What will I learn about: why cold calling fails due to our evolutionary distrust of strangers, and learn how to use 'priming' to become a familiar, trusted face to your prospects?

Discover why cold calling fails due to our evolutionary distrust of strangers, and learn how to use 'priming' to become a familiar, trusted face to your prospects.

What will I learn about: leverage LinkedIn as a powerful B2B marketing tool to systematically connect with targeted professionals and convert them into loyal customers?

Learn how to leverage LinkedIn as a powerful B2B marketing tool to systematically connect with targeted professionals and convert them into loyal customers.

What will I learn about: the art of targeted networking by narrowing your prospect search to specific job titles and locations, followed by sending highly personalized connection requests?

Master the art of targeted networking by narrowing your prospect search to specific job titles and locations, followed by sending highly personalized connection requests.

What will I learn about: how to establish yourself as an industry leader without draining time and money by creating an exclusive LinkedIn group targeting C-level decision-makers?

Understand how to establish yourself as an industry leader without draining time and money by creating an exclusive LinkedIn group targeting C-level decision-makers.

What will I learn about: how to exponentially boost your business reach and establish your expertise globally with minimal effort by hosting internet-based live webinars?

Find out how to exponentially boost your business reach and establish your expertise globally with minimal effort by hosting internet-based live webinars.

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Connect

The Secret LinkedIn Playbook to Generate Leads, Build Relationships, and Dramatically Increase Your Sales

Josh Turner

★ 3.3 / 5(51 ratings)

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Categories:

Management & Leadership Marketing & Sales

If You're Curious About These Questions...

You should listen to this audiobook

💡Did you know that your LinkedIn profile could be your most powerful sales tool, yet most professionals are using it all wrong?
💡What’s the secret to turning a casual social media connection into a high-paying client without sounding like a pushy salesperson?
💡Have you ever wondered why some webinars generate massive revenue while others fail to attract even a single lead?

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Key Takeaways from Connect

✓Discover why cold calling fails due to our evolutionary distrust of strangers, and learn how to use 'priming' to become a familiar, trusted face to your prospects.
✓Learn how to leverage LinkedIn as a powerful B2B marketing tool to systematically connect with targeted professionals and convert them into loyal customers.
✓Master the art of targeted networking by narrowing your prospect search to specific job titles and locations, followed by sending highly personalized connection requests.
✓Understand how to establish yourself as an industry leader without draining time and money by creating an exclusive LinkedIn group targeting C-level decision-makers.
✓Find out how to exponentially boost your business reach and establish your expertise globally with minimal effort by hosting internet-based live webinars.

Learning Tools

Reinforce what you learned from Connect

Mind Map

Connect

The Problem with Cold Calling+

LinkedIn for B2B Networking+

Building Your Own LinkedIn Group+

Hosting High-Impact Webinars+

Maximizing Webinar Attendance+

Post-Webinar Sales Strategy+

Mastering Sales Calls+

Quiz — Test Your Understanding

Question 1 of 9

Why does cold calling generally fail to win over customers according to the text?

A. It relies on interruption marketing and triggers an instinctive distrust of strangers.
B. It is too expensive to maintain a team of cold callers for small businesses.
C. It requires too much preliminary research on the prospect's background.
D. It only reaches a small demographic of people who do not use the internet.

Question 2 of 9

What is the primary power of LinkedIn for business owners like Bob?

A. It replaces the need for a traditional company website.
B. It acts as a powerful B2B marketing tool to systematically connect with prospects.
C. It allows businesses to sell consumer goods directly through the platform.
D. It eliminates the need for any other form of social media marketing.

Question 3 of 9

How should you curate membership when creating your own LinkedIn group?

A. Send an open invitation to everyone you can find to maximize numbers.
B. Only invite people who have already purchased your product or service.
C. Make it exclusive by targeting key decision-makers and C-level managers.
D. Limit the group strictly to employees within your own company.

Question 4 of 9

What tool does the author recommend to easily find relevant industry content to share in your LinkedIn group?

A. A social media scheduling tool like Hootsuite.
B. A feed aggregator like Feedly.com.
C. An automated email responder.
D. A landing page creator like LeadPages.

Question 5 of 9

What makes webinars slightly different from standard LinkedIn group content?

A. Webinars are strictly for internal company training.
B. Webinars require the audience to travel to a physical location.
C. Webinars commonly include a product pitch or small company presentation at the end.
D. Webinars cannot be used to share industry trends or statistics.

Question 6 of 9

What is the recommended scheduling strategy to ensure high attendance for a webinar targeting a US audience?

A. Schedule it on a Monday morning at 8 a.m. Eastern Time.
B. Schedule it on a Friday evening to catch people after work.
C. Schedule it on a Tuesday, Wednesday, or Thursday between 10 a.m. and 11 a.m. Pacific Time.
D. Schedule it on a Sunday afternoon when professionals are relaxing.

Question 7 of 9

What is the most effective way to follow up with webinar attendees to generate sales?

A. Leave a slide with your contact info and wait for them to call for a consultation.
B. Make active feedback phone calls to ask how they are integrating the concepts discussed.
C. Send an automated text message with a discount code.
D. Immediately add them to your LinkedIn group without messaging them.

Question 8 of 9

How should you handle 'warm' prospects who showed only slight interest after a webinar?

A. Call them immediately to pressure them into a sale.
B. Delete them from your contact list to focus only on hot leads.
C. Contact them via email with a recap of the webinar.
D. Invite them to a private, one-on-one webinar presentation.

Question 9 of 9

During a networking or sales call with a prospect, what is the best approach to uncover their business needs?

A. Immediately pitch your product to show respect for their busy schedule.
B. Spend the first few minutes on small talk and let the prospect do most of the talking.
C. Dominate the conversation to establish your authority as an industry expert.
D. Read directly from a prepared script and avoid personal questions.

Connect — Full Chapter Overview

1Recommendation
21 — Cold callers feel unfamiliar and irritating, so we don’t buy from them.
32 — LinkedIn helps you connect with professionals for greater success.
43 — A few steps can help ensure the right people join your LinkedIn group.
54 — To use LinkedIn well, make your group large, selective, and rich in quality content.
65 — Webinars can strengthen your business connections when they’re relevant to prospects.
76 — Small steps can help ensure prospects attend your webinar.
87 — As your webinar ends, start reaping the rewards.
98 — A good sales call follows a clear recipe.
109 — Final summary

Connect Summary & Overview

Connect (2015) lays out the most effective ways to use LinkedIn’s potential to kick-start your marketing success. With the help of case studies, you’ll learn how to use LinkedIn as a valuable sales tool, host great webinars and turn your enthusiastic audience into new clients.

Who Should Listen to Connect?

Seasoned entrepreneurs who want to learn about social networks like LinkedIn
Anyone interested in sales and marketing
New business founders searching for ways to attract clients quickly

About the Author: Josh Turner

Josh Turner is a leading LinkedIn expert and the founder of LinkedSelling, a B2B marketing firm. His company also runs LinkedUniversity.com, which provides online training for marketing through LinkedIn.