LinkedIn lead generation in a COVID-19 world.

It’s no secret that we are facing unprecedented times. Both the world and economy are seeing one of the greatest challenges we have ever seen.

I’m getting a ton of questions from my clients and potential clients asking us about our services?

  • Is it inappropriate to run outreach right now?

  • Should I keep doing outreach?

  • Should I adjust my messaging or strategy?

With everything that’s happening right now it’s important to start thinking out of the box and being more strategic.

For our clients that do only in person services it’s time to temporarily put on the brakes and to stop all outreach.

For instance people in the catering or gym membership business, we’re putting a temporary stop and all campaigns.

We also have to look at areas that are most affected by COVID-19.

So here is our first decision framework for our clients:

If your product or service would encourage activities that are in conflict with government containment recommendations, stop outreach now.

This is the one place where there is an immediate red light.

Another example of this would be any outreach campaign that is inviting people to live events.

Yellow Light: When to pause outreach and adjust messaging

Industries heavily affected by COVID-19

What do you do about customers with businesses that (1) do not encourage human contact, but (2) will be largely impacted by COVID-19.

Examples of this could be companies who are selling into the event industry, healthcare industry, transportation industry, retail, etc. While COVID-19 will impact all industries, there are some it will affect more directly than most.

In these situations, it may be more powerful than ever to reach out as these companies are in dire need. But, your messaging and approach will need to be altered for the new climate. If you reach out in a “business as normal” manner to these industries, your message will probably fall on deaf ears.

So here is our second framework:

If the industry you are targeting will be directly impacted by COVID-19, then pause your campaign for 1-2 weeks while the situation develops, and strategize a new message and approach.

Consider this bucket a yellow light area. Slow down, regroup, but don’t stop. I think it’s a real mistake to totally stop marketing for your company. With the drastic measure of closing of schools, and certain businesses I’m hoping that by May 2020 the virus will kind of burn itself out, and things may start to return back to normal again.  So if you don’t do any marketing for almost 2 months, and then you resume your marketing, but not until May or June,your company is going to be in big trouble.

Green Light: When to continue outreach as is

Industries that will not be directly impacted

the last group are looking at is industries that are not directly impacted by COVID-19. While the entire economy will be impacted, many industries will not see direct effects. Examples of these industries are B2B tech, consulting, professional services, agencies, digital marketing, recruiting, etc.

While all businesses will feel the effects of COVID-19, the industries that are not directly impacted are much safer to continue outreach to.

We are adjusting the messaging to address the economic troubles, but aim to steer away from outreach about COVID-19 directly.

So our third framework:

If the industry you are targeting is not directly affected, then continue outreach as is or adjust messaging to address the disruption in the economy.

Why you shouldn’t stop prospecting to yellow light and green light industries

It’s tempting to cut sales and marketing budgets when times get tough. It creates an immediate savings of cash. Yet, the problem with sales and marketing is that you don’t see the impacts of your efforts for 90-180 days.

So, if you stop prospecting now, you will feel the impact of that on your business in 3-6 months from now. If you combine a lack of prospecting with a down economy, you are setting yourself up for an even larger potential disaster in your business.

Sales and leads are what drive companies and during these hard economic times, you need them now more than ever.

Remote prospecting channels like LinkedIn, email, and phone provide no risk to the spread of COVID-19 so these channels are more important than ever.

Times are tough… so continue your marketing and lead generation prospecting on LinkedIn, the smart companies that do will survive, the ones that are driven by fear and panic will not.

We would love to help you survive these tough economic times please reach out to us. 

Calgary LinkedIn Workshop-from Mystery to Mastery

LinkedIn from Mystery to Mastery

Early Bird Discount code – 25Off

Is LinkedIn Still a Mystery to You?

This workshop will take you from “Mystery” to “Mastery”!

The professional world has finally realized the importance of LinkedIn as a business platform that serves multiple objectives. Besides being a central hub for professional branding, networking and career management, LinkedIn
is now becoming a growing source of news, knowledge and opportunity for professionals worldwide. Businesses now call on employees to participate on LinkedIn, not only for social recruiting but also for social selling, social media marketing and employee advocacy.

However, most companies don’t understand how to leverage LinkedIn as a phenomenal source of marketing and lead generation.

Allan Fine and Richelle Wiseman, are experienced speakers and between them,  they  have  trained hundreds of companies on LinkedIn for business. Join them to spend a day to learn about this amazing B2B social media platform, where they will reveal amazing tips and tricks they have learned.

Our goal with this live workshop is to provide useful information that is just as relevant for employees getting trained on LinkedIn as it is for professionals, executives and business owners trying to derive more value from their LinkedIn profiles. We will give you a solid understanding of how to market your company effectively with your profile and how lead generation on LinkedIn works.

Coffee breaks and a Full Lunch are included!

Who is this workshop for?

* You’re on LinkedIn, but you don’t know how to use it properly.
* You’ve heard about lead generation and marketing on LinkedIn but you have no idea how that works.
* You know having an amazing profile on LinkedIn is very important, but you don’t know exactly what that means or how to create one.

* You are a professional who wants to use LinkedIn to expand your networks and maximize your connections to create lead generation opportunities.
* LinkedIn beginners and more experienced users will benefit from this training. LinkedIn has changed its features and we can provide you with what the updates mean for new opportunities on the platform.

What should I bring into the event?

We will provide a workshop workbook for the day. Please bring your laptop or tablet to the event as we will be working on your LinkedIn profile live.

Is it ok if the name on my ticket or registration doesn’t match the person who attends?

Yes as long as you inform us of this information beforehand, so we can match registration with the person who attends.

 Start 2020 with LinkedIn Mastery and Maximize LinkedIn for your business!

How to add captions to your LinkedIn videos

How to add captions to your LinkedIn videos.

Friday Fun Fact:

New Features to Get More From Posting: Video Captions, Share Articles Quotes, and See Translations Adding video captions to give your videos more context.

There are often times when your community members and first connections aren’t able to watch your video with the sound on. So for these moments, you now have the option to add closed captioning to your videos when posting from desktop.

Here is a tool I found to add captions to your videos,
My recommendation is if you have a video that is over 500 MB, upload it to YouTube first, then download it again with YouTube downloader. YouTube compresses the video and keeps the quality pretty much the same.

You can now add closed captioning when sharing a video on LinkedIn from the desktop experience. You’ll need to have an associated SRT (SubRip Subtitle) file attached to the video before it can be posted.

Note: Closed captioning can be added to member and LinkedIn Page posts.

To add closed captions once you have created the SRT file.  


Are you looking for some great LinkedIn training live?

We are putting on a workshop in Calgary Alberta Canada on January 31 2020.
Hope to see you there!

Building a Personal Bond on LinkedIn with Your Audience

Okay, I get it. LinkedIn is all starched shirt stuffy, and no one has any fun. It’s not Facebook, right? This isn’t the place for frivolity, or personality, for that matter. It’s the place where people get—stuff—done. And, all of that is true, but for some types of businesses, freelancers for instance, sharing personal moments on LinkedIn can get you a lot of mileage.

What’s your lifestyle like? Mine? I work for myself. I run a small business. I do have flexible hours and a ton of fun at my chosen career. So, why not show that? It doesn’t matter what you have. Someone else wants it too! If you have a corner office and a two-hour daily commute in your paid for BMW, there’s plenty of people who want that. If you work at home in your pj’s, well there’s a ton of folks who want that too! Letting your proverbial hair down and showing people what your life is really like is a very good personal branding thing to do. Not only that, but because it is personal and because it stands out on LinkedIn, you’ll get a ton of eyeballs on your profile from a much larger group of people. And that, my friend, will translate into more prospects, presentation, and sales.

So, what should you show, and how much should you show? Here’s where we have to remember that LinkedIn’s a business networking site. It’s not edgy like Twitter. You’ll have use some restraint. Also, according to what your profession is, you’ll need to think about what you’re showing people. You wouldn’t want your attorney showing you how he was at home in his pj’s boogie boarding with his kids, would you? But you might go for a video of your attorney and her husband walking down Broadway after a show. In other words, not everything goes, and use your head!

Why No One’s Viewing Your LinkedIn Profile and What to Do About It!

One of the most important metrics to keep up with on your LinkedIn profile is the number of views you’ve gotten recently. Even with a free account, LinkedIn gives you an indication of whether or not your views are growing as compared with the last reporting time. Although you can’t always make sure your views are growing, you can generally influence them to grow, which is a very important thing to do.

If you’re not getting many profile views, there are a few things you can do about it. First off, I’d tweak your headline and possibly your profile summary. You headline and your photo appear when someone’s searching for something related to your profile. People look at all the search results and based on what your picture looks like and what your headline says, they decide to take the next step and click on you. You want that to happen a lot more, not a lot less!

Another big thing you can do is to start posting more content, more status updates, more links to PowerPoint presentations via SlideShare, more YouTube videos, more native videos. More, more, more! As you post more content, you’ll greatly increase the number of ways people can find you, which will, in turn, increase your profile views.

Finally, reach out to more people on LinkedIn! Expand your network. Consistently send out connect requests. Don’t do two hundred all at one siting. LinkedIn will notice and probably shut your account down, at least temporarily. You do, however, want to send out ten or so per day. Actually, up to 50 a day is totally safe, in my experience! Reaching out to people makes them in turn go read your profile, which will over time create a lot more leads for you and your business!

How to Turn Your LinkedIn Profile into a Lead Gen Machine!

I’m amazed at how many entrepreneurs, salespeople, freelancers, and business people fail to utilize the amazing power of LinkedIn for sales and lead generation. I know what happened, though. At some point in the past, everyone got it into their heads that LinkedIn is a place to find a job, or a virtual Rolodex. Sure, it’s both of those, but it’s actually so much more! LinkedIn is the world’s top business networking platform with over half a billion users. You can connect with virtually any business person, or really anyone who’s a professional of any sort, on the planet through LinkedIn. To actually start leveraging the power of LinkedIn, let’s talk about a few changes you might need to make.

First off, you need a really good head shot. Not a picture of you, your wife and your kids on your last vacation, where you cropped out everyone but you. You need a well thought through business picture. One great idea is to have the background actually be where you work. Your logo, your company’s logo in the background would look perfect.

Second, you want a headline that really grabs people’s attention. Think about this like a sales letter writer would think about it. If you’re not that great at sales, go find someone in the sales department to help you out. They’re used to thinking like this.

Third, following up on the headline, you want your profile summary to actually sell you. It’s not a resume! It’s more of a gentle sales letter. Write it in first person. Put a little of the human factor in it. Towards the bottom, tell people what they should do next. Connect with you! Reach out to you! Click on a link and get a free report! That sort of thing.

Once you get all this set up, you can start growing your connections and using LinkedIn’s great messaging feature to grow your network!

When to Call Yourself a Consultant on LinkedIn—And When Not!

There’s been a plethora of people calling themselves consultants on LinkedIn, when in point of fact, they’re not consultants—they’re just currently unemployed! Somehow, rightly or wrongly, word got out that being unemployed was a bad thing and that recruiters would look askance at anyone who’s title says that they are indeed unemployed. I’m not s recruiter and I’m not looking for a job. I actually am a consultant. I consult with individuals and businesses who want to learn how to leverage LinkedIn to grow their networks, sales, and their businesses. So, you can see that I have a vested interest in there not being a lot of “false positives” when it comes to consultants! Not only that, but I know a thing or two, or three or four or twenty, about LinkedIn, and I’d like to address this whole issue.

First off, if you’re a consultant, say so! This is your job, after all, right? And, you do want clients to hire you, and how are they going to find you on LinkedIn, if they’re looking for a consultant, unless you announce that you’re a consultant!

Having said that, as far as the unemployed job seeker, I can see no reason why you’d want to call yourself a consultant. It’s sort of a code-word now for unemployed. A kind of placeholder. You don’t need a placeholder! Recruiters that I personally know all say that they’d rather see your most previous job title as your headline on your LinkedIn profile instead of consultant or “Seeking A Position”, which sounds incredibly lame! Look, be who you are and be open about who you are. Don’t start your next job or career based on a lie, albeit a small one. Openness and honestly are always the best policy. Besides, the profiles of all these unemployed, non-consultants are obviously faking it. You’re pushing away, as opposed to attracting the right jobs!

The Easiest Way to Find New Business on LinkedIn

Want a quick hack that will secure you tons of new business this year, if you apply it consistently? LinkedIn had removed this feature, then, probably due to all the hue and cry, they added it back in. It’s the “Who’s Viewed Your Profile” feature, and it’s my go-to method of getting new business for my consulting business.

Think about it for a moment. Who would potentially be more interested in you and what you do than someone who searched for you on LinkedIn and took a look at your profile? That right there is a ready-made source of potential prospects!

I’m not going to tell you how to get to the web page that tells you who’s viewed your profile. You can figure that out for yourself. Besides, LinkedIn moves things around. Just Google it, if you don’t see it right away. (Hint: go to your profile!) I do want to tell you a couple of things you should be doing with this, though.

First off, you need to monitor the number of profile views you get. In general, and over time, you want your profile views per unit time to grow. If you’re doing content marketing, or having someone like me do it for you, you should be getting more profile views. Profile views are one of the main metrics I use to determine if my content marketing strategy is working or not.

Second, you want to actually reach out to people who’ve viewed your profile. Even with a free account, you’ll see a few of these people. If you upgrade to one of LinkedIn’s premium accounts, you’ll get the whole thing unlocked, plus more useful analytics.

Exactly how do you reach out to these folks? Pretty simple, actually. Just message them and thank them for viewing your profile. Ask them if there’s anything you can help them with.

If the person is a first-tier connection, you can message them. If they’re a second-tier connection, or indirect connection, you’ll have to send them a connect request first.

Three Things to Cut Out of Your LinkedIn Profile Today!

Your LinkedIn profile is your “silent salesperson”, and the profile summary is actually more like a personal sales letter than anything else. I’ve been helping businesses and professionals use LinkedIn successfully for quite some time now, and often when I look at a new client’s profile, I see some of the same elementary mistakes. I’d like to alert you to these so you can fix them and watch your connections, referrals, and sales that you make from LinkedIn soar!

Mistake #1: Unprofessional looking photo! Wow! This one’s on probably half the profiles I look at. Would you go to a job interview looking like you’re chilling on the beach with a beer in your hand? If not (and I hope the question is no), why are you doing that “virtually” with your unprofessional photo on LinkedIn. You’re on LinkedIn to network in some fashion or other, and that networking is business-oriented networking. How about looking like you’re a winner instead!

Mistake #2: Showing skills that should be taken for granted. There’s no need to talk about how you’re capable of getting to work on time, or how you can get assignments done on time. Everyone can use Word and PowerPoint. No biggie anymore! So, why mention it? That doesn’t make you stand out, it makes you look old—from an era when having a skill set on PowerPoint was indeed rare! Take out the skills that should be taken for granted and put in skills that set you apart from the crowd!

Mistake #3: Mixing up personal life and LinkedIn, career-oriented life. Facebook, Twitter, and Instagram, and other social media sites, are the places for you to talk about your dog, your kids, your vacation, and other aspects of your non-working life. LinkedIn is where you talk about work! You talk about what you do for a living, your career, your skills, your achievements. Sure, the two overlap a little, but honestly, you need to keep the person stuff on the other platforms and the business stuff on LinkedIn where it belongs.