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the money's in the mailbox on LinkedIn  and what I mean is you if you do nothing   else on LinkedIn other than having a good  profile page and using one-on-one messages   you can do five and six figure sales  and that's literally all you need to do I'm very excited to be joined by John Nemo if you  don't know who John is he's a LinkedIn marketing   expert his agency is Nemo Media Group which helps  coaches consultants and small business owners with   done for you LinkedIn lead generation he's also  the author of LinkedIn Rich's how to use LinkedIn   for business sales and marketing and John is also  the host of the linked the Nemo Radio podcast John   welcome back to the show how you doing today I'm  so excited to be here buddy thanks for bringing   me back I'm super excited to have you today John  and I are going to explore how to use LinkedIn   messages to sell now John there's a lot of people  listening today that are like LinkedIn messages   okay uh you got me I'm a little interested but  I would love to hear from your perspective why   um what we call direct messages and other  platforms or private messages why this is so   important why LinkedIn messages are so important  especially for those who are not actively   utilizing LinkedIn messages what are they missing  out on yeah great question and you know having   used the platform since 2012 to generate leads  and and you know get sales and everything and   all the different features that are on LinkedIn  that I have a very simple phrase that all your   you know listeners can remember it's the money is  in the mailbox and that's it man the money's in   the mailbox on LinkedIn and what I mean is you if  you do nothing else on LinkedIn other than having   a good profile page and using one-on-one messages  you can do five and six figure sales and that's   literally all you need to do and why is that  you know because last I checked Mike you cannot   deposit likes or shares or comments in your bank  account um but you can deposit dollars well how do   you get dollars you have personalized one-on-one  conversations belly to belly person to person and   linkedin's one-on-one messaging platform is really  it's so robust there's so many features and it's   so easy to now get instant access to the exact  decision maker you want to talk to and talk to   that one-on-one you don't have to publish a post  and hope they comment and hope they like and hope   they find you you can go straight to the person  you want to talk to engage them one-on-one then   obviously move that prospectus we'll talk about  into you know a sales conversation and that's   really why you know people get so intimidated by  LinkedIn there's so many features and things and   posts and ads and you know articles of what do  I do and it's like ignore everything if you just   use messages you can win a ton of business on  the platform I like that and um I do get a lot   of messages and frankly a lot of them are spam and  a lot of them are garbage and we're going to talk   about a strategy today that's not spam and not  garbage right John because obviously if you just   stop the podcast right here and start messaging  people that's not going to necessarily work for   you right because people do that across Twitter  they do it across Instagram Facebook LinkedIn   everywhere right but it's only the money is only  in the mailbox if you follow the strategy I mean   is that fair to say yes yeah absolutely and  I think you know we're all inundated with it   you know Gary vaynerchuk has a great phrase  he said marketers ruin everything right so   of course everyone's getting hammered and spammed  in one-on-one LinkedIn messages that doesn't mean   they're not effective if done properly it's the  same idea of email all email marketing is overused   it's ruined no it's not not if you know how to do  it um and so we'll unpack and explore that but it   is you're absolutely right and here's the analogy  I want to use real quick to explore explain why so   many LinkedIn messages fail is you and I Mike if  we met at a coffee shop I wouldn't walk up to you   sit down at the table and without even saying  my name say hi Michael I'd like to present you   a 15-minute demo of my new software and uh find a  time for you and your team to connect with us and   like I wouldn't go right into a huge pitch right  and so so many one-on-one LinkedIn messages are   just trying to marry someone on the first date  they're like ask me a question buy me a drink   like we gotta want to do something like well and  I hate that people do that at my conference and   when I go to conferences they come can I demo my  software to you it's like no you know it doesn't   work that way oh my gosh and listen it again it's  it's you forget the person on the other side of   that message is a human being right that is a  real person who has all their own stuff going   on that day if they were sitting with you face  to face across your desk how would you interact   that's where people have to start with right okay  cool so um at let's introduce at a high level what   your strategy is and you've got a cool name for  it and let's just talk about the benefits of it   and then we'll break down the parts a little by  little yeah it's called LinkedIn messaging magic   and it's it's approach of really refined over a  decade plus of doing this so I've probably sent   gosh hundreds of thousands of LinkedIn messages  right for myself and my clients if you go back to   2012 right so like it's really been developed over  time and making all the mistakes that everyone   else has made and finally figuring out after doing  this you know for decades what really resonates   what works testing tweaking adjusting and it's  really you know about this idea of the other   person not feeling spammed not feeling pitched  and you the benefit to you if you're listening   and going why would I want to follow this approach  here's what it's going to do for you you're going   to pre-qualify your prospect so you're not  going to waste time with people that aren't   even interested in your service you're going to  get permission and you're going to start things   on the right path where the other person feels in  control and we know this in if you do sales like   you want someone to make a decision you don't want  to drag them in you're also going to demonstrate   expertise and value which sets you apart from  your competition right and also you're going   to keep it friendly and conversational just like  you would in a one-on-one engagement unless you're   apparently at Mike's conference and just hammering  them to watch your software but you're going to   part ways and you know engage in a friendly way  that's the number one thing our clients say to   us Mike is like I don't want to be like all the  other spammers I don't want to ruin my personal   brand I don't want to ruin my company brand I'm  nervous about messaging and I'm like yeah exactly   like I I that's the idea is you want to protect  your personal brand and you want people to feel   like well that that was a nice note yeah not for  me but that was nice and what that does too is   it gives you permission to go back and one of the  real secrets with LinkedIn and messaging is play   the long game they might not be interested in the  topic of message a but if you do it in the right   way they're not going to block you or get mad at  you you can go back with message B C D E and F on   different Topics by the way using the same formula  and they may be interested in those and off we go   well and I think about the spam method right which  is to broadcast a bunch of messages which frankly   isn't cheap on LinkedIn right uh to a lot of  people you probably get a conversion rate that's   ridiculously low and this methodology I would  imagine the conversion rates are in the double   digits at least right I mean 10 15 25 depending  on have you have you tracked this with some of   your clients yeah yeah so I would say if I send  let's say a hundred LinkedIn messages a day I'm   getting between 20 to 40 positive responses that's  pretty right it's darn good right say dude it's   insane because if you back up a step and you use  LinkedIn the way it's meant to be used it's Google   for B2B prospects because you can make lists of  your exact ideal customer on LinkedIn based on   job title company role and you're only talking to  those people so you know I'm talking to healthcare   you know VP of Finance candidates and there's  a hundred of them well imagine if you reach out   to 100 of them and third 30 20 30 or 40 of them  said yeah I'm interested tell me more yeah that's   a pretty good ratio and that's what we're able  to do with this approach okay so it's called the   LinkedIn messaging magic system let's start let's  what do we need where do we start like what's the   first thing yeah so I'm gonna I'm gonna just  explain it at a very high level what the actual   kind of fill in the blank template is and then we  can unpack kind of the four pieces of it so here's   the example this is the message and it'll be easy  before we do that oh okay should we talk about   who we should Target first before we actually get  into the message like like qualifying people maybe   might be worth talking about before we actually  get into the crafting of the message uh what's   your thoughts on that because you kind of hinted  earlier that hey you don't want to just send this   to anybody right you want to send these to to  Quality people and you hinted a little bit that   LinkedIn lets you do that but I think let's dig a  Little Deeper on that if you're yeah yeah another   phrase I use all the time with our clients on  LinkedIn the riches are in the niches the riches   are definitely in the niches so you need to create  Niche audiences or Niche lists of the people that   you want to engage with and then you have to have  what I call a client-facing profile that speaks   so those are audiences that's another discussion  for another time but um using LinkedIn search you   can find the ideal kind of targeted Niche list  of people so for example say I want to reach   business coaches and I want to reach business  coaches that are interested in using my services   on LinkedIn right so what I could do is I can go  into linkedin's search and use sales Navigator and   I can say find me business coaches in Minneapolis  Minnesota who own their own coaching company who   have been doing it for at least 10 years and who  went to the University of Minnesota and I can have   like a list of 100 of them and that's the exact  ideal person now I can match my messaging my tone   any icebreakers I've put in to know that these  are all coaches in Minnesota they all own their   own company they've all been doing it for a decade  and they all went to the University of Minnesota   Gophers right so I could you know bring in some  fun icebreakers so that's the power of LinkedIn   search and Target is getting these ideal people  real quick question you said sales Navigator some   people don't know what that is so explain what  that is it sounds like that's a paid feature in   LinkedIn right yes it's yeah so LinkedIn obviously  has a free account that you can use and set up and   then sales Navigator is an add-on it's a paid  thing I think it's you know as of right now   it's like a hundred dollars a month or something  but what it basically does is it it unlocks all   the extra data that you need so if you do a basic  LinkedIn search with a free profile you're very   limited in terms of putting in all the different  variables you want the amount of results sales   Navigator is basically it's like Google search on  steroids right you can literally make that ideal   list like I talked about so it's like anything  else linkedin's collected all the data on almost   a billion professionals around the world if you  want the premium level searches and ideal you know   how many years all these you got to pay for it and  obviously it's well worth it you know and I don't   own stock and Linkedin people are always like why  is promoting LinkedIn I'm like because it works   you know um but it's like anything else you get  what you pay for and it's it's definitely worth   it if you're using LinkedIn for lead generation  it's kind of a must-have add-on to the platform   now does LinkedIn have its own built-in CRM  customer relationship management system to make   these lists or do you have to like manually put  them in spreadsheets how do you actually make the   list you understand where I'm going with that yeah  great question so they sales Navigator has some   CRM features they're not fantastic but you can  make lists you can save lists you can you know add   notes on each Prospect obviously it has it yeah  it has all the prospects contact info so there   are some pretty you know good features in there  and they also integrate with a lot of the more   popular crms I know Salesforce and there's like  all these different you know ones that plug into   it I use tools like zapier to connect to Google  Sheets and then you can just kind of export them   into a Google sheet and there's lots of different  ways to do it but even if you just use basic sales   Navigator I could make that list of 100 coaches  in Minnesota and have all all of them on one place   on LinkedIn uh it would also show me anytime  any of them post change jobs you know leave a   comment somewhere so that I can go and jump in  and have context for a conversation hey I see   you just landed a new client ing to status  update congratulations so there is a lot of good   CRM kind of features in there and again it's the  idea is LinkedIn is basically wanting to be this   assistant of yours that walks around the clipboard  and says Hey That's Mike Stelzer over there uh he   just posted about his event coming up in San  Diego this weekend you might want to like that   and mention to Mike that you know XYZ you could  do that with you know with the built-in features   that they have just even in sales Navigator very  cool okay so getting back to uh the messaging   magic system you were about to say something  about the the scripts and stuff like that so   um go ahead and do whatever you're going to go  because I yeah it was worthy to go on this Trail   because some people who aren't familiar with  the the sales Navigator may not know you can   do all this stuff and might do it like with the  free thing and it might be a nightmare and it   sounds like the paid thing is totally worth it  right yeah thank you for backing me up because   I again I'm such a link to nerd I just assume  everyone uses it 24 hours day like I do and they   don't right they're like oh there's a prayer like  yeah totally valid um so so anyway you find your   list of prospects want to send them one-on-one  messages so basic here's the kind of the overall   script and then we can break down why it works  and what the components are so you basically say   you know hey Mike curious are you interested in  blank and blank is a topic are you interested in   using LinkedIn to get leads are you interested  in using LinkedIn uh or are you interested in   SEO are you interested in sales training are you  interested in leadership tips okay curious Mike   are you interested in blank some sort of benefit  or topic they'd be interested in and then you the   part two sentence two is the reason I ask is and  then you insert an offer of free content I have   a free uh book I have a free demo I have a free  webinar and then part three is you say if you'd   like to check it out just reply yes or thumbs up  and I can send it your way and then part four is   and if if you're not interested or whatever  you know no worries hope you have a great day   and it's a very simple kind of four line message  and what it does part one is you're qualifying the   prospect you're asking a question because why  would you want to go down a road of all this   one-on-one messaging talking if micro plays no  I'm not interested in leadership tips never will   be okay great you're not a lead so part one is  you ask a question are they even interested in   your top so curious are you interested in blank  and that's some sort of benefit some sort and   again if you know your audience Mike and you've  targeted business coaches I know a pain point   for them is generating leads they're living off  referrals they're struggling they're trying to   find ways to get new business have a pipeline  so I'll say to them curious are you interested   in getting more clients with LinkedIn and then I  and then you have to part two's got to offer value   right you can't just marry him on the first date  and ask your time on the phone or sell to them so   you say the reason I ask you is I put together  a new ebook how coaches can use LinkedIn to get   leads or the reason I ask is I put together a new  webinar or the reason I ask is they have a great   podcast episode with Michael Stelzer explaining  how to be a great leader how to become well-known   and then part three is ask permission if you'd  like me to send it over because I'm not assuming   you want me to hammer you with a link just reply  yes or I do the thumbs up emoji and I can send   it over and then part four is to take off the  pressure and if you're not interested no worries   it's very simple and it lets people be in control  it they qualify themselves they raise their hand   they um uh indicate they want your free content  they tell you yes they give you permission to   send it and it's friendly there's no pressure  attached okay so uh uh I got a couple questions   here so let me just do this okay bring this up  here all right so um what I'm hearing you say is   ask them a question uh well first of all I heard  you say something along the lines of uh Curious   John right you're using their name yeah put their  name in yeah are you interested in let's just say   a web three um and how it could possibly be a  big deal for the future of your business because   I happen to have the reason I ask is I happen  to have a free course on social media social   media examiner called web3 for beginners you know  and uh if you want to check it out just uh thumbs   up or reply yes and I'll send it your way and  if you're not interested in web3 I totally get   it have a wonderful day something along those  lines I'm I'm ready sign me up Stelzer give me   that freebie give me that freebie see but you're  qualifying people yeah you're interested in your   topic right and you're presenting value and  expertise you're not pressuring them to get on   the phone or get on a call with your team you're  basically saying because you know uh con this is   I believe this too but you built you literally  built your entire platform off this content is   currency right content is currency that buys the  time interest and attention of people there's a   reason you put out so much great content including  this podcast so you've got to offer them something   of value that will demonstrate your expertise  help them to get to know like and trust you   and get them a quick win get them a solution so  you know part one is your qualifying them part   two is you're giving some free content and then  part three right is you're making it simple to   receive it you're not saying now go to this page  like just reply yes and I'll send it over and uh   can we get into a little ninja trick for that do  you mind yeah but first I I wanna okay hold the   ninja trick I want to ask all right hey yeah I'm  holding back my ninja tactics Stelzer what hey hey   go ahead it just blew out everybody's ears sorry  it's totally worth it so um how many messages can   we send uh with sales Navigators or limit on how  many of these we can do in a month or whatever   you can do so if you are first and this is a  LinkedIn 101 too for the people that are new   to this but like if you're first level connected  so right if first thing on LinkedIn you have to   invite someone to connect they have to accept  uh your first degree connections you can send   unlimited messages you can send 100 messages  a day to people right the exact same person if   your second or third degree uh you have to either  there's a few different things you can do in males   which you get like 60 to 75 a month you pay for  those I can also you also can do what's called   an open profile message which is a free in mail  some people on their LinkedIn profile you have a   button that says hey I'm open to anyone wanting  to reach out anybody can message me they have an   open profile those are free you can message for  free anytime even if you're not connected first   degree how can you tell if they've got that  they have a little orange icon next to them   and it will show up in search um there might be  a way to filter it but if you look at the profile   and there's different tools obviously too we could  talk about that collage and sort them yeah see and   also I should say on their profile they'll have  a message button you can just message them and   it'll be like this is a free message why they have  an open profile so and if it's not a free message   It'll ask you if you want to use an email credit  so again if you've got a thousand first degree   people you're already connected to you can message  all of them if you're doing it manually and you're   using this template and you're filling in the  first name for each person you can probably do a   hundred people in an hour you know if you're copy  pasted and obviously there's tools to help you   speed it up but I would say what we do for clients  is we send out two to three hundred messages a day   so that's again we scale right we're going to a  large audits because you've got to qualify people   right you might reach out to 100 and get 20 or 30  yeses which is still need to reach out to 100 just   to see who's even interested who's replying who's  logged in who's engaged okay so just what just to   be clear what I'm hearing you say is that if you  have a decent Network you can message everyone in   the network but the second degree and third degree  connections you're going to have to pay using in   mail if you've already used up all your inmails  and you get like 60 to 70 a month is that what   I'm hearing you say unless they happen to have  their open profile where you can message them is   that correct yes and I'll give you a third uh this  is a little ninja trick but I won't blow out the   ears I'll just do a quiet hi ya where it is call  ninja mode groups if you join a LinkedIn group   of your ideal prospects so if I join business  coaches you can message every single group member   for free wow so you're connected or not so you can  join a LinkedIn group with 10 000 coaches and you   can go and click on the member Tab and it'll pull  up all ten thousand one at a time you can message   copy paste message copy paste for free okay cool  so there's lots of ways to get these messages out   is what I'm saying Lots okay so we were talking  about the uh elements of the very basic first   message you're sending them and you had this  ninja tip so let's go back yes okay so here's a   great tip that a lot of people miss and what we  learned so um let's say uh Mike offers his free   course right on web3 and I reply yes or thumbs up  now in the past what you might do is send them to   the landing page for the course to fill out their  info and register what we do is we want to make   people's life simple they've already given you  permission that they want the free course so on   everyone's LinkedIn profile there's a contact info  box and a contact info button click on that 95 of   the time they will have an email listed publicly  grab the email and drop that into your course   registration page your ebook form your opt-in  page and then that way you automatically put   them into your follow-up sequence of emails your  CRM whatever it is and so what we do is if someone   says yes you know we take the first name the last  name and the email from their contact info opt   them in within five seconds and then follow up on  LinkedIn and say hey fantastic I just sent a link   for the course to your John at linkedinriches.com  email check there if you don't see it let me know   and you know we can figure it out and people love  it nobody gets mad Mike because they said they   wanted it and you saved them the step of having  to log back into LinkedIn click on your link fill   out a form you just did a forum and so that's a  little ninja trick we found that also obviously   builds your email list very quickly because people  are and that's why I get 20 30 40 email opt-ins   just from sending those messages every day and  by the way you've now moved the conversation off   of LinkedIn and into your email funnel your CRM  you've also can pull people's phone numbers uh   and everything else off their LinkedIn contact  info page so I can follow up with you my I can   call you in a few days and say hey Mike it's John  Nemo I know we talked on LinkedIn the other day   just want to follow up with you make sure you got  access to the course okay see what you thought if   you had any questions it's a warm call it's not  a cold call and so there's all these different   ways to create context for conversation off of  LinkedIn once you get that first yes oh very cool   um earlier when I was asking about how many  messages you could do a day you alluded that there   were some tools third party tools it sounded like  are there a couple tools that you can mention off   top your head and what do they do that LinkedIn  yeah yeah I mean I think there's so you can always   leverage like people or you know tools right and  so depending on your comfort level with LinkedIn   there's different routes you can go now they don't  like automation right so if you're gonna automate   and use these third-party tools that's kind of  you know that's violence with caution okay proceed   with caution so I probably won't mention any of  those you can okay go there then because I don't   want to like tell people to do something yeah last  thing I want to do is get people messing let's get   Stelzer in trouble I want you to be you know I  want Microsoft who owns LinkedIn their lawyers   are coming right now baby I'll leave you down  they're gonna rename it I figured maybe they   had to open an API or something like that okay  may and I will say this um they do plug in to uh   if you buy sales Navigator they do plug into some  tools like Salesforce Etc so there are probably   some LinkedIn approved Integrations but yes off  the top of my head we won't go into any of that   okay manually honestly see manually you can do  a hundred an hour best 60 Minutes of your day   you're reaching out to 100 of your ideal prospects  and getting 20 or 30 and wanting to learn more   or talk so it's it's a good use of time okay so  phase one is once you've identified your list of   prospects to go ahead and send them this message  that we've just spent a lot of time talking about   which is a simple question offering value asking  if they're interested and then relieving pressure   um you've kind of already hinted a little  bit about phase two with some of this ninja   stuff but let's talk about the follow-up because  you know if the money's in the mailbox I would   imagine the cash is in the follow-up or something  there's got to be there's got to be some sort of   uh metaphor there right but the fortune is in the  follow-up there you go Fortune is in the follow-up   the money's in the mailbox but the fortune is  in the follow-up spells near me alliteration   is our favorite right so we got yes and and I  for the people watching this on YouTube this is   the fortune your your phone Andrew here's what I  mean okay here's what I mean so somebody says yes   they're interested in Mike's web 3.0 course you  opt them in they get the course delivered now you   can do some really unique personalized follow-up  for those that don't know linkedin's mobile app   has all these personalization tools so I can come  in now that I know Mike's interested or Sally or   Joe is interested in my topic and I've delivered  the content it's worth me doing a personalized   follow-up because again I reached out to 100 20  were interested I can now take a minute or two per   person and do a personal follow-up so with the  LinkedIn mobile app real quick go in yeah yeah   um so if you get 20 that react and 100 that  don't react do you recommend just letting   the hunter that don't react go and leave it be or  do you recommend following up with those as well   because I just want to be clear like you know  you got 20 of them that said they give you the   thumbs up or they gave you the comment you got  80s I got nothing do you just do nothing with   the the people the 80 no I go back to them with  a different question a different topic so I try   again follow up okay got it yeah so yeah yeah 20  said yes 80 said no I put the 80 that said no on   the side and go well they weren't interested in  this tip but I'll try when I have a new event   a new tip a new piece of content on a different  topic because that will often they'll be like well   I actually am interested in podcasting tips yeah  send that over I don't want LinkedIn stuff but yes   to your point exactly so pivoting back to kind of  the fortune and the follow-up so the people that   are saying yes what you can do is you can open up  your LinkedIn mobile app on your phone you can go   into your inbox pull up the person's name and  within that message I can send you a personal   selfie video I can send you a personal voice memo  I can do animated gifs I can do Emojis you can   really put your personality into your content so  here's an example template we give our clients you   know to do obviously the client doing it or we can  do it but say Mike says yes he's interested in my   book on LinkedIn lead generation chips for coaches  I'm going to send you that opt you in follow up   on LinkedIn you're now in my email funnel too but  I'm going to go back on LinkedIn on my mobile app   open up my Stelzer and go shoot a little video in  my office hey Mike it's John email you can see me   here in my office I've got my LinkedIn license  plate behind me I'm all fanatical about it I   just want to put a name of the face so excited for  you to check out the ebook can't wait to hear your   thoughts um but yeah just let me know if you have  any questions and look forward to hearing your   thoughts and then you just hit send 30 seconds  you've used their name you've talked about them   the other thing you can do kind of a Next Level  ninja move too is look at Mike selzer's profile   and put that into your little selfie video or  selfie audio follow-up hey Mike it's John Nemo   so excited you got the book can't wait to hear  your thoughts by the way do this you live in San   Diego you're the smartest person ever I'm here in  Minnesota there's 10 feet of snow on the ground   why do we live here it's like cough from Star  Wars oh man hope you're having a great day here   look out my window send me back a selfie of seeing  Diego just so I can feel bad about myself you have   some fun put some personality in and then people  respond right because it's fun and you're a real   person and this is what you would do in a coffee  shop right this is what you do on a convention   floor you would talk about where they live and ask  them questions and so this is where you now get   this personalized one-on-one engagement through  your phone and it takes you 5 10 20 30 seconds per   Prospect you know they're already interested  in your content they already are opting in   they're already gonna want to read it why not put  a name of the face through a mobile app and again   he could knock these out one after another on  your phone have a little thing be outside so hey   I'm over here I'm on my live event this week so  excited anyway I wanted to send you a quick note I   saw your reply super excited to hear your thoughts  and it works like magic because again they're   talking about you're talking about someone else's  favorite topic on Earth Mike which is themselves   you know Dale Carnegie I built my whole business  of one quote from the book how to win for instance   of those people and they'll Carnegie said it  back in 1936 and it's more true now said your   ideal Prospect does not care about you they do  not care about me they care about themselves   morning noon and after supper so the idea is you  send this personalized follow-up and you can do   it audio you can do a video selfie and it goes  direct through the LinkedIn mailbox there's no   uploads there's no Shenanigans it's just like  it's like texting right you send your your   friend a text and you shoot a quick video and  send a photo an emoji an animated gif like for   example if I'm waiting for someone to get back  to me about the book I sent um I'll send like   a funny animated gif of like someone nervously  chewing their nails and I'll be like this is me   right now waiting for your thoughts on the book  right and it's just fun you can put personality   in and I think you don't have to be a gregarious  goofball like me you could be your own self but as   you know uh your biggest advantage in the Online  Marketplace right now is you it's your unique   story personality communication style and people  need to get to see you and hear you and like you   not only through your content but that Personal  Touch really goes a long way okay a couple   questions um first of all how soon do we follow  up with them after they have said yes and you've   opted them in secondly talk about the limitations  as far as how long we can record audio and video   yeah so um as far as like how soon to follow up  depends on the type of content if I'm sending you   a huge book right I'm going to assume it's going  to take a while uh what we do for clients is we'll   do like a Google sheet right and we'll track all  the follow-ups so I'll I'll have a Google sheet   and I'll use zapier or whatever to export it and  it'll be name of prospect you know uh LinkedIn URL   email we send it to and then I'll have columns  like you know what what was the free content we   sent them what day we sent it then I'll usually  follow up within two to three days depending on   what it was if it's an ebook I'll follow up and  we have templates we give our clients and it might   be like hey Mike I'm just checking to see if you  had a chance to check out my new ebook or maybe   Netflix got in the way you know like hope you  you know hope you have a time to check it out   dying to hear your thoughts and put a funny you  know nervous GIF like ah here's me waiting uh   but I would say you follow up within two to three  days and then a couple more days you know later   and we'll you know the forces of the follow-up  you might have to follow up two three four or   five times but what's great about it is people  will tell you people will say oh yeah thanks I   downloaded it I'm going to get to it this weekend  so then we'll make a note in the engagement   tracking sheet follow up on Monday and we'll  follow up on Monday with a personal note to them   on LinkedIn that says hey Mike I know you said  you were going to check out the ebook this weekend   I've been waiting with baited breath don't tell  me you got sucked into a Netflix series you know   hahaha like we'll have fun with it and people be  like oh that's funny yeah okay yeah I did check it   out I liked it and then you'll say great what did  you find most helpful what resonated and they'll   tell you and you'll say oh that's fantastic  I'm glad that part really resonated would it   make sense to talk more about your situation are  you looking for us to help maybe Implement that   with you and they'll be like yeah okay and then  off we go right so that's that's the first part   of you know the Cadence of the follow-up kind of  depends on the the content and how big it is and   then your own Comfort level I mean I'll follow  up until someone gives me a hard no or check back   at this date or you know just ghosts for Infinity  right other people will give up too soon you know   I I think that's my opinion um but as far as like  the limitations I believe with the videos it's   like you can do one minute or less and I think the  audio is one minute or less it's designed to be   you know very quick very simple very fast uh you  know selfie video selfie audio because obviously   the file sizes would get big if you did like a  20 minute you know monologue um but that's the   idea is a quick 20 30 second you know clip of you  introducing yourself again use their profile page   and look for icebreakers hey I see you went to  San Diego State University do you still follow the   Aztecs hey I see you went to Alabama how do you  think the football team will do you know sprinkle   in some of that personal stuff because when you  do that again you're talking about their favorite   topic where they're from where they went to school  they have volunteering on their profile you become   a person you do just what you would do in the  coffee shop but what do you like away from work   you know what are you into like oh okay you're a  fan of that team I can relate to that or you said   you list sailing as a hobby my father-in-law  used to take me sailing you know like that's   the human part of it and that's why I love  LinkedIn Mike is because you can scale yourself   instantly from your office right to hundreds of  people a day and do it in a personal non-spammy   non-confrontational non-sleazy way and you're able  to instantly build rapport and build connection   and build comfort with prospects through this  little device your phone and knowing by the   way all the people you're pouring that personal  follow-up into are interested there's [ __ ] in   the topic they want to check out your content  so that's how we're able to move it forward   so um one of the questions I've got as far as like  a written word versus audio versus video have you   found one is more effective than the other because  obviously we started with the written word right   and then we're following up with this seemingly  more personal video and or audio or written word   with personal stuff um there's a side of me that's  like man you could probably have an assistant do   it if it was written but is it more effective to  do the audio in the video because nobody seems   to do that what's your what's your thoughts  based on that so many of these that you sent   the most powerful thing in the world is to  see Mike sells in our video using my name   you know Dale Carnegie talked about the sweetest  sound on all of Earth is the sound of your own   name there's something I remember especially  people with like your platform or people that   are you know well established there's something  about wow he said my name he's talking about me   this is a real video it's not a deep fate you know  right right right right so when you're deciding   whether to do audio video or to your point Mike  having an assistant look at their profile throwing   a couple icebreakers and write a message which we  do for our client right uh here's what I would say   Cherry Picked the best candidates and and if you  have limited time you don't have to do a selfie   video for all 20 people that said yes pick the  five that look the most appealing on paper based   on their profile page the size of their business  and do it for them have your assistant you know   written message the other 15. what I find  is of course the more personalized you know   video works best saying your name Etc then audio  just because it's like this think about this too   how often do you get an audio or video message  on LinkedIn almost never so it stands out still   right nobody's doing this on a regular basis so  your prospects getting like whoa why why is there   an audio drop from Mike sellsner why is there a  video of a thumbnail of Mike pointing at me like   I'm gonna open this I'm curious this is different  this isn't like the stream of written messages so   audio and videos still stand out from the crowd  on LinkedIn messaging I would just say cherry   pick the best leads based on what you see on their  profile and How likely you think they would be a   great get and do it for them and then the other  people who don't look as ideal you know qualify   your leads score your leads and be like that's  still worth having my assistant you know John   go in look at their profile look at where they  live and and put in a line about the weather in   Detroit along with the following you know and  it still works either way what about um Mutual   contacts is it worth it to say hey I noticed  that we're both connected to Jane XYZ right   and uh she isn't she amazing or something is that  worth talking about or is that not necessarily as   important as the other stuff like where they went  to college and stuff like that yeah I don't think   it's as effective what I have found trying that is  a lot of times people have such big networks and   they've connected with so many random people they  don't know Jane right or they're not close so you   have to kind of do a little homework and be like  how do they know her and I don't think it's as   effective a use of time you could certainly try  it and you could be like hey I don't know I see   we're both connected to Jane do you know her well  she's a former client because that would be a good   play right if if it seemed like there but yeah you  have to kind of test it a little bit so you kind   of mentioned that there is some sort of tracking  and follow-up kind of system that you have so   and I I maybe you could just if there's anything  any tips on far as far as like how to track all   this stuff because I would imagine if you're  sending a lot of these every day it can get   really you can get confused yes yes so what we  do we have a very simple system so my assistant   can do it for me obviously you just go into your  LinkedIn inbox every single day filter by unread   and you'll have 50 or 70 unread messages some  people say no thanks some people will say yes some   people will say I'd love to see it some people  will say not interested obviously the ones that   say not interested whatever you just reply hey  no worries thanks for letting me know people that   say yes what we do is you open their profile in a  new tab and then you just copy paste the name the   profile URL and the email if you can find it on  the contact info into a Google sheet and then we   have a excuse me a template setup in Google Sheets  with Columns of you know we have a drop down menu   Google Sheets of which thing did they say yes  to was it this ebook this webinar this video you   choose that from the drop down and again if you're  a Google Sheets nerd you know how to do all this   um and then you just have a column like what date  did you send it to them on and then you have like   follow-up one two three four and then we just put  in the dates of when we do the follow-up so I know   if on February 9th you said yes and I delivered  the content February 11th I'm going to look at it   and sort the data and go oh we haven't followed  up let's do a personal note and then basically   we have a comment box of like notice they're from  Detroit and went to school at you know Michigan   and then that way you can pop in just like a CRM  notes on a prospect and so that's how we track   it it's very simple it takes you 10 20 seconds  per person to add to your spreadsheet and then   that way too you play the long game you can just  go across and be like when did I last touch base   with them um where did we leave off you know  and that that's a simple way for us at least   to track it on Google Sheets very very cool um  John thank you so much first of all for answering   all my questions and and revealing the details  of your LinkedIn messaging magic system it's my   hope that a lot of people listening right now are  going to give it a shot uh if they want to learn   more about you and the services that you offer  uh where do you want to send them and also if   you have a preferred social platform I'm guessing  it's LinkedIn um how can they find you yes so if   you go on LinkedIn it's just John nemojohn and  then Nemo like Finding Nemo like the fish John   Nemo on LinkedIn connect with me there uh if I  want to give away all of this so I'm gonna give   away the messaging magic formula the templates our  highest performing you know scripts walkthroughs   of the Google Sheets all of that I'm going to  put it all together ebooks at nemomediagroup.com   forward slash SME so nemomediagroup.com forward  slash SME for social media examiner and I'm gonna   have all these free resources based on what we  talked about on the show today so you can get a   deeper dive you can grab some of the templates you  can watch some walkthrough videos it'll all be in   one place for you thank you so much John Nemo I  really appreciate you coming on and sharing your   insights with us it's my hope that a lot of people  are going to try this and message you and me and   say wow this really worked really appreciate  your time today John thanks for having me