How do you start building relationships with people through LinkedIn?  It’s simple.  But you need to invest the time.  Here’s a simple 5 step process.

In this episode, I talk about:

  • My first time negotiating a big contract
  • How to think about Social Media
  • 5 Steps for Building Brand Awareness with Clients

Transcript:

Hello everyone. Welcome to the path to 1 million. This is episode 120. As promised, this is a, I’m going to talk a little bit about linkedin and using it for helping you to grow your business or you know, whether that’s for profit or nonprofit, whatever that might be. Also to tell a little story. So what I want to do is I want to talk to you today about my first time. Many moons ago I was working for a fortune 500 company and on the side, cause I’m always of the philosophy that you should be investing in yourself and always doing, you know, making yourself, you know, more valuable, adding skillsets to it, whatever the market might need. And I’ve always believed in that and I was getting really good at doing video work. And through an introduction, through some people, I actually started working with a software startup in the Irvine area.

And what it is, is they had a software product that was actually really slick it what it would do is it would analyze your current business data and then if you wanted to try something new, like for instance, like offer a coupon or perhaps a extend a warranty or whatever it is you wanted to do to try to increase your sales, this thing could accurately tell you this piece of software could tell you with like 95% accuracy or 97% accuracy, it was like insane. It would actually tell you, you know, what the results would be at the end. So I was tasked with creating a training module for them. That’s what I was going down there and quoting them out. And I spent I asked them if I could come in and take a look at the material first before I put together the quote.

So I went down there to their office. There was like maybe 10 people that were working for the company at the time. And so I went down there and I remember I was sitting at the desk and I was going through all their material and it was, it was very overwhelming. And I took a statistics class in college, so I had some idea of what it was that I was looking at. But the thing is, is the material they were giving me wasn’t giving me a complete picture. And of course, when you’re quoting anything out, you’re always nervous about what you can’t find. And then somebody will come along and say, well, yeah, what about this? You’re like, well, I didn’t quote it out while you should, should’ve known about it, you know. So as I was sitting there also in occurred to me that I could hear the voices of all the people that were around me.

So what I did is, you know, when there seemed to be a break, either in the conversation or the phone conversation, whatever it was, I would actually go to that person’s office and talk to them. So, for instance, I would hear a sales guy on the phone and he’s doing a sales con a conversation with a potential client and they’re talking back and forth and their meeting would get over and the sales guy would be writing down notes in his book. I would actually go to the sales guy’s office and be like, Hey so you were just on the phone with somebody and Duh, Duh, Duh, Duh. And of course the sales guys lie like, well, who are you? And I would say, oh, my name is cliff and I’m working on creating training material. They’re like, oh, the CEO said you were going to be around here today.

And I said, yeah. So I would put it in the facetime with them and asking them, you know, from your perspective, what would you like to see in the training that would really be able to help you out or be able to help you with sales or answer those post sales questions or whatever that might be. And I just did that. I went around to technical support because for me I was trying to gather as much requirements as I possibly could when it came time for me to put this together. So when I actually did wind up putting the proposal together and I submitted it to the CEO, one of the things that happened that I, I didn’t intend for this, it just naturally happened is that by putting in the face time with everybody in that organization, when I went and made my proposal to the CEO, everybody in the organization already knew me.

They already knew who I was, they already got facetime and because we actually, I invested that 15 or 20 minutes in to talking to them and getting their opinion. And what do you think I should include with the training is I had built a relationship with them. So for the CEO’s standpoint, the entire organization already liked me, already understood what I was doing already thought that I had the best approach to it. I mean it was like literally a no brainer. So I told the CEO of the company when he came back and said, you know, how much is it going to cost to develop this, you know, three or four hours of training, whatever it was. And I quoted them, I think it was like in the neighborhood of like 30 grand. He was like sold, you know, I know. I was shocked at just how fast that closing came.

It was awesome. I learned a lot from that entire experience and it really whetted my appetite to move forward into the entrepreneurial world. So with that being said, it’s always been my belief ever since the get go that it’s a lot easier to focus on building the relationship with people before you go in and try to do the ask to get the sale right. Always focus on building that relationship first. If people know you, like you, trust you, then they will do business with you that it doesn’t work the other way around. It doesn’t, they’ll do business with you and then they’ll know you’re like, you trust you. It’s always know you, like you trust you, then they’ll do business with you. So with that approach in mind, with the advent of the Internet, it’s actually easier now to connect with those key people because a lot of the times in this particular case, I had a friend of mine that introduced me to the CEO of this company.

So there was like that warm introduction that was there. But with linkedin you’d not always, you’re not always gonna have that warm introduction, but you still have that introduction because linkedin has all the companies and all the businesses that are out there with like everybody in that organization, whether that’s, whether you’re angling to get some kind of a job, whether you’re trying to sell something to somebody, you have access to that entire organization and who you need, whether it be the CFO, whether it be a controller, whether it would be a director of engineering, whoever you decide your target customers aren’t going to be a, that would be less than zero. And I want to say that was episode 112 from last week. If you didn’t read that about picking your target customer, make sure you go do that. So anyways, now that you’re trying your customers define how do you start building a relationship with them inside of Linkedin.

All right, what’s some of the best ways that you can do that to start getting that face time to build that name recognition. So that way they know and say they say to themselves, Hey, you know this Bob guy actually seems pretty cool. So there’s a simple, very five step process that you can follow to start building that. And it may not happen right away but again, it’s a matter of sitting down every single day and putting in the time putting in the effort every day. Cause every relationship needs that investment of time into it. So the first thing is when your, when your targets, when your target customer, your target person you’re trying to reach again, whether it’s business or whether it’s a job, whenever they post something like their post. And I know that’s like super simple and a lot of people already do that.

But if I don’t say it, someone is going to come back and be like, hey, you didn’t say it, but that’s the way it is. Like their post when they put it up there. Super, super simple. Second thing that you have to do, and this is where people start to fall down, you have to put an intelligent response to their post in there. So if you’ve got all these people that are commenting on that post, you need to add to the conversation. Now I’m not talking about, hey, this was a great post that does not count. That’s not an intelligent response. What you need to do is you actually need to add something to the conversation that is going to get people to nod their head and be like, wow, that’s pretty cool and if you need to take some time to think about it, go right ahead.

If they post an article that’s like, you know, 10 ways to help your business save money or you know, eight ways to increase employee morale or whatever that might be, add something to that conversation. What I have found is I have found, you know, x, Y, Z or ask an intelligent question, hey, did the author ever think about this? Or if you disagreed, you can always put something up there. You know, I see the point of view of the author. I was wondering if I might be better if.dot, dot, right. And add something to that conversation. So when other people see your comment in there, they’re going to stop and nod their heads because most everybody in there is putting like nice article, great article, a great read, whatever it is, people are going to fly right by those. But if they see somebody that actually has some meat to that comment, they will always stop and read it again, that name recognition when you comment on their posts, next thing you should do is you actually like your own comment.

Do it, boost your own comment in there, like it. Boom. I like my own comment. Why wouldn’t you want to do that? Go ahead. The next thing in there is that, as I said before, if somebody posts an article in there and you’re looking and you’re seeing like let’s say 10 people have commented on that post, take the time to respond to each one of those comments that are on there, right? So you’ve added your own comment to it already. Go back now to those other 10 people and just add a comment down below them. Ask them a question, engage with them. If they point out something about that article, like, oh, I really liked the article because of x, y, z comment underneath of it. You know, ask a question like, hey, did you ever think about this? Or whatever it is. But at the same, you know, just make sure that your, you’re commenting on their comments down below.

And of course like all of their comments as well in there. So now what you’ve done is you’ve taken, if you believe in the philosophy of birds of a feather, for instance, if somebody posts an article that you’re trying to comment on, probably all the people that are commenting on there below are ear. Probably their peers or maybe their direct reports. You never know. So now what you’re doing is you’re widening the field of people who are being exposed to who you are because they’re gonna come in there, they will see your name, they’re going to see the the byline that you have attached to your name. They’re going to see that they click on your profile. They’re like, who is this guy? They come over, they take a look at your profile, they take a look at your value statements, whatever it is, product that you’re offering, a, any freebies that you’ve got, anything else.

But that’s how it works. That’s how you can take advantage of somebody leaving a comment on there. So anyways, that simple five step process to summarize it again so put a, put a like on the post. The second thing is, is comment meaningfully or intelligently on that particular post. The third thing is like your own comment. The fourth thing is put a like on the common of everybody else that’s there. And the fifth thing of course, is then to respond to every single one of those comments. So anyways, so this was a very cactus skull video for this for linkedin. Anyways, I like to talk more about strategy than about tactical. But anyways, this is something that you just make up this list every single day and you just follow it every single day inside of linkedin. Somebody asked me the other day if this would work for Facebook, and to be honest, I don’t know why it wouldn’t work for Facebook because a lot of people are on Facebook, a lot of groups are on Facebook talking about different subjects that they’re very passionate about. So I don’t know why it wouldn’t work inside of Facebook. This is just something I put together. Or actually something that I found for Linkedin that I developed and made it as part of my process. So anyways, that’s my story for today. That’s my linkedin tactical stuff for today and we’ll be back again tomorrow with another story. I hope you guys have a fantastic day and I will see you then. Have a good day.