Leah Turner the CEO the LinkedIn Queen the boss babe asked me to speak in her private Community the HK with over 400 members this was only a couple of weeks ago I jumped in we did a 90minut master class on how to send DMS without sounding like a little weirdo or pitch slapping everyone all the time I wanted to take you guys behind the scenes and show you some of the highlights first thing I think that you need to be mindful of is not selling or pitching Straight Out The Gate enter into these conversations that
you're having especially if you're the one sending the first message you want to approach these first messages with the objective of helping or serving and if you can do that you automatically sort of detach yourself from the desperation the emotional attachment you have to sending these messages the next thing is to remember that these things happen in micro steps there's someone watching today who's a client of mine who's in the H and is in C Toc that didn't just happen overnight it wasn't hey do you want to buy him a thing yeah of course I
do here's five CR the way that it happens is there are almost micro conversions within the journey so small steps and every message that you send every interaction that you have with someone every piece of content that someone sees of yours is a touch point with you or your touch point with them and it allows you to either position yourself as someone worth listening to and interacting with or following or potentially buying from or someone that's an absolute idiot and they just want to ignore which ties in with the fifth commandment of the 90-day rule
so if you go out and send let's say 20 DMS today as we've kind of covered you're not going to get those instantaneous results right the results are going to trickle through between a 30 and 90 days period typically and it's why it's so important to have like a a longterm approach and not such a shortterm mindset the people you speak to today are the results or the clients that you're probably going to get in 90 days time next thing is volume and consistency so it's all good sending 20 DMS today but if you have
3 weeks off you're not consistently filling up that pipeline so you need the volume and you need to keep it consistent now I'm not saying everyone go and send a 100 messages every single day start with a number I did a a talk at an accounting Show recently I asked people to show their hands I said how many people reach out either via DM email or phone call every single day and there's probably about 100 people watching and one person put their hand up and these people all watch my talk because they want clients but
they're not actually putting in the basics the basic actions that are going to get them there and those things are volume and consistency and obviously like good messages as well another thing I always recommend doing is actually acknowledging what people people say to you rather than just trying to question them and Skip on to the next part you want to let that person feel seen feel heard feel important not feel like they're just a number a good way to continue the conversation and make them feel like you are actually interested in them is by ending
on a question so a lot of the message exchanges I have with people is I will end with a question because that just prompts a response the final one is engagement you may have someone that's ghosting you or whatever and we'll cover this in a little bit but if someone's just not responding to you there are other ways that you can get them to interact with you you know you don't don't just have to focus on the DMS you can go and engage with their content yeah you can drop them a follow if you're not
already following them you could potentially go and visit the website and download something and you'll they'll see you in their lead magnet list or whatever DMS are not the only way that you can win clients but I'll tell you what about 70% of our clients require some form of touch in the DMS okay some form of personalized interaction flipping that on its head some of the biggest mistakes that I see people make are taking themselves too seriously for one a lot of us have probably come from or are still in a corporate environment so we've
been conditioned by that and we're taught to be you know make sure we've got the all the lines are all sent in one message and it's all very formal we sign off with a thank you or best regards or whatever you don't need to do that okay you can take the out of yourself and it works brilliantly because it's it's different to what other people are doing following up a million times and like just sending question marks I've got a rule of three usually two if someone's not responded to me after messaging three times on
three separate occasions bin them off no point they're not interested you'll just make yourself look silly another thing I get quite a lot someone will invite me to connect on LinkedIn I'll say hey thanks for connecting whatever and they'll go hey do you want to download this 101 things you should know by the time you hit 40 to help you and I'm just like it's not even relevant to me sending random sh to people is just going to annoy them pushing for calls without context as well you should always try and find if you use
a sales call to sell rather than just offering it straight off the bat hey it would be great if we could hop on a call like yeah it would be great it'd be great if I had theing time I haven't give me a reason and the other thing we kind of touched on this a little bit already is the emotional attachment like don't get pissed off when people don't reply there are so many more people that you can go and message so many more people you can interact with that person's dog matter have just died
or you know something could have happened believe it or not the more messages you send the less emotional attachment you will have to each one so this is me back in 2013 working in a call center 220 cold calls every sing single day getting told to f off we weren't allowed open drinks in our glasses the toilet brakes were timed and I was that embarrassed when I knew my mate was taking this picture because I didn't even want to be associated with working for this company that I turned around but when you start to do
things as much as that you know you're making a thousand cold calls a week you start to work out these patterns and I worked out a formula I've broken it down into into five steps first and foremost when I would go into the phone call with them I would say something that would interrupt the pattern I noticed what a lot of people around me were saying and it was all the same I'd do a pattern interrupt and say something different to everyone else the best way to find leads on LinkedIn is using sales Navigator but
most people are scared of it cuz they think it costs too much and it's complicated firstly you can grab a 30-day free trial secondly I've got a free training that I'm going to give to you that helps you locate every single one of those leads you want and this works for every industry I'll literally show you everything so if you want it completely free before I take it down then hit the link in the description without further Ado back to the vid then I'd start to introduce you some credibility now you can do this a
lot through your profile and your content so it's a lot easier than cold calling but I would talk about specifically who I had helped in their space already drop any big names if I had any then I would talk about how we can help potentially but in a different way then I'd ask a question to get a response and then I would try and call them to action now this was probably I don't know between 15 30 seconds there or thereabouts the whole aim of the game though when Cole calling wasn't trying and get a
sale there and then it was to try and get a meeting there and then for every any calls I worked out cuz this is just numbers about four or five people will pick up so think about that there's 15 no answers and I will get one meeting set so every day after doing this for a while and tracking my numbers I worked out if I make 20 calls I will set a meeting as a rule of thumb and you'll be able to do the same with your messages as well business is just maths but you
have to put the numbers in to get the numbers out this was my script someone would answer is that Dave Dave we've not spoken before but I was hoping you might be able to help me please no one ever says no to that so regardless of how senior this person is they probably just go who is it sorry I should have said I work for ABC marketing we do a load of work in the food and Bev sector we work with Brands like Budweiser Coca-Cola Brew dog yada yada yada and I'd literally say it like
that so I've got a bit of credibility because if I'm ringing someone from Pepsi and I start to say we work with Brands like Coca-Cola they'll be like okay after that I talked about how we we help them in a different way so we help them collect audience data and use it to gamify the customer experience and also increase rate of sale which is what I I knew what these people wanted to hear and then I don't kind of like almost apologize like sorry I only wanted to ask this is why I'm asking for help
do you have any idea who I need to speak to to get some of our work on your radar you know it'd be great to show you some of the results of this campaign that I mentioned that we've done with Pepsi recently and lo and behold because I've done my LinkedIn detective work Dave was a decision maker or if not he he knew who it was and then he go oh yeah yeah that's me oh it's Wicked okay um well I'm guessing you're pretty busy right now but have you got some time on Friday for
us to stick 20 minutes in the calendar 50% of them say yes there are thereabouts we're doing something different we've got credibility we're then showing how we do things different as well so the pattern interrupts and the differentiation a kind of different things we're asking a very simple question that we already know the answer to and then we're calling them to to action and it's a very small ask you I know you're busy right now appreciate you're busy is it right if we just stick 15 20 minutes a quick call on Friday can't do Friday
oh no worries how was Tuesday yeah and that will be my little formula but how do we transition into the biz chat because that's why we're here yeah we want to get this person talking about business somehow so there are two ways you can do that direct or indirect so direct asking directly about the thing that you help people with and just seeing what their response is I frequently go the direct route and I would just say anyway how's LinkedIn going getting many leads they'll either say yes or no or hopefully more information than that
another great way to do it though if you're not quite if you're not at that confidence level just yet is to go indirectly so asking a question that you already know the answer to that then allows you to connect the answer to your next question or to your next talking point which will of course be business you can either put in lots of effort and get a little return you can put in an equal amount of input and get an equal amount of output or you can get outsized returns with minimum effort if we look
at the Third diagram now I don't know if anyone on here watching has ever heard of Naval rant he's an angel investor he's got a book called The Almanac of Naval but you build scale through leverage building leverage okay and you can create leverage with money with woman or man power with machines or code or ads or Automation and also with media a lot of people will Rush straight away to go and get a VA to help them or to go and like use octopus CRM or or whatever it is those people or those machines
that you bring in are only as good as the systems that you've built and that's why I've put self at the top because it's very important for you first to be able to master or at least be able to pay attention to and have a strong process in sending these DMS you need to be able to do it and understand it first then when you do you can build the systems that allow you to delegate or automate some of these tasks which means ultimately you can scale and this works for every area of your business
so it starts with you then the system that you build to make it easy for someone else and and then someone else or the machine comes into play
