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Submitted URL: https://email.c.kajabimail.net/c/eJxlT8tuwyAQ_BpzqWIBhjgcOKQvqedeerOAXdskNrhAK-Xvi1P1VGm1Gml254Gr8ctQbhvqlx0-pmjAmVwI3hkPmjOhaC...
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 * Home
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Select Page
 * Home
 * Our Programs
   * Sales Teams
   * Individuals
   * Sales Trainers
   * LinkedIn eLearning
 * Resources
   * Podcast
   * Events
   * Blog
   * Newsletter
   * Free Content Library
 * About Us
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   * Client Experiences
   * Our Philosophy
 * Contact
   * Contact
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SUBSCRIBE ON:

Spotify
Stitcher
Google Podcast
Apple Podcast
Overcast
Amazon Music




LISTEN TO

Social Selling Tips & Strategies Sales Expert Interviews
By Guests Aaron Schmookler Amy Franko Barry Shore Bob Burg Bobby Martin Bonnie
Habyan Carole Mahoney Carson Heady Caryn Kopp Clancy Clark Dan King Darrell Amy
Darryl Praill David Newman Erin Hatzikostas Fred Diamond Heidi Solomon-Orlick
James Lam Jeff Molander Jennifer Gitomer Jesse Rothstein John Kunzier John
Livesay Keith Reynolds Kimberly Weikamp Larry Levine Liz Heiman Liz Wendling Lou
Bortone Mandy McEwen Meshell Baker Nancy Calabrese Neil Andersen Patrick Baynes
Raj Kapur Richard Rothstein Scott Webb Sid Meadows Simon Elliot Stephanie Sides
Steve Heroux Susan Mann Tim David Tony Morris Virginia Muzquiz Wesleyne Greer By
Guests Search
By Topic 12 Days of LinkedIn 5 Pillars of Social Selling 5 Tactics to Engage
Your Connections on LinkedIn 5 Ways Non-Creators Can Leverage Content for
LinkedIn 5 Ways to Use Video on LinkedIn 7 Ways to Show Gratitude to Your
LinkedIn Network on Thanksgiving ABM Prospecting on LinkedIn (or ACS) Curating
Content for LinkedIn Digital Sales Automation Engaging on Content When Social
Selling Finding Companies on LinkedIn Where You Already Have a First-Degree
Connection Five LinkedIn Mistakes Costing Sales People Business and Reputation
Five LinkedIn Statistics Every Sales Professional Needs to Know Five Things We
Want from Our Clients Get On Your Prospect's Radar Lead to Your Solution Not
With Your Solution Leveraging Content to Start Sales Conversations on LinkedIn
Leveraging LinkedIn Company Pages Leveraging LinkedIn Notifications to Start
Conversations Leveraging LinkedIn Polls to Start Conversations LinkedIn and
Centers of Influence LinkedIn and Networking Perfect Together LinkedIn Content
for Social Selling LinkedIn for Client Referrals LinkedIn for Networking
LinkedIn for Referrals and Permission to Name Drop LinkedIn Listening Part 2
LinkedIn Live and Your Sales Content Strategy LinkedIn Profile Tips for Sales
Nurturing Your Existing LinkedIn Connections Profile Refresh in 2022 Running
Your First “Sales” Call Sales Navigator vs. LinkedIn.com Slow Down Your LinkedIn
Outreach on to Speed Up Your Sales Outcome Social Proximity: Pathways to Your
Buyers the Bad Treat LinkedIn Like a Networking Meeting What is Social Listening
Part 1 Writing a Powerful LinkedIn About Summary for Sales Professionals Your
LinkedIn Alumni Page Your LinkedIn Elevator Pitch By Topic Search


CURRENT EPISODE


EPISODE 79: LINKEDIN LIVE AND YOUR SALES CONTENT STRATEGY

Our hosts Brynne and Bob introduce a fairly new feature called LinkedIn Live.
Join them as they highlight why this is an excellent addition to the list of
tools you can use to connect with prospects and initiate sales conversations.


VIEW TRANSCRIPT

Bob Woods  00:00

Greetings everyone, and welcome to Making Sales Social Live! I’m Bob Woods, the
LinkedIn Sherpa and I’m joined, as always, by the LinkedIn Whisperer, Brynne
Tillman. How are you doing today, Brynne?

Brynne Tillman  00:11

I’m fabulous, Bob! How are you?

Bob Woods  00:15

Doing really, really, really good. 

Today, we’re going to learn and be talking about a LinkedIn feature that still,
it’s still kind of new, not everyone knows about it but when used right can be
made into an essential tool when you’re looking to connect with and start new
sales conversations, and also have deeper engagement with both your prospects
and those who might be thinking about doing business with you. 

It’s called LinkedIn Live and it enables you to host live streaming sessions
that can be used in literally a wide variety of ways. So how good is LinkedIn?
LinkedIn says that live videos get an average of seven times more reactions and
24 times more comments than native uploaded video produced by the same
broadcaster. So yeah, it’s really effective. With LinkedIn Events, you can bring
your professional community together safely and in real-time. 

So, Brynne, I thought that we’d start off talking just a little bit about the
mechanics behind LinkedIn Live because a lot of people are like, “I don’t even
know where to begin, basically.”

Brynne Tillman  01:50

So well, let’s just say we’re on it now so if you’re watching live, (Bob: We are
on it now. Right.) You’re watching LinkedIn Live. I mean, the mechanics are,
unfortunately, you need a third party to run a LinkedIn Live. But let’s start
with how do you get LinkedIn Live? Oh, well, I’ll just finish this and then I’ll
hand it back. 

If you do not know if you’ve got LinkedIn Live, some people have it
automatically. They’ve been granted it. You can get it by going into Creator
Mode in your profile. That changes a lot, including your connection button
becomes a Follow button, but you now get access to both LinkedIn Live and
newsletters. 

So we’re talking about LinkedIn Live today and you do need a third party. We use
Restream. There are things like StreamYard. So you have to run it. It’s not like
Facebook where you can just go live. You need to have, you need to pay for a
third party to leverage LinkedIn Live. I think I was stepping on your toes, you
had something you wanted to share?

Bob Woods  02:54

I just wanted to let everyone know which tools are currently you know, legally
approved, or whatever you want to say. But LinkedIn, so it’s Restream, like
Brynne said, that’s what we use. There’s a product called Socialive. Brynne also
mentioned StreamYard. There’s something called Switcher Studio and there’s also
Vimeo. So we use Restream, so if we talk about anything else with our experience
today, it’s going to be in the context of Restream, essentially.

Brynne Tillman  03:23

Awesome! And Steven Farber said LinkedIn Live has been a game changer for him.
And he’s used it in one of the ways that we’re going to talk about, which is
interviewing people. What a wonderful way to build rapport with your targeted
audience than to interview them. 

You know, we talk a lot about starting sales conversations but we really don’t
necessarily want it to be a “salesy” conversation, right? So how do we start to
build rapport and relationships with our targeted buyers in a way that’s not
salesy? One of them is to highlight them on a LinkedIn Live. (Bob: Yep.)

Another one is to provide insights and tips. That’s what we try to do with MSSL,
which is Making Sales Social Live, we do this once a week and we use this in
many different ways. So while Bob and I are providing insights here live for
you, this content gets reused in lots of different ways.

Bob Woods  04:26

Yeah, so I mean, just in terms of a couple of ways. So besides, obviously, if
you’re listening to us live, this is one way it gets used. If you’re listening
to us via podcast, that’s another way it gets used so you can actually do a
“show” like this and base a podcast on that so that you get a lot more
distribution channels out of that. 

And what’s really cool is these platforms like Restream they actually save the
entire show on their end so that you can export it and do audio, if you want to
put it on YouTube as a separate video, you could do that, you know, distribute
to all of the various podcasting platforms, I mean, there’s just, there’s so
much that you could do just with the entire show, in general.

The next thing is going to be like piecing it up. So if you want to take a
little chunk of the show and post it as a LinkedIn native video, you can do
that. We also do pull quotes out of it, too. So when Brynne says all of her
magnificent stuff, and I have one of my one or two of my brilliant observations,
you can actually pull those as quotes, make those into graphics and share those
on social.

Brynne Tillman  05:43

Yeah, I love that. So let’s recap some of this right, so we have the LinkedIn
Live like you’re either listening on a podcast or watching right now, it records
and you can download it from, we use Restream, but I think they all record so
you have a recording.

You can get that transcribed, some of the platforms will give you the
transcription, others, you may have to upload the video to Otter.ai and you can
get a transcription. From that transcription, you could clean it up and put it
up as a blog post if you’d like. 

You can take the video, add that into your website, you can embed it. So you can
take that video, maybe you upload it to YouTube or Vimeo and embed that video
with the transcription into your website. It’s great for search engine
optimization. If you don’t want to edit it, just put raw transcription and paste
it, which is pretty cool, right? Like there’s lots of ways that you can use that
and then you’re getting the search engine optimization of all of your work.

Grab some of those insights, the line or two. And I love what Bob said, you can
create in Canva, that quote, slide every one of these, Bob and I each get a
quote that goes out in a slide. But you can use it in a question. You can put it
out to your audience in a text post.

There’s so much that you can do with that content and as Bob said, take those
mini clips, if you have a video editor, there are lots of people out there that
can help you on Fiverr.com. Lots of places where you take out these little
clips, and you upload that as–

Bob Woods  07:31

Vignettes or yeah, clips or whatever. Yeah, exactly. So I’m actually having a
couple of questions come in already. Is LinkedIn Live considered a post once
done on your personal page?

Brynne Tillman  07:43

So when you create a LinkedIn Live in your Restream, StreamYard, or Vimeo, it
automatically creates an event. In that event, that event is now posted to your
page. So when this gets created, it gets created on my account and in YouTube. 

So automatically, it is a post when the event goes live, it will run inside that
event and it will run in my banner on my profile, live. It will then stay as an
event in your activity and you can continue to reshare that and such.

Bob Woods  08:30

Yeah, yeah, exactly. So I mean, it gets promoted in a lot of different ways that
you may not necessarily think of doing all these steps. LinkedIn does it
automatically, which is really cool and it will push people who see that in
their timelines, you know, you’ll get, you know, you should get more and more
organic reach from that as well. 

So Cindy asks, “What is the ideal duration?”

And that’s an interesting question. So for us, personally, we like to keep these
around 10 minutes, although we’re coming up on 10 minutes already. 10 to 15
minutes, we think in general, is a good duration. But if you’re talking about
something, and it’s really compelling, and you feel like everything is in a real
group, you know, there’s not necessarily, I don’t think there’s a maximum time,
is there, Brynne?

Brynne Tillman  09:19

I don’t think so. I mean, I wouldn’t go more than an hour but the 10-minute
minimum is what LinkedIn recommends. And most of ours are somewhere between that
10 and 15-minute window.

If you do them too short, what happens and you may have noticed for some of you
that are live, is you got a notification that this started, but it may be two or
three or four minutes before the folks that get notifications even show up. So
if you do them too short, by the time they show up, it’s over. So you’ll lose a
lot of people moving forward if that’s the case. 

The other thing is they recommend a minimum of 30 seconds to 1-minute countdown.
We have a custom video that we run in our countdown. All of the platforms allow,
they have like general countdowns. And again, the reason is that by the time
people are alerted that it’s LIVE and they show up, there’s a little bit of a
delay.

As I’m speaking now, you’re hearing what I said about 30 seconds ago. So that
delay you want to keep in consideration when you’re starting that you do have
that countdown allowing people to show up nearly the beginning of your talk.

Bob Woods  10:43

That’s a really good question. A very good question. We got one more that’s come
in via Live on where I’m live, “Can be used for boosting your SEO for sure.”

That’s an excellent point, especially when you start to, you know, take it into
pieces and parts, for lack of a better term, you can get so much different types
of content out of just one live. It’s ridiculous. 

So and then obviously as you’ve been seeing us do here, we have been taking
questions and answering questions. That’s where the whole engagement thing comes
in because you got us now live and you can toss questions, as you know, people
do it here. People have done it in others, it’s a great way to respond to
questions live and then if you want to follow up with somebody or someone wants
to follow up with you — I can’t tell you how many messages and how many
connection requests I’ve gotten and I’m sure Brynne’s the same way from a live
after it’s done. I believe those metrics that I mentioned at the top and that
LinkedIn has put out, it’s tremendous for engagement.

Brynne Tillman  11:46

Absolutely! And people get to know you, right, like, LinkedIn is pretty static.
Without video, you don’t really get to know someone and so when you do this
LinkedIn Lives, there are folks that I talked to, for the first time they feel
like they already have a relationship and a connection to me because they’ve
watched these Lives, they’ve listened to the podcast, they really connect human
to human. And I love that because my whole goal is to bring value to folks and
to build these relationships. So video is a perfect way to do this. So Bob,
bring this out. 

Bob Woods  12:26

There’s one more question that I think is an excellent question that I’ve
already got the answer to:

“Do you know, of a resource of consultants who are looking to team up and do
live streams?”

I know of the perfect place to go, your network. Team up with the people who you
already know, who are obviously complementary to what you do, determine the
topic ahead of time, and maybe discuss a little bit about what you’re talking
about. I wouldn’t over script things. So I mean, like for today’s for example, I
think Brynne and I, I think I had the intro written and we kind of knew what
we’re going to talk about in general. But this has been very organic. 

And I think that you know, not sticking to a script and being organic is the
best way to not only bring out excellent points, but you can also tell when
something’s scripted. I mean, let’s face it. So being organic, and you know,
going to your network first, I think is a great way to get started. Once you
start to build momentum, you’ll probably have people reaching out to you to want
to be on this. 

Brynne Tillman  13:27

So gonna circle back to Steven Farber, who mentioned something at the top that
LinkedIn Live has been transformative for him. 

He reaches out to folks that sell into the same buyers but are not competitors.
So he has interviews with folks that are selling into HR or to leadership,
whether they’re recruiters or otherwise because what he teaches, is one of the
things is DISC for, you know, for personality types, which help in both
recruiting and in retention. 

So when he has these conversations with like-minded folks, people also selling
into those HR departments, he gets to bring additional value to his network,
because he’s bringing subject matter experts. They’re talking about content that
his buyers care about, he can bring a whole other level of expertise. And the
value that he’s bringing into his network is exponential and then he’s building
relationships with these potential referral partners. Great way to use this. So
just a heads up for that. 

“So how can a B2B real estate in a specific company boost its sales through
LinkedIn?”

That’s a wonderful question. I’m going to just briefly touch on this and then
we’re going to wrap this up but we talk about this all the time, I would go to
socialsaleslink.com/podcasts and listen to some of the other things, you can
also go to socialsaleslink.com/library and get free access to our LinkedIn
library with lots of content. There are five things that B2B people need to do. 

They need to have their profile as a resource, not a resume. They need to do
social listening to understand what’s important to their buyers. They need a
content and engagement strategy so that they’re attracting the right people.
They need to nurture their existing connections, and they need to leverage their
clients and networking partners to get referrals. 

Those are the most important things. So I think it’s a great way of showcasing
viewpoints on a topic. LinkedIn Live absolutely is. Thank you, Cindy.

Bob Woods  15:52

It’s a lot of fun. We have a blast on these things every single week. If we
weren’t having fun, folks by I mean, I shouldn’t say we wouldn’t be doing them
but it wouldn’t obviously show that we’re having fun if you know if these were
dragged out and we’re like, “Oh my god! it’s eight minutes, we got to talk for
two more minutes to meet the 10-minute thing” and all that stuff. We, you know,
(Brynne: We just love it!) Yeah, love doing it. Love doing it.

Brynne Tillman  16:16

So we are over our 15 minutes (Bob: I know, it’s funny) Let’s wrap this up,
guys.

Bob Woods  16:23

The moment we said 15 minutes, I said to myself, “Ahh… it’s  guaranteed that
we’re gonna go in 15 minutes today.”

So, thanks again for joining us on Making Sales Social Live! If you’re with us
live on LinkedIn right now, as a lot of people are evidently and we’d love that,
we do this every week. So keep out keep an eye out rather for our Live
sessions. 

So if you’re listening to us recorded on the podcast, and you haven’t subscribed
already, we invite you to smash that subscribe or follow button to access all of
our previous shows and be alerted when new ones dropped. We do two of these
things weekly, the Making Sales Social Live and we have a Making Sales Social
interview series where we talk with leaders and experts in sales, marketing,
business, and many more areas. 

So with that, we’re going to send you out with a smile and a laugh, and some
good knowledge, hopefully. Just remember when you’re out and about, make sure
that you’re making your sales…

Brynne Tillman  17:14

Social!

Bob Woods  17:16

I think that’s how we should do that in the future. So, all right, thanks,
everybody. Have a good day. 

Outro

Hit subscribe now and click the notification bell to get the latest videos from
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RESOURCES MENTIONED:

 * Restream
 * StreamYard
 * Socialive
 * Switcher Studio
 * Vimeo
 * Otter.ai
 * Canva
 * Fiverr
 * DiSC


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