Joining me on this episode of Accelerate! is my guest Trevor Turnbull, Owner of Linked Into Leads, online reputation strategist, LinkedIn trainer, keynote speaker, and owner of the 30 Day Sales Machine program.
Trevor’s agency, Linked Into Leads, is in Vancouver. 98% of their clients are outside of Vancouver. They generate leads, using LinkedIn to turn cold leads into warm prospects.
Trevor uses LinkedIn as a tool — a massive database of opportunities — to get his clients in front of their audience at the right time in the buying process. Trevor teaches methods for effectiveness.
Trevor has a degree in marketing, but went straight into sales in 2003, cold calling from the Yellow Pages. In 2009, he started using LinkedIn for social selling, human to human.
Tip: make sure your profile photo is professional. Don’t treat LinkedIn as an online résumé. Those who view your profile want to know how you can help them, but you have just six seconds to capture their attention.
In a LinkedIn campaign, use laser focus. Specifically aim for your target persona, and speak to them directly about pain points, with headline, summary, and supporting media.
The 30 Day Sales Machine is a marketing cycle program for a LinkedIn campaign of 1000 connection requests (50 per day), and replying to responses. Use a dedicated email account for a campaign.
Don’t just join LinkedIn groups of your peers. Join groups of your target buyers. You have to request to join. Let the group admin know what value you offer to them.
In a LinkedIn campaign, define your searches, and save the searches for further filtering.
TIP: Use the permission method for connecting: Thank you for visiting my profile. I’m looking to expand my network in the (blank) space, here in (blank). Would you be open to connecting on LinkedIn? This gets much better response than the generic request.
If the person accepts, follow up with a message that doesn’t ask for anything: Great to have you in my network, I look forward to sharing ideas. If there’s anybody I can help connect you with, don’t hesitate to ask.
Differentiate yourself and start a conversation with a second follow-up such as: I’m looking to get some feedback from decision makers such as yourself on the challenges they’re facing with (blank). Some of your peers have said this …
What’s your most powerful sales attribute?
Authenticity. I’m an open book, in this to help people.
Who is your sales role model?
I follow a number of people online, including Grant Cardone,
Eric Lofholm, and Gary Vaynerchuk.
What’s one book that every salesperson should read?
Sales Scripting Mastery: The 7-Step System for Consistently Delivering Successful Sales Presentations, by Eric Lofholm.
What music is on your playlist right now?
Chill music. Anything Bob Marley.