Part 1 | Why LinkedIn is so Powerful! | Stories With Traction Podcast

SHOW NOTES:

SERIES: This podcast episode is a part of the LinkedIn series with Dan Mott on the Stories With Traction Podcast.  In the next 3 episodes, Dan Mott and Matt Zaun will talk about the WHY, the WHAT, and the HOW regarding LinkedIn. By utilizing the concepts shared, you can radically enhance your sales and marketing. Enjoy these episodes!

SUMMARY: In this episode, Dan Mott and Matt Zaun talk about WHY you should be focusing more of your marketing efforts on LinkedIn, and why it's such a powerful tool.

DAN MOTT BIO: Dan Mott is the founder of SIX3MEDIA, and he is a LinkedIn Social Selling Strategist.  Dan helps people turn content into followers and fans into customers.

If you want to radically boost your sales, check out his course here | https://bit.ly/3BQ0oIW
Follow Dan Mott on LinkedIn to see his insights on the power of LI | https://bit.ly/36MJ38x

MATT ZAUN BIO: Matt is an award-winning speaker and storyteller who empowers organizations to attract more clients through the art of strategic storytelling. Matt’s past engagements have catalyzed radical sales increases for over 300 organizations that range from financial institutions to the health and wellness industry.

Matt shares his expertise in persuasion with executives, sales professionals, and entrepreneurs, who he coaches on the art of influence and how to leverage this for profits and impact.

For more info, check out Matt Zaun here:
https://www.linkedin.com/in/mattzaun/

*Below is an AI-generated transcript, which may contain errors

I'm unbelievably excited for this upcoming episode. This is an episode that so many people have been asking for. That I have been literally counting down the days for us to do this. And here's why I've done numerous episodes about LinkedIn, and what LinkedIn can do for you. Whether you are a CEO of an organization of 1000s of people or whether you are a solopreneur, what LinkedIn can do for you and your organization. But one of the ones that I did recently was with Dan Mott, and this one in particular got a wave of questions where a lot of people were messaging me that the episode meant a lot to them and they learned a ton and asking for more. So today, the reason why I'm excited is because back by popular demand, I am with Dan Mott again, and we're going to dive deeper into the concepts of LinkedIn and why you need to start taking more advantage of this incredible social media platform. So before I kick it off with Dan, for those of you who are not familiar with him, or you have not listened to his episode one I do recommend that you do pause this you go to that episode with Dan Mott and you listen to add, but if you're not familiar, Dan mon is the founder of six three media. Dan has also radically helped me in my business through his teachings regarding LinkedIn. So we're not talking regarding theory we're actually talking in things that I have seen done for my business that has led to radical change and enhancements with my systems in what I do. So I can absolutely speak from personal experience on the concepts that he teaches and why and how they work. So Dan, welcome back to the stores with traction podcast.
Thanks for having me man. I need to hire you as my copywriter.
As your promoter I'll promote you wherever you go all like roll out the red carpet listen to this dude. He knows what he's talking about.
I appreciate that, man. I'm yeah, I'm super happy. To be back. I always I mean we collaborate all the time. I always have a blast hanging out with you and talking. There's so much that we've learned from each other over the years and you know, every time we get to sit down and have a conversation there's there's always so much takeaway for us and everyone who's listening so I love it and and happy to be here, man. Absolutely.
And I appreciate you being here. And there may be people listening or they're like, Are you are you being overdramatic in your promotion? Are you mad? How can you actually be counting down days for this conversation? I've literally seen trainings that Dan has done, applied them and it has paid off for me in a big, big way in business. You know, there's something to be said about seeing something and thinking Hmm, that's interesting, or that sounds good in theory. And then it's another thing to go through one of your trainings, Dan actually apply it and be like, Wow, that really worked. Like I made a bunch of money from what you just mentioned. And that is why I'm so excited for people to learn a little bit more about what you do on a much deeper level, because they too can be taking advantage of the different strategies and concepts that you teach when it comes to LinkedIn. So let's dive in. And I really want to focus on the why. In this episode, I really want to focus on why it's so important for individuals to be thinking more about LinkedIn to be doing more about it because of what they will experience. So let's really focus on the why so people really understand this sense of urgency and importance. So if you were to say to someone that may still be viewing LinkedIn as a glorified resume, that they should really be spending their time one of our most precious elements of our life is time but they should be spending more time on LinkedIn. Why would that be the case? Why would anyone want to be doing anything else above and beyond what they're currently doing? We're all busy. Dan, why should I be doing anything on LinkedIn?
So I can I probably I should probably know these stats off the top of my head better. But I mean, you can talk you can quote the the number of users that are on LinkedIn, the number of active users on LinkedIn, the number of people who are actually actively creating content on a regular consistent basis on LinkedIn. But I mean, all that at the end of the day doesn't really matter to me. Those are nice, nice, pretty metrics. I've been doing this for three years. My entire sales and marketing strategy has been exclusively LinkedIn. I mean, I do I do speaking opportunities like this. I do email marketing as well. But literally the top of my funnel, all of my nurturing everything I do is around LinkedIn. And every single client that I've had every employee that's worked for me every strategic business relationship I have, I have a second business and my business partner and I met on LinkedIn. Literally, every dollar that I've made, every relationship that I've that I've made or sustained over the past three years has come from my activities on LinkedIn, everything I attribute my entire my business literally is LinkedIn and I can attribute everything to it. So for people who are not willing to invest the time in it. I mean, that just means that there's more opportunity for me and the other people who are there so it's definitely worth the investment. And it most certainly is right it is an investment. It is creating content. It is engaging it is there's a lot of activity. There's a lot of things that you need to do to be able to maximize the time that you spend on LinkedIn to actually get tangible business results out of it. But if you are spending the time and if you have the right strategies to make sure that you're staying focused because it is very easy to lose focus there. It can I mean it can literally be your entire business which is incredible to say.
I appreciate you mentioning that. And so as I'm hearing you speak saying that everything that you have got came on LinkedIn and all these different things. There's something that comes to my mind. I've shared this story before. And I also recognize to some people this may come across as offensive so I always like to preface if you're easily offended, you might want to skip this part you might want to fast forward. It's just what I've seen and what I've witnessed a few years ago was sitting around a table of other consultants and my for everyone that follows me you know that my background is in the political arena. I was a political speech writer for quite some time and I learned a lot of strategies on how to connect and communicate and really inspire audiences through the political arena. I've taken that into the business world teaching business leaders, different political messaging strategies on how they can grow sales, but I'm sitting around this table a few years ago and I'm the youngest one in the room, right? So I'm a millennial, and I'm around the table. There's all these different baby boomers around the table. And the question was, how can we build a following? And everyone was going around the table saying, I'm gonna write a book, I'm gonna write a book. I'm gonna write a book, everyone said, I'm gonna write a book. And some of them are in the process of writing a book. So the few problems with this scenario, one, a book is the lowest rung on any profit ladder, you're gonna spend, you're gonna put your heart and soul into writing a book. You're gonna sell it for 12 bucks, you're gonna get about two bucks in profit. You have to be a New York Times best seller to make any kind of money from the actual product of a book. Okay? And in my mind, I'm thinking one that's a terrible way to make money and two, it just gave me a ton of anxiety. I gotta go now and I gotta rip my hair out trying to think about how to write a book. I don't have time to do that. So in my mind, I'm thinking based on all these different things, all these different things that you said about LinkedIn, all these different things. I'm gonna go put content on LinkedIn. So as these individuals are going ripping their hair, hair out writing a book, I'm gonna be posting on LinkedIn. And we're gonna see who's able to achieve their objectives first. Within two years, I was able to build up a such a following and LinkedIn that now my workshops, my coaching clients, all of the different things that carry my business model, I'm booked about 18 months out 18 months out, I can't even take on any more speaking opportunities, because I'm so booked out with doing stuff on LinkedIn. And a lot of people in the room, unfortunately, have had major struggles in business because again, they were told write a book, write a book, write a book, because the old philosophy back in the day was write a book, you'll establish yourself as an expert, and then your audience will come. That's an old archaic way of marketing. Now, you build an audience and then you drop product, you build an audience, and then you're able to scale and sell so it's a complete different way of thinking. So as I'm hearing your talk, and I'm just thinking like the why is so big now that you don't need to be even viewed as an expert in an industry. Just go start putting content on LinkedIn, build the following, build those relationships we had covered about the art of casual conversations in the last episode, we did start doing that and people are going to start coming to you. So I'm going to talk a little bit more about that because you've seen our archaic marketing practices and sometimes downright dangerous marketing practices that just suck people's time. What are some things that you've seen out in the marketplace where you think to yourself, if they just freakin did something on LinkedIn, it would like 10x Their time is there something that you can pinpoint? Like writing a book? And how much time something like that takes?
Well, I think that's funny, right? Because I think that the whole Rei T to your point, right? Like people want to write a book to be known as an expert in their field in their industry. And like you said, the amount of time that it takes to write a book and then is it even going to be successful, you even going to be able to sell it? Are you going to find an editor who's going to who's going to who's going to take the project on right? There's a lot of things that happen in there. And it's literally like within within a few short months of posting good content and being engaged on LinkedIn. You can do just that. And like, you write one book, and then you're just selling more of it and more of it more of it, right? It's you're kind of like stuck at that level. Whereas LinkedIn, you're constantly producing over and over and over again, you're able to just build on that momentum, which is really cool. And I'll say one last thing to go start on LinkedIn. And then once you actually build that following and say it takes you you know, two years, three years, however long it takes, you can go into LinkedIn and download your archives. Every I have a folder, I have a Google Sheet on my drive. With every single LinkedIn post that I've ever posted. I download it from like, I download it from LinkedIn archives once a month. I can literally go search by any sort of keyword I can take that I could go push that together into a book right now. And it would take me significantly less time than it would for you to say, here's a piece of paper okay, what start writing. You're, you're you're basically hitting two birds with one stone by doing that if you go produce content daily, you're putting your ideas out there, you're watching those ideas evolve over time, you're starting to build up all this content that you can come back and later repurpose and reuse and build into larger form pieces of content which is which is really cool. Gives you the momentum, it gives you the push in between you actually like spending all that time and effort producing something big like a book.
Oh, absolutely. And also, just so people don't misunderstand me, I'm not down on people writing books. I think it is an awesome medium. One day I probably will write a book. But to your point, Dan, I have so much content now on LinkedIn. And last couple years I wrote 50 articles on LinkedIn. I mean, all I need to do is just pull those articles and there's my start of a book. It's not looking at a blank page. I'm starting with a tremendous amount of content in addition to all of my posts, you know that that's a lot of content. So it's just something for people to recognize that just because someone in the past did something to build an audience doesn't necessarily need mean that you need to do that. There are people that still go door to door we talked about that before door to door sales. I'm constantly getting door to door sales people come to my door about new roofs and stuff. Such an ineffective way to do marketing it's so it's such a me focus marketing. When so much of LinkedIn as you focus now it's based on content marketing is based on other people and enriching them and giving them value. So back to your point about the why on restructuring content. You start posting stuff on LinkedIn, you're gonna have so much that you can pull from to really separate yourself as an expert. You mentioned your downloads, imagine all of the gold that you have in there to repurpose for different quotes, different picture posts, different articles that you can expand all these different things are going to continue to add value to your network, which in turn are your future clients. So talk about that a little bit because I think a lot of people listening to this are there they are high achievers, they are the type a they are go go go they are get it done and some people that listen to this are willing to do things that are crazy. Writing a book is crazy. You know going door to door is crazy, all these different things, but they're willing to do it because they want to succeed. So for people out there that are willing to do anything at all costs to succeed. Talk about the why behind doing content in the first place. So you can repurpose it.
And I think that's that's an interesting point to write because I don't want to say that any channel is dead. Right? I don't think that people say that all the time. People say Oh, email marketing is dead. You know, cold calling is dead. And I just simply think that that's not the case. I think that you know things like with cold calling, being able to people being able to screen cold calls, right like where my phone now tells me telemarketer when someone's calling. Obviously I'm not gonna pick that up. It makes things more difficult, but that doesn't mean that it's not a viable practice. So I think that people can go out there and kind of do those things. Although I will say the only kind of type of door to door salesperson that I will accept are the Girl Scouts who come and sell my cookies. I'm completely okay with that. How
am I not gotten that person coming to my door? Well, you get Girl Scouts I get people asking me about my roof almost every other day. I don't need a new roof. It's it's fairly new. I don't need a new roof but I want Girl Scout cookies. How do I get that?
Didn't you just tell me a roof last year?
No, that's the next thing that we're gonna do the what is take good documentation on who you've had as a client and don't read knock on their door.
It's just good practice. Yeah, I think you know. Yeah, the fact that you're out there creating content daily is I mean on so many levels. It's good, right? It helps you express your ideas and get feedback from the market what people like when people don't like if you have you know, if you're posting consistently and you get a post that really blows up what was that topic? Why why did it blow up? Why What do people really care about because now you have valuable user feedback, market feedback that you can use to improve your message to improve your talk track to improve your services, whatever it might be in your business. There's so many ways to apply that equally. If you have a post that goes out and performs no one likes it, no one engages with it. Alright, that's a topic that people don't care about. So there's you constantly by by posting consistently every single day you have a pulse on the market as it changes right like that's not one time I'm gonna go and do this massive market research and I made all this valuable information and then a year later it's obsolete because something something happens like you know, I mean, COVID is like a perfect example where the world is completely and utterly changed. The market is no longer was no longer the same when that happened. And again, now from when it started is completely changed as well. So having that that daily pulse on you on market feedback is incredible. Equally you're creating content, you're putting your message out there, you're improving valuable skills like copywriting and public speaking even though it's in a written format, but pay maybe you're doing video too, right? There's a lot of skills that you're improving that are going to help you market and sell your business through any and all channels right like those skills. Apply to a hammer send an email now or hey, I'm gonna go hop on a call with someone that talk track that information that you learn the things that you're talking about and getting feedback on from the market are going to stick with you and you can carry that across from channel to channel and then to Matt your point where you said okay, now I've created content on a consistent daily basis, I can now have this massive portfolio of all these resources that I can point back to, hey, I need to you know, I've got this event coming up and I need to create this deck for it. You know, there's something new to me and I crap like, I'm scrambling I'm struggling. I don't know what to write put together. Wait, no, I'm not. I'm fine. I have all this content that I can just go back and repurpose and just comb through what are the good parts piece it together, glue it together. I'm not starting from scratch. I literally have all the copy and all the information that I need. Just a matter of editing it down to have a nice story and flow to it.
Absolutely. And I really appreciate you mentioning that immediate feedback, because I think it's really important and one of the questions that I get an almost every workshop that I do is how do I know if a story is really getting me what I want how do I really know if it's gonna land and a lot oftentimes How do I know it's gonna land before I even say it? And now because of tools like LinkedIn, we have the ability to see does it really gain traction, or does it not? And this is really, really important to recognize because this transcends every aspect of business because marketing and sales, hopefully for those that are listening your sales and marketing teams are working together, right? Hopefully they're not they're not against each other. I've been in environments where it's almost appalling that sales and marketing or they have they have differences of opinion and they they kind of fight and Quarrel it's not really a good situation to be in but there's so tightly aligned that by sharing stories on LinkedIn, you find what story works and what doesn't. And then from a marketing perspective, if it works, you want to incorporate that in your sales pipeline process. So for instance, if you were to look at my LinkedIn content today, with what it was a year ago, you will notice that it has changed. The change is because I've learned how to do this through your teachings then on basically you do it and adjust do it and adjust do it and adjust and you're constantly building this out to your it's almost like a well oiled machine that you really understand what's going to do well and what's not going to do well. If it doesn't do well, your next set, and then you start continuing to focus on what does well, but I'm constantly cognizant of the fact that if I post a story on LinkedIn, and it does exceptionally well, that's a story that I want to incorporate in my conversations with prospects in my sales pipeline process. It's a piece of content, I'm going to want to recycle again. I actually am going to be posting something in a couple of days. I posted this seven months ago. I posted this a year and a half ago. How do I know that because I have a content bank that is built up that on this day I extract this post and I put it in and I can almost guarantee you that this post is going to do exceptionally well based on the track record that it has it's a story that I know without a shadow of a doubt has traction. So that's a really good way and I appreciate you mentioning that is yeah, if you want to know what story is going to work really well. When you're talking to a prospect that you want to turn into a client. Have you tested it on LinkedIn and the beauty is if it falls flat, no one really solid. That's the beauty is if the story doesn't work, you're gonna know that barely anyone solid, who cares, but if it does really well, you're gonna want to really lean into that. I can't tell you how many times I've shared stories where I'm like, oh, there's a good story. I don't know how well one will do. And I'll just post it anyway. And I post it and it goes mini viral and I'm like wow, I never would have expected that story to do as well as it did but that is shared with me that I need to share that more. So have you ever worked with clients that they're hesitant then to post different things and then they start posting and they're kind of in their bewildered that it did even better than they thought?
Yeah, I mean, definitely. And I think too when I see a lot and when I've you know seen from my own experience what I've seen from clients what I've seen from other content creators is that we spend so much time working on something that we're truly like, you know, that one post and we just put so much more effort into it than any other post. And we like we give it our all and it does great and that's fine, but then it's always like the throwaway posts, that you're just like, Man, I'm just gonna throw something together like here's an idea and you spend no time on it whatsoever and boom everyone loves it and blows up and it's like, what like, why why like, just not fair? For sure. Yeah, it definitely happens, right? I mean, you can as much data as you're collecting as much insight as you have both qualitative and quantitative. You never really know right, which is which is I think to your point exactly why you want to repurpose the same exact poster, you know, you're gonna tweak them you're gonna make sure that they're spaced out you know, so it's not the same exact thing that you know, a week later, people are gonna catch on to that they're gonna be like, like, No, you're just trying to milk the algorithm here. But I think you know, if a post does well have a story does well, you certainly want to, to share it again, you want to repurpose it and reuse it because it did well for a reason it resonated with people, they they needed to hear that message, they wanted to hear that message. So you have to you have to give that to them again. And I think that you know, in general, you know, I can say that that post worked for this reason or for that, and those are all going to be assumptions and I'm gonna have to go further test them because it might not always be the case, right? Like there might be a lot of unknowns that that that post took off for a reason. So it's like no matter what you think, you know, no matter what the data tells you you are there's Oh, there's unlimited testing that like the testing never ends, especially to because the market is just going to change and that's going to throw a wrench into your thing anyway. So that's why it's so important to be consistent because you have great posts and you have terrible posts, and at the end of the day, they all even out they all average out and that's what that's what gets you the momentum. That's what helps you reach new people. That's what helps you nurture existing contacts. And that's what helps you build the trust that you need in order to earn people's business on LinkedIn.
For sure, for sure, and often will be surprised and this is the beauty of it right? I don't care who's listening to this from again the CEO to the solopreneur or to the insurance representative that's listening to this trying to figure out how to utilize LinkedIn to really work for them. Often in our minds, we'll be thinking something but it's till we put it out that we don't recognize how good it might have been. So several months ago, I remember this clear as day. I've had this happen a few times now with me on LinkedIn, but this was the first time that it had happened. So several months ago. I remember I'm in my kitchen was right around lunchtime, because I remember I was eating and this idea popped into my head and I'm like, Oh, this would make this would make a decent piece of content for me to share with my my LinkedIn following. But thinking like it's good, but it's kind of it's a little bit funny, a little bit edgy, but it captured a story that I was going through. It's like I'll just throw it out with the Hackett's you know, it's the afternoon. I'm interested to see what people say about this. I posted and then I put my phone down. I have my lunch. I go back down into my home office. I'm working a little bit. I'm on my laptop at this point. And about 20 minutes later I pick my phone back up. Notification notice that like, crazy amount of notifications, like what in the world? I looked down this post was in the midst of going viral. A million people end up seeing this post and I'm getting hundreds of messages literally hundreds of messages. This is when you know that a post goes viral like you can't stop it. I'm getting hundreds of messages on LinkedIn. I'm getting people texting me. I'm getting phone calls based on this. This this little mini story that I threw out thinking I thought I better would do okay, I didn't think it was gonna go viral. Now that's happened a few times I have had posts that I posted, you know, over a million people see it to me that's viral because of my following. I don't have a million followers. I've I have 10s of 1000s of followers, but I don't have as much of a followership to have that level of viewership. Yeah. But I've had it happen a few times. To me that's many viral if a million people are seeing my posts right. Having instances like that had been invaluable for my business because it adds a tremendous amount of exposure where tons of people are seeing my LinkedIn profile. People are messaging me out the wazoo. It leads to more clients. And that was based on something that I thought was not I thought it was going to do maybe okay, I never was expecting it to go viral. So you never ever know, what your audience is really going to gravitate towards and what it's going to do for your business. And such
a great point because it's at the like, a lot of times we end up creating for ourselves. And that's that's a mistake in our mindset and doing that because it really doesn't matter what we think at the end of the day. It's it's all about what the market cares about what will like we put a post out there, we can put as much love into it as we want but it's at the mercy of the people who who want to hear it who want to engage with it. So that's why again, it's so important to be consistent because you do you just get that you get that idea and hey, I'm gonna throw it out there and see what happens and boom, all of a sudden now I've got and what's great about posts like that too, is because a lot of posts that are just gonna perform normally for you are gonna get a little bit of reach outside of your network, but for the most part, they do a much better job of nurturing your existing context. You see the same people show up every day. You see her, you know, maybe they don't show up every day, but you see them on a regular consistent basis. Whereas when you get those, you get those posts that go out and then all of a sudden they start blowing up, you're gonna start to see the ripple effect as it goes through their networks in their networks. And that's what's gonna get you more reach help you build your following. And then now you have more of those people who are going to be those regulars on your posts. And you start to nurture those relationships, and you start to build those relationships and you start to find opportunities out of them, which is really awesome. Yeah,
so there's so much to unpack with what you just said. So one of the things that people always mentioned is about vanity metrics and all don't get caught up in vanity metrics. So for me,
I can get really really I can't think of the word to use here but I hate when people say vanity metrics. It drives me nuts because to me, it makes me feel like they don't understand what is happening but I'll let you I'll let you go on that.
They don't understand. So to me, it's something to be mindful of that numbers do matter with what we're talking about. So based on what you just mentioned, Dan, so I have a very I have a specific following my following continues to go up just based on me having people looking at my content, commenting all these different things. It's going to continue to go up, right, but it's not massive surges. It's just consistent growth. When I have these posts that go mini viral like the one that I just mentioned, having over a million people see it. Now my followership is going to go up by the 1000s. So the vanity metrics on who cares, right? What does that have to do anything with business because what that just did is now there's a whole new wave of people that are going to be seeing my content, seeing what I'm putting out that now I have a whole other massive new group of people that are my prospects that can become my clients in the future. And that's really important for people to recognize that why it's so important to have posts that do well, is because you continue to build your following which ultimately is going to lead to more business for you. So what were you going to say about bad knee metrics and tell us why you hate them? Yeah, I hate that terminology.
It's it to me it's a lack of understanding of knowing what the buyer experience is. So if you're going for views for the sake of views, if you're going for comments for the sake of comments, and yes, that to me, is vanity metrics, right? Because you don't have a purpose behind it. But when you know that views are important for a reason, because you know, like, for instance, I know that 1.15% of my content views turn into profile views. I know that my profile views turn into DMS and then a percentage of my DMs turn into conversations that conversations turn into, into calls booked calls booked into clients. So when you start to break it down, you start to understand that these actions need to happen in order for you to get to the top of the funnel, which is going to be your content views to the bottom of your follow up funnel which is dollars to clients sold and dollars in the door. And you know how your pipeline converts and where you know to optimize it. Views are the top of the funnel like if you want there's there's only two options you can either improve your conversion rates at every stage along the way, or you can increase the top of the width of the top of the funnel that then just sends more people converting down through your funnel. So when people say like oh, views are not important than that, to me says like, alright, I don't understand how have you converted into a client? And I don't know what to do with that. So that's that's why I get like very adamant about like, people going off on vanity metrics where it's like it's yes vanity metrics or vanity when you're going for views or comments or anything that's top level for just for the sake of doing so to like, say like, Hey, I got this many views. When you know that, hey, I got this many views and that means that it's going to convert to x to y to z and that means how many dollars into my business, then that is not vanity whatsoever. To me that is pure, like sales and marketing science and that is beautiful thing.
Alright, so now I'm really revved up. I'm so excited with what you just said because one, this is an amazing segue, but to it, it touches on a few things. It does touch on the Y but it also touches on the what chi. So for those of you listening, I'm even more fired up because Dan has agreed to do a series on this together so that you can hear this even in more depth. So this part is based on the Y. So hopefully everyone listening understands the why the importance of being more engaged on LinkedIn and why it is so just thinking important for your business. Now we're going to start to dive into the what so the next part is going to really focus on the what so let's play with a little bit and then the next episode we'll dive even deeper into the what but here's what I'm hearing you say them. You had said and correct me if I'm wrong. That one 1.5% of people that see Say that again. 1.15 1.15% of people that see a post go to your profile page, correct? And then
if not yet it's not it's not a unique metric. So not of the people but I know that if I have 100 views that on on a piece of content that that is going to turn into one profile view for me. Okay, so then as you start to extrapolate
that, alright, so for every 100 views, one of those individuals is going to go to your profile. Correct. And then out of I don't know the percentages, maybe you do maybe you don't but out of the there's going to be a certain amount of people that land on your profile that say, Hmm, that's interesting what that guy does, maybe I should shoot him a message. And then eventually, that amount of people is going to lead to a client for you. Is that correct?
Yeah. And there's there's definitely right like there's no there's no straight linear path that every single client takes the same interaction. Like once you hit my profile, right? That that's pretty straightforward. You're going to see my post and then it's going to it's going to whether it happens today, or whether it happens on the third or fifth or 10th posts that you see from me. Eventually, you're going to come and see my profile and then once you hit my profile, there's a couple different options, right? Maybe you'll go to my course maybe you'll check out my free guide, maybe you'll just DM me right off the bat. Maybe you go to my website, maybe you subscribe to it. So there's a lot of things that start to happen that kind of make it harder to break it down from there, but kind of understanding what that path is that a potential customer will take going through the journey of your your content, your profile and the conversation. The engagement with you is hypercritical for knowing where you should invest your time and money in terms of sales and marketing activities and the return on investment that you're going to get at the end of the day out of it. Sure. Sure.
Very well. So alright, so we touched on a lot regarding the why and we started to dive into the what came so I'm excited to dive even further into the work because I think people are going to be really interested to understand different aspects of what they need to be doing. So hopefully everyone's sold on the importance. Now what do you do with it? How do you take it from being excited about it to actually doing something? So Dan, thank you so much for your time today. I really appreciate it. I highly recommend everyone check out the next episode that will launch regarding the what with LinkedIn but Dan, thanks again for your time.
You bet man, I'll see you on the next one.