555: A 3-Part Process to Book More Meetings Using LinkedIn w/ Mike Shelah

ABOUT THIS EPISODE

In this episode we talk to Mike Shelah, Founder of Mike Shelah Consulting.

Looking for a guaranteed way to create content that resonates with your audience? Start a podcast, interview your ideal clients and let them choose the topic of the interview, because if your ideal clients care about the topic, there's a good chance the rest of your audience will care about it too. Learn more at sweet fish Mediacom. You're listening to the be tob growth show, a podcast dedicated to helping be to be executives achieve explosive growth. What you're looking for techniques and strategies or tools and resources? You've come to the right place. I'm Jonathan Green and I'm James Carberry. Let's get it into the show. Welcome back to the BB growth show. We are here today with Mike Sheila. He has the founder at Mike Sheila Consulting Mike. How you doing today, James? I am wonderful. Thank you for having me on. I'm excited to chat with you today, Mike. We're going to be talking about Linkedin, which is something I I've been spending a ton of my time on...

...the last few months, really figuring out the the content creation game on Linkedin and and have seen some tremendous results but before we jump into to that, Mike, I'd love for you to tell us a little about the work you do on a daily basis. Sure, might you look consulting. was found it a real on a really simple idea. I was in technology sales for seventeen years and I became very good at using linkedin to find clients and my colleagues would frequently ask me, Hey, had you get into that big deal and I would tell them I use linkedin. They go you show me how it got to the point where enough people started asking me that I said, you know, I really should start charging money for this, and that was the birth of Mike's you, the Consultu love it and fantastic. I love it. And so as we were talking offline, Mike, you mentioned that the first the first thing that you tend to talk about whenever you're you're, you know, consulting, is the optimization of your profile on Linkedin. Can...

...you talk to us about some specifics what a folks need to be looking out for as they're trying to optimize their profile so that people viewing their profile actually want to talk to them? Sure, and the first place to start is I get a lot of feedback for people that say, well, Mike, why should I hire you? I already have an all star profile on Linkedin and and there's a huge difference between having an Allstar profile and an optimize profile. Quite candidly, it's easy to have an allstar profile. The requirements are very minimal, and optimize profile means that you have built it in such a way that the right people are finding you. I'll give you a great example. salespeople. When you read most of their profiles, their profile ills read like they're looking for a job. Yeah, it tells you about how many times they've made presidents club and what percentage of quota they've been to year after year. You say your customers don't care about that. Yeah, so you...

...really have to frame the language around what's your customer looks for. And I tell people it. Think about it like the gain show, the family feud Yep, you know, top five answers are on the board. Survey says. Well, that survey. They asked a bunch of people the same question. So you may be yelling your answer at the screen and it's not up there. That doesn't mean your answer was a bad answer. I mean your answer didn't match the people that they surveyed. So when you create your profile, you you've really gotta take a moment to sit in your customers chair and say, if I were a customer and I were looking for me, what words might I use to find me? Gotta, and you want to create a keyword list of about twenty words and you're going to use and reuse those throughout your profile. Okay, and so you're obviously you know that, the headline being extremely important. The summary Are there? Are there other areas that...

...people should be looking to inject those keywords into? I'm glad that I'm because so often the person will put account executive, sales, professional, Maje your account manager. Again, they don't. They don't search for those words. You have a hundred and twenty character spaces you can use in your headline. That is linkedin gold. It's the first thing your client sees when they pull up your profile, other than your picture, which is equally important. And what a lot of people don't realize now is it your profile has two pictures. You have the one that's traditionally of your face, your profile picture, right in the center, and then you have your banner photo in the background. Yeah, a lot of people either don't have a band or photo or they've chosen a photo that really doesn't help. Like it's not offensive, but it's not helping you either. You look at my profile, mind's got my logo, my website, my email in my phone number. Boom, you're...

...interested in talking to me, it is very easy to communicate with me. Yeah, got it. So putting those keywords in your headline, knowing that when people search for those, you're obviously trying to optimize to pull up in search results. What are what are some other things to keep in mind, Mike, as as folks are trying to optimize our profile, the biggest thing is full and complete. The more sections of your profile that you have filled out, the higher you move up Linkedin's search rankings. Linkedin works like a search engine. It works just like Google. The better optimize your profile to hire you a show up in search rankings. Gotta all right. So, so once somebody has their profile optimized, next we're going to talk about what you call connect and cultivate. Can you explain this for us? Sure there's something magical about getting over five hundred connections on Linkedin. When you do that, it lets the link will know that you're serious about developing a profile and,...

...as a result, you start to attract more connections. That's really what you want, particularly the right kind of connections. You need to do your part. So I have this session I do call the ABC's of Linkedin. My first ABC is always be connecting. You want to think of friends, you want to connect to family, Co workers, people you used to work with, people you went to school with, and I mean all the way back to high school. I have several connections on Linkedin that I haven't seen them facetoface since I graduated from High School in one thousand nine hundred and ninety. But you got to think of that frame. Always be connecting. There's a lot of folks I've met, you know. I'm thinking of one, one man and in particularly that's very particular about, you know, only connecting with people that he, you know, has met in person at one point in his life and he's very guarded with who he connects with. Yeah,...

...do you see a lot of people kind of having that mentality is is that a good mentality to have? Is should people be thinking about it differently? What are your thoughts there? I don't disagree with him. If you think about the list that I just ran through, friends, family, Co workers for previous employers, people who went to school with. These are all people you've known, all the people that you've met. I don't. I'm not what's called a lion a linkedin open network. I don't just accept connection requests from anyone, okay, and when I get a request of somebody that I don't know, I use the respond option on Linkedin to say to them, Hey, I don't think we've met before. What about my profile interested you in connecting with me? And do you get a lot of engagement with those messages? I've about ninety percent of them never respond. So I don't bother accepting the connection request. I give them three business days to respond. Delete it. Got It, okay. And so so what you're doing there is cultivating a network of people that that trust you. I'm assuming is that?...

Is that the kind of the thought process behind your methodology? Yeah, you want to. You want to have people that are engaged. There are people out there that are just simply padding their numbers. I've yet to figure out why they think that's valuable, but yeah, they're. They're padding their numbers and the big thing that I hear from a lot of people is, you know, my I've got a thousand connections on Linkedin, or two thousand or three thousand or whatever their number is. Now what do I do with them? And that's where the cultivate comes in. Okay, and Linkedin makes it really easy to cultivate your network. Every day, in your notifications button it tells you who's having a birthday, who has a job anniversary, who has a new job, who posted something and tagged you in it and it on your post. Those are all engagement opportunities and a at the bare minimum, once a year you can touch everybody in your network with one of those five...

...criteria, and many of them you're going to touch three or four times. Got It. Okay. So so now we've you know, you've connected your your cultivating that network. This next piece of the of the equation is borrowing and leveraging trust. Talk to us about this one, Mike. Here's the biggest challenge facing sales people. I don't know about you, but when I was young and boy I my first sales job. I did a ton of cold calling. I would use a done in Brad Street list and I would just pick up the phone dial for dollars and I was really good at that. And somewhere around two thousand and seven that stopped working. And the main reason it stopped working is because the decisionmakers don't have anymore between caller ID and voicemail. They never have to listen to your message. So unless you're just one charming son of a gun, they're not going to listen to your voicemail...

...and call you back. Yeah, we're linkedin. Becomes incredibly powerful is the second degree connection. So if I look at your profile on Linkedin, I'm sure I'll find somebody that could be a valuable connection to me, and then, when I identify that person, I share their profile to you and say, Hey, James, I notice that you're connected to Bob. Would you mind introducing me? I've had great success working with people like him in the past and I'd love to buy him a cup of coffee. Hey, now, one of three things is going to happen with that. You're either going to say to me. You know what, Mike, I really don't know Bob all that well. You know, we connected on linked in a couple of years ago and I don't even remember why. Yeah, but my response to that is always well, anyway, you knowing better than I do. And then you get that next tier where they go, oh, yeah, I kind of know Bob. You know, we met at a cocktail party a few months ago and yeah, sure, I can make that introduction to you. But the one that I'm looking for is again linkedin gold, when...

I reach out and you say to me, do I know Bob? He's the best man in my wedding, he was my roommate in college, he's my childhood best friend, because then if I've done a good job of creating relationship with you and I asked you to introduce me to Bob, I'm guaranteed to me. Yeah, but I like that you put the emphasis there, Mike, on if you've done a good job nurturing a relationship with him, and I think so many people it doesn't happen very, very often to me. I don't get a lot of people asking me to make connections for them, but I have had it happened in the past where someone's asking for an introduction and and they really have done nothing to nurture a relationship with me, and so it's just extremely off putting. So I love that you make that caveat and put the emphasis on. You know, first you have to connect and cultivate and which the ultimately nurture your relationships in a genuine way so that...

...you then have the right to or have have a much better likelihood of having someone actually want to introduce you to somebody. Yeah, I was working with a client last week. He hired me to do some one on one linkedin coaching with him and I give I give all my people homework assignments and I say I'm going to follow up with you in a week and I reached out to him. I said Hey, Ben, how's it going? And he ran down the list of things that he had done and he said I got two appointments last week using the methods that you show me how to use. Love it. Yeah, that's super gratifying when somebody could turn around results in less than a week from working with me. Yeah, I love it. This is fantastic, Mike. If there's somebody that wants to go deeper on on these ideas with you, they want to learn more about the consulting work you do or they just want to stay connected with you, what's the best way for them to go about doing that well, once you know how to...

...spell my name, s h e Lah, I'm very easy to find. I like to say I'm very googleable. Okay, naturally you could connect with me on Linkedin. Just mentioned that they heard me on your show. They could also connect with me on twitter on instagram. Both are at Mike's Sheila and you'll find my mic's Hela consulting facebook page. Love it wonderful. Michael, thank you so much for your time today. This has been fantastic, so I really appreciate it. Thanks for having me on. This has been fun. If you've been getting valued from this podcast, you can help us reach more people by reviewing the show on itunes. Here's how you can leave a review in less than a minute. Open your podcast APP and tap the search icon in the bottom right corner. Type in fetob growth, then select our show. Once you're there, tap the reviews tab and tell us what you think of the show. These reviews help us out of time. Thank you so much for listening. Until next time,.

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