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There are two radical extremes when it comes to LinkedIn and quite frankly, they both suck!

Either you do absolutely nothing (and hope somehow, the world will beat a path to your door) or;

You launch, immediately into a sales pitch and piss off your new connection.

Sadly, I fell into the first category back in 2008 and even quit LinkedIn because I thought it was a waste of time!

Truth be told, I didn’t know what the heck to do once I connected with someone, so I just did nothing.

Meanwhile, I missed out on opportunities until I decided to change a few things.

Through trial and error (mostly error back then) I created a communication plan that guided me from the moment I connected with someone to the moment I did something super important;

Transition that “connection” off of my computer screen and into an actual conversation/meeting.

Back in those days, I was building my network with the sole purpose of having more options “just in case”.

I never thought I would actually need my network because at the time, I was a Vice President for a Billion dollar a year company.

Then Life Threw Me A Left Hook

In December 2010, my wife was diagnosed with breast cancer (and no, I’m not trying to make a sympathy sale here, she’s actually been completely cured since 2011),

We were fortunate, having caught it at a “Stage 0”. So one outpatient surgery, and 6 weeks of radiation later, we put that bullsh*t behind us!

But . . .

It served as a gentle reminder for me that life is short and;

Perhaps I needed to stop saying “Someday” when it came to pursuing my dream of starting a business.

So I put in my notice, hung out my shingle but;

I did so with the LinkedIn connections I had been nurturing.

Within 30 days, I landed 45 new clients as a direct result of my LinkedIn efforts.

Since then, I have consistently brought in 3-5 new clients and hundreds of new (paying) webinar participants each month.

Do you want to know the best part?

I access high level decision makers, EVERYDAY, without getting stopped by a gatekeeper.

Why?

Because there AREN’T any on LinkedIn!

On February 23rd, at 11:30 am EST, I’m going to take you behind the scenes and show you how I do it,

I’m going to get into actual tactics and share 10 templates I created to help you;

Work a proven communication plan from the moment you say “hello” to the moment you transition that “connection” off of your computer screen.

Here’s what you’ll GAIN by joining us . . .

  • What to say and do, from the moment, you connect with someone. And I’m going to give you the exact templates that I’ve been using!
  • How to position yourself as an expert and THE Absolute BEST choice.
  • How to provide value WITHOUT conditioning a bunch of freeloaders who love to “friendzone” you! Another lesson that I learned the hard way!
  • How to create a referral machine . . .Even with people who’ve never bought from you!
  • How to IMMEDIATELY increase your phone appointments each week. Note: My coaching clients average 10 more appointments each week. Your mileage may vary.
  • How to use LinkedIn groups, LinkedIn Publisher etc to create MORE opportunities.
  • How to send inmails without paying for a premium membership.
  • How to dramatically increase your response rates via LinkedIn.
  • How to approach someone without coming across as salesy. How do you feel when this happens to you on LinkedIn?
  • How to do this all on a tight schedule (I mean, I’m sure you don’t have all day to play around on LinkedIn, right?

At The End Of The Webinar, You’ll Have The Framework For A Powerful Lead Generation System!

The investment is only $99 and here’s what you’ll get;

(1) 90 minute webinar

Worksheets

The Recording (Sent out later that day)

2 Bonus eBooks with additional ideas

10 Templates

Email Access To Me to answer any webinar related questions

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Can’t make it on Thursday, February 23rd at 11:30 am EST?

Sign up anyway and I’ll send you the webinar replay later that afternoon. View it anytime during the next 60 days.

 

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“Should I Try To Sell To My LinkedIn Network?”

by Paul Castain on February 18, 2017

Yes No

Somewhere along the line, we were led to believe that you absolutely SHOULDN’T try and sell to your network.

I believe the marching orders are that we’re supposed to give value (whatever the heck that means) and the rest takes care of itself.

I guess, the idea is that people will notice you, continually giving value and then they will buy from you and recommend you to others.

That’s a recipe for starvation and at a minimum, it’s how you get “friendzoned” by a bunch of people who, wait for it, wait for it, just want more free stuff.

The problem, as I see it, is that we’re thinking in extremes when it comes to our networks.

One extreme is that you become a total douche and try and “pitch” everyone, every opportunity you get. You know, like those idiots who send you an invite, you accept and then they try to sell you immediately.

The other extreme, is that you give, give, give (without selling) and people will reciprocate.

Instead Of Extremes, There’s Actually A Compromise 

Begin by giving but feel free to let people know, every once in a while, that you AREN’T a not for profit!

What if, 80-90% of the time, you offered resources, help, referred business, did things to help them look like rock stars to their network etc and then . . .

Took a 10-20% liberty to subtly move the relationship towards a sale?

In other words . . .

Don’t Be Afraid To Sell, But Don’t Be An Ass About It!

I want to warn you about something (that no one ever wants to talk about).

When you give to your network, no strings attached, you’re still going to encounter some IDIOTS and;

When you attempt to sell someone in your network (even if you give 99.9999999% of the time), you’re still going to encounter idiots, for example . . .

When I launched Castain Training Systems, I sent a note out to my network to let them know what I was doing.  This was the only time, in 3 years of networking that I had EVER tried to sell something to my network. I actually sent all kinds of freebies, offered free coaching sessions etc prior to hanging out my shingle.

I received a response from someone who was offended that I would have the nerve to try and sell them something. He acted as if he caught me banging his wife or something.

What’s the moral?

None! I just like to tell that story. But seriously;

Whether you give without ever trying to sell or you give and occasional try to sell;

You can’t please everyone and as far as I’m concerned . . .

That’s OK I’m not going to let that get in the way of feeding my family and;

Neither should you.

So by all means, do your job and don’t EVER be ashamed of actually trying to drum up business.

Just remember to be reasonable about it!

Make sense?

Time Is Running Out!

 

If you’re planning on joining us for our webinar, How To Generate MORE Leads Via LinkedIn, you had better hurry up and reserve your spot!

We’ll be coming to you live, on a computer screen near you, this Thursday, February 23rd, at 11:30 am EST.

I’m going to get into actual tactics and share 10 templates I created to help you;

Work a proven communication plan from the moment you say “hello” to the moment you transition that “connection” off of your computer screen.

Here’s what you’ll GAIN by joining us . . .

  • What to say and do, from the moment, you connect with someone. And I’m going to give you the exact templates that I’ve been using!
  • How to position yourself as an expert and THE Absolute BEST choice.
  • How to provide value WITHOUT conditioning a bunch of freeloaders who love to “friendzone” you! Another lesson that I learned the hard way!
  • How to create a referral machine . . .Even with people who’ve never bought from you!
  • How to IMMEDIATELY increase your phone appointments each week. Note: My coaching clients average 10 more appointments each week. Your mileage may vary.
  • How to use LinkedIn groups, LinkedIn Publisher etc to create MORE opportunities.
  • How to send inmails without paying for a premium membership.
  • How to dramatically increase your response rates via LinkedIn.
  • How to approach someone without coming across as salesy. How do you feel when this happens to you on LinkedIn?
  • How to do this all on a tight schedule (I mean, I’m sure you don’t have all day to play around on LinkedIn, right?

At The End Of The Webinar, You’ll Have The Framework For A Powerful Lead Generation System!

The investment is only $99 and here’s what you’ll get;

(1) 90 minute webinar

Worksheets

The Recording (Sent out later that day)

2 Bonus eBooks with additional ideas

10 Templates

Email Access To Me to answer any webinar related questions

Image result for sign me up button

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cold-calling-templates-sept-2016

You’ve connected with someone on LinkedIn . . . Now what?

And don’t pretend like this question DOESN’T apply to you because it does.

Want to know why?

Because if you’re like most people, you have a bunch of people you’ve “connected” with on LinkedIn but;

You haven’t done ANYTHING with those relationships nor do you;

Know what you should be doing and when.

Where I come from, they call that . . .

Leaving money on the table

On February 23rd, at 11:30 am EST, I’m going to share the plan I use to create opportunities on LinkedIn.

I’m going to get into actual tactics and share 10 templates I created to help you;

Work a proven communication plan from the moment you say “hello” to the moment you transition that “connection” off of your computer screen.

Here’s what you’ll GAIN by joining us . . .

  • What to say and do, from the moment, you connect with someone. And I’m going to give you the exact templates that I’ve been using!
  • How to position yourself as an expert and THE Absolute BEST choice.
  • How to provide value WITHOUT conditioning a bunch of freeloaders who love to “friendzone” you! Another lesson that I learned the hard way!
  • How to create a referral machine . . .Even with people who’ve never bought from you!
  • How to IMMEDIATELY increase your phone appointments each week. Note: My coaching clients average 10 more appointments each week. Your mileage may vary.
  • How to use LinkedIn groups, LinkedIn Publisher etc to create MORE opportunities.
  • How to send inmails without paying for a premium membership.
  • How to dramatically increase your response rates via LinkedIn.
  • How to approach someone without coming across as salesy. How do you feel when this happens to you on LinkedIn?
  • How to do this all on a tight schedule (I mean, I’m sure you don’t have all day to play around on LinkedIn, right?

At The End Of The Webinar, You’ll Have The Framework For A Powerful Lead Generation System!

The investment is only $99 and here’s what you’ll get;

(1) 90 minute webinar

Worksheets

The Recording (Sent out later that day)

2 Bonus eBooks with additional ideas

10 Templates

Email Access To Me to answer any webinar related questions

Image result for sign me up button

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fotolia_117854392

Right now, someone is taking your opportunities!

They’re taking your opportunities and when you hear why, it’s going to upset you.

They aren’t taking your opportunities because they offer something better, in fact, in most cases they aren’t.

They aren’t taking your opportunities because they have more experience than you or because they represent a company that’s been around longer.

I bet you they aren’t taking your opportunities because they’re cheaper.

They’re not even taking your opportunities because they spend millions of dollars in advertising.

Your competitor kicks your ass, because your prospects are more familiar with them, than they are with you!

They’re familiar with them because . . .

Your competitor consistently and relentlessly shows up!

They show up by calling regularly instead of whenever they have time.

They show up with regular emails and resources.

They show up with handwritten cards, notes and numerous forms of snail mail.

They show up on the social networks.

They show up at networking events.

Some of them show up with creative things that make them more memorable.

I see it all the time . . .

People who are basically “wanna be” “no talent” types . . .

who win business anyway . . .

Almost by default because YOU never showed up!

To me that’s unacceptable!

Tell me my price is too high!

Tell me you think that my coaching services aren’t a fit for you.

Tell me that you don’t like bald fat dudes who have heavy New York accents but . . .

I’m not going to lose because my prospects don’t know who I am.

Said another way . . .

I’m not going to lose because I was too busy making excuses NOT to show up.

Don’t you ever, ever, EVER allow someone to take your opportunities because you were a “No Show”

For the last week now, I’ve been offering yet another way for you to “show up” (you do know that you need to show up in multiple ways, right?)

I’ve been talking about how to use LinkedIn and quite frankly;

Most people really SUCK at it!

And yet . . .

Because others are willing to show up and form connections;

They create opportunities they never would have had if they didn’t put forth the effort.

On February 23rd, at 11:30 am EST, I’m going to share the plan I use to create opportunities on LinkedIn.

I’m not going to bore you with typical sh*t like the mechanics of LinkedIn or how you should write your profile;

I’m going to get into actual tactics and share 10 templates I created to help you;

Work a proven communication plan from the moment you say “hello” to the moment you transition that “connection” off of your computer screen.

Here’s what you’ll discover by joining us . . .

  • What to say and do, from the moment, you connect with someone. And I’m going to give you the exact templates that I’ve been using!
  • How to position yourself as an expert and THE Absolute BEST choice.
  • How to provide value WITHOUT conditioning a bunch of freeloaders who love to “friendzone” you! Another lesson that I learned the hard way!
  • How to create a referral machine . . .Even with people who’ve never bought from you!
  • How to IMMEDIATELY increase your phone appointments each week. Note: My coaching clients average 10 more appointments each week. Your mileage may vary.
  • How to use LinkedIn groups, LinkedIn Publisher etc to create MORE opportunities.
  • How to send inmails without paying for a premium membership.
  • How to dramatically increase your response rates via LinkedIn.
  • How to approach someone without coming across as salesy. How do you feel when this happens to you on LinkedIn?
  • How to do this all on a tight schedule (I mean, I’m sure you don’t have all day to play around on LinkedIn, right?

At The End Of The Webinar, You’ll Have The Framework For A Powerful Lead Generation System!

The investment is only $99 and here’s what you’ll get;

(1) 90 minute webinar

Worksheets

The Recording (Sent out later that day)

2 Bonus eBooks with additional ideas

10 Templates

Email Access To Me to answer any webinar related questions

Image result for sign me up button

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it just got weird

Could you imagine, introducing yourself to a stranger and then staring at them?

In your defense, you wouldn’t be staring at them to be weird, you’re just thinking that the “hello” would be enough.

Enough for what?

Enough for them to carry the conversation and hopefully;

Enough for them to say “Holy sh*t you sell widgets, please let me buy some from you” or

“Let’s introduce you to more of my friends so you can sell them some too!”

Maybe you’re thinking it would be enough for them to help you should you find yourself between jobs, need a warm intro, some insight on a mutual connection?

If you agree that the things I mentioned might help you as a sales professional;

Then you have to acknowledge that saying hello and then staring at them ISN’T much of a strategy, no?

So if you agree that saying “hello” and then staring wouldn’t help you;

Then why are you doing that on LinkedIn when you send someone an invite and then do nothing?

I asked a simple question over in my LinkedIn group and in my status update;

What percentage of the people who send you an invitation to connect make an attempt to stay in touch?

I heard lot’s of “nobody does” answers to a more optimistic 3%.

That tells me there’s way too much “staring” going on!

You need a plan so you can stop staring and start building relationships!

And stop blaming LinkedIn.

They let you into the party and you were the one who chose to stare instead of interact!

I have 10 templates for you and;

The great news is that, they’re part of a LinkedIn plan, that takes you from that moment you connect, to that moment when they become your client.

I’ve been working this plan for about 7 years now and its the perfect complement to the phone, email and hopefully a bunch of other things you’re doing to generate business.

If you’d like the 10 templates, and the LinkedIn communication plan, come join us for our How to Generate MORE Leads Via LinkedIn webinar on February 23rd.

Here’s what you’ll discover by joining us . . .

  • What to say and do, from the moment, you connect with someone. And I’m going to give you the exact templates that I’ve been using!
  • How to position yourself as an expert and THE Absolute BEST choice.
  • How to provide value WITHOUT conditioning a bunch of freeloaders who love to “friendzone” you! Another lesson that I learned the hard way!
  • How to create a referral machine . . .Even with people who’ve never bought from you!
  • How to IMMEDIATELY increase your phone appointments each week. Note: My coaching clients average 10 more appointments each week. Your mileage may vary.
  • How to use LinkedIn groups, LinkedIn Publisher etc to create MORE opportunities.
  • How to send inmails without paying for a premium membership.
  • How to dramatically increase your response rates via LinkedIn.
  • How to approach someone without coming across as salesy. How do you feel when this happens to you on LinkedIn?
  • How to do this all on a tight schedule (I mean, I’m sure you don’t have all day to play around on LinkedIn, right?

At The End Of The Webinar, You’ll Have The Framework For A Powerful Lead Generation System!

The investment is only $99 and here’s what you’ll get;

(1) 90 minute webinar

Worksheets

The Recording (Sent out later that day)

2 Bonus eBooks with additional ideas

10 Templates

Email Access To Me to answer any webinar related questions

Image result for sign me up button

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