Episode 19: The January Reset: Why Planning Beats Resetting Your Marketing with Jason WiehlerJanuary 16, 2024
Episode 21: The Tech Stack You Need Know About and HaveJanuary 30, 2024
Episode 20: Hailey Rowe's LinkedIn Lead Generation Tips: Connecting, Conversations, and Clients
Looking to supercharge your lead generation skills on LinkedIn?
In this episode, we’re joined by the incredible Hailey Rowe, a LinkedIn lead generation expert. Hailey spills the beans on maximizing results with creative messaging, unlocking the power of Sales Navigator, and building authentic connections. We explore the evolution of LinkedIn, discuss messaging strategies, and predict the future of lead generation.
Whether you’re a LinkedIn pro or just starting, Hailey’s insights will supercharge your efforts. Tune in for actionable tips to elevate your LinkedIn game and drive business growth!
Connect with Jennie:
On This Week’s Episode:
1. The Evolution of LinkedIn: We explore how LinkedIn has changed over the years and discuss how personal stories and creativity are now accepted and effective on the platform.
2. Unlocking the Power of Sales Navigator: Hailey shares insights on how to make the most of LinkedIn’s Sales Navigator, a tool that allows for better targeting and increased connection request acceptance rates. We also learn about the limitations and best practices of using automation software when it comes to lead generation on LinkedIn.
3. Connecting and Conversations: Hailey advises on how to connect with potential clients on LinkedIn, emphasizing the importance of personalized messages and starting conversations without being assumptive or launching into a sales pitch. We also discuss the prevalence of sales-oriented auto messages and the need for a more thoughtful approach.
4. The Success of LinkedIn for Lead Generation: Hailey reveals that LinkedIn is her most successful platform for acquiring clients and shares her strategies for tracking the sources of clients. Jennie shares her own experience with podcast appearances leading to client inquiries.
5. Engagement and Dialogue: Hailey emphasizes the importance of building a back-and-forth dialogue and being intentional when reaching out to prospects on LinkedIn. We discuss the various touchpoints it may take before someone responds to a message and how to create engaging LinkedIn profiles that highlight your results.
6. The Changing Landscape of Lead Generation: We delve into the necessity of consistency, discipline, and effective time management in lead generation. Hailey shares how she sets targets and audits her LinkedIn profile, and offers alternative methods for lead generation beyond Sales Navigator.
7. Messaging Strategies and Authenticity: We discuss shifting messaging strategies, focusing on pain points rather than positive aspects, and eliminating flashy and inauthentic marketing tactics. Hailey predicts the increased use of AI for refining marketing messages in the future.
8. Final Thoughts and Future Predictions: Hailey expresses appreciation for being invited to the podcast and suggests discussing changes and predictions that come true in a future episode. Jennie thanks Hailey for her valuable insights and wraps up the podcast, encouraging listeners to subscribe, rate, and review.
Jennie Wright [00:00:02]:
Hi. This is the Acquire podcast from the Odd Phonic Podcast Network, and I’m your host, Jenny Wright. This is a podcast that delves deep into the world of list building and lead generation, online events, and so on. And it’s designed to empower entrepreneurs and marketers with the knowledge and strategies to master these essential business growth tactics. And today I, we have a very brilliant guest with us. It’s Haley Rowe, a true expert in the art of LinkedIn lead generation. Haley, thanks for being here.
Hailey Rowe [00:00:32]:
Thank you for having me. I’m excited to talk about LinkedIn.
Jennie Wright [00:00:34]:
Oh, we’re gonna have a good time. And before we do, I just wanna share with the audience a little bit more about you. I wrote this intro for you, so I’m gonna share it. So Haley is not your average marketing or sales coach. She’s a master at helping service based business owners, particularly coaches, to revolutionize their client attraction process, regain regain precious time, and turbocharge their sales. Her mission is to liberate entrepreneurs from the clutches of social media and overwhelm and propel them forward to business success. In fact, she’s also the brains behind the FAST framework, a system that empowers businesses to flourish in today’s ever evolving digital landscape. Haley shares a profound marketing and business insights on her, health coach health coach nation podcast.
Jennie Wright [00:01:17]:
I almost got that wrong, where she earned her well deserved reputation as a leading expert. Also, she is the founder of the Marketing Hub Facebook group, an influential online community dedicated to honing marketing skills. So tons of accolades there, tons of things. You also have been recognized as one of the top 25 coaches in Chicago? Really? Mhmm. Amazing. Magazine. Yep. Way to go.
Jennie Wright [00:01:40]:
So you’re definitely the go to person for LinkedIn lead gen and transforming businesses. So I wanna really dive into that. We’re gonna go past today the the, you know, the basics. I wanna explore some advanced strategies together, and I want to look at how we need to approach the ever changing world of LinkedIn lead gen because it’s not the same as it was a year ago, 2 years ago, and so on. And I really wanna get into those key secrets of how we can, advance this from a really high level strategy. So thank you so much. We’re gonna have a good time. Let’s start off about how LinkedIn has changed over the years and some of these really significant changes and how should businesses be adapting their strategies.
Hailey Rowe [00:02:24]:
Definitely. So LinkedIn has changed throughout the years in a couple ways. One, I think a lot of people have the idea that it’s Jesper if you wanna get a job or it’s just to be very stiff and very professional and you can’t share personal stories or things like that. And the truth is LinkedIn is actually really great for entrepreneurs, and it is more for building a professional network of collaboration partners, Relationships with your potential clients depending on who you work with. And I think also you don’t have to be stiff. Like, I have a friend who his top post was a post about how he adopted his 2 daughters And it went viral, had nothing to do with his business. So it’s not about just being very, you know, professional and boring all the time on LinkedIn anymore. And I also think it’s changed because you see people who send messages, that are Very salesy and long and not a good idea, but you’ll also see people using LinkedIn really creatively and using it to Just it’s one of those platforms where you can get in touch with the high caliber people you’re looking to connect with, and LinkedIn sales navigator really allows you to do that.
Hailey Rowe [00:03:41]:
And One last way LinkedIn has changed is they’re always trying to monetize their platforms. So they make it way better for you as a user if If you are paying them in some way either as a premium member or a sales navigator user or whatever, so, that’s important as well. It’s gonna help you if you’re If you use sales navigator in particular, which we can talk more about if you
Jennie Wright [00:04:02]:
want. Yeah. I was just gonna say, let’s talk about LinkedIn sales navigator. So 2 years ago, I was part of a mastermind. And the mastermind the whole premise of the mastermind was LinkedIn lead gen. And it was send this script to as many people as possible who fit your niche, And then use this follow-up message for the, you know, 3 or 4 people out of the 100 that you messaged that actually say something. And I didn’t love that, first of all. And we could talk about that a little bit later.
Jennie Wright [00:04:27]:
But talk to me about LinkedIn, like the navigator and how people are utilizing this. Is it useful? Is it something we should be paying for?
Hailey Rowe [00:04:35]:
Yeah. Yeah. So first, you have to decide, Do you really wanna use LinkedIn consistently as a part of your marketing strategy? And if so, then yes, you definitely wanna get sales navigator. But They do have a free trial month, which is great.
Jennie Wright [00:04:49]:
Hailey Rowe [00:04:49]:
lot of people don’t know how to use it or they don’t use it consistently or they don’t have the time, which is why they work with people like me who Do it for them, set it up for them, etcetera. But if you’re gonna do it, I think you should have it because your connection request Acceptance rate is going to be much higher if you have it. Your targeting quality is gonna be way better than if you’re just using the search Our feature on LinkedIn with the free account, same thing with if you’re just using LinkedIn groups to find people, that’s that’s that can be good. I can definitely help you, find your people, but it’s not ideal. And the other way to find there’s other ways and I could talk about free ways to find people on LinkedIn, but if you’re using sales navigator, the when I say that the targeting’s better, you can target people who have a big company. So if you’re trying to target people who have more purchasing power, you could target people from certain schools or things you have things in common with, locations, certain keywords in their profile. So there are a lot of benefits to using it, and the other thing with, sales navigator is You don’t hit a limit as much with so LinkedIn right now allows you with sales navigator to send 200 connection requests per week, And that’s great volume compared to if you’re using the free one, you’re gonna get limited, and it’s gonna say, you know, depending on how much you’ve warmed up your account and stuff, it’s Probably gonna tell you you can’t do that much. So those are some of the benefits.
Jennie Wright [00:06:20]:
I was part of the mass run that I was in, they were telling us to use a product called Wolaxy.
Hailey Rowe [00:06:25]:
Jennie Wright [00:06:26]:
So and some people were using the sales navigator, and they were also using Wolaxy. Have you ever used Wolaxy? Would you recommend that People, what’s that? What’s that like?
Hailey Rowe [00:06:35]:
Yeah. So there’s a lot of different softwares and things like that that can automate lead gen on LinkedIn. And what I would say about that is proceed with caution because sometimes those softwares depending on which one you pick, and I don’t know much about The one that you said, I’ve never used it. But sometimes they can get flagged. Also, it’s not very cool when You set it up to send this whole, you know, follow-up sequence or funnel, and the person responds to you, and then you still send the auto generated Next message, and it feels out of context. And so typically what we do for clients and what I recommend is we do send a connection request message, which is A little note you add to your connection request that’s very simple. Nothing salesy, nothing pitchy, just pretty much like why are you Oh, it’s always great to connect with other entrepreneurs or, oh, it’s great to connect with other podcast hosts, whatever it is. And then the 2nd message when they accept your connection request Would be more of a question to open up the conversation or something you personalize, and it could be something that Either if if you’re using LinkedIn to find collab partners, it could be something more like, are you open to connecting and exploring collaboration? If it’s a potential client, it could be something more along the lines of, like, what kind of content would you find useful here on LinkedIn? I’m working on, you know, blah blah blah.
Hailey Rowe [00:08:00]:
Like, So it needs to be something to open up convo, not be assumptive that they need your help and you’re gonna go launch into a sales pitch right this 2nd, and That way you can personalize from there at that point. So that’s what I recommend, and sometimes those softwares don’t allow you I mean, they might allow you to do the 2 messages And then do more, but sometimes people go a little overboard and it sends these auto messages that are really out of context when people start to answer you.
Jennie Wright [00:08:27]:
I completely agree. I get those auto I I mean, everybody gets pitched in LinkedIn. Right? We’re always getting those messages. I have, like, 10 of them waiting for me. I have LinkedIn open while we’re talking. I have 10 messages waiting for me, and they’re all those sales y messages. Yeah. So I can’t I mean, yeah, it’s normal.
Jennie Wright [00:08:44]:
And it’s totally normal.
Hailey Rowe [00:08:45]:
Off to the platform, which is a bummer because there are a lot of great people I’ve met through LinkedIn, great clients I’ve met. I track all my different platforms like Facebook, Instagram, LinkedIn, and where my calls come from and where what like, where most of my clients actually come from, and LinkedIn Continues to win out of tracking my Facebook, Instagram, and LinkedIn.
Jennie Wright [00:09:05]:
Seriously? Mhmm. So are you tracking that in, like, a CRM? How are you gauging, Like your, you know, your Yeah. Your rates.
Hailey Rowe [00:09:14]:
Well, we just track how many conversations we’re having, how many positive responses. We’re I have a form question in my, well, a question in my form, it’s like, how did you hear about me? And most and I put it all into, you know, a spreadsheet, and I could be better about having a whole I do have a CRM, but it’s not it’s, definitely, you know, that’s not where we track this particular thing, but LinkedIn is, you know, in that section of how did you hear about me, and I I am happy about that.
Jennie Wright [00:09:45]:
That’s good. That’s really good. I mean, I always like finding out where people hear about me and and where they’re coming from. So it’s usually funny enough, it’s usually off a podcast.
Hailey Rowe [00:09:55]:
Oh, that’s cool.
Jennie Wright [00:09:56]:
Yeah. I get a lot of that. And it depends on the podcast, but I was on a podcast about a month and a half ago and, with this guy, Rich. And, I ended up with, like, 4 clients from that.
Hailey Rowe [00:10:09]:
Jennie Wright [00:10:09]:
Yeah. Just like, oh, I heard you on so and so’s podcast, and I really trust so and so. Therefore, let’s have a conversation. I’m like, awesome. So their credibility was transferred over to me By having me on their podcast and they listened to me in the conversation, and I guess they found it compelling or whatnot, and I love that. It’s cool.
Hailey Rowe [00:10:25]:
I’ve had, it’s it’s kinda like a Guessing game at first because I do a lot of podcast interviews, and some of them are are, like, slam dunk, Like you said, where you get a bunch of calls booked, a bunch of interests, and others you don’t, but you start to look which ones are, like, The ones that you wanna continue partnership with and that are great.
Jennie Wright [00:10:45]:
Hailey Rowe [00:10:46]:
And, you know, the benefit of when when you say being on podcast, if you know that that’s a Winning strategy for you, you can use LinkedIn to connect with.
Jennie Wright [00:10:55]:
Exactly. Exactly. Exactly. What are people overlooking with their LinkedIn lead gen Strategy,
Hailey Rowe [00:11:01]:
what are the
Jennie Wright [00:11:01]:
big things that people are missing?
Hailey Rowe [00:11:03]:
Mhmm. Yeah. That’s a good question. So first thing is, the messaging. So If you are doing outreach, you wanna think about testing, and it’s okay to test different questions. It’s okay to follow-up. It’s important to remember that volume matters as well. I think a lot of people think, oh, I’ll send 2 messages out a week, And I’m just gonna be crushing it and Yeah.
Hailey Rowe [00:11:31]:
No. Volume. And it’s also important to remember that If somebody doesn’t answer after the 1st time, you know, that doesn’t mean that they’re never gonna answer, and it’s And there’s actually a stat that, like, 60% of people may need 4 touch points before they respond. So that means, like, when I say touch points, that means You liking one of their posts, commenting on one of their posts, them, you know, engaging back with you in a message or something like that. So Or send accepting the connection request can be a touch point. So just remember that, these people, once they’re in your network and once you have They’ve accepted your connection request. They’re gonna see your post more. They’re gonna get your updates.
Hailey Rowe [00:12:13]:
They will get your, hopefully, second message if you have 1, and, that can be beneficial long term. So I think it’s important to remember that there’s, like, a sales cycle for everything. You gotta be consistent. I think some people are overlooking, like, they try to cram everything in 1 message, and it’s really supposed to be more of a back and forth dialogue, but also have an intentional You know, be direct and have an intentional either are you guys gonna connect for a collaboration call? Are you guys in a plan of podcast? Are you going to send your freebie or lead magnet? Does it make sense to have a a, you know, strategy call or discovery call if they’re a potential client? Because the other thing that, You know, it’s it’s a fine line. Some people go in and they’re really not direct, and they’re just all over the place with the conversation and waste Almost like wasting someone’s time just like, oh, you know, what’s your favorite color? Like, it’s just like, no. That’s not this is a networking platform, So people expect networking on LinkedIn. So don’t waste people’s time, but at the same time, at the other end of the spectrum, there’s people who are like, Hey. Here’s I’m gonna cram and word vomit everything you need to know about my offer and me and all this in one message, And that doesn’t work either.
Hailey Rowe [00:13:27]:
So it’s supposed to be a dialogue, but an intentional one. And the last thing I’ll say people overlook is, your profile. You wanna look at your profile and update your bio and make sure it’s clear about why would somebody wanna work with you, What are the key results you provide? Could you have some recommendations on your profile that, are past clients or if you’re trying to get speaking gigs from the people you’ve Done speaking gigs for, etcetera. And, I don’t think people need to obsess about Hosting all the time on LinkedIn. That’s one of the best parts about LinkedIn is you do not it’s not like Instagram or TikTok where you have to be, like, Doing these videos and posting all the time to be successful because it’s more about what’s going on in your messages. However, posts can help accompany your message is for people to learn more about you, get more value, engage with you, start dialogues, etcetera. So one thing people overlook with that though is they make their calls to action, something like Comment info below to get my free guide, which that does it’s
Jennie Wright [00:14:37]:
Hailey Rowe [00:14:38]:
Book. It does work on some platforms. Right? Like, so face my Facebook group, if I share my freebie, a lot of times people will say, oh, I want that or send me that or whatever. But on LinkedIn, unfortunately and I gotta be real with you. Sometimes I repurpose my content, and so I’m not the best at, like, removing that if it’s in there. However, I should because LinkedIn doesn’t like that language. They see it as salesy language, and they won’t promote your post as much Tell other people if you if that’s in there. So what you need to change it to is something like what they do like is, which tip am I missing, Or what book would you add to this favorite book list? Or what’s your favorite, blah blah blah? Like, so it it’s a dialogue question.
Hailey Rowe [00:15:24]:
They love those. Especially if people start commenting, they will help your post get more seen.
Jennie Wright [00:15:30]:
Do you think it also helps to post, things like live videos on LinkedIn, do you think those peep those pieces help a lot as well?
Hailey Rowe [00:15:40]:
Yeah. I do, Some LinkedIn lives, and I use a free website called StreamYard and do interviews sometimes. And that could be beneficial because people can see your face, And if it’s a business topic or you’re a thought leader on something, it can establish that credibility. So I am a fan of that. I don’t think that, You know, you need to be doing that all the time to, you know, see wins from LinkedIn, but it can be helpful.
Jennie Wright [00:16:07]:
Okay. Sure. Back into the lead gen side of things, is the best way only through DMs, or can Would an advance I’m I’m guessing that the advanced strategy is a holistic strategy of an all around sort of thing, Posts, lives, DMs, connection requests, and so on, how much of this is actually How much of this is fully automated, and how much do we actually have to get in there and do ourselves?
Hailey Rowe [00:16:39]:
Great question. So, one thing I would add that I didn’t mention it that could be a good part of your strategy is the LinkedIn Live, event feature. Like, they have this, like, audio live event you can do on LinkedIn, and people can pop in and ask questions. And so if you haven’t explored that feature, that might be a good one if you are gonna do something regularly, like a regular live or something like that. But to go back to your question about what’s how much do we automate? How much do we need to do? So with sales navigator, you can set up save searches and you may Test things and decide, oh, this is going really well, or I wanna expand my audience, or I wanna try a different audience, or I wanna split, like, I wanna do 1 week, I wanna do podcast hosts and reach out for speaking opportunities. Other weeks, I wanna connect with direct client. So you’re gonna have to the first 3 months or so, I say you’re gonna be way more active in testing things, seeing what audience you like to target, etcetera in sales navigator. So that will be manual, but once you get it down, you can save your search, and you can keep going from there.
Hailey Rowe [00:17:46]:
So, it will become less, you know, heavy duty once you figure out who you like to target. For the messaging, You can have what I recommend is, like, have what your 1st connection request message could be and then a second message after they accept your connection request. And you can if you wanna adapt it and do it manually and make it more personal or test doing voice notes over written notes, etcetera, you could do that. But I would say keep it simple for yourself and have kind of a general flow of, you know, where where you start the conversation. And then From there, try to drive it to something that’s, not gonna have to have you keep going Over and over back and forth in conversation. So it’s either a call or your lead magnet or a free event you’re hosting or something so that it’s not like This conversation is just you have to be in your DMs all the time. The other thing is I recommend batching, like, so a lot of times, People think, oh my god. I have to answer my message right when they respond, and the truth is you need to just go into your inbox twice a week or something like that, Click the unread filter, which it allows you to do, which is nice on LinkedIn, and just answer when you’re there and don’t worry about constantly stopping what you’re doing.
Hailey Rowe [00:19:03]:
And the other thing with the post is you can repurpose from other platforms. The only thing I would say is, like, if you can Change that call to action that was maybe more forward on Facebook, for example, or something, that would be a good idea. So Repurposing posts doesn’t have to take forever. Planning your message doesn’t have to take forever. Follow ups, you may periodically wanna decide, You know, make some time for that or have a team member who can do some check ins for you. Hang of it. You don’t have to keep messing with it. So I don’t know if I answered your question about automation per se, but I I will say, you know, that’s what I have found.
Jennie Wright [00:19:44]:
Well, I think, you know, you you did answer the question on automation because I think having a script of the answers that you would, or the introduction or the, you know, the first message that you want to have. I always like to create some personalization in that, so it’s Fully written. Right. So I might have context and then I, in, I put something or I infuse something in it. So that’s something, you know, Hey, I saw like blah, blah, blah. I saw you on so and so’s post or really like the, you know, the book that you suggested or a really great quote I saw blah, blah, And try and make a connection of something or, hey. It was great seeing you on so and so’s panel. Like, I usually see people on summits or panels.
Hailey Rowe [00:20:21]:
Jennie Wright [00:20:22]:
Kind of thing. And I’ll be like, oh, it was really cool. So those are You’re
Hailey Rowe [00:20:24]:
gonna have a way better re re, response rate if you decide To first focus on people who have something in common with you, like you guys run a summit, you guys have a mutual friend, it was a warm introduction. Yes. You guys went to the same College, you live in the same town. Whatever it is, try to start there before you start with brand like, people who have nothing in common. Mhmm.
Jennie Wright [00:20:51]:
I agree with you on that one for sure. It makes it easier just it’s that low hanging fruit. What is the, like, one advanced strategy that you’ve seen work really, really well? And then I wanna hear about, I definitely wanna hear about, oh gosh. The name just went completely out of fast, fast framework. That’s what I wanna hear about. Yeah. So tell me about a strategy that works incredibly well, maybe a story to go with it, and then what’s the fast framework?
Hailey Rowe [00:21:16]:
Okay. So we had a client one time who coached a very specific niche, which was executive men who struggle with Imposter syndrome are feeling like they have the weight of the world as a leader on their shoulders, and they just are letting themselves down because they have a lot of high pressure. And She, did LinkedIn Lead Gen with us, so we contacted these men and we had a very good now Here’s what I will tell you. The this was when message strategy was different. So we had a actually really good quote that just hit home with these guys, And they knew the person who said it, and then we expanded with a question of, like, do you ever feel this way? Like, would it make sense to connect or something like that? Nowadays, I I would say you gotta Change it up. It has to be no quotes, no, like needs to be short, punchy question, etcetera. But anyways, that worked really well for her. She got 2 or 3 high ticket sales within 90 days.
Hailey Rowe [00:22:13]:
And here’s the other thing, the byproduct effect of just being visible on LinkedIn and starting to expand your connections, She actually got an opportunity to have a part time job at a, company as a as their, like, corporate coach, and That was a huge opportunity. I think she made, like, 80 k a year. And that was now I’m not saying everybody gets both clients and part time jobs, but It was a great opportunity to show just the power of being visible, and the advanced strategy was she was consistent with it. And she also was accompanying her lead gen with, just posting really, like, Thought leader based post. She wasn’t afraid of being polarizing in her post and sharing stories and things like that. So I would just say, if you’re committing to LinkedIn, commit, and, you know, play around with Your message and your questions because that can when you hit a good one, when you when you resonate with your audience, it can be very effective.
Jennie Wright [00:23:18]:
Okay. I’m feeling, I’m feeling like my LinkedIn strategy. I was really consistent with it probably up until this summer.
Hailey Rowe [00:23:27]:
Jennie Wright [00:23:28]:
And I don’t think I stay well, I know I didn’t stay consistent with it. I think it’s time to take a look at it again. Alright. Talk to us about the fast framework. I wanna hear about that before we have to wrap.
Hailey Rowe [00:23:37]:
Yeah. So I work with clients on more than just LinkedIn, and The fast streamer kind of summarizes, what I feel is really important for businesses to grow, and it’s something that I used to work in the business development and marketing world for start ups, and I realized they don’t have it all figured out. And you’re never just Totally ready to start your business, but there are some things that you have to pay attention to, and so that’s how I came up with the FAST framework. So it stands for Followers, action, sales, time management, and transformation. And what I mean by followers is we have to evaluate What is your lead gen strategy? And you talk about this, Jenny, a lot. And so I’m sure ones. But the point is we have to think about what’s the lowest fruit and way that you wanna be generating leads each week that we could start with, and what’s gonna be your process for taking somebody who doesn’t even know you to wanting to book a call with you or Sign up for your program or whatever it is. So building that out and also knowing who you’re targeting.
Hailey Rowe [00:24:43]:
Sometimes people don’t even know that. The action piece is how do you create content that’s compelling enough that people wanna take action. So this comes down to your messaging, How compelling is your offer and making sure that your copywriting is good? Sales is how you lead sales process. So do you are you prepared for the common objections and how you can coach through those and or address them in your marketing? I think a lot of people shy away from Like, they don’t wanna talk they don’t wanna lean into the objections or, like, I know what you’re thinking type of thing because they’re like, I don’t wanna bring attention to it. But the truth is That actually can be very helpful in speaking to your audience and addressing what’s on their mind. Right? So making sure that you’re doing that And that your pricing’s appropriate and things like that. And then time management is where should you focus as an entrepreneur, making sure you don’t fall for Shiny object syndrome or jumping around or letting overwhelm take over. And the last piece is transformation, and that’s 2 things.
Hailey Rowe [00:25:42]:
One, I work with my clients on what’s the personal transformation required to be the entrepreneur they need to be. So as a certified life coach and, behavioral change specialist. Sometimes people just think, oh, I I’m not tech savvy, so I can’t do that, and they just immediately knock it off. Or I’m just not. I dread sales and marketing, so this is just not my thing or whatever. So addressing those beliefs or limitations you put on yourself. And then the other part of transformation is making sure the point a to point b of your offer is really clear, compelling. You have testimonials you can use in your marketing And that you have something, a system, a phases you go through with clients, something that helps people wrap their head around The tangibility of your offer and that differentiates you.
Jennie Wright [00:26:28]:
I like it. I also like the fact that you’re putting transformation into a framework that is quite businessy. I find that, and I have a, I always tell this to my clients. Like, yeah, you’re hiring me to build out your email list or do a summit or to do a launch, but I’m probably gonna end up being, like, your, you know, your quasi life coach for about 3 or 4 weeks.
Hailey Rowe [00:26:53]:
Jennie Wright [00:26:53]:
Right? And I don’t have any life coach certifications. Just saying. But I’ve seen I’ve seen a few things, And I’ve had to coach people through a few things. Launching list building, consistency with your social media, these all bring out some of our internalized fears and inadequacies and things like that, and we’ve gotta deal with them
Hailey Rowe [00:27:13]:
Jennie Wright [00:27:13]:
So that we can show up and do the right thing. I remember I remember so clearly in, December of 2018, I was going to do a live online challenge, and I was promoting it. And I didn’t like doing Facebook lives. Don’t like the you know, I didn’t like the way I look. Nobody knows this, but I I actually don’t have feeling in part of my face. I have a severed nerve, and I had to reteach myself how to talk.
Hailey Rowe [00:27:39]:
Oh my gosh.
Jennie Wright [00:27:40]:
And enunciate my words. So I’m really careful about how I enunciate and things to make sure that I’m I’m clear.
Hailey Rowe [00:27:46]:
Jennie Wright [00:27:46]:
And I didn’t wanna do Facebook lives because when I get nervous, I speak more quickly and then you fumble. So I thought, okay, it’s not about me. Even though I consistently don’t wanna show up in this way, this is the way that’s going to get me registrations, and this is how I’m gonna get clients. I did 53 Facebook lives in two and a half weeks.
Hailey Rowe [00:28:06]:
Wow. Oh my gosh.
Jennie Wright [00:28:08]:
But it it was like cure by fire. Yeah. I’d like, I don’t have a problem being on camera anymore. I don’t have a Hey. Worry about my enunciation anymore. I don’t worry about those types of things at this level anymore, but I had to create the consistency to See that I could do it. And I think we have these little brain thingies, these little worms that tell us that we can’t do something, And and we we self fulfill on that prophecy.
Hailey Rowe [00:28:36]:
Yeah. Oh my gosh.
Jennie Wright [00:28:37]:
Yeah. So that’s why I think Transformation in in your in your fast framework is so important. It’s something that it’s neglected a lot of the times. Right? So I love this. I love seeing that you have that in there.
Hailey Rowe [00:28:49]:
Yeah. I mean, I believe that you cannot grow your business if you’re not growing yourself as well at the same time, and I’m sure that’s Like a Jim Rohn quote or something. Probably. But, like, I think that it is important because it I think I see businesses like this is a fun game that forces you to expand yourself and get out of your comfort zone and put in reps and do things without seeing The end results immediately, which most people aren’t willing to do.
Jennie Wright [00:29:17]:
Hailey Rowe [00:29:18]:
And so it takes a lot of strength, a lot of grit, and I’m all about the byproduct of that. Like, that’s It’s one thing to go out, do a launch, get clients. Yay. Woo hoo. But it’s a whole another thing to learn the consistency of that, the discipline, How to bet how to use your time more effectively. Like, all of those things are the skills that I think make this the whole point. Like, that’s what I love about it.
Jennie Wright [00:29:43]:
Absolutely. And it is such a learning curve if you are coming from a corporate environment or you’re used to that environment where you clock in at 9, you, you know, you clock out at 5. And this is not a job for that. This is even with LinkedIn lead gen and with other types of lead generation, and I’m sure, you know, because you do it as well. It’s never the same thing every, like every day. It’s always something different. And I, I mean, I love that about it, but you have to love that. You have to accept it, and then you gotta learn to love it because it is, it’s like committing to learning how to run a 10 k race and realizing that part of that is gonna mean you gotta run uphill, and I hate running uphill.
Jennie Wright [00:30:21]:
Okay. And you just gotta go, I love this hill. It’s so much fun. Like, you know, gritting your teeth as you do it. But the end result is is that you get to do the thing that you wanted to do. Yeah. And I love that. What would you say as a parting sort of thought in terms of LinkedIn lead gen, for people who are like, Okay.
Jennie Wright [00:30:40]:
Haley, this sounds interesting. I’m I’m looking at it. I’m thinking this is a good idea. You know, not just like, Hey, go and do it and leave a message. That’s beginner strategy. What would you tell them is an effective higher level strategy that they can start seeing some results with?
Hailey Rowe [00:30:56]:
Yeah. Well, I would say first, you have to go into your LinkedIn profile and look at it as if you’re the person you want To be responding to and connecting with you and look at your profile, like, give it an audit, and just start there. I think the other thing is decide your targets to start with, like a baseline for yourself because it’s one thing for, As you said, people to just go in, send us a couple messages, but Yeah. If it’s not if you’re not deciding every week, like, what’s your target, what’s your connection Request acceptance rate, etcetera. That’s important. And by the way, you want like, with sales navigator, it should be 30% or above ideally with your connection acceptance rate rate. So you do want it to it can be higher than that, but I’m just saying, like, you should be aiming for that. Okay.
Hailey Rowe [00:31:48]:
And then the last thing I’ll say is if you’re not ready to use sales navigator, You can start by looking up companies that would have employees because you can see the employees list on company pages That you’d wanna connect with, you could go to groups that are networking groups and things like that and look at the members of those groups to Connect with you could search job titles in the search bar and find people that way. So it’s not an all or nothing thing like, You know, well, if you don’t have Sales Navigator, you can’t even start. Like, if you just wanted to dip your toe in, sure. You could use those search features. You could start sending some connection requests. That’s fine. And the last thing I’ll say too is even though this is simple, not advanced, but it’s important, Look at your current connections. If you’ve never connect like, maybe they’re your connections, but you’ve never said hi, you’ve never gotten to know them, Start there before you send new ones out.
Hailey Rowe [00:32:46]:
Right? Like, acknowledge your current people first.
Jennie Wright [00:32:50]:
That’s yeah. Okay. I’m I’m I’m fond of the idea of, trying to use all the different methodologies to find your ideal client. And if you’ve got the time, like you said, to get your toe wet and kind of dip in and go to groups and stuff, that sounds good. Sales navigator sounds like LinkedIn wants you to go that way so that you can not only pay them some money, but also have the advantage search strategies. Yeah. Final thing I wanna ask you before we wrap up, what do you see as the predominant lead gen strategy, or what do you see as a trend that’s gonna be coming? We’re at the end at the time we’re recording this, we’re at the end of 2023. What do you think is gonna happen in 2024?
Hailey Rowe [00:33:33]:
Oh, that’s a good question. I think What’s really I don’t know if this is a necessarily a lead gen thing, but more of a messaging thing. I think that people need to hear The pain point you’re solving more than the positive side of it. Like, they need the, medicine not the supplement, if that makes sense. So we’re at we’re heading into a time right now where things are harder with the economy perhaps for some, And people wanna know how can you solve my pain point not just like, oh, that’d be nice to have. So you have to make sure your marketing’s focus on not just a nice to have, but, like, Why is there a real pain point being solved here? And I think the other thing is people are tired of unrealistic, bro marketing type of messaging.
Jennie Wright [00:34:22]:
Hailey Rowe [00:34:23]:
No more, like You’re gonna make forty $5,000,000 in 3 days. Like, there’s Yeah.
Jennie Wright [00:34:30]:
And look at my Lambo.
Hailey Rowe [00:34:32]:
Yeah. We are looking for real. We are looking for authentic. We’re looking for stories. We’re looking for relatability. So I think that that’s losing its, place in
Jennie Wright [00:34:43]:
the lake. Goodness for that. Because that stuff was like that was so big, like 2017, 2018, it was peaking in, like, 2019. We still saw some of it in, like, 2020. We still saw like, see some of it now. But I’m thinking back to, like, the You know, this is my rented Lambo, but I I’d say it’s mine. And this is my Yeah. Big mansion and look at my, you know, 5 cars that are all, you know, rented for the day And everything yeah.
Jennie Wright [00:35:08]:
That’s I mean, oh, the fringe.
Hailey Rowe [00:35:11]:
One other thing is more AI for Appointment setting for refining your message for content, etcetera. I think this is AI is really bringing its place into, You know,
Jennie Wright [00:35:22]:
it’s I was gonna ask you about that, what you thought about AI for 2024. Yeah.
Hailey Rowe [00:35:27]:
Well, I think you gotta remove the Rocket emoji if you’re gonna use yeah. GTP.
Jennie Wright [00:35:33]:
I said this on a podcast earlier on this week. I said, like, the total giveaway is the rocket emoji. If I see
Hailey Rowe [00:35:40]:
1 of them giveaway. Yes.
Jennie Wright [00:35:42]:
If I see 1 more rocket emoji supercharged.
Hailey Rowe [00:35:45]:
It’s using the word Supercharged everywhere.
Jennie Wright [00:35:48]:
Yeah. Supercharged or secret or unlock. Unlock the secret too. I’m like, oh my god. Yeah. But the the the, what do you call it? The Rocket emoji is ridiculously, the giveaway. It is the absolute giveaway that that has been written by Chad Gpt. Oh, my gosh.
Jennie Wright [00:36:09]:
Awesome. Thank you so much, Haley. This has been so good. I we could keep going, I’m sure, and have a giggle. But, sadly, we have to wrap up. But what I’d love to do is, look at having you back on on, acquire a podcast in 2024, and let’s see what changed. Right? So like, you know, we’re talking right now. What happened in 3 or 6 months? Were the predictions right? I’d love to talk about, you know, I’d love to talk about what kind of came about.
Jennie Wright [00:36:34]:
And do we get rid of all the pro marketing, and did chap JBT finally realize that the rocket emoji is poop and got rid of it? Yeah. It’d be fun. Awesome. Thank you so much for doing this. I really appreciate it.
Hailey Rowe [00:36:46]:
Thank you. Thanks for having me.
Jennie Wright [00:36:48]:
Absolutely. And of course, as always, the Acquire podcast is deduced and edited by Jason Wheeler. And if you found this podcast episode to be of value, don’t forget to subscribe, rate, and leave a review wherever you listen to your favorite podcasts, and thank you for being part of my growing community. Please consider joining my Facebook group where I’m excited to keep delivering really great information and empowering entrepreneurs and marketers with list building, lead generation, and launches. You’ll find the link to that in the show notes. And, of course, the acquire podcast is brought to you by the Odd Phonic Podcast Network.