The speaker closes LinkedIn ad sales by educating prospects on a high-performing ad format most people don't know about. This "golden nugget" triggers reciprocity: prospects feel they got real value, so they're more likely to buy. Surprise plus useful knowledge drives conversions.
One of the big things that I take with LinkedIn is actually educating people about the process of LinkedIn ads, not only showing them, you know, what we can do and our expertise and everything like that, but literally showing them like, oh shit, like I never thought about doing that. We have one specific ad type of ad that we run that just crushes it. And when people see that, they're like, oh shit, like I didn't even know that existed. So they come out of the sales call feeling like they actually learned something and benefited. They got a little golden nugget. And when people feel like they got something from you, you didn't waste their time. Again, you know, reciprocation. People are going to come back to you. People are going to buy.
