LinkedIn Prospecting Plan by Ajax Union

Welcome to the LinkedIn Prospecting Plan by Ajax Union, social media relationship building and appointment setting. My name is Joe Apfelbaum and I am the CEO of Ajax Union. And today I'm going to present this plan for you. So does this sound like you? The right qualified relationships are important to my business, or I need to create a predictable pipeline of qualified leads. I want to have conversations with people that will lead to more referrals. Or I'm not using LinkedIn to its full potential to generate referrals for me. Or I know who I want to network with, but I don't have the time to reach out to qualified relationships. You see, I was that person. I had that issue. I had a lot of stuff going on, but I wasn't consistently building relationships the way that I actually need to. And when I started doing that, I saw some major results in my business. So we created this amazing plan called the LinkedIn Prospecting Plan, and we can help you. First, a couple of facts about LinkedIn. LinkedIn has over half a billion registered members, and it's the largest professional network with more than 500 million members. Professionals are joining LinkedIn, they're signing up to LinkedIn at a rate of 2 new members per second. Here are some facts. 41% of millionaires use LinkedIn, and LinkedIn now has 3 million active job listings on its platform. A million professionals have published a post on LinkedIn, and there's more and more activity than ever on LinkedIn. And believe it or not, the average CEO has 930 connections. Some financials is Microsoft paid $26.2 billion for LinkedIn because people are using LinkedIn. Very powerful tool. Who uses LinkedIn? Well, 70% of LinkedIn users are from outside the US and 40 million students and recent grads are on LinkedIn. 57% are male users and 44% are female. So there's all types of people that use LinkedIn. And believe it or not, 44% of LinkedIn users earn more than $75K per year. So we created this prospecting plan with 3 components. Number one is strategy. Number 2 is outreach. And number 3 is nurture. So first, for strategy, we create a playbook that details out who your audience is, and we document your tactical strategy so that we're not just winging it when we're managing your profile to reach out. We have 15-minute strategy calls every single month where we update you and we do some brainstorming to make sure that our daily activity is the right activity. And we also have an ROI and metrics accountability dashboard, which I'll show you in a minute. This is my profile and my profile is optimized. So we'll actually optimize your profile for you so that people actually want to connect with you. Most people don't have a background photo. They don't have the right title and they don't have the right summary. As you can see, I have thousands of people that look at my profile and it's because I have a properly optimized profile. We will create a playbook for you where we work off a proven playbook that has all the messages to reach out to new prospects, to set appointments and to do your introduction calls so that you don't have to wing it. We're also going to include email templates so that you can follow up after calls without having to think about it because we know you're busy. This is our amazing connections dashboard. We take all your existing connections and we throw it into a spreadsheet and we break it apart by year, by title, by your top companies, your top positions, and then we help you go through it to identify who you know and who you don't know. And we try to reach out to the people that you don't know. And we obviously keep adding to this on an ongoing basis. We also identify who's strategic for your business. Who's actually responsive, the type of relationship that you want to have with each person, their communication, the next action, and the rhythm. And we provide all this to you so that you can quickly segment out your relationships and have accountability. Once we have the right strategy, then it's time for outreach. There are 3 steps to outreach. Number one is every single day we reach out to prospects and we send them approved messages to set appointments with them. And then the third step is we follow up to confirm and to make sure that you guys are on the same page. And then finally, we nurture your accounts for you on LinkedIn. We make sure that you have endorsements, that you're getting endorsements and you're giving endorsements to create awareness to your most important VIP contacts. We send top-of-mind messages to your VIP connections and try to get them to meet with you, talk to you, and remember you. And we also monitor and we review your most important contact activity based on your dashboard to make sure that there aren't any changes that you need to know about to allow you to further nurture them and to connect with them when the time is right. Here are some questions people ask: What do I need to do to get started with the LinkedIn plan? Well, first of all, you have to have LinkedIn Sales Navigator so you don't hit the LinkedIn commercial use limit. free accounts because we're going to be using LinkedIn a lot and typically we hit the commercial use limit within the first 2 days. So you're going to need to have a premium account. We also require your username and password for your LinkedIn account so we can manage it for you. The next thing is if we start working with you and you're not happy with the work, first of all, we give you 7 days of free work. When we start at the beginning, the first 7 days is completely Free. You're not paying for those 7 days. If you're not happy for any reason, we'll refund your full engagement within the first 7 days. Now, we require clients to prepay for 90 days of work, but the first 7 days are totally free, and we actually want to prove ourselves that we're delivering massive value to you. If for whatever reason you're not happy, we give you a full refund and you keep everything that we did for you. So what do you guarantee that we'll have? What are you going to do? A lot of sales? Tons of referrals? What are you guaranteeing after 90 days of working with us? Well, the only thing that we can actually guarantee is that we will work on your account every business day to reach out to prospective contacts. We expect you to get on the phone with them as they set appointments with you and build a relationship to produce referrals. We're not actually going to be speaking about your business. We're just going to be setting them up with you and you do your work. Magic. So we're going to do all the activity that maybe you don't have the time to do. We'll do all that for you. What technologies do we recommend to use with this engagement? Well, there are 2 primary technologies besides having a LinkedIn Premium account. We recommend that you use Calendly, which is an appointment setting app that allows people to pick times in your calendar, to integrate with your calendar so that prospects can set appointments without the whole back and forth. We also recommend using UberConference so that all your calls can be recorded and you have a dedicated number that people can call and we'll set it all up for you. We'll make sure to set up your Calendly to integrate with your calendar and your UberConference integrate with your Calendly so people get your number right away. They can pick the time, we create in the pre-approved message and add it to your playbook. Can you also update my LinkedIn profile with articles and updates and get me recommendations? We can do all that for you. We can write content for you. We can update your LinkedIn, and even send emails for you because we're a full-service digital marketing agency and we can do all types of amazing marketing for you. It's not part of the LinkedIn prospecting plan, but we can definitely do much more for you if you're happy with this and you want to do email automation, SEO, PPC, social media, anything that you need us to do, we can do it for your business and help you deliver many more leads and much more amazing marketing. But this LinkedIn prospecting plan is very simple and clean with 3 steps, and we outline it as strategy, outreach, and nurture. A little bit about our company, Ajax Union has been around for 10 years, and we have 3 amazing core values, which is amazing communication. We love communicating really well. We have ownership mentality where everyone that works here takes ownership of everything that happens and everything that we do. and versatility, where we're constantly changing and improving our tactics to help you be able to take your life and your business to the next level. Our team gets it done. That's our competitive advantage because we're creative, but we're also organized. We read this book by David Allen called Getting Things Done, and we love having fun because fun is number one. So you want to learn more? Set up a time to talk to the CEO, Joe Apfelbaum, the LinkedIn master, at www.ajxunion.com/contact. Talk to Joe, and you can pick a time from my calendar. Thank you very much, and I look forward to speaking to you soon. And by the way, the little dog waving her ears, her name is Basil, and she's our culture dog. Speak to you soon. Thanks for watching this presentation.