Using AI with Sales Navigator 095 LinkedIn Live 2024 with Joe Apfelbaum

Options. They have the organic side of LinkedIn, linkedin.com, and then if you click on Sales Navigator or go to linkedin.com/sales, there's a different platform that allows you to do things on LinkedIn that are extremely powerful. So today I'm gonna be showing you how to use artificial intelligence within LinkedIn Sales Navigator. I'm also gonna cover some AI personas, and I'm gonna cover different ways to customize AI to learn your voice. If you don't know who I am, my name is Joe Apfelbaum. I am the CEO of Ajax Union. and founder of Evvy AI, an AI specifically designed for LinkedIn. So give this video a like if you're watching this, because I'm gonna be showing you how to do some pretty amazing things. So with Sales Navigator, I got 87 leads in the past couple weeks, and you can see over here, 11:48, that's 1 minute ago. I have, uh, messages going out to these chief revenue officers in the United States, and most people can only send out— 10. A handful of InMails every single month. I figured out a way to send 800 InMails every month. So instead of it costing me $2 per InMail, it's costing me less than 13 cents per InMail that I send out. And this is great because I'm able to get into these people's inboxes with these messages here. And also I have now a list of people that I can target. And this will allow me also to be able to see what their recent posts are and to be able to use artificial intelligence To comment on their post. So if you go through this, you'll see all the, the people. I mean, even just today I have over 100 people. Now, not everybody's interested. Some people are gonna reply, hey Joe, I'm not interested in this, or hey Joe, I'm not interested in this. But then there are quite a few people that are interested in this, and for those people, I use artificial intelligence to help me craft a reply. So in this case, they asked for the demonstration video of Evvy AI. So I'm gonna go here and I'm going to click on Evvy AI demo. I'm gonna hit generate. Mm-hmm. And this is going to write up a, hey, thank you for reaching out. I noticed your interest in AI, so it's great to connect. Have you had a chance to check out Evie AI? It's a tool. So I'm going to go here and I'm going to say right here, thank you for responding. It's a tool I've been working on that helps you write posts. Here's a demo. Okay. I'm going to press send and I just kind of shortened the message a little bit. And now it included the person's name. So With Sales Navigator, you want to make sure that you customize your responses when somebody's interested. So for example, this person over here, Aman, he's interested in this. This is a curated list of chief revenue officers with sales teams in the United States. Here's another one that responded, Catherine. I'm going to go ahead and click on this. I'm going to hit generate. And right within Sales Navigator, it's helping her understand, hey Catherine, thank you so much for reaching out. I've been following your work on marketing, truly inspiring. I'd love to learn more about your current projects. By the way, if you're interested, here's Evie AI. So I'm going to customize this just a little bit. She already said she's interested. Thanks for responding. Um, and I'm gonna just send her this. Send. And now I just sent her this cute little message over here, just like that. So these are all the people that are responding to my messages that I'm sending out. It looks interesting. So this guy over here says, as a CRO, you might benefit. Sure, I sent him this. It looks interesting. I'll try the free version and see if upgrading makes sense. As a side, sending people a tutorial 13 minutes plus is asking way too much attention. Top of the funnel lead generation, you should create a short explainer that's under 5 minutes. Thanks for the tip. I will do that. Do that. Send it over to you for feedback. Okay, I will do that and send it to you for feedback. And now what I'm actually going to do is I'm going to go into my YouTube and I'm going to click on my channel content. I'm going to find my videos and I'm going to say, uh, copy this video over here. Is AI With how to use AI with LinkedIn Sales Navigator. I'm actually gonna send him my most recent post. So I'm gonna go here to my profile. I'm gonna view profile. I'm gonna go here to my most recent post. This post is a tutorial and I'm gonna say, is this 2-minute video better? Is this 2-minute video better? Thanks for the tip. I'll do that. Is this 2-minute video better? Okay, so I kind of just did that like that. Tino said he wants to learn more. I'm actually going to press X demo and it'll write up a whole demo message just like that. So we have templates built right into Evie AI as well that you can use. You can actually have a keyboard shortcut or look, check this out. I'm going to hit the dropdown and I have all the different templates right here. So I can have AI customize those templates. In this case, I just did the template without the customization. But I could have, uh, the customization, the AI to kind of inject the person's first name, last name, whatever I want in there. Um, look at David. David said no thanks. Um, and I'm gonna say no problem. Problem. If you have 2 minutes, check this out. Okay. I just posted that. Nice. I just posted that. You might know someone interested in that. Okay, I said, no problem, if you have 2 minutes, check this out. I just posted that. You might find someone interested in that. Okay? So even though he said he's not interested in this, no problem. I went ahead and sent him another message with my most recent post here. And I'm going through this just to kind of see. Look at Laura said, I'm a solo entrepreneur who provides one-on-one sales coaching. I don't think I'm your target, but thanks. I'm going to say some of your clients might benefit from this, and we have a great affiliate program. We have 12,000 solo coaches and trainers using this too. By the way. Okay, I'm going to press send. And now again, Laura, um, who works with sales teams and would be a really great center of influence for me. Again, I'm having all these conversations with people. These are pretty much sales pitches that I'm having. And so I want you to understand with Sales Navigator, you can literally pitch people directly because LinkedIn allows you to do this. That's why you're paying for Sales Navigator. Now Sales Navigator is different from LinkedIn organic. The way that it's different is that it's a prospecting tool. Now you want to use it in a little bit of a softer approach. You don't want to go crazy and make people complain. So I'm like, hey, can I send you a quick video to learn so you can learn more about blah blah blah? What I want you to know is that it is acceptable to reach out to people because these people know that you're paying $2 to send them this message. I have a hack where it costs you 13 cents per message, but I'm I'm sending, and I'm sending out hundreds. I'm paying for it anyway. I'm sending out hundreds. But what I want you to know is that a lot of these sales professionals, they know, hey, they're paying for this InMail. This is something they're paying for to put a subject line in, to put a body, and LinkedIn delivers it to their email box as well most of the time. So this is an extremely powerful tool and that's why they limit it to only 50 per month because, and most people don't even use them. Like I know a lot of people that use Sales Navigator, they don't even use it. But check this out. I wanna show you something else you can do with AI. on Sales Navigator. So if I go to the homepage of Sales Navigator and then I click on Leads, it'll show you all the alerts related to people instead of just companies. And then I click on Filter Lead Alerts and I click on Lead Shares. This will show me all the posts of the people that I have saved as leads in my Sales Navigator. So if I click on View Post, it's actually going to show me this guy's post over here, praying for President Trump. I'm going to click Like. I'm going to click this little button here. And of course I am going to share a quote, hit generate. And you might be wondering, what are all the different personas? What are all the different personas that you have and how do they work? I actually filmed a 22-minute video that reviews all the different personas. So I'm happy to review some of them with you today. If you're interested, just write interested and I'll show you some of those personas in the backend of my account. But as you can see, all these people here are, that are saved in my Sales Navigator, and you can actually save 10,000 people in Sales Navigator, and then you can strategically drop comments on their most recent posts. You see that? I'm dropping a comment on their post, and you can have a very specific persona. So these are potential clients that I have saved in Sales Navigator that I want to stay top of mind with. And many times I'll be the, literally the only person that has left a comment on their post. So if you're not using this technology to help you be able to leverage Sales Navigator, this is a huge missed opportunity. And if you have a sales team that you pay for Sales Navigator for them and you don't give them this type of technology and instruct them on how to do this, you are majorly missing out. I highly recommend every sales team learn how to use AI, learn how to train the AI to know the voice of the company and their own voice, and then start being able to drop comments on their prospects' posts just to stay top of mind. So when you reach out, you're not some weirdo or some stranger, you're a person. And again, these are people that I'm not even connected to most of the time. Most of these people that are saved inside of Sales Navigator, they're not even my connections. Some of them are, but many of them are not even my connections. And so I'm able to track these people, see when they post specifically, and then be able to drop a comment on their post by just literally clicking a button. And as you can see, I dropped over 10 comments just like this. There's other ways to be able to save profiles with Evie AI, but just using this alert feature will save you so much time. And we literally just rolled this out as an update. So hopefully you're finding this valuable. If you are finding this valuable, go ahead and write valuable in the chat. I'd love to see some people liking and chatting. So this way I get some interaction on my post and I see that you actually exist here and that you're actually watching this. I see I got one like over here. Let me see. Damien liked it. Thank you, Damien. I'm gonna give myself a little heart and I'm gonna say, get Evvy AI today at www.evvaai.com. And I'm going to press post so that you guys can go ahead and get Evvy AI today. I just commented on my own post. All right, what else do I wanna show you today? So I showed you how to use AI with Sales Navigator. Now what I wanna show you is Actually, let me fire up ChatGPT right now. I will fire up ChatGPT. Let's go into, um, into a new chat, and I'm gonna say, I would like to, um, I'd like to create AI and marketing videos. Can you give me topics about how to use AI with digital marketing. Give me 15 ideas for coaches and consultants that would find the videos interesting. All right, let's just see what it gives me. Here are 15 video topics for AI and LinkedIn: AI-driven personalization, automating social media management, AI for lead generation, AI-powered content creation, AI for email marketing, Predictive analytics for marketing, AI chatbots for client interaction, optimizing ad campaigns with artificial intelligence, voice search optimization, AI for competitor analysis, AI and SEO, AI for video marketing, client retention strategies, power analytics, and then AI influencer marketing. All these are great. It's not what I would really wanna teach at all. So I'm not gonna, I'm not gonna be teaching any of these things. Or doing videos on any of these things. But what I do want to show you is the ability for you to then customize this with your own voice. So if you want to be able to customize this with your own voice, I actually have Evie AI right over here. You see, this is Evie AI. I'm going to click on login just to kind of show you the different prompts that I have here. I'm going to click on persona, and I have quite a few personas here. I'm going to do 50 at a time so you can see all my personas. Now you can see I have a comment bank persona. I have a real estate persona. I have a story persona. I have an EVI webinar, 20 words. I have a persona that's an action-oriented, a multilingual persona, a creative persona, a quotation persona. I have a role persona. So I have lots of different types of personas. And there's a video that I'm going to be publishing probably on Monday. That walks you through all 10 personas. So if you want all 10 personas, just write in the chat, 10 personas, send me the 10 personas video, and we'll go ahead and send you that video when it's launched. I already filmed the video. My team's just editing it and posting it on the Evvy AI YouTube channel. So you'll see that coming up very, very soon. But what I wanna say is whenever you're using any form of artificial intelligence, you wanna make sure that you train the AI. And when you train the artificial intelligence, it knows who you are. and you're able to allow it to support you in what you're doing. Anytime that you're using AI, you got to give it some more information about yourself. In this case over here, now I'm going to add AI training data. I'm going to say Joe Apfelbaum AI training. I have an AI training data for Joe Apfelbaum. Let's see, AI profile. Okay, so I'm going to say, give me 15 topics related to what Joe Apfelbaum can teach. Okay, so now let's see if the topics are better. Mastering B2B marketing, strategies to book qualified conversations, how AI is revolutionizing LinkedIn engagement, SEO techniques to boost your digital presence. So 1 is yes, 2 is yes, 3 is yes, 4 is yes, 5 is yes, 6 is yes, 7 is yes, 8, 9, 10 is yes, 11, 12, 13 is yes, and 14 and 15 I love. So yeah, all these are yeses. So I went and I just said a generic one over here, I'd like you to create AI marketing topics, and all these were no. Unrelated to who I am. Then I dropped a blurb about who I am. You see, this is a blurb that's already saved. And then I went ahead and said, give me 15 video topics. And all of these were totally related to who I am and what I want to share. So as you can see, there's a huge difference between just sharing, just asking AI to give you something, and then asking AI to give you something related to who you are. And if you do that, you're going to get really, really good results that make you actually want to create content and want to be able to do these things. So let's go ahead and say, make me a 1-minute video, minute video script with no scenes, just the talking script for this topic. All right, let's just see what it does. Here's a 1-minute video script. Hey, I'm Joe Apfelbaum, CEO of Ajax Union. Today I want to share some powerful strategies to help you master B2B marketing. Marketing and book qualified conversations with your target market. First, optimize your profile. Your LinkedIn profile is your digital business card. Ensure your headline clearly states who you help and how you help them. Use a professional photo and compelling summary that showcases your expertise. Next, identify your target market. Use LinkedIn's search features to find decision makers in your industry. Save those searches and connect with at least 10 prospects daily. Content is king. Share valuable content that addresses your audience's pain points, the positions you hold as a thought leader, and keeps you top of mind. This positions you as a thought leader and keeps you top of mind. Engage consistently, comment on posts from your connections, join relevant groups, and participate in discussions. Building relationships is key. Lastly, leverage LinkedIn's messaging feature. Personalize your outreach. Reference a common connection or a piece of content they shared. Focus on starting a conversation, not making a sale. By following these strategies, you'll build meaningful connections and book more qualified conversations on LinkedIn. Want to learn more? Visit joeapelbaum.com. Okay, so this topic was Mastering LinkedIn for B2B Marketing, Strategies for Booking Qualified Leads with Your Target Market. So look at that. That was, this is a nice little video over here. If I was going to have a videographer create create a video for me. This is a great script. I want to go off script and share a few things related to this video here, but this is a great start for video number 1 of 30. If I was going to create 30 videos, which I want to create 30 videos, this would be a really great start. I can actually have AI read this for me instead of me reading it, but I don't mind reading it myself. I'm actually going to put the script on the side here into another window. That's on the side, and this time I'm going to read the script. Actually, I'm going to put it right over here so it looks like I am looking at the video a little bit. I'm not sure if that looks like I'm looking at the video. So let me see if I can pull this up right over here just like this on top. Hi there, Joe Apfelbaum, CEO of Ajax Union. Today I'm sharing some powerful strategies to help you master LinkedIn for B2B marketing and book qualified conversations with your target market. That was a little bit better. Let's read it over here. Hi there, I'm Joe Apfelbaum, CEO of Ajax Union, and today I'm sharing some powerful strategies to help you master LinkedIn for B2B marketing and book qualified conversations with your target market. So you see I'm looking over there, I'm looking over here, I'm looking over there. So the question is, where do you want to look when you're filming the video? Here. I probably want to look right here, right at you. And then I can film what I'm doing on the left side over here using OBS. I have on the left side a panel, I have on the right side a panel, and then I have way left side a panel. Let me see, I got some more messages over here. Let me see who else sent me messages. I'm gonna say accepted just to see if I missed any of these here. Okay, good. I got a lot of responses here from people. I love this. I love these res— I love getting responses from people on Sales Navigator. All right, I'm gonna close this out here. I'm gonna close this video out over here. Now, I did have a question from somebody that asked me, hey Joe, can you help me out with a conversation guide? Because I'm a sale— I'm a LinkedIn trainer and I need some help being able to have conversations with people that I'd like to close. So I'm going to create a guide right now. I'm gonna use ChatGPT to help me create the guide. So I'm gonna go in here, I'm gonna hit new window, and I'm gonna say the following. I'm actually gonna talk to it. I am Joe Apfelbaum, CEO of Ajax Union, and I am running a LinkedIn trainer apprentice program where I'm teaching LinkedIn trainers how to be able to get more qualified leads and get more clients on LinkedIn. I would like your help to help me create a calling guide for our sale— for our LinkedIn trainers to be able to do sales and to be able to have a proper conversation, everything from the opening line all the way down to closing the deal. What I would like you to do is to create somewhat of a playbook that helps guide the conversation of what they should be asking. I want you to include questions related to You know, the opening as well as making sure that you're building rapport at the beginning and then moving on to learning about their business and even letting them know what the conversation will be about and how long the conversation would be, kind of framing the whole thing. Um, then moving on to making sure that they're a qualified lead by using the BANT. So first of all, what is the need of the client? Making sure that we fully understand their business and what their needs are. Then moving over to budget to make sure that the budget aligns before we even give a price. We need to know what they can afford to spend. Then the authority. What does it look like to get started together? Do you need to have anybody else make decisions with you? That's the authority part. And then of course, finally, the timeframe. When would you like to get started with this? If you decided you wanted to get started, when you would want to get started. Also, just in general, kind of build a relationship and kind of get to know them and learn more about what they're looking for. In their needs section, you need to figure out what their goals are, what their challenges are, what they've tried before, what worked, what didn't work, and just let them know that you want to schedule a follow-up call with them to share findings with them and maybe share what you guys can do together. Of course, give them some tips on their LinkedIn profile for what they can improve. Give them tips on their LinkedIn content. Let's see if this kept working for what they can improve. You can also give them tips on their LinkedIn content and make sure that you're addressing some issues that you find with their presence in general. I would also recommend doing a Google search and mentioning some things that they have on Google and reading their company page and their About Us. And looking them up on YouTube to see if anything shows up for them, looking at some of their other social channels, looking at their company page, and seeing what else you can find. All right, so now I just talked. I just spat out a bunch of garbage, and let's just see what happens. Let's just see what happens. So LinkedIn Trainer Apprentice Program, opening conversations, greeting, hey. Hi. How are you? I appreciate you taking the time to speak to me. The purpose of this call is to learn more about your business and learn how LinkedIn can help you qualify to learn more qualified leads. Um, I noticed you are a LinkedIn profile that you're interested in. How did you get into that? I saw your company page that you're recently— congrats on that. Set expectations for the calls. In the next 20 to 30 minutes, I'd like to learn more about your business, understand your goals and challenges, discuss how I may be able to support your LinkedIn strategy. Does that sound good to you? I want to make sure the time works for you. Do you still have a hard stop that I should be aware of? Understanding the business needs. Objective, gather details, information about the prospect. Can you tell me a bit about your business and your role in the company? What's your primary goals for LinkedIn? Are you looking to generate more leads? What challenges have you faced in the past? What challenges have you tried? What strategies have you tried? Okay, so now we're going to qualify. What specific needs do you have that LinkedIn can address? How do you currently handle lead generation? What kind of budget have you allocated? Is there flexibility in the budget? Who is involved in the decision-making? Do you need to consult with anyone before making a decision? Who are you looking— when are you looking to get started? And then of course the objective, offer immediate value, profile tips, content tips, and online presence, and closing the conversation. Next step is a follow-up call, and then follow-up, send out an email summary. Okay, so this is a little bit of a playbook. This is a really great start. I'm going to take this playbook right over here. And I'm going to save it inside our school community for the LinkedIn Apprentice Training Program. I'm gonna go here, I'm gonna go to the classroom, I'm gonna go to the LinkedIn Trainer Apprentice Program, and I'm gonna add it right over there. Okay, so I have a question for you. If you're watching this right now, what line of business are you in? Let me know in the comments below. I'd love to know what line of business are you in right now? Um, do drop a comment for me here. Let's see, Sarah Clay said, uh, she just saw my happy birthday message. Isaac said, yes, I did. Okay, cool. Um, let me go in here and see if anybody has been leaving comments, if anybody has any questions related to this or anything else. Let's see, it looks like we have one comment. I left that comment. I'm actually going to put a link to the LinkedIn Apprentice Training Program over here, and I'm going to show you how I do that. I'm going to wait till this loads. So we have something called the LinkedIn Trainers Apprentice Program. What is the LinkedIn Trainers Apprentice Program? Is where we teach people how to generate $100,000 a year by becoming a LinkedIn trainer. Now, for some reason, LinkedIn is not loading for me here. Okay, here we go. LinkedIn just loaded. I'm gonna click here. I'm gonna click Evvy AI, and I'm actually going to drop this form here. So if you're interested in the LinkedIn Trainer Apprentice Program, here it is. Now what I also wanna do is I wanna create a role-playing bot. So what I'm gonna do is I'm gonna go in here and I'm gonna say the following. I would like to create a bot that is artificial intelligence, and it's a conversational bot that is voice activated, so someone can talk to it. And what it does is role play with the LinkedIn trainer as if the bot is a potential customer, and the LinkedIn trainer can then role play, and the bot is programmed to ask questions about the program and talk about their own business. So we're going to have 2 different role-play examples. One example is going to be a lawyer that's on LinkedIn, an advertising lawyer named Audrey. And then the other example is going to be a commercial real estate broker CEO, business owner who has a commercial real estate brokerage that also does commercial real estate financing, and he wants— To be able to get more support on LinkedIn. Make up all the information about their challenges and their goals and everything. And then let's get the programming for the bot, like the prompt for the bot going. So gimme 2 separate prompts, one for the real— for the attorney and one prompt for the, uh, real estate broker, CEO, real estate finance, commercial real estate finance guy. All right, let's see what you got. Break it down for me. All right, let's see what it does now. All right, so it's going to give me a role-playing bot. Hi, I'm Audrey. Prompt the bot. Building rapport. I noticed that Ajax Union helps businesses with LinkedIn strategy. Can you tell me more about how you can support companies in my industry? I practice challenges. Okay. I'm interested in learning more. Can we schedule a follow-up call? Commercial real estate bot. Okay. Now what I'm going to do is I'm going to find instructions that I've built in the past, and I'm going to feed those instructions to ChatGPT. I'm going to click on platform assistance, and I'm going to see what I can do. Okay. I'm gonna say the following. Use this framework as the— use this framework as the base for the role-playing A bot and redo based on this framework and style. Okay, so I just gave it a framework and style, and let's just see what happens. Uh, Ava. Hi Audrey, I'm Ava, LinkedIn trainer. It's great to meet you. The purpose of this interview is to gather some information about your personalized LinkedIn Strategy. Oh, no. Okay. I want the bot. Okay. So it's not doing it correctly. So I'm going to say I want the bot to be a potential client. Not the trainer. Can you redo the prompt for the bot? There we go. Hi, Audrey. Hi, I'm Audrey, a lawyer specializing in carver law. I'm currently advertising my service on LinkedIn. I'm excited to speak with you about how LinkedIn can help me This conversation should take 20 minutes. Feel free to ask me any questions. Sure, I'm Audrey. I run a law firm. You can reach me at audrey@legalzoom.com. My phone number is whatever. My practice focuses on helping startups. Okay, this is really, really cool. So let's test this out. Let's go here. Let's copy this. And let's create a new assistant. I'm gonna say Audrey Lawyer Role Play Bot. All right, let's do that. So we're creating a new assistant with a blank template. I'm gonna hit Create Assistant. I'm going to now train the assistant with this data here. You are a lawyer named Audrey. Audrey, you are a lawyer named Audrey. Hi, I'm Audrey, a lawyer specializing in corporate law. How can I help you today? Okay, so that's gonna be the opening line. I'm gonna use Grok, and I'm gonna say Okay, let's see. All right, here we go. You are a lawyer named Audrey advertising on LinkedIn. Okay. You are role-playing. As a lawyer named Audrey. Okay, so what I'm gonna tell it is you are role-playing as a lawyer named Audrey that specializes in advertising, that specializes in advertising law. You are speaking to a LinkedIn trainer that just called you during a scheduled meeting. All right, your goal is to act like the client who is interested in LinkedIn services and wants to learn more. Okay, so I'm going to hit publish now, and let's just see if this works. You ready? We're going to test this out. Oh. Hi, my name is Joe Apfelbaum, and we just scheduled a meeting to speak about your LinkedIn presence, and I'm curious to know if you have a couple minutes. for us to do our scheduled call together. It's nice to meet you too. Okay. Okay. I'm actually the LinkedIn trainer in this role play. So let's Let's just, you know, I'm, I'm, you're Audrey, I'm Joe, I'm the LinkedIn trainer. And yeah, no worries. We're, we're just role-playing. Sometimes it's okay for AI to make that mistake, especially if the training I gave you is not great. I don't need your, I don't need, I don't need your contact information. Okay. So I want to first ask you, how are you today? I'm doing great. I appreciate— yeah, I appreciate you taking time to speak to me. The purpose of this call is to learn more about your business and explore how LinkedIn can help you generate more qualified leads. Are you ready? Absolutely. I noticed, I noticed from your LinkedIn profile that you're interested in sewing and knitting. Is that true? I do have hobbies and interests, but I definitely need to redo the programming for this bot. Okay, I'll talk to you later. As you can see, I failed to create a good bot right there. I've created one that's Totally lost. So I'm going to have to rewrite the bot and give it example responses in our conversation. So what I'm actually going to do is I'm actually going to delete all the instructions. I don't even know what happened over here. Go back. All right, here we go. I'm actually going to delete all the instructions here. I pressed the wrong button. Okay. And I'm excited to learn more about how your LinkedIn training could help me. Okay, here we go. All right, now I'm gonna hit publish and we're gonna try again. So I deleted all the instructions. I basically just said, hi, I'm Audrey. I'm an advertising lawyer. You're role-playing as a lawyer. And you're speaking to a LinkedIn trainer that just called you during a scheduled meeting. All right, let's just see how that works. Less information. Hi, my name is Joe Apfelbaum, CEO of Ajax Union. I'm a LinkedIn trainer. Okay. Yeah. What I would love— yeah, what I would love to learn is what are you currently doing from a LinkedIn standpoint today? I can definitely help you with that. The first thing I would do is I would optimize your profile. Have you ever worked with anybody to get your profile optimized? Hey, I'm on I'm on LinkedIn Live right now, and so are you. Do you want to join me on LinkedIn Live? Yeah, you can watch it from your you can watch it from your phone. I'm just. Doing the roleplay thing. Yep. Okay, I'll talk to you soon. See you on live. Okay, so I'm gonna adjust the technology here. I'm Audrey. Uh, you are roleplaying as a lawyer named Audrey that specializes in advertising law. You are speaking with— you are speaking to a LinkedIn trainer that just Called you during a scheduled meeting. Your goal is to act like, like the client who is interested in services, who is interested in, um, in learning more about how to leverage LinkedIn with the LinkedIn trainers. Services. All right, so example conversation. You could say— so what I would need to do is I'm going to say what the LinkedIn trainer said and then what the person said. So let me see if I can pull up ChatGPT and say, give me an example conversation. I'm going to go the following. I'm going to say, give me a short example conversation as follows. Example conversation, LinkedIn trainer. Hi, Audrey. Response. Hi, how are you? LinkedIn trainer. Good. How are you? Audrey responds. Been better. Can you help me? With my LinkedIn. Okay, let's just see. Oh, look at that. It's doing it. Hey, Audrey. Hope you're doing well. Oh, look at this. This is good. Oh my God. Look at this. It built up the whole conversation. Oh, this is so good. All right. So let's do this. Let's copy this here. Example conversation. I'm going to paste this conversation in so the AI knows what to say. Trainer's name from— okay, here we go. All right, I'm going to save this. I'm going to publish it. And now what I'm going to do is I'm going to talk to it. I'm going to roleplay. Okay, so we're building a role-play app right now. Hi, this is Joe Apfelbaum. I'm really excited about our conversation today, and I'm looking forward to learning more about your business. How you doing today, Audrey? I'm doing great. Awesome. Okay. I can definitely help you. First, I want to know, do you have a specific need when it comes to LinkedIn? You mentioned lead generation. Like, how many leads can you handle? How many leads are you getting right now? What worked? What didn't work before? So I just need to understand your need first. To attract what? Okay. So, so I have a question for you about budget. I know you want to showcase your SRTs. I know you want an optimized profile. I know you want content. I know you want leads. But what kind of budget have you allocated for your LinkedIn training or for lead generation? Do you have a specific budget in mind? Okay. What? Well, typically, yeah, typically we first start with optimizing your profile. That's less than $1,000. We get together, we do a strategy session, and then we Optimize your profile top to bottom. You need a good headline, a good about section, a better banner. It also needs to be ADA-friendly. There's a lot of changes that we need to make to your profile to make your profile ready. And then after that, we can talk about a monthly fee that you invest. I would have to learn more about what each lead is worth to you and what you could invest based on what leads are worth to you. But let's just say you want 10 leads a week. My recommendation is that you pay somewhere in the range of $500 per qualified lead. That's the range of what it would cost you. So that means you'd be paying about $20,000 a month. I'm not sure if that fits within the category of what you could invest, or maybe you just need some branding, and for that maybe you'll invest $1,000 a month. So depending on what you want to achieve, but first I would suggest let's start with profile optimization. Does that make sense to you? I have a question. I have a question. Who's involved in the decision-making process for new marketing initiatives? Do you have other managing partners in your law firm or is it just you? Okay. Okay. And if you decided, okay, I want to get started with you, I want to work with you, when would you be looking to get started with this? Is it something you want to get started with this month in July or do you want to wait? Till say maybe, I don't know, August, September, maybe next year? Is— are you— is this something that you wanna move forward with right away? Okay. Well, yeah, it definitely is a process and there's no guaranteed results in any of this, but what I do wanna tell you is that You've come to the right person because I really understand your industry. I understand what you're doing. And what I'd love to do now is give you a few tips on your profile, um, and some content tips as well. And then if you're ready to get started, um, I can send you an invoice and we can schedule our first strategy session. Does that make sense? Okay. So awesome. Thank you. I really appreciate you getting on the phone with me, and I look forward to speaking to you again soon. I'll send you an email with those profile tips, and then, um, I'll send you that invoice, and then we could decide if we want to get started. Thank you so much. We'll talk again soon. All the best. Thank you. Okay. So I just had a role-play conversation. Obviously it needs to be improved. She says lead generation instead of lead generation. There's a lot that needs to be kind of changed there. And this is a custom person, you know, so like I would create an assistant that specifically understands your target market's business so they can be an expert. And I need to train the AI to tell it all the different things that it knows and all the needs and goals and dreams that it has. That a typical lead that you would speak to would have and all their reservations, and then give you a playbook like the one I have over here that has all the rebuttals and all the things that you should be asking and how you should be answering depending on what is said. And so this way you don't have any issues when you're speaking to potential clients and you have a little call guide over here. So this is great. Okay, so let's just break this down a little bit. You have the opening conversation, a little rapport building. Then you frame the conversation by setting the agenda and checking, making sure that the time works for them. Then you understand their business. You do a little bit of a need analysis just to make sure you understand their business and their challenges and their past efforts. And then you work on the BANT thing where you figure out their need, their budget, their authority, their timeframe, and then you provide some value, and then you close the conversation and make sure you always have the next step. So the next steps would always be maybe doing another call or doing a follow-up or whatever. And then you send out an email, a follow-up, and then you're good to go. So that would be what I would recommend doing on a sales call, especially if you are not used to doing this very often. I highly recommend doing that. By the way, if you're getting value from this, just write value. We can't hear Audrey. Oh my goodness, you couldn't? Nobody was able to hear Audrey? That's terrible. All right, let's try again. Hi, Joe. Okay. Oh my goodness, such a waste. That was so good. That was so good. All right, let me— let's try this again. Let's do the role play one more time. Ah, here we go. Hi, my name is Joe Apfelbaum, CEO. I'm so glad that you're here on the call with me today. So I appreciate you taking the time to speak to me. Do you still have 15 minutes to chat? Well, I noticed that your LinkedIn profile, that you're interested, that you're an advertising lawyer. How did you get into being an advertising lawyer? Well, no, actually, you are role-playing as a lawyer named Audrey, and I am the LinkedIn trainer. So can you tell me more about your business? And don't take more than 30 seconds to tell me about your business, and then spend another 30 seconds telling me about your primary goals for using LinkedIn. Okay, hang on a second. Let me see. Wren. Hello? Yeah, we still can't hear Audrey. Oh, even now? The last time that I did it, you still can't hear her? Yeah. Oh, that's so weird. Okay, thanks for calling to let me know. I don't know why, I don't know why you can't hear it if I enabled the mix-minus thing. Let me see what the, what the settings are. Hang on a second, let me see what the settings are here for this system. Uh, audio, oh, audio output. No, the audio outputs, you should be able to hear my audio now. Let me see. I'm gonna, I'm gonna go ahead so you could hear me talking, but if I play, say, a video, let me try to do Windows+E. Let me do videos. Let me play a video here. Can you hear? In this video, we're gonna show you how to use AI with Sales Navigator on LinkedIn so you can learn how to utilize artificial intelligence with LinkedIn Sales Navigator to save time and stay top of mind with leads by commenting on their posts. and sending personalized InMails. Let's dig in. Step number 1, go into Sales Navigator at linkedin.com/sales. Then if you want to see the posts from your leads, click on— Okay, so hang on a second. Let me turn on Audrey. Hang on. Tell me if you can hear this. Hang on. Hi, this is Joe Apfelbaum. So excited that you're here. Did you hear Audrey talk? No. No, no, no. I turned off the example video and then I hit play for Audrey to talk. Yeah, but did you hear Audrey talk when Audrey talked? Okay. Okay, I'm gonna hit play on— I'm gonna hit— I'm gonna tell Audrey to talk. Hang on a second. Oh, there is a major delay. Testing, testing, 1, 2, 3. Okay. All right. Yeah, I don't know. I don't know what's going on here. Um, but I, I'm gonna have to somehow adjust my settings to make this thing, this little robot work. Um, but that, but the idea is that I have a roleplay robot that actually Works on my computer, and I don't know why it's not coming on live. I hear it in my headphones, which if I hear it in my headphones, it's playing on the computer. And if it's playing on the computer, you should be able to hear it. Let me hit play again and see. Hi, this is Joe Apfelbaum, and I'm excited about The conversation. Okay, so I don't know what, what I, what I'll probably do is make a separate video and I'll record the video on my computer and then post it to my YouTube channel separately with me doing the role play and then walking you through how the role play works. But I do need to adjust the role play video, the role play instructions a little bit more. And have— I'm gonna give it instructions to please, please respond. Please respond with short responses only. Do not spend more than 15 to 30 seconds in each response. Okay. I'm gonna say 10 to 20 seconds in each response. All right, let's try that out. So I'm gonna make a separate video where I kind of guide you through this whole process. If you wanna see that video, say, Joe, I wanna see that video in the chat. Okay, let's see what's going on over here. In the meantime, I'm gonna go back here and see. Oh, look at that, we have 8 comments. Let us see what is cooking here. All right, so AJ says he can hear it. Still can't hear it clearly. Any tips for testing AI prompt before deploying it to production? Yeah, I would say, you know, the way to test it is to do exactly what I'm doing right now. Just kind of speak to it and just test it out and seeing if it works. You know, just testing it out. I would test this out myself. I'm showing you how I test it out from scratch from the beginning. Um, but I'm gonna definitely make a video and post a video on YouTube, and I'll share the video with you because for whatever reason the audio is not coming through. I knew why it wasn't coming through before, because I enabled Mix Minus and I didn't realize Mix Minus was on, so you couldn't hear my computer audio. Um, but now you should be able to hear it, but I might have to restart my whole computer in order for you to be able to hear it. Also, it's, it's using the browser And because it's using the browser and I'm using the browser to speak, it might not be working. You might not be able to hear stuff inside the browser when the browser is on. So I don't know. That might be the issue. But we were here for an hour or so. And so I'm going to stop this recording. I'll make a video and post it on YouTube. And hopefully you'll enjoy it. Thank you very much for watching this. I'll see you again soon. Bye. Bye.