It’s no secret that the number one social media network for B2B networking is LinkedIn. Yet, many companies struggle to find significant success while utilizing the platform to gain qualified prospects, convert conversations into sales, and scale as a whole.
What steps can you take to ensure killer results on LinkedIn?
David Wong, co-founder of JD Leads Online, has the qualifications to help with all of your LinkedIn challenges.
On this episode of Evolved Sales Live, host Jonathan Fischer sits down with David to discuss the 5 steps every business needs to take to gain traction on LinkedIn.
Don't forget to follow us on LinkedIn for more engaging sales insights and discussions! Happy watching!
With a background in media buying, SMS, and affiliate marketing, David Wong created a 7-figure e-commerce store in just nine months. He’s also the co-founder of JD Leads Online, a B2B lead and revenue generation company focused on helping clients elevate their sales using LinkedIn.
Check out the transcription of this webinar episode below!
Jonathan Fischer 0:06
It's time for evolve sales life. Welcome back. I'm Jonathan Fisher. If you sell b2b And you have a heartbeat, then you're already on the world's number one, business to business networking platform, of course, LinkedIn. So how's that working out? If you're like most, you've probably had some degree of success, but the obstacles remain significant. How to get more qualified prospects even be willing to connect with you and have conversations. How do you convert more conversations into sales? And how the heck do you scale on LinkedIn? Our guest today has the perfect qualifications to help us with all these challenges. David Wong has deep level expertise in E Comm, digital advertising, affiliate marketing, and building highly effective direct response sales funnels. He has founded or co founded three businesses so far, including a coffee shop, a multimillion dollar online store and a digital marketing firm. He's the co founder of JD leads online, a b2b, lead and revenue generation company where he and his team work every day to help clients blow up their sales on LinkedIn. David Wong, it's great to have you on the show today.
David Wong 1:12
Thanks for having me, Jonathan. I'm looking forward to it.
Jonathan Fischer 1:15
So in a quick reminder to our audience, you're invited to send your questions in via the chat. And a little later on in the show, we'll get your specific questions answered right here live. So David, let's start off if you would tell us a little bit more about your background, and how did you get into doing what you do today?
David Wong 1:32
Sure, so my background is quite, I like to say it's interesting, because there was definitely no studies around marketing or anything like that when I was in school. So I very much picked up everything as a freelancer. So back dating back to high school as a freelance Photo and Video Editor, and I suppose videographer so I was doing stuff for weddings, I was doing a lot of content for wineries out in Niagara Falls region, a lot of athletic shoots. And then from there, I kind of transitioned to do more work online. So what that meant was just getting into Click Funnels, doing Funnel Hacking, ran a lot of Facebook advertising as a freelancer as well. So at one point, I was actually working for Grant Cardone and Frank Kern when they had wandered their agency together called CARDONE Kern, and for the most immediate buyer and a funnel builder. And it kind of got to a point where, you know, 10 years later, I was like, You know what, freelancing is great and all, but I'd never kind of saw a future in it. I didn't feel like I could build that wealth of that financial freedom, freedom that I wanted to freelancing. So I said, Hey, I want to start my own business. And at that point, it was November 2019. And I started messaging all my Freelancer clients, and I was like, hey, doing this thing. I'm looking at dropping my freelance clients so that I can start building my own business, when in fact, like, in hindsight, I'm like, that probably should have dropped all my clients out of the gate. But I did that. And so one of the clients that I was working with since August 2015, her name's Jess, she had her own marketing agency at the time. And what ended up happening a week after I kind of like broke off our working relationship together was she sent me a message on WhatsApp and was like, hey, help man, or help them binary, both doing this thing together? Because she knew that I want to start my own Facebook advertising agency, and she had her own online marketing agency as well. And for me, I took a couple of days. And I was like, do I want to split this 5050 This one, or do I want to just do it all by myself. And the kind of thing that hit me was that, you know, I'm really great at operations, the delivery of stuff, you know, give me a problem, I can help you find your solution, put it together and piece really nicely and automated and give it back to you. But the thing that I was never really good at was sales. You know, back in the day, when I anytime I had to get on sales calls, I would be super nervous, super antsy, I would go do jumping jacks, push ups on the floor before I got on the call, just like release some of that energy before actually hopped on. So I knew that Jess was like, yeah, she just loved in the sales side of things. Suddenly, it kind of made sense for us to do, you know, front end back end to partner together. So at that time, we actually started GT leads online, together. So she was a client of mine for five years, became a business partner. And so we've been doing this for two and a half years now. It's just been a fantastic journey for me transitioning from a freelancer to a business owner, entrepreneur. And realistically, for me, like, you know, you may have noticed that I've never talked about LinkedIn at all, at all. During this time, it's because I actually learned LinkedIn and figured everything out about social selling, since starting this agency. Because when we started the agency, we were supposed to be Facebook advertising plus social selling, because we were wanting to merge both of our worlds together. But it got to a point a few months. And we were like, You know what, we just had to niche down because we focused specifically on social selling b2b, LinkedIn. And that's where we are now.
Jonathan Fischer 4:31
Well, I think that makes a lot of sense. Obviously, as I mentioned in the intro, LinkedIn is a place where everyone already is trying to play, I think, a lot of a lot of frustration, frankly, among many in business development as to how properly to use LinkedIn, it's a lot easier to to get it wrong than get it right. So I think you're very smart to niche in on that. So our topic today really is about generating sales on LinkedIn. And so if you could just speak broadly first, we'll get deeper in a minute but how Our tech company founders and leaders and you know, business development people typically getting this wrong. What are some of the top mistakes you see being made?
David Wong 5:09
Yep. Okay, I can attest to this, because I had my expectations of LinkedIn when I first started getting into it as well, especially coming from like a paid advertising space where things were a lot more instant. So I think the biggest challenge a lot of, you know, founders, or even anybody who's trying to market on LinkedIn is having is that it's just not understanding what an organic strategy really means. Right? They expect that they can start marketing today, they'll get calls tomorrow, and they'll get clients, you know, the very next day, which is kind of true for Facebook ads, like potentially, you can start an ad today, you start getting calls in a couple of days, you didn't have to send any connection invites didn't have to build any report yet. So it feels a lot more instant right use from the ad, you start getting the call. Whereas with LinkedIn, just for the organic part comes in, you got to first vet the individual on Sales Navigator or find the right person you want to reach out to that takes maybe a day, yet to connect with that person. But when you send the connection and invite, you gotta wait a couple days for them to actually set it. So that may take another five days. And then after they accept now you got to wait until they actually reply you and after replied, You know, you gotta go back and forth, nurture that relationship, before you actually book a call. So all in all, that could probably take 30 or more days, from the day that you found them on LinkedIn, vetted them, connected with them started a conversation and booked a call. So you know, back to Facebook, again, Facebook, and there were any paid advertising fees a lot more instant. But you realistically could have ran that ad for like 15 days, and that person may not even be targeted all because, you know, even if they were a target, you would then still need to nurture that person. Whereas with LinkedIn, it takes 30 days, but that person already came nurtured. Because you found out that person whose target, that's definitely someone you want to talk to, they accept your invite, you had a conversation back and forth for the book, the call, that trust level is already much higher than the than it is versus someone who booked in a call through Facebook ad. So it's that organic piece that it's hard for, I think some business owners to kind of wrap their head around, especially when, you know, the Facebook advertising side of things has been so sexy the last couple of years. Now transitioning into the Facebook or LinkedIn side of things. It's like, okay, you really got to be patient with the process. And trust us, you know, just trust the process.
Jonathan Fischer 7:12
It sounds like there actually are pros and cons because in reality, maybe we're not even comparing apples to apples. If we're talking about digital advertising, whether that's on Google ads, or whether it's on Facebook, it's a little different animal. Maybe it compares more to real world and real world networking or conventions or other ways of getting business that you might we might call old school. They're not totally old school. Those all still work today, by the way, but that's probably more it. Would you agree is that more of an apples to apples comparison, a and b in reality? That means we're actually saving a lot of time here on LinkedIn. Is that true?
David Wong 7:47
Absolutely.I think the especially since you know, I don't like referring back to the pandemic as like the starting point of this. But realistically, that's where it kind of everybody was like, Oh, crap, you know, there's no more in person events anymore, where am I going to, you know, get business. And everybody started coming online, and a place where they can replicate that same in person engagement that they used to have at conferences, networking, social gathering clubs, it's on LinkedIn. So you're right on with that.
Jonathan Fischer 8:12
Well, and other other key mistakes being made. So obviously not understanding that this is a different animal. And so maybe the expectations are misaligned. That would be one key mistake on LinkedIn. What's another one that strikes you is very common out there today.
David Wong 8:29
So really, briefly, again, patience. That's the things you just gotta be patient with the process, I get it, you know, time is money. And as a business owner, you know, every day every dollar counts. So that's one of the key things for sure. But another big piece is just not understanding the buyers journey. So if you look at it, like a buyer's pyramid, right, 30% of people will never be interested in your product, that's fine. You know, and then you go up a tier, there's 30% of people who are just not problem aware that they even have that problem, or that the solution is even out there. And there's above that there's 20% of people who are problem aware by night might not actually be actively looking for the solution. And then there's 70% of people above that, who are info gathering, and then the top 3% At the very top of the pyramid are people who are ready by now. And the challenge is really understanding that you need to know where each person that you're talking to fits into that buyers journey, and what journey that they specifically need to take. Right? So for example, if you take someone who is in the problem aware stage, which is where the majority of people that we work with now are, they need a lot more education, right? You can't expect to get on a call with somebody who's or even before you begin to call them you can't expect to book a call immediately with somebody who's just problem aware. Because you know, you might throw them off, you might turn them off what people need in that stage is just a lot more education, a lot more nurturing, they might need to see some more of your content, they might need more time to kind of like divulge themselves in or understanding that. Okay, right. I have this problem, and there is a solution out there. And then they'll go into the info gathering stages, which is then this is them doing their due diligence, they'll compare you to the competitor competitors, or they'll try to do it themselves. And then from there, you might move them up By now, you know very few of the people that we've talked to, I think only one of the clients we work with now are actually, I would actually classify them as coming in from the Buy Now stage. Sure the buyer cycle is a lot shorter during the Buy Now stage, but then if you only focus on those people, when the Buy Now stage, it's, you're missing out on, you know, 30 37% of people who are, who might just need a couple more touch points, a little more nurturing, right. So really, it's important to name your knowing that problem, it's important for you to build a system that matches their journey.
Jonathan Fischer 10:33
This is really good stuff that easily gets forgotten that there is a need to understand your market. So if I can kind of pull out a couple of mistakes from what you were just saying, David, what I'm kind of hearing is that there's not very much of a laid out plan on LinkedIn, perhaps, like, it's not thought of in a systematic way. And maybe that's the counterpoint to what I was saying a moment ago, where yes, it is a little bit more of in terms of comparison, like real world networking, or having a convention, this kind of thing. But this is where it's actually quite different. And that is that if you don't come at it with a really well designed set of steps that you're going to execute on in a disciplined way, like its marketing campaign, you're going to fall far short. So you're going to be you're flat footed, and you're kind of going with the flow, to probably get some good results, if you can talk about your solution with a few people. But what I'm hearing from what you just said is, there's a huge, huge audience that you're not, you're just not going to reach without this kind of understanding who's in your market just just by just by sheer dint of a lack of focus on your part as the business development person. Is that on point? And how would you flush that even further?
David Wong 11:37
Yeah, that you're exactly right on that. So I will give you an example, we have one client who actually takes a full year to close a deal. And if you're not aware of that, and you're just always trying to close the deal in the first month that you'd put in a call with somebody, then you're never gonna get that opportunity to actually, you know, close that client. So it's important to understand that if you know, either from historical database on your own business, how long it takes for someone to close? Or if you're just starting out in business, you know, asking around people in industry, how long does it typically close? What's the buyers journey, like so that you can start building your system around that, and it can get you there a lot faster, right. So I think it's just a matter of putting that system in place that will give you the consistency and predictability that you need. Right realistically, and that that the other thing that's it's going to get you away from is relying too much on referrals, which is great, you know, that a lot really warm. If you get the right referral, it's a lot easier to close. But it doesn't provide you the consistency that you want to have as a business owner, you know, because at the end of the day, I know I'm going a little bit off topic now. But for me, having a business means building something where I can remove myself from the day to day, and have it still run consistently and predictably. As if I were still there. Right? If I didn't have that, I feel like I would have just built the business and made this a full time job and basically employed myself. Yeah, within that system. So I think further removing it from just, you know, what it means to figure out LinkedIn, it's just a matter of building system. For me, it's all about how do you systemize things even when you networking people, I believe when I was doing back in the day, I had a system around it the way that I approach people, how do I start conversations? You know, yes, I still kept it organic. But there was a methodology behind the way I approached it. And it's exact same thing that we're doing online now.
Jonathan Fischer 13:15
Well, I mean, that's worthy of a show of its own, isn't it, just the need to systematize every one of your business processes in a super intentional way. And I know that a lot of business owners and founders, you you get into the running of the thing, and it's hard to justify the bandwidth that would be required of you to do this systematizing because you're focused on what you're doing right now in this this quarter that you're in maybe the next quarter, or what have you. But in reality, if you're smart, you're going to be investing time on that, because that's going to pay you back tenfold in terms of investment time. I love that's great side point, and definitely probably a future topic here on evolve sales live. But let's let's get back to the LinkedIn marketing. So if we're gonna say systematizing, this approach, you said that there are five steps that anyone can implement to create you call this we were having conversation, you said you can create a revenue generating machine on LinkedIn. That's really great language. Let's, let's let's unpack that. What are the five steps from overview and then let's dig deeper on each of those.
David Wong 14:18
Sure. So on an overview level, the five steps is what we call the five C's and the five C's are number one, client avatar, number two, credibility. Number three is connections. Number four is conversions. And then number five clients. So should we just go into client avatar to unfold that winners list? right on through them? Yep. All right. So first one client avatar, nothing else matters. If you mess this one up, or if you don't, not mess this one up one but also if you don't take your time to hone in on this planner avatar piece, and what that really means is getting clear on the companies that you want to reach out to and then specifically who are the individuals within the companies are their titles? Where do they live? What are these companies making? You know, what industries are they in? Who are they serving? That's one piece. They're the people you want to reach out to on LinkedIn. The second piece of client avatar is identifying the hair on fire problems, what are the things that keep them up at night? You know, for example, one of the things that I recently got was this time tracker app. And the way that they reached out to me was, I thought was really awesome was that they reached out to me asking if are you struggling to? Do you feel like you're spending a lot of time doing everything, but nothing feels like it's ever getting done? I'm like, yeah, like, that's my hair on fire problem. But if they had approached me saying, Hey, do you need a time tracker? I'm like, why would I need a time tracker? Right? So what I'm what I'm saying there is, what a lot of businesses that I've seen in the past think is their clients or their prospects hair on fire problem is not actually it. Right? You can't come to them directly with a solution, you got to go to them on an emotional level, what is the thing that they're feeling? What is it that they're experiencing? For me? Yeah, I always feel like I'm working a lot. And sometimes I feel like I'm not getting anything done at all. So that was a great pitch, in my opinion. So you know, that's what I that's an example of hair on fire problem. And yeah, I
Jonathan Fischer 16:01
love that Jay Abraham, one of the great fathers of business consulting said that people are five times more likely to take action to solve a problem than they are just to gain benefit. So that's really, really key point. That sounds like it takes some pretty good workshopping to do. Because you if you think about just your solution, that's that isn't gonna be this isn't gonna get you where you need to go with this. Right? What do you recommend on that? How do you workshop out ways to talk about this and present it?
David Wong 16:25
I would say if you have existing clients, ask your clients go to the source, if you don't have clients yet as the market, you know, people who may you you know, who you think have might have the problem. And there's just ask them, hey, what problems are you having, because I think realistically, any great product that's been created these days is a solution to a hair on fire problem that somebody's having. Right? And it's hard to create a product and then try to sell it and shoving down someone's throat, versus just figuring out what someone's problem is, and then solving it from there. So I think it's just a matter of asking taking your time doing surveys, that's probably the best way to do it. Okay,
Jonathan Fischer 17:00
so client avatar is getting really clear on who out there has a hair on fire problem you can solve. I love it. So now when we do credibility was your next one, right? So what what credibility is a great term a generally speaking, what's it mean in this context,
David Wong 17:16
in this context, it just means creating content to position you as the expert as a thought leader. On specifically on LinkedIn, right, and obviously, content, when you make it for social media platforms, you want to make sure that it's native to the platform. So on LinkedIn, what's very important is to make sure that the content is about them, not about you, right, give them the strategies that they need to actually solve the problem that they're having. Right. So for me, one of the greatest things that I love doing when I talk to prospects, or anybody in general, is I just love giving with a strategy, this is exactly what we do is exactly how we do it, just like how we're talking on this call, right? Now, what ends up happening is they're gonna start realizing that it's either a lot of work, or they're gonna try it themselves. And it's like, it's a lot more complicated and think they think it is. And they'll come to you, as the solution provider. So putting out as much value as you can talking about the issues that they're having talk less about yourself. And also know that and this is the things I love talking about, especially with our for clients who work with us, they start seeing people engaging in their content, or commenting on the content, and they start saying stuff like, hey, none of the people that aren't gauging my content are people that I want to be working with, these aren't my client avatars, blah, blah. And so the reason I'm talking about this now is that a lot of the people who may engage in content will never be your clients. And that's okay. Because they're your promoters, when they comment on your content, what ends up happening is your content shows up on their feet, and they may have someone on their in their connection or their network, who may have the problem that you're trying to solve. Right, and then that's where the power of engagement comes from, not everybody who engages in your content is gonna be it's gonna want to be your client, or it's going to be your client for that matter.
Jonathan Fischer 18:50
That makes sense, that makes sense. So I can understand that an awful lot of business development officers and founders would want not want to give up what they may think of as their secret sauce, right? If I explain too much about how we solve the problem, there's going to want to go and do it on their own. What I'm hearing you say David, is actually you're positioning yourself as an expert, they probably are not going to be able to execute on this because it's not what they do every day they have their own business to run. And there's still gonna be real value in having you come alongside and you can still engage with many of your of your clients so it's a good investment it's a good it's a risk reward calculation that works in your favor is kind of what I think I kind of heard you say Would you agree with that?
David Wong 19:31
Yeah, it's it's you got to give away bits and pieces and people will they can try to pieces together but it's gonna be tough right? So a lot of YouTubers nowadays especially are people who are running companies like this they would give away the strategies but they won't give it all the you don't give it out in one giant five hour video. This is exactly the start to finish you know, give it on bits and pieces, right and on LinkedIn videos should only be a minute to a minute and a half long anyways. So whatever you can give away in that piece, let them you know people won't be won't spend the time to piece it together. Yeah, and so if you're not doing it, your competitors are gonna be doing it.
Jonathan Fischer 20:03
Yeah, that makes sense. I can't help but share this little anecdote, I married into an Italian family. And my wife's grandmother was a classic four foot five inch tall, Italian, grandma, constantly cooking for us. And she would give away her recipes to her daughters in law and family members. And we would all try and push for Mary and everyone cooks, right, I cook I had to, I wouldn't be able to be married to my wife, if I did. So you try it out. And it's never exactly the same as there's no way I'm ever going to get the Panattoni to actually come out of the oven and taste exactly like not as did because she just did it better. And maybe it's a little bit like that with some of these things here too, right?
David Wong 20:39
Yeah, it's, you have to have an eye for as well, like, what do you what exactly? Are you looking like you'd believe the strategy, but if you don't have the eye to say, Hey, what is it that I'm actually looking for and every step of the process, you never get to pieces together exactly the right way, which is what makes us unique as well, you know, I am not saying that I know the answer to everything, and I'm seeing everything the right way. But I have my set of unique skills my partner does, and everybody else on my team does.
Jonathan Fischer 21:01
And it's what you do your focus. So it's kind of comes down to specialization as well. So it makes a lot of sense. So you got clarity on who you can serve the hair on fire, you know, prospect that's niched to where you belong, you got a solution, then you start to share some of the goodies on how you solve problems, what how you do what you do. And then next on your list was connections. Now, this seems like a no brainer, obviously, I want to get as many connections as I can have on LinkedIn, I mean, talks about this topic, like in terms of your framework, what should I be aware of on that? Yep.
David Wong 21:34
So there's two ways to do collections, there's the spray and pray, which we call it, basically, it's connecting to everybody on your LinkedIn hoping that something's gonna stay, you know, it's like throwing spaghetti on the wall, essentially, is what you're doing right. And that's the approach you don't want to go down with. The most obvious reason is you're gonna be connecting with a bunch of people and wasting your connections on people who will never become your client, become your clients. And the reason I say that is because LinkedIn nowadays have, they have very strict limitations on how many invites you can send per day. And that's to prevent this exact problem of spray and pray. So you don't want to be connecting with, if you can only send 25 invites per day, you rather take your time that the 25 people that you're sending invites to versus, you know, sending 25 invites, and only having five who are actually end up being people that you want to be talking to. So stay away from that. And what you really want to go down towards is, you know, number one, vetting the people and then connecting with them through personalized high touch messages. So what that means is everybody gets a custom connection request message, what that means is going on to the profile, or the business website and find something unique about them something to talk about something to compliment them on, just be human, within the day, you know, people buy from people. And I am at a point now where I truly believe that people can sniff out when you're not being when you know, when you're automating your process, we're not being authentic. So that's why for us connections is just really that high touch approach. And it's not just an initial connection with you know, the message that you send them to connect with them. It's after they've connected with you. Okay, great. What are the additional things that need to be said, additional things that need to compliment them on to make them really trust me make them want to be like, Ah, I want to reply to David not, oh, my god, David's messaging me again. And then eventually, they some people would go as far as either blocking your LinkedIn, which is also not good for the algorithm, or they'll just connect with you on LinkedIn. Which, you know, you just wasted your time doing that. For what?
Jonathan Fischer 23:18
Yeah, well, it's funny, because now with the you can see if somebody is live on LinkedIn or not. And so when someone is not live and a book, blink, here comes a response in the it's a direct message, like, okay, dead giveaway, yes, it's automated. It's not a great look, it doesn't make you want to engage. Underneath that sounds like I mean, there's limitations of the technology that one should be aware of, too, right. And there's a lot of these steps that, frankly, systematize doesn't necessarily mean the same thing as automated. It just means it's that, you know, it's like that rest back that recipe for the Pantone right, you do this thing in that order. And you do it that same way, every time. Is that Is that correct? I mean, some of this probably could be automated, like, what, talk to us about that? What are some of the concerns of best practices? on that? What do you recommend? Yep,
David Wong 24:03
certainly, I would say that, you know, the sending of the messages can be, you know, automated, whether it's automated as an assistant who sends it out for you, or you have some, you have your own tool that does it for you. But the part that we do before having those messages, you know, being sent out is just how do you is preparing it, you know, if this is the person that I know, we're sending it to, what do we need to do to customize that specific message, and then both prepared for somebody else to send it out? Right, so there's, there's still that human element in there until the day AI gets so smart, where it can read someone's profile, prepare the scripts for us, and then boom, get sent out, I still think that human touch is needed. So that's, you know, the automation part is really just the sending of the message, the action of Okay, so once the reply comes in, you know, maybe we get a notification in Slack or somewhere that lets us know that hey, so and so replied. As far as that goes, you know, everything else that we do or anything else that you should be doing is in the conversations after somebody actually connect Be the human that they want to talk to, you know, be are bringing in appointments that are who can, you know, replicate your tone of voice and assistant who can reply on your behalf and have them personal conversation for you, if you don't have the capacity and bandwidth for it, you know, don't keep spamming them with messages and set and templatized everything and just hope that, you know, this message is gonna land. Like, yeah, people can sniff that stuff out.
Jonathan Fischer 25:20
Sure, sure. Yeah, the human brain is still the faster computer up till now, that's still for now, as far as we know. So yeah, well, let's talk about the final two steps, maybe together. And the reason to me, it strikes me as the conversions and clients I'm thinking, Alright, so that's it, that kind of the same thing. So unpack that for us conversions versus clients? How do you differentiate those? And how should we operate on those.
David Wong 25:45
So for us conversion mail really means converting them from online offline. And that's basically identifying where they are in the buyers journey, and then bringing that marketing lead offline to becoming a sales lead. So a marketing lead is basically just somebody who's raised their hands to be here, I'd love to have conversation interested in having a chat. And then when they become a sales lead is actually when they actually enter your sales pipeline. So they booked in that call, they filled in your pre booking questionnaire, you've had that initial discovery call with them, and they are qualified to become a buyer. Got your product. So that's the conversion piece,
Jonathan Fischer 26:14
right there exiting the marketing funnel entering the sales funnel?
David Wong 26:17
Correct. And the actual clients piece is, you know, finally turning that sales lead into a client. And that's figuring out what are the additional things that you need? Again, where are they in the buyers journey? Do they need to talk to some client references to the near proposal? Are they waiting on funding? If they are, when should we follow up, so on and so forth, identifying those things, because again, just because you have a sales pipeline does not necessarily mean everybody fluid flows to the exact same way you want to be human, you want to figure out where they are in their process, and give them what they need. right end of the day.
Jonathan Fischer 26:47
Let's, let's bring in some questions. We have one from the audience that's asking, so how can you organically move through the steps in your in your five? Like, what, what are some best practices around kind of triggered because it's almost like a mini conversion each each movement, right? To go from just that first touch to even the end of that marketing funnel? Those are little mini conversions that have to happen. So how do you recommend that we initiate those?
David Wong 27:13
Yeah. So if I were to get very tactical, my fans, it's a good thing, it's good way to approach it. In client avatar. The part the part that's very early on to solve for yourself and figure out is what is the hair on fire problem. And the reason you want to figure that stuff out, it's because your messaging is given revolve around those things, in addition to that is getting clear on the company's individual. So we use Sales Navigator for all of our clients, and you have ourselves to figure out what are the companies so the approach that I love taking first, you know, a lot of people who go on Sales Navigator will directly go into using the lead source function where they're like, Okay, this industry, this title, give me a ton of results based in the US know, maybe you'll get 50,000 CMOS in the US are probably a million. But the challenge becomes a lot of the CMOS don't work in the exact companies that you want to go after. So that's why I always say, search for the companies first. So go to the company search feature, typing the industries, how much are they making, you know, half $2 million, great, based in the US, the specific industry, and then based on the maybe the 1000, companies that come out, pick those companies, put it back into the lead search function, and then search for the CMOS, VP of direct VP, marketing, Director of Marketing or anybody, whatever tribe you want to go after, to find the individuals within those companies. That's probably the best way you can identify people and vet them. Because you already know that those individuals work within those companies. Right. So that's the two parts on getting clear on the client avatar first, the tactical piece. That makes sense.
Jonathan Fischer 28:36
Yeah, it makes a lot of sense. I love it. Well, there's so much more we could discuss this half hour has absolutely blown by David, I really thank you for being with us today. I wonder how our audience members could reach you directly. If they'd like to continue their education on your approach to building a revenue generating machine on LinkedIn. Where should they go online?
David Wong 28:54
They can go to JT leads online.com. Or they can just connect with me on LinkedIn. Drop me a DM and we can start talking from there. All right,
Jonathan Fischer 29:03
well, that's fantastic. Well, a reminder to everyone that you've all seen us live is sponsored by overpass.com. Overpass is the world's leading low cost platform for hiring top quality talent fast. See what makes overpass different for yourself? Open your free firstname.lastname@example.org David for the whole team here at Evolve sales and on behalf of the audience. Thanks again for being here. Audience. Thanks for being on the show. That's going to do it for us today. Take care everybody have a profitable weekend. Have a good one.