With the popularity of social media sites such as Facebook, Instagram and Twitter, LinkedIn is often the site where you may claim your space, fill in your profile quickly, and then rarely go back to.

Hands up if that’s how you use LinkedIn?

My hand is high up in the air by the way 🙂

My guest today, Julie Mason, is going to change the way you look at Linked In as a place to attract premium clients and she’ll show us how to do that in just a few minutes per day because we’re all busy right?

Here’s what you’ll discover today:

  • The psychology of people who use LinkedIn (hint: they do NOT use it as a social site)
  • Which businesses will get the best results using LinkedIn to build their businesses and which businesses will only get mediocre results (check out Julie’s examples so you don’t waste your time but also so you can hear some outside-the-box ideas if you didn’t think your business was right).
  • A case study to show how to use LinkedIn to get media profiles and invitations – for a one person woo-woo market business.
  • The Tribal Business Leader positioning on LinkedIn 
  • Step-by-step how to tweak your profile so it positions you as a leader and attracts great clients
  • What to say in a private message on LinkedIn and what NOT to say!
  • How to understand who your contact person in a company really should be
  • How to use LinkedIn articles to convert leads

Plus extra great resources from Julie to get you super clear on what to write in your profile to attract your perfect clients on LinkedIn.

You can watch the video, listen to the audio, download from the podcast directory, or read the transcript below. Never miss an episode. Click here for all the ways you can subscribe.

Julie’s Bio

Awesome LinkedIn chick with serious background in sales and strategy – helping you connect and convert your prospects on LinkedIn easily and elegantly 🙂

A Special Message From Janet

Thank you so much for being here. I know there are a lot of podcasts you could choose to listen to  and you chose to join me on Romance Your Tribe Radio.

Woohoo!

I’m honoured and  grateful for your support.

If you enjoyed this week’s episode, I’d love for you to take a quick minute to share your thoughts with us and leave an honest review and rating for the show over on iTunes!

Read The Transcript Here

Janet Beckers:          Hello and welcome everybody! Janet Beckers here and I’m very excited to introduce you to my beautiful friend, the best way for us to learn from, Julie Mason. Good day Julie!

Julie Mason:              Hi Janet. How are you? Nice to be here.

Janet Beckers:          Yeah, you too. Now, Julie and I were just talking before we before we got on here and you know what, total transparency, we weren’t just talking before we got on here. It was me stuffing up the intro, over and over and over again.

Julie Mason:              For real [laughter]

Janet Beckers:          And but that’s as part of that we worked out, you know, it’s been 11 years. Yeah. And that’s it, they’re like dog years in internet marketing. So, you know, that’s like, yeah, time’s like, oh, it’s a long time that we’ve been part of each other’s world. And the whole time that I’ve been doing in this world is Julie’s just always been this beautiful constant when it comes to really strategically using social media and especially on using LinkedIn. She always has a very beautiful, methodical, calm, you know, this is what’s important. None of this, Rah, Rah, Rah, let’s be an influencer type thing. Just very, you know, you’re in it here for your business. Let’s meet your objective. Here is the path. That’s one thing I’ve always noticed about you, Julie. You’re always very clear on what’s the path to the outcome.

Julie Mason:              Thank you. I think as I focused on strategy rather than tactics and that’s the difference. A lot of people will sell a tactic of using different social media platforms and, and what should be doing and, and they go for the Bright Shiny Object Syndrome that you and I know well and for me, I’m always looking beyond that at the high level of what’s your strategy? what do you want to achieve? First of all, let’s see if LinkedIn is a good fit for that.

Janet Beckers:          Yeah. And I think that’s why we’ve always stayed connected because once you, I mean it was 11 years ago, we met with both already had been in business and been in online business for a few years before that as well. Over that time you’ve got the see all the prints, all the tactics and you know, it’s the people who focus on strategy and helping people with strategy are the ones that last, yeah, and that why we still here.

Julie Mason:              That’s right. No fly by. We’re just here.

Janet Beckers:          Yeah. What we’re gonna focus on today is, well, Julie got such an amazing wealth of knowledge on LinkedIn that we thought what we would focus on is really who needs to be using it and then we’re really gonna look in, once we’ve worked out who needs to be using it, we can start with getting big news and then we’re going to look at what can you do if you’ve only got, you know, a few minutes a day or just a couple of hours per week. Like where do you get the Best Bang for you? That’s our focus for the day. Get ready to take notes because this is all going to be where do you get the best results with the least amount of time that’s been put in with lower? Yeah. Let’s go Now Julie, with when it comes to being out there. Like I, I always recommend to everybody, you got to claim your space. You’ve got to make sure that on all of the social media platforms you’ve got your profile set up. you’ve gotta be on LinkedIn, Facebook, Instagram, Youtube, all of those different places like claim your space so nobody else can be moving on your territory. You know, it’s really difficult if you try to spread yourself too thin and try to be like really mastering every single one of those platforms on a regular basis for part of your business. It’s just too thin.

Julie Mason:              It’s exhausting too Janet, it’exhausting. You know, to try and do that. And I can say this hand on heart because you know, my business is, you know, before was the social media princess. I used to teach all of these social media platforms. Trying to keep out with them was exhausting. I’d be up at one o’clock in the morning trying to figure out what the latest Pinterest strategy was changed on Facebook algorithms and, and it was just exhausting. I do agree with you, find the platforms where your tribe are hanging out. Yeah. Ideal target market are there in you know, abundance and focused on that. Yeah. Yes. When you master that one, then maybe add a different one on that, that they’re hanging out as a secondary but really look at you prioritize the nation. Yeah. And that’s okay.

Janet Beckers:          Yeah, if we take that into consideration, like, who will, you should be making LinkedIn their number one who’s going to get the best results on LinkedIn much more than they are on other social media platforms?

Julie Mason:              Well, I think first of all, let’s just look at the psychology of the users on LinkedIn to start with. Okay? Because that really speaks to who goes on there first and foremost. When we look at people who are on Facebook for example, you know, there’s like two point something billion people in the world on Facebook, a predominantly the psychology of the users on Facebook cause to be social. First and foremost, they’re there to find out what their friends and their connections are doing. Their family to stay in touch with their social circle essentially. And business is secondary on their they follow pages. Yes. But, they don’t want that to overwhelm their newsfeed, which is why Mark Zuckerberg came out in January last year instead of high school, zero is being announced. We’d come through pages, you’d get less traction.

Julie Mason:              If you want to get traction, you’ve got to pay to play. Right. All right, Mark himself has said that people are there to be socialized. You don’t want that social feed to be interrupted too much by business. You’ve gotta be really mindful of the psychology when you use Facebook. When we look at LinkedIn, LinkedIn is the business social platform, and I really call it more of a business tool and a social platform, but it’s your business network. It’s like when you go to a business meeting every week, you know, and you’re meeting people and you’re getting to know them and exchanging connection details, etc. You’re there to, with a business mindset, you’re looking or industry insights, you’re looking for people who could help you solve a problem in business. You’re looking for content that might be able to, you know, give you some ideas of what to do next.

Julie Mason:              All of that. It’s very much in a business mindset and social is milling non-existent in the terms of I’m going to share what I have for lunch or I’m going to share where my holiday pictures or anything like that’s nearly non-existent on like, that’s really Facebook, if that makes sense. Yeah, that’s a great distinction. The psychology of it. Really important. You know, and the people who should be on LinkedIn, I mean viably using LinkedIn as a strategy, the ones if you’re your target audience, if your ideal target market is a business arena or in business or even in the corporate market, they might be executives or let’s say for example, I was talking to a limo driver yesterday and he said, can you help me with a strategy on LinkedIn? I said, absolutely. And we worked at, you know, he wants to really target executives that do a lot of travel.

Julie Mason:              And I get that you really want the executives of the CEOs booking this or are they a [inaudible] are executive assistants booking it because that determines who we connect with, who we target, what content we’re going to send out to them, you know, we need to be mindful of that strategy that starts with who is your ideal target market. If it’s in that business arena, then LinkedIn is something you really want to consider. That is good advice. And I’m just, my mind is sort of thinking here as well because I find with my target market. A lot of them are not necessarily going on LinkedIn. They may be solopreneurs and they work with individuals. They’re not necessarily, they’re using LinkedIn, but not as much.

Janet Beckers:          The podcast that just went out, as well a few weeks ago from the time that we’re publishing this one, it was an interview with Randall Dobbins around how do you get corporate contracts? How do you be prepared? How does your business prepared to get rosy contracts? Of course my mind has been buzzing since then around not this corporate contracts that I serve, but for my clients, I’ve got certain clients that I know have perfectly suited. I may not have even thought about that. That’s one thing that we might discuss when it comes. You may not have originally seen that as your target market. But if you could have the possibility of corporate contracts, we might have all the things cover those.

Julie Mason:              I was talking with the guide Victori yesterday who does, I have to say he has the coolest business really cool. He does land clearing but environmentally friendly land clearing, in right all dozing off the top layer of the top soil and taking everything and it’s like slash and burn his company just kind of clears it without disturbing the top soil level, which is amazing stuff. Right. And you wouldn’t think that a land claim like a guy who’s in a machine all day, he’s going to use LinkedIn, would you? But you thought government contracts and I are contracts for doing firebreaks along the highway and things like that that are really impulsion but they generally get tendered out and he needs to start building up, connections with council, you know, employees that work in those different departments. He needs to build relationships with the fire, the CFA, the CFA county fire associate country fire association I think is what’s called. He needs to build all of those connections in. They’re all on LinkedIn. And he has, the interesting thing with the councils and the government, they might be a LinkedIn, not necessarily to find people like him. They’re LinkedIn to have their profile is they can get headhunted for another job or for career advancement. But the, you as a business owner in his position, for example, he can track them down because they’re on LinkedIn trying to get a job, you know, improvement. Yes. Them and connect with them because they’re putting their whole version, my own.

Janet Beckers:          Oh, that is interesting. What we might do is let’s have a look at a few of the outcomes. We’ll look at, who are they trying to connect with? And then we might, once we’ve got a few ideas on those, then let’s sort of dig down a little bit deeper on, okay, how do you connect in a way that’s going to be time efficient for you? well, let’s do that so that we stay sort of focused on what we’re going to do. If we’ve got that number one of, okay, you’re in a business that may necessarily have always had corporate contracts, but you’re thinking you might, what I can put this together and actually create something that will be really valuable for corporate. I guess the one thing that you said there, which was really, really clear and because I talked about Randall’s podcasts, that was to do with corporate contacts.

Janet Beckers:          One of the big things was most people when they’re a business that’s trying to go into corporate, they don’t understand how the buying decisions are made. You gave a great example Julie, that near it might be the CEO. He’s in the back of that Limo. But that is not the person that’s right. He’s ordering it. You need to know who is the person on what is the position of actually going to make the decision or at least make the decision, the person who will, he’ll kick it off. Is there a way that you can sort of discover that through LinkedIn or would that be a matter of you starting to have those conversations to work out?

Julie Mason:              Yeah, you really need to know who your ideal target market is and I actually, I’m so passionate about this. I wrote a 10 page pdf that has a full template of how to create your ideal client Avatar that is specifically for B to B clients. And my [inaudible] avatars are really just more B to C say they’re a bit wishy washy, whereas this one’s very detailed and focuses on doing LinkedIn research. If people would like that, it’s free to download that, go to my website and grab it would be great. Right. So something Janet, that would be fine. Yeah, let’s do that. But essentially it’s really knowing who you are targeting and what you and I’ve known for years, what are the abuse wants, needs and frustrations and I show you how to research that using LinkedIn as well.

Julie Mason:              Oh that’s brilliant documents. That is, there’s quite a few tips there on how to find out this stuff on LinkedIn and elsewhere for that matter. But predominantly on LinkedIn because if you don’t know who it is you’re targeting. For example, I want to make this really clear to everyone listening because there might be a lot of people who are on here that their target market actually on LinkedIn, but they’ve got the word corporate now stuck in their mind. because we’ve used a few times. And I think that LinkedIn is just corporate. I’m here to tell you there is so much more than that. Everybody, there is a vibrant health and wellness industry on LinkedIn. There’s a vibrant construction industry on LinkedIn. There’s a vibrant in a whole range. There’s, there’s so much availability on LinkedIn. It’s not funny. And if you haven’t found it, you’re not looking hard enough essentially is what I’m saying.

Julie Mason:              I’d like to just kind of clarify. You don’t just have to go for corporate. There is a huge number of Australian small businesses, actually small businesses around the world on LinkedIn as well. That could be your target market. let’s say for example, I want to give you another example that we can help people who are listening here understand that this may be for them, even though they’re not looking for corporate contracts. Yeah, absolutely. For example, I’ll give you a really out of the box example, right? And I’ll give you a couple of others that are a bit more in the box. We’ll use some case studies. You and I have a dear friend, Julie Lewin who we mentioned when we were chatting earlier and Julie Lewin is so far outside of the box of, I call it, we have a joke about this between the Sama lab to cite this to Julie.

Julie Mason:              She gives me permission. She’s so far on the fringes of old China’s medicine, the oxygen’s in out there, right person being a medical intuitive. And she said to me years ago, she said, Julie, I’m a medical intuitive. How on earth would LinkedIn help me? And I said, well, let’s give it a shot, shall we? And so we, juiced up her profile, we got her value propositioning statement on her profile really shining beautifully and literally within 24 hours she got approached by two radio stations to do a radio show with them, straight LinkedIn. Right, right. So then also be coming towards you as well as you searching for things on LinkedIn as well. One example that you don’t necessarily have to be in corporate or searching for corporate to get results coming through. Does that make sense? So, in that case, the outcome was the outcome that you would have been really making everything focused around when you, what was it used?

Julie Mason:              You saw her profile, was it, would you be thinking, okay, the outcome we’re looking for here is we want PR, we want me to increase, her branding, her ability to be seen by her target market. I mean, it was just fortuitous that, you know, we made those changes on her profile and literally the people who were looking for her qualities in radio where we’re out there searching for that. And your profile is incredibly searchable on LinkedIn, but not only that, just keep in mind as a side note, Google and LinkedIn have a big love fest going on. Google sees LinkedIn is very trusted website. So your personal LinkedIn profile actually ranks very high when people search Google for your name or for Your Business, right? Yeah. And it can sometimes even rank higher than your website. So making sure your profile is really singing right tune is so important in first impressions.

Julie Mason:              Right. So for Julie, she not only was able to, you know I think she ended up finding out with CBS radio with our listening audience of 1.8 million and did that radio shark from her home in Warrick for about nine months. Great exposure. Yeah. But not only that, let’s, let’s come back to a person who was a coach here in Brisbane. So a lovely gentlemen by the name of John came to me about two years ago and he was really feeling this pinch because the coaching industry has boomed as you and I both know, right? It’s just booming and it’s not, it’s like every time you go to a straight Connie counseling a cat without hitting straight your full coaches, right? Them all with identical bragging. So John came to me. And he said, look, my referrals that I used to get a lot of that you’re really feel my business is sort of started to become a dribble, a set.

Julie Mason:              And somebody pointed me to use called LinkedIn. He said, can you help me message? Sure! No problem at all. And so we started him on a specific strategy, which I called the influence, the strategy and not because of to be an influencer but to influence through your content to brand recognition. So I’ll just define what I mean by influencer strategy in that word. Yes. We created a content strategy to, for him to really show you his thought leadership to become top of mind presence for everybody. And literally in 45 days he got a $24,000 client comes through LinkedIn. Brilliant. So it’s not necessarily instantaneous and I encourage people to go don’t think of this as it is a get rich or of a magic pill or a or a fast acting solution. Because everything that we do here is about building trust and generally speaking, building relationships, right?

New Speaker:             And that takes time. You can’t expect to walk down the street and I’ll say somebody to marry you and get a yes, you’ll probably get locked at all slack, whatever the case, may be. And you shouldn’t expect to connect with people on LinkedIn and immediately hit them up and ask them to, you know, sign up to your services. You have to build trust. You have to build that relationship and get to know them for goodness sake. And it’s not hard to do. I teach you how to do that really elegantly and easily so that it’s not slimy or salesy or pitchy or anything like that, but it’s elegant and easy for both parties to do. Excellent. So I’m wondering this now, are there any other outcomes that we should be, people should be aware of before we start talking about, well, how do you build those

Janet Beckers:          relationships and find those people in the most efficient way?

Julie Mason:              Well, LinkedIn can give you some great outcomes from positioning you as a thought leader through your content to driving traffic through to your website, to filling your diary with strategy calls or sales leads through to getting, radio stations, contacting you to actually becoming a guest on podcasts if that’s what you want to do this. Or even if you run a podcast like you do, Janet, finding great speakers to invite onto your podcast. Right. So there’s just, there is just such a wealth of opportunity on there. it’s unbelievable and we’re just not tapping into anywhere near as much of it as we could.

Janet Beckers:          Oh, you’ve really got me thinking about getting back over there. Cause I know mine’s incredibly out of date cause it’s just hasn’t been the top of my priority even though we do post content over there as part of every healers game, a bit interaction. so, okay. So I love it. So yeah, it’s interesting you were talking about getting interpretations be against on other people’s podcasts cause that’s one of the strategies that I worked with with my VIP clients is okay for you in particular, we need to get you so that you’re in front of as many audiences because you are great when you start communicating and you can teach, let’s get you in front of other people’s audiences. But you know, there is that whole process of how do you get on the ice as you worked through with people, but that LinkedIn of actually that’s where you’re probably going to find some of those people who’ve got what we’ll be looking. So

Julie Mason:              just straight, just to give people here an example because I am active on LinkedIn and not necessarily always content. I do a lot of behind the scenes stuff on LinkedIn, like private messaging with people where a lot of my business is actually generated the content, somehow helps, it’s the behind the scenes stuff that really is where the leads are tending to sales if that. But just for being active on LinkedIn, I’ve had the opportunity of speaking on radio in New Zealand all across Australia. I’ve been on podcasts all over the world. I’ve been live streamed into a, into a school stadium in Jamaica of all places and spoken alongside their choice alongside the, the minister of tourism for Jamaica. And all of this just gives you the opportunity to get your brand out there to, to make an impact, which I think is what your tribe are looking to do.

Janet Beckers:          Yeah. Yeah. People, people who are listening here, I mean like of course, they want to make an impact, they want to make a difference, but they also want to make some money. So yes, I love it. So, okay, so now let’s look then at

Julie Mason:              if you’ve only got a limited amount of time, but if you want to, you’ve talked a few times around make connections, make relationships and that’s where the money was coming from or the contacts were coming from the opportunities were coming from as much as the content. If you were to say, if somebody came to you and said, look, I reckon I may be able to spend a few hours just to set things up properly, but then really realistically, I only have a short amount of time per week. What would be your recommendations? Okay, well first of all, get your foundations. Have a profile really working well. And Janet, can we give them some really good tips just to write their about section on LinkedIn is, that’d be great. And how to write it because what happens is when they reach out to connect to somebody, that person that they reached out to connect who is going to come back to their profile.

Julie Mason:              Who is this person, what are they all about? And if your profile is not written well, you’re missing the opportunities going to slide by. It does make sense. You want to make that great first impression. So a great photo on your profile guys. Hidden shoulders, really good quality photos, ideal that actually increases your profile views and connection requests. Believe it or not because it builds trust. People want to know who they’re connecting to. They want to face to put a name to, right? Yep. A good headline is not your title. By the way, a good headline that sits under your name on LinkedIn is what you do to help people. So what’s the outcome they can expect if they work with you, for example. And the about section, which was previously known as the summary. LinkedIn have recently changed the terminology and it’s now called the bouts section.

Julie Mason:              I want to give you guys quickly the formula of how to write that. It’s 2000 characters that you’ve got to do that to do that summary and most people screw it up. I’m sorry, but I just do it up. So let’s get you guys on romance, your tribe radio doing it right. We want to see your profiles too. Everybody connect with us. Okay, can I on, on LinkedIn would love that. But the summary needs to be broken down into about five or six paragraphs and I’m going to go exactly what those paragraphs are. So you can write, it’s really easily. So the first paragraph is the identify paragraph. Identify the biggest problem that you sold for your ideal client. Okay. So what’s the problem that they are presenting with? Okay, Yup. Second paragraph is what’s it costing them to have that problem? So not only what’s it costing them to have it financially, but what is it costing them to have it emotionally, physically, even spiritually, like the peace of mind, this sense of calm, for example, what’s it costing them to have that problem?

Julie Mason:              Because most of us are quite apathetic and we might go yet, that’s the problem I have. But unless we hold the mirror up to them and say, this is what that problem’s costing you, honey, do you want to take some action on it or not? Right. Need to kind of line of fire underneath them and go, hey, this is it. Is this, is this resonating with you? And you’ve got, cause I mean, we do this when we, when we Google search our medical conditions, oh yeah, I’ve got that symptom or that symptom yet. What are the symptoms they presenting with? What is it costing them? Essentially that paragraph is we can’t leave them in health. So we need to read the madly. What’s the solution to the problem? And you can put some industry statistics in that, for example, to verify that, that’s the result.

Julie Mason:              That’s the solution. And that could I think quite nicely into what’s the proof that that solution actually works. Right? the fifth paragraph should be your credibility packet. C R only paragraph where you should really be talking about you. I know all guys, but you need to brought it as a, your ideal client. Your I do, right? It’s going to read this. So brought it about them and they’ll resonate with you cause I didn’t care about you. They care about how do you help them, right? Yeah. So credibility wash, they trust you to deliver this solution. I have anybody else? What’s your experience or what to passional, you know, what results do you get for your clients? Anything along those lines in your credibility paragraph. And then finally on the most important part, your call to action paragraph, be very specific. What is the next step to do business with you?

Julie Mason:              And here’s a tip guys. I really want to make this clear. Do not ask them to email you or message you. It is the lowest form of converting call to action known to man. And here’s why. People don’t know what to say so they don’t. Right. So if you want them to have a 30 minute free consultation with you, tell them to pick up the phone and you’ll be happy to have a three 30 minute free chat to answer all their questions and give them a clarity and let them leave the call feeling energized and reinvigorated and back on track with what they’re doing. Right. Or You could do a send them to a, a website where they can opt in for a free download or a free video or whatever it might be, but be very specific and tell them quite step-by-step exactly what they can expect. Okay. So to simply book in a 30 minute free consultation with Janet, go to romance, your tribe.com To you know, whatever you get where I’m going yet if you very shortly, right. So let them know that you’re going to be speaking to them very shortly.

Julie Mason:              Beautifully clear, Julie. And really what you’ve done there is like a mini sales letter. Yeah. It is walking them through that sort of mindset that people to be able to go through. So I love it. But you’re doing it in 2000 characters, guys. Don’t 2000 words, 2000 characters. Be Short with your paragraphs and sentences and, and you know, make sure that you’re really getting to that point. That’s gonna resonate with your ideal target. Think about putting yourself in their shoes and, and walking in their shoes for a minute. What are they feeling? Where are they going? What’s really struggling with what’s keeping them up at night? All of that that goes into the emotional she’ll drive is in that summary and they bet section that that’s now called, yeah, yeah. Love it. Profile sorted. Then start connecting with people. Cause when they come back they’re going to go, that’s exactly what I need.

Julie Mason:              Right? Yeah. So resonate with them far better than you would if you just kind of started connecting without really thinking about your strategy first. Right now that makes, it’s all in logical steps of what we’re doing here. So my advice is to, when your connecting LinkedIn has this phenomenal search box that with just a few key strokes, will open up a treasure trove of opportunity for you simply by, having a look. Right? So let’s say your ideal target market was accountants, that you have a software that will save them 20% of their time on dollar entry or whatever it might be, right? Or it might be a way for them to generate more leads in their business. Whatever it is that you’re doing. Let’s just say accountants, they’re our target market. So you’d search for accountants, select the location of the like accountants that you want to work with. So if you’re located in Melbourne, search Melbourne, if you’re in Brisbane, search Brisbane, if you’re in New York, search New York for goodness sake. I know a colleague in the States, all he does is write LinkedIn profiles for accountants. Nothing else. That’s it. LinkedIn profiles for accountants. He is booked solid for dead zone. It would be boring as anything for me.

Julie Mason:              I’m pretty sure it’d be cookie cutter by the end of it. But sure it would. But at the end of the day, that’s all he does. He’s run a business very successfully on that for many years. Right. And still can cause there’s like how many thousands of pills in some thousands of accounts are out there. Yeah. So if that’s all you do, that’s a good niche for it, right? So essentially, really know who you talk at marketing, search all of them on LinkedIn and then narrow down your, your search parameters to your location or industry or whatever it is. And you’ve got all those search parameters on LinkedIn to do that. Once you find them. The secret here is to connect with a personal note. Always use a personal note on connection because the thing that’s going through the person who’s receiving that invite is who is this random person and why are they reaching out to connect with me?

Julie Mason:              People are still quite nervous about connecting with strangers on the Internet. We still have that stranger danger in our head. And so even online they’re like, oh, I’m not really sure what delayed. So if you had a personal message and all you guys need to do on the personal message front when you’re sending a connection is not to sell them at that point because that’s just too early in that conversation by too early in the relationship. All you need to do and simply say, hi, I saw your profile on LinkedIn. I love what you do. It looks like there could be some great synergy between us and I look forward to getting to know you further through LinkedIn. Cheers Julie. That’s it.

Janet Beckers:          I’ll tell you what that is such a relief to hear that. I really want people to just really take that one on because when I use LinkedIn, like I’ll go in there maybe once a week and it’s when we’ve posted our videos and I’ll go in and just keep an eye on things and there’s always these requests and I’m just one of these people have, yeah, yeah, yeah, yeah, whatever. You can all, you can all be my friend. I’m like, let’s be gentle. They’re like, yeah, you can all be my friend. And then most people don’t leave a message, but people who do leave a message, it will be 95 for the same is well, how interesting would you know, would you like to know how I can help you too? But well would you like to come to my workshop? Would you like to hop on the phone? Would you like me to try to sell you the service that you actually provide to other people?

Julie Mason:              I had the exact conversation yesterday, Janet with one of my members in my program and she said, Julie, I’ve been following your strategy and every time I reach out to connect, they sell me straight back. How do I deal with that? Could I share with you my answer to her how to deal with that? Yes. Cause I, I’ve been in sales as you know, for 25 years, 15 years in door to door cold calling. I can pivot things really well. Right? So here was my answer to her. I simply said, thank you so much for that kind offer. I’m not interested just at the moment, but please let me know if there’s anything I can do to help you. Right, right. Yeah. Or You could do it. You could even take it to another level. So I get hit up a lot by people who are in multilevel marketing now, Don and my sales career in multilevel marketing was foundational for me and I, I love seeing people get into that industry. Right. But I’m not wanting to do it anymore myself, and that’s okay. Yeah. He’s what I say to people who are trying to sign me up for, you know, whatever multilevel marketing program they’re in at the moment. Yeah. Let’s say thank you so much for that kind of, I can see you’re really passionate about your new business and I wish you the greatest of success. It’s just not for me at the moment, but keep me involved or the products that you’ve got, because I’ll probably be a customer, but not a recruit.

Janet Beckers:          Yeah. Oh, I love it. You are so kind to everybody. We’ll go sidecar. Well, it’s a Cava. Janet, you guys are out. Comes back to you. I’m like bash. Yeah, right. Strategies. So if you’ve done your research and you identify, so for example, if we go back to the limo driver, cause that’s such a nice simple yeah, absolutely. Yes. Okay. Here he is. He’s got somebody who is an executive assistant. Yup. That’s connected and so he’s gone. Awesome. So this is the person that I want to make sure that I connect with what’s going to be the best way. Is it going to be through messaging? Is it going to be through groups, through going on their profile? Just what was the question?

Julie Mason:              So essentially if he’s identified the executive system, for example of that CEO or the CEO as well, because it was quality, just the, he said to me, most CEOs are taking that on. They want to build the relationship with the drivers, which it’s quite interesting and I said, well that’s great. That’s fine. You can do that too. But don’t be afraid to connect with both. In this case it’s what I call circle the wagons. Right. Is he two bites of the Cherry? Yes. Once that once he reaches out to connect and say, Hey, I noticed your profile and there could be some good synergy thought I’d reach out and, and let’s just see how it goes. You know, for example, whatever that might be. Yeah, but keep it really light. You’re not there to sell on that connection invitation, right. You, they just seem to you simply to get them to accept your invitation to connect.

Julie Mason:              Because once they accept, then you can start to really build that relationship with the messaging and the top of mind presence with content being streamed out, etc. And he’s the thing, I don’t want that limo driver to immediately go out and then once that CEO has accepted him or the are the executive assistant, in this case, let’s use executive assistant to immediately, hey listen, if you need a limo driver, I can help you. You don’t want to do that because it’s right to la. Right? So what you might want to do is instead you would probably, once she’s accepted or he’s accepted you private message them. And I always use the LinkedIn article, this is where LinkedIn articles, which are the blog posts on your profile of LinkedIn, not the newsfeed posts, but the LinkedIn articles, kind of your thought leadership area, right? Yeah.

Julie Mason:              LinkedIn articles. Then to add value, because here’s the other thing to know, when people connect with you on LinkedIn, I don’t want to leave that platform to go to your website for a blog post. They’re not ready to click on a unknown URL at this point. And you’re still that unknown. Yeah. Yeah. The platform to keep them on LinkedIn by using a LinkedIn article. That might be five things you should think of before booking a limo driver. Alright. And do an article on his five things to consider before you book your next Limo. Excellent. Right. And then at the bottom of the article we could have a gentle call to action. So if you’d like to, you know, talk to me about having a regular booking service and some offers that we’ve got available at the moment for ongoing customers. Please hit me up with my phone number or whatever the point of direction is the action and then what you would do is you insight to that ea or this CEO once they’ve connected to me, say thank so much for connecting.

Julie Mason:              I can see that your in an executive position or an executive role and or you may potentially from time to time, Need a Limo, I wrote this article recently on five tips to save on booking your limo driver or things to consider when booking and limo driver. I hope you find it really useful. Look forward to your thoughts. Cheers and send them the article. We’ll have a small call to action in it. Some will rate it someway. That’s okay, but you’re adding value, right? Is that adding value into there? And it’s what I call the emotional bank balance. When we, when we connect with somebody, it’s like opening a bank balance. At that point of connection you have a zero deposit. If I ask of you at that point, I’m going to go into overdraw yet, but if I find something of value, I’m going to put a deposit into that emotional bank balance and then I might be able to ask for a withdraw or aware or a call to action. Does that make sense?

Janet Beckers:          Oh look, you know, this is making me smile. If I’m getting a funny smile on my face, it’s because this is exactly the same language I used with my children as teenagers, except that it was called the trust bank account. Right? That’s right. Okay. You didn’t come home until three hours past the time you said you were going to. Yeah, and I love the trust bank account analogy by, yeah, you just, you’re in negative. Okay. You build up that trust before you can ask for that big, you know, and I stay overnight somewhere, you know, as an example. Yup. I’m just thinking [inaudible].

Janet Beckers:          Absolutely. Anybody. Yeah, I love it. That works really, really well. And you know, it also fits in well with the analogy I often use of, which is why, you know, I call romance your tribe is, you know, just because you flirted and you, they may have, you might’ve invited them back to your place, which might be your profile digest. Just assume that you’re on a winner. Like, you know, you’re still going to have to do some, you know, you’re gonna do some courting and you have to have some romance before you start up discussing how many kids you’re gonna have and you don’t just

Julie Mason:              up at one message. You there, we teach clients the whole message sacred thing for this on like 10. That is brilliant. There’s a formula for that, right? Yeah, yeah, absolutely. Yeah. We are so on the same page, girlfriend.

Janet Beckers:          Yes. And you know what that is. This is why I really wanted to bring you along journey one because you’re very strategic [inaudible] but also I really never want people to go, okay, I’ve got this guaranteed formula that I didn’t buy it for $5,000 because it’s going to be guaranteed that we then in guys, I will have made these many sales because it’s very full on. It’s really, really kind of an aggressive marketing, which can be okay for short term goal, but you can eventually end up damaged

Julie Mason:              Shannon Byrne version, isn’t it yet? I both know that and you can definitely get to number three, but you’ll churn and burn a lot of people in the process. Yeah, absolutely. Yeah. We’re all here for the long haul. Yeah, and this is, LinkedIn is a marathon guys, not a sprint. This is something that I, having said that I’ve had clients that within two days I’ve gotten a $75,000 contract through like 10 bias. I’ve had people who, like John I mentioned earlier who’d taken 45 days and it just depends on your strategy d and what your outcomes are, what you want to achieve and it all comes back to strategy. You know, what is it that you want to achieve on like 10 tie the strategy two that’ll create the strategy for that. Then apply the tactics but not the other way around. Yeah,

Janet Beckers:          I love it. That is, that is a really nice note for us to end on. I think Julie, for people who are listening, I always like to end end with like what is one thing that people can do this week that if they do that it’s going to start moving them forward to get some results with LinkedIn. So what would be the number one thing that people should focus on this week?

Julie Mason:              Review your profile, make sure that you’ve used that profile up. Follow that formula that I gave you because everything swings off the profile. And if it’s not, if it’s not, you know, serving your clients or your prospects, it’s not serving you.

Janet Beckers:          Yeah, I love it. That is a great one. And you know what I recommend that everybody does here is go to LinkedIn and connect with Dooley because hey, if you want to see a great example of a huge, about me profile, you’re going to see that day with joy. So that will be a great example so you can see, but anything with somebody to connect to that knows his stuff and wait, come and connect with me too and you can see, but I have not updated mine for a long time. It may have changed by the time it goes live, so that would be good.

Julie Mason:              This was a while ago. That’s what, seven years ago you came to my LinkedIn workshop, that was a long time ago.

Janet Beckers:          I don’t think I’ve… I may have updated it slightly since then, but it’s a funny area that I have really focused on. It hasn’t been number one. But interestingly what I have found is when I have put my profile on there, I can remember getting a message with people and they, I was invited to chair a conference on women in business and I’ve gone how did you find me? And it was, oh we found you on LinkedIn. Yes. I’ll have a look at my articles on my LinkedIn profile as well guys because there’s some absolute gold in there. Some really good tips. One in particular, we’ve talked about how to a send an invitation to connect, but there’s another article on there that is pure lead generating goals on how to accept an invitation and convert that into a lead.

Janet Beckers:          Here’s the exact wording and the script to you. Oh I love it. And don’t you love Julie, have you just noticed like Julie has mentioned this awesome opt in that we will get over on her website, which is really going to help you to get super clear on who you want to be targeting. Yep. That’s on juliemason.com.au . I mean I’m going over there cause I know it would be awesome. I know that she’s proud to say my best work in, in like the last 10 years that I see, I go check it out. No, I just, I just love, Hey, I love watching. I’m somebody who is really good at what they’re doing at being able to give, give, give, like really strategic good content that will let you know if this is the person that you want to go to get more help from.

Janet Beckers:          So thank you so much Julie. I’ve really enjoyed the day and for everybody that’s listening, the best thing that you can do for Julie and I is go out there and do it. Go and take some of that. Yeah. Because for us, you know, sure. The reason why I run podcasts is because I absolutely love talking to people like Julie. So for me it’s, I get to hang out with my friends, learn and have great conversations. But the other thing is because I really want you to take more action. So if you just meet every single podcast that you listened to, whether it’s mine, whether it’s somebody else to take one action, you just do that every time you listened to what your business is just going to continue to grow. So that one action that we’ve got today, I would love it if you would come and let Julian, I know, what did you do? So that could be in the comic tier or if you’re watching this on the blog, it could be by leaving a rating and a comment on iTunes. I would love if you did that. So more people can find us. Say, what did you do? And come over, most importantly, some of the Lignin Hillbilly, what action you took. Tell me what

Julie Mason:              and that will be, we’ll be incredibly grateful if you did that. So thank you everybody and thank you so much for your time, Julie. You’re a star wine pleasure, Joe. Thanks so much for having me here. I can’t wait to, to hear everybody’s results and happy LinkedIn. Okay, well everybody, bye!

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