LinkedIn Marketing Tips for Lead Generation – ep 117

Mostafa Hosseini  00:02

Welcome to daily confidence entrepreneurs in this episode, you will discover what not to do on LinkedIn, how to engage in a way that starts conversations. The best way to get referrals from LinkedIn. And you’re going to watch Brynn Tillman, my friend, do a profile teardown live on my LinkedIn profile. My guest today is Brent Tillman. Welcome Brynn.

Brynne Tillman  00:28

Oh, I’m thrilled to be here. Thank you. I can’t wait to take a good look at your profile today and offer some insights.

Mostafa Hosseini  00:37

Absolutely. I look forward to it. And our topic today is converting LinkedIn connections to conversations. So let me do a proper introduction to Brynn. And then we’re going to dive into a very interesting conversation.

A lot of people are on LinkedIn, but they don’t really use it properly, and they make a lot of mistakes, you’re probably going to see a lot of stupid dumb stuff that I’ve done on my profile today. And we’re going to talk about what to do and how to use it and the rest of it. So Brent Tillman is the CEO of social sales link and the co host of the making sales, social podcast, brand helps professionals leverage LinkedIn to start more sales conversations on a consistent basis. Welcome, Brynn.

Brynne Tillman  01:23

Thank you. Here. Yeah, you could keep welcoming me I’d be thrilled.

Mostafa Hosseini  01:31

How’s your day so far?

Brynne Tillman  01:32

So this is the highlight of my day. Love it. Looking

Mostafa Hosseini  01:36

forward to it. We’re about are you?

Brynne Tillman  01:38

I’m right outside Manhattan on the Jersey side, New Jersey side. Love it. And

Mostafa Hosseini  01:44

what’s the weather like?

Brynne Tillman  01:46

It is 51 degrees According to Alexa. So I think that’s about where we are.

Mostafa Hosseini  01:51

We are is that warm?

Brynne Tillman  01:55

Oh, um, no. Yeah, no, I know. It is. Yeah, I am not good at Celsius. But it is. Jacket. You need a jacket, not a downvote. Got

Mostafa Hosseini  02:11

30. It’s minus it was minus 30. This morning here in Calgary. And it’s like, we got so much snow lately. There’s like a meter meter high snow bank on my driveway on the site. So we’re like, full on winter here. And I’ve never seen a never seen a November like this. Usually it starts a little later. But well, we got it early this year. So let’s dive into it. Brian, what is your story?

Brynne Tillman  02:38

Well, you know, it’s interesting. I, my degree is in Hospitality Management. But I started a family early and recognize working in hotels and restaurants was not the ideal job when you have young child so I went into sales, because that’s what I did. And and I really love it. I started in an inbound call center for Dun and Bradstreet made it was promoted to an outbound call center for Dun and Bradstreet, and then finally made it to the field where I really fell in love with sales. But I will say the one thing I didn’t love to do was the cold calling.

It just was not my favorite thing. And when I made it to the field, I recognized that there was this power in the relationship. And I recall sitting across from one of my clients staring at his overflowing Rolodex, I don’t know if you ever had one. So thinking if I could get my hands on that for just 20 minutes, I could see who he knew that I wanted to meet. I could ask for introductions and I wouldn’t have to cold call anymore. But in 1992 wasn’t exactly politically correct to say Mr. Klein, can I thumb through your address book. But that’s what we’ve got with LinkedIn.

So when I saw LinkedIn decades later, I went, this is the answer to my prayers. I have the ability to search and filter my connections, connections, and leverage those relationships for warm introductions and permission to name drop. And so I said, Let’s go into business, and ultimately, now going on. So since 2008, I’ve been teaching this so

Mostafa Hosseini  04:26

basically, since the beginning of LinkedIn, actually,

Brynne Tillman  04:29

for some folks to 2003 May 5 2003, LinkedIn launch so I was five years late. But still most people hadn’t heard of it yet.

Mostafa Hosseini  04:43

Still the early days of LinkedIn, it wasn’t as popular as it is today. In interesting story, so So what do you do these days and who do you serve?

Brynne Tillman  04:54

Well, we help professionals that are responsible for business develop oment that need to build rapport and relationships in order to sell, leverage LinkedIn to start sales conversations without being salesy. And that’s the big thing. Any of us could, you know, cold call on LinkedIn and reach out and say, Mustafa, we help companies just like you do A, B, and C, are you interested in learning about my stuff? But when we receive them, we feel like victims of spam.

So we want to make sure that we’re not the victimizers. Right. And there are really great productive ways to leverage LinkedIn to start those conversations where we’re bringing value, and we’re resource first, ultimately earning the right to get the sales call.

Mostafa Hosseini  05:47

Absolutely love it, love it. And instead of like a cold approach, you you do kind of a warm approach through conversations, and then later on working on turning them into actual paying clients.

Brynne Tillman  06:00

So yeah, go ahead.

Mostafa Hosseini  06:02

So what are some of the things that people do wrong on LinkedIn? What what is it that we should not do on LinkedIn.

Brynne Tillman  06:09

So you know, there’s a huge list of things that we shouldn’t be doing. And I could just quickly go through one. And we’re going to actually deal with some of these today, but that our profiles are resume driven, not resource driven. So we build our profile to match our resume. And our prospects don’t care about our resume, not yet.

They really care about how we can help them. So when you’re a resource, and you’re actually helping them, you start to earn the right to get the call. The big one, the big mistake is that cold calling on LinkedIn, the Connect and pitch, it’s I connect with you and immediately tried to sell you then there’s zero value, they didn’t raise their hand, they didn’t say they were interested, we just want to jump in there. And that just doesn’t work on LinkedIn, that’s really broken. Post and ghost is another one, we put out content and hope and pray people show up. But it’s a it’s a myth that if we build it, they will come quite honestly, you have to invite them.

And so you know, we have to invite them in a way that’s meaningful to them. Sharing topics that we want to talk about not topics they want to consume, or prospects want to consume is probably one of the biggest content mistakes we make. I had a financial advisor that was sharing tons of content and was getting tons of engagement from other financial advisors, because they were sharing content that they cared about, they did not step back and think, does my prospect really care about this? And so that that’s a big one.

And the last one is that what’s really broken is that we don’t leverage our relationships to gain access to other opportunities.

Mostafa Hosseini  08:04

Remember the last one?

Brynne Tillman  08:07

Well, we have you know, we started with the Rolodex conversation, right, we have the opportunity to search and filter our connections connections. So we may go as far as asking our clients for referrals. Hey, Mr. Client, I really enjoyed working with you, I’m so glad we’ve been able to help you do X, Y, and Z. The way that I’ve been able to grow my business has been from introductions from my happy clients, who do you know, that could also use my products and services the way you have?

And then you sit back and they go? I don’t know, I don’t I don’t know. But they know lots of people. And they’re connected to a lot of them on LinkedIn. So what if we switch that conversation? Mr. Klein, I’m so glad we’ve been able to help you, I happen to notice you’re connected to quite a few people on LinkedIn, I’d love to get in front of can I run these names by you. And now we run the names. And maybe you have a list of 20 or 25.

And it comes down to four people that that client says these would be great for you, and that you could either get an introduction or permission to use their name when you reach out. It’s much yeah, it’s a much more effective way to use LinkedIn, and to get warm prospects. And I’d love to have credibility.

Mostafa Hosseini  09:21

Sorry, amazing. So So So here’s some of the stuff that you mentioned that people are doing wrong. The profile should be resource driven, not resume driven. They don’t care about your achievements and accomplishments. Like they really don’t the post and ghost and when he posts them, you don’t do anything the reach and pitch like invite and be like, Hey, you want to buy my stuff?

No, I don’t sharing topics that I want to talk about, not what my customers want to talk about. And not leveraging their relationships, and opportunities that we could tap into that is amazing. And we’re going to talk a little bit more about that. So What is more important posting content or engaging in other people’s content? Ah,

Brynne Tillman  10:08

so I’m gonna say it depends. So if you’re posting content first, if you’re posting content, that content has to really be a value. However, often we post content, no one ever sees it. So LinkedIn has a very interesting algorithm. Part of that algorithm is, the more you engage and other people stuff, the more they’ll see your stuff. It’s like a pay to play. But you pay with likes and comments. So a couple of quick things. If you go out, you’re getting I call them algorithm points. There are no real points. It’s just what I call them. So it’s Britain’s made up algorithm points. But it’s a way to understand when you do this, it’s a value. It’s just a visual.

So I go out and I, if I comment on someone’s content, I get points. If I react like or curious guy or insights guy, I get points, the more points I get, the more LinkedIn says, I, I’m bringing value. And I’m playing nice in the sandbox. So we’re going to promote your stuff, not only are we going to put it in the top of the newsfeed for lots of people, we’re actually going to put it in the newsfeed of the people that you engaged with, so we can start to control who sees it.

So the engaging piece is critical. Now, when you like or react to something and you comment, they’re worth different points. Commenting has more points is worth more points. Remember, these are my made up points. But commenting is worth more points than a simple like or reaction. There is a study that’s out that says, comment first and then react. And that’s even better for a for the engagement. So highly recommend that we engage. Now there’s a few ways people say, Well, you know, my newsfeed, it’s a mess, it’s random.

So I have two pieces of advice. One is go to all your clients and prospects and ring their bell. If you are already a first degree connection with someone, when you get to their profile in the top right, you’ll see a little bell, when you click on it, it turns gray. When you ring someone’s Bell and they share content, it doesn’t just go into your news feed, it goes into your notifications. So now you are completely, you’re notified every time a prospect or a client is sharing content. Be careful, this can get overwhelming, be very smart at the bells that you’re ringing.

They don’t have to be a first degree connection. But if you show up in their second or third degree connection, you won’t see a bell. But if you actually click on the More button and follow them, automatically, the bell will appear. So you can start by engaging on people’s content before you ever connect with them. And now you are more meaningful to them than almost anything you could share. Right? If you engage on their content, you could put content to the cows come home, you might get likes and comments. Few people are actually truly consuming all of that content.

They’re just right, I could get 35 reactions, and maybe two or three of those people actually read it. They just wanted to like it because they like me, right? So what would they really care about my like engagement on their content. And if you want to be relevant, and you really want to start conversations with people, then start engaging on their stuff. Really quick. One other tip in LinkedIn in the free LinkedIn, if you click on the search bar and hit enter, you can look at posts of your first degree connections in the last 24 hours.

So you can search simply on that. And now we’ll give you a like a there’s no sponsored ads. There’s no There’s no likes, there’s no it’s simply posts from your first degree connections in the last 24 hours. And it will give you an opportunity to just engage

Mostafa Hosseini  14:44

a lot. How do we see that again?

Brynne Tillman  14:47

So if you go to LinkedIn, if you want to share your screen, I can walk you through it but if you didn’t

Mostafa Hosseini  14:55

let me walk you through what Brian is talking about. So I’m not Make the right now. Yep.

Brynne Tillman  15:01

So click on the Search bar, click on Search bar, and hit Enter. Hit enter. Yep. And then click on posts. It’s the second tab, you’ll see people in posts, the little bubbles post. Yep. And then the daily confidence may be in the way. But if you go posted, like logos in the way, yep, first degree connections, show results, or results.

And then to the right of that is probably with timeframe, but your did the daily confidence logos in the way so I can’t really see it. But look to next first degree connection, there’s shouldn’t be another bubble at the top go to the right. Here, I can’t see because the the logos in the way. But next, which it should say. Like the timeframe if you click on it, it’ll say 24 hours or one week. But it would be there. So then, you know, so we look through here. Right? And these are if you scroll that, yeah, I saw that. I saw that. Okay. Okay. Right. And so now, these

Mostafa Hosseini  16:17

are all the stuff that people have connected or posts. These

Brynne Tillman  16:21

are only posts from your first degree connections. So this gives us an opportunity to truly go in and engage with the people we’re connected to.

Mostafa Hosseini  16:32

Okay, so let’s say. So you said it’s best, based on a study to common first and then like it, yes. Okay. And so that was a great tip, by the way. So you go on post, click on going search, hit enter, click on posts, and then select first connections. And then from the third tab, click past 24 hours. And these are connections that I’ve posted, and you can go in there and engage with them. There’s probably a ton. Okay, so let me stop sharing.

And we’ll come back to this again. So let’s talk about what we need to do now. Like, I’ve seen people where they say, you know, thanks for sharing, great point, great tip, and blah, blah, blah, blah. But what is the best way to engage? And start a conversation? Yeah,

Brynne Tillman  17:33

so that’s a wonderful question. So let’s start with engage, and then conversation. So the first thing we need to do is read the article, watch the video, listen to the audio, like, we need to know what it is that they’re sharing. One of the things I tend to do, if I’m going, I know I need to get fast through this, I’ll skim through it and find a quote that I like. So I’ll grab a quote from the article that they shared. And I will say, I love this quote, paste, and why it’s a lot more they know you read it, they looked at that, and like it’s it, but you didn’t have to take too too much time. So now we’ve done that. The next thing I do is let’s look at the article that they shared.

Was it a curated article, maybe I’m just gonna throw out there, maybe Tony Robbins article, or Brene. Brown, who knows, or maybe a just another author. Now, this is my little trick that I’m sharing. But I happen to listen notes.com It’s a website that lists almost every single podcast in the entire world that’s out there, and you’re on there. I’m on there, anyone that’s ever been on a podcast, you can search their name.

So I go to listen, notes.com and I searched the name of the author that that they posted about. Now, let me back up for one second, if it’s their own content, I have a different strategy. But this is if they’ve shared a piece of content from someone else that they’ve curated. So I go in and I put in Brene Brown and I find a podcast and now I reach out. And I’ll say Mustafa love the the content that you shared on Brene. Brown, thanks so much for posting that.

 I recently listened to a podcast and listen to it by the way, don’t lie, listen to it. But I recently listened to a podcast by Brene Brown on this topic. I thought because you seem to be a fan. You might get some value from it. Let me know I’m happy to send you a link. And now I’m starting a conversation around the topic they care about. Now, let’s say it’s a they wrote about it, and it’s on leadership. I’ll go in and I’ll find a podcast on leaders Yep. Right?

So Nether key. Now I go, Okay, I found this really, really great Brene Brown podcast, you can go into LinkedIn, you can search your first degree connections that follow Brene. Brown. And maybe you’ll get 37. And now you’ve got this great podcast that you use that you took the time to find and listen to. And now you can start a conversation with everyone.

You know, hey, Jane, notice that we both follow Brene Brown, I recently listened to the podcast X, Y, and Z, I really loved it, let me know if you’re interested, I’ll send you a link all permission based don’t send the link without permission. You get much better response and you’ve respected their inbox. That was a lot. That

Mostafa Hosseini  20:51

was a lot. And that was a really good strategy. So the first let me Jim, let me just repeat back and see if I got it. Okay. This person on my on my profile posted an article from Tony Robbins. Then I go in there and I take a look and say, Hey, thanks for posting this. And I really enjoyed here’s a coat. And then you would just read and grab a coat and common here’s what I loved about it. Yeah. Okay. And then I would go on. Listen, notes.com Yes.

Listen, notes.com and search for Tony Robbins. Yeah. And all the podcasts that would have include Tony Robbins. And now do I want to pick a podcast that is related to the topic that my buddy John has posted on LinkedIn? Yes. And then I would say, John, I really loved what you posted here. I just recently listened to a podcast from Tony Robbins on this topic, we’d be happy to share the link with you. If you’re interested, let me know. If you’re interested. Let me know. Okay. So love it so far. Great engagement strategy.

Thanks. And it’s amazing. So you said this is when they posted something from someone else? What if John posts something from his own stuff? What do we do with Yeah,

Brynne Tillman  22:14

so that I would still take out the quote, put it in, I love this, right like that. But now I go and find content on that topic. So not I’m not looking for a person, I’m looking for a topic. So let’s say you shared something on the five tips that make a call center successful. Okay, this is the content that he likes. I’m gonna go find. And I tend to go to podcasts.

But you could go anywhere you go to Feedly. And look for content, you could just Google content doesn’t matter. I like the notes. And because when you nobody sends anyone a podcast, so when you send that it feels very like oh, you know. So I go on, and I look up call center podcasts. And I listen to one and I get one that has high reviews. I listened to one and I say Mustafa, thanks so much for sharing that really thoughtful article that you wrote.

It reminds me of a podcast a just listened to from XYZ on how to run a successful call center. I’m not sure if you had a chance to listen to it. But if you’re interested, let me know. I’m happy to send you a link. And notice, you know, one of the things up when we talked about what’s broken, is that we want to share content we want to share not content that our buyers want to consume. I don’t do call centers. But I start a conversation with you around what you do. Eventually, we’ll get there. So it really becomes Oh, you’re muted. Yeah,

Mostafa Hosseini  23:57

I didn’t mute myself. So I love it so far. So I am going to respond to you about the topic that you are posting. Let’s say you’re talking about LinkedIn. Okay. Now let’s say that I have I happen to run a business and I happen to want to sell something. Nobody ever does it. Let’s say that I I want to do her yet saying that I want you as a customer.

How do we take this to the next step that because here’s the thing, Bryn. I don’t know about you, but I could smell a sales coming from miles away. And I think people are pretty well trained on that. Now. How do we do it when it’s natural and it’s friendly, and then they take they kind of want want to have that conversation, which is your main skill. Yeah,

Brynne Tillman  24:46

and that is the right question to ask. And the answer is, you need to have a natural conversation. Pretend you are in a room with this person. Treat them up. You treat the person on the other side of that message the same way you would if they were on the other side of the table. Don’t go, oh, when can I pitch? When can I pitch? I can’t wait, should I pitch now?

Like, like, detach completely from what that prospect is worth to you? And attached to what you are worth to your prospect. That’s how they never feel like they’re being pitched because we’re not. And you’re like, well, then how does it turn into business? Well, we’ve got this back and forth. Hey, um, you know, I’d love to hear how did you enjoy that podcast? May be my next step is I put out a poll, and I asked you to vote on that pole. And that pole is a little closer to what I do, right. So I, we engage, you send me wonderful LinkedIn content from some great person. I’m like, Wow, you really thought about me? Now you put out a poll that says,

As a business owner, how effective would it be if you had a team of people setting appointments for you? Very effective, minimally effective, not effect, right, like, so now you say, Hey, bring your business owner, I’d love your one vote on this poll. So we’re getting closer to you or you public, you publish a piece of content, and you ask, and it’s, you know, business owners like that you want to sell to that persona. He I want an insight from you, or I’m going to put together an ebook, I’d love to interview you get a quote to add to my ebook, right?

So you want to start to ask my opinion, around what you do before you tell me what you do. So you get me engaged, whether it’s a poll, I start to learn about what you do through the content that you’re asking for my advice on, or my vote on, or my perspective on. So I have clients that all they do is create ebooks, that’s they reach out to people ask for their quote on a topic, they get on a zoom for 20 minutes, they bond. They learn about them, they get their quote, and then they transition to you know, thank you so much. I’m really excited when the ebook publishes will mention you. You’re welcome to share it with your network.

I know I heard something when we were talking that I have a thought, are you open to me sharing a little piece of advice as permission? Yeah, sure. What I heard you say was that your biggest challenge is setting net new appointments. Is that right? Well, here’s an idea that I have for you. Can I share a story with a client that had a similar issue? Sure. I tell the story. Now they know how I work. Don’t bait and switch it at this point. You say?

Well, I hope that those insights were helpful. By chance, would you like to set up another call where I might be able to share more insights and explore if I could help you in this area. So you close for the sales call, don’t bait and switch that call. So we’re slowing it down. We’re asking for their insights. And then we share an insight on our end. So if we’re asking the right questions for the ebook, we’ll hear where their gaps are. completely stop the recording when you have this conversation, because it becomes vulnerable.

So it’s completely stopped the recording. Thank you so much. Those were brilliant insights. I heard you say something and I have an idea for you. Are you Oh, are you open to me sharing that with you? You have to get permission. If they say no, they weren’t a good prospect. Right, so and it’s fine, and you still get and then maybe down the road, they become an opportunity. But that to me is how that’s the process. And it takes longer, and people will say oh my gosh, it takes longer. It’s about truly building rapport and credibility and trust.

You know, we’re working toward a relationship. It’s not a relationship yet. But we’re working toward it. And if we don’t slow it down. We’re gonna kill every opportunity. No one wants to talk to us.

Mostafa Hosseini  29:57

So I think an immediate object action coming from business owner would be I’m so busy, I don’t have the time to do all of this. What would you say to that?

Brynne Tillman  30:09

Hire someone, you need a salesperson. If you’re so busy, you’re making enough money. You need to hire someone. I mean, unless you don’t want new business like here, here’s the thing. If you need to prospect, if you need, when people say I’m too busy, then I say, are you making me enough money that if you bring in no more new business, you’re fine. And if they say, Absolutely, then they don’t need to do this.

But if they say I’m too busy, but I need more business, you have a time management problem, you have an understaffing problem, because you are unable to grow your business because you’re working in your business instead of on your business. So, you know, if they say that’s the bottom line, you have to invest in prospecting in sales. Does your call center make appointments for people? Right? Appointments, well, then that if they’re that busy, they should be making enough money that they can invest in, you take the pressure off of them, and they only have to show up when there’s an appointment, that’s fine.

Mostafa Hosseini  31:24

You’re gonna have to spend the time to find and do lead generation and find leads until you get to a point where you could afford to hire it out and get someone else to do it. Otherwise, yeah, to

Brynne Tillman  31:35

do the work, you have to do it. Absolutely. The one thing I would say that business owners need to continuously do, even when they can outsource everything is search their clients connections for referrals, because they have the relationship with the client. And you should never have a happy client that you have not searched their connections and run names by them. I mean, that’s the that’s

Mostafa Hosseini  32:03

that’s all. Before I before I continue on the referral aspect, let me ask you a question. I’ve seen a few LinkedIn automation tools. What’s your take on that? No,

Brynne Tillman  32:19

no, no. Couple of things. It breaks LinkedIn user agreement, you can get shut down User Agreement. 8.2. Point two says, No scraping or automation and no fake accounts. There’s a do’s and don’ts. No automation, ever. That said, there are a few tools that you can use that are helpful. But everything is still manual. I cannot tell you, I just talked with someone today, whose client last 15 years she’s had an account and it’s been shut down and they can’t get it back up. It’s all. Yeah.

So we think so. We were like there’s we’re I mean, they’re saying it’s permanently shut down. We’ll see. Yeah. So backup, everyone, bat you can backup all of your content. So your connections back up every three months?

Mostafa Hosseini  33:22

Yeah, you could, you could go to the settings. Or you could probably Google on how to how to backup and export your LinkedIn contacts and information so that if you get shut down, you could probably import them again and some people connection.

Brynne Tillman  33:34

I mean, it’s a lot of work, but you don’t lose everything. And actually, it’s simple if you go to the me icon, and then you go to settings and privacy.

Mostafa Hosseini  33:45

Yeah, I’ll show you people how to do it here in a second. Let me just bring my screen up. Can you see my screen? Yeah, here’s a new icon. And I go to settings and privacy.

Brynne Tillman  33:59

Yep, the me icon Are you on the me icon? I don’t see it.

Mostafa Hosseini  34:03

I’m in the settings of privacy already. Okay, so I

Brynne Tillman  34:07

still see your, the the screen of the search of posts.

Mostafa Hosseini  34:15

Okay, let me remove that. Let me stop sharing and present again. Chrome account there it is. Okay, so I am let me go back again and show you okay, let me show you here. So on the top right corner, you see a little me icon. Click on settings and privacy.

Brynne Tillman  34:37

And then at the bottom in a moment you’re gonna see data privacy, did it not go try? Yeah, I don’t see it. I only see your homepage.

Mostafa Hosseini  34:48

Oh, is this even happening? I don’t know. Sure this time instead. Okay.

Brynne Tillman  34:55

Okay, that’s good. Yeah, sorry. Yeah, and then Get a copy of your data. Exactly. Yeah, get a copy. I would do the top option. Download

Mostafa Hosseini  35:06

larger.

Brynne Tillman  35:07

Yep. And request archive, you’ll get a zip drive of everything your profile, the posts you shared. So the archive. I mean, you can and

Mostafa Hosseini  35:21

then you can go profile important connections. Invitations.

Brynne Tillman  35:26

Yeah. But if you do download everything, and is everything you do all that,

Mostafa Hosseini  35:30

yeah, yeah. Yeah. So what I was trying to say is you could select and choose or you could just get everything.

Brynne Tillman  35:35

Correct. So if you hit request archive, you’ll see all of those buttons will light up. Watch. There they go. Yeah. Mel to me. It’ll be emailed to you. Yep. And you can det it’ll take you back here to download it. So yeah, every every three months every quarter, put it on your calendar as a reoccurring task.

Mostafa Hosseini  36:05

Beautiful. All right. So let’s get back to. So that was a great tip Yang, make sure if you’re watching or listening, make sure that you get a backup and export of all of your LinkedIn data. And probably all across different social media platforms get a backup, because you never know, you might do something that they’re not going to like and you’re gonna get shut down without notice. And you can’t get access back to it.

And you have to start from scratch. Like right now I probably have close to 8000 connections on LinkedIn, it’s going to be somewhat difficult for me to rebuild that if I don’t have that backup. Right, right. Absolutely. So let’s get back to the referral conversation. How do we go to LinkedIn? And how are we doing for time? We got a lot of time.

So how do we go and ask good? Ask my connections, people that I know for referrals, and here’s the immediate objection that comes to mind is that, how do I know Brin actually knows these people on LinkedIn? So

Brynne Tillman  37:18

you build a list of 20 or 25? And I’ll know four or five of them.

Mostafa Hosseini  37:21

Okay, got it. So I’ll come up with a list. I could copy paste or show screenshot maybe true to brand and say, Brynn? Which one of these people would you be open to introduce me to?

Brynne Tillman  37:32

So I have a different conversation that’s, so Mustafa knows you’re connected to quite a few people I’m looking to get in front of, can I run these names by you and get your insights? Okay, I don’t, because if I start with introduction, and like, Oh, my God, I can’t do all that work. Like, you know, it’s just overwhelming. And, you know, so you’re like, Yeah, sure, I go through and I take notes, don’t know, don’t know, ooh, this would be good for you.

They Oh, she would be great. Don’t, don’t talk to him. He’s a nut job, right? Like, you go through this list, and you get your four or five. And then I can make one of two pathways. If I know you well enough. And I think you’d be comfortable. I can say thank you so much for your insights, of these five names. Is there anyone on this list, you’d feel comfortable introducing me to? Now I don’t do that. Because I don’t want to put the work on my clients.

And not only do I not want to put the work on my clients, they will all say yes, in the moment. And then if they get busy, and they don’t do it, they start ghosting because they’re embarrassed that they didn’t do it. And so I create tension between myself and my clients. So what I say is, thank you so much. When I reach out to them, Can I mention that you’re my happy client, and that you thought it made sense for me to reach out.

So now I’ll go out and say Jane Mustafa and I were chatting the other day, your name came up in our conversation. And he thought I should reach out and introduce myself. I’ve been working with him for the last two years and able to help do X, Y, and Z. Let’s connect and I can loop you in a little more on what we were chatting about.

Mostafa Hosseini  39:09

Love it, love it. That’s a great script there gang if you’re watching, or listening, she just gave us the script to reach out to people and I guess appointed us as you would ask people that would be open to introduce you to make an introduction for you. I want to just reach out to this average Joe that has no clue who I am to make introductions to other people that I don’t know. So there’s must be some kind of relationships with with that person.

And then going back to the entire conversation about building relationships. This is where later on it would come handy. Like when you have engaged and built a relationship with someone on LinkedIn and you’re supporting each other you could then later on not right away, not like five days after. When you see fit, going there and say hey, would you be open to introduce me to this person I think We could do business with them or some version,

Brynne Tillman  40:01

you have to, you have to know your relationship, you have to know. I mean, I have referral partners where we refer back and forth, I have no problem asking for an introduction, because I’ve made introductions. So you know, none of this, even though I sounded very scripted, none of it is an absolute script, right. And that’s what we have to slow down our outreach to speed up the outcome, we’ve got to make it personal. There are times where I jump on and do a video message.

Right to the individual. So yes, to what you’re saying, but it’s a yes and personalized tailor it, slow it down, it will make have a huge

Mostafa Hosseini  40:48

luck, there’s got to be a relationship that I can’t just ask random people for a referral. And so let’s do a live tear down on my profile. Shall we? Go? All right, so I’m going to share my screen. If I’m not. There it is. Can you let me know if you can see my profile?

Brynne Tillman  41:16

Yes, I can. All right. And

Mostafa Hosseini  41:18

I guess you have it on your end. So please, let’s tear it down. It’s okay, if you hurt my feelings, that will probably be more useful with all the stuff that would hurt my feelings. If I’ve done anything wrong. Yeah, that’s all the stuff that I’ve done wrong first.

Brynne Tillman  41:35

Well, the one thing that I noticed, you can see your banner now, but we do have your banner up. I liked it. You just had one of you were entitled caps. And one of the words that should have been kept wasn’t. So that was one I can’t remember what it was. I just remember looking at that

Mostafa Hosseini  41:53

app analyzation on the banner, can you give us like a 32nd tip on the banners and what should what should be included in there.

Brynne Tillman  42:01

So I look at a banner like a billboard, it’s if they can drive by don’t have any more words in there than a drive by can read. Keep it very simple and clean. And if branding is important to you, then I think that’s that’s a big deal. So So logo if you have a logo for that brand recognition. If you are, if you’re sharing content, that banner follows you in places. So also take a look at where your headshot shows up in different places and make sure you’re not covering the words.

Mostafa Hosseini  42:39

I’m okay. Going back to what you said it should be like should the banner be a resource kind of driven?

Brynne Tillman  42:50

Well, it could be like right now my banner is join our free public library. It’s sort of a resource, you can have a call to action there. But it’s a billboard that I mean, that’s really the way I would look at it. I mean, don’t sell anything there.

But, you know, you if you have a free event coming up, you can leverage that, you know, and use Canva. It’s a freemium tool, you can create banners, the right size, and it’s pretty fabulous.

Mostafa Hosseini  43:20

Canva is amazing. Would you ever talk about their pains and issues that they’re experiencing? On the banner? Not

Brynne Tillman  43:27

typically, unless it well, if it’s your slogan, maybe. But I wouldn’t like to move on beyond banner, because every person I talked to we have a different it really becomes you know, what’s important to them?

Mostafa Hosseini  43:45

Okay, God, yeah. All right. So what else am I doing wrong here on my profile?

Brynne Tillman  43:49

So the first thing is you’re using Unicode in your headline. Okay, wait, that’s right. So, from what I understand, Unicode is not searchable, the letters is not searchable, and it hurts SEO. So although it might look better, it can affect your search engine optimization. I also have so with that aside, I have a few things I like to include, which is who do you help?

How do you help them? What results should they expect him? What do you do? So Canadian based call center specializing is about you? So let’s flip this. So who do you help

Mostafa Hosseini  44:35

establish service businesses with a proven high ticket offer?

Brynne Tillman  44:39

We’ll say it again established service business

Mostafa Hosseini  44:43

service based businesses with a proven high ticket offer and a list of prospects and customers.

Brynne Tillman  44:52

Okay, so I would actually start with that. So it might be partnering with proven service businesses that have a strong reputation and have deep client relationships, however you want to say that right? That micro influencers in some way, shape or form, right? So helping them do what? Helping them?

Mostafa Hosseini  45:29

Well, there’s a result that they get from us is booking appointments, getting referrals, improving the customer rotation rates, profitability and customer satisfaction.

Brynne Tillman  45:38

So how do you do that? Through our I don’t like world class, but World Class call center specialists or however you want to say that right? And so I mean, this could take a half hour if we were really driving deep into it. But the bottom line is they you they we need to get them to say I want that to keep reading. Got it? Do I want a Canadian based call special specializing in I don’t know yet. But I know I want profits. I know I want customer retention?

I know I want, right? And if that’s what you’re doing, like you have to bring that to the surface. Okay, then, the next thing is you have a wonderful CTA. But you made it your link. So click on your little pencil at the top right. Yeah, so that is ceases WWW dot fix my go scroll all the way down. Down. Okay, so you see where it says link and then link text? Yeah. You don’t need that to be a link what what do they get download? What? What what did they get if they go to fix my follow up problem?

Mostafa Hosseini  47:07

They’re gonna see an overview of what we do and a calendar link to book a call with us.

Brynne Tillman  47:17

Do you have anything that’s more educational? Yeah. Like okay, so I would do like download ebook on, but in see where it says link to tax right now. That’s okay. Let’s just do take. Right. Download

Mostafa Hosseini  47:35

my resource on how to fix your follow up problem.

Brynne Tillman  47:39

Yeah, but but it go click in link text the bottom? Yeah, yeah. And just backspace, all of that and just put in, um, learn how to fix your follow up problem.

Mostafa Hosseini  47:54

Learn how to fix your follow up, prob.

Brynne Tillman  48:01

Learn your follow up. That’s okay. Can we just do a follow up?

Mostafa Hosseini  48:08

Learn to fix your follow up. Issue. No.

Brynne Tillman  48:12

Okay, that’s it. Just do it. Just hit save. I just want to show you right. So now, the text shows.

Mostafa Hosseini  48:20

Oh, I love it. I think that’s easier to read. And it’s a call to action and beautiful. Yes. Another one.

Brynne Tillman  48:30

Okay. So you have providing services. I’m sure that that looks great. Just know that providing services people can actually request proposals from you now. I don’t want to go deep into it. But just make sure that’s the gray box there.

Okay, that’s fine. So you are in creator mode. You’ve got your Yeah, so sorry. No, you’re fine. So let’s just go back. I’m gonna we’ll do two more things on your profile real quick.

Mostafa Hosseini  49:01

I’m trying to let me just get out of full screen so I can actually go back. Let’s turn this

Brynne Tillman  49:08

icon. Just go. Let

Mostafa Hosseini  49:10

me just save it. Okay, me. View Profile.

Brynne Tillman  49:15

Fastest way? Yeah. Oh, I see. We’ve got lots of comments coming into which is fun.

Mostafa Hosseini  49:21

Great conversation, awesome strategy, Career Connections. Question for brain. Is it better to use a personal profile or business page to apply these tips? That’s a question from David. Yeah,

Brynne Tillman  49:34

great. Um, okay, so everything we’re doing is personal profile. I have a whole strategy around company page, which I can take you through once we’re done with this.

Do we have time? Or maybe not? Not today? Okay. So David reached out to me and I’ll share my my company page secrets but what we’re doing today is all as a person.

Mostafa Hosseini  49:58

Yeah, we’re just focusing on the person Alright, what else?

Brynne Tillman  50:01

Do you see you see your featured section? What is this video featured?

Mostafa Hosseini  50:05

A podcast? That’s actually a snippet of me being a guest on Danielle’s podcast. Great

Brynne Tillman  50:14

is it is Do you love it? Is it great? Well, people love it. Do you teach them in it?

Mostafa Hosseini  50:21

I teach Yes. Oh, the topic here is there’s nothing wrong with being salesy, and I share my sales philosophy. Okay. I could probably add a few more here. And now tonight, there’s only one I could

Brynne Tillman  50:34

I don’t have a problem with it. However, we could add. Do you have a calendar link? Yeah. Okay. Click the plus sign. Go. Yep. And then put your link in whatever that is.

Mostafa Hosseini  50:50

Okay. Here, Presario slash, book 30.

Brynne Tillman  51:01

Okay, you can have a description. Don’t do it now. But hit save. You can go in and fix it later. Right. And so now and you can change it around. But you can have a link to book a call right there if you wanted to.

Mostafa Hosseini  51:14

Yeah, dad calls me. Okay, cool. Well, I love it. And if

Brynne Tillman  51:17

you wanted the video first, you can actually move the sections around. Okay, cool. And I wouldn’t recommend more than three they get hidden. You get like three and a half show that scroll down really quickly. look at one more thing. You’re in your about section. Uh huh. So I liked that you start with problem, we typically say start with challenge. But you jump in to solve these problems, you have to hire me. Right?

To help you solve these challenges we help you. So I would actually switch that out. Just reframe it to be education. So there are 123 there are four ways to fix this problem. I’m at and teach them here. So ultimately, this is where the resource comes in. It’s you know, we’re reframe this to if the if these are your problems, here are some things that you can do to fix the problem. And then there should be enough value in this, that they can implement something even if they never talked to you.

Or at least believe they could. Okay, and that right. And so now that’s how we earn the right. So you can say, you know, if you’re struggling to implement some of these things, let’s talk whether or not we decide to work together, I’m confident I can bring additional insights that can help you book more appointments, get more referrals, but you want to even if we never work together, so that first call becomes an incredible insights call, where you’re actually helping them it’s an you know, everyone will say don’t give away free coaching,

don’t give away for you have to in today’s environment, because they can Google and learn things anywhere they have to test drive view, the more you give away, the more they want to work with you. So we want to provide value here and value on the call and then close for the sales call. So

Mostafa Hosseini  53:31

I noticed that you the links here are not clickable. Is there a workaround on that? There is not? Okay, unless you have a link up here? And is this the only one you can only have one CTR on a topic? Yeah. So I could probably change this to I could probably change this. If you’re struggling with this, check out my training, click on the link from the top to see my training, they would enter my funnel and then we could take it from there. Yeah,

Brynne Tillman  53:58

and you can put a link in there people are smart enough to copy and paste. Or

Mostafa Hosseini  54:04

I could say click on the link to book a call with me on the featured section or Sanford. Sure. Okay. Perfect. Anything else?

Brynne Tillman  54:12

I mean that that I think that’s a good start. All right,

Mostafa Hosseini  54:16

good. I’m gonna go back in there and and then spend more time on this and make it more of a resource and out there because I have like some trainings and checklists like I have a checklist called the simple retention formula checklist. I share all the things that they need to do to improve follow up and retention. I could share a link to that. Oh boy, I have a lot of resources I could share. And I pray if you’re watching or listening you probably have similar resources and stuff you can put out there.

And then to make the the profile more more appealing to people. You just guys you just saw how I was just talking about But how awesome I am, and not about what they need. And I thought that I was actually, I thought it was like it was focused on the customers. But that’s me. Unless you get someone else to look at your stuff like Brynn, right, you probably don’t see all the mistakes that you’re making.

Brynne Tillman  55:18

telling them how to hire you, is about you. telling them how to hire you, is not about them. And that’s something very hard for business node owners and salespeople to grasp. I love it.

Mostafa Hosseini  55:36

Brent, please tell us about your gifts for the people that are watching or listening. Yeah,

Brynne Tillman  55:41

we have a free content library that has tons of downloads. It’s social sales, link.com/library or LinkedIn library.com. And, I mean, it’s, it’s really chock full of lots of stuff, so totally free. You’ll be part of our community where you can ask questions, we’ve got lots of events, and it’s really, it’s a fun place to be robit.

Mostafa Hosseini  56:11

So again, if you’re watching or listening, go to social sales link.com forward slash library, opt in and get access to brands LinkedIn content library, where it’s full of LinkedIn tips and nuggets and all the stuff that you could do. Brynn Would it be alright, if I asked you some personal questions before we we wrap up? Sorry,

Brynne Tillman  56:34

I’m married. No, that’s okay. Go ahead.

Mostafa Hosseini  56:38

They’re not that that personal thing. I know. What’s a new thing you have tried recently bigger, small.

Brynne Tillman  56:48

New thing I’ve tried. Oh my gosh, not prepared. I’m buying my whole wardrobe from Amazon. Love it. I did not go to one store this season. Love it.

Mostafa Hosseini  57:03

Give me two of your favorite books.

Brynne Tillman  57:05

Oh my gosh. And List of referrals by Bob Berg and the little black book of connections by Jeffrey Gitomer. Yeah. The Challenger sale by Brent Adamson and Matt Dixon and the Challenger customer. Sorry, got him in.

Mostafa Hosseini  57:28

Don’t just sell and challenge your customer. Yes. I didn’t know there was a challenger customer book.

Brynne Tillman  57:34

But tell me your address. I’ll mail you one. All right.

Mostafa Hosseini  57:38

Please do? What advice what advice made a big impact on your life or business?

Brynne Tillman  57:45

Oh, gosh, I’ve had so much. I have a big

Mostafa Hosseini  57:49

one. Something that was like a big impact.

Brynne Tillman  57:51

So it’s funny. I actually just put this in a comment on Fred diamonds content today. My knees who was Morgan Smith, who was a long time ago, the Wendy in the Wendy’s commercial was an Off Broadway Actress in a Musical high energy musical that she had eight shows a week. She was absolutely incredible. And I remember saying to her, how do you show up like that every single day. It’s the same thing every day. It’s got to be exhausting.

And you have this energy about you that it’s just fabulous. How do you keep that up? And she said to me, it might be something I do every day, but the people in the audience it’s the first time they’re seeing it, and I owe it to them to give them my best. So as as a trainer, I really embrace that I got to show up with it doesn’t matter if I’m tired. Doesn’t matter if I’m sick. It doesn’t matter. Like it doesn’t matter if I’m having a bad day. It’s the it I have to be my best for the person in the audience every

Mostafa Hosseini  59:04

I’m gonna keep that advice for the show more like every week that we go live. I don’t there might be some people that are watching for the first time. So amazing advice. If you had a Google or Facebook bat ad, where everyone around the planet with access to internet could see your ad what would your message be for the people of Earth?

Brynne Tillman  59:26

Let’s be nice. Kindness goes a long way. I’m Yes, stop bombing Ukraine. I don’t know just just be nice.

Mostafa Hosseini  59:39

Nice. love it love it. Love it. Brand. This has been an absolutely amazing conversation. Gang if you’re watching or listening to get access to Brynn go to social sales link.com forward slash library or do a search on LinkedIn from Bryn Tillman. And you can find her brand is there anything that you’d like to add that maybe we think get a chance to talk about before we say goodbye.

Brynne Tillman  1:00:04

I’m going to just reiterate treat the people on the other side of the message the same way you would if they were on the other side of the table and you will begin to build rapport and relationships. Love

Mostafa Hosseini  1:00:15

it, love it, love it, gang. Lead Generation is like the number one problem for almost every business that I know. And LinkedIn is a great place. If you do b2b And you you work with professionals. LinkedIn is the place do reach out to Bryn get a hold of her she is She is a professional at what she does, has a wealth of knowledge and all the resources to help you and your company to go to the next level.

And again to go to get that go to social sales link.com forward slash library and thank you for joining us if you have any questions for me or Brynn put them in a comment on LinkedIn or Facebook and we’ll do our best to get back to you. And we will go from there. My name is Mostafa Hosseini you’ve been listening to daily confidence or watching daily competence for entrepreneurs. Have a great weekend. We’ll see you later. Bye now. Bye