Livestream.2024.01.26.emailtolinkedin
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[00:00:00] livestream.2024.01.26.sales team use Linkedin: Hey, everyone. It's Celina. I'm so happy to be here today talking to you.
[00:00:06] So something came up recently and I, I had this idea to talk about how to use your email list, in collaboration with LinkedIn To get more clients. And I'm really excited to talk about this today because I feel like it's such this untapped opportunity.
[00:00:24] it happens all the time with my clients. It happens for myself too, where I have all of these leads, so to speak. I have these connections. And if I just engage with them, if I just see who's already there often those people will turn for me. Okay. So just really quickly,
[00:00:43] I'm running a LinkedIn connect challenge on February 5. Six and seven, and I'm going to do a similar thing that I'm doing today, which is kind of prompt you to see what opportunities you have within your existing network, right?
[00:01:00] What we already have going on to generate more clients. Okay. So how do we, how do I challenge you in certain key areas? In this case, connections, conversations, and content to invigorate your pipeline, get people to move through it, to figure out who might be a client, and really to accelerate your sales cycle, because it's taken a long time for people to make a decision to to hire, right?
[00:01:25] Six, nine months, I mean, minimum. And there to kind of invigorate you to realize that you probably have opportunities that you just need to reach out to.
[00:01:34] All right. So let's go back to, I don't know, 20 2000 and 2010 no 2005. Oh gosh. Yeah, maybe 2005. Don't ask it was a long time ago, but Ithis is when I first had a sales job Okay, and there back then back in the day. There were people with Rolodexes on their desk Okay.
[00:01:57] Now if you don't know what a Rolodex is You can, Google it, And there was this one director in particular, okay, now this is with sales. He had multiple Rolodexes, at the end of his desk. So he was in this big chair, and there was this big desk.
[00:02:17] And then the end of it just lined up. Right. I think maybe he had like four or five and they were all these Rolodexes with all these little cards with all these names and these phone numbers because Okay, email wasn't even really almost a thing then and he would reach out and he'd find the person and then he would pick it out and he would call like in his big phone, right?
[00:02:37] Anyway, like big phone. We literally had big phones then. So I was thinking about this. I often think about this because at the time, of course, information, contact information was like not very easy to find, right? Like, it was literally why he had a Rolodex and he was very protective of that Rolodex, right?
[00:02:58] I mean, today there's information everywhere, like getting somebody's contact information. Isn't that hard, right? Either through zoom info LinkedIn through websites, through Google, through all these databases that you can buy into, like. Contact information today is not a big deal.
[00:03:14] Really. Okay. But you know,back then he was more protective of those numbers, but let me just say this. If I had gone into his office and I sneaked in., And I had like, you know, gone to the letter H or whatever, and I had stolen a Rolodex card of somebody who wanted to call.
[00:03:36] I sounds like some like 1980s movie. But anyway, so I go in there, And I called this person, Mr. H, what would happen? Nothing, probably nothing. It would be really hard. And here's why, because even though I had the phone number, I didn't have a relationship. It didn't have a relationship,
[00:04:00] This director had like a 20 year relationship with this person. And so that person, Mr. H is going to pick up immediately and have a conversation. But I did not have a relationship. What is my point? My point is this Information is cheap. You know what I'm saying? I'm just saying like it's not that valuable in a sense, right?
[00:04:21] What is valuable? What matters isn't the information. What matters is the relationship? What matters is? The relationship. And I don't mean like, you know, someone's kids names or you were invited to their wedding. None of that. I'm just simply saying, together, having a collaborative relationship around solving your prospect's problem,
[00:04:53] That's what I'm talking about, And I think over the last couple of years, everyone's just gotten so distant from each other. Like, okay, I'm just gonna like, send emails and somehow people are gonna, become clients. Let me tell you a second story So, the other day I got an email from somebody who was saying, Hey, my friend's doing this masterclass on how to run a converting webinar, meaning,
[00:05:15] you show up to the webinar, you listen, and then you buy something or you join a program or something like that. So it was kind of random, but I clicked on it. And so all of a sudden, of course I get a stream of emails. Okay, you know what that's like, right? you download a guide, you sign up for an event and what happens?
[00:05:32] What happens is you get a bunch of emails and it's like, thanks for subscribing. You know, thanks for signing up and then. I will say there was maybe like one or two that I kind of read that I because I was like oh this is kind of valuable but then I kind of forgot and I literally could not tell you this person's name.
[00:05:50] I literally could not tell you this person's name but then like two weeks later I got an email and it said Oh, what's up? Like, would love to talk to you. Oh my God. This is so weird. Right? Like, this is so weird to me. It's just, we all know how many emails we get. Like it's impossible.
[00:06:09] It's literally impossible, To get people's attention these days. And so I guess I want to present a scenario to you. I literally do not know this person's name. Let's say her name is Claire. Let's say Claire goes to LinkedIn and it's like hey, I see you have interest in my webinar. Hey, I see you downloaded my guide or whatever. Now, all of a sudden, my brain is connecting the dots like, Oh, okay.
[00:06:31] So Claire, it might be LinkedIn and Claire on my email. And all of a sudden I have greater, connectivity to this person, right? Connecting is the word here. We're connecting on email. We're connecting on LinkedIn personally. And all of a sudden, Claire goes to my LinkedIn profile and she knows these things about me
[00:06:48] I can go to Claire's profile and learn more about her, right? All of a sudden she becomes more of a human when I see her on LinkedIn, So I just feel so strongly that it is such a missed opportunity when people have these email lists, however they end up on there, those are the people on your list who have already raised their hand and said, Hey, whatever you're talking about is interesting to me.
[00:07:16] I want to really make this so simple for you. which is literally if somebody is on your list, What if you just found them on LinkedIn and connected with them? And now you've got a a double layering things going thing going on. I mean, Hey, if they're also an Instagram, go connect with them on Instagram, follow them on Instagram.
[00:07:41] Because if we don't try to build a one to one relationship conversation. What we're doing is we're relying on those emails to nurture, which I get it, right? we want the emails. Those are super important, but we have to rely on them opening the email.
[00:08:00] I don't know about you, but I have like 23, 000, unread emails in my inbox right now. They have to open it. They have to read it. And then that copy has got to be amazing for them to actually get to the bottom of the email, not just go to the next email or respond to the, text they got, or, suddenly remember they have to call somebody.
[00:08:22] The level of distraction is, is, is mind boggling. So my goal for you in this is to really do this very simple, simple, simple thing. And you really are going to be able to maximize the leads that have already raised their hand that have already demonstrated interest in whatever topic you talk about, whatever problems you solve, and you're building that relationship with them.
[00:08:45] Now, I'm not saying you go connect and you go pitch. That is not what I'm talking about.
[00:08:49] But this concept of connecting, have developed the connect method is what I call it. We have to connect at different stages of their decision making process and different platforms even.
[00:09:05] We have to emotionally connect. We have to social media connect. We have to problem solution connect. Because if we're not doing that, it's going to be very difficult for you to close that client. And, and absolutely from the sales cycle perspective, as I was mentioning,
[00:09:24] it's going to take a long time. If you have some in your email list and you never contact them, I mean, at some point, maybe they're never going to open your emails, but maybe it'll take three years. But if you start building a one to one relationship and then you cannot do it, get somebody on your team,
[00:09:37] To do that, but just engage with people, show them that you're there. So just super, super, super important. This will apply if you are a solopreneur, this will apply if you are a large sales organization. Right. especially on the consultative sales side, like there is absolute benefits.
[00:09:55] Of connecting only because we're talking about self reported information from both parties, and we're talking about having a conversation in the direct messages, which is a one to one conversation versus a one to many email. We start treating people like they're actually humans.
[00:10:12] And,
[00:10:13] nobody's doing that. So if you're actually just starting with the connection on LinkedIn, that's the, that's a great starting point.
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[00:10:19] livestream.2024.01.26.sales team use Linkedin: All right. So here's what to do. Here it is. If you have a email list of like less than 200, I seriously recommend you go through every single person and just like see who's in there.
[00:10:28] You think it would take a long time, but it doesn't. I promise you and what you can do is you can go one by one and hopefully you have their last name. You go find them on LinkedIn. And here's what you say. It's very simple. Hi. And then you put their name, make sure you send a personalized note. Okay.
[00:10:44] On LinkedIn. Don't do the template. Thanks for being a subscriber to my newsletter. Would love to connect here on LinkedIn. And then sign it. Let me say that again. This is like literally how simple it is. Hi, June, thanks for being a subscriber to my newsletter. Would love to connect to your LinkedIn.
[00:11:00] Now, if you're already connected, then you can say, Hey, I saw you subscribe my newsletter. Like, let me know if you have any questions or Hey, I saw that you subscribe to my newsletter. You know, like like, I might say like, how are things going for you on LinkedIn?
[00:11:16] You see what I'm saying? Okay. Another example. If you want to get fancy, if you want to get . , hi June, thanks for being a subscriber to my newsletter. I see you live in Cleveland. I lived there for five years. Would love to connect here on LinkedIn. So you're going to say thanks for being a subscriber so they know what the connection is.
[00:11:34] And then you could say something personal. Would love to connect. Okay. You know, if you just say, hi, June, thanks for being a subscriber to my newsletter. Would love to connect your LinkedIn. It can sound like a copy paste. It can sound like a bot.
[00:11:45] So your acceptance rate is going to be lower. And chances are they may not remember that they subscribe to your newsletter. Okay. So adding a little personal thing, but it doesn't mean you pitch. It doesn't mean you ask a question. It doesn't mean any of that. It just is basically showing how you know each other,
[00:12:01] and then maybe something personal if you want to get fancy. Go through all of your email subscribers and just connect with them, LinkedIn. And what does that do? All of a sudden, all of a sudden you've got a situation where people can learn something personal about you. your background, they can start getting your content.
[00:12:21] You have the ability then to message them directly. And you're in a position where, you have multiple ways of conversing with this person. It's just all of a sudden you become human, with a personal background and the other person does the same. And it just changes the game in that regard.
[00:12:42] Now, if you have thousands of email addresses, you may or may not know this, but most email providers will allow you to filter. Your email subscribers by activity by how active they are. So for example, if you have 3000 email subscribers, you could do a filtered search. And say, Hey, I really want to know who's been most active in the last year. Or who has the most clicks.
[00:13:10] And then what you've got is a more distilled list of people who are highly engaged with your email. And then you have a more limited list where you can then. Find those names on LinkedIn and connect with them. So you may not be able to connect with all 3000, but certainly you can do a filter on your email list to figure out Who is a priority for you to try to engage with on LinkedIn?
[00:13:35] livestream.2024.01.26.sales team use Linkedin: the whole process of sales is qualifying.
[00:13:37] It's all about basically, there's all these people and we want to figure out who might make a good client and you've already done the amazing work of getting people on your newsletter, become an email subscriber. This is a huge thing. This is a huge thing.
[00:13:52] Congratulations. Congratulations. This is a big deal. I know every time I get a subscriber, I'm like, okay, but something about me, something about my message, something about the things that I do, the solutions I provide has prompted this person to either access a guide that I have or join a webinar or, you know, just want to be on my newsletter and learn more about,
[00:14:15] the solutions to their problems taking it to the next level is just so powerful. And I'm going to say this like the third time I'm saying this, it will accelerate your sales cycle. Okay. Because you probably have opportunities in there that are not being
[00:14:36] invigorated for lack of a better word.
[00:14:38] Okay. So make more of what you've already got. People always talk about like, I need more leads. I need more leads. I'm like, well, do you like, I mean, yes, probably always, but at the same time. It's like the whole Rolodex. It's like, I could have five Rolodexes of like 500 people each, but if I'm not actually talking to them, if I'm not engaging with them, then what's the point,
[00:15:01] And also, Ithis is so obvious, but I'm going to say it. In the case of Rolodex, the only opportunity you had to connect with your clients was literally like the phone, unless you were going to like meet them in person. So now we have email.
[00:15:13] Now we have, LinkedIn and you can build that relationship. And just to reiterate one more time, relationship isn't. I'm not necessarily going to the weddings or anything like that, but it's a relationship around helping them solve their problem. Okay.
[00:15:27] So I hope that that was helpful. I'm so excited for you because I know that if you just like get off this recording and you go do it. And you just block out two hours, just to get yourself in there. See what's what, connect with some people and see where that can take you.
[00:15:43] we need to not rely on marketing. We need to not rely on that passive marketing, and really get more actively into conversations. So if you want to learn more. ways that you can tap into the untapped opportunities that you already have
[00:15:58] using LinkedIn, this challenge that I'm running on February 5, 6, 7 will be of value to you. It will be time well spent. I know how valuable your time is.
[00:16:07] So if you are listening or watching this before Feb 5, 6, 7, Please go to connectchallenge. co. Sign up. I can guarantee you that if you sign up, I'm going to find your LinkedIn and either connect with you or message you because that's the way it's done, my friends.
[00:16:22] That's the way it's done. yeah, if you actually take action on this, it's just all there for the taking. Message me and let me know how it goes. You can find me on LinkedIn, Celina Guerrero. You know where to find me. All right.
[00:16:34] Take care, everybody. Bye.
