LinkedIn Lead Generation Strategies That Actually Work with Jimmy Coleman

BWB Jimmy | LinkedIn Lead Generation Strategies

LinkedIn Lead Generation Strategies That Actually Work with Jimmy Coleman

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    LinkedIn is one of the most powerful tools in generating leads. Jimmy Coleman, the Chief Giving Officer of Grow and Give, teaches on how to get the best out of the platform and turn contacts into clients in the shortest time possible. Creating a system on LinkedIn that generated over $2,000,000 in the first year of the startup he was a partner in, Jimmy has made a great mark in the industry.

    After seeing these methods work in several industries, he launched a separate business dedicated towards sharing the techniques that uniquely creates twenty inbound leads every day. Learn more strategies on how you can widen your reach and acquire leads, drive more traffic to your site, and earn more for your business by joining us today.

    Some Topics We Discussed Include:
    • How he came to invent his LinkedIn System
    • Biggest mistakes people make in advertising themselves or their businesses in LinkedIn
    • Teaching about breaking the common rules in generating leads
    • The automation aspects of prospecting
    • Best practices and platforms in lead generation
    • How podcasts can put you in a great position for your leads and clients
    • Taking advantage of the “birthing” thing: on LinkedIn
    • Bringing traffic to your inbox
    • The kinds of posts that bring a lot of engagement

    To learn more about Jimmy and the strategies on how you can widen your reach and acquire leads, visit https://www.growandgiveco.com.

    About The Guest: Jimmy Coleman

    BWB Jimmy | LinkedIn Lead Generation StrategiesJimmy Coleman created a system on LinkedIn that generated over $2,000,000 in the first year of the startup he was partner in. After seeing these methods work in the financial, coaching, IT and recruiting industries he decided to launch a separate business dedicated towards sharing the techniques that uniquely creates 20 inbound leads everyday and puts “vendors” in a position of authority to their prospects.

    LinkedIn Lead Generation Strategies That Actually Work with Jimmy Coleman

    We’re going to talk about some lead generation methods that a lot of folks screw up, to be honest with you. Years ago when I first started this, I had an expert in LinkedIn, Josh Turner come on the show.

    He talked a lot about what's working in LinkedIn for building relationships and connections, etc. It's been three or four years since I've had Josh on the show. In that time, LinkedIn has changed quite a bit.

    There are a lot of strategies that people employ that quite honestly annoyed the hell out of people, myself included from getting tons of spammy LinkedIn messages.

    People just should not even be in sales whatsoever because they are completely clueless about how to reach out and build relationships.

    As a result, myself, a lot of my friends and colleagues, although we like LinkedIn, there's a lot of annoyance with it as well because of the ability for people to abuse it.

    At the same time, some of the best relationships I've developed in business have come directly from great connections that I've made on LinkedIn. If done correctly, it can be extremely powerful. This is not an area in which I employ myself to a large degree.

    I'm looking to do a lot more of that for myself and my clients. I'm always looking to gain an edge on really what's working now. That's why I'm bringing Jimmy Coleman on the show. He is an expert in this area.

    He is close with two previous guests and close friends and clients of mine, as well as Aaron Biblow. Aaron was on the YouTube video Flywheel episode if you recall both of those.

    Each of them just had remarkable things to say about Jimmy's proficiency in helping people generate leads on LinkedIn.

    He is helping other folks, maybe like yourself do the same thing. We’re going to bring Jimmy on the show and find out what's working, what are some of the mistakes to avoid, but what's working well. Jimmy, welcome to the show.

    Thank you. I’m glad to be here.

    It's good to have you. Give me a little bit about the backstory before you decided to specialize in LinkedIn for lead generation. Give me a little bit of your history in business and marketing and what led you to this point.

    A good place to start is I dropped out of college after two weeks. I went full-time to sell knives on people's homes. That’s my first thing. A lot of people start in marketing. That was my thing. I quit college to do that full-time. I didn't make mom and dad happy at the time, as you can imagine.

    I was just making more money than most adults that I knew in this small town that I was in it so it made sense. I went from being so passionate all of a sudden about working hard on something. I was forgetting to eat and then sitting back on a desk when school started.

    The contrast was ridiculous and so I couldn't continue. That's where I learned a lot of my like guerrilla marketing, hardcore marketing tactics, playing the numbers game and things like that.

    Eventually after three years, I went into the financial industry. I realized I couldn't be a bull in a China shop anymore because now I had to position myself as an advisor to my clients. I had to actually be more mindful of my long-term brand, even in my short-term brand.

    It was hard to go from annoying the heck out of people, making 40 calls a day, doing little LinkedIn messages and stuff like that to then having a relationship with them. I would advise them on something and act like I was the guy.

    This is a common struggle a lot of coaches deal with, a lot of consultants deal with and a lot of premium brands deal with. They want predictable leads for predictable sales and predictable revenue. At the same time, they got to play it cool to some degree.

    I'm from a small town to Waynesboro, Virginia. A lot of the people I enjoyed working with coming from being a top-performing sales guy and sales manager.

    I liked working with the entrepreneur crowd and other top-performing sales reps, EPS of sales or C-level executives at larger companies. It wasn't the right place for that.

    I had to start experimenting on LinkedIn and I made a lot of mistakes years ago that a lot of people are making now. Gary Vaynerchuk is telling everyone to rush over to LinkedIn and everyone's trying it out.

    They're playing the numbers game, but we're not very stealthy about it. I made a lot of those mistakes years ago. A lot of this advice that I teach people doesn’t just come from out of nowhere.

    BWB Jimmy | LinkedIn Lead Generation Strategies

    LinkedIn Lead Generation Strategies: Whoever shows up at the top of the search engine is who people most likely will buy services from.

     

    It came from making more mistakes than everyone else by the thousands longer time ago. I’m finagling with it and experimenting. I can go over some of the strategies I eventually learned. I started getting meetings with millionaires when I was 22 years old.

    As a financial advisor, I didn't know what the heck to tell them to do with their money. I got the meetings and that's what I cared most about. Eventually, I took that principle to a medical startup company in Charlotte, North Carolina. I was part of the expansion team.

    Everyone knew who we were in a completely different side of the state and they needed help expanding. We moved down to Charlotte and we implemented these strategies. The first year we did a couple million.

    One of the coolest parts is we doubled the size of our sales team from about 25 to 50 people in the first year. It took a lot more conversations than that. Anyone is familiar with recruiting in order to get to that 25 number.

    We deployed the strategy across the team. The following year I became a partner in that company. We trained the rest of the team on it. It created easily an extra eight figures in revenue for the company.

    It was in a couple of years that our company went from $60 million to $125 million in revenue. That didn't all come from LinkedIn obviously.

    No, but it sounds like it was integral in the growth of it. Let's dive into some of the biggest mistakes people make and then I've got a handful of questions. I'll ask you about some of the more effective things.

    What is a handful of the biggest mistakes folks make besides blasting out terrible? One mistake is being a terrible writer and not knowing what to say to people, but going to some of those mistakes.

    I usually break it up in four phases, but the easy low-hanging fruit is what everyone is telling people to do on their profile is to set it up so that it's good for search engine optimization on LinkedIn as if people are going on LinkedIn and searching for your services.

    Whoever shows up at the top is who they're most likely to buy your services from. From helping a lot of people, most people don't have people looking for their services on LinkedIn. It's not like that way. If people are using the searching tool, it’s usually because they're the hunters and the hunted.

    The main time that someone's going to be going into your profile is usually when you're trying to connect with them or you're in a message conversation with them.

    You're trying to take that relationship to the next level offering a phone call or your lead magnet, walking them into a Facebook group or whatever it is. They're going to check you out and see what your intentions are.

    If they can't box you in, if they haven't figured you out quite yet, then they'll keep the conversation going.

    They'll also keep the conversation going because of the two things I'd really coach people hard on in the first one is you might look like an influential person. You might look like you are in authority to some degree in A field or B field that they are in.

    If you can create a lot of social proof all over profile, if you end up doing to mine at some point, you'll see that one of those selfies you speak at an event. You take a selfie with a group and that crowd of people or behind you, it's showing social proof that people are bought into what you're saying.

    There are other people that agree with you to some degree, your profile picture showing you maybe explaining something. You're engaging with someone who's not a headshot. Everyone goes for the headshots because it's supposed to be so professional.

    A lot of the things I teach break the common rules. What most people are doing is they're targeting the same people that their competitors are targeting.

    If all your competitors look the same, including you, your target audience is going to start to get smart and also get annoyed stop connecting with people and stop responding to people like you.

    The other thing I tell people to go for is how can you look extremely relatable? You combine the influential and relatable, likable, trustable, all those versus what I call the basic boring bot.

    I have a client whose target market happens to be helping people with day trading, but his target market happens to be people 35 years old plus or minus and that are usually parents. They're usually dads actually.

    His profile picture is him giving his son a piggyback ride, which breaks all the rules of what people would tell you to do on LinkedIn.

    When someone goes to his profile and he's taking massive action, he's doing the whole checklist. I give people and getting these pipelines full, people go to his profile and he looks so innocent. You can't box this guy in.

    What most people are doing is targeting the same people that their competitors are targeting. Click To Tweet

    As a matter of fact, your picture of this guy and you think, if I knew him, if we live close to each other, we would totally be friends. The summary is not the sales pitch. It's more about who they are and why they're doing what they're doing. Their headline isn't their job title.

    It creates some intrigue. My main thing when people ask me what people are doing wrong on LinkedIn, it's such an easy place to start because everyone is boxing themselves in. There are these unwritten rules of professionalism. Break all those rules if you want to win.

    I want to drill down on that a little bit. For instance, I'm on your profile here and as it says here, I'm reading this out. A Chief Giving Officer at Grow and Give and then when it goes down to your About area is where most people just talk about what they do and who they do it for, etc.

    As you were mentioning you go into your 2020 vision statement and your various goals and a lot of that stuff there. I didn't read every single bullet, but I don't know if you're talking about how you help people with lead generation, especially on LinkedIn, etc.

    This is all purposeful that you mentioned you're not letting people box you in as one thing. Is that accurate?

    Yes, it's extremely intentional. For me, if I get someone on the phone, I'm very confident that I'll win the rest of that relationship. The goal that I'm trying to achieve will happen.

    Most people aren't going to read your summary and say, “That sounds really interesting,” or read why you're the best at what you do. It converts from there is what we're realizing. A lot of these things can box you in.

    In that vision statement, the reason I came up with that is that years ago, I wrote that down in a journal. I wrote down all the things I wanted to be, to do and my why, essentially. Some of the things were more surface level.

    Some of the things were things that I thought I would never share with anyone. One day I worked up the courage to eventually make that public and stuff out on a ledge and vulnerable and share with people.

    What’s neat about that is ever since I posted that on LinkedIn, I've had one or two people reach out to me every week. They said that they connected me on some level about maybe my faith or how I talked about my girlfriend or something like that.

    These are all people by the way that I'm targeting, which is all about phase two is all targeting the right people. I'm starting relationships with prospects on a much more intimate level versus transactional conversations which is how I like to do this.

    I don't want to say blow back but because if I were to come here and not having known you, if I stumbled across you, I wouldn't have any idea what you do or who you do it for unless I drill down super deep.

    You’re trying to create just enough of that because you’re right. It is totally counterintuitive. I would think that it's like you've got only a handful of seconds. We capture somebody's attention and most people want to know what's in it for them.

    You're not giving that to them. I’m not arguing with you here. I'm saying it is counterintuitive. It goes against what I would definitely think.

    I can also see how this could be a really good conversation starter because these are little hooks so people can be like, number one, I might find something in common with this person.

    Number two, this guy doesn't seem like he's just trying to use LinkedIn as a fishing net to try to get something out of me. I imagine that's a big part of the philosophy there.

    The other part too that you might notice is where most people might put their sales pitch or whatever in their summary. I put that in my experience when it talks about what Grow and Give is and all that stuff, that’s all being expressed.

    If someone did want to find out what I did is on my profile, but I know that those other things are better hooks to get conversations going rather than the lead generation side of thing. It can be a very crowded market. I'm using this to stand out and be a bit of a purple cow, if you will.

    Seth Godin reference for everybody else. What are some of the other mistakes that people make?

    This rolls into phase two but being really on purpose about who you're connecting. This is where a lot of people ask questions about whether they should have the premium, the sales navigator or the free version.

    I'll just mention that if you get a notification saying, “You've maxed out your Commercial Use Limit on LinkedIn,” then it's a good time for an upgrade. It means you're using it enough to where you'll probably get a good return on investment from that up.

    Sales Navigator allows you to target people based off of their seniority level, so you can make sure you're only talking to business owners. As you probably know, a lot of people are pretending business owners, so you can make sure that they have a certain number of employees at their company.

    BWB Jimmy | LinkedIn Lead Generation Strategies

    LinkedIn Lead Generation Strategies: Be serious about who it is that you're connecting with so that every interaction you have is with someone that you can do business with.

     

    You can make sure that it's a private company versus public company or versus a nonprofit. You can make sure that they're in a certain region. Even if you're searching on your phone a certain ZIP code and that's important to you. You can actually filter based off of what groups that they're members of.

    You can do all kinds of filtering, which is a whole other technique. As a side note, there are people who are coaching people how to target people on LinkedIn.

    It has a much better target search for if you're trying to get business owners and then scraping older emails and then retargeting them on Facebook. It’s a whole other conversation.

    I made the mistake early on of connecting with anybody and everybody. What ended up happening was back in the financial advisor days, I was getting meetings one minute with the VP at a huge energy company with thousands of employees.

    I'm so pumped and living on cloud nine and then driving, rushing through traffic to get to a meeting with someone who was basically living off the government and I couldn't help to the same degree. I realized the difference and energy change.

    It started becoming much more on purpose but making sure I'm talking to all the right people. I'm not having to kiss frogs in order to find the right people. Being serious about who it is that you're connecting with so that every interaction you have is with someone that you can do business with.

    LinkedIn is the best platform for people to get to know someone that they don't know or they'd like to know. You can have 30,000 connections. It's expected that you're going to be talking to people that you don't know already.

    It's not weird for you to send the connection request to someone you don't know. It's expected on LinkedIn.

    Make the most of that be extremely on purpose about who those conversations are with because some of the strategies I'll talk about will make that process way more efficient.

    Are there any other top of the head big mistakes that people are making? I know that one of the things I want to talk about is use of tools automation, things to broadcast out, a lot of messages or do with some of the other things.

    Some of the other automation aspects versus going in one by one. I want to dive into those and I don't know if that topic falls into any of the mistakes at all.

    This is a mistake that people make. I've talked to companies before, they themselves, the decision-maker at the top of the company, get themselves to spend a few hours a day on LinkedIn.

    They have salesmen spending a few hours a day on LinkedIn doing things that they should be automating. It won't even make the other person that they're automating so to speak, feel like they're being automated.

    You don't even necessarily have to auto message people. Auto connecting makes a ton of sense although I like to do even auto endorsing. We can talk with that more like a phase three type of thing.

    Essentially, there are few tools that are out there that works. There are a lot of tools that are going out of business because LinkedIn doesn't want you to use Chrome extensions.

    The rule of thumb is if it's a cloud-based automation tool, you're probably really safe to use those. That's the main thing to keep in mind. I like to use a tool right now called We-Connect.io. In the past, I've used something called LinkedHelper. It was a Chrome extension.

    They’re building out a cloud version right now. I might even skew back over to that one. That was called LinkedHelper. That is a good tool. They need to get a cloud version of that software.

    I know that there are some other guys that coach people on LinkedIn that use the tool called ULINK. For my strategy, ULINK is not the best based on the tools that it has, but it is effective and efficient.

    When I told you to target all the right people, I didn't mean do what I did. My first 12,000 connections all came from people I was like clicking and you don't want to do that.

    I targeted the right people, connect with them in my sleep and that's the best one. Those are some good automation.

    Take me through a typical workflow and some best practices. What does it look like? Let's say you're trying to generate. I don't have an example off the top of my head.

    If some something somebody might try to generate leads for on this, feel free to use any examples that you know that are working, whether it's what you're doing, whether it's what some general client is doing. Take me through the overall workflow of what that would look like using best practices.

    Funnel your leads into something that creates value for clients immediately. Click To Tweet

    We’ve covered phase one pretty well. Phase one profile optimization not being a basic boring bot using something to stand out from everywhere else, turn heads and get people hooked into who you are versus what you do.

    The second part is being really efficient with your targeting and we went into some details of that. The third part is driving traffic into your inbox. You asked for an example. A fun example of this might be I'm talking to someone right now. He has a top-performing all state agency.

    He’s actually going to be switching from having an all state agency to now consulting all state agency owners. We’re having some fun with this. We're targeting also agency owners.

    In phase three, we're driving traffic into his inbox explaining some of the things we're doing in order to make that happen.

    In phase four, instead of converting people right off the bat and trying to line up a call right away, he's funneling them into a community that he has for all the agency owners. When someone sends me a message that says thank you, I'll get into exactly how we're getting that to happen.

    He’s messaging him back and he's saying, “Sure thing, Stacy.” We just started a Facebook group for all the agency owners where we share best practices and questions. Do you want me to send you an invite?

    To quickly interject here, you're taking them from LinkedIn messages to Facebook groups, not LinkedIn groups.

    It depends on the market. There are a few places you can go, Facebook groups is one. I love building a community and having something that helps you position yourself as the authority. You having this podcast is helping you position yourself as an authority.

    Podcasters are actually another platform. You can create a LinkedIn group. You could use live events, even Meetup groups. Meetup groups are fantastic, but LinkedIn is the place and this is the big part of the principles.

    LinkedIn is the place that you can target the right people. You drive traffic. It’s really good for that. Where's the traffic going?

    Something to keep in mind with LinkedIn is that there are literally people who are therapists that specialize in helping people with addictions to Facebook, Instagram, YouTube and Snapchat.

    I don't think any of these therapists are helping people with their addiction to LinkedIn. Linkedin is not a very addicting platform. People hop on there, get the job done and usually hop right off. People aren't scrolling through the timeline all day long. It’s not that kind of platform quite yet.

    I don't mind if someone starts there and then it’s shoved somewhere else. I want to build my community in a place where people are going to spend their free time. It depends on who you're targeting for. We found out a lot of his target market is on Facebook.

    I funnel a lot of people to my Facebook group. I have another client by the way. He’s a performance coach and speaker for companies that have commissioned salespeople so you think of car dealerships. You can think of real estate agencies and insurance agencies.

    The list goes on and on. What he's doing is, it sounds a little crazy, but he's doing a very low budget podcast. Think of top tips in ten kinds of podcasts. It's all over the phone, no video and maybe almost no editing.

    He’s just using that instead of offering a phone call to talk about his speaking engagements and his workshops and stuff. He's offering the decision-makers to go on a podcast with him for top tips and ten.

    He builds a relationship with them and then discusses what does it look like to work together? It's almost too easy for him. It's scary how easy that is.

    These people that he's offering this to, by the way, they're like the unsung heroes to some degree because everyone wants to interview entrepreneurs and stuff like that. These guys are like hustlers, but they're working at other companies and so they're not getting offered to be on these podcasts.

    They want to be able to go home and tell their wife, tell their husband that they're on a podcast. It’s like it's giving them status. This is one of the principles I talked about.

    It's funny you say that because that's been one of my secret strategies. I've worked with some clients and I'm working with another one now. I have a name for it.

    I actually call lipstick on a podcast which is my way of using a podcast specifically for B2B sales and what it really ends up being is like the back door or side door discovery session. I'm doing this with a friend of mine and who is a client who is a hospitality consultant.

    We're going to be producing a hospitality podcast to where he's going to be going around and he's very connected in the industry. He's going to be going around interviewing people who are doing great stuff like restauranteurs and hoteliers who are perfect clients for him.

    BWB Jimmy | LinkedIn Lead Generation Strategies

    LinkedIn Lead Generation Strategies: When you are in authority, you are in the position where your prospects want to know you more than you want to even get to know them.

     

    He’s going to be featuring them as like these heroes of hospitality. On the backend, you do discovery. It's funny. I wrote an article about this strategy on DigitalMarketer.com years ago.

    There’s a secret part of podcasts that makes this easy to do which is the fact that nobody knows your statistics. It's not public, so nobody knows but my producer and me how many downloads this show gets.

    It could be a million a day and it could be one a day. You said it perfectly. These are people who don't normally get invited to the podcasts. They are not promoting a book. They are normal people and it's very flattering for them.

    That's great that you said that. You're the only other one that I've heard really talk about that. It is such a gangster strategy.

    I get excited talking about this stuff and I get a little scatterbrained. I've listened to a couple of podcasts. You’re pretty good about keeping people in mind. If you need to reel me in and do it, but this correlates well with what I call the three levels of salesmanship.

    At the very bottom level, this is where 90% of the people hang out. You're a vendor. You are playing the numbers game. You're talking about your features and benefits all day long. People who are decision-makers in that realm, they say what do you get? They're like, “Pitch me your thing.”

    It's all about who can knock on the most doors, have the smoothest sales pitch or whatever it is. Honestly, I hate being there in that place.

    Some of this out of pride and some of it is out of “I don't feel like I remember building a foundation when I'm in that place.” It was this never-ending hustle and that's no fun. That’s the most competitive place to be in as well for 90% of the people hanging out.

    You have the next 9%, so from 90% to 99% and that's where you have people who are the experts. The experts have like the whole alphabet after their name. They're certified in what they do.

    It’s like a doctor or something like that or a financial planner who has been in the business for fifteen years and again has the whole outfit after the name. They still need to bring in the business.

    They have more respect when they walk in the room or when someone walks in their room and people value what they have to say a little bit. The very next level is this is the top 1%.

    You are the authority and when you're the authority, you're in a position where your prospects want to get to know you more than you want to even get to know them. You have more value or they have more value from having a relationship with you than you have value from having a relationship with them.

    I was thinking to myself, how can I turn the tables on my market? People don't mind, by the way, because all you're doing is you're creating more value outside of what you sell. Sometimes all people want is for you to connect people to each other.

    By creating a community, all of a sudden you're positioning yourself as an authority and people love you for it because you connected a community of people. I'm working with a client here in Charlotte.

    They have software for nonprofits like a CRM. All-encompassing CRM to help them reduce the number of tools that they need to run their nonprofit. They have the name dot in their name. I was like, “Perfect.”

    What we're going to do is call our community, something along the lines of connecting the dots. The members of the community are going to be dots. You think about the executive directors of nonprofits is very lonely. They're going to face some of those struggles.

    I'm sure that's a community that we love to be able to communicate with each other, share ideas with each other, best practices, struggles or whatever it is and have an open forum for them to share positivity, negativity or whatever it is.

    By you connecting them to each other, you are all of a sudden in the 40 and the most valuable person in the room and you happened to have software that can help them to. ClickFunnels is actually a wonderful example of that.

    They’re a SaaS product at the end of the day and it created a bunch of other deliverables around that. It’s another amazing example of that.

    Sometimes people want content and you creating this podcast, you're positioning yourself as an authority to two markets, both the people that will honestly never be invited to your podcast and will still buy your stuff and hopefully, one day be invited to your podcasts and things.

    You’re also building relationships with people who are on a higher level who might be invited to your podcast. If you have something that they could benefit from, you have a dialogue with them. You have a relationship with them and you're providing value to them. You're providing value to both parties.

    All of those principles help people understand the value of LinkedIn. LinkedIn is such a good place for you to drive traffic. If you can drive traffic to a place, you're not that active on LinkedIn, no biggie. Take the people from there and take them to a place.

    LinkedIn is the best platform for people to get to know someone they don't know. Click To Tweet

    You probably have a Facebook group for this community as well. Take them over there and if you're targeting the right people, they will say yes to want to join your group.

    I like that which invites me into a community. Don't go direct for the sale or don't necessarily direct for the phone call.

    Unless there's great rapport there and somebody's like, “I’m actually looking for something exactly like you've got. Let’s jump on the phone.” Those are great. Go ahead and go into phase three.

    Phase three is the reason why I stopped doing cold messages. That’s where I was. I did an amazing job of optimizing my profile. As a matter of fact, I worked with Northwestern Mutual.

    They used to rank your profiles based off of how many profile views you have within your company. Week after week, out of 26,000 people, I had more views on my profile out of everyone else in the company. I owned it while I was there.

    I wasn't making money when I was owning it because I didn't do the right stuff in phase two. I got the stuff in phase two done. I started targeting the right people. I started spamming all of these A plus prospects that I wanted to get in front of and ruining my reputation to my market.

    What I did was I started playing around with it. I think someone maybe wished me happy birthday, I wished them happy birthday or something like that. There's one of those kinds of messages. They replied back saying thank you. I did my script. I did my sales pitch.

    They got much better results when there was a dialogue with someone. I'll get into this. The concept is that you take a connection into a conversation, conversation to a relationship, relationship to the transaction.

    LinkedIn is the best place for you to take someone that you don't know and turn it into a conversation in a relationship and into a sale. Some evidence around that and I’ll use the birthday example, but there's like a list of tools I'll give people.

    One of the tools is the birthday thing. When it's your birthday on Facebook, I know that there's a place for me to find out, but I don't get notified, that's for sure unless it's someone that they know I'm close friends with. I don't even know where that place is anymore.

    When it's on LinkedIn, every one of your connections is getting a notification. Not only are they getting a notification, but they're also getting a little button that has a call to action that says say happy birthday.

    I've never seen that on LinkedIn.

    You might've taken the setting off.

    I’m not on LinkedIn a ton so I've probably missed a lot. You’re saying obviously reach out, wish people happy birthday. These are your connections though. It’s not strangers. Wish him a happy birthday. I always think that's a great idea to do anyway.

    The birthday thing is an example. There are some other things you could do too. They get the say happy birthday button. They click that button. Literally a message is already typed out. It says happy birthday. All you need to do is click send.

    Also, think about this. When is your birthday? You're like me and you have over 20,000 connections. It's not that crazy for you to find a way to monetize your birthday. You get messages coming in all day long and then you have a script for it.

    Basically, you have a conversation that is now starting. Another thing, when someone’s job changes, you get a notification saying, “Congrats.” The button messages pop out and click send. When it's someone's job change or when someone's working anniversary, which LinkedIn made that up out of nowhere.

    Work universities weren't a thing, but they made it up so that now you have another reason for you to have a conversation with one of your connections.

    It says, “It is so-and-so’s eighth-work anniversary as so-and-so companies say, ‘Congrats.’” They click the button, the message is already typed out and all that good stuff.

    It sounds safe to say that there are a lot of different things that LinkedIn gives you as little conversation starters for your people. You may be getting to this, but I want to make sure I understand something that you mentioned. Did you say driving traffic to your profile?

    Your inbox, yes.

    Explain that. Unless I'm jumping ahead and you're getting to that, I wanted to understand that because I understand the get your profile set up correctly, whether you're using tools or what not to target people and get those early-stage connections.

    BWB Jimmy | LinkedIn Lead Generation Strategies

    LinkedIn Lead Generation Strategies: Congratulating people is endorsing people.

     

    You talked about getting traffic to your inbox. I haven’t heard it framed like that. Is that part of what we're talking about here or is that another part?

    It’s a part of it. There are a few things you can do and here's a simple checklist for anyone that's reading. Literally every single day, congratulate everyone on everything and what wound up happening as you're growing your network, you're going to have a steady flow of people saying, “Thank you,” coming in.

    Keep in mind, we'll get to what the script is going to say because what do you do with a thank you. I’ve figured that part out. The next thing you can do, we've talked about congratulating people is endorsing people.

    For those who don't know, LinkedIn endorsing doesn't carry a lot of weight. It's actually an SEO tool. If you want to be the leadership guy on LinkedIn and people search leadership and you want to show up at the top, one of the things you could do to help that is to have a lot of people endorse you for leadership.

    It’s 80% times people you don't even know that I've endorsed you for leadership. You might have even 800 endorsements or something for leadership on your profile. As soon as someone clicks that button though. All you’ve got to do is click the button to endorse you for a skill.

    All of a sudden they will show up in maybe your email. They might get a banner dropdown or lock screen notification that so-and-so endorses you for something. My favorite part though, I love showing up in notifications.

    The LinkedIn timeline people, it's boring to a lot of people with growth charts and whatever. It's boring stuff, but people definitely check their notifications. As a matter of fact, if we were talking right now and I'm looking at my LinkedIn or Facebook, I see that red dot.

    I’m like, “What is it?” It's how people are nowadays. I want to show up there. People are always going to open that up to check it out. They see my picture. They see Jimmy Coleman endorsing you for leadership. It says, “Say thanks.” All you’ve got to do is click that button, “Say thanks.”

    It says, “Thanks for endorsing me for the leadership,” and all you’ve got to do is click send. Taking that at the value that it actually has, most people overlook this part. I noticed the thing that people already know that it happens, but people don't understand the value of it.

    Let’s say you’re endorsing 60 people a day. I do that in my sleep. Sixty times a day, my highly targeted connections that I specifically connected with are two clicks away from starting a conversation with.

    At this point, I've become very confident in knowing that if I get a conversation going, I can have a high percentage chance of converting that into something else. I want a conversation. I'm getting a ton of people messaging me back or saying congrats on that or happy birthday.

    Also on the endorsements, I'm getting a bunch of messages coming in. When I first discovered this, it was so cool because I had people that I was connecting with and I was banging my head up against the wall. How am I going to get in front of this person?

    The next day I woke up, I had twenty messages in my inbox and it was all the people, all the A-plus prospects, and they were starting the conversation with me. I'm the jerk if I don't reply back to them. It was a cool thing.

    Another small thing someone could do if they want is when they make a post. This is pretty simple. Anyone that likes your comments on it, you can just message them and say, “Thanks for liking my posts. What do you do at X, Y, Z Company?”

    There’s no one for you to do something like that on LinkedIn because it's expected that you're going to be talking business versus Facebook where it's expected that you're not going to be talking business even though people like you and I definitely do.

    Offer to the general consumer and not as much the case. You can do that and then they say, “That’s awesome.” You can funnel them from there and we can get into more of the script on that.

    Basically from that three-tier attack, you've got the congratulations on everything, the endorsements that maybe 60 times a day and then just engaging with people that comment and like your stuff.

    These are tons of conversations that you can get rolling and my goal is always to get them to say something first and then hit them with a thing. That rolls into phase four because what started happening was I was getting people to say thank you.

    I get all these messages coming in and then I took that salesy script I had and said, “Awesome.” I'm going to copy and paste this after they said something to me and I actually got a much better response rate even though it was a very direct salesy approach.

    I still felt like there was money being left on the table. In phase four, you have two options because you got this conversation started. What I do is I call it to convert or die. That's option A and it's a very direct message to the point. If they say yes, it's game on.

    You're probably going to close that sale even if you're not good at closing. Option B is a little bit more of like I call it a funnel and usually you have some lead grab or something like that.

    A typical script for option A, convert or die is something like, “Sure thing, Stacy. We got X, Y, Z result or another X, Y, Z Company last month, week, a year or whatever it is. Are you open-minded to having a conversation about how we did that?” It’s very direct and very to the point.

    LinkedIn is the place where you can target the right people and drive traffic. Click To Tweet

    If you want it to extend that cycle a little bit more, you could always again, ask that question of, “Sure thing, Stacy. Can you tell me more about what you do at X, Y, Z Company?” Wait for them to reply and then hit them with that more direct script.

    Long story short, you're trying to convert them right then and there in the inbox. That's one option that you have if you don't want to play the game of building a community, building a larger brand or funneling them into that quick.

    The second option you have is again, funneling and that's my client that has the all-state agency consulting business. It was like, “Sure thing, Stacy. We started a Facebook group for all-state agency owners. We share questions and best practices. Do you want me to send you an invite?

    Imagine being an all state agency owner, getting that message and not already being in that group could be weird. That’s the most ideal situation if you can be that specific.

    The conversion of that is ridiculous versus something more open-ended of like, “We actually just started a group for people that want to learn how to live their best life. Do you want me to send you an invite?” They are like, “No, I don't have time for that.” The more specific you can be in the offer, the better.

    I have some clients as I told you before, that speaking engagement client, he doesn't even wait for that whole phase three thing of getting them to message you first. While he's sending the connection request, he will literally invite that person to his podcast.

    He will say something like, “Stacy, I checked out your profile. It looks like you're absolutely crushing it at X, Y, Z Company.” You can automate it so it puts in their company name and everything. “I think you might be a great fit for my podcast, Top Tips in Ten, what do you think about that?”

    You can get a super high response rate. He's going for quantity over quality, obviously, but that's a whole other approach you could go offer. The main thing is that the funneling approach means that you're having some delayed gratification.

    For my own group, I tell people, “Sure thing, Stacy. We actually have a group for people that want to learn how to grow their business using LinkedIn. Do you want me to send you an invite?” When they say, “Yes,” we say, “Awesome, does that link work?”

    That way they have to check it out and get back to us. They check it out, answer three questions and then I'm going to shut up after I tell you these three questions. The first question is, “Are you looking to grow your business using LinkedIn?”

    They have three options. A is yes, but I haven't gotten any yet. B is yes, I've gotten some, but I want more. C is no, if this is the case, then this group is probably not for you. Everyone's going to probably qualify themselves and say, “Yes.”

    The second question is we sent each new member a welcome video. What's the best number for us to text that to? I like getting phone numbers. I know people check their phone numbers.

    The third question is, “We are not short on new members. Any incomplete applications will not be approved.” Even I requested join groups and don't always answer the questions, but if I know that if I'm wasting my time by answering any questions, then I'll definitely answer.

    That actually handles the objection. Sometimes I get people saying that, “I want the results and stuff, but I don't want to build a free group.” They’re like, “I need to pay my bills this month.”

    I'm getting calls lined up right away. I'm sending a welcome video over the app called Sideline and it’s like, “Welcome to the Leaders of LinkedIn. We’re so happy to have you here. I saw that you said something about looking to let generate leads on LinkedIn but haven't had a ton of luck yet.”

    “We got X, Y, Z results for another X, Y, Z client. If you're open-minded on having a conversation about how we did that, we have a free eight to ten-minute mini-course on exactly our whole process or we could just send you a call.”

    “You can discuss whether or not LinkedIn's a good platform for you to build your business to begin with. Text me back to let me know which one you want me to send over to you.” It’s a video so that way they watch it and stuff.

    You mentioned something about the replies like a happy birthday or little endorsement stuff. If I'm an ideal prospect for you and you say happy birthday, we don't really know each other, but we're connected. I say, “Thanks.” What would you typically reply back to there in order to get that going?

    If it was me, I would say, “Sure thing, Brian. We actually started a Facebook group for people who want to learn how to grow their business using LinkedIn. Do you want me to send you an invite?”

    I'm not wasting a lot of time jumping a little bit, but I'm doing that instead of sending mass messages out. It’s a few things I'm doing right.

    I'm not saying, “We help people generate leads from LinkedIn. We got X, Y, Z results for another person,” and never having any conversation with them before. It’s like taking them straight to bed as they would say.

    Jimmy, some of this definitely plays into driving traffic into your inbox. Are there any other ways that you do in order to drive traffic to your inboxes besides just the ones that you've mentioned right now?

    BWB Jimmy | LinkedIn Lead Generation Strategies

    LinkedIn Lead Generation Strategies: Most people try to keep themselves buttoned up, but at the end of the day, what we're all trying to do is make the people at home and happy.

     

    You have a simple checklist. It's like driving traffic to your inbox for dummies kind of thing. Anyone can do that. The other stuff is obviously posting really good content and I've had a handful of posts that get hundreds of thousands of views.

    I usually go for quantity over quality with posts. I try to make one post a day. I can give you guys some simple tricks on getting a lot of engagement on LinkedIn posts that will organically drive a lot of traffic.

    We like simple tricks. Go ahead.

    There’s a guy who calls it the Trojan horse type or something like that. Basically, it’s where you post something that you know is going to get a lot of engagement. Following the next day or something, you post an offer that's a little more direct, something that usually gets less engagement.

    Every type of engagement is like a hot lead. I'll use a good example. I got engaged. We’ve been together literally since high school. This isn't something you'd usually post on LinkedIn.

    I break all the rules, but, I posted a slide. Something you can do on LinkedIn is you can put pictures on a PowerPoint document or PDFs and it will show up as a slide, which is pretty neat.

    You can even do that with slide decks if you have, or pitch decks or whatever. You could put it on there. In this case, I put pictures of our engagement. I said something along the lines of, “I just closed the biggest sale of my life.”

    Like most sales, it took a lot of hard work and the feeling you have after that big sale. I talked about how that felt, but it felt like that times ten.

    I talked about how on LinkedIn most people try to keep themselves buttoned up, but at the end of the day, what we're all trying to do is make the people at home happy or something like that.

    Long story short, what I did was I took something you'd normally find on Facebook and I tied some business or life stuff to it. That is the common core principle of all my posts that do well. I take something that you'd normally find on another platform, Instagram, Facebook or whatever.

    I put it on LinkedIn and tie some business life lesson to it. Another example of that might include that video of that guy. He was on America's Got Talent with special needs and did an amazing job.

    I brought that same example of someone on the other side of the world. He knew of that video as well. It was super viral. The next day after it came out, I saw on YouTube that there was someone that chopped up another version of it. It was on America's Got Talent's page.

    I use that and downloaded the video and put it up into LinkedIn as a native video and tied a business lesson to it. Something along the lines of regardless of what it is that you're doing, we all have a gift that needs to be shared.

    Something you'd find on Facebook and tying a business lesson to it, something that all people can relate to. You and I are working hard and we're doing it maybe sometimes for our ego.

    There are people in our life that we want to make proud, we want to provide for and things like that, things that most people don't talk about in conversations, but are the most important to us.

    I've tried to talk about those things in my post while everyone else is sharing their growth charts and statistics and whatever. I talk to that all the time, humanizing it.

    When you're scrolling through the timeline and you see something, chart, whatever, boring stuff, but then you see engagement pictures and by the way, I posted that and within 24 hours it had over 85,000 views on it.

    It’s going to keep blowing up. Morgan doesn't like me talking about things that she's involved in a business way. Hopefully she’ll listen to all the way through. Any post with Morgan in it is easy 10,000, 20,000 views. People like seeing peeks into your life.

    When you're making a post, try to even go through your photo library, your video library. Find a video of you playing with your kid or something. Oftentimes, the people you're networking with, you're trying to do business with are also parents.

    They're also in relationships. They are also working hard for someone else too. That's going to grab their heart way more than your statistics will.

    I make a post like that and I know it gets a lot of engagement. Part of it is continuously showing up. You have to convince LinkedIn's algorithm that you're an interesting person.

    All humans, at the end of the day, it might be a platform for business, but it's humans who are on there and humans don't really change because of where they're at.

    Posting great content can drive more traffic to your inbox. Click To Tweet

    You do this for a living and you charge money to help people learn this stuff. Are there any strategies out there that absolutely pay you to reveal for free here on this show?

    Let me share one more trick. I mentioned it briefly, but I can just go through it in a little more depth so that you’ll know how to use it.

    Retargeting, I'll say this, most people who are coaching people on LinkedIn right now, no one's doing it the way that we just talked about for the majority of the call.

    Most people are both connecting with a bunch of people and then spamming everyone. Whoever's the best copywriting wins or what they're teaching is something that I think is pretty cool. It's basically a LinkedIn retargeting strategy.

    This is good for people that know how to do Facebook ads or even Google ads or anything else where you're retargeting people through their emails.

    That We-Connect.io app I talked to you about, when you guys are going through and auto-connecting with these people, what it will do is it will scrape their profiles for all of their information, their name, what they do in their company, but most importantly their email.

    You can export that into a CSV file or whatever. You can import that into your Facebook ads campaign. Imagine you stole all the filters that you can put through on LinkedIn to connect to people, business owner, a company size 200 to 500, this industry, a private company.

    They're in this LinkedIn group and all that stuff. Now, you've added all those filters into Facebook and you can retarget them. A big complaint people have about Facebook is that the average income of a Facebook user is $40,000.

    You’re not hitting a ton of decision-makers. It’s good for eCommerce, but a lot of people in business to business are struggling with it. Even though the decision-makers are there, the filters aren't good for finding them.

    You take all of LinkedIn's filters, scrape the profiles that people you're going and connecting with, and then you retarget them on Facebook. There are people who are building courses around that whole strategy in itself.

    You guys just follow that system of download We-Connect.io. You do a fourteen-day trial. Check it out and download it. It has videos on exactly how to go and connect people, how to scrape profiles and stuff.

    Download the CSV file, plug it into Facebook and see what happens. What you'll find is that you're going to be able to target people. LinkedIn's average income per user is $80,000, so literally double of any other social media platform out there right now.

    That would be one strategy. You don't need to buy someone's course in order to do. You can just start doing it. I think one of the questions we'll probably ask is how people can get in touch with me. If someone has a question about that, I'll help them out with any questions they have about that.

    Things like that make a ton of sense. Let me go back and try to summarize the overview of this strategy way that is extremely self-serving for me.

    I mentioned before that I've got a client that we are in the early stages of helping him reinvent and transition from employed experts in hospitality operations, consulting, culture, you name it. He’s got crazy experience.

    I'm helping him create this high-end hospitality consulting business and we're doing multiple things as it applies to LinkedIn for the various strategies. Let me try to sum up a couple of things. This is in a very compressed way, correct me wherever I mess up and then add anything that I leave out.

    One of the things he's going to do is obviously he's been working on identifying his ideal prospective avatar, which would be people who are like restauranteurs and people in a big hotel, industry, anybody in hospitality.

    That mainly falls into restaurants, hotels and things with guest experiences. He would go to We-Connect.io which I hadn't even heard of that one in order to start to build and do automated connections with people.

    They're going to get the automated connections on that. After somebody does accept a connection request, do you manually or automatically, I don't know if this does that send them a thank you for connection email with any kind of open-ended questions? Is that part of the strategy?

    No, and I experimented with it because it hasn't always been the case that you send a message when you go to connect with someone then they made it a thing. I thought it was awesome at first. I loved it.

    What I realized is that no one is replying to those messages. My answer for is that people are smarter than what we'd give them credit for. Even though your message might be innocent, you might just be saying, “John, I’m so glad to be connected. I hope you have a great day.”

    Their brain tries to find an answer on why you sent them that and oftentimes this is because people are getting blasted with spammy messages on LinkedIn all the time. People assume that at some point that's going to turn into a sales pitch.

    BWB Jimmy | LinkedIn Lead Generation Strategies

    LinkedIn Lead Generation Strategies: There is a higher response rate if you allow a conversation to happen.

     

    It's like the financial advisor offering you coffee is an innocent thing, but we all know what the whole point of that coffee is.

    You don't hit them up right away on that. You just let that go and then you look for other opportunities to engage or to use your content.

    Here's why I've broken that rule a couple of times. One time was with that client I told you about who we build our custom thing where he's literally inviting every person you connect onto his low-budget podcasts and then building a relationship from there.

    If you're offering value out of the gate, something like that builds their ego, then go for it. That's totally fine if you don't want to do that song and dance of waiting for them to send you a message.

    As long as you're offering value right away, you can shortcut it. I'm letting everyone know that they're going to get a higher response rate if they allow a conversation to happen first.

    The only time that we've broken that rule is I have a client. He's such a good, authentic guy. You can tell much like Malcolm Gladwell's book Blink. You can get this honest impression of just a genuine guy when he's on video or when you meet him in person.

    He loves using BombBomb, so maybe ten million connections. It’s an amazing tool for those that don't know, you get a video in the email and you can personalize it.

    He actually does a BombBomb video for ten of his new connections every day. He’s such a genuine guy that it works well for him. We're taking his strength and showcasing that.

    Not to say that other people shouldn't because they're not as genuine as him, but at the same time, that’s his serious strength.

    He has an aura about him and so we're getting him on BombBomb videos. People could try implementing that too if they'd like. Another neat trick if you want to try that strategy is to get a little mini whiteboard.

    Put their name on the video in the first three seconds so that they can see that it's not just a canned video, that is made for them. That's another neat strategy. That goes back into answering your question.

    Look for opportunities after all these connections are made. Look for opportunity. Obviously, whenever somebody may go in, especially in his role, take a look at who it is and see how appropriate they are, decided to reach out.

    One of the things he is going to be doing is that podcast strategy and we will create likely a Facebook group for this as well. Those are both on the dockets. I'm glad that you said both of those things.

    Invite them to the group and then if it makes sense, invite them to the podcast as well. As he goes about his day, look for the opportunities to endorse people.

    It does and that's why I chose it over something like ULINK because it has that endorsement tool.

    I've used Phantombuster for some stuff like that. I don't know if you've used them. Auto-endorsing, wishing people happy birthday and commenting on some people's stuff.

    Also putting out good content and then looking at your stats and seeing if people comment on it or like it and use that as an opportunity to reach out and get into a conversation. Is that correct?

    Yeah. Phase one, stand out on your profile. Phase two, target the right people. Phase three do that checklist we talked about to drive traffic to your inbox plus a little bonus thing is creating good content, which we talked a little bit about.

    Phase four is choose which way you want to convert them, whether it's offering a very direct approach phone call. It sounds like probably it's not the case I recommend for most people.

    The other option is funneling them into something that creates value for them immediately, podcast, Facebook group or Meetup group. Here's one time I break my own rule of not reaching out first.

    If I have a Meetup group, we're starting a Meetup group here in Charlotte for coaches, consultants, speakers and authors.

    If someone is one of those things and they're in the Charlotte area, I'm going to send them a message saying, “John, we're hosting a Meetup group for top coaches and consultants next week in Valentine. I thought it'd be crazy not to invite you. Do you want me to send you more information?”

    LinkedIn is like a premium social media company. It's like Lambo versus Honda for other platforms. Click To Tweet

    If they say, “Yes,” we then send them the link and all that stuff. I'm definitely going to be doing that as an outreach approach because it offers so much value and it's crazy for me not to message someone first about that and allow that missed opportunity to pass us by.

    Maybe the last question that comes to my head and this is off of this example, LinkedIn ads, is it worth a damn or not?

    The time that it's worth a damn is if you have an offer that's worth more than $15,000, then go for it. As a matter of fact, I almost had the opportunity to work with Jordan Belfort's team. They’re going to go through a LinkedIn ad strategy and I do have a good guy for that.

    I refer the guy over to them. He’s going to get them good results. He works with big companies on those things, but it's usually big companies or people that have very high ticket offers in order for it to be worth their money because you have to pay more pound for pound on LinkedIn.

    LinkedIn is like a premium social media company. It's like Lambo versus Honda for other platforms. You’ve got to pay more to play.

    This has been great. You've definitely opened my eyes to a handful of things here that I haven’t thought of. The nice part about it is it's not rocket science. It's relatively simple, but you have to dedicate yourself to it.

    You have to use the right tools, the right processes, frameworks, systems to where you don't get overwhelmed and all the potential options and end up spending five hours a day on here.

    I know you offer training, I believe. Do you offer done-for-you services? Tell me about your business specifically and how you help people who take this and go, “I need to do more LinkedIn. How can Jimmy help me?”

    At one point, we were doing the done-for-you model. We kept our clients for that, but we're not offering it to new people. What we found as an improved model from that and honestly more scalable for us is training their team on how to do it in-house.

    They're still getting it done for them, but that way they're able to tailor it. As you know, when someone's running an agency, the more clients they get, the lower the customer satisfaction becomes because the more people you bring in, the boxier you have to make it in order to scale as a business.

    What we’ve transitioned to, what our deliverables look like is we do have a course that someone can do as a done-for-you thing. We have a handbook that's $97. It’s the way that anyone could check out our strategies.

    The thing I get most excited about is we have a retreat. We're probably going to do one of these once a quarter where we cover everyone's food. We covered their stay, twenty people max and we all implement. It's not about learning the strategies, it's everyone brings a laptop. We open it up.

    We go through the whole system together and get it done. As we're talking about it, we answer questions. Tina, who's my assistant and runs all this stuff for me, does one of the talks on how people can train their assistant or people in their team to do this for them.

    A lot of entrepreneurs don't want to do this stuff. They want the results, how you were talking about, but they don't want to do it themselves. We train them on how to train their team on how to do this. We have that retreat model, which is also the most fun way you can make people money.

    I'm big on relationships. It sounds crazy. I've listened to some of the podcasts and stuff already, but I get excited when I get that cha-ching on my phone. It's like a sale from someone that I've never met before.

    I’m like, “I want to reach out to this person and ask them how I can help them become successful and stuff. I want to get to know these people. I get excited about the retreat model, being big on relationships and stuff.

    On a much higher end, we work with companies that have teams. We usually come and do a workshop, and then look at working together on a more fractional chief marketing officer type of basis.

    They usually pay anywhere between $10,000 to $20,000 a month for us to keep working with them. We wouldn't work with more than five companies at a time doing something like that.

    Where do people find out more information on these various offers, whether it's the digital programs or the retreats?

    If it’s a retreat, then I'd rather someone send me a personal message. I don't even offer it on my website. I want to have it be done through a very personal basis so they can reach out to me on Facebook or LinkedIn.

    I'll probably be the top result running out of capacity for friends on both platforms, but you can follow me on either one and send me a message that way. The other offers, you can easily find them on our main site, www.GrowAndGiveCo.com. That’s our main website.

    BWB Jimmy | LinkedIn Lead Generation Strategies

    Blink: The Power of Thinking Without Thinking

    Are there any nuts you're trying to crack right now besides just the obvious one is you’d love to have more clients and customers? Is there anything right now you're trying to specifically learn or any skill you're trying to master?

    Any person specifically you're trying to meet? This is where my readers or me can think about how we can get back to you.

    This was the big battle that I'm starting to understand the answer to. You just asked about the deliverables.

    When you offer an information product, it's figuring out what is the best way to deliver this to the market that is the most valuable and also the most scalable and profitable. To be honest, I have the course and things.

    I'm not the type of guy that would buy a course. It was difficult for me to get excited about selling that to people. I also know that statistics of nine or ten people that don't go through it.

    I can tell myself that it's their fault a certain number of times until it becomes like, “Why am I even working hard anymore if I'm not changing the world?” I get a lot of value from the retreat model, but if you guys have other ideas on these models for offering the service, I’d love that.

    I have this information. I know that people are getting really good results. In order for us to help the most number of people, the delivery is key. That’s a big thing there. I love filling it for the pipeline, but I also don't like details in organizations so we're responsible for is probably a better way to say it.

    Responsibilities for grownups, we’ve got no time for that with you.

    You can imagine with the whole engagement thing going on this where I get excited to see people send me congrats messages, but it stresses me out and wears me down to have to reply to all of them. That’s how my brain is.

    That’s why Tina is awesome and I put a lot on her plate. Just feedback on stuff like that is always helpful from other entrepreneurs who are fighting the same fight.

    One of the things you mentioned, I interviewed a friend of mine named Marisa Murgatroyd. Have you heard of Marisa before?

    No.

    One of the things that I think this might help crack the nut you're talking about as it comes to digital courses, memberships, they're great. The statistics of completion and success are insanely low and it doesn't have to do with how good the product is necessarily like.

    It can be the best content in the world, but it's human nature. She has cracked this nut wide open and she's got an entire process that she calls. One of the words it's called experiencifying the program.

    She has got the most insanely high course completion rates and success rates of anybody I've ever seen out there. For the past several years, she's been offering this program.

    She teaches this program maybe once or twice a year. I know she's coming up with one in October, but it is and we went into depth.

    I'll send you the link to the audio recording as well so you can understand the way she creates everything from the certain types of challenges to the way she frames her information product, which becomes an experienced product and how that is the wave of the future.

    When you do have clients that go through your material and then they actually do your material and then they get results, they become these massive evangelists and it makes the other marketing so much easier.

    I think she said she even gamified the aspects. She's got 700 testimonials of successful people and it's through this gamification and experiencification of what she does.

    Jimmy, this has been a real treat having you on the show. You came very highly recommended by two people I trust very much and I appreciate all of the insights.

    I've learned a handful of new things and you've given me some new perspectives. It makes me go back to my profile, which I like the way I've done it, but some of the things you've said it makes me go, “Huh.”

    I might be able to change some stuff up here and add a little bit more of the aspects that you were talking about, especially in the first part of the episode.

    For anybody who wants to get a hold of Jimmy and find out more, obviously he mentioned how you can send them a message on any of the social links. You can also go to GrowandGiveCo.com.

    For everybody else who’s reading this, if any of the things that I said or Jimmy said struck a chord with you and you have other questions.

    You'd like a second opinion on something that's going on in your business or life, you can always shoot an email to AskBrad@BaconWrappedBusiness.com. Jimmy, thanks a lot for joining me on the show.

    Thank you so much for having me.

    Important Links:

    About The Guest: Jimmy Coleman

    BWB Jimmy | LinkedIn Lead Generation StrategiesJimmy Coleman created a system on LinkedIn that generated over $2,000,000 in the first year of the startup he was partner in. After seeing these methods work in the financial, coaching, IT and recruiting industries he decided to launch a separate business dedicated towards sharing the techniques that uniquely creates 20 inbound leads everyday and puts “vendors” in a position of authority to their prospects.

     

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