Josh Turner recently appeared on Reinvention Radio with Steve Olsher and Richard Otey where they had a very interesting conversation about LinkedIn.
Richard: I was wondering. So you said you joined LinkedIn in 2006. At that time, did you have a nice little LinkedIn network? Or did you just say I’m going to utilize that platform because I'm dealing with business people.
Josh: I did have a network, yeah, because when I started using it in 2006 I was helping to develop business for a construction company that I worked for. So I was reaching out to architects, property managers, and such and building relationships using LinkedIn. And, you know, getting meetings with people and stuff like that. Not using it aggressively but putting in a little bit of time over a few years. By the time I left the construction company I had close to five or six hundred connections.
Richard: Nice. You saw that for sure it was something you were going to utilize.
Josh: I knew that when I started my company, the outsourced CFO gig, that the way that I'm going to get in front of new people is going to be using LinkedIn very extensively. When I started to work for myself, you know on day one I had no clients. I had plenty of time, so I just started connecting with people and getting the word about myself out there.
Steve: Alright, let’s do this. Let’s jump into some of the current strategies that work really well for you now. I think a lot of people don’t really understand how to leverage the platform, first and foremost. What is LinkedIn best for? If you’re going to summarize it in one sentence, why should someone be on it, and what should they be doing in it?
Richard: Give me my pen. Give me my pen.
Steve: Alright, a paragraph! Jesus, you’re generous.
Josh: [lauhgs] Well, first off we help people’s businesses use LinkedIn to generate more appointments with clients. That’s our main purpose. And so what I really want to say is that LinkedIn offers you the opportunity to go and find the specific person that you want to do business with, and directly reach out to them. And there are very few other places that allow you to do that in a way that, if you do it right, you can get a pretty high percentage of people who say, “Yeah, I’m cool with connecting with you.” Which is a door open to developing a relationship with that person. That can turn into a huge amount of business for you.
Steve: And so, just out of the gate, I’d like to connect with you on LinkedIn. Do you have to customize that thing?
Steve: Everybody wants to connect to me in LinkedIn. I accept that. But more often than not it’s just that, “I’d like to connect with you on LinkedIn”. Should you be doing something in that message right out of the gate?
Josh: Definitely should. You should customize that message if you’re sending a connection request to somebody, because most people don’t. And so people don’t know who you are. If they don’t know who you are and they see your connection request, there’s no message. It just feels weird and maybe it’s like spammy or something. But if you include a little message saying “Hey, I came across your profile and I thought that we could benefit from being connected,” just as simple as that, your acceptance rate will shoot way up. And it doesn’t take much effort to just plug in a little sentence like that.
Steve: I got you. There’s a fine line though. I mean, let’s be honest. If I said “Hey! I saw your profile on LinkedIn and you’re just smoking hot. Can we connect?” That’s probably a NOT.
Steve: That’s probably pushing a little.
Josh: Well, it’s probably pushing, yeah. You know, some of the women at our office like to laugh about the difference between men and women on LinkedIn. It’s just an interesting comment on our society, I guess. I will say that if you’re a women looking to use LinkedIn to generate business, you’ve got significant advantage. Whenever we work with women who are clients of ours, men are very open to connecting to them.”
You can listen to the full interview at MyFunnel.link/JoshTurner
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