LinkedIn DM Secrets to Convert Connections! with Darren Gibb

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You can find Darren Gibb at:
LinkedIn: https://www.linkedin.com/in/darrengibb/

#KrisWard
#LinkedInMarketing
#SocialSelling

Darren Gibb Podcast Transcription

[00:00:00] Kris Ward: Hey, everyone.Welcome to another episode of Win The Hour Win The Day, and I am your host, Kris Ward. And today in the house, we have Darren Gibb and he describes himself as a LinkedIn social selling teacher. All right, Darren, welcome to the show.

[00:00:16] Darren Gibb: Thank you very much, Kris. How are you? Nice to be here.

[00:00:18] Kris Ward: Don’t be hesitant.

[00:00:19] It’d be all good. All right, Darren, you know what? We met on LinkedIn because that’s what you leverage and navigate and you do a beautiful job of that. And so there’s a couple of things that you talk about that I find really interesting, which is a little bit different than what I see out there. And so the first thing you go on is talking about, everyone wants to be friends on LinkedIn and be fluffy and I’ll like your post if you like mine, but clearly that’s not a strategy, right? That’s why people get discouraged with LinkedIn.

[00:00:46] Darren Gibb: Yeah, it’s not a strategy. It’s a bloody popularity contest.

[00:00:49] So no, I’m sorry. I’m calling it out right now. Most people spend their day on LinkedIn, checking in on the same people, same posts, same comments, same bullshit. And I’m just going to call it out right now. It doesn’t help when people are just spending every day on one another’s Just leaving friendly comments, fluffy comments, supporting their linky besties, as they like to call themselves.

[00:01:13] All you’re doing is actually becoming, you’re becoming everybody’s best friend and nobody’s expert. When you speak to everybody, you actually have nobody listening. And this is what I think the problem is, because everyone’s creating very friendly, fluffy content that’s going to get a lot of likes don’t fill the Stripe account at the end of the month.

[00:01:33] And I think that’s something we need to really start speaking about rather than encouraging people to leave 50, 100, 200 comments a day. I can think of a better way to thank you.

[00:01:43] Kris Ward: Hold on, let me jump in. I promise to interrupt you a lot, especially when you start saying, I don’t know, really interesting things.

[00:01:48] So one is. It is really easy to say, okay, I’m going to be on LinkedIn every day for whatever, a half hour, do whatever. And then if you’re not careful, the algorithm does feed you the same people every day. So you want to have different strategies of who are you going to target? And then you do try to be engaging, like, all right, I want people to know I’m here.

[00:02:04] Darren Gibb: It’s not even being careful. It’s an algorithm doing exactly its perfect job, what you’re programmed to do. It’s what you’re allowing it to do.

[00:02:11] Kris Ward: Okay. So what is your strategy then? I’m going to go in with LinkedIn and I’ve got a half hour or maybe an hour. Where should I start?

[00:02:20] Darren Gibb: First of all, get off the newsfeed.

[00:02:22] The first aim of getting onto LinkedIn is to get off within, I say, two hours is what you need. So therefore we need to compartmentalize this. So what do we do if we’re not just posting and checking in with our linky besties? What do we do if we’re not leaving as many comments as humanly possible? for an hour. What do we do? Here’s what happens when you’re leaving in excess of, I believe, 20 comments. When you’re hitting 50, 100 comments, you’re just becoming dry. The brain can’t seriously function and actually create and actually leave creative, insightful comments after a while, especially if it doesn’t necessarily need to.

[00:03:01] So I try this instead. 15 DMs a day. We’re going to talk about DMs, 15 comments a day, 15 connections with the right people a day. That’s 75 a week. If you go Monday through Friday, that’s 300 a month. People come crying. I can’t find people. I can’t get calls, but I can’t get clients. If you’re opening up 300 conversations a month, Kris, how many do you think you could get onto a phone call?

[00:03:24] And then how many could you close as a new

[00:03:26] Kris Ward: client? Okay, hold on. I got it. You’re going to be a horse I have to harness. Oh my gosh. This might be a two parter. Okay. Hold on. So And I love it. So when you say that, I do find when I start conversation, having, conversing with somebody in DMs, that it changes the whole dynamics, right?

[00:03:42] And even the fact that I always leave audio messages, I don’t know, people make it seem like I’m doing something special.

[00:03:47] Darren Gibb: You need to be careful with this message before you want to be leaving a voice note, Kris. Otherwise, you’re coming across ecologically, as people say. I’m talking the granular molecular level of DM conversations.

[00:03:58] I can have five DM conversations a day and book a call every day. No problem. We’ve got to be really careful, but you’re right. Voice notes are the hidden magic that most people don’t begin to utilize, but we need to be so strategic where we leave them. Otherwise we can come across as being too keen or too pushy.

[00:04:15] We have to earn the right for somebody to listen to us for up to a minute.

[00:04:19] Kris Ward: Okay. Okay. Okay. Hold on. There’s a lot here. Hold on. Every time I say something, you say something smarter. Okay. I love this. This is, we’re going to, again. Okay. So if, when I leave voice messages it’s usually, cause I have, there’s something I want to say.

[00:04:34] It’s not a sales process. It’s, Oh my gosh, I really liked your stuff. Or maybe you could be on my show or blah, blah, blah. But you’re right. I haven’t earned the right. And then they don’t even know what’s in the voicemail. Often if they’ve left me a bunch of things or we’ve been engaging on LinkedIn, then I’ll go over there.

[00:04:47] Now. The thing about the voice message is someone like you, until I heard your voice message, I could have been giving you an Italian accent. I didn’t know you’re Scottish. Like it changes the whole dynamics of our relationship. When people hear your voice, they feel like they know you. Okay. So what you’re saying though, is what is my DM strategy then?

[00:05:07] Because I don’t find that, Hey, I have this thing. You might like it kind of stuff. I don’t like being that person and I don’t think it works. So what do you do?

[00:05:15] Darren Gibb: A DM conversation is a sales conversation, Kris. Let’s stop beating around the bloody bush here. If you’re on LinkedIn making friends, piss off and get onto Facebook or TikTok or whatever.

[00:05:26] This is here to get business. I’m unashamedly getting my clients to get their businesses from five to six figures and beyond.

[00:05:35] Kris Ward: Okay. That’s what we’re here for.

[00:05:37] Darren Gibb: So to go back to your question, a DM strategy. You’re right. Hey, Kris, I’m Darren. I realized your LinkedIn really sucks and you’re never going to be successful without me.

[00:05:46] What about a quick 10 minute discovery call? And we can find out what it would be like if I solved that problem. That doesn’t work. It works in the bro marketing days, but it doesn’t anymore. That’s a pitch slap and that’s the coldest of the cold and the worst of the worst in my eyes.

[00:06:02] Kris Ward: Yeah, I love that phrase.

[00:06:03] Hold on. I love that pitch slap. You’re right. So then I just, I connect with people who do that. I didn’t even say hello and you’re trying to sell me. I didn’t say I want to go out with you and you’re trying to get me in bed. Okay. All right. So then where do we start?

[00:06:14] Darren Gibb: Oh, we need to chat to them before inviting them to dinner. Don’t we Kris?

[00:06:18] Kris Ward: Yes.

[00:06:18] Darren Gibb: So there are three stages that I really look for. Number one, we look for commonality. What do we have in common? Ideally you’ve commented on my bit of content or you’ve even liked it if I’m really low for conversation that day. Maybe it’s somebody else’s content. Hello. We should be connecting.

[00:06:34] If you’re struggling with LinkedIn, stop being friends with everyone and connect with 70 percent distributors, 70 percent of people who you’re, who are never going to buy from you, never going to buy from you, but I’ve got larger followings because they contain people in your niche who are Who will buy from you?

[00:06:51] Anyway, that’s buy the buy. So let’s say I’ve commented on your post, Kris, and somebody else has commented on your post. I’ve now got commonality to send a connection request. Hey, Steve, really like what you said about X and Kris’s post. Totally agree with that. Be great to connect if you’re open to it.

[00:07:08] Boom! I, and even better beforehand, I’m going to reply to Steve’s comment on Kris’s post. So when I do send that connection request, Steve will think, Oh, that’s that hairy Scottish bastard that left that message on Kris’s boat. Oh, yeah, I remember him. I send a little personalised note, now I’m there. So now we go into stage one, commonality, finding out that commonality.

[00:07:29] Stage two, only when we’ve earned the right, we begin to go for a pain point. The beautiful thing is when we create high engaging content, is we should be talking middle of funnel. It’s about pain points. So if you jump onto my post, I do post about a DM strategy and you like and comment on it, Kris, I’ve earned the right to open a conversation with you about DM strategy, because that’s probably something you’re struggling with, which is why you commented on the post. So naturally that conversation is allowed to open up.

[00:07:58] Kris Ward: Okay, hold on. Let me jump in here. So I’m not the only one. I do. I love it. Listen, energy is a thing here. Don’t you worry. I’m interrupting you, but I am not changing your energy. My God, we’re good. Okay. So that first of all is so refreshing. I have not heard anything like this.

[00:08:16] That makes such sense. So when people have said, go into a bigger somebody that’s got a lot of comments and then whatever I never followed it, but you’re right. Now I can comment. You made a comment in Steve’s post. I can reach out to you. We’ve got that commonality. Cause the other problem I have commonality is I’m going to go look and know once upon a time in the nineties, you worked at McDonald’s.

[00:08:35] I worked at McDonald’s. I, it’s too much work and it didn’t work for me. I have no patience for that. So I love this little commonality is easily attainable and you can act on that. Now here’s the thing. Okay. The nature of what I do, I work with entrepreneurs to help them stop working so hard.

[00:08:52] Most of the people that I work with have this, what I would call invisible. They run around like crazy people thinking once they get past this next thing, things will be different. Oh, once we get past the holidays or I onboard this client or get this webinar. And they’ve been doing that for 15 years.

[00:09:07] And then they start blaming themselves and think they’re not disciplined. They need to be more organized. And so a lot of people don’t know what their problem is until they have bumped into me or talked to me. I’ve been on their show or whatever. So I then think it’s a pitch slap because they’re not going to cut most and the people who are stressed and are struggling.

[00:09:26] If I do a post on burnout, or where you are in your journey. The people that need me most, it’s like being a fitness person. If you’re overweight and I’m talking about losing 40 pounds, the person who needs to lose 40 pounds does not comment on the post. They don’t want everyone to know I need to lose 40 pounds, right?

[00:09:42] Other fitness people comment on the post. So I didn’t know how to get around. In opening up the conversation, what I do without it being a pitch slap.

[00:09:53] Darren Gibb: Great points here. So that’s come through to content. It comes to come down to intentionality and it comes down to strategy. So this is middle of funnel content.

[00:10:01] So you’re absolutely right. Look, the thing Everybody forgets on LinkedIn and social selling full stop. Only 3 percent of your audience are problem aware and actively seeking a solution at that moment. Only 3 percent are 40 pounds overweight and thinking, shit, I’m going to die unless I start losing weight.

[00:10:23] I want to lose weight for my kids. Only 7 percent are problem aware, Kris. Not looking for a solution, but they’re I’m fat. I need to lose weight. Tomorrow, which means 90% of people viewing your content. Are not problem aware, let alone looking for a solution. So that creates a problem.

[00:10:44] And that’s the problem that you’re seeing here. So I don’t want to pitch that. What do I do? People will ghost or they’ll just scroll by. So two ways here. This is why creating, having good top of funnel content, but even stronger middle of funnel. Top of funnel being relatively broad people can engage with and comment and they’re not under no vulnerability.

[00:11:03] Middle of funnel being more problem specific and focused therefore ensuring that yeah people are less likely going to click and engage in it but they will see it over time Kris. So I would say you’ve got to let those people see it but here’s why it’s what I teach my clients to do a reach out post.

[00:11:19] Now without letting them voodoo away here A reach out post is where you’ve got something that’s really valuable. So Kris, for you, it’s a checklist. It’s a checklist to see if you’re working too many hours and how many hours you could possibly save. Oh, I’ll message you for that, please, Kris. Cause maybe I am, I recognize it.

[00:11:41] I’ll message you for that. But the beauty of the reach out post that I teach is what’s more valuable than handing over a boring PDF? Jumping on a call with the expert. So when we’ve positioned our frame and we hold the expert frame within the mind of the viewer, that’s been built up through our positioning and content, when we have that expert frame and we are the prize frame, i.

[00:12:05] e. it’d be amazing to speak to Kris for 15 minutes. Jeez, yeah, I’d love to go through that checklist with her. She could maybe give me some personal tips. That’s where true value is. And that’s probably why I convert, this is where I convert probably about 80%, 70, 80 percent of my leads to LinkedIn nowadays.

[00:12:22] Kris Ward: Okay, hold on. Okay. So a reach out post. Great. Okay. I think in the past, what I would have done is a big part of what we do is also helping put streamlined processes together with our signature super toolkit, right? Or that’s a big part of what we do, but actually what people think they need most is a virtual assistant.

[00:12:38] And we do find hire, on board for virtual assistants and they go through our leadership program. So I should really stay on that tab. One hand is, I guess you’re right, I would be giving them an onboarding process for a new client or doing something like that. I could be saying, “Hey, here’s a checklist to let you know if you need a VA or when you’re ready or when you’re not ready.”

[00:12:56] I could be doing that. Then if I say, do I, now am I sending that to them? On their own. And then when they respond or have looked at it, then I offer them hop on a call with me.

[00:13:05] Darren Gibb: Nah, what’s better than same thing as offer that if they don’t want to hop on a call with you, they’re not that warm. They’re not that ready to send over the PDF.

[00:13:14] But if they’re warm, and that pain point has been felt acutely to the point they’ve reached out to somebody they’ve perhaps never spoken to before and said, Kris, I’d love a copy of this. It makes sense to go. Do you know what? Let’s jump on a call instead. Now, there’s a little DM strategy, two or three messages to get through that, but people will.

[00:13:31] And again, it comes through that positioning and value, but people will. So no, we send them as a last resort because we are more valuable. Our time is more valuable than a PDF because let’s be honest, free PDFs are literally worthless. They’ll go to the later base for people to do. They’ll stay in the downloads folder.

[00:13:50] Kris Ward: And I think what you’re talking about here is, let’s say your process is eight steps or six steps or something like that. And I think where we all pull away, where I pulled away from the offering people to get on my calendar is that when people do that to me, it’s too fast. And then it’s no, it’s not, I’m not getting on the call with the expert.

[00:14:08] You’re asking for my time and I don’t have time for you person who I don’t even know your last name yet.

[00:14:13] Darren Gibb: Yes, exactly. So that’s it. So sometimes it will be for most people who respond to reach out posts, Kris, I’ve never heard of before, but when I look how long they’ve been following me on average between 6 to 12, 18 months, so they’ve been consuming my content for a year and a half.

[00:14:33] It’s just been that specific post that’s just been the trigger. To get them onto it. But you’re absolutely right. It’s why we need to be very intentional with the messaging that we use. I’m talking down to full stops and exclamation marks, Kris, an exclamation mark will not get somebody on a call.

[00:14:49] Whereas a full stop will depending on their personality type and then emojis come into this and then mirroring their length of their sentences come into this. There’s a lot of psychology going on here because we do, we need to, we need that person to feel Kris gets me.

[00:15:05] Kris Ward: Okay. So hold on. You called it a reach out post, but I was understanding that’s in the DM.

[00:15:09] Are you talking about a post in the main feed or are you talking about the DM?

[00:15:13] Darren Gibb: Post in the main feed. DM me or comment the word. Let’s get this sorted. Let’s get organized and I’ll send you over a free PDF. So that’s it. So that’s it there. And people are reaching out to you for the PDF. Some you might just want to send it over to, but alternatively, if they feel like the right person, I teach my clients a strategy where we get them on a call instead and about 50, 60 percent of the time we’ll close them on the call as a new client.

[00:15:41] It’s a really effective way of doing business.

[00:15:43] Kris Ward: My head is actually exploding. Okay. I will tell you, Darren, there’s very few people that can match me with energy. So here we go.

[00:15:51] Darren Gibb (2): Okay.

[00:15:52] Kris Ward: So we’ve got to reach out post and we’re calling it. We’re calling it out and saying Hey, here’s how you know, if you need a VA and then blah, blah, blah.

[00:16:00] And the call to action is the PDF inside the post or the comment, whatever. Then. A, that’s one thing we can be doing. B, we can be over on somebody else’s different, we’re not running around making all the comments that we think we should, and we’re commenting in other people’s comments or whatever, engaging them and now getting something that we say, Hey, we’ve got a commonality.

[00:16:19] I’m reaching out to them. Now I’m in the DMs. So I’ve reached out to them. We have a commonality. I said, Darren, oh my gosh, that post you made on so and so’s thing was made me laugh, whatever. Now you’re messaging me back. What are those middle steps before I offer them something?

[00:16:35] Darren Gibb: This is secret sauce now Kris, so without going too much into it, so you go to that commonality stage two or three messages, feeling that you, I get you, we’re having a conversation here.

[00:16:47] We then look, there’s a few different strategies that we now look to get around.

[00:16:50] Kris Ward: And don’t worry about the secret sauce Darren, it’s just me and you talking, we’re fine.

[00:16:54] Darren Gibb: That’s all right. So we’re getting to the pain point. Again, this has got to be really gently managed because more people go in. So just to give you an example, what challenge you have with LinkedIn, Kris, this off is going to be a response.

[00:17:07] Whereas if I say to you, Kris, Just out of interest, what is it you feel you need to most improve with regards to LinkedIn? I’m taking a, challenge is a negative word, improve is a positive word. So simply just having that little shift after a couple of messages prior to it gets people thinking a bit more proactively.

[00:17:23] We’re always wanting, it’s like when we close a sale, we never go silent. So Kris Cotter, this is going to be 5k. And you wait, it’s like, who blinks first? No, classic be 5k, just looking at my calendar. I’m open Tuesday or we could start then. Always get people moving towards the dream, get people moving to the ideal, get them in that ideal state.

[00:17:42] It’s a different way. I feel to most sales tends to be done and we tend to be taught things. So to go back to it, commonality. Then into that pain point. And then again, just finding out that a little bit more. I always give the example, I speak Spanish, but I’m not very good. If you say to me,

[00:17:57] Kris Ward: hold on, you speak Spanish.

[00:17:59] That would be interesting. Oh my God. A spanish, thick Scottish accent speaking Spanish. I don’t speak Spanish, so I don’t know what you’re doing with it. But that sounds like, I don’t know, an orange inside of a chicken inside of a. A cup of milk, but anyhow,

[00:18:15] Darren Gibb (2): it was just slightly sexually. Beautiful. I like this.

[00:18:20] Good. I don’t know where this podcast is going, but I know I do. You like it.

[00:18:24] Kris Ward: You’re happy. Okay. Okay. Sorry to interrupt you. I got distracted. So yeah.

[00:18:28] Darren Gibb: So they say to me, Kris, or you’ll say to me, darn, do you speak Spanish? And I might go, you know what? I do, but I’m really bad at it. Ah, gotcha.

[00:18:37] And I just did that. Whereas a good Spanish teacher or salesperson would go, so Darren, do you speak Spanish? Yeah, I do. I’m really bad at it. All right let’s jump on a call and I can show you how I can help you.

[00:18:48] No, thanks. Not interested. Whereas if you were to say, Darren, do you speak Spanish? And I would say, yeah, but I’m really not good. Ah, I hear you. It’s a tricky language. Show empathy. Next line. Why is, do you feel, or what is it you feel so difficult about when it comes to speaking Spanish? And why do you think that is?

[00:19:05] Just those two questions. Go two levels deeper, which therefore means that I’m going to actually open up and get me thinking. If only 3 percent of people are problem aware and looking for a pain point and only 7 percent are problem aware, we need to start talking towards symptoms. So what’s the symptom of me not being good at Spanish?

[00:19:24] It’s me feeling insecure. It’s me almost shutting off when I have to listen sometimes. So this is what we’re doing. We want to be showing that we’re human and just digging down that big deep, that bit deeper. And we’re able to do that. We’re able to actually get people opening up. And it’s amazing what people will tell us because most people stop on the surface level.

[00:19:42] Either they’re too lazy. They’re too quick to get onto a call. They get the slightest signal. They might get a call on the next part and they jump to it. They just don’t care. People must feel felt, listened to, and understood. And only when those three are in alignment can people be open enough to take a call with you.

[00:19:59] Kris Ward: And I hear all that. Where I think we have all gone wrong, and there’s so many gurus out there doing it differently, is you’re right. Saying what you’re saying, but saying it with the wrong words, right? And so then you know, I’m a big fan of Kris Voss, and he talks a lot about, I don’t know if you read his books, yeah, never split the difference.

[00:20:16] And just the slight positioning. Of the words, his whole example is if I hop on a call with you and I say, Hey, do you have a few minutes to talk? You, your back is up like what does she want? How much time? Whereas you say, Hey is it a, how does he say it? Is it is now a bad time to talk and you say no, or what do you need?

[00:20:34] You feel like you’re more in control. So the language that comes through on the DMS, you can see that when, even when someone’s asked me questions and they’re leading me, I know they’re going to pitch slap me any minute if I say this or I say that. So then of course I don’t want to be that person. So I don’t want to be saying the pitchy thing of, Hey, do you find you’re overwhelmed with your business?

[00:20:54] Cause it’s just such a sales thing. So you’re, I think what you do give me hope and inspiration about is, If we craft the message, cause I have no interest, not only in pitching somebody like that, but the people who I want to work with, if I had to twist your arm and get you to work with me, you’re not my client anyhow, because my clients tend to be very high achievers.

[00:21:16] They get a lot of stuff done. They’re the go to person for a lot of people in their life. And that’s the problem. They just think there’s too much work because they’re like, I can’t keep up on it, Kris. I get more done than anybody, right? Totally. Okay. All right. So your approach is totally refreshing.

[00:21:31] All right. So we’re, I don’t even know what else to ask you when we’re in a DM. This is where if we’re on LinkedIn for an hour, a 20, the commenting on posts is a very small part of it. Do you not feel like, let’s say before I reached out to you, I followed your stuff. I comment on some of your posts and that I feel like I should comment on your post before I DM you, because then at least she’s no, Oh, she’s watching my stuff.

[00:21:56] Darren Gibb: 100%. 100%. 100%. It’s, we never go in anywhere cold, Kris. If you go in cold, you’re being sleazy as Isaiah. You’ve got to have that commonality. Give me something again, where it’s like an empty connection request. If you’re able to be putting a message in it so that you’re recognizable different now with the free account, you can only send five.

[00:22:16] I appreciate that. But yeah, so I would always be saying, go on to it first. A lot of things. Let’s see. As I said, I saw you, I talked to her with the connecting on connections. Comments. So let’s say Steve’s post. Let’s say it’s you and I, Kris. So let’s say Steve, you’ve commented on his stuff. I’ve commented.

[00:22:32] I would literally like and comment on the comment that you made on Steve’s post. I would jump onto your page, and comment a couple of your posts and then send a connection request referencing one of your posts. as an example. So again, it’s that there’s no surprise as to who Darren Gibb is. I’m warm as opposed to who the hell is this guy?

[00:22:51] Cause just like you said, have you got a few minutes here, Kris? That gets the backup. Yeah. Random connection request instantly. People think I’m about to get pitch slapped. They can smell it a mile off. So we want to, we’re always looking to circumvent the expectation and that’s why we never pitch slap.

[00:23:05] That’s where we go into the true commonality. Yes, it takes longer. But if you’re not prepared to put in a few extra minutes, get the hell out of this game because it’s not for you.

[00:23:17] Kris Ward: Okay. Hold on. I don’t even think it takes longer. I want to clarify what you said. It’s really important. I think what you’re saying is we just show up on LinkedIn and then whatever the feed gives me, I go down the feed top to bottom and I start commenting thinking this is how I make friends and it’s high school all over again, whatever.

[00:23:32] I want you to know that I’m liking your stuff. So hopeful. So I never did understand the purpose. I’m going to like your stuff and then you like my stuff. Now, it’s like a Christmas time when somebody gives you a gift card and you give them one back. What the hell are we doing this for anyhow? So that doesn’t work.

[00:23:44] So now you’ve got the strategy of, I’m going to go in and comment on your post on Steve’s post and now I’m going to go over and send you a message. Now I’m, so you may still do the same amount of comments, but now It’s strategic. You’re just not bobbling up whatever the fee gives you.

[00:23:59] Darren Gibb: Yeah. And I say 15 a day.

[00:24:01] I said that 15 DMs, 15 comments, 15 new connections, the right people, 15 comments on the right people’s posts. That’s all it takes. Because now you’re doing a strategically, you’re going to get a far greater, you’re going to be reaping the rewards that fruit. So that fruit reaps itself far greater than if you’re being random and Non strategic again, you might get more likes by your buddies on LinkedIn if you do it the old fashioned way, but I’m sorry, we’re here to do business and make money, grow businesses and solve problems.

[00:24:31] We’re not here to be popular. So therefore I genuinely do believe, him. I have clients that will maybe get to go to get about 15 or 20 legs, but I haven’t five figures months. No problem at all. It’s absolutely doable. It’s not

[00:24:44] Kris Ward: when I was in university and I was a waitress and people would say, Oh, thank you.

[00:24:48] I feel like say, don’t thank me. Tip me. Like it doesn’t matter how great I was unless you put money on the table, right? Who cares how much you like me unless you’re paying me. I’ve got family and friends that can like me or not. Okay. I think so. Yeah. I don’t think it takes more time. I think it takes less time the way you’re doing it.

[00:25:02] Oh my gosh, my head. Okay. All right. Darren, before we part, what’s the last thing you feel people should know?

[00:25:09] Darren Gibb: Oh, there’s so much. There’s so much. The last thing, there’s so much we haven’t even spoken about, Kris, isn’t there, really?

[00:25:16] Kris Ward: You know what, Darren, I’m going to put you on the spot. Here’s the thing.

[00:25:18] Yes, I’ll come back. Absolutely. All right. I think you need to come back. I have never done this once ever. We’ve been doing this for five years now. We are in the middle of this. We have got to do this again. So if you’re okay, if you’re okay, we will have you back. So don’t worry about it. Yeah, I’ve never done that before.

[00:25:34] I’m like, Oh my gosh, I could talk to you all day. Okay.

[00:25:36] Darren Gibb: So people, one thing,

[00:25:38] Kris Ward: one thing,

[00:25:39] Darren Gibb: let’s go. So one thing, one thing people need to know, need to remember. What was it you asked me? Sorry. One thing that

[00:25:44] Kris Ward: just anything. Don’t worry about it.

[00:25:45] Darren Gibb: One thing that people should know, one thing that people should know is that LinkedIn is not a game.

[00:25:51] It is to an extent, but it’s not a popularity party. LinkedIn is here for you to be able to grow your brand, which is an overused word anyway, but actually make some money. But listen, my friends, my brothers, my sisters, if it was easy and likes paid the bills, everybody would be a millionaire. I honestly do believe that you do need to and a clear, clearly if what I’m saying resonates and you dig what I’m like, you’re going to get my details, come and have a word, but invest in yourself.

[00:26:20] I couldn’t give a damn. Actually, if it was with me, with anybody else, research the coach, get the feel for the vibe. Do you like what they’re saying? Do you like what they’re doing? Will they push you? I’m not for everyone. And the second thing, very quickly attract and repel when you try to

[00:26:36] Kris Ward: we’re going to have you come back for that. We’re going to do it. We’re going to do a tracker and pal and I think what with what is giving me refreshing My fear was LinkedIn will soon turn into Facebook if we’re not strategic about it, right? Like I don’t want it just to be Facebook like here we are I thought my husband today like my post right because we’re starting to see that on LinkedIn to if you’re not willing to share the gut wrenching thing that happened to you as a child and that you moved to a new country and all this other stuff.

[00:27:00] I don’t, that’s just not who I am as a person. Even if something horrible happened to me, I move on to the next thing. I’m all about being positive. I don’t talk to my friends and family about dark things.

[00:27:11] Darren Gibb: Can I really quickly come in there, Kris? And bloody said, and this needs to be screamed from the freaking rooftops.

[00:27:18] Just because everyone says, just because Brené Brown said, vulnerability is beautiful, or whatever it is she said, doesn’t mean that is true. For you, there’s no problem in being vulnerable. There’s no problem in sharing times life was difficult. But here’s the big thing I see, Kris. And I see influencers 100, 000 plus doing it every day.

[00:27:37] Telling me about woe is me. How difficult their life is and how they were crying in the corner. Guess what? Your prospect, your potential client, they don’t want to see that shit. They want to see somebody who’s got it together. That’s okay to say from time to time. Yeah, I had a really tough client or I had a tough time with this client.

[00:27:55] Here’s what I learned and should have. Here’s what I should have done. Here’s what I’ll do next time. Those posts are beautiful. But when we’re just simply milking in the engagement, how for lots of likes and tears, forget it. Your client. That is well said. Likes and tears.

[00:28:09] Kris Ward: You’re right. I don’t want the likes and tears.

[00:28:11] It’s just not how I talk to my people on or off camera. It’s not that I’m not prepared to share my woes. It’s just not how I navigate my day. If something negative is happening, I try to turn it around really quickly because I just don’t want to be negative. Okay. Oh my gosh. Everyone else check out Darren Gibbs, please shut off the podcast.

[00:28:29] Move away. We can’t stop talking. Check him out. He’s on LinkedIn. We’ll put his stuff in the show notes. And you got to look out for him. Share this with a business buddy. Do not keep this to yourself. Share this with a business buddy. Help them out. Check out the comments. We’ll have them back for sure.

[00:28:45] Thank you. See you in the next episode.

[00:28:47] Darren Gibb: Kris, thank you so much for having me, my friend. I truly appreciate it. It’s been an absolute blast. One of my favorite podcasts ever. So thank you. And thank you to the audience as well. And we’ll be back as a famous Austrian muscle bound actor once said. We’ll be almost, we’ll be back, Kris.

[00:29:02] Kris Ward: We’ll be back. Thank you.

[00:29:04] Darren Gibb: Thank you.