Time Stamps:  

00:52 LinkedIn discussion with Karl Morningstar https://www.linkedin.com/in/karlmorningstar/ 

01:26 Observation about the LinkedIn landscape 

02:05 Building credibility through content: outsourcing vs. writing your own 

04:14 Why outsourcing content is not the best idea 

06:11 How to identify your target people on LinkedIn 

07:41 Why you should be interested in your audience's interest 

13:18 What to do when LinkedIn outbound strategies don't work 

14:44 Should you stop doing outbound strategies in LinkedIn? 

15:58 Should I remove LinkedIn connections who aren't in my target audience? 

18:01 LinkedIn Pods: join or avoid? 

19:53 4 conditions if you were to join a pod 

22:53 My experience joining a pod 

24:00 The number 1 recipe for good content: Know what your audience wants 

25:39 What to do with diverging advice from gurus 

29:15 Why you should leave your at the door when networking in LinkedIn

The State Of Client Acquisition (www.StateOfClientAcquisition.com) is an Ask-Me-Anything style podcast that covers all aspects of client acquisition for coaches, consultants and small B2B. We focus on LinkedIn organic and on YOU, the listener. So if you have a question, go to www.StateOfClientAcquisition.com.

In today's Episode I welcome Chris Weiher (www.cleavercreates.com). We talk about differing content philosophies for LinkedIn.

Watch this episode on Youtube here: https://youtu.be/5I0c795-e4o

Time Stamps:

2:00 - Chris Intro

4:50 - Our differing content philosophies

12:00 - What does it mean "is video working for you on LinkedIn"? Desired benchmarks

18:50 - Chris' sources of business and how he does outbound

26:40 - What does Chris do for his clients

29:30 - Why Chris doesn't do jump cuts

30:10 - The best source of content: Calls with Clients and Prospects.

33:00 - Why you should create content for your competitors.

37:30 - Reviewing Zarak's video

46:30 - Reviewing my video

And yes, I mispronounced Chris' last name at 2:05. It rhymes with deer. Apologies Chris!

Links of stuff we discuss:

Chris' outbound strategy: https://www.linkedin.com/posts/chrisweiher_leadgeneration-videomarketing-videomarketingstrategy-activity-6689566425889280000-Hjhs

Zarak's video:

https://www.linkedin.com/posts/zarak-s-3baa611b0_zestyycopy-activity-6767787224894468096-EjfM/

My video:

https://www.linkedin.com/posts/mbohanes_linkedinmarketing-socialselling-5amclub-activity-6770262615026393088-P_Ph

Chris Weiher's LinkedIn:

https://www.linkedin.com/in/chrisweiher/

Time Stamps

1:20 The one mistake many people make when creating a Client Persona: Over-emphasize demographic markers - all the while not spending enough time on their pain and problem.

20:10 How can an agency in India position itself to be able to acquire clients in the US? How do you bridge the gap of trust?

29:20 Feedback on a listener's first message in Outbound Prospecting. How to build rapport in Outbound Prospecting

35:30 A listener spends too much time on Outbound Prospecting and was only able to start 42 conversations in 20 hours' time. How to be more efficient and agonize less over the first message.

45:45 LinkedIn Headlines - if we have to choose between inspiring (and vague) or clear (and a bit boring), what should we pick?

I have recently observed an increase in my closing rate from 10% (shudder) in the summer of 2020 to 35% in Nov20 - Jan21. Where did that come from? I believe it's down to changes I have made in my process as well as my sales call, all of which have led to a growth in the TRUST prospects have with me. 

In this episode I discuss what I did and break down the Trust factor into 3 buckets along the path - marketing, onboarding to a call, and the call itself. 

This section is followed by your questions and my answers

Time stamps:

1:10 - How To Win Trust With Prospects

23:05 - I only have anonymous client testimonials. Is that good enough? 

29:35 - Selling teeth whitening products on LinkedIn?

31:25 - Video getting fewer views on LinkedIn - should I continue doing video?

35:10 - What openers work in outbound prospecting?

39:55 - Should I write a book to boost my business? 

44:55 - How do you find prospects to start conversations with in the first place?

46:00 - Is it possible to focus only on inbound (content) and ignore outbound prospecting? 

Featuring Maximilian Saal, Sales Consultant from Germany.   Max has been implementing my free advice on Social Selling and recently closed a client.   He's a natural in cold outbound, and after I recently saw that he gets a 80-to-3 sales calls ratio on his outbound, I wanted to see how he does it.   And so, on the show, we dissect one of his and one of my cold outbound conversations that got us clients.   

And then we cover listeners' questions  

Time Stamps: 

1:40 Introduction Max 

7:00 Max's Cold Outbound Conversation 

15:50 My Cold Outbound Conversation 

28:00 My reflection on whether you should use your baby/toddler to win business on LinkedIn 

34:00 Hannah: When is the best time to post LinkedIn content? 

38:25 Gabriel: Transitioning from Done-For-You to Course & Group Coaching. When transitioning, should you advertise BOTH or only the latter? 

43:50 Chris: Offering an Action Taker Discount on a Sales Call led me to lose a sale.

Learn more about the State Of Client Acquisition on www.StateOfClientAcquisition.com

#LinkedInMarketing #SocialSelling #DemandGen #LinkedIn

Guest: Michelle Raymond, https://www.linkedin.com/in/michelle-raymond-goodtradingco/

In the first 30 minutes, we cover the point of LinkedIn Company pages. Michelle is a big proponent, I'm more of a skeptic. But in the end, she wins me over in a few ways. :-)

Then, I provide a 30,000 ft view on the world of Organic LinkedIn Client Acquisition. 

Finally, we get into audience questions.