So you want to get clients on LinkedIn- eh?

Sam. Hello and good evening. I'm Katie McManus, business strategist and money mindset coach for ADHD business owners. I'm also the host of the Weeniecast podcast, which you can check out at any podcast platform. Welcome to my life, everyone. I'm on day two of like, kind of like a low dopamine hit, so excuse me if my energy is a little lower than normal. I'm fine. Everything's fine. I'm just tired, which is very normal for people with adhd, for humans in general. We live in an exhausting world, right? I'm not even going to get into everything that's going on in the world anyway. Tonight I want to talk about something that I work on with a lot of my clients. Okay. It is how do you get clients on LinkedIn? All right. LinkedIn is one of the best platforms for individuals who are starting a service based business and want to get clients online, right? The, like, some stats that are really cool about LinkedIn is a. The average LinkedIn user makes an average amount of $70,000 a year. Okay? That means the person who is like interacting and seeing your stuff, interacting with and seeing your stuff. That's the grammatically correct way to say that they have money to spend, they have budget, they have the capabilities of investing in you. So if you are selling directly to your client, you have clients who can probably afford you on LinkedIn. The other cool thing about LinkedIn is that people get to be on there for business, right? So if you're working for a company, LinkedIn is one of the few social media platforms that you can go on during your day, right? It's also a place where a lot of professionals will go to look for resources. So, like, if you're on a marketing team and you're looking at looking for a copywriter per se, who specializes in your industry, you might go to LinkedIn. Right? If no one in your circle knows of a copywriter who can specialize in what you're doing, LinkedIn is an amazing resource. So if someone goes to LinkedIn and starts looking up, like technical copywriters and you have your profile set up correctly, they're going to come across you. And that's a beautiful thing. So you not only have access to people who could hire you for themselves, but you also have access to people who can hire you for the company that they work for. Okay? The other cool thing about LinkedIn is that only 2% of the people who are active on the platform are actually creating consistent content. Okay. Which means that if you show up and you start creating content and you're consistent and you're engaged, you are going to be so much more visible than everyone else there. Okay? Only 2%. That is not a lot of people. Okay? Compared to, like, Instagram, where everyone's sharing pictures of their families, Facebook, TikTok, like, where you're, you know, competing against people who are, like, really talented dancers and, like, great actors and whatever, LinkedIn, the bar is pretty low. No offense to all my besties over on LinkedIn. LinkedIn is where I grew my business. Okay. When the pandemic hit, I really transitioned my business and how I got clients from, like, in person networking, which is how I got the vast majority of my clients right off the bat. When I started to getting clients online, one of the people that I worked with to train me on LinkedIn, I was one of Leah Turner's first clients. I, you know, back when she charged a lot less to work with her, I still think she's worth every penny. She's absolutely incredible. If you want to learn LinkedIn, she's a great resource to do that. Um, but anyway, that was. Oh, God. More than it was two, three and a half years ago, right? LinkedIn has evolved a great deal since then. And the things that worked, I don't know, four and a half, five years ago no longer work today, okay? So if you're trying to get clients on LinkedIn and you're struggling and you're creating articles and you feel like you're doing everything right, know that, like, yes, you are, but you're doing everything right five years ago, you're not doing everything right today, okay? Today the game looks a lot different. If you want to get clients on LinkedIn, you're gonna have to do some things differently. And so I'm gonna be talking through that. I'm also gonna be addressing some of the bad things that you can do on LinkedIn that will get you either in trouble or just won't be effective. All right? So here's my philosophy when I go on LinkedIn, I kind of call it the 6040 rule. Okay? 60. 60% of what I post is going to be kind of personal. Ish. Okay? It could be full on personal. It could be, you know, me sharing about something funny that happened to me over the weekend and has no business relevance whatsoever. Okay? Absolutely. Here for that. My most viral post on LinkedIn was literally a joke post that I did because people sometimes message me telling me that, like when they see me commenting on posts on their phone, especially on Android, My name gets abbreviated. So if you look at how I spell my name, Katie McManus, you'll notice the last four words or last four letters of my last name spell a certain synonym for butthole. And so occasionally I'll get messages from people who, with the screenshot, like, hey, know if you know this, but your name shows up like this, and it's Katie hot dog emoji, dot, dot, dot, anus. And I thought, this is hysterical the first time I got this message. And so I. And I was at that time, I was like, binge watching Indian Matchmaker. Okay? Just absolutely love that show. I think it's so fascinating how different cultures, you know, find their partner. But anyway, so I made this joke post about how, like, this is like, oh, my God, my name shows up this way. This is my incentive. I need to find a husband, you know, and it was. It was completely beside the point. It had nothing to do with my business, and I got clients out of it. Okay? So, like, this. This works, guys. Okay? It works like, you get to go and you get to be personal about it. But, you know, that's the 60% of kind of like, beside the point personal posts. I do typically try to make them make sense. Hello, Welcome. I do try to make them make sense with what I do. So, like, funny, I went to this networking event in Denver this summer, and it was so much fun, but it was so funny because I was. I was meeting people who I kind of knew online. I didn't really, like, recognize their face or anything, but they heard my name. They're like, oh, my God, you're the girl who dresses in the hot dog costume and talks about her bad dating stories and makes them into sales lessons. So, like, you get to have so much fun on LinkedIn. Okay? Um, as business owners, we do not have a marketing problem. We have a memorability problem. Okay, so you want to be memorable. Um, how I approach LinkedIn is, it's like, it operates best when you treat it like a neighborhood. Okay? So if you live in a neighborhood where people, like, know each other, I want you to think about, you know, who's your neighbor that's, like, across the street and three doors down. Okay? You probably know their name. You probably know their last name. You probably know, like, what their decor of their house is, you know, lately, if you've been inside, you probably know how they like to spend their weekends. You know, what their yard looks like. You might know if they're coffee drinkers or tea drinkers or, like, what their favorite Alcoholic beverages. If they drink, you might know what holidays they celebrate. You might know a little bit about their family. You don't necessarily know what their deepest, darkest secrets are. You don't necessarily know what they talk to their therapist about that day. All right? If they go to therapy, you don't know family drama unless they share it with you. LinkedIn operates the same way, right? Because on LinkedIn, for someone to remember you, for someone to see your stuff and be like, oh, my God, this person is a copywriter for this kind of thing. That's so interesting. I'll have to, like, hold on to that information. They have to know who you are first. They have to have in their mind, like, some kind of memory of you seeming almost like a friend to them. Right? Your neighbors, even though you don't really know them, you probably trust them with a key to your house. Like, let's be real. If you live in a nice neighborhood, people generally trust each other with keys to their homes. You probably, like, if you. If your power went out and you needed to, like, plug in your phone, you'd feel comfortable going and knocking on their door and asking if you could plug in your phone, right? That is the level of trust that will help you the most on platforms like LinkedIn. And so, you know, yes, you want to share personally, yes, you want to share vulnerably, but I want to just name this because I know everyone hears that and they're like, oh, my God, like, I don't want to share my whole life on social media. Want to remind you that vulnerability is a spectrum. Right? I want you to think about the things that you know about someone that like you to know it about them, you'd have to spend some time with them, right? How people take their coffee. You know, my sister, you know, during the pandemic, I was locked down with her and my parents, and, you know, it was my first time really spending spending that much time with them since I was in high school. Right. You know, I was. I was an adult, right? And what struck me is I didn't really know how my sister took her coffee until we got locked down together. She's a psychopath. Like, she's not really, but the way she takes her coffee. She takes a cup of coffee and she puts three ice cubes in it, okay? That's it. No milk, no sugar, okay? She takes the ice cubes just to cool it down so she can drink it right away like crazy. Crazy. But that's something that you wouldn't know about someone unless you Spend time with them. Right? So when you think about what you should be sharing on LinkedIn, I want you to think about what's the kind of stuff that's kind of like that, you know, what are the things that would indicate that you have some level of intimacy with someone? Right. It doesn't have to be your childhood trauma. Unless you really want to share about that. That's absolutely okay on there. So you want to do about 60% that, and then you want to do 40%, like, really to the point marketing for what you do and how you're helpful to people. Oftentimes you see people showing up on LinkedIn or on different social media platforms, and it's very clear they're trying to prove to everyone around them that they know what they're doing, that they are an expert here. Look at me. I know all the experts speak. I have all these resources, blah, blah, blah, blah. And it doesn't really work on LinkedIn, right? Because when people are on LinkedIn, they kind of assume everyone's an expert already, right? Because, I mean, it's a professional platform, right? It's not like on TikTok, where you could be dancing on one video, you know, showing a video of your dog and another, and then sharing, you know, expert opinions on in another one. Right? You kind of do have to kind of level up and show who you are and what you have to offer in TikTok, on LinkedIn, people assume you're an expert. So the goal on LinkedIn should always be not to show everyone how smart you are, but to make everyone else feel smart when they read your posts and when they go to engage with your posts. Let me see. Andrew Stout. Hello. Happy Wednesday. Dynamo. Oh, my God. There is a. Oh, my God. The donut place in San Francisco. Dynamo Donuts. Oh, my God. That word. I don't know. I. I really don't hear. Hear that word said very often. Except for when I lived in San Francisco and I got to have their donuts so good they have like a maple bacon one. Oh, to die for. Anyway, that was a distraction. That was a little ADHD moment. Anyway, you want to do this, like, combination of, of posting personal and posting promotionally and all this stuff. Above all, you want to make your people seem and feel smart. Okay? So whenever you're posting, you don't want to use expert language. You don't want to reference things that they don't know what you're talking about, Right? You want to stick to stuff that's kind of in the public domain unless you're okay with alienating a whole bunch of people, right? So there are some things that are absolutely bad we don't want to do on LinkedIn. I'm going to go through that first. Then there's some stuff that's really just ineffective on LinkedIn and we go through that second. And then of course we're going to go through some stuff that actually works to get clients. All right? This is all the stuff that I do and I train my clients on. All right, so number one in the bad list is pods, okay? If you don't know what a pod is, it's basically where you join a group and often you pay to be in the group and whenever you like make a post, you share it to the group and everyone kind of globs on and goes and comments on your post. Now you may hear that and be like, oh my God, that's an option. That's so cool. I want to do that. I want to up my engagement. No, you don't. Not that way. Organic engagement is the name of the game on LinkedIn. If you want to get in front of your ideal clients, you need to wait for them to discover your posts. This is one of the reasons why we want to share personally. This is why we want to like, give people an easy way to engage on our posts. Right? Because it helps grow our networks. If you're paying to be in a pod, guess what? You're paying to be in a pod. So, like, all the people who are in that pod are also trying to get clients. They're not your clients. But what it does is it trains the algorithm to show your post to more people like them. Right? And because they're going and commenting on all these random things that have nothing to do with them, it doesn't actually reflect their interests or anything. You are going to confuse the bejesus out of the algorithm. Right? So your stuff is not going to be shown to your ideal clients, it's going to be shown to more pod people, which, no, it's also against LinkedIn's terms of service. Anyway, Daniel Hall, I think his name is, it's actually releasing like a whole bunch of names of top offenders right now. Really interesting. You know your follower count on LinkedIn. Like, it doesn't have to be high to grow a six figure business. It doesn't have to be high to grow multiple six figure business. I have clients who have less than 7,000 followers there who are pushing up against their first seven figure year. All right, it is absolutely possible to grow a Hugely successful business with a smaller following on LinkedIn. I personally hit my first six figures from the platform, I think when I was around 5,000 followers. I'm currently at like 15,000. Right. And it's amazing. I'm. But I, like, I'm not huge by any means, but I have a really dialed in audience. My audience knows what I'm there to talk about. Okay? They can reliably turn to me for content about business stuff, right? About starting a business, about growing a business, all that stuff. You want to train the algorithm to know what you're useful for and who you should be shown to. Pods will not help you there. Likewise, there's a whole bunch of influencers on there who will tell you, like, oh, do this to get to 100,000 followers again, like just. Their game is getting a bunch of followers. A bunch of followers so that the number of followers will tell you will like trick you to think, hi, Ben, welcome. Will trick you into thinking that they're credible. Okay, they may be credible, right? But follower number does not equal credibility. Doesn't mean they're qualified. It doesn't mean that they're an expert in anything except for getting followers. And again, like they could have gotten their followers through a pod. So, yeah, we don't do that. Cold messaging, cold messaging. I know, it's been around forever. Cold calling, cold emailing. Do you know where cold calling actually came from? Like, the history of it is fascinating. So when the phone was invented, like literally back when, you know, Alexander Bell invented the phone, it started being installed in homes. Guess which homes it was installed in? The rich people's homes. Right? Because not everyone could afford it. It was expensive. You had to have it wired up. You had to get the device and you had to like pay for the operator to actually connect you to places, right? Back in those days, people were really well trained on buying what they needed from door to door. Salespeople, right? That was how people got pots and pans and vacuum cleaners and encyclopedias and clothes for back to school and back to school equipment, all the things. Like it was just very typical for door to door salespeople to come around, you know, with each new season, with the new wares, right? So, you know, companies caught onto this. They saw all these people who had a lot of money getting phones installed in their homes. They thought, oh, well, instead of sending Jimmy, our door to our sales guy around, like the whole county, why don't we have them call? We can have Jimmy just call them. And it worked. It worked because the People who were in the homes with the new phone, they were excited about their new phone, for one. Right. It made their life a lot easier. They got to schedule when Jimmy could come by with the wares. Right. Instead of, like, just hoping that they'd be home when, you know, when he came by. And they were already trained to buy stuff like that. Right. It just was already in the culture. Right. Cold calling and cold outreach has declined in efficacy ever since then. Okay. Because it got overdone. Okay. We hate cold callers now. Telemarketers are the bane of most people's existence. Like my parents, I don't. I don't think they even have a home phone anymore because they got so tired of it. Right. I know. I get them on my cell phone all the time, and I absolutely hate it. Cold emails really aren't that effective. Right. How did you get my email? Just. It drives you nuts. Getting cold messages on LinkedIn is just as bad. Okay. You may think, oh, cool, I'll just ask this person to be my client. You're probably more likely to hurt your own reputation by doing that. So don't do it. Right. LinkedIn, you actually don't need to do that to get clients. Right. You can get clients inbound by creating the right content. Okay. That's absolutely 100% acceptable. Now, for those of you who are like SDRs and BDRs, absolutely leverage LinkedIn and connections there so that you can do some, like, cold or warm outreach. Absolutely. There's some better ways to do it, though. Anyway, those are the things you absolutely do not want to do on LinkedIn if you want to get clients. Now, some ineffective stuff that I see happen a lot are, like, updating your resume there. I get it. You understand how all of your past experience kind of feeds into you being really good at doing what you do now for your clients. Your clients can't easily make that mental lift. Right. You're making them do too much mental gymnastics to connect. How you being captain of the volleyball team and you like organizing a nonprofit and you doing marketing for this company and you being a salesperson for this company ties into how you're going to be a really good sales trainer for their team. Okay. That's too much of a lift. Right. They just need you to say, hey, listen, if you have these problems with your team and you need someone to come in and do sales training for them, I do this. And here are the results that I've gotten from my clients. Right. Don't like your resume. Sure. If you're Trying to get a new job. Absolutely. Update it. But if you're trying to get clients on LinkedIn, they make decisions a lot differently than employers do when they're assessing your LinkedIn profile. Okay. And I get it, like the LinkedIn platform was originally just a job getting platform. I don't think LinkedIn even could in its wildest imagination anticipated that LinkedIn would be used in this way. Right. But here we are, it is, and it's incredible. And you just need to follow a new set of rules. Okay. Likewise, back in the day, I remember going on a date with a guy dating story. I remember going on a date with a guy in 2019, really nice guy at a San Francisco. He was a consultant and he was telling me how he used LinkedIn to get clients. Now he was consultant to help people implement Salesforce in their companies. Right? Super specific, right? So you know, if someone needs help setting up Salesforce in their company, LinkedIn is absolutely a place they're going to go. What he did was he did articles, right? So he would literally just pay a guy on Fiverr to write articles that made sense, right. But use certain keywords that he knew his ideal clients were going to search for. And then once or twice a week he'd post these articles, right? And then he'd repost them, he'd recycle them. That worked then. It doesn't quite work now. Okay. Unless you are in one of those super hyper specific, searchable, like people are actually actively searching for you kind of industries. Right. Very few of us are though. What works is again, posting, letting people see who you are, letting them like experience you as a human. Right? We're not just bland machines that are scanning the interwebs for the blandest, most professional looking person or company that can solve our problems. No, we're humans looking for deep connection. And we're constantly looking to create relationships with people who we like, who we feel connected to, we feel like we have something in common with. And then once we have that connection and that relationship, then we're looking to how can I be in business with you if I wanted to be in business with you? How could I do that? Maybe it's, I get to hire you, maybe I get to get my company to hire you, maybe I get to refer you to a friend who has the problem that you solve. Right? We're always, when we, when we meet someone that we like, we're always trying to find ways to become closer with that person. Right? So this is your sign. You need to start sharing a Little bit about who you are doesn't have to be super vulnerable, right? But just showing how smart you are is not going to cut it anymore. Now, the best thing, and I've kind of already touched upon it, the best thing to do when you're on LinkedIn, when you want to get clients, is to be you. Be personal. If you're a Harry Potter nerd, be a Harry Potter nerd. If you love Legos, talk about Legos. You know, if your kids make fun of you for something like share that, that's. Hi, David, Welcome. David made a post a couple of years ago, actually, David just joining in on Instagram a couple of years ago that I never forget. I always talk about it that, like, he had put his coffee on the top of his car. I know, David, you're so sick of me talking about this, but this post was so beautifully written is kind of just like beside the point, right? But, you know, he put his coffee on the top of the car while he was getting his daughter in, taking her to school, on his way to work, started, got in the car, started pulling out. We all know what happened. That plop. And he describes, like, the feeling of, like, that disappointment, like, oh, no, my coffee. Oh, you know, when you're a caffeine addict, like he and I are, that's a really sad moment. And so he talks about, like, getting out of the car and looking. And by the miracle of God or whoever is in charge, the coffee didn't spill. It actually landed right side up. And so he, like, it spilled a little bit, but he got his coffee. It is magic. And it was just like all this stuff and like this, this post kind of blew up, right? But something like that, that's a story. I know, I do. I love telling that story. That's a story that, like, a friend would tell you. That's a story that a friend would call you. Like, oh, my God, dude, like, the funniest thing happened this morning, right? It's something that, like, he. He didn't share anything vulnerable about himself. He didn't share any, like, you know, troubles at home or. Or anything. But it was something that allowed for people to relate to him and feel like they know him, right? And just like a really, like, fun, clever, you know, human way. Justin, let me see. Dang, I didn't get a notification. You're alive, Justin. Don't worry. All these are saved, so you can always go back and watch them, which is, you know, if you haven't gone live for your business, this is another best Practice for getting clients on LinkedIn. Going live is an incredible thing because if you have it set up so that it saves, there's a whole library out there of all your content, of all the times that you've gone live, speaking to the camera, talking through stuff. I've literally gotten the phone with people who, you know, were interested in working with me and we've talked through everything and, you know, when we talked about what the packages were and working together, several people tell me, you know, I've already binged all your lives. I know who you are, right? And binging my life is like watching Olive suits on Netflix. Okay, I have, I've gone live a lot, but they, you know, have told me, like, I didn't get on the phone with you to say no. Like, I had already decided to work with you before we got on this call. Right? Doing this is one of the best things you can do to get clients on LinkedIn. If you're comfortable with it. If you're not comfortable with it, there's a lot of other stuff that you can do. But if you even like have a tolerance for it and guarantee you the more you do it, the more comfortable you'll get, the better you'll get. And it just gives people some insight as to who you are and you do not have to be perfect at it. Okay? I still stutter and stammer and use the wrong words and forget what I'm saying all the time. I usually spill my water on me because I'm, you know, as they say, an airplane. I have a little drinking problem. Right? It's a mess over here. And yet still it gives people some insight as to who I am, right? And how I talk and how I work with people. Right. Little side note there. But anyway, so you want to be personal, you also want to be promotional. And this is one of the harder things that people have to do, right? Because talking about what you're an expert in is very different from saying, hey, you, you have this problem, I solve that problem, you should hire me. Right? But here's the thing. No one's going to know that you're taking clients unless you tell them that you're taking clients. Right? You have to open the door to, hey, by the way, if you want to work with me, here's what I have available right now, right? So I'll do this right now. I only have three one on one client positions available for the rest of 2023. And I will probably be cutting off how many more clients I'll be taking in 20, 24, right? So if you want to work with me one on one, you have to get on the phone with me pretty much yesterday, right? I have a lot of people who are trying to get their ducks in a row to grab one of those spots. And if you want to work with me, there you go. That was badly done. But like, you have to get comfortable promoting what you do on social media, right? No one can give you their money if they don't know that you're open to taking their money for the thing, right? So you want to be promotional. You also, your profile should be set up like a landing page. If your profile is not set up like a landing page, then people aren't going to be able to go onto your, your, your profile and understand that you're useful to them. Right? They're just going to go to your profile and learn about you, which is fine. Your profile, when you're trying to get clients, actually should never be about you. Right? It is kind of about you, but it's more about your ideal clients. It's about their problems, it's about what they want more than anything else. It's about what's getting in the way of them getting there on their own. Okay. And then it's also about how you help them get there. All right? Your profile should be a landing page. If it's not, then I know why you're not getting clients. Lastly, been going for about a half hour. These, these fly. These fly. Oh my God. Lastly, you want to engage. Okay? You can't just like go and post and not engage and expect people to engage with you. This isn't a one way street, this is a two way street. You want to go and you want to establish friendships. You want to go comment on other people's posts. You want to be funny, you want to be human. Half of my comments start with LOL or omg, you know, because that's, that's how I text my friends and really like there, There are some LinkedIn coaches out there who will legit say you don't have to post a Damn thing on LinkedIn to get clients. And while I disagree, I don't think that's the best way. True. It's true. I think you can get a hell of a lot more clients by creating content. But if you're shy or if you're like not ready to write something and put it out there. Absolutely. If you set up your profile like a landing page and then also go and comment on a lot of people's posts and get out there and start establishing those relationships. It's amazing, right, because people will see your comment on another post and they may engage with it, they may respond to it, and then in addition, like, they'll, they'll get curious about who you are and they'll go and check out your profile. And then if your profile is optimized, like landing page, they're gonna understand on a very deep level who you're useful to. If it's them, they're far more likely to book a call. Um, let me see, Justin. That's the biggest crime I see from people who are trying to make a presence online. Not replying to people, it makes them feel unseen or unheard, and then they don't tune in. 100. Yeah, like when people comment on your stuff, you absolutely need to go and respond to each and every comment. Now, at some point, if you do hit like a hundred thousand followers, this will become impossible, right? Your job is not to be on LinkedIn all the time, right? So of course, like, at a certain point, you're not going to be able to do that. But until you get there, you best believe you have to respond to every comment. I mean, that's how you create relationships. That's how you create, like, genuine friendships. I can't think of a single person in my comment section here who I haven't engaged with in, in the comments on my posts, on their posts and other people's posts. Right. It genuinely does create that connection. Right. And people want to buy from people they feel connected to. Social equity is a real thing. And please, for the love of God, don't use Chat gbt. Oh my God, the Chat GPT. That's another one on the Absolutely not list. Chat GPT. I know. I like, I can read a comment and I know when it's written by Chat GPT, I delete them. I like if you can't be bothered to actually comment on my post, even if you don't speak perfect English, even if, like, you don't really understand what I'm talking about, like, if you can't be bothered to actually think of something to say on my post, like, I'm sorry, I'm not responding to you not responding to a machine or a robot that commented on your behalf. Absolutely no, sir. Yeah, great point, Justin. You know, LinkedIn is one of the best places to get clients. If you're really struggling with this, there are a few things that you need in place to be able to do this. Well, a, you need to know your niche. Okay. You can't go on LinkedIn and get clients if you don't know which clients you're going after. This is one of the foundational things that I cover in my build your own business group program. Also something when people work with me one on one that we dive really deep into. Right. Because for you to do empathetic marketing, which is what I train on, you have to know who you're empathizing with. Right. The problems of a, of a 27 year old single mom are very different to the problems of a 58 year old CEO. Right. Completely different. Right. You can't go and do empathetic marketing on LinkedIn if you have no idea who the hell you're talking to. So you need a niche, you need to understand them. Frontwards, backwards, sideways, inside out, all the things. Let me see. Elisa, this is super helpful. Encouraging or encouraging and helpful. Thank you. I'm so glad. Yeah. So you need to have a niche. You absolutely also need to understand what your marketing strategy is. Right. This is again, something that I do with my clients and build your own business. We custom, I customize a strategy to each and every one of my clients in there and with my one on one clients. Right. If you don't understand the road you're building to take people down a path to become your clients, like it's going to be really disjointed, you're not going to understand why they're not starting here and getting there. Right. Because they can't. This road is going to be a piece of shit. You need to have a proper strategy to take people from point A to point B. Right. Likewise, if you're doing all this work, if you're, if you're posting consistently, if you know your niche, if you're, you know, marketing soundly and you're getting people interested, if you don't know how to sell, if you don't know how to sell and actually get them on the phone and talk through what they're struggling with and what they want and explain how you can help in a way that gets them to say, I don't care what this costs, I'm buying like this. This is all for not. I love that I got to use that word. All for not sounds so old world. But none of this is going to go anywhere. Right. You need to learn how to sell. I can't tell you how many times I start with a new client and they're, you know, struggling with their business and I ask them, cool, what have you done to learn how to sell your service. And they're like, oh, nothing. Like, I've never, I've never sold anything in my life, babes. Like, I worked in sales for almost a decade, okay? I got trained in every single job I was ever in on their sales process, right? Even when I started my business, I had to come up with a whole new way to sell my stuff, right? Even my clients who come to me from a sales background, I have to retrain them on how to sell their services, right? Because selling your time and your expertise and your like you is so much more vulnerable and like, rejection scary than selling a car. David, I was feeling, feeling unfunny today and asked GPT to write a post to make it funny. It did. And then added, best practice is be respectful and not insult anyone in particular. Obviously, Chat GBT doesn't understand social media. Yes. Oh my God, it's so funny. I saw someone, I can't remember who she was saying how she will have Chat GPT write her post, but, like, to make it sound like an actual human wrote it, she tells them to write it as if Forrest Gump was saying it. Chat GPT doesn't have a personality, right? Here's the thing. Like, it doesn't matter if you're a writer. You have a personality that people are going to jive with, right? Not everyone. You know what, not everyone is going to like you. But there will be people out there who will connect with who you are, okay? So it doesn't matter if you have garbage grammar, if you misspell things, whatever you, you just being you is going to be enough. Oh, Shannon, welcome. Is going to be enough for people to feel connected and want to buy from you. Just. And you have to have faith in that. And you also have to know that when you share, show up online and when you post and when you post again and when you see, like, what works and what doesn't work, you're gonna learn how to be better. You're just going to evolve and you're going to learn. And that's, that's the only thing that gets you there, that gets you better, is by doing in time. So you just have to be patient. Justin. Yes. When you tell ChatGPT to write it in the style of name, it makes it much more human. Yeah, it makes it much more human, but doesn't make it more you. Right? But anyway, back to my point, if you don't know how to sell, you have to learn how to sell. Like, and I teach that, I teach sales to my clients. I Teach holistic selling, which is my style. It's very consultative, it's very human. It's very much. I'm trying to make sure I can support them making whatever right decision they need to be making for themselves. But whatever you do, you have to learn how to sell. Likewise, you need to understand what it is that you're selling. Okay? If you don't know what your offer is, by the time you get someone on the phone, you're gonna get the. You're gonna get confused. And then when you're trying to explain to them what you do, they're gonna get confused. And here's the thing about people is when they get confused, they don't make decisions. Right? There's a reason why I think it was a Malcolm Gladwell book. There's a reason why grocery stores like trying not to carry like 70 different kinds of strawberry jam, right? It's too many choices. The human brain, like, can't sort for what's better. What's better quality. Oh, this is more expensive. That's less expensive. I like this label better. This is organic. This is not organic. This is local. This is not local. Too much. When you have too many options, people just walk away, right? You need to know what your offer is. If you don't know what your offer is, your client can't know what your offer is. Right? A confused buyer never buys. Now, this is also something that I train in my build your own business group program and with my one on one client. So if you're struggling with any of these things, then I want you to DM me and we will hop on a generate income strategy call and we will talk through absolutely everything that you want for your business and your life. And we'll also address all the ways you're getting frustrated and getting there on your own. And if it makes sense for both of us, because this is a two way street, right? We'll talk about different ways to work together. If it doesn't make sense for us to work together, then I will point you in the direction of whatever resource I think will best serve you. Whenever I get on the phone with someone, like, my goal is not your money. My goal is helping you. Right? That's one of the reasons I do these lives. Like, I want to make sure that if you can't afford to work with me, me, if you like my content and you're paying attention because you're wanting to grow a business, I want to give you enough that you kind of understand the direction you need to go in. Obviously I have to walk that line of respecting how much money my clients spend with me to get access to what I share. And, you know, sharing enough, that's going to be valuable, but I hope I do a good enough job with that anyway. But if you want to get clients on LinkedIn, it's one of the best, best places you can get clients. It's one of the best communities that you can tune yourself into, honestly. On a completely separate note, LinkedIn is probably one of the reasons I'm, like, still alive right now. I'm an extrovert. I had a really tough time during the pandemic being locked away in a house, away from people, and I was also geographically separated across the country from my whole community. I just happened to be visiting Cape Cod, where I really didn't know anyone anymore when the pandemic hit. Learning how to be on LinkedIn and being there and just, like, interacting with a bunch of people, I created friendships that got me through. Right. There are people in the chat right now that I am deep friends with, who literally being with being friends with them was one of the things that made me able to move through the pandemic. Right. Leah Turner, I was one of her first clients. She's a dear friend. I met her through LinkedIn. Right. LinkedIn is not just a place to get jobs anymore. It is a place for you to actually build your life. It is one of the greatest gifts that technology has given us all, that it is also still janky af. Right. Like, it breaks all the time. The algorithm is a disaster. And I like to point that out, because if LinkedIn can be as successful as it is being janky AF, you can be successful without being perfect, with things being kind of, like, rickety and not finished, you can absolutely go and do this. All right? Whatever it is you're trying to build, I have faith that you can do it. I don't even have to know who you are watching to have faith in you. All right? The fact that you want to build it is sign enough. All right? People who don't want to start a business are not going to be good at starting a business. You want to start a business. Like, the fact that you have that fire in you tells me something about you. Anyway, we've been going live for almost 45 minutes at this point. I did not mean for this to be that long. Anyway, I want to say a big thank you to those of you who've joined. Andrew, Justin, Elisa, Andrea. Oh, hi, welcome. Can I tell ChatGPT to write in the Style of me. I wish. You know, I'm sure it's gonna get there at some point. But here's the thing about ChatGPT. It can't tell your stories. Like, it doesn't know your stories. It doesn't know the funny moments trying to think like, oh, my God. So my parents birthdays were yesterday, and on Sunday, my Mom's on the 22nd, my dad's on the 24th. When the pandemic hit, like, we weren't going to the hair salon, right? No one was going to outside the house to get their hair cut. For some reason, I became the hairdresser of the McManus clan, okay? I have no training in cutting hair, okay? Like, I. I have watched my hairdresser cut my hair, and I learned pretty well by watching people do things, right? So I'm not terrible. But my parents started having me cut their hair during the pandemic. And I swear, I have a point, Andrea. Anyway, for their birthdays this year, they've never. Since the pandemic ended, kind of like, since, like, we've kind of gone back to normal, they still have not found hairdressers. I'm still their go to person, right? I'm still not a hairdresser. I'm still not trained for their birthdays because my mom was on Sunday, my dad was on Tuesday. They're like, katie, we'd really like haircuts. Can we have haircuts for our birthday? And I'm like, sure, you know, and it's. It's not an official setup. It's like in the hallway with the good lighting and the stool. And I always tell them, if you want me to cut your hair, you have to go and wet your hair down. And they never do. They never do. Because I think they just don't like sticking their head under the faucet anyway, so. But I need their hair to be wet for me to cut it. So I go and I find a squirt bottle, right? I find a squirt bottle in a little laundry room pantry that they have, and I grab it and I, like, squirted their heads, you know, like one after the other so that I could cut it and have, you know, wet hair. Because wet hair is easier to cut, right? And, you know, did my dad first, and then I did my mom's hair, and I started looking at the tips of my fingers, and I'm like, that's weird. Like, why are the tips of my fingers turning white? And I didn't realize the bottle didn't have Water in it. It had hydrogen peroxide. So I had to like panic and like run and tell them, like, don't dry your hair, you're gonna become peroxide blonde. It's not gonna go well. My dad has like black hair that's turned gray. Like that would not look good. And my mom is kind of blonde gray. Anyway, I was able to worn them in time so their hair is not up. But my point, Andrea, is that Chachi doesn't know that story, okay? It can't tell that story. It can't tell like the funny nuances of it because it's not me, right? So we can absolutely have chatgpt, can write, you know, salesy shit, whatever, but it's not going to have us. And us is what people are tuning in for, right? So if you're taking anything away from this, I want you to just take away be your self, okay? You're good enough just as you are. Anyway, I'm Katie McManus, business strategist and money mindset coach. Thank you all for joining. I hope you found this super helpful. Shannon and David, thank you for joining over on Instagram and Ben and Citizen J Kane. I will be going live with you all again tomorrow and on Friday. And I'm losing track of what day we're on. We're on a 30 day sprint Monday through Friday, so if you have any topics you'd like me to go live on, please let me know. Shoot me a little DM if you're curious about working with me. Also shoot me a DM and I will send you a link to book a generate income strategy call. If you're trying to start a business and you don't know what you're doing, you can absolutely keep spinning your wheels. You can keep trying to figure it out on your own, or you can speed up the processing and you work with someone like me. All right? Now if we're not a good fit, I will put you in the direction of someone better. All right, everyone, thank you again for joining. I hope you found this super useful and I will see you tomorrow. Have a good night.