How To Use LinkedIn Groups To Establish Authority In Any Market And Extract High Value Prospect

How do you make business problems disappear? Wrap them in bacon. For business owners, marketing execs, and anyone trying to grow your business, pump your profits and make more while doing less. Welcome to Bacon Wrapped Business with Brad Costanzo. Sizzling hot business advice guaranteed to make you fat profits. Every week our chefs will serve you proven recipes for ramping up your revenue. Now here's your host, Brad Costanzo. Welcome back, everybody. This is Brad, excited to bring you another epicizzle of bacon wrap business. And as the announcer said, this is all about sizzling hot business advice guaranteed to make you fat profits. Every single week I try to dive into a topic that has to do with business marketing, business development, lead generation, e commerce, sales, you name it. No topic is really off the table. And we try to go in and give you what's working now for people like yourself or for people in totally different industries not doing what you're doing in the hopes that you may be able to apply some of the strategies and expertise or tactics that they bring to the table in your own business. In my business, I had a lot of success picking pieces out from all different types of industries and see what I can apply in my own. And it's this out of the box thinking that oftentimes creates the most dramatic results. And today is no different. Now we're going to be talking about something that I know just enough about. I guess you could say I know the tip of the iceberg when it comes to this topic, which is LinkedIn marketing or LinkedIn lead generation and selling using this social network that, you know, a lot of folks treat it like, okay, I've got LinkedIn, but I never use it. It's just something I have out there, but they're not really proactive with it. And today I've invited Josh Turner on the call to share the strategies that he and his clients use to really master the, you know, the underutilized LinkedIn ecosystem. A little bit about Josh is he's the founder of a company called Linked selling. It's a B2B marketing firm that specializes in fully outsourced LinkedIn generation campaigns or, I'm sorry, LinkedIn lead generation campaigns. And that fully outsourced should make quite a few of you kind of perk up and listen because you know, if there's somebody who can do it much better than you, then people you should be listening to. He's also the founder of a company called webinarly, that's webinarli.com we'll talk about that later on, which specializes in Webinar Lead Generations. If you're not using webinars in your business, you're probably missing out on a huge untapped opportunity. So Josh's company represents clients like Neil Patel from Quick Sprout and his Crazy Egg and the various companies that Neil owns, and Microsoft, just to name a couple, in the U.S. canada, UK, Asia, Australia, you name it. He's in a wide variety of industries, and his company also operates linkeduniversity.com an online training program for LinkedIn marketing. He's also been featured in the Huffington Post, Miami Herald, and many more national publications. So you can rest assured that I've got somebody who knows what they're talking about. Josh, are you with me, buddy?

I am, man, and I'm excited to, you know, hopefully live up to the hype that you've built up on this thing, man. But thank you for the kind words and the intro there.

Just bring the bacon. That's what they expect. So I was telling you this a little bit before the call. I was familiar. I've stumbled across your websites. We don't know each other that well right now, so a lot of the questions I'll be asking, these are going to be questions that I've personally got because in my business I sell to everybody from corporate to professionals, etc. And a lot of them are on LinkedIn. And like a lot of folks, I've got a LinkedIn profile and I almost never go to it or use it unless I want to share a podcast episode or do something. And I really neglect it. And sometimes it's because I'm spinning so many plates. But tell me a little bit more about, about LinkedIn advertising. What should people know and why do you believe that this is a strategy or tactic that can be so effective?

Well, you know, there's over 330 million people on LinkedIn right now. A number of different market research firms have surveyed literally hundreds of thousands of C suite business senior decision makers across the globe and, and found that LinkedIn is the number one news or business website or just website, period, that those kinds of people are visiting more than any other. And they measured all the big ones, you know. You know, I saw another study recently that actually came from one of LinkedIn's recent SEC filings because, you know, they're a public company now and they had released some stats showing that 40% of their users check LinkedIn daily. You know, so when you kind of take some of these different facts and say, okay, well, the types of people we're trying to Reach in businesses, the decision makers in the companies we're trying to Target, they're on LinkedIn more than any other place online. And on top of that, they're checking it fairly regularly. Now, not everybody checks it every day, but on average, a lot of them are. You know, it just says, you know, well, maybe this is something we need to pay attention to, you know, and so that's what my company's been. Been helping our clients do for a number of years now.

That's great. Now, there's multiple ways from, as I said, I know the tip of the iceberg, but there's multiple ways to use LinkedIn. So obviously one of them is just, you know, kind of your profile and creating it correctly, and then another one, you know, just so that when people do come across you, it doesn't. It's not one of the most boring profiles. Like, there's ways to create those. There's also, I know you can direct message people that you want to meet or ask to be introduced, and you can join groups and you can network with folks and you can. There's probably LinkedIn advertising, although I know nothing about that. I honestly don't even know how much LinkedIn advertising exists or if it's feasible.

It is.

Great. And then there's probably a number of other strategies that we can use, and I'd love to dive into all of them if we had enough time. But instead, I'll ask you, what's the top LinkedIn strategy that you suggest people look into in order to really supercharge the results? Because anybody can get the basics of what to do, but bacon and basics don't go together.

Sure, sure, absolutely. Well, to some extent, the right strategy for a particular business really depends on their situation. You know, like what kind of strategy they're going to put in place within LinkedIn depends a lot on, you know, what's going on in their business and what kind of marketing they're already doing and how they like to approach prospects in the market, so on and so forth. But I'll tell you that for most of our clients, the one strategy that consistently generates results over and over is utilizing LinkedIn groups to position our clients as leaders or experts in their space and then leveraging that positioning to really get targeted prospects to open up to our clients when we approach them, which allows us to then generate leads through these content marketing and thought leadership strategies that we execute for our clients within LinkedIn.

Cool. So let's go through an example, and I know there's different ways to use LinkedIn groups, both as a participant as well as a group owner. So which one are, Is there one of them that you're advocating more? So, like to own the group?

Yeah, yeah. So with this specific strategy, I'll give you an example. We have a client, a company called SWIP Systems, and they're a software development company out of the Midwest, they're out of Illinois, actually. And they target a lot of different types of companies. But one of the niches that's really important for them and a big chunk of their business is manufacturing. So when they came to us and said, hey, we want to use LinkedIn to go after CEOs, CFO, COO, CTOs in, you know, mid size, let's say manufacturing companies, not tiny ones, but not like the Goliaths, but, you know, kind of the smaller end of midsize on up to just below large, let's say. And so we said, all right, well, what kinds of ideas do you guys have? We're going to create a group all about software development so we can really position our expertise in front of these people. And so the first thing we told them was that's not going to work because they're not interested in software development.

Right?

Yeah. The CEO, the CFO of a manufacturing company, they don't care about software development. They don't want to immerse themselves in that all day long, you know, so that's one of the biggest mistakes a lot of people make is that they create campaigns within LinkedIn, whether it's a group or whether it's the kind of content that you're sharing out there that are focused on what you do instead of focused on what your prospects care about.

Just to interject, and a great point about this. So one of my mentors and now business partner of mine named Bob Serling, I don't know if you know who Bob is, but he, he wrote a book not too long ago called, I think it was called Fishing with Strawberry Shortcake. And it was all about like the thing that most people do, it's just, hey, I like the way strawberry shortcake tastes, so I'm gonna put that on the, on the hook. And then they wonder why they're not catching fish. Because you don't fish. You don't put bait that you prefer. You put bait that the, the prospect prefers. So it's kind of right along those lines.

Yep, absolutely. So in our initial conversations with the team at SWIP Systems, you know, we basically said we need to create a group that is really focused on manufacturing and the kinds of topics and content that the leaders of manufacturing companies care about. So the group we created is called Midwest Manufacturing Leaders. The content that's in the group is balanced all across the board. All sorts of different topics that the people running manufacturing companies care about. All the way from, you know, plant safety to improving operations to lean to, you know, sales strategies. All just broad. Every once in a while, something related to it. But it's far from the focus of the group. And because our client is the one running the group, the founder of that group, the leader of that group, he's really looked at as a peer in this space. And so I think as of today, there's something like 5,000 plus members. I think we recently crossed the 5,000 member threshold in that group and for very high value targets to swipe systems. 5,000 of them in a group that they control, that they're the leader of, is really a gold mine for them and what it allows us to do because they view our client as really more of a peer than just somebody that's trying to sell them some software all the time. When we reach out to them systematically over the course of months throughout the campaign, they're very open to a conversation either directly with our client or one of his sales guys. And so it really just boils down to that. We've found when you first take care of the relationship before you just try and go for the kill right away, that your, your hit rate goes way up, you know, and that's if you, if you go to our site, you'll see one of our taglines is systematically building relationships to convert cold prospects into warm leads. And basically what that means is just, hey, when you connect with somebody, don't just go for the kill right away. Give it some time, you know, date.

Them before you ask them to marry you or sleep with you.

Yeah, that, that whole thing, you know, and so, you know, we help our do that.

So let me ask you this. Let's get into a little more nitty gritty and take it deeper. So, you know, they develop software and they're creating a LinkedIn group about manufacturing. Right? So there's, there's two, there's two big, I guess, pillars, or I'm in my mind, there's two big pillars to making this work. Number one is, okay, I create the group. Now I've got to recruit people into the group and get them to join. So I'd like you to talk a little bit about a, just the initial strategy of, okay, how do you start to fill it up with people. And the second one is, I guess the content marketing strategy there and building the relationships. So if these folks are software developers and yeah, they understand their prospect a little bit, but maybe I'm just thinking that as a business owner I might be like, I don't really know what these people value content wise or how to give them what they want. How do you suggest people start to populate that with the right content, that builds the right relationship. So, recruitment pillar, content marketing pillar.

Sure, sure, yeah. And those are definitely two important things to tackle. So on the first one, how do you fill up the group? You know, there's, there's a number of different ways to grow a LinkedIn group, but when you're literally starting from ground zero, typically the first thing we do before we launch the group is we get our client directly connected to a large number of targeted prospects. You know, so we'll have a campaign that starts before the group is even launched to build up their first degree connections with really relevant targeted prospects.

Okay, and give me a real basic example of how you would do that.

Manual personalized connection requests.

Gotcha.

Many man hours.

Okay, yeah, cool. Yeah, yeah, so there's the manual aspect. I got you.

Absolutely, yeah. And so what we'll typically find is when we go to launch the group, we wait till we've got usually 500 to 700 first degree connections that are really targeted prospects. And so then when we invite all those people to join the group, we're going to usually get a couple hundred to join immediately, you know, and so it's, it's a bit of a numbers game, you know, you invite 500 people to join, 150, 200, 250, something like that will end up joining if the group really, really resonates with them, you know, so here's another trick though. Don't, don't invite them to a ghost town. Start building out the content in the group so that they get a flavor for what it's going to be like before you invite them to it. You know, because if people go look at it and see, well, there's nothing here, why would I want to join this? You know, your results are going to suffer there. So you really got to put your best foot forward. So that's, that's one of the key strategies to initially launching the group and getting some people in it right away. But then on an ongoing basis, the group growth, I mean, you can work that same process with new connections that you're bringing into your funnel, letting them.

Know, yeah, to join this and yeah.

Typically, you know, one of the things that, you know, we recommend to anybody that's, that's actively using LinkedIn is that you're going to be reaching out to new prospects on an ongoing basis that are outside of your current universe, if you will. They're not currently connected to you, they're not currently in your group. So then when you, when you are proactively doing that on a regular basis, then you're going to have lots of new people that you're connecting to that don't know about your group yet. So you want to structure kind of your post connection campaign, if you will. So once you connect with people, you're going to want to work the right prospects through some sort of a campaign to try and funnel them toward whatever your call to action is. If it's setting up a phone call or telling them about a webinar or whatever you really want these people to do, at some point, you know, you're going to want to work into that campaign somewhere to share information about the group with them. So that'll continue to get really targeted prospects. Join in your group. Another strategy is just reaching out to people in other LinkedIn groups. So in the manufacturing example, you can, you know, go into other manufacturing groups and invite people you know, because you know how you can message anybody that you share a group with on LinkedIn, right. You know, just go into groups and search the membership for people that look like the kind of people you want to get in your group. I mean, that can be either people that look like good prospects for your business or it could be, you know, complementary type businesses in the market that you think would be good contributors in the group and just reach out to them and say, hey, I started this new group. There's a lot of great stuff going on in it. Xyz here's the kind of stuff you'll get out of it if you join. And here's a link if you want to check it out. Love to have you, you know, come, come join us. And you know, again, that's a numbers game. You send enough of those messages, you'll have the constant stream of new people joining your group. And those are kind of the primary mechanisms, if you will, for getting a group from like zero to a few thousand people in a relatively short amount of time.

Cool, I like that. So let's now take the next step. So you've got a couple thousand people in the group or 500 to 1,000 people, and you've got a little bit of that momentum. How do you, what's the strategy, what's the content strategy inside in order to make it a highly engaged group so that not only are they engaging inside, you're building thought leadership and then when you email them, they actually don't just ignore it or delete it.

Yeah, yeah. So to the question that you asked a little bit earlier about like, you know, what if you don't know much about the manufacturing industry and what these people care about? Well, it just comes down to doing some research.

Well, and if you are selling to those people, you should know.

Absolutely, you're going to know to some extent. And then with the vast majority of our clients, it doesn't take much research to figure out, like what kinds of things, the people in different industries and different types of positions and different types of companies, what they care about, you know, and that's usually a pretty easy hurdle to jump over there. And then from there, though, like, what kinds of things do you do on an ongoing basis to keep the group kind of engaged and keep the content going and keep it active? There's a few key things. So one, we recommend post something once a day. You know, when you're just getting started, you might be the only person sharing things into the group. And that's okay. That's the way it's going to be in the short term, in the beginning. All right. But one thing you can do is actively seek out people that you can go find in other LinkedIn groups that look like active contributors and then invite them to join your group. And so then you're going to have those people, some percentage of them, come join your group and then they're gonna start sharing things in your group and then you've got a bit more balance going on. It's not just you, it's some other people too. And as the group grows, you know, you'll have more and more people like that, so you'll have a more balanced mix of contributors and different kinds of content coming into the group. And, and then the really, the only missing piece is getting people to start commenting and getting discussions going in the group, you know, and that's easy when you have a massive group and typically we find that that kind of starts to go on Autopilot around the 2000-3000 member mark. If you've got a really small group that's highly engaged, it can kind of start happening on its own. But typically a couple thousand members and that kind of, you know, starts happening on its own. But in the meantime, one of the most effective strategies is Just to invite people to comment. So post a discussion in the group, ask a question, and then reach out to a handful of group members and invite them to share their thoughts, you know, and that's a. That's a good way in the early days to get people kind of commenting on things so that the group feels really alive.

I like that. You know, and the other thing you can do, like, much like what I'm doing here, like, let's say I had a group on, you know, lead generation for salespeople.

Right, yeah, whatever.

I could. I could interview somebody like, oh, I don't know you, and provide this as content to the people in the group so you can reach out, interview experts, ask that, and especially if that expert is active on LinkedIn, if they've got some influence. So the more people you can influence that are already influencers, the better. And sharing that with your people. So that's another way to create great content, you know, and you could even create a podcast out of it as well. Just, you know, multi, you know, use the. Use the content in multiple ways. I know.

I want to clarify one thing I said about that because that's a. That's a great thought. You know, using interviews and, you know, basically leveraging other people's brain power to come up with new content. So when I said daily content in the group, at least when you're starting that we recommend people post something once a day that doesn't have to be your own stuff. I don't want that to intimidate people. Exactly. We have a lot of clients that do very well with these strategies that aren't creating any of their own content. It's just all curated. So find the industry websites that your prospects are really tuned into and the leading blogs in this space, and then set up some Google alerts for some related keywords and pile all these things into something like Feedly or some other RSS aggregator. And just, hey, once a week or once a month, go in and scan all these feeds to find really the best of the best stuff that stands out to you, and then compile it all, and then you'll have all your content for the month kind of ready to go.

And there's a couple other strategies that you may either be using or I highly recommend it because I've done this in various other areas and it's also just good practice. But if, you know, you probably don't have the only type of group serving people in manufacturing or whatever, so if you are in other groups, just pay attention to the stuff that gets the most shares, likes, comments or engagement and share either that exact same post or even better, share something very similar to that. So if the topic is, oh, I don't know, something about, you know, how to. In manufacturing, I don't. There's a million things how to better source importing. Let's just call it importing raw materials. That's a hot topic in that group. Well, it's probably going to be a hot topic in the other group, so take notes on that. There's other. Have you ever used, I believe it is called buzzsumo.com heard of it?

Yeah, we don't use it, but I've heard of it. Yeah.

So what's cool about Buzzsumo? And I've only started to play with it. A friend of mine turned me onto it. So, like, if you go to buzzsumo.com, you'll see Analyze what content performs best for any topic or competitor. So you can enter either a website in or a topic like real estate investing and you will see across the web what types of things. Got like a ton of shares. So an example, it already defaults to content marketing, or at least it does here. And if you search for that, it's going to give you a handful of the free ones before it goes big. And it says, well, entrepreneur.com has one called 10 Words to Cut from youm Writing that has 29,000 Facebook shares.

Right.

3,000 LinkedIn shares.

Sure.

7,000 Twitter shares. So 10 Words to Cut from youm writing on entrepreneur.com you may, because that's already been proven highly engaging in across the Internet in general. Grab that and post it into your. Into your group, if it's appropriate. Right. I mean, things like this are very easy to do.

Yeah, absolutely. Yeah. I mean, and I think that no matter which kind of path you take to finding content that you think your prospects are going to be into, you can do it in a way that's efficient and doesn't have to take a bunch of time, you know, and you don't have to be an expert in the industry that you're serving to be able to do this, you know, even though our clients, they're an expert in software development, that's for damn sure. But they're not necessarily manufacturing experts, and that's okay. They're facilitating the conversation. The content in the group is really solid and we know that because of all the comments and the engagement happening. And they don't have to be manufacturing experts.

Yep. Okay. So now. So we covered a little bit about recruitment and the connection and, you know, just share valuable information and connect with people and build those relationships. Is there another step that you tell people that really works well in order because at the end of the day, the reason people are doing this is to get clients. So what do you recommend they do when it comes to capitalizing on their LinkedIn group?

Yeah. So, I mean, at the end of the day, the strategy is all about positioning our client as a leader in their market in the eyes of their prospects, so that they're seen as more of a peer than just somebody that's going to try and sell them something. And when we can achieve that kind of positioning, then when we reach out to a prospect and say, you know, hey, it's been great having you in the group and we've been keeping, you know, keeping in touch over the last few months a little bit. Jim in my office saw that you and I were connected and mentioned that he was planning on reaching out to you. I thought I'd do a warm introduction and you know, I think it'd be a beneficial, beneficial meeting for both of you. So that kind of a handoff, if you will, or introduction is very effective. Or if you're just reaching out at some point and saying, hey, we've been, you know, keeping in touch and you've been a part of the group for a few months. And I just, I came across your profile again and thought it wouldn't hurt to reach out. I'd love to jump on a call sometime and learn more about your business. How's next Thursday work? You know, it's very effective and what you've achieved there is that you'll get people to agree to speak with you that wouldn't have otherwise given you the time of day.

Yep.

Because you have the authority right now.

What about. I don't want to segue into webinarly yet, but what about hosting just content rich webinars off of LinkedIn so you can say, hey guys, I'm doing a great webinar on how to do XYZ and invite you guys over here for free. Is that also a very effective strategy or is that a little over? Does it look too salesy or.

No, I mean, as part of a campaign, if a client of ours has a webinar that they, that they've got coming up or just one that's just, you know, in the can. Automated webinar, let's say that we can use on an ongoing basis, we'll definitely promote those in a few different ways within LinkedIn campaigns through, you know, personal messaging that happens behind the scenes through an announcement to all the LinkedIn group members. Which, you know, as you know, Brad, is just like an email blast that goes to all the members of the group. And, you know, other strategies like LinkedIn ads can be really effective at driving people to webinars. So, yeah, I mean, you know, especially B2B. If you've got webinars, LinkedIn's a great place to promote them.

Okay, perfect. Now I want to ask you, number one, if you knew about the. I want to take this and kind of take a new strategy that I recently learned and try to bring my own bacon to this. Maybe if you're not familiar with this. I love this strategy, especially for things like this. So you're familiar with retargeting, Right? Cool. And for anybody else who's not, retargeting is simply when typically the way it works is if you come visit my website, I've got a little script on my site that just puts a harmless little cookie on your browser, and it allows my ads to follow you around the Internet whether you're on Facebook or whether you're on Google searching for something. Like, you may have noticed that when you go to a web page once and you start to see stuff all over the place like, are these guys following me? Well, yes, we are if we're using retargeting. And it's extremely effective. However, in the past, you had to basically control the landing page so that you could put that cookie on somebody's browser. Josh, are you familiar with a company called primeloop?

No, I'm not.

Cool. So I love this. And I discovered this about a month ago, just started to deploy it. So I don't have a ton of results except that here's the way it works. So as opposed to having to own the page that has the cookie on it, Prime Loop is a link shortening service. And I can share a link. Like, I could go into your YouTube, into your LinkedIn group, and I could say, hey, guys, I found this great video on manufacturing or whatever. You guys should go check it out on YouTube. And the link will look like it's like loop or l00p.com AB, F, Y, Z13. It's just a link shortener. A lot of people are used to seeing link shorteners. And I could share that. And it goes straight to YouTube. Well, as it goes through that link shortener, it drops my retargeting code, like, say perfect audience, which is a big retargeter on Your browser and I just send you somewhere. I don't even. It doesn't look salesy. I'm not sending you anywhere on my own. But now what that allows me to do is to follow you around with my ads. And if I shared a, you know, I'm able to add value without looking salesy, but I still get you in my ad network. So I love this. Like I read about this on Prime Loop's blog and they said, look, if we were coming out with a competitor to GoPro cameras and we had, you know, the bacon cam, let's just say, well, you know, I'm going up against an 800 pound gorilla. But you could go to these forums and you can go to people where people are really interested in GoPro footage and they share footage all the time and you could just start adding value. And whenever you say, hey, check out this cool video that I posted or check out this other video on YouTube, you simply use your Prime Loop shortener. And then all of a sudden these people who go check it out are seeing the bacon cam in their ads. Like, hey, bacon cam, better than GoPro. I would highly recommend even just taking a look at that and whether, working it into your consulting and coaching and strategies. But you can tell people, yeah, share all types of links. But if you share it through this, you at least get the benefit of retargeting. If they want to do that, that's maybe more advanced than the average person's doing. But for groups, for social media, so powerful.

Yeah, I really like that a lot. I'm glad you shared that with me. I will be using that for some really specific things for sure, because we do a lot of retargeting. So anybody that goes to visit our website and learn more about what we do, you'll probably see an ad on Facebook pretty soon for one of our webinars, that kind of thing. But that's really smart. I mean, I can see a lot of benefits that. Another thing that we'll do is we'll retarget LinkedIn connections on Facebook so you can upload a custom audience from all the emails of your LinkedIn connections and then serve up ads to them on Facebook. So that's not.

Wait, let's. Okay, let's back up. Let me make sure I understood that. So you can take your, your LinkedIn connections, you said yes. And then you can export those somehow and upload them into Facebook and then Facebook will allow you to create a custom audience based on that.

That's right.

Nice. Yeah, I'm familiar With doing that on, like, if I have my own email, you know, my own database of emails, I can do that. I didn't know you could actually export from LinkedIn. Yes, that's great.

I love that. Yeah. And you know, just like with your, with your email list, Facebook won't find everybody, but it'll find a good, a good percentage of them, you know, so it's a really, it's a really good strategy for all sorts of different applications because, I mean, at the end of the day, you know, the more places you can reach your prospects, the better, you know, which is why, you know, people, I talk to a lot of people who just assume that we do nothing but LinkedIn. But, you know, we're, we're almost anywhere you can be. You know, that's just the tip of.

Your, that's the tip of your spear. But yeah, yeah, sure.

Because we, we know that our prospects are lots of different places, so we want to try and be in all the different places that they're at. And, you know, so, yeah, I think that's pretty cool. Another one I'll mention that's kind of along the same lines. It sounds like is Prime Loop. It's not for retargeting, but it's called Sniply. And I don't know if you've heard of that.

Heard of it and I even looked into it. But remind me what it does because it's actually not on the tip of my tongue anymore. What it does.

Yeah. So essentially what it does is it allows you to share articles to third party sites and using the Sniply link and you have to have a Sniply account. You can basically put a little call to action in the bottom left corner.

That's right.

I love that. So you could be sending somebody to. I'm going to use my business as an example. I could send somebody to an article@entrepreneur.com you know, Richard Branson talking about the latest thing he did when he was on his island or something like that. And I can have in the bottom left a little call to action that's got my picture and a little message that says, hey, if you know, sign up for one of our upcoming LinkedIn webinars, click here. Something like that, you know.

You know, and I wonder, and I wonder on this, on strategy wise, because I've looked at that and it kind of made me think, because I've seen exactly what you just said is like if you're sharing a link and it goes entrepreneur and then a little picture of you, Josh who just shared the link pops up and says something. Well, I mean, maybe a majority of the population, it's going to be subliminal. They're not even going to notice. But I'm going to be like, all right, that's. That's just weird. Like, what's going on, people? And I'm just curious if not putting that on there and just putting something, you know, really targeted to their interest, but not making it look like, oh, you just shared a tool that overlays your call to action. I was curious about it. I don't know if you tried one or the other split test that.

No, haven't done any split testing with it or anything like that. But has it been effective, though?

Has it worked? Has it driven some leads?

It can definitely work. I don't use it too extensively, so I'm not the poster child for sniply or anything like that. But I would say the application for it specifically within LinkedIn isn't like, Hey, I wouldn't use it for messaging prospects. I wouldn't send a prospect the link saying, hey, I found this article, I really thought you'd like it. And then the links got your picture on the bottom left. That kind of, you know, you're spoiling things a little bit there. But for just pure content distribution. So sharing articles into LinkedIn groups that you're a part of, you know, you come across a great article and you think, wow, I.