Quit Cold DMs. Try LinkedIn Live! with Dean Seddon

Episode Summary

You can find Dean Seddon at:
LinkedIn: https://www.linkedin.com/in/socialsellingdean/

Dean Seddon Podcast Transcript

[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 Dean Seddon. He is a number one social selling coach in the world and we’re gonna dive into all things LinkedIn.

[00:00:14] Kris Ward: Let’s get to it. Welcome to the show, Dean. 

[00:00:17] Dean Seddon: Kris, thank you for having me. I really appreciate being on. So thank you for to tolerating me coming on with these wild shirts. 

[00:00:24] Kris Ward: Yes, he’s very colorful. You have to check ’em out online. He’s lacking, he’s not lacking personality. Okay, Dean, so you know, we hear a lot about LinkedIn and your profile page and all this stuff, but we’re gonna get deep fast here with you.

[00:00:38] Kris Ward: You’re gonna talk about the five past getting clients on LinkedIn. And it’s not just about posting and DM. We hear all about the DM. What else can we do? Let’s go. 

[00:00:48] Dean Seddon: Yeah, so thank you again for having me on. I think, look, LinkedIn, all social media is a bit of a time suck, and people feel like overwhelmed with how much stuff they have to do [00:01:00] and any amount of time not picking on influencers or anybody there, they’ll be saying comment for two hours before you post, comment two hours afterwards.

[00:01:07] Dean Seddon: It’s like, how the hell do you do anything else? 

[00:01:09] Kris Ward: Yeah. 

[00:01:10] Dean Seddon: But what I did is I mapped out five different ways you can do it and I’ll just explain them and you can quiz me on it. Obviously there’s the content one, but where many people go wrong with the content piece or posting is they post and forget the purpose.

[00:01:27] Dean Seddon: So in its my job here is to get the right people to want to know more. And so they either try and post and promote or they post to get engagement instead of posting to resonate. And that’s different, totally different game. 

[00:01:41] Dean Seddon: You can get clients with content with 200 connections if they’re the right 200 people and you’re speaking to their issues.

[00:01:49] Dean Seddon: So that’s number one. Okay. Number two, and I’ll deal with the ones where. What I call the less icky ones first. Okay? 

[00:01:58] Kris Ward: Okay. I like that [00:02:00] 

[00:02:00] Dean Seddon: content number one, which is, as I said. Then the second one is LinkedIn newsletters. Okay? And again, building a newsletter around a problem you are gonna solve. Okay?

[00:02:11] Dean Seddon: People subscribe, and then basically you are adding value into them on a weekly basis. And LinkedIn loves these. Great for thought leaders, great for coaches. People who have got a lot to say ’cause mo a lot of the time the feed doesn’t reward you doing long-winded stuff. It wants bite-sized, snackable stuff.

[00:02:32] Kris Ward: I’m gonna say I’m always surprised that the LinkedIn newsletter does as well as it does, because I do think exactly that. I think it’s so much longer than a post, and yet we do it every Friday. And of course, excuse me, there’s always this back and forth. Oh, it’s dead. It’s not dead, and we almost stop doing it.

[00:02:47] Kris Ward: But no, we seem to get a lot of engagement on that. A lot perspective, from my perspective. Perspective. I’m not saying it’s huge, but for us it, it does well. 

[00:02:55] Dean Seddon: Yeah, the great thing about the newsletter piece is LinkedIn [00:03:00] uses your newsletter to bring people back onto the platform, so it emails it out to people and LinkedIn then teases it in emails to people saying, oh, this newsletter you’re subscribed to is just published.

[00:03:13] Dean Seddon: Come and look at it on LinkedIn. And so LinkedIn’s using our newsletters to bring people on the platform. 

[00:03:19] Kris Ward: Okay. You know what? Clearly I have no clue what’s going on because I didn’t know that, ’cause I’m putting, we’re putting it out and I’m not even the one doing it. But also, I guess I’m not subscribed to anybody’s LinkedIn newsletter, which I guess, I don’t know if it’s a good argument here or not, but I didn’t know that.

[00:03:35] Kris Ward: That makes sense to me. So that works. ’cause it goes in the email, they bring them back to the platform. Okay. Silly, Kris did not know that. That’s a valid point. Okay. Continue. 

[00:03:44] Dean Seddon: So that’s a really powerful one. Then there’s LinkedIn Lives. Okay. 75% of my leads from LinkedIn 

[00:03:54] Kris Ward: really 

[00:03:55] Dean Seddon: come in lives. 

[00:03:56] Kris Ward: Okay. Yeah, I gave those up too. [00:04:00] I feel like a recovering addict of some sort here. Now here’s the thing. I’ll tell you. I am cheated a bit. What I was doing was, ’cause you can do it on streamy yard, you can set it up ahead of time as a live. So I was doing a, I might take this section outta this and then set it up for Sunday through Streamyard that it’s alive.

[00:04:18] Kris Ward: So it looks like I’m alive, except if people were, it looks like I’m a live not alive. But anyhow obviously if there was a big amount of engagement or comments, I’m not there live answering it, but that’s not my problem right now. So we’re okay with that. And then I just thought, because video is down or LinkedIn doesn’t love video, I didn’t think it loved the live, so I stopped doing that.

[00:04:41] Dean Seddon: So I’ve been doing them for five years, and literally 75% of my customers have come from lives. 

[00:04:47] Kris Ward: Then maybe you’re just really good at lives and the rest of us suck. 

[00:04:50] Dean Seddon: No. What it is and, okay we have to remember on social media we’ve got ruthless, right? Yeah. Whereas as human beings, we are now ruthless.

[00:04:58] Dean Seddon: Just look at your own Netflix behavior. If [00:05:00] the cover of the film doesn’t interest you, I’m gone. Yeah. If you put the film on, so I align everything I do. I talk about aligning to the one problem you solve, right? Because that, that will draw the right people to you. So you just rotate around the same problem and you build a community round a problem.

[00:05:21] Dean Seddon: And that sounds like weird ’cause it feels like it’ll be negative, but it doesn’t have to be negative. 

[00:05:26] Kris Ward: Yeah.

[00:05:27] Dean Seddon: But then you get people coming in, going, yeah I want to know how this works, how this all plays out. And I’m getting like 3, 4, 500 people onto a live. But I’ve been doing it with some clients and they’re doing the same because they’re just rotating around the problem.

[00:05:42] Dean Seddon: Whereas often what we’ll do is do I’m not gonna diss anybody here, but you do a lunch and learn. Yeah. And when you think about how people get the notification, they get the notification of the first few words of the live, and you’ve burnt the learn the name of the live with lunch and learn.

[00:05:57] Dean Seddon: Oh yeah. I don’t care about lunch and learn. No. But how do I get [00:06:00] lead on LinkedIn? Good hook. 

[00:06:01] Kris Ward: Okay. So it comes back to good hooks. Okay. So let me not dive too deep into this, but how long are your lives approximately? 

[00:06:08] Dean Seddon: I did some research and found that the optimum time is 47 minutes of me talking.

[00:06:13] Kris Ward: Really? 

[00:06:14] Dean Seddon: Yes. Oh my gosh. 

[00:06:15] Kris Ward: Okay. I was doing them around 15 minutes and I thought, God, if they listen to me for 15 minutes 

[00:06:20] Dean Seddon: now, this is where 15 minutes works against you. 

[00:06:23] Kris Ward: Okay?

[00:06:24] Dean Seddon: When LinkedIn, you go live, it can take five to 10 minutes for LinkedIn to even notify people. You 

[00:06:32] Kris Ward: are welcome. Oh, okay.

[00:06:33] Dean Seddon: So they’re coming on Yeah. As you are going off. 

[00:06:37] Kris Ward: Okay. All right. That’s helpful. Okay oh my gosh, I’m overwhelmed here. Everybody take a moment. So are you just, I know. Okay. I know. There’s no shortcuts. So you’re, what are you doing? Are you just getting on there and talking for 47 minutes by yourself?

[00:06:52] Dean Seddon: Yeah. 

[00:06:53] Kris Ward: Okay. 

[00:06:54] Dean Seddon: So it, I sometimes tell people to put guests on because it can be a bit difficult if you’re doing it on your own.

[00:06:59] Kris Ward: [00:07:00] Yeah. 

[00:07:00] Dean Seddon: But the reason why they work is, if you think about it, if I’m live talking for 47 minutes and you are on yeah. By the end of that, you either love me or you hate me.

[00:07:08] Kris Ward: Yeah. 

[00:07:09] Dean Seddon: And if you’ve been there for 47 minutes, you’re like, I’m ready to talk to you, Dean. And

[00:07:14] Kris Ward: okay. Can we though, does this again, here’s Kris’s shortcut. Could I repurpose a podcast interview like you doing this so I you took the, if I gave you this and we took it, can we put it up as a live or can you 

[00:07:31] Dean Seddon: Yeah, you can push it out as delayed live.

[00:07:33] Kris Ward: Okay.

[00:07:34] Dean Seddon: Or prerecorded live. But I always recommend showing up in the chat as you go. 

[00:07:39] Kris Ward: Okay, so would you recommend, do we, so I, let’s say I’m on a podcast and we’re talking about our leadership program and we find, hired, onboard virtual assistants and they ask really great questions and we’re diving into it and all that stuff.

[00:07:51] Kris Ward: So I could put that up. As a live on Sunday, here’s the whole podcast interview and I could be there to answer questions. I’m fine with that. But then Lisa, I don’t have to just [00:08:00] stand there railing on by myself ’cause I’m not so interesting by myself. I’d be lucky if you’re interested in me in talking to somebody else, but could we just throw that up?

[00:08:09] Kris Ward: It’s a podcast interview. It’s dynamic and they really can’t tell whether it’s live or not live. Just like the other one I did for 15 minutes. Or should I do a quick little intro of, here I am. I wanted to share this podcast interview with you. ’cause there’s really, yeah,

[00:08:22] Dean Seddon: I would just do the podcast, push it out as if it’s live.

[00:08:24] Dean Seddon: As if it’s live. Just straight up. 

[00:08:26] Kris Ward: Okay. I can do that. Okay. Okay. All right. Yeah. 

[00:08:28] Dean Seddon: Now the bit people miss here with this is when you go live, when you create a live event, there’s a little button there that says share. 

[00:08:38] Kris Ward: Okay. 

[00:08:38] Dean Seddon: And there’s a button called Invite. 

[00:08:40] Kris Ward: Okay. 

[00:08:41] Dean Seddon: And you can invite a thousand of your connections to come to the event.

[00:08:45] Kris Ward: Oh, I didn’t know that either. Okay. 

[00:08:47] Dean Seddon: So literally I can invite a thousand people per week per Okay to an event. So if I do one a month, I can invite 4,000 people. 

[00:08:57] Kris Ward: Okay. And it’s just forgive me for saying this, but [00:09:00] back in the old days with old days gather around children with Facebook, when you invite them to a group, like it’s not spamming them. Like when you get this thing, does it go in their DM? We’re not spamming them?

[00:09:09] Dean Seddon: No. It goes into that where their connection requests are. 

[00:09:12] Kris Ward: Okay. Okay. 

[00:09:13] Dean Seddon: So It’s like in the Grow tab. Okay. 

[00:09:15] Kris Ward: So 

[00:09:16] Dean Seddon: I get roughly about 10 or 15% people. Okay, fine. Sure. That’s better than zero for sure.

[00:09:22] Dean Seddon: Yeah. And then the way they work is obviously people get notified by LinkedIn that it’s live. Okay. And the people who’ve opted into the event get notified as well. Okay. And I get about 30% of people watch the live. Not all live, but definitely about 30%. 

[00:09:40] Kris Ward: So if I aired the podcast show that I was on, that’s fine.

[00:09:43] Kris Ward: It could be playing. I could just be here, do my thing, and then check in for messages while I’m doing that, like that’s fine. I could do that. Do you do at the same time every week? 

[00:09:53] Dean Seddon: I try to, so I do two o’clock on a Friday. 

[00:09:56] Kris Ward: Okay.

[00:09:56] Dean Seddon: Every Friday where I can, sometimes I have to miss it ’cause if I’m [00:10:00] traveling.

[00:10:00] Dean Seddon: Yeah. But it’s been one of the best things I’ve done to build that sense of depth of relationship with my network. 

[00:10:08] Kris Ward: Okay. I bet you it’s because you’re consistent. The rest of us tried it in a board. Yeah. 

[00:10:13] Dean Seddon: Just bailed. And if you think about it what gets people to buy from you. It’s not how good your service or your product is, 

[00:10:20] Kris Ward: right.

[00:10:21] Dean Seddon: It’s, that’s part of it, but it’s, can I work with you? 

[00:10:25] Kris Ward: I get that, but I just looked at people doing their lives as I scrolled by and I think, oh, poor Dean sitting there talking by himself. That’s so sad, right? Because I just assumed who’s gonna stop? It’s so hard to get somebody to read a post and you want them to sit there for 45 minutes to listening to you. I did not see that as being a, an option. 

[00:10:44] Dean Seddon: So there’s, you’ve gotta remember, there’s always, if you think about YouTube, you think about LinkedIn. Yeah. There is always the two tracks. There’s the people who want little posts and they’re scrolling and there’s the people who want long form. Okay. It’s not that they’ve [00:11:00] one’s died and the other one’s grown. They’re just different tracks.

[00:11:04] Kris Ward: That is true. Now I. I find that a lot of my clients are like me. They really, they’re the go-to people in their life. They’re doing great. They look like they’ve got great accolades. They look great on paper, but they are working way too many hours for where they are at this point in their journey.

[00:11:24] Kris Ward: So that’s how it all unfolded for me in the beginning. That’s a big part of the story. That’s fine. Always just thinking if I went faster, work longer hours, I’m almost there. Almost there. And then you’re just making yourself crazy. So is that, so not only do I have concern that A, my clients don’t have the time for that, but B, we have so many things similar to our history and I’ve never watched live like I’ve been on them, but I’ve never sat down and watched one. So I assumed if I wasn’t watching them, nobody’s watching them. 

[00:11:51] Dean Seddon: Yeah. A hundred percent. And I would do the same. I would having said that I love watching videos on YouTube about stuff. And I, and when I think of it, I’ll sit [00:12:00] there and watch things for ages. 

[00:12:02] Kris Ward: Yeah. 

[00:12:02] Dean Seddon: But I think it’s just because there’s also this thing, why would somebody watch me?

[00:12:08] Dean Seddon: For this length of time, but they do. I did one with somebody and they went for two and a half hours and I was like, oh my God, we cannot stay on LinkedIn for two and a half hours. There was 11 people watching for two and a half hours. Wow. Okay. And I think it’s just because we don’t see ourselves doing it.

[00:12:25] Dean Seddon: We think nobody would. Okay. To answer your point, one of the things that’s really good about the live is obviously you know who signed up so you know who you potentially follow up with so you know who’s signed up. You don’t know who’s shown up, but who’s signed up. Yeah.

[00:12:42] Dean Seddon: But to actually do a LinkedIn live. Other than planning for the hour, which should be on your topic anyway, so it shouldn’t be like overthinking work. 

[00:12:52] Kris Ward: Yeah. 

[00:12:52] Dean Seddon: You’ve got a presentation to plan for. A conversation to plan for, which lasts 47 minutes and you’ve gotta invite a thousand [00:13:00] people from your network, which takes you about 15 minutes a week.

[00:13:03] Dean Seddon: If you did that once a month, it’s probably four hours work a month on LinkedIn. Yeah. The only thing that I would say is if you want the best revenue out of it, where could be handy, and I know most business owners are not great at this because it feels a bit uncomfortable, is getting either a, somebody to help follow those people up.

[00:13:23] Dean Seddon: I don’t mean pitch them, but Yeah. Did you get the replay? Yeah. And more personal. You make that the better. 

[00:13:30] Kris Ward: Yeah, I, no, we could do that. Okay, so we’re gonna be, we’re now getting back into doing webinars. ’cause we’ve opened it up. We used to just do private coaching. Now we’re doing what we call the winner circle.

[00:13:39] Kris Ward: We got a group coaching opportunity, so we’re gonna do, be doing webinars, so the webinar is a slideshow and all that stuff. Should I do a light version of that webinar I’m gonna do in the live or just talk about what we’re gonna be doing? I feel like those should go together. 

[00:13:55] Dean Seddon: If you do your webinar Yeah.

[00:13:57] Dean Seddon: And you’re doing your webinar wherever. [00:14:00] 

[00:14:00] Kris Ward: Yeah.

[00:14:00] Dean Seddon: The smart thing to do is build a LinkedIn event as if live. 

[00:14:05] Kris Ward: Okay. 

[00:14:05] Dean Seddon: And just set the join link to your webinar landing page. 

[00:14:10] Kris Ward: Okay. 

[00:14:12] Dean Seddon: And then I’ll tell you this, but don’t tell LinkedIn. There are certain tools where you can find. Maybe message me privately about this.

[00:14:19] Dean Seddon: ‘Cause it’s always gonna, there are certain tools where you can see who’s signed up for your webinar on LinkedIn. Okay. Okay. And then all you do is it gives you their email address and you just drop them all an email, saying, here’s the reminder. Okay. And here’s the link to join. And it’s not on LinkedIn, but you filled your webinar 

[00:14:36] Kris Ward: right 

[00:14:36] Dean Seddon: from LinkedIn.

[00:14:38] Kris Ward: Okay. All right. We’ll be chatting. Okay. All right. Have I asked enough intelligent questions about, ’cause you don’t know what you don’t know, and I didn’t know any of this for the lives. I, they, I think they’re highly underrated. Is there anything else I should have been asking you about this? 

[00:14:51] Dean Seddon: That’s pretty much it.

[00:14:52] Dean Seddon: Okay. The big thing that most people forget to do is the invites. Most people go, oh, I don’t think we forgot. I think we just didn’t know. Yeah. [00:15:00] So the invites are like, killer. Okay. And that makes it the whole thing work. 

[00:15:04] Kris Ward: Oh my gosh. Okay. Oh my God. I barely have time to talk to you, Dean. I gotta go set up a live.

[00:15:08] Kris Ward: All right 

[00:15:09] Dean Seddon: So the other thing that works, and maybe I’ll dance over one and then come to the big one, which is a little bit scarier, but is the best in terms of getting results. So there’s what we call social engagement, which is where I’d comment on your posts, I might chat with you in the DMs and then say, Hey, should we have a virtual coffee?

[00:15:27] Dean Seddon: And that’s what most people do. It’s not really, it’s not bad, but it’s a bit of a slog. 

[00:15:33] Kris Ward: Yeah. 

[00:15:33] Dean Seddon: So even our own team struggle with doing that because of the organization and what have you. But it’s not bad. But there’s one that actually is really powerful and it is a shorter version of that, what we call hyper targeted prospecting.

[00:15:50] Dean Seddon: And literally what you do is you might connect with somebody, I connect with you today. I’m not gonna pitch you straight away ’cause that’s annoying, right? But I might engage a [00:16:00] couple of times in that one week. 

[00:16:01] Kris Ward: Yeah. 

[00:16:02] Dean Seddon: Then I send you a very personalized Loom video. 

[00:16:08] Kris Ward: Okay. 

[00:16:09] Dean Seddon: And I get a 22% meeting booking rate from doing that, and most people can get about 11%.

[00:16:21] Dean Seddon: Okay. Go ahead. So let’s say for an example, you are, you connect with a whole lot of business owners and you know that they’re doing far too much work. Yeah. They’re stuck in it and you can see, I dunno, let’s say you see their LinkedIn and they’re inconsistently posting and their website’s a bit outta date, and you get the sense of they’re overwhelmed.

[00:16:43] Dean Seddon: They’ve got too much to do. Yeah. 

[00:16:44] Kris Ward: Yeah, 

[00:16:44] Dean Seddon: you drop them a, a loom video where you record it on their profile, not because it’s anything to do with their profile, just because they see their profile on the video and go, what’s this? 

[00:16:52] Kris Ward: Yeah. 

[00:16:52] Dean Seddon: And you look, you’re a business owner. You’ve got some really big ambitions to grow, but I know what it’s like and you do your little spiel of the [00:17:00] pain points and say, look, I’m gonna show you a couple of things about how you can make more of your time as a business owner, how you can get better use of VAs if you’ve been using them, how you fixed for Tuesday at two.

[00:17:12] Dean Seddon: And you would think, why would that work any better? What most people don’t realize is the reason why Mo most DMs fail is because people are sick of getting the same types of DMs. And people are sick of getting generic DMs. Yeah. But when you send this little Loom video where it sees that actually you’ve spent two minutes of your time looking at my business 

[00:17:35] Kris Ward: Yeah.

[00:17:35] Dean Seddon: And seeing me, this video, that novelty factor, that personal factor, rockets up the response rates. 

[00:17:44] Kris Ward: I do use video a lot. Even if somebody sends me a referral, the first thing I do is send a video to the person, like the new person saying, Hey, so and so sent me. And I’ve checked it and like you said, I have their website up.

[00:17:54] Kris Ward: I’m showing me, I’m showing them, and then people act like I took the afternoon off and put together production. [00:18:00] Like frankly, it’s just quicker. They see my face, they hear my voice. Now they’ve already had one mini. It is meeting with me in their mind, but secondly, it’s much easier to type than typing it out.

[00:18:11] Kris Ward: I obviously can talk quicker, so I agree with you. The video has leverage for me. I think it’s a really good point because for me, a lot of my clients hide their secret, like everyone comes on. A lot of times I’ll get clients through this, this process here and we’re talking and they get to know me and then they go.

[00:18:28] Kris Ward: So actually, and then they start to tell me like, I am burnt out. I’m working. Yeah, I’m doing all these great things, but I can’t keep it up. And so that was part of it is I don’t wanna be presumptuous and assume you’re struggling, but you’re right. I can be pointing out like, Hey, this may be an accident, but I notice here you’re inconsistent with your posts.

[00:18:46] Kris Ward: And often, a lot of times I see that as somebody just trying to keep up. So here are some things. So I do think. It’s sincere, it’s customized. And then if I’m wrong. But I do think the stuff that we do, we have very tangible takeaways. So worst case scenario, I’m [00:19:00] wrong. And I give them some tips.

[00:19:01] Kris Ward: Yeah. Okay. I like it. I like it. Yeah. All right. 

[00:19:05] Dean Seddon: Oh my gosh. I think. Those are the five paths. And I think often what happens is people approach DMs and people approach content and think that’s their only way. Yeah. And then when you get into the content game, you get in this rap race of that didn’t get engagement, and more followers, and it becomes like you’re serving the platform rather than it’s serving you. 

[00:19:29] Kris Ward: Yeah. 

[00:19:29] Dean Seddon: Yeah. And the same with DMs, because you’re like I don’t know what to say and I don’t know how to do it. You end up sending copy and paste stuff and that doesn’t work and it leaves you a little jaded about should I send DMs? ’cause you, the ones you get are horrible.

[00:19:42] Dean Seddon: Let’s be honest. Most of, yeah. Yeah. Awful. And we don’t wanna be that person. But when you go the extra mile, a bit more personal, you do what other people won’t do. You get way better response. So I think that’s really, and I think the downside for many people is one, they think it’s a binary choice. [00:20:00] And then two, and I know you’ll get this, is.

[00:20:03] Dean Seddon: Yeah, because it’s social media. I know it’s LinkedIn, but social media, we don’t approach it like we would like, do you know what we’re gonna do a direct mail campaign? They would think about it carefully. They would, yeah. They would organize it so that it’s manageable. Comes to LinkedIn, I’ll do a bit of this, I’ll do a bit of this.

[00:20:21] Dean Seddon: I’ll buy this course, I’ll do this course. Yeah. And it’s just no focus, no structure, but wanting structured, focused, repeatable results.

[00:20:30] Kris Ward: It’s really interesting to me too, because I think in what you speak of with the DMs, it’s either you get pitch slapped or. I’m sorry I barely have time to talk to my family this much and we’ve become, you wanna be my best friend.

[00:20:42] Kris Ward: So then it’s okay, I’m trying not to pitch you, but now I’m equally annoying ’cause I’m trying to be your best friend. And I think it’s really interesting to me how our cross paths cross because boy, oh boy, as LinkedIn grows in. Respect and popularity. All of a sudden you look, and now everybody, you’re a LinkedIn expert you’re a LinkedIn [00:21:00] expert, and then you check their profile.

[00:21:01] Kris Ward: You’ve been a LinkedIn expert for eight months or whatever. I was unemployed and then I went from zero to Hero and LinkedIn, two years ago. It’s fine, but so it’s really hard. I’ll give you this big compliment. It’s hard to have people on the show when they say they wanna talk about LinkedIn.

[00:21:15] Kris Ward: Okay. What do you wanna talk about? Because it’s been done, it’s been talked about. So I have to say this is all really refreshing content, which I think is a big compliment in an arena that I feel like is starting to become saturated. What can you tell me different about LinkedIn?

[00:21:31] Dean Seddon: I think, and we had this conversation at the beginning.

[00:21:33] Dean Seddon: Yeah. And it was like, I think the issue is most, I’m gonna say it. I’m gonna say it. Sorry. Go ahead. Most of the people who are teaching LinkedIn are just really good at content. It’s 

[00:21:45] Dean Seddon: not what they’re good at LinkedIn. They’re just really good at content. And so what happens is you go, oh look, they got a hundred thousand followers.

[00:21:51] Dean Seddon: And look at every post blows up. They must be loaded. Yeah, that’s true. Unless you are prepared to do what they do. It’s content [00:22:00] creators giving billionaire. This is how you could become a billionaire. To a small business owner. Yeah. It’s not quite transferrable.

[00:22:07] Kris Ward: Yeah. No, that’s a really good point.

[00:22:09] Kris Ward: We still, it’s hard not to say, this person, they got, their engagement through the roof. So then we assume you’re right that they’re making, they got all this time and money. Absolutely. Okay. Oh my gosh. Alright, so you really are coming at this from a different perspective. I quite like it.

[00:22:24] Kris Ward: Okay. I don’t even have any more intelligent questions. Tell us what we don’t know. Speak all master Dean. 

[00:22:30] Dean Seddon: So I think some of the things that you need to think about with LinkedIn and I call it the five ones. Okay? So if you are. Stretch for time. If you’ve got more than you need to be doing, you’ve got enough client work to deal with, an aDMin to deal with.

[00:22:46] Dean Seddon: You can’t devote three hours a day to LinkedIn. 

[00:22:50] Kris Ward: Yeah, 

[00:22:50] Dean Seddon: You have to approach this from the five ones. 

[00:22:53] Kris Ward: Okay. 

[00:22:53] Dean Seddon: So I have to remember the five ones now. So what’s the problem I’m solving? 

[00:22:58] Kris Ward: Okay, problem 

[00:22:59] Dean Seddon: [00:23:00] one, what’s the offer I’m selling? Okay, who am I selling it to? Yeah, and what’s my process to do it and can I stick to this for a year?

[00:23:15] Kris Ward: And the offer, how many times in a week are we promoting that offer? 

[00:23:20] Dean Seddon: It’s not necessarily about promoting it in that direct sense. Got, ’cause if you were doing a webinar Yeah. You are. Or live, you’d be talking about the problem. 

[00:23:29] Kris Ward: Yeah. 

[00:23:30] Dean Seddon: And then sharing stories of how you’ve helped people solve it.

[00:23:33] Dean Seddon: Yeah. So it’s almost like your A plot is people coming for tips. But your B plot is, I’m actually showing you, I solve this all the time. The biggest problem many business owners have, many people on LinkedIn have is in their heads they have two or three audiences and they could sell this and they could sell that and they could solve this problem and they could solve that problem.

[00:23:56] Dean Seddon: And then you think about it and you go in your head, you’ve probably got three different [00:24:00] problems. Three different offers, three different audiences. What do you do? So then the profile starts to try and appeal to everybody. All of those three groups tries to sell all of those three groups. And every time you go, oh, I could say this.

[00:24:13] Dean Seddon: You go, oh it doesn’t fit with them. And what you end up, 

[00:24:16] Kris Ward: I think you end up looking like a flea market. I’ve seen those, and you’re like, you look like you’re, a marketplace here. Okay, back to the lives for a second. I know this is really, I, maybe as I ask it, it’s a silly question, but do you have a day that you you are doing yours on Friday.

[00:24:30] Kris Ward: Do you think it matters or as long as people know it’s that day? I don’t think it matters so much. There’s obviously things like, don’t do it on a Monday morning. 

[00:24:39] Kris Ward: Yeah. Okay, 

[00:24:40] Dean Seddon: gotcha. I found that actually even evenings works well on LinkedIn. 

[00:24:44] Kris Ward: Okay. Alright. 

[00:24:45] Dean Seddon: So literally seven o’clock in the evening works really well because a lot of the people are then out of work.

[00:24:51] Dean Seddon: If they’re really stressed out, busy during the day, that can be something they can do once they’ve got home. But the reason I’ve shifted to Fridays is [00:25:00] because generally now since COVID, we tend to friday afternoon’s kind of settled down bit.

[00:25:05] Kris Ward: Yeah. We’re getting, we’re looking at the door affectionately.

[00:25:08] Kris Ward: Yeah. Yeah. Okay. So it’s a 

[00:25:09] Dean Seddon: good time. It’s a good time for, 

[00:25:11] Kris Ward: so you’re more aiming for when people are less focused, really like you’re Yeah. The off hours. I got you. Yeah. Okay. Oh my heavens. Oh, people write his name down ’cause we may have to bring him back. I’m just saying. Okay. Okay, Dean. Alright. We’re almost, give us one little thing we could talk forever. Give us one more little thing as we wrap this up. 

[00:25:32] Dean Seddon: One more thing. So if you are really focused on making LinkedIn your primary channel 

[00:25:38] Kris Ward: Yeah. 

[00:25:40] Dean Seddon: Everybody who’s really curious about you, you trigger their interest in some way is gonna go back to your profile. 

[00:25:46] Kris Ward: Yeah. I’m 

[00:25:47] Dean Seddon: gonna, I’m not gonna say optimize your profile because it’s been done a million times, but if I was curious about the problem you solve, could I find how you can solve it for me?

[00:25:59] Dean Seddon: ‘Cause the most people’s profiles, I go and they tell me they do it. But when, I’m curious to know, so how does it work? Can’t find it anywhere. 

[00:26:09] Kris Ward: Okay, so make sure we understand how, so we find, hire and onboard virtual assistants for entrepreneurs and we put them in our leadership program.

[00:26:16] Kris Ward: Yeah, that’s the big part. That’s step one. We’re not a VA agency at all. It’s just everyone. All my clients think they either need more help more time, or yeah, work faster. But that’s the part they’re interested in and that’s what they come for. Now, of course, we work with them and we do all this. Stuff for them.

[00:26:31] Kris Ward: We set them up for success. ’cause most of the time these VAs fail ’cause people just throwing tasks at them. The house is on fire, doesn’t work. So to, am I still answering the how of, hey, we find, hiring onboard virtual assistant, put them in a leadership program for you. So that’s a big piece of it. Is it enough how. 

[00:26:50] Dean Seddon: So if I was going to your page or anybody’s page Yeah. And I was a prospect, I would look at your banner. I would scroll down and I would be looking for signs of, so how does this work? What’s involved, why should I do it? Does it, how much time is it gonna take? I’ve got, yeah.

[00:27:06] Dean Seddon: Yeah. And the most people don’t realize is somebody needs to see what you offer at least seven times before they, they’re buying. Buying it. Yeah. And you not having it present means that they have to pro, you have to proactively tell ’em about it. Yeah. Where they could passively consume it. 

[00:27:26] Kris Ward: Got you. Oh my gosh. Okay. I would assu, where can we find more of your brilliance? I’m assuming it’s LinkedIn. 

[00:27:33] Dean Seddon: LinkedIn profile, and LinkedIn Live every Friday. Two o’clock. Okay. Oh my, that and 10:00 AM East. 9:00 AM is that right? 9:00 AM Eastern. 

[00:27:41] Kris Ward: Okay. Oh my gosh. This is fantastic. Dean. Thank you so much.

[00:27:45] Kris Ward: Everyone, please share this with a business buddy. Do not have them banging around by themselves. There’s tons of takeaways here. We really wanna share this and we keep reading every one of your reviews. Please. Just, we love them. Keep sending them. Thank you so much. Thank you again, [00:28:00] Dean. We will see everyone else in the next episode.

[00:28:03] Dean Seddon: Awesome. Thank you.