Craig helps lots of people to enhance their presence on LinkedIn and generate leads and calls on LinkedIn. Craig used to work in recruitment after leaving the forces. His last employed job was working for Indeed.com. He was using LinkedIn to get leads as he hated making calls. He discovered a great way to get leads from LinkedIn. His boss noticed that Craig was getting lots of leads without making any calls and wanted to know why. Craig was asked to train the team. The Craig realised that he could sell this training to others. DuringCOVID, he lost his job as he was recruited into the hospitality sector, which was not needed.

Craig is going to talk about the use of direct messaging on LinkedIn. He thinks lots of people avoid this. And lots of people who do use DMs mis-use them. Lots of people send a huge sales message just after connecting. This approach is a highvolume, low conversion rate approach. Craig tries to help people to get the foundations right. It is important to get your profile optimised before you hit the DMs as your profile will affect your connection acceptance rate.

Then have a strategy for your connections. Build a report with people you are connecting with. Sending personalised connection messages is a good start. And complimenting them on things you have spotted on their profile or their content. Commenting on their comments on a post is another approach. Also he says be focused on who you connect with. Be laser focussed. Small numbers of high quality connections rather than bulk numbers of connections.
He says we then need to be building rapport with connections. But at the same time, find the pain points of individuals so you can guide them to becoming a customer. Craig says asking multiple choice questions can work well. It’s easy for them to respond and you can make the answers linked to the services you offer.
Marcus reviews the LinkedIn Shows we have had.
Gareth Wax – profiles

Jeff Brown – LinkedIn newsletterMartyn Slowman – slow sales

 Craig says it’s important to be making comments on someone's posts before chatting on DMs. Before connecting, like and comment on content and engage with them. It’s aboutbuilding trust. Also liking and commenting on content tends to be reciprocal. By the time you send a DM, you have already interacted several times.
He says there are 4 pillars in LinkedIn

1.     Profile that’s optimised for conversion

2.     You have to be creating content regularly

3.     Comments

4.     DMs
He says there are 4 key pillars to content

1.     Personal content – build likeability

2.     Sales content – positions your offer

3.     Authority content – educational content

4.     Opinion content – position yourself as a thoughtleader

You can find ⁠Craig on LinkedIn here

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