Tips from Jason

Take the time to personalize your messages on LinkedIn and cold Emails

LinkedIn is a GREAT prospecting tool compared to other platforms. People are on it to talk about and do business

It is worth it to take some time to learn about your prospect before contacting them

Tools to help you learn A LOT about your prospect and personalize your messages (See Resources below)

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USING LINKEDIN FOR PROSPECTING, LEADS, & SALES

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PROSPECTING, LEADS, & SALES

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Doug: Well welcome back listeners. Today I've got a special guest joining me in the studio. I'd like to introduce you to Jason Bay. Now Jason's entrepreneurial experience dates back to 2008. At 19, he ran his first six-figure business, painting houses while attending school at Oregon State University. He's worked with hundreds of sales reps and personally closed millions of dollars in revenue during his career. At Blissful Prospecting, he's in charge of growing companies' revenue through meeting their marketing and sales needs. He specializes in these types of challenges for small business owners, those who struggle to proactively find new customers or help in your prospecting efforts to keep your sales pipeline full, those who love your business, but are losing business to competitors and they're looking for a better service, and those who just simply don't have the skills or the resources or the time to properly promote their business and land more sales.

When Jason's not working, you can find him at the local comedy club doing stand-up, hiking and camping, attending a concert or traveling with his wife, Sarah. So, welcome to the Real Marketing Real Fast podcast.

Jason Bay: Thanks for having me on, Doug. I'm excited about this.

Doug: Well it's really cool to connect. I've been on a bit of a rant the last couple podcasts about people not using social media correctly and why it doesn't work. How did we connect?

Jason Bay: We connected on LinkedIn.

Doug: There we go. How does that work on LinkedIn? You just put a post out and then people flock to your business?

Jason Bay: Yeah. It's funny you say that because whenever I tell people, "I can help you grow your business with LinkedIn," they sort of associate that with someone helping with Twitter or Facebook. "Oh you can put organic posts up and create content and all this other stuff." No, that's not exactly how it works. You've got to use LinkedIn as a prospecting tool. It's a way to strategically, in a targeted way, hunt for new business. It doesn't just come to you. You've got to go out there and get it.

Doug: Yeah. I hear ya. It's just interesting because I was interviewing somebody just the other day on the podcast and I connected with her through Twitter. It was the same thing, though, because somebody has to make an effort to do more than publish. To actually reach out and start a conversation. And then you and I ended up with an offline conversation a few months ago, and here we are today.

Jason Bay: Yeah. There's this guy, Mark Hunter, he's another person in the prospecting space. I love the analogy he used. He said, "If you want to catch those whales, those big clients, you've got to bring a spear. You can't catch a whale with a net." So just posting content on social media is like casting a wide net. You're not gonna get any big clients that way. Rarely do big clients come to you through a Facebook or Twitter or LinkedIn post. It comes through engaging with them.

Doug: That's right. I liked your picture on Instagram, I'm gonna hire you.

Jason Bay: Yeah. It just doesn't work like that.