Learn Speak Teach #39 w/ Brynne Tillman

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LinkedIn has become an essential platform for business networking and connecting with other professionals and potential clients. Over the years, it has developed into the most important professional social site any business can ever have, and you can leverage it for both business development and networking. To make your LinkedIn more effective, you have to focus on bringing value and making your audience curious, not victimizing people by pitching all the time. LinkedIn is not all about sales and converting your audience to customers. It’s about building and leveraging relationships by taking time to connect and planting the seeds of goodwill before selling to your buyers.

In this episode, Brynne Tillman will talk about LinkedIn and all the steps you need to take to build your brand and digital presence that drives business.

Brynne is the “LinkedIn Whisperer” and CEO of Social Sales Link. For over a decade, she has been teaching entrepreneurs, sales teams, and business leaders how to leverage LinkedIn for social selling. As a former sales trainer and personal producer, Brynne adopted all of the traditional sales techniques and adapted them to the new digital world. She guides professionals to establish a thought leader and subject matter expert brand, find and engage the right targeted market, and leverage clients and networking partners for warm introductions to qualified buyers. In addition, Brynne is the author of The LinkedIn Sales Playbook, a Tactical Guide to Social Selling, and the co-host of the Making Sales Social Broadcast.

During this episode, you will learn about the following;

[00:00] Pre-show

[02:18] Episode intro and a quick bio of our guest; Brynne Tillman

[03:59] How Brynne started out on LinkedIn and her journey so far.

[07:17] LinkedIn back in the days and what has changed over time

[09:10] Five areas to focus on for the best results

[09:15] # Profile

[10:20] # Social Listening

[11:39] # Content and thought leadership

[12:09] # Nurturing existing connections

[13:01] # Warm market prospecting

[13:47] Where to get more resources and learn more about these five areas

[14:35] The practical aspects of these areas and how to apply them in your Linkedin Strategy

[18:21] Recommendation on how to create “aha moments” through featured content

[22:34] Five things that you need to do to have a digital presence that drives business

[25:38] How to leverage Linkedin for sales without being salesy

[25:38] Brynne’s content philosophy on how much you should post and engage

[32:01] How to turn your likes and comment into engagement

[37:43] Brynne’s resource database, LinkedIn Library

[38:28] How a good connection request should and shouldn’t look like

[44:56] How to get more resources and information at your own convenience

[45:30] Ending the show and call to action

5 Things You Need To Focus On To Win On Linkedin, on Real Business Connections, featuring Brynne Tillman

Key Takeaways

~ The first thing to focus on your LinkedIn is your profile; it has to be value-centric and resource-driven, don’t be a victimizer; provide value. ~ [09:15]

~ Social listening is the number one area most people miss on LinkedIn, and it is all the things you can leverage to start a conversation and prospect better. ~ [10:22]

~ Thought leadership is a combination of curating content, creating content, and engaging that content: with these three pieces in place, you’re able to play the long game on LinkedIn. ~ [10:41]

~ The long game on LinkedIn is the nurture: it’s staying in front of your audience, and when the time is right, they will reach out. ~ [11:55]

~ Eye contact on your profile is important; it makes your audience feel like you are connecting with them. ~ [15:57]

~ Your LinkedIn headline needs to create curiosity, resonate with your buyers, and let them know the value you can bring to them; the goal of a headline is to make readers want to keep reading. ~ [17:05]

~ Your LinkedIn content should be all about education. You’ve to teach your audience something new; if they don’t learn from you, they won’t believe they should buy from you, so create “aha” moments. ~ [18:28]

~ Don’t get any more personal on LinkedIn than you would in a group of a million professionals: You cannot share anxiety and depression or for likes and comments; that will push prospects away, keep the conversation as professional as possible. ~ [26:51]

~ Slow down the outreach to speed up the outcome; take time to connect and plant the seeds of goodwill before you ask for anything. ~ [39:53]