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 createcontent that resonates with your audience start uponcast interview yourideal client and let them choose the topic of the interview, because, ifyour ideal clients care about the topic, there's a good chance, the rest of youraudience will care about. It too, learn more at sweetfish media, dtcom, you're. Listening to the B TB groteshow podcast dedicated to helping B to B executives, achiev explosive grownwhenther you're looking for techniques and strategies, tools and resources,you've come to the right place, I'm Jonathan Green and I'm James Cargary.Let's get it into the show. Welcome back to the baby growth show weare here today with Mike Shila. He is a founder at Mike Shila, consulting Mikkayou doing today, James. I am wonderful. Thank you for having me on. I'm excitedto chat with you today, Mike we're going to be talking about Lincan, whichis something I've. I've been spending a...

...ton of my time on the last few months,really figuring out the the content creation game on Lindan and and haveseen some tremendous results, but before we jump into to that, Mike Lookfor you to tell Alod about the work you do on a on a daily basis. Sure my celof consulting was founded rea own, a really simple idea. I was in technologysales for seventeen years and I became very good at using linked in to findclients, and my colleagues would frequently ask me: Hey how'd, you getinto that big deal and I would tell them I used linconon they go. Will Yo.Show me how I got to the point where enough people started asking me that Isaid I really should start charging money for this, and that was the birth ofMiculiconsulto ofit and fantastic of it, and so is we were talking offline Mike. Youmentioned that the first. The first thing that you tend to talk aboutwhenever you're you're, you know consulting, is the optimization of yourprofile on Linkin. Can you talk to us...

...about some specifics? WHAT AF folksneed to be looking out for as they're trying to Optimiz a profile so thatpeople viewing their profile actually want to talk to them sure and the firstplace to start. Is I get a lot of feedback for people that say well like?Why should I hire you? I already have an all star profile on Lindon and andthere's a huge difference between having an all star profile and anoptimized profilng. Quite candidly, it's easy to have an all star profile.The requirements are very minimal and optimized profile means that you havebuilt it in such a way that the right people are finding you I'll, give you agreat example salespeople. When you read most oftheir profiles, their profiles read like they're looking for a job, ittells you about how many times they've made president's club and whatpercentage of quota they've been to year after year a s you sa yourcustomers, don't care about that yea,...

...so you really have to frame thelanguage around. What your customer looks for- and I tell people thinkabout it, like the game- show the family feud Ye. You Know Top fliveanswers are on the board. Survey, says wellthat survey. They asked a bunch ofpeople the same question, so you may be yelling your answer atthe screen and it's not up there. It doesn't mean your answer was a badanswer. I mean your answer: Didn't match the people that they surveyed. So when you create your profile Y, Uyou've, really gotto 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 findme go and you want to create a keyword list of about twenty words and you'regoing to use and reuse those throughout your profile, okay and soyeah. Obviously, you know th the headline being extremely important. Thesummary A there are there other areas...

...that people should be looking to injectthose keywords into I'm glad at because so often the person will put accountexecutive sales, professional major account manager. Again they don't theydon't search for those worts. You have a hundred and twenty character spaces.You can use in your headline that is linked in gold. It's the first thing:your client seems when they pull up your Profi in your picture. E ICH isequally important and what a lot of people don't realize now is that yourprofile 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 bannerphoto in the background. A lot of people either don't have ban a photo orthey've chosen a photo. That really doesn't help like it's notoffensive, but it's not helping you either. I look at my profile. Mine'sgot my logo, my website, my email and my phone number boo you're interestedin talking to me. It is very easy to...

...communicate with me, yeah gots, puttingthose keywords in your headline, knowing that, when people search forthose you're, obviously trying to optimize to pull up and search results,what are what are some other things to keep in mind Mike as, as folks aretrying to optimiza profile, the biggest thing is full and complete the moresections of your profile that you have filled out the higher you move up,linthen's search rankings. T ton works like a search engine. It works justlike Google, the better optimize your profile, the higher you will stholl upin search rankings, got all right. So so, once somebody has their profileoptimized next we're we're going to talk about what you call connect andcultivate. Can you explain this for us sure, there's something magical aboutgetting over five hundred connections on Lenkdin when you do that it lets the Peo know that you'reserious about developing a profile and...

...as a result, you start to attract moreconnections. That's really what you want, particularly the right kind ofconnections. You need to do your part Y. I have this session. I do call the ABCS of Lindinn. My first, a B C is always be connecting you want to thinkof friends. You want to connect to family coworkers people, you used to work with people,you went to school with, and I mean all the way back to high school. I haveseveral connections on Linkhin that I have seen them face to face since Igraduated from High Chone thousand nine hundred and ninety, but you gotta,think of that frame always be connecting there's a lot of folks I'veI've met, you know I'm thinking of one one man I in particular that's veryparticular about you, Kno only connecting with peoplethat he you know has met in person at one point in his life an and he 's he'svery guarded with who he connects with...

...yeah. Do you see a lot of people kindof having that mentality is? Is that the good mentality to have is? Shouldpeople be thinking about it differently? What what are your thoughts there? Idon't disagree with him if you think about the list that I just ran throughfriends, family coworkers, fort previous employers, people who went toschool with these are people you've known all the people that you've met. Idon't I'm not what's called the Lion Alitan Open Network, I don't justaccept connection requests from anyone. Ok, when I get a request of somebodythat I don't know, I use the respond option on Linkin tosay to them. Hey, I don't think we've met before what about my profileinterested you in connecting with me, and do you get a lot of engagement withthose messages I about ninety percent of them never respond. So I don'tbother accepting the connection requests. I give him three businessdays to respond, delete it got it okay, and so so sowhat you're doing there is yo cultivating a a network of people thatthat trust you I'm assuming is that is...

...that the kind of the the thoughtprocess behind you'r methodology yeah, you Wanta, you want to have people thatare engaged. There are people out there that are just simply patting theirnumbers. I get to figure out why they think that's valuable, but yeah ttyre,they're padting their numbers and the big thing that I hear from a lot ofpeople is, you know Mike I've got a thousand connections on length in ortwo thousand or three thousand or whatever their number is now. What do Ido with hem? And that's where the cultivate comes in, okay and Linkanmakes it really easy to cultivate your network everyday and your notificationsbutton. It tells you who's having a birthday who has a job anniversary whohas a new job, who posted something and tagged you in it, a ent it on your post.Those are all engagement opportunities, an at the bare minimum. Once a year,you coald touch everybody in your network with one of those five criteriaand many of them you're going to touch...

...three or four times: Kata. Okay. So sonow, we've Yo k, O you'Veyou've connected your you're cultivating thatnetwork. This next piece of the of the equation is borrowing and leveragingtrust talk to us about this one. I here here is the biggest challenge facingsalespeople. I don't know about you, but when I was Ayoung boy, I I my first sales job. I did a ton ofcold calling. I would use a Dunan Brad Street list and I would just pick upthe phone nd dial for dollars and I was really good at that and somewherearound two thousand and seven that stopped working and the main reason it stopped workingis because the decision makers don't have anymore between callar I D andvoicemail. They never have to listen to your message so unless you're, just onecharming son of a gun, they're not...

...going to listen heir boards mail andcall you back yea where Lincoln becomes incredibly powerful is the seconddegree connection. So if I look at your profile on Linon, I'm sure I'll findsomebody that could be a valuable connection to me and then, when Iidentify that person, I share their profile to you and say: Hey James, Inotice t you're connected to Bob. Would you mind introducing me? I've had greatsuccess, working with people like him in the past and I'd love to buy him acup of coffee. Now one of three things is going to happen with that you're either going to stay to me. Youknow what Mike, I really don't know. Bob All that, well, you O we connectedon Lincoln a couple of years ago, and I don't even remember why yeah, but myresponse to that is always well anyway. You know hem better than I do, and then you get that next here, wherethey go a I kindo know Bob. You know w. We met at a cocktail party. A fewmonths ago, D, h sure I I can make that introduction to you,...

...but the one that I'm looking for isagain lincin gold. When I reach out you said to me, do I know Bob? He was the best man in my wedding. Itwas my roommate in college, he's my childhood best friend, because then, if I've done a good jobof creating a relationship with you- and I ask you to introduce me to Bob-I'm guaranteed O me yeah, but I like that you put the emphasis there Mike onif you've done a good job, ounnurturing a relationship with him, and I think somany people it it doesn't happen very. Very often to me. I don't get a lot ofpeople asking me to make connections for them, but I have had it happen in the past, wheresomeone's asking for an introduction and- and they really have done nothingto nurture a relationship with me, and so it's it's just extremely offputting.So I I love it. You make that caviat and put the emphasis on you know. First,you have to connect and cultivate...

...which the ultimately nurture yourrelationships in a genuine way so that you den have the right to or or havehave a much better likeliood of having someone actually want to introduce youto somebody yeah. I was working with a a client last week. He hired me to dosomeone on one Linton, coaching with him, and I gave I give all my peoplehomework assignments and I say I'm going to follow up with you in a weekthen I reached out to hem and I said: Hey Ben how's it going and he ran downthe list of things that he had done and he said I got two appointments lastweek using the methods that you show me how to use. I love it yeah, that'ssuper gratifying when somebody could turn around results in less than a weekfrom working with Yep. I love it. This is fantastic, my if there's somebodythat wants to go deeper on on these ideas with you thet want to learn moreabout the the consulting work you do or they just want to stay connected withyou. What's the best way for them to go about doing that. Well, once you knowhow to spell my name, she lah ' very...

...easy to find, I like to say, I'm verygoogleab. Okay. Naturally, you can connect with me on Lentin just mentionthat they heard me on your show. They can also connect with me on twitter, onInchtogram. Both are Atmike Chila and you'll, find my Miese a consultingfacebook, page love it wonderful Mike will. Thank you so much for your timetoday. This is EEN, fantastic O. I realy appreciate it. Thanks for havingme on this, hase been fun. If you've been getting value from thiscodcast, you can help us reach more people by reviewing the show, an Itunes,here's how you can leave a review in less than a minute open your pod castout and tap the search igon in the bottom, raycorner type in P, to bgrowth then select our show once you're there tap the reviews tohave and tellus what you think of the show. These reviews help us out of time. Thank youso much for listening until next time.

In-Stream Audio Search

NEW

Search across all episodes within this podcast

Episodes (1621)