Master the Art of Effective LinkedIn Outreach To Generate Leads and Close Six-Figure Deals with Peter Kaliuzhny

Alright, let's get, let's get one thing straight. LinkedIn is not your online resume. It's not just for job seekers, and definitely it's not your self-promotion tool, meaning it's not your common social media. One of the most powerful tools for lead generation. That's what LinkedIn is about. Know what you're doing with your profile to actually bring you lead type of value than just being your glorified online CV. This is what we're talking about today. We have, we have Peter, who's a seasoned expert in B2B sales outreach with LinkedIn automation. Peter had closed 6-figure deals with Fortune 100 companies, built successful sales teams from scratch, and mastered the art of safe and effective LinkedIn outreach. Welcome back to Mastering Tech Growth, where we interview industry leaders to bring you actionable insights and inspiring stories. And today we're gonna go on LinkedIn. Welcome to the show, Peter.

Welcome. Nice. And thanks for having me today. It's actually a pleasure joining the podcast. Thanks for for happening this and actually already enjoying the, you know, the setup. Like it's really professional and I'm actually admired by your job, you know, your work that you are doing. You have so many interviews, you know, you are doing it consistently and that's really cool, the right thing to do it.

Thank you for the kind words, Peter. That warms my heart on this very cold UK Friday. So we love to kick off the show with this question, Peter. When I say Mastering Tech Growth, what comes to mind?

Wow. Well, I would say that probably like that's about leveraging technology to get better results in terms of sales and just growing, maybe growing your business. I mean, like for any person that might be different thing. And I would say it's just from one side, it's just fancy words, you know, and it's just, it's everything and nothing at the same time. But in my opinion, just in my understanding, it's your, you know, implementing these tactics and implementing these strategies and tools that might help you optimize the process of, you know, completing things that might be different things that might be establishing your own brand. It might be just, getting more leads, bringing more leads to your clients. It might be a lot of things. So I'd say that that's it.

It's a big question, isn't it? We love asking this because it gives so much insight in how people think about growth towards businesses. So I think that the keyword you said when you started answering, you said it's about leveraging technology to get more sales, and then you went to other things. So if I just sort of narrow you down, Peter, and say like you can choose one thing which is the most important for growth, would that be sales?

Actually, you have really, really, you know, really interesting questions. I would say like, I'd say, can you, can you do it again? Like the question, like so that I'm just 100% sure that I did it right.

So from many things, what influenced growth from marketing, you know, hiring good people, talent retention, good product-market fit, timing of a product, sales, leads. All of these things, you know, have some type of first-order effect or second-order effect of how well business, and for us technology business growth. But you can choose only one. Like, what's top one for you?

Yeah, I would say like in our case it was always sales, right? Sales thing. Because, you know, I'm actually— I was a huge fan of marketing, like I mean, like marketing, it can bring so much impact, you know, but you cannot just start doing it right away. Probably you don't have budget, you know, that's a huge machine. So sales thing, sales generally, it's the best thing to go for. You can do it right away. Like for example, even now I'm doing sales, I'm doing lead gen on my own, like sometimes doing it manually, doing some automation, but you can just start doing it and you will do it. You know, and I had so many things about like competitors and competitors and their founders when they set up, when they created their businesses, like Bootstrap It Now, Millions, like LinkedIn automation tools. They've been growing their companies. They've been growing their businesses for a million, like doing these sales, you know, half a million IRR or like million. They can do it like kind of manually, almost manually, always and mostly relying on sales, on outreach. You know, it's very efficient. It's very simple way to generate create leads and marketing. Like if you talk to any person from marketing and if you ask like, I need some help in marketing, they would say like, all right, how much budget do we have? Budget for marketing, it's like the main thing. And for sales, here's just you, yourself, your understanding of your business, your understanding of your ICP, right? And you just go get it. And once you get some traction, once you understand, I mean, when you do the automation thing, you know, many people, they just setting up a campaign, doing outreach, doesn't work, end of story. Like, it doesn't work, but it's not how it happened for business as well. So for example, for GetSales, we've been struggling, man, for years. Like, for years, we've just, we're just on the same stage. We have a plateau of like 15K MRR for a few years. We just cannot move any further. And when you do this stuff, when you do sales, you can just change it. You have to, you know, continuously change your ICP, change your hypothesis, you know, bring something new, understand where is the traction, what works, what doesn't work, always iterate, iterate, iterate until you find the right thing. So actually, that's funny because like for us at GetSales, we've been focused on— like initially we've been focused on old people because, you know, what our understanding was that like old people need LinkedIn outreach, right? So because like it's sales, everyone needs it. Here is our ICP, like every person in the world who is running sales. Yeah.

Yeah.

Oh boy, how wrong we were when we were thinking that way. And I would say like so many startups, they're still doing the same, you know, mistake, just being too generic. And yeah, so coming back to the question, sorry for extending it too much. But yeah, that's, that's about, yeah, doing it, doing it quickly, doing it with your hands, doing it, understanding what works, what doesn't work. Like, and it doesn't matter who you are. Like, you might be a business development manager, you might be owner of the business. Like, doesn't matter. It will, it will work this way.

Okay. I love how you put it. Marketing usually costs money. And there's some guerrilla tactics where, you know, people, take the marketing on themselves. They go to events, you know, talk with people. They, you know, wear a t-shirt, put a sign on their cars and things like that, which is not a big scale, but you know, you can sort of do it cheaply. But you're absolutely right. If you do marketing at scale, you're probably going to buy ads. You know, you're going to buy ad space, you know, Google Ads, Facebook Ads, Twitter Ads. That all requires upfront capital to actually push your name out. And then potentially, you know, get the leads and get the sales. But what we're saying, you just go on LinkedIn and you just go on DMs and you understand what you're selling and you just basically sell, right? That's not— yes, whether from capital come in play, isn't it? Okay, I love that.

The best thing, just a quick addition like that, like I again see so many companies who are like testing different hypotheses, trying to find new niche for their products and, uh, When they do that, you know, like when you do it even manually, when you just start doing sales, you know, you can actually feel what works, what doesn't work. I mean, like if you do the marketing campaign, how it will look like, you just buy ads, you just think that this might work, you just put it, it doesn't work. You spend $10K, you know, you, you, okay, it doesn't work. You do something else, it doesn't work. But actually there are so many other elements when you might be losing your leads, activation and just sign-up issues. Like so many obstacles on the way. And when you do it manually, completely different thing. I mean, like sales, when you start doing it, like you can leverage and you should leverage automation, but in a smart way, you know, just you test it, you see how the conversation goes with the person. So your idea, not just to pitch something right away, more like exploring. And when you're exploring it, you're starting to understand better what is your value prop, what is the right value prop. So we did it many times with GetSales and then like you see like this doesn't work. This is not that attractive as you thought, right? You say like, guys, we have this, nothing. Guys, we have this, like nothing. And then like once like you start in this conversation, you're feeling the pain talking, like trying to understand it, you know, trying to essentially help them. And this, you know, understanding.

I love that. It's a lot more intimate process. When it comes to that market research and market discovery than having things at scale such as just buying ads. And to your point that it's gonna, you know, you run a campaign, here's £1,000 and you just got some numbers back. Likely it yielded something, but you know, it's not, it's a big spend to understand what worked, what didn't. And I can confirm that. So when it comes, for example, for us as a podcast, you know, we have marketing in Reddit and we have Google Ads and and Spotify as well, any campaign before you can draw conclusions is basically £1,000 or more. Like if you talk with, you know, campaign managers with these companies, they will go like, you can't just run like 20p, you know, $20 campaign and go like, yeah, I know what's going on. No, like you have to spend, you know, 30 days with certain amount of traffic to actually draw a valuable conclusion that that works, doesn't. It is expensive. So Peter, when I think about LinkedIn and I get plenty of these messages, so I'll use myself as an example. I get these cold DMs often. Sometimes it's not cold DM, you know, it's a better DM. So what I do is when someone reaches out to me, sends a connection, I click into their profile and I look at their profile, right? So that profile is almost like your first impression. To me when I look at you and, and, you know, you get like 3 seconds, you know, to 7 seconds of me making an idea of who you are and, you know, what you're about and do I want to talk with you. So when we talk about profile optimization, which we know is an actual thing, and according to LinkedIn themselves, profiles which are optimized are getting 30% more views and about 3 times more engagement than the profiles which are just not optimized, whatever that optimization means. And that's the question. When I say LinkedIn optimization, what is it for you? Like, what is an optimized profile and what is not an optimized profile?

Uh, all right, so that's a good question. I would like to start with the part when LinkedIn says that you would get more views and stuff like that. You know, I don't know, 5 years ago I was so excited about that, like, oh, I can get more if I do that, I would get more, I'll put this, I'll put that. But then I realized, now I realize that what it means essentially is that when people filter some leads on LinkedIn, when they scrape LinkedIn and everyone is scraping LinkedIn because it's the biggest database, they would just find you. You know, if you put your location, if you put something else, like if you do a post, then there are many, like more people that will find you at the search result. They will scrape you and reach out to you. So this kind of optimization, I mean, like according to LinkedIn, it's kind of nothing because it's not, it's good for them, you know, but for people it's not that good. The second part is actually the real optimization of the profile. And again, like it's not just put some photo and background, anything like, you know, where you're working. So it's more about Like I like when people say that your LinkedIn page should be kind of an advertisement, like ads page, which shows what you can do. So which can convert, like consider it as a landing page, which can be really nice. Like, I mean, like I like this approach and for myself, for example, it's more like, you know, that's what you want people to feel and do. In my case, for example, we are doing this test, what we'll put on the background banner and we test different hypotheses, some different value prop that might catch attention, make people go to the website, get excited about it. At the same time, this headline part, when you send a connection request, people can see the headline part. So many people, they put the value prop, the pain they are solving. But for example, I decided to go a different thing I'm using at this moment. Kind of more human thing. I'm saying that I'm proud dad of 3, you know, aspiring Ironman thing. So I'm showing that I'm a real person rather than showing this, you know, pain I'm solving because like too many people are solving the pain, right? And that's not good as well. So for me actually, and actually LinkedIn compared to email as channels, that's like completely different things because on LinkedIn, you can do real connection with people. Like back in the day when I was doing cold calls, you know, when I was selling computers, I was like, hey, like, like, how are you doing? How's your son? How's the wedding? You know, and I was calling like every month to this lady, like, and then after 2 years she was buying from me like $400,000. And that's, that was, you know, nurturing these relationships and When you do on LinkedIn, like these days, you should do something like that, you know, not a real pitch. In many cases, you know, it's fascinating because so many things that's like, that can be different. But in many, many cases, you should really connect with the person, really connect, really try to think like, that's the same thing when you're selling, you're not trying to sell them. Like if you want to sell, you never sell, you have to think how you can help them resolve their problem. You're trying to help them. You're trying to help them. You're trying to help yourself, like, at the end of the day as well, but you're trying to help. That mindset should be there. So optimization, again, like coming back to this question, optimization of your profile is tuning, fine-tuning your sender profile so that it will be aligned with your goals, which will align with your goals, which will be maybe showing your mindset, maybe showing your product potential value for the customers. Like there might be different kind of optimizations. And that's another great thing, you know, because one person would say, this is bullshit, this will never work, you know, really bad. And another one will say, this is awesome. And another say, I'm just testing different ones. You know, you cannot say that it's bad because I'm testing it. The same with LinkedIn outreach or emails. Might be different thing for you.

I love, I love the positioning of understand what you actually want to get from LinkedIn and optimize your page towards that outcome. Effectively think of that conversion. If you're just putting, you know, resume-like information, that's the same as looking at your CV. You're not really telling much. You know, maybe you're telling about your background and people will imply some of your capabilities. But if you optimize your profile and you're effectively very expressive in the sense of how can you help people, what type of problems you're solving, maybe that's in the banner, maybe that's in your tagline. That does help a lot more to understand what you're about. And I've seen this new— maybe it's not a new wave of things when it comes to the tagline, but it's very prominent now where people go, I help to solve problems, you know, through some type of framework or way. And it's just everywhere now. Like any bigger profile, it's going to be like, I help to do this and this and that for, you know, that market, that industry by doing this and that. And it's just, it becomes almost like, you know, your landing page tagline, which you see instantly when you land. It's like, boom, I know what that guy can do for me or, you know, what the girl can do for me. That's effectively what we're saying, you know, with optimization when it comes to that. What would you put in a banner? Like, you know, you mentioned you're doing some A/B testing with different value propositions. So are we saying that, you know, the banner itself should be a continuity of whatever is our tagline? Like, you know, we're saying, for example, I help B2B SaaS companies close million type of deals through my dedicated framework, something like that. That's our tagline. Like, What do we put in the image then?

Yeah, I would say that it can be different things, but like when you do that, like usually what I mean, like you have some kind of vision. What do you have in mind? What is your strategy about right now? Who are your customers that you're trying to attract? You know, you have this vision, you understand, all right, so I want to show them this and that. This is my unique value props. This is something that will spark them. And you'll put this, for example, some like call to action, something like really nice, you know, value that customers are thinking of. They're like dreaming of something and you kind of giving it to them. But like you start doing that. And then after some time, you know, speaking to some different people, you after like in a month, in a few months, you understand that you can change it. You can improve it because it's not that good anymore. You know, you're taking a look at that. You should like, all right, so For example, at this moment I have like this instant get sales instantly for LinkedIn and email for agencies. Before that we had something else. Before that we had something else like unified inbox, blah, blah, blah. And the next thing that we would have, it's just LinkedIn infrastructure for like GTM engineers, like this kind of thing because we're like shifting our focus. We are better understanding what we're solving. That's good because when you're small, you know, you can do these iterations really quickly. And even for big companies, it's always a headache when you kind of solving the issue. For example, back then I was working at Splitmetrics. We had this A/B testing software which helps you to do A/B testing of your creatives for App Store. Right. But that's A/B testing, A/B testing. And then probably after that you can do A/B testing. This is the value prop. And then it's like after some years, after some months, it's becoming doing increasing conversions, right? Thanks to changing this. And then after some time you realize that it's not enough anymore and you like prevent losing like $100,000 on developing wrong ideas, wrong applications. And then you go further and, you know, you can dig down, you can like find something else because the market is changing. Everything is changing. Your understanding is changing. Product is changing. So yeah, but the picture and the stuff, again, it's just your you know, your internal world. You can be really open, smiling, you know, you can show some kind of feature that you have something unique. You can just, you know, show people what they want. And it depends, you know, you can say that it's run.

So I love what you put about the people. And I did saw your tagline about, you know, aspiring Ironman and, you know, father of 3 and what you mentioned as a people angle. I actually quite, you know, love the strategic position of that, if I can express it like this, because sales ultimately, you know, people buy from people and there's a lot what is a successful salesman, which is based on relationships. So I really love you sort of calling that one out. I want to talk a little bit about the search and keywords. So there is a term of such as LinkedIn SEO, search engine optimization. And you put it in Google, you'll get tips like, use as many keywords as you can because people will be able to find you on LinkedIn as well if your profile is public and it will go on Google and stuff like that. So when it comes to that, it's the same positioning, right? Like you first need to understand what exactly you want to achieve with your LinkedIn profile. Is it to find a job? Is it to make more leads? Is it to put yourself in the market as influencer, a thought leader? Have an understanding of what that does for you and then use keywords which express the same thing, right? It's not like you want to spread the whole internet with as many keywords as you can. Or am I wrong here, Peter?

Yeah, to be honest, like completely honest, I'm not a huge, you know, expert in tags, in this keyword stuff. And I, to be completely honest, maybe I'm wrong, but I don't kind of believe in this part of things because when you use keywords, essentially what it brings to your profile, then when someone is scraping your account, like in many, many cases, they can identify you as like ideal customer profile. Yeah. In like, there are not that many cases, you know, when people would be like searching for like some like leads and they will like on Google and they will find someone on LinkedIn and that's like, this would work. I'm actually like, we've been trying a lot of things with SEO and with many other things, but I don't believe that it works really properly nice. For sure, it's nice to have. For sure, it has some impact, but in my understanding, it's more like when you have these keywords, yeah, if someone is looking for a person to hire, they can find you. To partner with, they can hire you. Like at this moment, it's kind of more like signals, you know, when they can track this keywords or something to pull you out and then push you an offer, pitch you. So this is the main scenario right now from what I see.

Okay. So effectively all of that keyword-driven optimization on your profile, that's what brings you the inbound leads. Let's say like this, people can find you, you will get that inbound activity, someone sending you a message, but What we're saying effectively is that that's just a waste of time to some extent, and you should probably concentrate on the outbound activities, which you yourself can do by just going to LinkedIn network and finding people, right? That's so effectively, if we put a measure like inbound and outbound, your time is much better spent concentrating on outbound and doing outreach yourself.

Yeah, I would say that here is a trick actually. And these days, like this year, like last years, this brand, your own brand on LinkedIn and kind of driving this inbound leads to your profile is working really nice, but it's the matter of how you do that. I mean, like keywords and stuff like that. In my case, it's just low impact things, but what you can do is like tailor good content and tailor good content, engage with people, you know, doing this content. Continuously and trying to bring some values. For example, for me as well, it's sometimes an issue, you know, I'm sharing a lot of nice things, but sometimes it's not that, you know, valuable to the customers. For example, yesterday I was like, I shared a post that people can actually get a 50% discount for the Sales Navigator, which is awesome, you know, just saving, cutting, cutting the budget twice. This is awesome. And I did it. I didn't do any, you know, promotion from other center profiles that we have, you know, just to push it somewhere. I just posted it and said like, guys, who want to get a content, contact of this person who can get you this, just comment. And, you know, they started commenting. Like, I got like one like and one comment, then one another and one another. And I ended up by having like 30+ comments where there are really many people, they saw this content, they saw me, they saw what I'm doing, they understand that I'm an expert in this, like, in this field, you know, and this brings me leads. So when they do that, when they see it, they can follow me, they can start consuming my content, which is extremely valuable for them, right? And they will end up by being my customers for sure. So, and this thing works. So your content, content creation, engagement with other people as well that might be, you know, seen you somewhere, you know, just connecting with them. Again, like I saw a few influencers that are doing that. She's saying like, "Every day I spend 1 hour, like half an hour and I'm connecting, I'm commenting on like 10 people's profiles, something like different posts." And they'll see that, they'll appreciate it, they follow back, they just, you know, start following her. And she gets more attention to your profile, more people are coming and she, for example, posting some content that how you can be just inspiration things and how you can hit some goals, blah, blah, blah. So they start following her and this works. So inbound is super nice and actually inbound in many, many, many cases when you do this content on LinkedIn, it can be even more impactful than outbound. But what is very important here as well is that when you send connection and then you're going to pitch your lead, right? You know this guy from Netherlands, he was posting a lot of benchmarks that if you connect with the person or if person visits your profile and as I said, the person will visit your profile to check you out. The chances that they will see your content in their feed it's grown dramatically, like by 20% or even more. If you message them something, they reply to you back like, hey, thanks for the connection. They said the same. They will see it like, and the chances like increased by 40%. So if you're not posting it, you get nothing. If you're posting really good content consistently, content which will help them to solve their pain, because essentially what you said previously, when you put this, you know, value prop, the thing that you're solving, actually every company, it dreams about buying from you because any person on the earth, every person, they have pain, they want it to be resolved, but they cannot see the resolution right now. So if they meet something that is relevant to them that can actually fix this, fix their pain, that would be cool, or which can help them identify this pain. Being just on one step before that.

I love that. Okay. So I mean, content strategy on LinkedIn in general is a huge, huge topic. And just for our listeners, we will be unpacking that in future episodes. But this one is about automation with Peter. But you are absolutely right. All the tips you gave, Peter, it's, I mean, such a big topic when it comes to content. Let's say now we doing outbound. but we want to do that, you know, through automation, right? So I want to reach out and I want to make more connections and I want 1,000 connections today, right?

Which we know that's— Yesterday.

Yesterday, yeah, just break it down. Amazon Prime, lend me 1,000 connections. I mean, we know that's not a reality. We know that LinkedIn doesn't, you know, love that. You will get flagged so fast that, tomorrow you'll wake up and you'll be like, hey, why my account is blocked? Well, because it doesn't allow it like that, right? And then you try to do some connections and you put like a generic message and you go like, hey, I'm Mike, you know, can we connect or something like that? People, professional at least, people will look at this and go like, I have no idea who you are. They will simply not connect. That connection request will sit in your connection inbox, sorry, outbox. And the more you have in there, that's not good as well. So there's many like hidden LinkedIn rules, which, you know, they look for you to not become a spammer within the system, right? So the question, if I'm starting with this automation, which I know, you know, Market is doing this, so I want to participate in that, how do I make sure first I don't block my account? Second, I do that in such a way that it becomes a value add and it actually starts building my relationship with my future network.

Yeah, that's an awesome question. Actually, I would say there are like 3 elements. The first element, initial element is generally if you have an idea of what you're going to do and what you would like to reach. No, because automation, it can be used for multiple things. It can be just helping you to do some follow-ups after the conference. It can be just helping you to, you know, connect to this database of relevant people just to connect with them, you know, and they will see your content. You'll be in touch with them later on. And in some cases you want to test hypothesis. In some cases you want some leads. You want to get, you want to book a demo, right? So it depends on what you really want. And my recommendation actually for all people around the globe when they decide to do outreach, and decide to do automation. Do outreach but no automation. At the very beginning, no need for automation anyway. You know, when you start automation, you should start really slow. So for you, you should understand, all right, what I'm gonna do? So I'm finding leads, where do I find those leads? Okay, so what I will send? What kind of message? Like, you know, do some comments, just understand how it works, understand the system, you know? And once you do that, once you warm up your profile, once you're sending these connections, you understand. So my co-founder Eugene, back in the day, why he started developing GetSales, because he attended a conference with the previous product of ours and they told him, we don't like your product, go away. And he was like, how do I do sales? Not at the conference. And they like told, go to LinkedIn. And he went to LinkedIn, started sending messages, and then he realized what he's doing is a monkey job. So that's why I'm, you know, that's funny when But Nick didn't say no automation because like, and this AGI thing, you know, AI thing and sending messages manually, it's really funny. So yeah, you have to identify those leads, understand these leads, understand what you really want, have this in mind. And once you do that, you can go for the automation. And when it comes to the automation, there are really many tools. I would say that there are some like pillars The first pillar is that the majority of tools for LinkedIn, they're really safe, like really safe, you know, like there are a bunch of them, but they have like millions of customers and sometimes person start using Lemlist, get banned. Sometimes someone is starting using Dreamify, any other tool, get banned. Like any other tool, get sales, like you connect, you start doing automation, get banned. Not because of the automation itself, but because of the— and not because those tools are not safe, you know, because you're just doing the run setup initially, right? So what I'm saying, like losing my thoughts. So what I'm saying is that you have to have in mind what you're gonna do. Then you have to choose carefully the automation. Ideally you should some software, you should choose some software that has been operating for a long time because there are so many new tools AI agents, automation tools, and all new players, they're missing a lot of security features, vital security features, and everything, even if everything is fine right away, tomorrow it can be different. So, you know, you have to go through this way of making so many mistakes, you know, securing this process, protecting accounts of customers. So yeah, and then, yeah, you were choosing carefully what you're doing when you start doing any automation. Starting doing it really slowly, setting up the limits. So many people, we are like having fun about some people that are starting using GetSales. They just put like 1,000 connections limits, everything 1,000, delay 1 minute, 1 second, you know, just go ahead, like work around the clock.

Yeah.

Like superhero. So you're not doing that. You're understanding the limits. You have to read about the limits. You have to understand how it works. You have to set up the low limits, increased delay between tasks, you know, and like build a very simple automation for the first time. Very simple. No need to do something, you know, really complicated. And then just give it a try. So this is just the— yeah.

I love that you called out have an idea or have a strategy of why you connecting with the person. And I want to add this thing that the network is not just a number. So it's not that you're targeting to have, you know, 20,000 or 50,000. You're actually looking to have connections which are within your potential persona or sales persona or job offers, whatever is your strategy. Because once you start doing content and you're going to start doing content, which is your value proposition to the market effectively, you'll post that content. So if people will find that content valuable, you'll get likes and you get comments and that content is being shown to a lot more people, to your second connections and the third connections. So if your network is built from people who don't really need that content, by default, the fact that you're sharing the content will just not get any traction and you're going to be like, LinkedIn doesn't work. I'm posting every day. You know, no one likes, you know, my stuff. Well, it's because your network is just random, you know, recruiters, bakers, mortgage advisors when you're posting about startups, right? So it's important to have a strategy of how you grow your network. And I want to ask this question, Peter, because you have GetSales, right, which is automation tools, automation tool, and it's very well and mature product. And I'm a big fan of that, as you know. Effectively, that's what we're talking. I think it's a great product. I tried probably like 10+ LinkedIn automation tools. And you guys do a couple of things very, very well. So you mentioned people putting like 1,000 in the settings and just effectively getting banned by LinkedIn. So you have an experience and understanding of why people getting banned. What are the main reasons people getting banned by LinkedIn?

Yeah, that's, that's an awesome question. And actually, like many people, they're saying like automation is really bad. You know, your account would be blocked. You won't be doing automation at all for that reason. But as I mentioned previously, so many people are using automation and everything is fine. So there are indeed, uh, like best practices, I would say. And for LinkedIn, for example, there is no like, you know, detectives like that are searching for people that are doing any automation, trying to ban their accounts. Essentially automation tools, they help LinkedIn became more popular and get to this point where they are at this moment, you know? So they just have to maintain a health balance, right? So yeah, when it comes to the safety and security of the account, there are a bunch and there are a kind of, you know, points system on LinkedIn. So when they assign you a point, giving you a point, like kind of fine points for everything like that might be suspicious, you know, or bad, like in LinkedIn behavior. And you know, when you have the system Like if you reach certain amount of these points, you get some notification, some ban and so on, right? And, uh, Dorian did highly impactful reasons and not that impactful reasons. But again, every reason is like important and at the end it's just, uh, kind of removing one flag, it helps you to, to be safer. So one of the most popular problems and reasons to get banned is the number of activities, increase of activities. So imagine you did nothing, you know, yesterday, the day before, and today you sent like 30 connections right away. You know, you never did this, you know, and you started sending connections. You most likely are using automation. So LinkedIn, again, LinkedIn cannot know that you're using automation. You know, nobody knows. They just, uh, kind of trying to understand what might be a marker of that. So if you start doing it quickly or if you start, for example, you didn't work with the tool or like you're even not using automation, you just logged in, you're like, all right, I'll be doing some lead gen and you go to one profile, another profile, another profile. You visited 20 profiles, you got banned because you're doing automation. We did it like, and we saw it so many times when we even doing it manually, you know, some tests, you might be getting banned for that. So the first one, is kind of having this ramp-up of activities, you know, and, you know, doing some activities, gradually doing more and more and more activities. So you won't have this spike, you know, right away. Did nothing and you started doing something really quick. The second one, well, yeah, which is one of the most impactful, is the speed of these activities. You know, if you send connection, connection, connection, connection, or visiting pages too quickly, when scrapers are doing, for example, you might be banned as well. So apparently it's too quick, too quick, unusual, it raises the issues. And there are a bunch of others like which can be really, really, you know, diverse. So for example, one of them is the proxies that you're using. There are like residential proxies, dedicated data center proxies. There are proxies that are used by multiple people. That might be used by scrapers, you know, and if you get this bad IP address which is blocked by LinkedIn, it might bring you problems, you know. And the proxy thing, it's very, very complicated. I'd love to discuss it later, like in an additional one, because like go into the details of this stuff because we are at this moment double down on this security measures, you know. But the proxies, what kind of proxy, if it matches your location, and so on. It's very important. Another one, for example, why we started developing this single session protection back in the day with GoLogin, I think because in March of 2020, which here is this 2024, in March, February, March, there was a wave of bans around the globe for all platforms. And we started to exploring what is happening, why some accounts getting flagged and banned. And we're trying to find markers that influence this So we ended up by understanding that a huge amount of accounts were blocked because they initiated a new session from another IP address. So previously, for example, you had a session, old session from, I don't know, from Portugal, and then you just create and initiate a new session. And when you connect your account to any platform, you initiate a new session. It's like from Germany. If you do that, you get banned, you get like verification requests right away. And there are some issues with, you know, recovery. So we understood that many companies like agencies and IT service companies that are managing a bunch of accounts, you know, and they might be managing accounts on behalf of some other employees, right? They might mess it. They might log into the same, to different accounts from the same browser. And if you do that, LinkedIn will see the cookies, right? And they will understand that you're using, that you're accessing two accounts actually. Even if you go to incognito mode, from Chrome, you know, and you log into another account, anyway, Google and LinkedIn, they will like, they will understand that you're accessing the same, like that you're accessing two different accounts, you know. And this is insane actually from incognito. For me, I was like, wow, how is it happening? So we decided, all right, we need to give a framework for people when they can have just one single session, when they just don't have all these risks and they do this session, you know, they have one IP, one fingerprint, every person, access the same, guess, is running automation from the same session, which is really nice. But again, like on top of that, there are so many other small reasons. Like I recently posted about that, that almost all the tools that are running automations, you might understand and recognize these people because you have like green, like green, like dot on your LinkedIn. Almost around the clock, you know, because just it's connected to the system. And if you're not, you know, probably you'll be doing some automation during some schedule, but anyway, like at the rest of time, you know, Messenger works, imports works, you know, and your account is active. So it's again another flag that can show LinkedIn that your account is connected to a system. You know, it's not like if you do that, then you got banned, but it's another flag and it brings you one additional point, you know. So for example, we decided, all right, we need to remove it. So we are right now, we've rolled out the feature, and soon we'll roll it out for existing customers, when you can set up the server schedule itself. So beyond this schedule, servers would be shut down, you know. And this small elements, we have like numerous of them. Like if you're posting, how many connections you have, what is the age of your account, and what is your acceptance rate. What is your reply rate? What is your spam blocking rate when people block your messages? So right now, again, we're investigating a lot and investing a lot in this topic to bring some clarity on that, to bring it to public, to show these insights and benchmarks. But generally, again, coming back, you should set up the right limits, you should warm up your account, you should start with a simple automation, And in many, many cases, everything would be fine if you're using the right tool. And I personally recommend GetSales.

Of course, GetSales, good name, by the way. I can share my story behind that. And I got instantly verification requests from LinkedIn, not because of automation, but because of account sharing through different IP addresses. And I was not even sharing my account, but I had ideas of sharing my account. So by LinkedIn terms, you know, you cannot share your personal profile like that. That cannot be managed by anyone else but you. And of course, when we started a podcast, it was my personal account which was doing this. Now we moved to LinkedIn page, which I can give a manager access to someone else, and that's okay. Company page being managed by multiple people, that's absolutely fine. But your personal wall should be you. And I had the session open on my IP address, which is my home. And of course, I have a VPN for other things. And I forgot that I was VPNed. And I sort of, you know, went to my LinkedIn. The moment that happened, instantly locked out all the sessions. And I tried to re-login and it's like, no, you need to send your ID. And all that verification password because, hey, you know, you got banned because same session happened from two different addresses. So someone leaked your password. Yes, that's a sort of like security measure. But from that perspective, when you think from LinkedIn's perspective, like you can share your account and, and the small red flags just again to add to that has impact on your content and how your content is being shown. I had, I wouldn't say automation issues, but we were sharing content and at some point I was starting pushing the content through DMs. So I was going to my network and I was going like, hey, you know, we launched a podcast, you know, do you mind checking this out? And I had that message, which is literally the same message. And I was just copy and pasting through my chats. And it wasn't automation. I was doing that manually because I was aware of the fact that I could potentially get banned. But I think what happened, people went like, you know what, Mike, you're becoming a little bit annoying over here. And they probably just blocked me or somehow reported my message as a spam. Yeah, exactly.

The fact that you're sending links as well. So it's in many cases like at this point of time, we are talking to many vendors. They're saying like, we're not allowing anymore sending links in direct messages unless you get a reply from lead. Otherwise it might be a flag to ban account. You know, it's just another point. You know, it's smarter. Exactly.

And I didn't get any ban. I didn't get any sort of like issues. But our content reach when we post, you know, messages on LinkedIn went down by like, by like shadow ban. Yeah, like a lot. I mean, it went from thousands to hundreds. Like I was like, what happened? And that's what it's called, getting a shadow ban. It's like, you know, you can go complain to LinkedIn and they're going to be like, whatever, man, it's a system. Like, that's what happens with the shadow ban, right? There's some suspicion that you're doing something wrong. And I'm still recovering from that, by the way. So that's not— that's like recovering from that, going back in the good eye of LinkedIn is actually, you know, takes time. So I want to talk about now these messages. So we built a strategy with all about our network. You know, we connected with potentially our content strategy for LinkedIn. We optimize the profile, which is again, you know, with some hypothesis around our value proposition. So we sort of doing all of that, you know, now we sort of reaching out and building this connection. And ultimately everybody talks about personalization. And as well, when you're reaching out, you need to show the prospect that you actually know them. And if you do that at scale with automation, that usually, you know, goes through the window and some type of generic message. Everybody says that it's, you know, automation is generic. What is your approach, Peter, and what is your recommendation and tips to our listeners? How can they get most success out of these first connection messages and then the proven 3-touch follow-up strategy to actually get into conversation with potential prospects?

That's a great question. And actually, there are many, many ways and options what you can what you can do. I would say that there are like things that you shouldn't be doing and there are like just logic, you know, when you think of that, like there's a logic that you should follow. And I would start like from, I would just, you know, drop some small elements that might be helpful. The first one, never send a wall of text. Never ever do that. You know, if someone is like asking you on LinkedIn, just generally, you know, you send a message, someone saying, what would you "Hey, what would you want?" And you just push in a bunch of text. Never do that. Never do that at all. The second thing is that usually when you connect to a person, person is not stupid, you know? And they understand that you want something. So what are you gonna do? If you want to reach out to me, you'd say, "Hey, Peter, how's it going? I'd love to connect. Thanks for the connection, mate. I actually, I'm admiring something about you." Personalization stuff is nice to have, you know, that will show that it's not automated. It shouldn't be personalization. It can be something, a sign of that it might be not automated. For example, you're saying that using this liquid variable, like Happy Friday, you know, that's already good. If you put some message, some joke, like, oh, like, thanks for the connection. I hope you like blah, blah, blah, because I'm usually like, usually people are ghosting me. Haha. Like, and when they read it, they understand it's a joke. It's a good, bad joke, but it's a joke and it's not kind of generic outreach in many cases. So that might work really nice. But overall, I would say that personalization, although it's important and that works awesome, like in many cases we've tested so many times. If you send a message, you're saying, hey John, nice to be connected, blah, blah, blah. I've noticed this and that. This is really cool. For example, I'm doing this and that. I'm sharing the same values with you, man. So that's great. So do you mind if I ask a question? I actually wanted to ask your opinion on that. Do you mind sharing your thoughts about this? Something like soft, and you kind of put this personalization first. You might not, you shouldn't be doing this in one message. You can just do this first, like a good compliment. And then they will reply you in many, many, many cases, they will reply you. And then if they not reply in a day, you say, oh, oh, John, like I forgot to say that I actually wanted to talk about this and that. Do you mind if I share some details on that? Like what is your attitude to this and that? He will just, okay, he can, you know, just ignore this message because he's busy. Like there are many people, they might be okay, I don't have time. Just get straight to the point and stuff like. So this personalization stuff, generally it's not that important as relevance of your offer. So when you do offer, when it's a good tailored offer, when you're offering it to the right person. So even like if I got a request from a person the other day and we got connected and he said, are you interested in database of like 750 million of leads from LinkedIn, blah, blah, blah. And I was like, Share more details because actually we are sometimes thinking about this database as well. And I was like, okay, like share it because it's relevant to me. So relevance itself, it's good, but this personalization step, it increases the chances for a good connection and for reply rate dramatically. So if you can do that, this is awesome.

And are we talking about like, you do this manually or are we talking about Personalization at scale, which is just, you know, the tool itself can go to other profiles and sort of fill the gaps and help you to build personalized messages. And yeah, go Peter.

Yeah, at this moment, at this, like I would say that there are, how do you put it? Like you can, it depends on the, you know, on the person you're reaching out to, like how competitive, you know, the, the attention of them. I mean, like how many people are reaching out to them. You might be thinking of that as well. And in many, many cases, like what we did many times, we like get sales actually scraping information about headline, about position, company, everything. You can put it to the spreadsheet, use ChatGPT, Gemini. They will tailor you a message based on that, you know, and based on what kind of prompt you are given, you might get really good results. So it might be something like really neutral, positive, optimistic, like, oh, I saw that you like a dog person. I'm like, I'm a cat one. So, but I promise I will not, you know, I'll not fight you. Haha. Like, so I actually had something in mind, blah, blah, blah. Like, that's it. Like, and this message, you can generate it using AI. And the question is how good you are at this. You know, many people, they're doing like really bad, lame personalization. And it's better not to use it at all. And it's like more like cringe, but in many cases that can work automatically. If you do that manually, which is absolutely fine as well, for example, in GetSales, you can insert the manual touchpoint at some point of time, at any point of time. For example, you send connection, then you connect it, you can do this manual message. So in my opinion, at this moment, there is no way to get like a better personalized message than a human, like seasoned human can do.

Yeah.

But in many, many cases, people are doing very bad messages when they do it manually. Now, doesn't matter. This is the best thing. So, you know, people saying automation is bad because you're sending bad messages, automated messages. But when people do it manually, they send the same messages. They copy paste, copy paste. And that's it. So relevant offer is nice. And I actually, I meet many agencies and that's a nice approach when you do generic outreach in terms of personalization, but you kind of invading this personalization a little bit. And then you have good messages, good tailored value prop, you know, not pushy, not long, just chin, chin, chin, chin. All right, that's it. You know, and actually for you to understand, you know, all right, that's probably not that cold, you know. But if you can do this personalization and you can do that at scale because you have to be a master of this, you know, you should be able to do that manually on your own. If you don't do it manually, if you don't know how it should look like, you will never do it. The good one, you know, because you just think, oh, that sounds cool. Something like, you know, unique, but it's not.

I love that you put the bunch of text as a very first thing of what not to do. I like these messages, they never work and I get them constantly and I don't understand why people doing it. It's like, it's like, hey, you know, hey Mike, you know, we are this company, we do mobile development, SEO, and it's just boom, boom. Like if you want, you know, we work with this brand and it's just like, you know, it's like a page and I'm like, like, like I'm never gonna read this. The moment I see this, I'm like, bye. It's like, and I really hate when people sneak this in because they start with this good connection message and they go like, hey Mike, you know, we work in the same industry. I think, you know, there's going to be things to talk about. This is awesome, you know, another guy from tech. So, you know, he's going to like my content. Maybe I'll learn something. So accept. And then second message, boom, is like, doom, you know, like a page of text. And I'm like, that's it, you know, we are connecting right now. So I fully agree that does not work at all. I really love the joke approach. I never got any jokes. I don't know, maybe people don't think I'm funny. But no one reached out to me with the joke, but I would definitely I accept that, that seems like a great thing. And personalization-wise—

Yeah, quick point here that like we did the test, it was really interesting one. So what we did, we did this personalization at scale with the AI. And at that point, I didn't like the prompt and I didn't like the messages. So it was like, in my opinion, it was like 5 out of 10. You know, what we've got. And what we decided to do, like we decided, all right, it was really quick, it was really nice. So we decided let's throw it at a bunch of leads. Half of leads, they get this. Half of leads, they get manual message from SDR, good message that I like explain how to do. And apparently like this one with the SDR, it got high conversions, you know, and, but what was interesting is that for some reason many people, they like the, the first option as well, the first version, you know. And when you reach out for, for example, for agencies, apparently they know how the automation works and everything, they can recognize it super easily. But for many people, even like this not very good automation, not, not good personalization, not that good, you know, just generic one, it might be very fresh for them. But at least now, like when you have too much AI around and everyone is doing that, it's, it's already not working.

Yeah, it was like, I definitely can tell you that I at least because I use AI and GenAI tools day in, day out, I can see generated content from miles away. I can see that in the posts. I can see that in messages, in emails. I can just see that. And where I can see that I can still reply to you if you are relevant to me. So I feel like when you're doing this outreach, cold outreach, you know, I would probably look at prospecting very, very first and making sure that whatever is your outreach and whatever is your, you know, your strategy, why you are effectively connecting and doing the follow-ups is to make sure that the people you're connecting with and where you're going to be talking or offering is, has a has a real relevance to them. And I will give you an example of what I get as a cold outreach, which I reply pretty much all the time, which is when PR companies or podcast guests pitch themselves as a guest to the show. So we accept the guests and, you know, it depends on the guest, to be honest. But I get those emails like, hey, you know, I listened to your episode about this and this and this and that, which is AI-generated clearly from a transcript of a show. And then it's the same thing, which is blah, blah, blah, you know, same lines. And they likely use the same service, right? And, you know, I actually started asking what service do you use? And it's like 6 on the market. So those emails are pretty much the same outside of that one AI sentence, right? But because the guest is good, because the guest is relevant, it's relevant to me. So I will reply and I will go like, okay, well, let's see what your guest has, right? So I know it's a cold outreach. I know it's the personalization sucks because I can like, you know, it sucks basically, but I still reply because it's, you know, it's relevant to me. So I feel like getting that nailed will probably outweigh your, you know, personalization. Imagine yourself for sure, for sure.

Relevance, man, it's super like if you're, if you're solving the problem and this is the right person to reach out to and you're just throwing your like offer, you know, good tailored shot. Like, we have this to solve you this, and we already helped this, this, this. What do you think? Again, another great advice: don't ask for a call. This is, this is ridiculous, but people are still saying like, let's jump on a call, let's hop on a call.

Yeah.

And right away, you know, and why, why would you ever like jump on this call, you know, without understanding relevance? And no, you He even wasn't asking if you want to go for a call. He was not even interested why to go. And this is like as well, like really bad thing to do.

Yeah, I get you. I get the same thing. I mean, emails and LinkedIn is like blah, blah, blah, you know, fairly good pitch. And then it's like, here's my calendar link if you want to talk more. I'm like, you know, I don't have time to go, you know, have a coffee or, you know, spend a good hour with my kids. Why you think I'm going to go on your calendar and put things in and stuff like that? Yeah, I don't get that as well. I feel like people doing it, they probably never ever were on the receiving end of that to really realize that this is not a good copywriting. Yes.

First of all, they're not receiving it at all. Yeah, this is really important because like when CEO of the company just leave, they getting hundreds of emails every day, hundreds of pitches. And when people are reaching out to them like BDRs, they don't get these messages at all. This is really interesting. And you're just reaching out, you're like, why they're not replying to me? That's fine. And the person like on the other side, you know, on the other end, they're getting so many of them. So that is, that is so, so true.

All right, Peter, I want to talk about how you can squeeze out value of the network you currently have. So I feel like this is potentially a little bit of different strategy. So let's say that I somehow ended up finding myself with a bunch of connections, you know, just happened, you know, maybe inbound and, you know, I've been with LinkedIn for 10 years and now I have 5,000 people. I, you know, I don't even know who they are. It's just like, it's in my network, right? And now I reached that maturity point in my life where maybe I have an agency or coaching business or whatever. And I'm like, I already have this ability to reach them via DM. I don't need connection, right? What is a good way of thinking about filtering your current network to potential prospects, you know, and then sort of, you know, maybe pulling them into whatever is your value proposition and lead pipeline or whatever and see if you can get some value of it. It's like how the approach differs from cold outreach to this warmer outreach with your current network.

Yeah, I would say that the approach actually is pretty much the same. The thing is that in many cases people are not thinking about their current network at all, you know? So they just, okay, I'll do the job. I'll reach out to whom? Okay, let's go. But they don't think that they already have a huge network in this area. And if they just filter it using basic search on LinkedIn or Sales Navigator, if they, for example, scrape these leads to get sales where they can reach with the positions, locations, blah, blah, blah. They can just create so many small segments and then just nail their messages for different segments and just send these messages, send the automation, send them manually. Like, oh, we've been connected for a bunch of time already. So how's it going? I'm following this content, blah, blah, blah. I actually have this and that for you. Or just generally, you're connected already. So you just visit the profile, do the like, you know, do a comment to a person like you have already on the network. So they're almost warm leads, you know, and then you just throw in the thing that you have. Like, and actually one interesting thing that many people are doing, they send connection, got connected, they say, all right, thank you for the connection, let's keep in touch, we're actually doing this and that. So in case, like, reach me out, blah, blah, blah. That's it. They don't pitch. They take this post and then like in a week, in 2 weeks, they continue, you know, like they're like, by the way, like we have this and that. We've just, uh, we've just released nice benchmarks for like, uh, apps like in this, in health category like yours. So I thought that might be relevant to you. So check, check it out.

Okay, you know, so because they are warm, effectively we just want to filter that down. So in a way, segment whatever we currently have within our network, we want to think about these segments and what we can actually offer to them and then potentially reach out, start having conversations and see if we can bring them through the pipeline and hopefully the strategy is to make a sale or whatever.

So I want to ask— Yep. One more thing here is that in many cases you can try as well trying to, if you're connected with these people, there are different types of network. Network. If it's just, you know, your real network, the people you know, the people that you've been, you know, growing over time, you know them very well, they know you too as well. In that case, you can not only pitch them something, you know, ask them if that might be relevant, but you can as well ask who might be interested in your service so they can provide recommendation, they can make an intro. Like you say, like, oh John, like we've been, like, how are you doing? I'm actually, I've just launched the podcast, so I'm like interviewing have you in a cool guest. I'd love to have you actually, like, since you're working as like, uh, as like, or this company, and maybe do it like, do, would you like to join? He was like, no, I actually don't have time, blah blah blah. And you're like, oh cool, thanks. And maybe you, you know someone who might be interested in that, or maybe someone who is skilled in this and that. And he was like, yeah, yeah, I know this guy, like, I'll do the intro, they can create this chat. So, you know, you should be thinking of that because it's a really, really nice 'Can you do the referral thing?' Like in terms of sales, in terms of, you know, just check out the product, meet my friend Mike. He's doing a lovely podcast and like—

That goes miles. The warm intros, that goes miles. That's— it's not always done deal, but yeah, any referral type of intro is probably the highest conversion you can think of. So what I wanted to ask Peter is about rebalancing your portfolio or your network, right? I use that term from an actual financial rebalancing of a portfolio where you look that, you know, you have too much exposure to certain stocks and you're going to sell that and buy something else. So you just rebalance that you have a, you know, nice balance, right? So I look at my network in a similar ways where I recently looked at this and I'm like, you know what, I have way too many recruiters in my network. You know, that's from the days I was looking for work and things like that. And I'm like, you know, they don't really comment, they don't, you know, like my post, and I don't think it's really relevant to them, right? Because I talk about technology and the podcast and leadership and, and just scaling basically, you know, startups, right? So I'm like, I would sort of would love to disconnect them from my network and replace them with people which are more relevant, you know, to the content I'm producing. But at the same time, I don't want to lose, you know, my— the size of the network, right? Because it does matter, right? It is a sort of like a you know, a badge of honor, right, to the public, right? So how do you approach that in like healthy way?

Yeah, I would say that actually I believe and I see so many cases when people have huge network, 30K followers. I actually have like 4K, 5K, but quite, I know almost everyone from my network. Almost everyone, I had a call almost with everyone on my network. All this irrelevant network in many, many things, you know, directions, it might break bridges and stuff. But I know these people, so for me it's like friends, you know, that's just my work. And, uh, for that reason, probably I haven't cleaned them up, you know, and, uh, although I should be doing that. And I understand what you're saying. For me, back in the day, I was thinking, I was dreaming of growing my network, having so many followers, that would be great. But it doesn't matter every day. Like, that's, that's funny, but size doesn't matter at all. And if you have 30K followers, yeah, it might be for some people that are just, you know, the crowd, like, oh, 30K, I'll just follow in as well, you know. For them, yes. For this reason, yes. But that's, that's in my, in my, in my understanding, it's just a small thing, you know. Because when you have cool relevant content and you have relevant people that engage with your content, what you said previously, this is awesome. This is the way actually to grow, to become probably this, what LinkedIn appreciate and do this top voices, you know, in industry, certain industries, certain geo, you know, you're just doing that consistently and creating this value for them. This is right. But I see so many people, 30K followers, you post anything, you have 1 like, 2 likes, 3 likes. Yeah. What is the reason?

Exactly. That's so evident. That's so evident, Peter. We had a guest where I can't remember exactly the amount of followers, but it was big, something like 50+ or 70K or something like that. And then if you look at the feed, it's like every post is promotional post. And at the same time, he gets like 2 likes and things like that. So it raises this eyebrow of the validity and influence, you know, of that network, right? It's just a number. And I don't know who said it, but it's better to have 1,000 people in your network which you do business with than have 50,000, which is just a number, right?

100%. All right.

So I want to close with this note of that network size, you know, that the relationship matters a lot more than just a number. And hopefully, you know, for our listeners, what Peter shared today about profile optimization, LinkedIn automation tips, and outreach tips are a good way to get you into that mindset that LinkedIn is a very powerful tool for lead generation or job search, whatever is your strategy. But it needs to be a strategy. It's good, you know, content production and outreach and influence and and all that network building, all of that comes together to effectively some type of outcome you're seeking. Hopefully the episode was helpful. And Peter, if, if people want to learn more about GetSales and, you know, maybe just connect with you, how, how they can find you?

On LinkedIn. LinkedIn.

Just go on LinkedIn, put my name in.

Yes. I would say just, I have just one more thing to add up Like a really small one. If like, if people watch this video, they will enjoy it. So for a long time I've been working as a sales rep. I was doing sales and I actually didn't do any content, you know, just, you know, the company says like, comment on that. You just comment it, like something and that's it. Sometimes you do outreach, you do outreach. That's it. You don't do content. And for many salespeople, for many different like people, I don't know, developers and stuff, they're not doing content at all. They find a job, they do the job, end of story. So what I found out, and I think that might be super important for people, is that creating this content on LinkedIn, content related to your job, to your expertise, it is super cool because like this, this is the way, uh, how you increase the, you know, the value of yourself, you know. You just, for other people, you're becoming something more than just, you know, employee. And you're like, they will be paying you more later on if they hire you. If you show your expertise, really, if you like, you start creating content, you kind of start learning it, you know, you start doing it better and better and better, and you're becoming better at what you're doing. So at this moment, in my opinion, this content creation on LinkedIn is an essential part of just any job. If you don't do content on LinkedIn, you just, you're just missing a lot. And, uh, you can, you know, you should do it right now. Start posting, start thinking of what you can do, what value you can bring, what, what might be your niche. And, uh, like, this is mandatory in my opinion these days. So highly recommend for everyone to start doing that and, uh, just overcome yourself and do it.

Absolutely love that. Very strong note to finish the episode with, Peter. For our listeners, if you enjoyed and found this episode helpful, please do comment, subscribe, share the episode with your network who would potentially benefit from knowing more about LinkedIn and LinkedIn automation. And as always, until the next time, stay safe and see you online.