Announcer: Get ready for your daily dose of marketing strategies and tactics from entrepreneurs with the gile and experience to help you find success in any marketing capacity. You're listening to Marketing School with your instructors, Neil Patel and Eric Siu.

Eric Siu: Welcome to another episode of Marketing School. I'm Eric Siu.

Neil Patel: I'm Neil Patel.

Eric Siu: Today, we're going to talk about five hacks to generating clients using LinkedIn. Neil, what is hack number one?

Neil Patel: Sure. When you're on LinkedIn, one of the best ways to get customers is to write content. Everyone thinks, "Oh, I just need to go add a ton of connections and then message them and sell them and get them on phone calls." All right. What we found is when you just post content on LinkedIn, it starts going viral because LinkedIn is the most popular social network, so they push content more than other social networks, like Facebook, because they're in need for it. More people upload content to Facebook than LinkedIn, and because of that, they give you more benefit when you upload content because they don't have enough of it.
When you do that, and assuming the content quality is high, you're going to get a lot of followers, people connecting with you, and when they're connecting with you, it's much easier to generate business and pitch them on products and services versus you first following them.

Eric Siu: The other thing I'll add is there's a tool I've talked about in the past called Dux-Soup. That's D-U-X Soup, S-O-U-P, so Dux-Soup. What I like about Dux-Soup is it allows you to ... Let's say I want to add a bunch of people. Let's say I want to add a bunch of Fortune 500 CEOs, for example. Well, Dux-Soup allows me to visit all their profiles, and at the same time, I can actually collect their emails, as well. That's separate from LinkedIn, but that's additional kind of benefit, but then also, at the same time, if they're first [inaudible 00:01:52] connection, I can message them, too.
There's a whole lot of things that you can do with Dux-Soup that I like, but how we primarily use it right now is we combine it with, let's say, a sales tool that we have, like Datanyze. Datanyze will show us who we should be reaching out to. Let's say VP of marketing at Fortune 500 companies. Dux-Soup will do the visiting, and then in my profile itself, my sub-headline will say, "Hey, we're looking to work with great Fortune 500 companies," or something like that. Then what happens afterwards is you add those people. There's some manual work here, but they are being warmed up by you. They're becoming more aware of you.
From this, we have actually gotten good conversations, good business, as well, just by using this process and using Dux-Soup to visit all these profiles. We're talking 3, 400, 500 profiles a day. Also, at the same time, you can collect their emails.

Neil Patel: The third hack I have for you is to ask people for feedback on LinkedIn.
I was chatting with my buddy, Graham, the other day, and he sells this alert notification system. It's actually called AlertFind, and what he does is he has competitors, the products are all similar in the marketplace, in which let's say you work for a big company, and there's a natural disaster. It allows companies to just text you and communicate with everyone with real ease. They're texting every single one of their coworkers or employees with a push of a button, and there's not that much differentiation in the marketplace when it comes to products, so he would hit up his ideal customers because, on LinkedIn, you can see their job title and their role, and you'd be like, "All right. This is my ideal person," and you can even see what company they work for, so you know that they're big enough and they can afford your solution.
Instead of saying, "Hey, I wanna pitch you on a product or service," he would just hit people up, saying, "Hey, do you mind getting on the phone? I would love to just pick your brain and ask you questions about this space because we're trying to figure out what to do and just looking for some feedback." What he found is people were much more receptive of helping, and when he got on the phone and found out what issues they have in the space with their existing solutions, he never pitched them on his product or service. More so, people were just like, "So, oh, what do you guys do?" "Oh, we're in the same space. You know, we have a product. We're just trying to figure out what issues companies have, and we wanna just figure out how to make sure our product solves them all, and we already have existing solution, but we don't wanna just get money from companies. We more so wanna solve their problems, and if we can't do that, we're not gonna be happy." A lot of these guys are like, "Oh, wow, would you mind pitching us on your product?"
By him just asking for feedback, he was getting the other people to start asking him if they can get a sales pitch. Then, once he started doing that, because they're asking for it, they're much more likely to close.

Eric Siu: Fourth tip for me is building on Dux-Soup, the feature I talked about earlier where you have the ability where, let's say, you ... I think you can max out at about 35,000 connections or so. You don't need 35,000. Let's say you have 1,000 or so, 500 or so. Well, let's say ... I'll give you an example. When Neil and I did Marketing School live in downtown LA, I basically took my LinkedIn, and I said, "Okay, I'm gonna filter out for all of the people, second degree connections or even first degree connections." I should say first degree connections. These are people you're connected with already.
What happened was I basically sent them a template in mail, in mail or a connection or message I should say, saying, "Hey, you know, we're throwing this event in downtown LA. Neil and I are going to be hosting it. Would you be interested in coming?" By doing that, a bunch of people that I didn't even know were my first degree connections ended up showing up, when I asked them how they heard about it, and even though they wanted to do business with us, I ended up referring the business out, but these are still business transactions that are happening.
My thing with this is if you can build your LinkedIn, continue to build it, add people that are relevant to you, you can use a tool like Dux-Soup to help you with part of the outreach process, which does help you eventually build more relationships, and that helps build more business in the long-term.

Neil Patel: Last tip, on your LinkedIn profile, one of my coworkers, Grant, made this change. He changed my bio on LinkedIn, so it has your name, and then right underneath, there's a one-line blurb about what you do and then the companies you work for and education and contacts. Before, it'd just say, "Oh, I'm a marketing expert, and this is all the stuff I do. I'm a serial entrepreneur." He changed it to marketing expert, consultant, and speaker because I'm like, "Yeah. It would be great to get more paid speaking requests." By just changing that and making it simple with the three things I do, what we found is we actually got more inquiries. The numbers changed drastically. I already get quite a bit of speaking requests, but you can always get more. We end up averaging around one extra speaking request every 1.5 weeks because of LinkedIn. That's on top of what we were getting before, all by just changing the quick little line underneath your name.
If you go to your LinkedIn profile, you can see what I'm talking about. Just put in there what do you do and what you're looking for or how you can help people, and you'll find that more people will hit you up and you'll get more inquiries. It really is that simple. It's a simple little hack, but most people aren't doing that. They're like, "Oh, how do I optimize my image on LinkedIn and everything?" They're just like, "Oh, let me add in more bios and accolades and get more people to vouch for me," but what we found, we've tested a lot of that kind of stuff, just changing that little line underneath your name, we found generates more leads than anything else.

Eric Siu: Wow, what a good hack. I'm going to steal it. That's how we do this anyway.
Before we go, we want to tell you about Supermetrics. Supermetrics is an awesome analytics reporting tool. It hooks in with Google Analytics, hooks in with Facebook ads, hooks in with your AdWords, as well, and it allows you to slice and dice the data and make reports that you, otherwise, wouldn't be able to do with the tools that you have available to you right now. Just go to supermetrics.com/marketingschool, and we will see you tomorrow.

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