591: 6 Ways to Build a Prospecting Engine That Runs 24/7 w/ Rian Lanigan

ABOUT THIS EPISODE

In this episode we talk to Rian Lanigan, Marketing Manager at Sandler Training.

Wouldn't it be nice to have severalthought leaders in your industry, Kno and love your brand start a poncast,invite your industries thought leaders to be guess on your show and startreaping the benefits of having a network full of industry. influenceeslearn more at sweetfish media dotcom, you'R. Listening to the B TB Grotehshow podcast dedicated to helping B to b executives, achiev explosive grownwhen you're looking for techniques and strategies, tools and resources. You'vecome to the right place, I'm Jonathan Green and I'm James Carburry. Let's getit into the show. Welcome back to the baby growth show.We are here today with Ryan Lane. Again he is the marketing manager for SandlorTraining Rian. How youdoing today, I'm doing awesome jete. I am fantastic, sosowe're we're going to be talking about how to build a prospecting engine thatruns twenty four seven, but before we get into that, tell us a little bitabout you know what you're up to with Anda training. So I work with a coupleof SUNA Franchi across the Ukan in my main goal is to increase the engagementfor the clients. I work with SONA tey can stay in front of prospects whenthey're not physically fogot it. I love it. I love it and you've got sixdifferent strategies that we're going to be talking about today. For this youknow building this prospecting engin, and so it's a lot of content to coveresecially before we jump right in Wheri. Give us just a little bit of context asto what these six strategies are and then at at a high level and then wi'lljump into it oo sure. So the numbers of followers and connections you have aremeaningless and not Ma annoise. The people o Hisias hear, but what I reallyknew by that is. The real question you have to ask yourself is: Are the rightpeople? Looking at your content, I le Lot to those people and a the engauging,an anybody can by share connection...

...boquests undergo. So I suppose hat mytalk here is a number of my clients numbers how to speak for themselves. SoI'm going to share six tactics of how you can create a prospect. AginThatruns, twenty percent for you Elovit. So this first tactic, you call it listof legends, explain this one to us. So Lis allegence. If you can get a you,can get people with a huge number of followers to share your content. Then alige number of people are going to see your content nd. The numbern way to getpeople to share your content is simple. If you strode, the ego they'll shareyour Cotbon, so what I've done is. I have built lists so the top tail tensalos alters and Appli this yeur own industry, but the top ten sails ortersto follow in lank in I'll build t e list of the top nine and then includemy client and and then eight out of the ten sails ajer would share my blog orseven and e ten sales office to share my Blogu and then over the next Te.Four to thirty six hours, I'v I've seen my client Prov increase by ten twentypercent. One clin I work with his. He got I tairs in the two connectionalcless the next day, holy cow wher. You WANTTA make a point that this is onlygood for a goos. If you're constantly, including people in lists a I, it's nogood, so I would, I would use it with caution. I don't like Shad, Americanersand Lono Peopl Los Span so make sure o using it for Mig v, Co got it, and so,when you, when you did that Ryan, this top tin list, was this list coming fromyou or was it coming from your client 'cause? I don't know how I feel aboutpeople creating top one hundred lists, O top tenlist and then includingthemselves in it. It just feels a little weird to me. What what are yourthoughts on that on completely with you? Not Noyou have to be careful somlist,you don't fit into so I will go and create topten twin Ane, or to toptwenty twentinian sounds authers and new, two chunnels. You can yourself if your numbr sixtyfour h t that that doesn't feel I so...

...includeles that you're able to fityourself into whether that be the top ten salsadters in North America andatopped ind sales oters in the UK, don't be shady to people. One thingthat I'e thought about in doing this: 'cause I've I've seen the effectivenessof of what those listposts can do ti got a post on Lincoln that got likethree hundred thousand views when I shared the top tin personal brands. ButI didn't put myself on that list and I was thinking like you could. Obviouslyyou know if it's going to be an article, you can mention yourself in theintroduction and say: Hey. You know I Y. U W put I put list like these togetherknow often here's my din' proviloity here, here's the list of the top ten orwhatever so not actually including yourself in the list, but making surethat people know how they can. You know how they can follow. You so E, just oneway that I've thought about doing it. But but in your case I I was justwondering if you were the one actually riding the post and you put your clientin there. Obviously people wouldn't know necessarily that he was your cliet.They would just think. Oh, it's it's one of the one of the ten guys on thelist, so that was. That was my reason for asking that Y and only if my trindto fixed into the list. I would never be shady in that sense, and then I iBil ta list overtime through putting out questions on link o myself anwhat's your favorite potcost, to listen to what your favorite aeas book to readand then looking up other argicles from host spot and I like and then Kinoclanking Ladadona got it awesome. So this next tactic, we're Gon to talkabout Ryan, is Doggy, treats explain this one to us sh an funny name. AnDogachi is another way to create engagement on your post. So the way Ilek to do it is in tedifferent sex. You will, I might. I might get aAPROGRAPHIC R PDF that provides valume. That say a three biggest sales mistakes. I winer we keep picking Sanses 'cause a lot of my clients, uren thesales inde try. So what I do is I put up an enticing title like three bigassaufmansake, you should never make...

...and then I'll give them the BOPOINTbofit one two or three, which is some of the content, but not all F, and ifthey want to see a more detailed version of it, I'l give him Apedia thePD for Teinfo. They have to com an yes below and went commentin. Yes belowdoors n. It works well with the Allgrtim Unlinkdin. You get a point forevery lake. You get. You get two points for every comment, an three points forebery share, so if you can encourage people to o commen rather than justlike it, it helps the lilinked in I and one of my Ros Hav beesomposst 've doneo this wee Gat. Eight hundred and fifty one comments. WSO. If you can do thishonest, specific topic that you may be do in a future, Wavan Aron or a futureBo comp or event on you can y. You then know that that anybody who downloads oronce sit download this specific intrograph is intest in that topic. Soyou can runawaeand, then follow Ben a message say: Hey John. I saw that. U,as you wanted my PD here, it is by the way I'm running away Irto the weeks onthis specific topic, where I dwelt more into ABNC Ilove it I I did that.Probably a few months ago now- and we had it- was about topics that you canwrite about on Linkin and I you know, got se six hundred and ninety twopeople to comment and say yes, I will you know, I want the PDF, and so I toldpeople that if we get to a hundred comments, I'll put the PDF together andI'll, you know put it on the post, and so my sister and I went throughobviously six hundred and ninety two. So we obliterated our goal and wereplied to every single commen said: Hey here's, the PDF, but my strategywas a little different and I was a little disappointed in the resultsbecause in that PDF I put in there hey if you're interested in Y. U K O one onone coaching n and getting your linked in content to the next level, you'wemail me and of those six hundred and ninety two people. I only got twopeople to email me: neither one of them were qualified to buy, or you know thatthat particular coaching service that we were selling, and so I like what youjust said about you know they they get the PDF, and then you put them intoanother kind of free opportunity to...

...learn more through that Webbenor, sothat that was just an interesting. Take you you did it differently than Maand,I'm sure you sell better results as as a result of it. What was do youremember the conversion on how many people signed up for the Webbinor Yeah?The goal wants to get a hundred people to sen up the revenue and we got justover two hundred to people te Cento. I love it. That's that's a great that's,a great idea, okay, so so rining! These are fantastic. This next one, you callcross dressing, explain this one. So crossjissing is similar to ene. I'vejust spoken. So when you give someon a doggy cheet you fo to promote AAnotherchannel, so sometimes people find it very harrd too. They may be doing wellon Tey did, but they find that hard to promote their facebook or they're theirout Chi. So what I done is essentially the same as last time a seve Dogaty Igive at the PDE Fhor the IPROGRAPHIC give some value my people comein. Yes,I dat message them: Hereis E P, the tree bice Ens, mesakes ps. By the way,you may also be interested in following to my Youtacana, where, where I shareSimicandi or PS, you may also be enterested in joining my privatefacebook group, where I share weakly sails tips, so it's promoting otherplatforms. At the same time, I love it. I love it all right, so we've talkedabout list of legends doggie treats cross dressing. Let's talk about doubledipping. Dobl living is another great one to get more use at at the time.You've imbessed. So do you take your poncast, for example, you you'll recordthis you'll aditit you'R putlever and you'll putl t at your one, an lekiothersocial platforms and then there'll bean inditial, download, Thet Mig e coupleHo couple of times donolds in this Parkut. However, in two or three weekstime, if you were to turn this parkas into a Blod and then put in the form ofa blood, not everyone will be lessecass on the way to work. They may prefer toread: blands Ten, Hey, prepare to watch videos, so what I do with Air Potcosaonglonges promote the blog as normal and then in two weeks time, I'll turn itinto a...

...turn into a potcost and Pusht it as aPocot and then a Weekan Alternatto, a short video, an Pushin as e short video,so that I'm getting three times the use for the time I've invested Yep. We arelovers of REPURPOS ING content around here, so totally get that one this thisfifth one Ryan is titles. This is something I am incredibly passionateabout, but il I'll, let you uh take it from here. Talk to us about theimportance of titles, Tiosar, Incredi important, essentially, all of theother four key points of sharing are meeting t and worthess without titles.If you can't get someone to click on to your content, n they're never going toget value from it. So I have an eame n crossing the fingers hope and that itworks well and all the audience are saying the same latter at the end. Soif I as to give you two titles here, A and B and then I hope everyone choosesb and that just gives you an example of a good titlelandof mediorcitytle, sotiten a would be enter. Py Selling, with Ren Lannigen antitle bee with thethe secret to creaning and growing ladge enterprise, a counts with theREILANIGA. If you was an Audienceinici, what would you choose a or B personally,I think B it entices to be more into T. I feel I can get more value from it.Yep, YEP and and I've found that I mean the more the more specificity that youcan add the better right- and I see so many podcasters screwing this upbecause they'll just say something like you know a conversation with Rynlaniganand it's like why on Earth would somebody you know Clik on that tolisten to it. They have no clue the value on the other end of it. Unlessyour name is Elon Musk, a title that says conversation with name, it's just.I is pointless to me, but you even brought up a better. You know, even ifyou say kind of at a high level what it's about enterprise selling. Why notgo you know one one or two levels deeper, explain in very grain Millardetail. This is the specific value that...

...you're going to get out of it numbersobviously play well when we you know w. We write the headline for this one.It's going to be we're going to make sure to put the number six in thisheadline, because we know that when people have their head around atangible like you can tangibly see how much value you're going to get out ofconsuming this content they're just more likely to do it. So I I I totallyagree any anything else around headlines and titles ran yo you'recompletely right with that, and this maybe be shoking you you're ego, butoriginally it was one of your titles for your podcastthat got me into listening to your pacas. I an how a know who you wear,but it was a tiht Han. I caught my attention and from there I became a fanand then I've spread the word since so it just shows the importance of Ti. Ilove it. A lot all right, rightn this last one we're going to be talkingabout borrowing, an audience. This is the sixth tactic, but obviouslysomething super important talk to us about this. One HMI got this one fromone of the first pocasts I listene to your pacast one of your guests. I thinkit may have been Josh what he said was bout borring, an oyance but whil alsoproviding value if you can find someone who's running up a blog running apocast and they a light portion of your type market, an listening to thataudience. Why not metch them? Bloggers or poncasters they're, always lookingfor guests to join them, and if you mention them saying Hey James, I'mreally good a speaking an this topic. Do you want Ed to sit down ThaChanameer for twenty minutes, while I provi I'm providing buy at the sametime but thyour audience in Owalso O who I am so it's a great way forgrowing your connections or your falling online as well yeah. So,obviously you know patars that R is there one particular channel you're,obviously on this show, because you you believe in this in this tactic andyou're and you're implementing it for yourself, you K. are you seeing lesstraction with guest blogs now than you...

...are with kind of guest being aguest onother podcasts, or are there particular channels that you're saing performdbetter than others for four borrowing an audience? I think Poncos ad a bigone, okay and WHA. Why is that a lot of the potcas there? There is a largenumber of people atere, and you can specifate this by region as well, andthe importance of region 'cause. Some people only want to take people in acertain region, but there's Pongat Ou there with twenty five thousand thirtythousand fifty thousand people Lisei, weekly and Ave. You can crack into TNATfor twenty thirty minutes, I provide some value. The return on theMESSMENT is huge. We work with a partner called interview, Vallet andthey are very strategic and how they work with their clients and and theybuild these. You know pages for for every client that they work with and sofor. Every show that they get them featured on and they build this. Youknow specific landing page that allows people listening to stay connectedwiththem, and so they can show tangible results. Do you recommend a similarapproach as you're guesting, on Pod, gass too, and have additional resourcethat you're giving to people after the fact or w kind? How do you ensure thatthe folk's are listening to the PITGUASS? That you're guesting onactually become a part of your owned audience? So the most important thingis to consistency and continue to bring emotional engaging content to youraudience. Ho, don't stop that after the PODCAST, but you may notice a aincrease in folowers or connections and to asete item. I an I've noticed anotherTounan E v H. I've joined my joiming network, where's hat. I do here's afree, PD thouwhat I offer if anybody's any questions or nothing. I N touch youmay. What Al You have to do is is have five minutes, chanter people, so I havea colondy calender that I often promote on my linkin saying if you want to havea five minute, Iofot Ameriketing. Even if you don't a t men to help you just Ilove Chi e people, Oomarcany, let's...

...chatand find e Dat a that suits yeahyeah. I love it. I love it. THAT'S FANTASTIC RYAN! This is. This has beenincredible. I love how tangible these tips are. I think folks are going toget a lot of value out of this. If somebody wants to stay connected withyou, what's the best way for them to go about doing that best, we wild bea toconnecte me, onledin hat is or Ian La and Agelian, or you can email me atRina, salar, doae, conderful, RN, all right. So the final question that I'llask before I let you go today. What is the legacy that you want to leave aSomeo who's Wowho's made a real impact on others, Tru suppose nonshady mankingtactics Tacic, so that when I retire, I can say that it hels ten wo thousandand thirty individuals, kind F, increase, Theu, onyoul revenue by tenthousand and thirty percent. I love it. I love it rn. This has been incredible.Thank you! So much for your time. I really appreciate man. Thank you, man,machines, to ensure that you never miss anepisode of the btby growth show subscribe to the show in Itunes or yourfavorite pot gass player. This guarantees that every episode will getdelivered directly to your device. If you are someone, you know, would be anincredible guest for the B to b Groshel email me at Jonathan that sweetfishmedia dtcom, let us know we love connecting, would be to be executives d.We love sharing their wisdom and perspective with our audience. Thankyou so much for listening until next time.

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