so we're just coming on now just to make sure that we're in all the right places if you're watching on facebook linkedin youtube just give me i was gonna say give me a wave but if you can let me know that you're hearing me seeing me wherever you are whether you're linked in facebook youtube i'm just going to check to make sure we're appearing up let me know where you're from in the chat because we are going live tonight on our event everybody got us there okay everybody see us everybody see us on facebook linkedin youtube facebook you're seeing us on facebook which is awesome and yes we're on um we're on uh live on linkedin descriptions a bit out of sync but um on linkedin but we're here so everybody can see us which is brilliant so hello anna from romania hi the sales and marketing partnership hi dan hi sabine hi robert oh bob airs here hi catherine adams hi yeah everybody can see us okay we'll just update the descriptions on the session because it's a little bit weird literally 15 minutes before we went live um excuse me 15 minutes before we got a notification that um our broadcast service was experiencing an outage and we may not get live but it seems we're here so uh yeah we'll just let everybody join in get here okay and then we'll kickstart so there's about 80 90 people watching us on youtube and we've got a couple of hundred on linkedin i think and facebook all different places hi john from exeter just down the road hi danielle hi craig dorsett um good everybody can see us okay so just let me explain the format tonight it's a training session so there's not like this sneaky upsell in this session that's not how we do it um a up from lancashire a up from lancashire i'm a northerner so my brevity tonight might be a bit brutal um the way we run these sessions is its training session you can ask questions in whatever chat wherever you are they come through and we will answer them as we go i've done a poll today on my linkedin to try and understand what the key challenges people have with sales navigator and we'll make sure we tick them off tonight uh hello henry um hi thomas uh hi rex uh so lots of people here so we're gonna get started so uh just whilst we're waiting for everybody to join just so you know who we are maverick we're a training and consulting company we are one of the biggest social selling training companies probably in europe if not the world we focus predominantly 99 of our businesses training or helping companies implement social selling both on linkedin facebook all these different places and use email as well to sell and we've got a mission as a business to help a million businesses grow whether they're our customers or not so that's our mission it doesn't matter if you're a customer or not tonight this is free and all we say is if you get value from it do the thumbs up the likes the comments the subscribes and all that kind of stuff okay uh just whilst we're still waiting for a few people to join uh hi hi steve mcguff mcguff hi catherine adams hi james lapin and some of these names are familiar steve kazan sunny france san francisco steve i wish i was there because it's feeling pretty cold in the uk for may um so this is me dean seden founder of maverick you can find me on linkedin feel free to come find me if you've got any questions from tonight you think of something afterwards and you go i wish you'd have asked that question just dm me on linkedin connect with me on linkedin absolutely fine and ask your question it may take a little while to get back to you because i get a lot of dms but um i will get back to you and give you an answer um so absolutely fine and in the chat wherever you're watching on linkedin facebook youtube put your comments in there they all come into one place and we'll see okay so this is the poll i put up last night maybe we can put this big screen so you can see it so i put this poll out twice to try and get the results and the results were pretty similar what's the biggest struggle you have with sales navigator now i see a lot of people saying sales navigator is so expensive and i honestly i don't mean this in a in the way it sounds maybe i do um i don't mean this in the way it sounds but some people say sales navigator is so expensive it's not it really isn't sales navigator is actually relatively cheap in the sense of the power it puts at your fingertips but as this points out as this survey shows us a lot of people really struggle to get it to work for them so some of them don't know how to find prospects some don't know what to do with a prospect so getting meetings is a massive challenge for people and then what do they do with inmails and messages so we're going to go through all of these and i'm going to give you a basic foundation of sales navigator now when we get to the end when we get to the end i'm going to leave time at the end to do q a and we'll do some live demos so if you have a question that's about live demos we can actually put that in the section at the end so uh probably what i'll do is i'm going to tackle all of them i'm going to leave getting meetings booked till the end because it's the most complicated way to explain it so we'll go through how do i find prospects how do what to do with prospects in mails and messaging and getting meetings booked so i'll put all of this together tonight we're going to go at a pace so if you want the replay for tonight i'll put our email i'm going to try and do this on screen here hey look at that uh on screen here and email us if you want the replay and we'll send you the replay there's no cost it's no catch it's free uh during tonight's session also i may reference some worksheets or documents and again you can get them by emailing there and maverick team all our coaches and sales social selling coaches i might if i get carried away give everybody a free strategy session on salesnav so prepare yourselves okay so uh oh bit of a glitch there so just a couple of things on salesnav there's a bit of a font issue on my powerpoint uh but um sales navigator first things first the basics on salesnav you've got the mobile app maybe you don't know this but you've got the sales navigator mobile app and you've got sales navigator on linkedin why would you get sales navigator versus free or premium well number one free is extremely limited so free you can't search for people very accurately you can't track people you can't engage with people in a strategic way it's very hit and miss premium on linkedin is basically a better version of the free to be honest with you there's no real not a lot of value in premium sales navigator has all the premium bits but then this massive sales tool and marketing tool actually because you can target people more accurately with it and you've got unlimited amounts of features so we're going to go through some of those features i'll show you the features how to put them together and then we'll go through the survey questions as well so first things first if you've not got sales navigator it's it's about depending in the uk it's about if you're that registered it's about 50 odd quid 59 quid a month um and uh premium is about 49.99 a month so there's 10 quid difference between premium and sales navigator now when you get into sales navigator it feels like a mammoth expanse of stuff and if you go nuts with it you can actually clog it up to the point where you can't make any sense of what you're doing so first things first on my screen here you can see there's some sales navigator screen and it's highlighted green and red so you have two main ways of doing things first thing you've got is searches and the second thing you've got is lists so a search is about finding people or companies under a criteria and a list is about finding people and tracking individual people so for example if you wanted training companies you could search and find maverick but if you wanted maverick to be your customer you would save maverick in a list and that means you track the specific company if you wanted ceos of training companies in plymouth i would come up in your search but if you wanted if you then wanted to sell to me or build a relationship with me you'd have to save me as a lead in a list and then i become tracked now i'll talk about how the tracking works but the simple way of looking at it on screen you've got greens and reds reds are searches broad criteria and leads or lists are very specific people or companies that you can track so how do we find prospects so this is where it gets really really important yeah you can search for people you can create lists but you need to have a plan of how you're going to help them and how you're going to do business with them so you need to reverse engineer who you want to reach and what you're going to do with them and then go looking for the people who fit so maybe what i'll do is maybe i'll actually go to sales navigator to show you this because it's a little bit easier to do so just bear with me and i'll flick to sales nav so hopefully you can see my linkedin on your screens now if you want to make it big jack that's cool so uh so when i'm searching for people you've got the search feature here so at the top here you've got save searches and all filters see all filters here and you can search for leads people and companies are accounts so let's say for an example i was looking for companies in london and i've got two different types of london i've got london specifically and the london area which is just greater london basically so as it shows me here there's a million companies in that area but maybe i want the tech sector so i can go well i want the tech sector in london 38 000 companies now uh in information technology and services but how big are they now often people will talk to me when they're talking about coming to linkedin and say in terms of this is how big the company is in terms of revenue linkedin's annual revenue figures aren't that accurate and so i always encourage people to think in terms of head count so how many employees do they have and when we get into here the size of company we've got the overall headcount of the company so you can see them here different criterias and you can select all or none and you've got headcount growth so are they a growing company so have they grown by 25 or more in the last year oh it might be 90 days actually so 3 000 companies in london in the tech sector have grown by more than 25 and then i could go well actually i want companies bigger than than one to ten so i want anything above that so i can have huge companies so there's a thousand companies in in uh on linkedin that have grown by more than 25 and then i can look up well what technologies do they use so i can filter by technologies that make they may well use on their website and go actually how many of them are wordpress how many use i don't know whether it has stripe how many you stripe it will show me oh there's only one that uses stripes so it's not the most this bit it's not the most uh um relevant ones but then i could also find how many of the companies am i already connected to somebody in and there's 15 companies where i'm already connected now in addition to um these features so if i pull this up now so i can see here i've got a thousand companies that have grown go cardless and all these people here tons and different companies now what can i do this is a criteria so let's say for an example maverick's new sales target is go cardless and actually i've already saved them as a lead so you can see here i've saved gocardless as a lead i'll just unsave them for a minute so you can see i've got the save button here so i've done a search and i can save this now into my five so i've that's my name of my target customers my five target customers so here i go go cardless i've saved five of my target this company into my list so now i've got a list of companies that are growing and i've decided that out of that list i'm going to track and pursue go cardless the direct debit people we use them a lot um so go cardless we'll take that off we'll we'll i'll take my jack off it's a bit warm under these lights it was cold this afternoon and then this later on it's got really warm so go cardless is now my prospect you can use any of these scenarios and maybe some of you got some questions somebody said i suppose the alternative to using sales navigator is to actually get inbound leads well inbound and top of mind is always what you want to pursue and we will look at how some of that works we have a concept and maybe check out my post today my big yellow post my square yellow post where i talk about content bias now i don't want to cover that tonight but content bias is is a way whereby you can get your prospects into your world so you can get them to see your content and you can use content to do some of the selling we'll we'll look at it a little bit tonight but we haven't got a lot of time to get through it so go cardless is now in my list of accounts so i've done a search i've searched for accounts companies and i've gone to go cardless what most people do and i've saved gocardless into my five list what most people do on linkedin is they actually search for leads so they go into the search filters here for leads and they put london in now i'm just gonna keep the london area in i'm gonna keep the it in and then let's say my title so i want all the same kind of companies but i'm looking for marketing people say or digital marketing so i put in the keywords or the specific job titles just to get bit of a tip on key job titles if you put global director of marketing it will look for global director of marketing now every company has a different title structure so it might be worth you doing a search for marketing and then looking through it and deciding who you want to chase up and who you want to track and and engage with so digital marketing and marketing is there so i search for those and there's 3 000 of these cut people so here they are 3 000 of them and this again is a criteria it's a search and i can save this search and revisit it so i can do dean's sales nav test and i can save this search and then i can say to linkedin tell me daily when this criteria adds new people so when this list gets new people update me and i'll save it uh we've got some questions here um uh mark yes you can filter years at the company the only downside to that is if you're looking for an md who's been an md for one year and then but they've actually been in the company for 10 years it kind of messes it up so you can have years of the company and years in the current role also just be aware and this is where people who use automation get caught out people can have multiple roles and so somebody could be a full-time accountant at pwc but also have a freelance business making candles and you reach out to them as a small business owner but they're actually some big corporate senior manager and so it's very dangerous using automation because what you can end up doing is reaching out to somebody with an automated tool which is forbidden by linkedin by the way and say oh great you're um nice to see you're um a small business owner at pwc and it makes you look foolish so you need to be really careful and also when you do use automation to try and reach out to people it defeats the object of what you're trying to achieve the end goal i'm assuming by our survey the end goal uh on boolean oh i'm going to come to boolean searches a minute it's the end goal you want is a conversation with a prospect that's what you really want and so sometimes what we do is we confuse ourselves into thinking that volume equals results volume only equals results when you're trying a very broad vague strategy the more volume you do the more vague you have to be and so i encourage you absolutely encourage you sales navigator will save you a lot of time by finding the people you exactly want neil you can use boolean but it still throws up a lot of false positives and can leave you for hours hours struggling to make it work so right so let's say i go to my account list now so i've saved my five list here so you see there in the count list so remember lists are specific companies i'm tracking and in my list here i've got my my5 so these are the companies that i want to do business with there's five in here yep lind read g4s serco and capita so you can see that i've got people here and i've got activity and notes so when i do a note on this company did account research and then i can put 25th of the 5th 21 and done it will save the last action there and then when i add another note found prospects 25 521 and uh now i'm on a corporate account if you've got more than eight users in your company you can get a corporate account where you can share intel between you all a note so that you don't prospect the same people but as you can see here now when i go in here i've got a note history on this account on this company and i can tick this box here go to the top here and actions and go search for leads and it will now show me the leads from my list oh i've done the whole list here but you can see i can find the whole list and then i can go okay i want marketing and i want them in the united kingdom so let's see where they are so in there's 210 results linkedin will show us 25 on sales navigator per page and i can select all the ones on the page i'm just doing this for speed to show you and i can save to list and save these to new list which is my five prospects so i've got a list of prospects i've created i've got a list of accounts i've then turned that list of accounts into a search for prospects and now i'm turning that search for prospects into a list of prospects so i'll create and save done and so if i go into my lead list now you'll see i've got my five prospects with 25 people in and when i go into that list i can see all the activity that's gone on i have no activity because i've just made them and there we go so you can see all of them so now you go well what the hell do i do with them now so i know we all want to reach i know what i want to do how the hell do i do it now this is where you need to have a real strategy in place because there's some people who are very active on linkedin posting and engaging with things there's some people who are just engaging with things and not posting very often and there's people who don't do anything and so you need to have a strategy for each now i'm going to talk about one of the easiest strategies you can do but there are more uh more sophisticated strategies for people who are less active um so i i can't cover them all tonight but i'll cover one so here we go uh so i've got my 25 so what do i do now so you would do the same process look at the companies that you want to identify get a healthy number then save those companies into an account list from there we will search for leads in those companies create a search of the prospects from the list the account list and then we will turn that into a lead list now once we turn people into lead into a lead another and put them on a list linkedin now says okay you want to do business with these people i'm going to alert you to their activity i'm going to show you their activity so that you can go out and and do your work to sell and reach out to them and build relationships so you need a healthy list because some people will be very active some people will be less active and some people will be dormant they're lurkers often people say what uh there's a lot of lurkers on linkedin and there are a lot of lurkers on linkedin they're people who are watching lots of stuff but not doing lots of stuff so it's worthwhile posting content because as i said in the content bias post which you can look at on my linkedin feed content bias is where you can design your content to get in front of particular companies and particular people and it's a very complex way of doing but once you get into it you can actually get to a place where you can see that your target companies and prospects are seeing your posts on a regular basis so that's how you educate people content on linkedin is how you educate people and build some of those touch points that help you go from complete stranger to actually you're somebody who's trusted respected and visible remember we might not see it this way but being in somebody's feed and being seen on a regular basis has a huge impact on your credibility and on your reputation with your prospects than if you're a complete stranger so i've created my account list uh let's see if we've got any questions before it uh rachel so where is when you do a boolean search on normal linkedin it searches just for that phrase anywhere on the profile so rachel if i was the managing director of a company well i used to be the managing director of mavic i became the ceo um so if you search managing director you probably get me but actually i'm the ceo and terry's the managing director on normal linkedin on on sales navigator you can search for very specific titles you could put you could search for a chief revenue officer and that has to be in their job title yes so mark absolutely right it would look in anywhere on the profile not just the headline anywhere on the profile so if if my about section said i help managing directors or a managing director um it would i would show up even if i was a you know a window cleaner i would show up so it's really important that sales navigator helps you find people more accurately and quickly so why am i saving all these people as leads why am i saving all these companies as in lists why am i saving them in lists what's the point well when we go to the home feed on sales and i know theresa quinn's here somewhere so she's shown up at the top here because she's viewed my profile but when i go to my home feed as you can see i'm a sales nav expert it's not hard to get one to be honest with you but um they think who knows why um so when you go on to uh this home feed you see all and it's all clutter it's all clutter but when i go into leads here i can actually see what all of my leads have been doing and i can filter by what my leads have been producing in terms of content so i can see here all the way down the leads i've saved what they're posting i can go oh here's doug i know doug so i can go on to doug and i can see his post that he put up 12 hours ago and i can engage with doug why would i want to engage with doug why would i bother engaging with a prospect on their content anybody want to answer that question anybody want to answer the question of why yes vinay i'll show you the notes section in a second why would i want to engage with my prospects contents sam i think anybody one of the programs we teach companies and sales teams out is how to implement this and make it work because it actually makes your life a lot more it makes sales more efficient so the reason i would engage with doug the reason i exactly sonya exactly bang on they become familiar with you you break the ice you can interact with them and have conversation and so suddenly you're not a salesperson you're a contact a friend of familiar face relationships and conversations daryl said it ball bang on you're building credibility but also they're gonna come back and maybe reply or they're gonna like your comment or they're gonna view your profile you're opening doors and building relationships now the bigger your account that you're targeting this more senior the position uh the more activity activity you should do like this now we uh cento b has kind of hinted at something yes if you engage with them and they engage with you you get yourself into a content bias so if i just pull up my presentation again so this is a real simple this is like the foundational model we built three years ago to help people social sell it's a very very simple model it won't work for everybody you'll have to adapt it so now we spend time with companies writing their social selling process and teaching them how to do it earn trust and earn the conversation you look at what happens on linkedin and what most of people what most people are doing is they're chewing out hey do you want this do you want this do you want this in all various forms but effectively it's like do you want to buy this and nobody's interested you've got to peak the curiosity of your prospects you've got to peak their curiosity they're not interested in the awards you've won they're not interested in all of these little gadgets what they're interested in i've got immediate priorities how do you fit with my immediate priorities and they will weigh you up against their existing workload they will weigh you up against all the other things going on in their world so everything you've got to say you've got to make it powerful how do you make it powerful by understanding the current challenges they're facing and how you match your product or service to that space so look at your product look at your service and go what are the challenges they've already got what's going on in their world that we know this can fix and then we don't say hey we can fix this problem you ask them and talk about the problem yeah consultative selling 101 you talk get the client to talk more about their problem so you can tailor your conversation back with them and so that's the key that's also the key to unlocking messaging by the way if you look at what most people are doing and have a look at your own messages do they look more like emails or they look more like whatsapp conversations because a conversation going well will look more like whatsapp than it will look like email so this is a very simple model that you can build a foundation on to engage and get reciprocative communication that leads to a conversation so if you want the map of this we've got a map we did a couple of years back um it's it's a flowchart it's quite complicated but once you get into it you can go ah i know what i'm doing so if you want uh if you want to um get the process map just email us and we'll send it to you so here's the first couple of things i'm going to go back to sales nav who do you want to create relationships with so number one when i go back here so here's my list i can engage with doug here but when i go back to my account list and i go into my five and i go on to i'll go into capital they're a big company in the uk so here we go go to capita and i'm on their company page i can add notes on the company page as well yeah so all of these but i can also build an account map where i can add my leads into my map to plan out how am i going to build the relationships so there's generally two ways you use the count map you do it by tiers in terms of seniority or you do it by tears in terms of activity so who's the most active who's the least active could one person who's less senior be the route in to a conversation maybe they can introduce it or maybe they can pass the information on or something like that to open the account that's generally how you work the map now what some people won't be aware of is when you go into account lists so everybody watching here this is really important yeah so um candice yes it's all about being in relationships um hacks of sales navigator i'll give you a hack right now so here we go so let's say you've got a list of companies and you've been to their websites and you collect their websites into a little spreadsheet you can go in here and upload accounts from a csv file and you need a website url and the account name the name of the company that's it and then you can literally uh cr create a lead list uh i don't know whether i can do this uh quickly maybe i can can so we put an account name in and then a website url i don't know where this will work yeah there we go and it will scan linkedin for you find all those companies and map them out for you and then you can flip that into a lead list really quickly very very quickly so just a recap home is where you can keep your priority of who you need to engage with account lists are where you track people that's important searches is where you find the criteria of people that you add to lists or companies one more feature before we go into the messaging so when we go into leads here we can actually show and flick the tab to buyer interest and every time a buyer shows interest in you it flags it here yeah does that make sense it flags it here so you can see it now now we come to some of the tricky bits and pieces so here's the quick conversa the quick bits so let's just go back to the beginning how do i find prospects tick what do i do with prospects save them as leads and engage with them at various stages in the process i'll share with you my process just send us an email to the to there so email and we'll send you the social selling process uh it's a pdf workflow flight uh flowchart uh and if at the end of this what i'll do is i'll ask our coaches and say look if you if people need it they can ring up or email and book a time and it might only be 10 15 minutes so don't get too excited but if you want to walk through the process and understand the process our guys will jump on a call and explain it to you so what do i do with process save them as leads engage with them what we call the seven steps um get meetings books and inmails and messages i'm gonna deal with these two at the same time because effectively these two are inextricably linked so you can't you can't get a meeting booked without a two-way conversation number one so write this down please please please write this down no meeting will happen without a two-way conversation so all of your efforts up to messaging is to help and train as if you're a prospect of mine forgive me for the way i'm saying it your only goal is to train your prospects that you are not a salesperson you are a friend so that they will give you the time of day people buy from people they know they like they trust so showing up engaging with them doing the work will actually gain you the trust it will gain you the edge over a complete you know automated churn and burn person it will give you the time of day now i'm going to just quickly reference some different types of messaging you should be doing so number one if you're just doing cold messaging straight off the back of connecting you're not going to get a reply uh the stat on that by the way is is about point four to one percent success so for every thousand uh messages you send you will get uh one sale so quite quickly especially with the connection limits quite quickly you can end up in a situation whereby you have burnt through your connections linkedin also is blocking messages now where if you send the same message repetitively it sends a flag alert to the people you're sending the message to saying this might be harmful or spam so if you're sending the same message you're in for trouble so here's where the magic of messaging really comes into play you're doing the work and we focused on the most active people tonight there's strategies for the less active and the it totally inactive uh that again is very relational very very successful so if you get this right and you do the work on the most active which is what you should be focusing on as a priority on linkedin the most active you'll get somewhere between and it depends what you put if you put the sales drivel that most people do you probably get i was going to swear then not a lot um but if you really focus on building that relationship and and testing for interaction before you actually uh drop the message you can actually increase it to where we have a 16 sale rate from linkedin messages so that's not sixteen percent reply rate it's a sixteen percent from a message to a sale sixteen percent now how many of those sales can you do in a day because i know that's going to come from many sales people here well it really in the first couple of weeks it's quite tough because you've got to build up all those relationships that you may not have done before so you've got to build them all up and then you reap the rewards quite quickly off the back of that because you've done the work to build the relationship so the replies go up so the meetings go up so your conversion rate goes up and so um when you're looking at messaging inmail is great but the problem is linkedin tells you it's an inmail so it's hit and miss whether people engage with it uh the best kind of messaging in all honesty is the straightforward you're connected to somebody and message so you use the seven steps to engage with people and interact with people so that they'll accept your connection request and so you'll end up in an engaged relationship with them now in theory because of linkedin's limits now on a hundred connections per week you can you need to be very wise about how you develop those relationships because if you've got a pipeline to fill and this is a new way of approaching linkedin for you you'll actually have to really spend a couple of weeks just building it up until you've got enough of the right people connected to do business um simone so when i'm sending a message i make my message very very personal very very personal and i probably don't even sign it off because i'm making it personal i make it very clear this is not automated i'm a lover of voice and video messages particularly with bigger companies uh voice and video messages i love very very much voice and video are good because they create a lot of curiosity so i would encourage encouraging to do that who else has got some questions simone i will wish happy birthday and congratulations to anybody i want to build a relationship with it's probably the easiest way to create a conversation as well so i would encourage you to think about using messages in a very personalized way so even down to talking about things on their profile talking about things that they've seen talking about news on the company and then being straightforward and saying very relaxed and it takes some practice to do this in a relaxed format so i encourage you if you've got some people on your linkedin account that you maybe you don't they're not really interesting enough for you anymore one of the biggest hurdles with doing other forms of messaging other than text is the fear factor and the feeling of awkwardness so i encourage you what to do is practice on people who don't like mata from a sales point of view perhaps you've got old colleagues and you just send them a few messages to just get over the fear factor i'd highly encourage you to go and do that kd if you're saying oh thanks you're sending the wrong wrong message this is a big thing that we see on linkedin a lot uh sorry katie to pick on you um um uh kimonos i'll come to you in a second um kd always think about this look at your content look at your messaging and go have i set this up for a reply so have i asked a question have i engaged with them in a way that gets a reply um um you know do what are you doing to make it a bit different than the standard answers if you ask a question you're more likely to get a reply yeah so katie if they're saying oh thanks right you need to go happy birthday um and maybe make a jovial remark about i'm not going to ask which one it is but if you've got anything special planned or you're managing to get out for your birthday see family whatever it is daniel marcus daniel marcus so here's the thing with the voice and video messages success is very high massively high like 50 percent the reason so daniel daniels asked a good question but he's also fell into the same thought process that lots of people do with linkedin think about what's happened all the way before what we've done we've not just sent a connection and then sent a voice message what have we done with most of these people what have we done beforehand think about what we've done we've engaged and interacted with them on their content because of that they'll see some of our content and so you're sending a message and to you it's a very deliberate process it's a very engineered process but to them they know you they know who you are because they've had conversations with you about your comments on their on their posts they've seen you comment they've engaged with you you've built the trust so sometimes what happens is our linkedin world what we see and what the world sees or what the prospect sees is totally disconnected the only time when our world and the prospect's world is aligned is when we're doing exactly what we shouldn't be doing sending lots of messages to people we don't know so we've created a relationship so uh daniel's just asked about how do you do messages i'm going to do something as an experiment here and hopefully this will work so jack don't have a panic attack as i do this on screen so when i decide to send a message and i'm just going to send one to terry heath i know you can't see me on screen but i'll appear really big in your face in a minute so this is terry so in here i don't really can see this but just here sorry can you zoom in for me assuming for there jack no no keep it there because i've got a message right can you see here that can you focus on that no right go look at your phones now go look at your phones right now and go look at me and try and send me a message and at the top here when you're on the normal linkedin you have the option hi terry it's dean i'm just sending you a voice message on linkedin and i can send a voice message so you can see there just about i've sent a voice message and then on the other side on the other side i can actually send let me just flip the camera around so so now i've just sent him a quick video well i didn't send him a video i sent him a quick um picture but you can see how quickly and easily you can interact with people now sales navigator doesn't have the audio and video feature um but it does do it so lars has asked the question how many demos can a a rep book in a team per week so lars what we we talk about is a 90-day window so if you've got a really engaged sales rep if you're really engaged you can get up to speed on linkedin in about two weeks yeah in terms of getting your patter your process all of that right and solid and it takes about 90 days to get this habit in place but for me yeah so i've been down this road for five years um i can pull in about 11 11 meetings a day on linkedin by interacting with prospects because i spend a good deal of time interacting with my prospects and so i'm using very heavy-handed personal outreach based off the back of interacting with my prospects now 11 meetings a day sounds a lot when you get going but it actually gets easier and easier and easier and one of the people on our accelerator program they went through this whole process with us for 90 days where we're like do this change this do this change this do this change this and and generally speaking the first four weeks it feels overwhelming because you're what i try and do is go i don't want to pace it gently i'm a bit of an impatient kind of person i don't want to pace it because i want to see the rewards fairly quickly so i cram as much initial activity in in the first four weeks so that my pipeline is getting bigger and bigger week by week by week by week uh candice yeah 90 days is um is tough is tough uh but you can do it as long as you front load a lot of the initial work and some people i i'll be straight with you if you're used to cold calling yeah so you're used to dialing 100 numbers a day this activity will feel massively unproductive it will feel like a waste of time and the reason is because there's something oddly fulfilling about picking up the phone ringing somebody getting no answer there's something oddly fulfilling about send ringing people and getting no's and not interested or call backs it feels fulfilling but for some reason doing this it doesn't feel fulfilling until you've got the meeting it doesn't feel it uh somebody says i love cold calling i'm not sure people who receive it love it though but i suppose that's true of lots of things um so it's really important that you understand and reverse engineer who needs you what's the pain points that they've got because that's what you need to engage with you need to understand what would be their motivation for changing what they're doing right now why would they be motivated to change and between the the motivation to change comes from discomfort what's causing them discomfort in their business that they want to change the speed of their doing this feels very slow well uh yes it is but let me put it in context if you were to get a job cold calling it would take you two weeks to get the hang of it minimum two weeks to get the hang of it and by that two weeks within within the first 90 days you're making sales in solid sales um you're hitting numbers but but but it takes you a couple of weeks just to get into the swing of a routine we're not talking about how to get the results here we're talking about you being able to get into a routine that's the hardest bit honestly that is the hardest bit you can learn everything else you can do everything else by practice the hard bit is you locking your time away to go and do this you committing the time to actually do it you getting into the routine of following people up that's the most important thing you do keith yes if you do cold calling right you can have a positive impression the problem is a lot of people do it wrong just like linkedin a lot of people do it wrong or the wrong way and so it puts people off doing it it's all about relationships at the end of the day so in a two weeks and you're probably making headway but it's about your commitment to making it work that's the biggest challenge you have not the technology not the messaging not any of that it's you sticking to and following a process and i've put thousands of people through this training thousands and i've put people through intensive programs where they do it from in zero to ninety days and pretty much eighty percent of them can be revenue positive and be hitting their pipeline targets before the end of the 90 days uh paul what do you think of the combination between social selling and inbound i i'd pre practice it so my my whole aim is uh with these webinars is i have a theory i have a theory that if we give value to as many people as possible some people will come back for help and so this is an outbound activity to generate inbound in the future and one thing that people the most desired method of generating new business is you being the first person to call when people need something that you can't beat that you cannot beat it it's the top of the tree but what i've found is if you use linkedin well you can do the sales and prospecting part with salesnav all social media actually you can do it without ads you can actually use the content side of this so this is content um to actually leverage this but the payoff of this the content and the content marketing is much longer it's more profound impact and there's been studies done on it there's more profound impact in terms of sales from investing in content and inbound than there is in doing outbound but if you hybrid them together so we call it a digital selling hybrid uh you hybrid them together you can be prospecting for now and building trust knowledge and awareness in the future so somebody said here their solutions and services they sold had long sales cycles so what i'd say to there is if somebody if you've got a long sales cycle the first one is you on social media particularly linkedin 72 hours to you know basically a week long so three to three to seven days is the forgetful zone people can forget you in three to seven days so if you're looking at engaging with the prospect the cycle of engagement has to be relatively fast paced you have to engage and interact on a regular basis otherwise you drop out the algorithm with the person and also they forget who you are or you drop down so i'm not saying you chase them on updates and and message them all the time i'm saying make an effort to keep a touch point with them at least every uh three to seven days even if it's just a like uh how does linkedin inmail isn't dead it just has to be very creatively used so everything is good email at facebook the works is good but because it's so busy now you have to be more personalized very much more personalized very targeted and you absolutely need to be consistent um keith yes uh some people uh some people mix linkedin with email uh it works it's effective we do it sometimes with people um but just coming back to somebody's point about their sales cycle is too long um one of the things that i uh told some companies to do to actually accelerate their sales process is to actually do what's known in the consulting world as a land and expand it's also known in the technology world the the it world as a land and expand it's where you create a gateway product or service that can help the customer but gets you into a closer relationship with the customer where you can have an honest conversation about how you can help or you can land a piece of work and expand outwards um so yeah rex you have to cut through the bs so a land and expand is a method of creating a product or service that is a gateway to the real sale you want to achieve or the real product you want to sell and some businesses do very very well on land and expand products lands land expand services so rachel cox once you're connected how do you take it to meet him what's the time frame roughly is the process map you referred to early yes rachel it's about two weeks with the most highly active people it's about two weeks from start to finish to the meeting and it's in the process map but it is about doing the work in interacting and getting reciprocation before you send the message almost like your reciprocation is the signal you can ask them about the message now will you get 100 success rate no but you will get a success rate significantly higher than anything you can get by automated emails automated messages linkedin in mails sponsored messages all that kind of stuff so it's about seven to ten days from start to finish with a prospect yes vinay foot in the door service foot in the door service any of the questions from tonight's session so i've offered you a replay so if you want the replay i didn't get through to all of this so maybe i can there's some other stuff we can talk about here but i i've run out of time so if you want to have a conversation without it there's no sales pitch by the way so it's just if you want to have a conversation with our team about some of the bits i've missed or how this applies to you in more detail our emails let me try and do it right our emails there look how cool is this i can get the finger in the right place if you email us and say look i'd love 10-15 minutes just to unpack this a little bit more one of our team will jump on there'll be no sales pitch that's not what we're about um we'll show you and give you the process map um if you're struggling to figure out your um you know your how do you get a customer to to pay attention to you because they you know your pain points and value proposition we've got some worksheets we can give you on that too so if you want any of the details i can't do it twice uh now that um but you can get all of that so the email address is hi h i at maverick m a v e r r i k dot co dot u k so if you want any of that stuff just ping us an email and say look um i just want to i just want to see this stuff that'd be great and we'll do that all the time and otherwise also um lars how many prospects you interact with today so i i'm looking i look at it slightly differently so i look at how many do i want in the long term so i've got about 1800 leads that i'm working on 1800 i've not saved them all but i've got them in a spreadsheet 1800 leads so that's what i'm doing um yes somebody said no sales pitch because you need to focus on building the relationship first 110 percent um so um if you want to find me on linkedin and ask me some more questions i'll put my details here so you can see it so put that big on screen and the only thing i'm going to ask the only thing i want from you the only call to action i've got from you that benefits you know is like for us is would you wherever you're watching if you're on facebook give us a follow youtube a like and a subscribe and linkedin a a follow on the company page that would be awesome and again as i say i didn't get through everything tonight sorry you know when you plan something you think i'll get through all of that i didn't get through everything but if you want it you know it might only be 10-15 minutes because there's there's like 300 people watching on all the channels here but if you get in and say yeah i'd love a 15-minute we'll do the 15-minute so with that said i'm going to say thank you very much for watching i'm going to go have a minute now and a drink because i'm parched and next week we're doing another session we have got a session on the 16th uh 16th of june called inbound leads it's worth checking that out and next week we've got a selling on linkedin which is more about how you use content and positioning for content so go have a look at that too but as i say if you want the session great if you don't don't if you want any of the resources drop us the email but do me a favor do the like subscribe follow thing that'd be awesome so thanks for watching i'll see you on linkedin you