here’s a post and it’s all sales driven, what you’re talking about is kind of this content marketing kind of creating value up front and showing people who you are… And then on the back side of that, if they’re interested in interacting with you in a professional sense, they’ll definitely have the opportunity to… Now, absolutely, absolutely. I was on a call with a friend of mine a couple of months ago, and she actually asked me the question, she said, When should you sell on LinkedIn? And my answer to that was never. And she posed for men and she said, Well, how do I make money with it?

And I said, It’s really simple, don’t set on LinkedIn, but you can take the conversation to the next level, that conversation to the next level, that can be a phone call, a Skype call, a Zoom call in a face-to-face meeting, we can also be an invite to a seminar, a webinar, an event of any kind. So all of those scenarios are actually taking the conversation off or away from LinkedIn.

Yeah, and that step is one of those steps that maybe seems daunting for people, but at the end of the day, the more you do it… Both of us know this. The more that you do that step, the easier it is, now for the individuals who maybe aren’t as tech-savvy, do you recommend using Zoom, do you see a huge advantage to having a video chat or you think a phone call is easy enough? What are your recommendations? Make that soft transition.

I personally prefer them, I’ve got clients all over the world. As a direct result of zoom, so I’m a huge advocate, piom.

The other thing that I like about it is it allows me to just send somebody a link, and I actually do that for the linking messaging inbox, and they literally just click on the link and a minute or two minutes later, we’re on a face-to-face Zoom call, we can vitally see each other week and share screens in a secure way that’s of no risk to anybody. And it’s a great way to do business. The other thing I like about Zoom as well, it’s very easy to use. It’s very user-friendly, it’s much, much easier than Skype, and unfortunately, so might not like me saying that, but it is… It’s like…

Yeah, yeah, and the user interface is just super easy for people to conduct business, especially with what you’re talking about, where you could be 10 hours time zone difference, no problem, make an international phone call with Zoom and you’re really not… There’s no long distance or anything like that, it makes it really easy. Right, yeah, absolutely. And it’s free, and it’s for… Hey, Yeah, that’s the best part.

So going back to LinkedIn here, where do you see people going through the social selling process, so they have a profile, they know their target audience, they’ve connected and they’ve gotten up to 500 connections, and they’re doing their content fairly regularly, then what… The social selling, and it’s line more and more in this direction on many different platforms as well as LinkedIn is all about establishing, building and nurturing that relationship, so I mentioned or it, but it’s about providing value. That’s called attraction marketing. And so what you literally doing is you’re putting up useful tips that people can hopefully either apply or use very easily, and by doing that, you’re starting to establish and build that relationship, you’re starting to build that trust and confidence factor in you by your target audience, and what can literally happen is by the time you get a message in your inbox or an email or a phone call, what’s literally been happening is people who have been looking at your post, they’ve been looking at your content, and you’ve been building up that trust and Collie and so by the time you get that message from them that inquiry, in many cases, their minds are usually made up that they’re ready to go ahead with you provided your price range is within their levels of expectations.

Right, and that’s an interesting component of doing the sales process, and the fact that a lot of people talk about price being an issue, and I think we both discussed this before, that really price and value really make up cost… Right? At the end of the day, people say, I’m looking for the lowest price action, but I think what the action man, is looking for the lowest cost option, and if you create a value up front, which is what you’re talking about through the content marketing or a meeting or whatever it is, then the price becomes a lot even issue because there’s more value in what you’re doing is that the correct assessment… Absolutely. post content that provides value, that helps your audience and you’ll start to establish… Building, nurture that relationship. Yeah, and for individuals who don’t have enough information or enough training on LinkedIn, you have this new course, you got a couple of different things you’re doing here, but let’s talk a little bit about the course itself and what it’s geared towards, how does it help people who would be the right audience to utilize your course, the course is called linked into more business, and IT literally shows people exactly or teachers people exactly how to set up their profile and linked in, how to post the right content and what to post. But more importantly, how to search for people within their target audience, the target markets, how to connect with them the right way, how to build those relationships and turn those relationships into qualified leads, and would this course be suitable for people just starting on LinkedIn, people are more established on LinkedIn, big businesses, small businesses on entrepreneurs, who would be the best user of this… Everybody, literally everybody, everybody who’s looking to generate business reflected in the course is specifically designed for… It literally took me two years to build, and that’s why because I wanted… When I said I have to build this course, I wrote down a list, and the title of that list is what would I want in the world’s best LinkedIn course, and I just started writing down everything that I personally would want it in that kind of course, and that list became my things to do, listen, so then I said about actually building it… Yeah, and that’s really a good way to build out, of course, because at the end of the day, there’s a lot of people who have different resources that exist online, but it’s more about what’s the actual important thing that people need to learn and how do I put that into a course, just like at a university or college level, there’s lots of stuff you could learn, but the stuff that’s really important is ideally the stuff that they’re gonna teach.

Absolutely, absolutely.

So to switch gears just a little bit here, we talked… In the past, you and I have talked about Facebook versus LinkedIn, and I know a lot of people look at some of the social platforms, tick talk Instagram, Facebook, LinkedIn, things like that, and not everybody understands the clear delineation between how to use each platform, so maybe break down in your mind, the difference between Facebook, Instagram and LinkedIn and how they should use those as a business separately…

Instagram is grace. I personally prefer Facebook and LinkedIn.

Facebook is great for B to say our business-to-consumer, lindi is great for business-to-business, Facebook on one hand, its target ability from its advertising platform is the best in the world, there’s no doubt about that. And I have a course for Linden and Facebook combined for specific niches, which is actually for people in the real estate and finance in the streets, think in, on the other hand, as I mentioned earlier, it’s great for business to business. I describe LinkedIn as the world’s largest database of businesses, and it’s quite extraordinary, or what you can actually do with that, if you look at your Facebook profile and you compare that to what you can have on your Linden profile, lending is just miles on… Miles ahead, and especially the way that it’s laid out and what you can do with that, the functionality of it all… So both of them have their applications, both of the more fantastic platforms, they’re very different to use. The similarities would be you can share, you can post on both platforms the same content… That’s okay. But yeah, in actually using the platforms, they do have their different uses… I use LinkedIn for B2B, I use Facebook for B2C.

Yeah, and that’s a really clean delineation there between the consumer markets in the business markets, if we flip back though and look at Facebook as a whole and LinkedIn as a whole, do you think that most business owners should use both platforms or should they pick the platform that is more geared towards their business and try and double down there, what’s your thought on divide and conquer versus go meet… Deep and narrow in one specific area.

That’s a very good question. And thank you for asking me that my background before I started building these courses with in websites and SEO, and I was doing websites and so for about six years and used to guarantee to get people on to page one on Google, and I do heavily delivered on that for every one of my clients.

One of the things that I had noticed a couple of years ago online was the way online was heading, and Tatiana was that literally what I’m referring to there is, I asked a lot of questions of a lot of clients and a lot of people that I was doing business with… And I came to the conclusion that there’s a thing called online profiling or congruence of message, and what it literally means is when somebody goes to your website, that’s when they want to know about the business and the types of products or services that particular business provides. When that same person wants to know about the people behind their business, the people who own manage to run that business, they got in to have a look at them on Linkedin.

Okay, when that same person wants to know how that business interacts with its clients or customers, they’re going to look at them on Facebook, Okay, so the branding and the message across all three of those platforms needs to be consistent, and ultimately, if people see anything that creates any kind of doubt, any kind of negativity or scepticism, even lack of consistency and message, then they will have time to sort it out themselves, they literally just click them, us and go elsewhere.

So the beautiful part is, once you get the message consistent across those three platforms, you actually miles ahead of many of your competitors because a lot of people aren’t aware of this as it… Yeah, and that’s a good point because if you run a quick… Maybe this would be a good strategy or a good kind of exercise for the listeners, if you go out to Google and just throw your name in the search bar there, you’re gonna find a bunch of return results that are there in my experience, and with some of our clients, the very first thing, or one of the very first things is gonna be LinkedIn because it seems to be indexed, that in Facebook can be indexed a lot better than personal websites, meaning that if I search for my name in Google, it’s probably gonna pull my LinkedIn profile before it pulls the company website up, and I think that’s really important for people to understand, because although you can do some great SEO on your site and get to the top for some specific keywords in terms of a personal brand in the professional space, LinkedIn is probably gonna be the best kind of output. Would you agree with that?

Absolutely, and one of the things that people do these days, we live in an information age, in an international world where you can literally have clients from overseas that you’ve never met before, clients that you can do literally thousands upon thousands of dollars worth of business with, and one of the things that they’re going to do when they check you out is they go… Good. Who your name? And that’s where the Linton comes in handy.

Yeah, absolutely, and for the individuals who are new and going back to we were talking about before, where they’re setting up a profile, they’re trying to get the 500 connections and they’re doing all that. Do you recommend that they learn how to do all this linked and stuff on their own, or should they still focus on the selling and their business… Maybe they’re a small business, their CO of a small business and they’re trying to grow their business, should they outsource their LinkedIn content production and all the interaction and sales and in prospecting through there, or should they do it themselves? What would you recommend?

I think it’s a good idea to crawl before you walk, so I think it’s a good idea to do it yourself, so that you’ve got a good understanding initially of what’s involved and how it works, and then if you want to crank up your results, look at maybe outsource and you’re getting somebody to manage that for you, if you can afford to do that, but certainly when you do it yourself, if you do learn a lot, it’s not that hard, but it just… It does take a little bit of effort.

Yeah, and that’s the interesting part too, about some of the social content marketing strategies in that people look at and say, Oh, there’s a lot of time that goes into it, you could spend one, two, three hours a day… For sure. On LinkedIn, if you wanted to find new business opportunities and new connections, but the question is, Is your time better spent doing something else, and for a lot of, I guess, your clients and our clients, they’re focusing on growing their businesses, so anything that they can outsource, they probably end up doing… Because they’re more established. And like you said, they have the budget to do.

Yeah, yeah, if they’re more established in… They wanna crank up those results… Absolutely, yep.

Now, going back to the course and the difference between the Facebook course and the line Facebook LinkedIn combination course, where do you see people getting the most value there, how would they choose one of the courses over the other… The thing in, and Facebook courses combined their specifically for real estate agents and mortgage pros. I do have a Facebook course coming out, and later on in the year, once that’s completed, the LinkedIn course is basically anybody in the B2B area who’s looking to basically improve their positioning online on LinkedIn especially, and to generate leads by linked in.

And for the individuals who go through this LinkedIn course, how long would that take them to go through the initial set up, obviously, this is an ongoing process and they’re gonna continue to use LinkedIn to do their business development and their prospecting and their introductions, but how long would it realistically take the average person to go through the course optimize their profile, set everything up and be really confident that what they’ve built is something pretty good, if they can set up their profile and optimize their profile, literally in a matter of just a few hours, and they can build a very, very strong, very descent profile in that time frame. The course also has a lot of resources within it, so for example, there’s chapters on 15 ways to add LinkedIn connections, there’s over 50 different conversation triggers, so there’s had indirect established, build and ETA relationships, there’s messages to use, so the cost is very comprehensive, and so there’s different chapters in there that they can go in and say, Okay, this is what I wanna focus on now, and so that they can go through many different parts of it, but initially they can get started and get on their way within a couple of hours.

Yeah, and that’s a pretty quick turnaround time when you look at some of the other options like making a Facebook page or setting up a Facebook profile, because it’s more personalized in that consumer space… They might not be able to put all the information that they can put in LinkedIn. And the other thing I think that’s really cool about LinkedIn is the past work history, because of the way the algorithms kind of spitting out data, past work history and employers and things like that can help you build a network faster because you may have worked with some of these people in the past?

Yeah, they didn’t give you recommended connections, recommended people that you should connect with, and that can be based on people that you’ve worked with previously, even people you went to school with or college with, as well as other people that might be of interest to friends of friends that you’re already connected to, for example… Yeah, absolutely. Now, talking about the content again, when somebody posts a piece of content, what are your thoughts on tagging people versus other hashtag or filter tags that are out there, when should they use a person tag versus some other keyword tag.

Okay, let me explain the difference between the two as I see it. He wore tags or hashtags as they referred to, there are a great way to file or sort your content under a particular search term, the… And in many cases, those hashtags that you may be using, they can have a large number of followers, on the other hand, with hashtag you, but also register your own hashtags. There’s a company out there called was, that’s best Com, and I think they charge about 910 to register your own hashtag, so you can actually do that and start putting that on your post. Now, with regards to tagging people, tagging people as a great strategy, I personally use it, but there’s a trick to it, and that trick is all based on common courtesy and interacting with other people’s content several times before you tag them in your coast, and that’s the case.

That is a very specific set of instructions, but for the individuals who are trying to get into this content marketing, I guess there’s really a algorithm or a set of rules and guidelines that they should follow in the content space before they actually really scale. Is that kind of what you’re saying? There’s a framework that they should really follow… Yeah, absolutely. So if you’re working with a particular target audience or for a nation target market that you like to work with, what I’d actually recommend is you search for their content, and you can do that on LinkedIn, you concert for the content of your tier audience, and you can find content that’s been posted in the last 24 hours or the last seven days, I think it is A… And so you can interact with that content and once you started to get some interaction coming back your way, some people who appreciating your comments, then most of the people who you would then start to take in your next post.

Gotcha, and that’s gonna probably multiply the network faster than just arbitrarily picking people that you could connect with ’cause they’re already in your market, potentially, they’re using some of those hashtags, those keywords, and then you go through the tagging process… That’s exactly what happens.

Yeah, that makes a lot of sense. So to wrap back around to the actual course and what you’re doing as a service, maybe give the listeners a little bit of background on what it is that you actually do beyond the course so that they can have an understanding of when they could use your service and how they could work with you… Okay, the course itself is an online course, but as part of the course, we also have a Facebook community, a private Facebook group that we invite them to join, and we also strongly recommend that they that become part of or set up their own mastermind with like-minded people that are going to help them along this journey, that are gonna maintain their trust, importantly and ideally keep them on track towards achieving the outcomes that they’re looking for.

The other thing that we also provide is the course is extremely comprehensive, there’s over 60 chapters in then, and it literally covers pretty much everything, but the other thing that we also provides in-house coaching and training for companies that want us to go in there and coach their teams and as well as a done-for-you services. Well, where we have people turn around to, since I can be doing this for me and I say, You sure, this offer…

Sure, and could you give some links or URLS or some contact information for people to be able to reach out to you…

Yeah, they can reach out to me from my LinkedIn profile or they can go to results as formula dot com.

Awesome, well, I really appreciate you being on the prospecting show, thanks for coming by, and I really appreciate you kind of delving into LinkedIn and kind of telling the listeners here how they can optimize and hopefully a few people check you out and… Thanks, Greg. Comment, thank you very much for having me it. It’s been a pleasure.

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