Overview:

The podcast discusses strategies for generating leads and managing opportunities on LinkedIn. It emphasizes having a clear target audience and publishing engaging content. Automation tools are discouraged as they can get accounts banned. Software was introduced that helps users strategize connections, track messaging conversations, and manage leads as opportunities in a CRM-style dashboard. The software aims to make lead management on LinkedIn easier through features like adding deals to profiles with one click. Pricing plans and an ambassador program were also mentioned. Overall the discussion focused on how to effectively build and nurture professional connections on LinkedIn through content and relationship-based outreach.

Takeaways:

• LinkedIn strategies require understanding your target audience and positioning your profile accordingly. Automation and scraping tools often lead to account bans.
• Sales Navigator is a useful premium LinkedIn tool that shows engagement levels and helps target connections.
• It's best to limit connection invites to high-quality, personalized outreach rather than mass invites. Engage with connections' content.
• Two types of useful LinkedIn content are educational content about your expertise and personal stories that build emotional connections.
• Polls are an effective way to generate engagement, but videos generally get less views.
• Opportunities from positive poll interactions or comments should be followed up on directly via direct message.
• A CRM is needed to effectively manage LinkedIn opportunities and conversations from a sales process perspective.
• LinkedIn ads can be effective if targeted, but the platform has historically been clunky. Smaller budgets work better with account-based approaches.
• An ambassador program provides upside for partners through commissions and company shares from client referrals.
• Summarizing podcast episodes is a way to generate more engaging content and interviews on topics.

Automatically-Generated Transcription:

We're gonna now hand the reins over to Alex.

And the way we're gonna do this one is we're gonna do a f A Q about, yeah, about really what's happening on LinkedIn, what the latest things are.

Oh yeah.

In terms of LinkedIn marketing, LinkedIn lead generation, all of that sort of, yeah.

Thanks.

Yeah.

Welcome Alex.

Great to, great to have you here.

It's good first session.

Excited.

Yeah.

Yeah.

No, that's, that's awesome.

See, we met each other quite a long time ago, even before, not met in person, but on the phone even before I think you started influencer, so it's been quite a, it Was just, it was just prior, I think.

Yeah.

Yeah.

I think, I think you were starting it, but it did, it obviously it didn't have any traction.

It was, uh, an idea or in the first sort of months back then, but over that period, Alex, like what's the, going through it, what are the biggest mistakes that you see that people need to avoid on LinkedIn when they're, you know, looking for sales opportunities?

I think there's a few.

One, the biggest mistake I think is not leveraging it consistently.

So strategy, not doing, not leveraging that strategy consistently.

So a lot of people will go on sporadically connect with a few people here and there and they use a very generic style approach, uh, which we've all probably been a victim to, where you receive an invite and it's so generic.

You can basically take, uh, tell it to copy and paste template.

So I don't think people take, they play the numbers game and they don't base their strategy on quality.

And I think this running a successful LinkedIn strategy is very similar to a puzzle.

There's so many different moving parts and it all needs to come together for it to be successful.

Taking time to understand your outcome and that outcome on LinkedIn has, on any social media platform or marketing, um, strategy has to be tied into your sales objectives.

So if your sales objectives are to generate 200 grand in the next quarter, what's the path of least resistance to that?

Okay, one product may convert better than another product.

So the, and it might have a bigger deal value.

So knowing these sort of things will help you formulate a better strategy.

And I think people just rush into it too early.

They think it's just a matter of understanding the audience and most people don't even update their profile to be targeted and relevant to that audience or be best positioned themselves.

So there's a lot of moving parts.

So I think strategy, um, so taking time to develop that, then doing it consistently.

So you gotta figure out how do I do this on a day-to-day basis?

Now for some people that might be blocking 30 minutes in their calendar every day to um, send out invites, follow up with a message, get back to people that have actually replied to 'em, put up content, et cetera.

So figuring out a way to do it consistently.

And then the recent one that we've seen, which is getting a lot of people banned, is using automation tools and bots Stay away from 'em.

This is just my personal, um, opinion and especially in the last three years 'cause our business has developed over time.

We started as a training organization, then opened up a consulting, mentoring arm, then we did manage services.

'cause people said, listen, I don't have time, just do it for me.

And now we've gotta, we've pivoted to become a technology company and I can share more on that later on in terms of the software we developed.

But explicitly, LinkedIn says that if you automate or scrape any of their services or their profiles, literally you can get your account banned.

And we've had clients that have had their account banned, literally haven't been able to access it at all anymore or for six to nine months.

So I think automation tools stay away from it.

Yeah, interesting.

Yeah, no that's, and so in terms of finding, connecting, starting conversations, what's the best way to do that?

If you wanna do, similar to what Cody was talking about before, you wanna get appointments with key prospects.

What sort of best practice are you finding at the moment?

The most powerful tool, which is a premium option, is sales navigator.

Some of you have probably used it.

So right now there's over 700 million, I think 754 million last time I checked.

But you know, lot, lots of members on there.

How do you find your specific audience?

So Sales Navigator enables you to drill down from that 700 million pass to, let's say the 250,000 lawyers in Sydney who own their own companies have one to 10 staff and have the title c e o or lawyer or principal.

So you obviously gotta know your client avatar and then by putting that into Sales Navigator, it'll give you a more refined search.

And one of the awesome features of Sales Navigator is that it actually tells you out of that 250,000, which one of which percentage of those, and at list of who has been putting up content in the past 90 days.

So the cool thing about that is you're able to, sorry, it's past 30 days, you're able to engage with their content before you even reach out and connect with them.

So then they're like, oh it's Scott.

He's been liking and commenting on all my posts.

Now this isn't good.

But in this context it is right now a lot of people don't get much engagement on their posts.

So if they get any, there will be a couple of likes or a couple of comments.

So when you leave a comment on, it's gonna be noticed at the moment.

Probably not gonna be the case in a couple of years when everyone catches up.

But so when you reach out and actually send an invite to let's say Jane or to James or whoever it is, James will be like, oh it's Scott.

He's liked and commented on my post.

He, your acceptance rate will go through the roof.

Your, the people that actually accept will reply not all, but more than just sending an invite.

So yeah, sales and that's just some of the features about Sales Navigator.

It's amazing.

Definitely recommend using it.

I think there's a 30 day trial as well.

So Yeah, that's good.

Scott, I noticed you put your hand up.

Yeah, I was just, do you wanna ask a question?

Yeah, just Alex, with that automation tool, is it okay if you're using it to post stuff on your, on, on a profile to use an automation tool?

Is that still okay?

What are you putting on your profile?

Oh, it's just if someone's putting something on Facebook, Instagram.

Oh yeah.

So you mean posts like content?

Yeah.

Yeah.

So good question, yes, they, they do still ban that.

So you do run some sort of risk.

And this is what happens when you use any type of automation, especially around content.

Um, LinkedIn will pick up that you are doing that and automatically you'll reach, so let's just say assume that you are getting 2000 views per post by them detecting that you are using automation, then it will be literally cut down by let's say 75%.

So it a dramatic reduction.

Now that's, I'm not saying it's exactly 75%, but it's huge because if you, if let's just say we own LinkedIn, what's our goal?

Our goal is to get as many people on that platform using it consistently every day.

'cause the more we do that, the more we can charge for advertising and so on.

So yeah, I, I wouldn't recommend if you want more reach, I wouldn't recommend using automation.

Yeah, no, that's interesting.

So if you're gonna, 'cause obviously we're all like limited in time yet, how would you suggest using your time on LinkedIn to get maximum, maximum bang for Buck?

So the best thing to do is formulate your strategy, get clear on your outcome, understand who your audience is, come up with that client avatar, write your profile.

And then once you've done all that, obviously knowing how to use Sales Navigator to find that audience and connect with them, get a bit of a structure put in place and then go and find someone on online jobs.ph, right?

So essentially for less than I would say a hundred to $200, not even you could find someone to run this campaign for you every week.

So essentially what you do is you say, okay, here's the invite I wanna send out.

I wanna send out 10 10 a day for example.

This is a script I wanna use.

Now in saying that you don't want a templated script, you either provide the script to that person or you go for as targeted script as possible and you give it to your va, they send it out, they'll let you know which they can engage with the content, they can let you know which private messages are in your inbox and then you essentially reply back to 'em so you can outsource it to some degree.

And there's ways around that so that LinkedIn obviously don't pick up that someone else is accessing your account for security reasons.

Again, when we ran the managed services business, that's essentially what we did.

We had team members literally running the campaign for our clients.

And just on that note, probably about two, three months ago, LinkedIn made a massive change before you could send out, we were sending out 50 invites per day for our clients.

So now they changed it and they've put a a cap on the number of invites you can send out per week.

And I think this is a awesome move.

So you can only send out a hundred invites per week now on LinkedIn.

So it's capped and that has cleaned up the platform I think 'cause it was getting a bit spammy.

There were a lot of cowboys on there just sending out mass invites and playing the numbers game.

So really if you wanted to develop strong relationships and turn those into sales, send five 10, but make sure they're targeted.

Read the person's profile and send something that's relevant to them and engage with their content.

I think you're muted Scott.

Sorry.

Yeah, so in terms of content on LinkedIn, Alex, what's the best type or what sort of content do you recommend video written?

How do you angle it towards your avatar, that sort of thing.

So there's, okay, so there's two types of content to share on LinkedIn and I'll take you guys through this very high level, but the same process that we take our clients through.

So basically the first thing you need to do is sit down and think of your main topic, what you want to be known for.

'cause there's two ti when, so why do we put up content?

We putting up content one to put quality content up in front of our audience that builds our authority, builds our influence, thought leadership and so on.

There's two ways to really do that on LinkedIn.

There's educational content and then there's personal content because you want people to buy into you as an expert, which is the educational part, but you want them to buy into you emotionally as well.

So the educational piece, it's a matter of sitting down going, okay, what's the topic I wanna be known for?

So for example, for you Scott, it would be copywriting and then what would be some subtopics of copywriting would you say?

Head headline, writing offers, particular niches, that sort of thing.

Perfect.

And I can give everyone a, we've got a spreadsheet that literally takes you through this process.

So if you guys uh, want access to that, let Scott know.

No, he can send it through or myself.

Um, so you go, okay, that's the subtitles.

Now it's a matter of putting up stories, sorry, content that's story based.

So if Scott just did put up a story saying here's seven ways to generate more open rates with your emails, it's not as compelling as putting up a post that says, I was speaking with a client last week and he was having major issues getting open rates for his industry.

His open rates were like 15% and he was getting 2%.

And he asked me for my feedback.

We're having lunch and over in North Sydney, probably not now 'cause everything's in lockdown, but we're having a lunch at a private dining location.

And you need to make a context back so you can say, I was having lunch, he was having this issue, I gave him some tips.

Here they are.

So that's more engaging 'cause it's story based than just saying here's my seven tips.

It's the classic five Ws of journalism.

So who, when, why, what, where.

So you gotta write your stories based content based on those five wss.

So that's the educational piece.

Then you've got the personal stories, which helps your audience build a connection with you on an emotional uh, perspective.

Sit down and think of five to seven areas that you're passionate about.

Has nothing to do with copyright.

What, so I'm assuming you've obviously quit coffee, so you must be passionate about health, right Scott?

Yeah, yeah, that'd be pretty accurate.

What else are you passionate about?

Family, like personal development, what Yeah, health, family, personal development, their probably learning that sort of thing.

Yeah.

Okay.

So the copywriting posts that Scott puts up are going to help his audience understand him and what he does, his expertise now he needs to start putting up posts for people to buy into Scott as behind the content, putting up videos and photos of him and his family.

Now obviously he's not gonna put up a video a, a photo of him and his daughter having ice cream let's say and saying, oh you should go to Blue Ribbon in Wollongong.

It's an amazing, I dunno, ice cream shop.

But the context around that picture would be one of the greatest joys of running my own business is being able to spend quality time with my family.

That's business related, but it's also showing them, showing his audience that one, he's got a heart, two why he is in business.

And people build a much more stronger relationship with you and you'll generate a lot of leads from this.

I just putting up content for the sake of it.

A lot of the people that you're connecting with and building this audience around are gonna see this content in their feed.

So you should be mindful of people that leave comments and if that is someone in your specific target market, you should use that as an opportunity to actually connect with 'em.

So if someone leaves, I don't know, a comment on your postcard and says, oh wow, you're based in Wollongong.

I was there three years ago.

I would take that opportunity to private message that person and just say, oh by, by the way, why were you in Wollongong?

And then they reply back saying, oh, it was for work.

And so you have a little bit of a dialogue with them.

You don't go into full pitch mode to say, Hey, we should jump on a call.

So you have develop a relationship much similar to if you go to a networking function, you don't go up to someone and say, Hey, would you like to jump on a call?

You have a bit of a conversation with 'em, some people still make this mistake.

But yeah, and then you just take that conversation from LinkedIn into a phone call, face-to-face meeting, obviously when things open up in your area.

Yeah, no that's great.

Alex, Daniel, you had a question?

Oh yeah.

Um, yeah, What ratio of educational to personal posts would you Do?

Look, I think when you're starting off to, just so you can do it consistently, I would do one educational, one personal, and then as you scale, do two, three, like one, one, if you're doing one education, do another one that's personal and then just scale.

So 2, 2, 3, 3, 4.

So 50 50 pretty much.

Okay, Cool.

And just one, one other thing I want to show you guys is right now can I just share my, am I able to share my Oh yeah, I can.

No, I, I might not have.

I'll make you a co-presenter.

Uh, yep.

You should be able to share now.

I thought you weren't sharing my screen 'cause I still have coffee.

Oh, You guys can see my screen?

Yeah, yeah.

All right.

So right now, one thing that, uh, I'm starting to play with, I've been doing a fair bit of research over the last month or two, and I'm really going hard at it at the moment, is polls.

It's something LinkedIn has introduced for a while, but they're giving a lot of exposure to polls at the moment to get people using it more consistently.

So you can see on average, I get about, let's see, at 9,000, this one got 3000 videos, get less views, so 4,000.

So on average I get about five, 6,000 views on my post.

But, uh, you can see here, um, I've started to play around with polls and this one got 63,000, this one got 44,000.

So polls are not only getting great reach at the moment, but it's a phenomenal way to engage with your, with your audience.

So when people leave votes, you can actually go and see which one of them are second degree or first.

Um, now if they're first degree and they're a targeted connection, which they should be because if you've been connecting with the right audience, you can take that opportunity, go straight into the inbox and start a conversation.

For example, if this guy was a, a good prospect for us, I'd be saying, great to see you, you also agree with the poll, whatever.

And then I would go to his profile, pick something about it to as a conversational starter, get that going, and then maybe three, four sort of back and forths.

I would then ask for the meeting.

Whereas what most people would do, say, oh, thanks for leaving a comment on voting on my poll, let's jump on a call.

And there's no context, there's no warmup.

So you obviously wanna go on a, a few coffee dates before you ask someone to marry your, go out with you, not go straight to asking someone out.

So hope that helps.

I'll just stop sharing my screen.

Yeah, if you guys, anyone else has any questions, just pop it in and we'll, we'll, I've got it open on the right hand side and we'll just, uh, keep going through 'em.

Yeah, that, that, that's great.

Uh, I'm just wondering, so if you were to break that down step by step, Alex, in terms of, so you, you go, you find out your avatar, like what would you do on a daily, weekly, monthly basis to, yeah, let's just imagine you go, okay, I want five appointments with targeted with my targeted avatar every week.

And that's your end goal.

What do you do to, what do you do step by step to get those five appointments every week?

Okay, First thing you would do is you sit down and you go, okay, what's my sales objectives over the 12 months and let's say a million dollars.

To keep it simple, you look at your products and services and you look at, and you ask yourself, okay, let me make a list of all the services.

What's the one that has the highest deal value, highest conversions least amount of time for getting, getting a sale?

And you pick the service that has the path of least resistance rather than just selling anything because that service, then you look at the sales process and you ask yourself, okay, what step-by-step process or or actions do I need to take someone from not knowing who I am to buy?

And once you understand that process, then you look at your LinkedIn campaign and ask yourself, where does that fit in to your overall sales process?

Now for example, you might be selling a coaching program that's 10 grand and that starts off with lead comes in, you do initial call for 20 minutes, that then goes for an hour call, that then you send a contract and so on.

So LinkedIn would fit into that 20 minute call rather than thinking, oh yeah, let's get 'em onto a one hour call.

There's too much resistance, no one's gonna jump on a one hour phone conversation from LinkedIn.

Sure, there might be, um, a few people, but it's a lot more, there's a lot more resistance to that than getting a 20 minute call.

So once you discover that, then you now know which service you're focusing on.

You now know how that's tied into sales process.

You've gotta ask yourself, who do I need to connect with?

What's the client avatar look like to actually get, start these conversations?

And the goal is to come up with an avatar based on five, four to five key metrics industries.

You can target titles, locations, you can target company sizes and even keywords.

Um, now once you do that, then you need to look at that particular avatar and even drill down more because the more targeted you are in your messaging and the more targeted you are in the way that you connect with people, you'll cut through a lot of noise because you're not being a generalist.

So for example, if I was running a coaching program looking and sell that 10 grand service, and I had industries like accounting, law, manufacturing, and I realized that listen, manufacturing, I like working with clients more in that area, I convert better in that area, I'm gonna target them.

That's, and I'm gonna only target Sydney and I'm only gonna target one to 10 size companies with titles of let's say CEOs.

So when you send an invite, you could start weaving in words like c e o, you could start weaving in Sydney Manufacturing company.

So when someone gets your invite, it's not, Hey, I'd like to, hey came across your profile and hey, John came across your profile and thought it'd be great to connect cheers.

Like it's just so generic.

There's no value compared to saying, Hey John, I came, what would you say?

Hey John, I work with quite a few manufacturing companies across Sydney.

When I came across your profile, it, it only made sense to connect.

Now I'm not saying that's the actual script, but it's so much more powerful than being generic.

So yeah, you go from your client avatar to then a specific audience and then you put that into sales navigator and essentially you start, then this is where you obviously need to systemize outside of this.

You've gotta make sure you've got a compelling profile, which is like a whole session in itself, but you then every day make a commitment to send five to 10 invites, make a commitment to engage with that audience's content to reply back to your messages.

And everyone's different.

Some people like to do it in the morning, some people like to do it over lunch, some people like to do it at night.

Just schedule something in whether it's you or someone helping you and your team to do it, because if you don't, it just doesn't get done.

I think you're sorry, I, I type a little bit so I, I turned it on the, on the mute.

Yeah, Adam's just asked the question about jla.

So your software and my understanding with that is it can actually, 'cause I don't use LinkedIn that much now, but when I have in the past it's quite messy from a client management perspective.

So I don't know if you can just walk us through Yeah, the, you've obviously thought through this and created a whole platform for it.

So yeah, if you can walk us through, that'd be great.

Yeah, it took us eight years to get to this to the core problem that a lot of people, there's two main problems people face.

One is they don't have strategy.

And then two, what we found when we were running, I reckon we've ran at least over comfortably a couple of hundred campaigns over the last few years when we used to manage services when we had the managed services section of the company.

And what we found is okay for the people who have a strategy and the ones that we open up a lot of conversations for, they, they couldn't manage the opportunities because the LinkedIn inbox is so clunky that you just waste a lot of time.

You, um, trying to manage it all.

We had clients using spreadsheets, poster notes, calendar reminders.

It's just very labor intensive and you lose a lot of opportunities trying to keep on top of it all.

So we built a feature to obviously help with that.

Another major issue that clients told us is there's no inbuilt c r m purposely built for LinkedIn where all your sales opportunities are within the various stages of the process.

And then there's actually no reporting to tell you, Hey listen John, you've spent 40 hours, you've generated 14 leads from those hours.

Your connection acceptance rate is this is how much you've got in your pipeline, this is how many sales you've generated purely from your LinkedIn activity, which will then tell you, hold on, my connection acceptance rate is 20%.

Something's wrong maybe in what I'm saying, or maybe the audience, maybe your connection acceptance rate is good, you're getting 40%, but you've only got two leads.

That tells me that the way that you're having conversations with people is not good because you're not converting it into sales opportunity.

So when we realized all this, we built Jayla, which is what you see here.

So Jayla is a Chrome extension and essentially we give people the strategy that we are implementing for our clients.

So what I'm, what I was taking you guys through at a very high level, we've got this course inside our four step methodology within the software.

So you get access to that and it, Huffington Post actually rated this, our software, well the strategy side of the software is the most powerful B two B lead generation strategy available online.

So it works, you just gotta do it consistently.

So you get the strategy side.

Now let's say we implement the strategy and we get these conversations going.

The way that we've made it very easy to manage is by click having these opportunities called, sorry buttons called add opportunity or update opportunity within the profile section of the normal linking interface, the sales navigator interface, but not just the profiles but also in the messaging area.

So what you do is you go in and you go, oh David, we is actually a good opportunity.

So you click add and it'll open up inside Jayla and with one click you can select I'm in conversation with him.

I think the deal value is 24 k, likelihood is pretty likely.

He's keen, he wants to jump on and he came through a referral.

I've sent him an invite for the 18th for a meeting.

I need to follow him up on the 16th because I've told him I wanted to chat with him on the 18th just to touch base with him to lock him in.

And then you click save.

Now I'll show you where that sort of all fits in, but we've also, um, synced the chat history of Sales Navigator and LinkedIn here so you can see what you've said between them.

And then you've also got notes that you can leave for the person.

So essentially this ties into that feature that I was talking about, follow ups.

So essentially this follow up section is where you have all your sales opportunities in chronological order.

So you never have to go into your LinkedIn inbox ever again o other than just replying back to the conversation.

So it manages it all for you.

You receive it if like in the account section, you can leave email and browse notification.

So you can receive an email every day that there's an opportunity and you literally just jump in.

Um, you go into the actual opportunist and you have, you see what the next actions are based on the chat history and the notes and you can obviously move it to like the 17th or the 24th or whatever.

So that's essentially how you stay on top of all your opportunities.

And then this is the inbuilt C R M that we've developed that tells you where every single opportunity is based on the stages of your sales process.

So if we click on two, it'll take us to the two that are within the initial contact.

And the reason why this is powerful is because obviously your goal is to move them along all the way through to close.

So if you know where everyone is, you can go into each stage and literally continue progressing them along.

Now let's say I was coming to Sydney, not that I would do that at the moment, but I wouldn't even be able to come because we're in lockdown as well.

But let's say I'm coming to Sydney, I can go Sydney, I'm coming tomorrow, I'm gonna be there for two weeks.

I want deal values of, I don't know, a million to three that are likely to close that he apply and it tells me all the deals within that criteria.

So it becomes a bit of a moving c R M for you to be able to stay on top of your opportunities.

And then you've got to a stage where you put your strategy in place, you're on top of all your opportunities where they are within the um, various stages.

Now you want to know whether your campaign's actually performing or not.

We've developed this in a way where when you are signed into jla, which is just here over here and you're on LinkedIn and sending out the invites, it'll tell you how many you've sent, how many have accepted, and then the acceptance rate.

Now it also tells you how many active leads.

So look, I've got 20 leads, I've spent 45 hours.

My deal ratio is like 37.

So it's not too bad.

Now if that was like 5%, but I can see my pipeline is pretty big, it's still not bad because maybe I've got a longer deal value.

And then here it tells me how much sales I've generated as well.

And you can go based on time.

That's essentially Jayla what we've developed in terms of obviously the strategy side helps get the conversations in and then the dashboard follow ups and C R M helps you manage it with ease.

So Hey Alex, can I ask a couple more questions about that?

Yeah, that looks awesome.

I've been really, I've been following along as you've been building this.

Ah, have you Was phenomenal.

Yeah, yeah, yeah.

So really well, well done.

Couple of questions.

The sales navigator inbox and the LinkedIn inbox, it pulls them both you said is do they merge them like all the messages in chronological order or does it have the LinkedIn inbox at the top and the sales navigator inbox beneath it?

In jailer?

In jailer.

In Jailer it's based on when you've set the opportunity for.

So it doesn't matter whether it's Sales Navigator, getta or LinkedIn, But the me the chat history.

Oh the chat.

Oh sorry.

So the, I didn't show you that feature.

You can switch between one Chat history to another.

So we've got a chat history for LinkedIn and then we've gotta chat history for Sales navigator gatta.

So you can just switch it.

So yeah, because and do they, can they show up at the same time in jailer so you can see both History?

No switch Between the Yeah, it does.

Lemme just show you again.

Yeah, if you can Charles, because I know that's one of my frustrations with, I know Sales Navs two separate inboxes.

It's absurd, but your thing seems like it probably addresses that quite well.

Yeah, I don't have a conversation with this guy, but for example You did on the other fella, Um, who was he?

I can't remember.

I can do, I've got a conversation with him.

It's just when I'm on Zoom and doing it the same time, sometimes there's like connectivity issues.

But David, we, It was David, we, that's it.

Oh was it David?

We, did I add him as an opportunity?

I think I did actually.

Yeah.

Yeah.

So that's David Now I could just switch to Sales Navigator.

Obviously I don't have a conversation with him there.

Yeah, and I can just switch back and forth.

All right.

So you can just quickly click a button to see all have I spoken to this person in the past?

Yeah.

Fantastic.

That's great.

Um, we should act, I've been meaning to get in touch with you actually because we put together a bit of an ambassador program where we actually work with key partners to help push it out.

So we should actually chat.

You've been on my list to, to get in contact with about this too.

So good timing.

I'm glad you came along today.

Awesome.

Another quick question.

Does it integrate with any, you've got your own c R M in there, I think that's just phenomenal.

Can you export like the contacts or the lead opportunities into a spreadsheet or anything to import into keep or whatever CM version 2.0 Will we, this was just getting it out in the market and keeping it simple too.

Think of this as a pre C R M where you warm up and stay on top of all your opportunities and once you've got 'em to a point where you go, you know what, this is actually I've closed this person, you then take him off Jalen and put 'em into your crm.

So that connection we're definitely building for the major CRMs, but yeah.

Yeah, for now it's just essentially inbuilt c R M.

Great.

And just one other quick question if you don't mind.

Sure.

When it comes to the message sending the messages, oh yeah.

You can literally send the next message through this system.

Is that what you're saying?

And you don't have to go back to LinkedIn to send it or No, This just displays the messages that you've sent on LinkedIn or sales navigator.

It what?

You can't send it from here because we, the way we've connected our APIs to LinkedIn is that it obviously gets the information from LinkedIn, puts it into Jayla.

Got it.

So you just go back to LinkedIn or Sales navigator to send the message.

Okay.

That's awesome.

Yeah, and you can just click on their LinkedIn profile there And go straight there.

Yeah.

Okay.

Loving it mate.

No, that's, I'm glad you've been building this 'cause it's been needing to be built and I haven't had the courage to go into sas, but well done.

I can tell you, don't be fooled by my black hair.

It's actually white, but I, I've colored it.

So yeah, it's a lot of sleepless nights but it's, I think it's been well worth it.

It's been well received.

Like we hitting all of our industry benchmarks in terms of conversions.

People love it.

As you can probably tell, it's super easy to use and navigate.

Try not to complicate things 'cause people just don't use it.

It's nice.

And I think it's priced reasonably affordably too, isn't it?

It's nothing considering what it does.

It's 39 bucks us, everyone keeps selling us to raise our prices, but I think we wanna make it affordable for everyone to be able to do it worldwide.

And yeah, so it's 39 US per month and then 247 US per year, which is like a 47% discount that we've got at the moment, which it's just nuts to be able to, oh, and then the other thing that I didn't mention is we hold quarterly master classes as part of the subscription as well.

So everyone gets an invite to come onto those.

And the reason why we do that is because I think what I've learned so far, and this is my first software that I've launched, is that people come for their features, they stay for the community.

So when the, when we can hold events, again, I, I definitely wanna hold events like a yearly event and work with partners like yourself, Adam, and others, to hold a conference where we have other speakers like Adam and me, John, et cetera, and we present for 'em.

I think that's gonna be the key to really building something special.

Awesome.

And just, um, one other question that's just come into my head.

Sure.

In terms of like message templates or scripts or frameworks, do you have the opportunity to save, I keep mine in a spreadsheet and my clients do, but can you have a library of script templates that you might just your go-to?

Favorite type of messages that you send people?

We don't have that built into the software, but we are developing something called like a to-do doesn't really address what you're saying.

But for example, the to-do feature is where, let's say me and you are in conversation and I need to send you a contract, I can save the contract here.

Mm-hmm.

So you could save a script that's working for a specific audience there, but I don't think that addresses the problem that you're mentioning.

No, that's cool.

I think yours is really just a fantastic c r m and the script, the messaging stuff that can just happen as we normally do it.

Um, does that help?

Yeah.

Yeah.

That, that's awesome.

Thank you mate.

All good?

Yeah, you're on mute again.

We got another question from, from John and what, what we might do.

I, I've kept this going because I thought there was some really good questions and it was quite intricate.

So we may even skip the last breakout and just do a, at the end, just do a bit of a, a recap of what we've learned, key things we've learned from today's call.

But yeah, John had a question about if you're using LinkedIn ads.

I don't know if you wanna elaborate on that at all, John, but yeah, if you're using LinkedIn notes right now Yeah.

Cool.

I can if I, I cannot with everything like sales navigator and the shrinking and everyone, I think when Facebook changed their algorithm there was every Facebook marketer who then instantly became a LinkedIn marketer overnight, which was quite funny.

Um, yeah, we'll leave that one there.

Yeah.

Are you got, it'd be interesting from your perspective Alex, as as well as Adam, are you guys using ads with your clients?

'cause we've found them really effective and they're coming, they're becoming a lot more cost effective as far as an outcome, particularly with the shrinkage as far as targeted connections, like sending you a hundred a week just to warm up and build that more quality engagement.

Yeah, we like, we still have a few clients, but we've actually, we don't do managed services anymore.

So we used to do ads and run campaigns, but because we pivoted to about two and a half months ago was the launch of our software.

So we've essentially become a SaaS company.

So we don't run ads, but I definitely know they've cleaned up the ad platform 'cause it was Yeah.

Clunky as hell.

Yeah.

Be, be interesting.

I don't know if you guys, I just saw Adam's comment.

There'd be interesting check out if you haven't looked at 'em already.

The conversation ads, like there's like the ManyChat style from Facebook.

Oh, okay.

Okay.

And they're, yeah, they're, they've been working ridiculously well, like cost of a call outcome for about 45 to 80 bucks.

Okay.

Yeah.

So, so they've been working really well.

We, we've been doing it more like for clients who have got a smaller budget, but they've been doing like the account based marketing approach.

They might only spend 500 to a grand a month just on brand awareness style ads.

Ah, and then when the sales reps come in to do the connection strategy, that's where it's worked quite well on the backend.

Okay.

Or yeah, or like what we're talking about with the podcasting side of things before it was pretty good.

Okay.

Yeah, we'll check it out.

What was it called?

The conversation ads?

It's just the other sponsored messaging style.

Okay.

So instead of the sponsored email, the conversational ads.

Yeah.

Cool.

Yeah, definitely.

We'll check it out.

Daniel, you asked whether there's a link phone.

So we've got this ambassador program where, which was the one that I was referring to, Adam, to have a chat around where you can, it, it's not an affiliate program 'cause I, I think I've been around long enough to know affiliate programs.

It's, it's just all about making money.

Our ambassador program is, yes, you get commission on sales and we give 30%, but we also give shares in the company.

So that's why I was interested to really chat to you guys 'cause I think we can really help a lot of people.

But at the same time, I want upside for any partner that comes on board and we sell to get that upside with us.

Short answer is yes, but there's a specific criteria to join the, the program Daniels.

But if you just wanna share it with your clients, we can give you a code, which is the same one that I was having chat to Scott about.

There's a code where you can get 30% off.

So I can give you guys that code for you guys to be able to use it for yourself to sign up.

And then all you need to do is, we don't obviously have the code forever, but like at a time where you wanna share it with your clients, just either get in touch with me or someone in the team and that code might have changed and maybe it's become 20% or 50%, whatever it is.

But for now it's 30%.

So we can share that, Daniel, share that with you and then obviously you can share it with your clients.

Fantastic.

Yeah.

Yeah, that that, that's great.

Did you want to share that code now or do you wanna drop it into Slack or what's Yeah, so if you guys go to link f uh, dot com and then use jla and it's super important to use, let me just, I think it's JLA 30, let me just confirm, but I believe it's JLA 30.

That's good.

Yeah, it's, it's JLA 30.

There's, as you're signing up, you'll, you'll see a little area that says promotional code question, just drop in JLA 30 into that and then yeah, that'll give you the subscription essentially.

Oh, and also one other thing I forgot to mention at the moment up until, don't quote me on this, but I think it's up until Monday we've got a VI promotion, sorry, v i p promotions.

If you guys sign up before then you get the price of your subscription locked in for life.

So that's just a bit of a promotion we've got going Edna.

Awesome.

That's that's great.

Alex, that's been really, yeah, in insightful and great work with the software.

I can't imagine how many man hours and sleepless nights have, have gone into that one.

So Lockdown 4.0 for three, four months and being in their house developing tech product.

It feels like those movies where it's all dark and you're sitting there and you're like, not that I know how to code or I hate coding actually.

But yeah, it just feels, brings back those memories of watching these movies.

The last person we had present on here was the guys from ami and Jane was telling me they just sold their company to, who is a SaaS platform.

The last person who presented it is a SaaS platform.

Oh daddy.

They, they sell to a daddy.

Oh yeah.

How much?

So Enough not to keep the other one going to upset a lot of users by the look of their Facebook page.

Oh no.

Okay.

Yeah.

The, I think the def our play here anyway is to sell to LinkedIn.

I think already we're in conversations with a partner that is business partners with one of the founders.

It's early days, who knows where that goes.

But people have been crying out for this for years as Adam mentioned.

Yeah.

It's just so clunky and a lot of frustration around it.

Yeah.

Just a quick technical one, Alex.

When you put in jail of 30, it doesn't actually, it says the code's been applied, but there's no sort of visual as to what the prices has come down to.

Yeah, it might just have a slight bit of hesitation if we're going it really.

Okay.

Okay.

Okay, cool.

All right.

I'll make a note of that.

But it should definitely let us know.

If he hasn't, it should apply it.

But yeah, I'll make a note of it.

Cool.

That's brilliant.

That that's great.

So we got yeah, five minutes to go and I'm just, um, always conscious of ending on the hour.

So we might just do a quick overview of Yeah.

Just from a few people and just what was a core thing that you got that you got out of today?

Anyone wanna start?

Otherwise I'll pick someone.

I think Tom, Tom, Uh, my, my big thing was to ask John where he gets his hair gel from.

That's Um, I was like this John or somebody Else?

John Bellamy.

No, I was, I'm just, I've just been conscious for a while.

We're bit of a one-legged stool.

We have one really good lead generator, but I'm just inspired by what Cody and Alex are doing and see them as potential lead gen sources.

So it's been inspirational.

Thank you guys.

No, appreciate it.

Thanks Tom.

While, since we spoke, I think you, we spoke a couple of years ago.

We did.

We we ran a campaign together as well.

Yeah, Do it again.

Yeah, Yeah.

No, it's, it's uh, it's awesome.

Scott Baker, you got anything or core thing that you got?

Yeah, just so there's a lot of shiny objects out there and it's just, I get distracted with all the next greatest ideas and Cody did some amazing stuff again today that I've been, I did earlier on with him.

And it's just more like, I love this link.

When I first looked it up when we first shared it, I was just like, this is, I don't know much about LinkedIn, but I just meant this is really good.

I can just tell.

But it's, it is, it's, it's such a good platform.

I'm just trying to keep my distractions to, to a minimum at the moment.

But I'm trying to sign up right now to join on the link board because it, yeah, it's a great platform.

Perfect.

Just let me know, maybe send me a, whoever signs up, just send me a connection invite because I'll just, I'll obviously based on your name, I'll just tell the team to just lock it in for you guys for uh, 'cause the link that I provided you just goes to the normal page, whereas it should really be a special link.

So I forgot, I'll put in the wrong link.

So whoever signs up, just send me a, you know, message or let me know through the Slack channel and I'll make sure that gets locked in.

No, a awesome.

That's, that's great.

J John, what was your biggest takeaway?

Uh, and, and I think Tom's just jealous because he, he doesn't have quite as much hair as you Yeah, Yeah, yeah, yeah.

Hair's done from cool and gutter, so yeah.

So that's where it's the salty sea.

No, for me, this was the first one.

So it was, I, it was great seeing what Alex has been doing on the platform.

'cause I've been monitoring in the background and stuff like that.

And echo what Adam's saying, man, it's, oh my god, LinkedIn needs, it's so bad.

It's so archaic with what you can do.

So yeah, I think it's fantastic.

I can't wait for you to be able to integrate with other CRMs that's gonna be blow my mind from the podcasting side of things.

I think that was really awesome.

So many great ways.

I know we've, we've run a couple of campaigns before with people filling podcasts, but I love that idea of, 'cause some of us have got boring topics potentially.

If I was doing a podcast in cyber intelligence, trying to interview somebody to say, Hey, tell us about how you got scammed for a million bucks.

No one's gonna wanna talk about it.

So leveraging a podcast in a different area and then dovetail into, hey, we should have a chat about this.

I think that's great.

Yeah, no, that's, no, that's awesome.

That's awesome.

St.

Steven, what was your main takeaway?

Oh, mate.

The, just the 10 minute podcast.

Whack it on Zoom, crop the ends, uh, top and tail and uh, get the MP three and shoot it out.

'cause the one hour thing was driving me nuts.

I think that's what turned me off more than anything.

Yeah.

Yeah.

Tom's a master of that.

I think we all sort of, Tom, Tom started the trend.

So yeah.

What what's your podcast name, Tom, if anyone wants to look it up to see how you do it?

Marketing The Invisible.

If you go to Tom interviews you.com, you can follow the whole sequence through tom interviews you.com.

You'll see the, the sales page, which actually Cody helped me with.

It goes through to a, a checklist.

Yeah.

And let me know if you want links to anything.

I'm happy to share it all.

Okay.

But I do seven questions in seven minutes 'cause I'm a lazy bastard and the real purpose is just to establish a relationship with the guests.

And I figure, eh, don't need more than 50 minutes to do that.

So why?

And the other thing is a lot of the top guests, the really good ones, they don't wanna fill out long forms to apply for a podcast.

And they don't want a long show.

They wanna be in, out, get their bang for bucks and off they go.

Yeah, no, that's, that's awesome.

So we might, we might wrap up there.

Thanks for Cody and Alex for, um, for yeah.

For presenting today.

That was awesome.