0
SPEAKER_01
Hey, if you re coming out of Q2 strongly and want to head into Q3 with turbocharging, we re doing a special live masterclass on June 28th titled the Q3 Rocket Ship.
0
SPEAKER_01
The goal of this workshop is to arm you with the proper tools to make Q3 even better heading into the end of the year.
0
SPEAKER_01
This is the time of year where you want to build momentum for the next 12 months, and we want to help you do that.
0
SPEAKER_01
To get more info, check the show notes.
0
SPEAKER_01
There s a link there.
0
SPEAKER_01
There s no charge for this.
0
SPEAKER_01
Be the commander of your Q3 rocket ship, if that doesn t sound too corny.
0
SPEAKER_01
Love to see you on June 28th.
0
SPEAKER_01
Hey everybody, back at the Advanced Selling Podcast, the longest running sales training podcast in podcast history.
0
SPEAKER_01
I m Bill Kesky.
0
SPEAKER_01
I m Brian Neal over here.
0
SPEAKER_01
And we are coming to you today knowing full well that our sound quality is not optimal.
0
SPEAKER_00
This is the string can version of the Advanced Selling Podcast, isn t it?
0
SPEAKER_00
Yeah.
0
SPEAKER_00
So if you can read through it, we will too.
0
SPEAKER_01
And I think we ve got some good content if you can look past some of the microphone issues.
0
SPEAKER_00
We do, and you re out visiting your new granddaughter, yeah?
0
SPEAKER_01
Yeah, my new granddaughter, I m in Denver, and Kara just had a Palmer about four weeks ago, and it s the first time I ve met her.
0
SPEAKER_01
She handed her to me when I walked in the door, and because I have not held a newborn for 29 years, I was a little- Yes, a little shaky.
0
SPEAKER_01
I haven t had nearly enough reps in the last 29 years, so I became agitated.
0
SPEAKER_01
I passed that agitation on to her,
0
SPEAKER_01
And she was asking for her mommy even though she doesn t speak.
0
SPEAKER_01
Little balls of energy, aren t they?
0
SPEAKER_00
They just sense it, don t they?
0
SPEAKER_00
Okay, all done here.
0
SPEAKER_00
You can have her back now.
0
SPEAKER_00
Exactly.
0
SPEAKER_00
All done.
0
SPEAKER_00
Exactly.
0
SPEAKER_00
She s like, me too.
0
SPEAKER_00
So I get it.
0
SPEAKER_00
She s going to grab your heart.
0
SPEAKER_00
Not let it go.
0
SPEAKER_00
Yeah.
0
SPEAKER_00
Grows up.
0
SPEAKER_00
Guaranteed.
0
SPEAKER_00
That s awesome.
0
SPEAKER_00
That s so fun.
0
SPEAKER_00
Hey, I wanted to mention we got I got a LinkedIn message referencing a conversation you and I had in Episode 713.
0
SPEAKER_00
I love when our listeners highlight the episode.
0
SPEAKER_00
I think that s so fantastic.
0
SPEAKER_00
This is from Jeff Mazza.
0
SPEAKER_00
He gave me permission to use his name.
0
SPEAKER_00
So Jeff says still a longtime listener regarding the trombone solo discussion in Episode 713.
0
SPEAKER_00
He s talking about this trombone.
0
SPEAKER_00
We were talking about, you know, different musical, we like music, Bill and I do.
0
SPEAKER_00
Here s what he said.
0
SPEAKER_00
This is the, I said, Jeff did a little dig here.
0
SPEAKER_00
He says in his email to us, I would expect Bill, in parentheses, at his age, would have thought of Chicago as the best trombone solo.
0
SPEAKER_00
Jimmy Pankow is a Rock and Roll Hall of Fame trombone player, 25 to six to four.
0
SPEAKER_00
is the great trombone solo, which which he said that I just thought the at his age, what it is.
0
SPEAKER_01
He s exactly right.
0
SPEAKER_01
I missed that.
0
SPEAKER_01
Isn t it?
0
SPEAKER_00
Yes, that s it.
0
SPEAKER_00
Right.
0
SPEAKER_00
Jimmy Panko.
0
SPEAKER_00
Right.
0
SPEAKER_00
That s a good one.
0
SPEAKER_00
I m just beneath enough because I m like, well, wait a second.
0
SPEAKER_00
I know Chicago.
0
SPEAKER_00
I grew up with that stuff, but not deep enough.
0
SPEAKER_00
That s a great little point of trivia that Jeff share with us.
0
SPEAKER_00
I thought it was really great.
0
SPEAKER_00
Jeff Panko, Rock and Roll Hall of Fame trombone player.
0
SPEAKER_01
Well, you know what I m going to be doing after we re done.
0
SPEAKER_00
Exactly, so thanks Jeff for being he s been a long, long time listener.
0
SPEAKER_00
I m not offended by that at all.
0
SPEAKER_00
I just thought that was funny.
0
SPEAKER_00
I m like little dig at his age.
0
SPEAKER_00
I m like, what is that supposed to mean?
0
SPEAKER_00
So that s it.
0
SPEAKER_00
I don t have the meaning by it at all.
0
SPEAKER_00
Yeah, exactly.
0
SPEAKER_00
OK, OK, topic topic today.
0
SPEAKER_00
Yeah.
0
SPEAKER_00
Yep, I ll tee it up here.
0
SPEAKER_00
And the topic is basically two words, kind of three, but the topic today is LinkedIn fatigue.
0
SPEAKER_00
LinkedIn fatigue is any or any of you listeners suffering from LinkedIn fatigue, and I m just going to share my side of it.
0
SPEAKER_00
around and give your perspective here.
0
SPEAKER_00
So LinkedIn to me is one of the greatest sales connecting tools we have for learning, for sharing, for creating more introductions for ourselves and others.
0
SPEAKER_00
I absolutely love it.
0
SPEAKER_00
We talk about all the time, personal branding.
0
SPEAKER_00
And I went through a severe drought
0
SPEAKER_00
at the end of last year and beginning of this year, where I was just so tired of the noise on LinkedIn.
0
SPEAKER_00
It s just like, who can make the most noise?
0
SPEAKER_00
Remember the humpa loa and the Grinch?
0
SPEAKER_00
All that noise, noise, noise, noise.
0
SPEAKER_00
Remember that statement?
0
SPEAKER_00
That s what I felt like.
0
SPEAKER_00
I just like, I m done.
0
SPEAKER_00
I just can t do it.
0
SPEAKER_00
And I teach it and I m a proponent.
0
SPEAKER_00
So it just got me thinking,
0
SPEAKER_00
that are you or do or any of our listeners suffering from LinkedIn fatigue?
0
SPEAKER_00
And if we are knowing that this great tool, it s almost like having a treadmill or a Peloton in your basement, you re out of shape, it s right there, all you have to do is get on it.
0
SPEAKER_00
And you don t get on it for 616 a year, you don t get on the Peloton.
0
SPEAKER_00
And then you complain about being out of shape.
0
SPEAKER_00
I felt like that a little bit with LinkedIn.
0
SPEAKER_00
So that s the topic.
0
SPEAKER_00
I don t have an answer just the problem.
0
SPEAKER_00
Help me therapy time.
0
SPEAKER_01
Well, I totally agree with you.
0
SPEAKER_01
We did a little bit of pre pre nups here, but.
0
SPEAKER_01
I agree, and a lot of my clients who I am always saying more, more, more, I ve got to be better at suggesting what exactly does that mean, because it doesn t mean three times a day.
0
SPEAKER_01
I know you ve got help in your office, as do I, to help us do that.
0
SPEAKER_01
A lot of people that are listening, they don t have a virtual assistant to do that.
0
SPEAKER_01
So they re doing it themselves.
0
SPEAKER_01
And so maybe we explore
0
SPEAKER_01
how do you do it yourself, not get fatigued about it, but still do it so that meaningful things happen as a result, like the phone rings or there s a DM.
0
SPEAKER_01
Yeah, yeah, yeah.
0
SPEAKER_00
So you just said that s a great word actually.
0
SPEAKER_00
So the word meaningful is meaningful to me in this discussion.
0
SPEAKER_00
So I think what has occurred, and again, you know, we re proponents, we love Gary V, we love other social media
0
SPEAKER_00
you know, marketing people that say, you know, content is king.
0
SPEAKER_00
That s been, they ve been saying that for 20 years, a little tired.
0
SPEAKER_00
And then it s the quantity on Gary.
0
SPEAKER_00
Gary talks about his dollar 98 version.
0
SPEAKER_00
Give your, give your 2 cents 90 times a day or dollar dollar a version.
0
SPEAKER_00
That s a lot of volume of stuff to communicate.
0
SPEAKER_00
And I get it s hard work and it s good, but is it meaningful?
0
SPEAKER_00
That s a good way to think about it first.
0
SPEAKER_00
Is the work that I m doing, is what I m putting out in the world meaningful to the world and to me?
0
SPEAKER_00
Does it mean something to me?
0
SPEAKER_00
Yeah, that s right.
0
SPEAKER_01
That s right.
0
SPEAKER_01
And I think we ve always stressed here that
0
SPEAKER_01
Posting and creating video or creating articles or whatever also benefits you because it helps you get clearer on what are the Circumstances that my customers are struggling with and how do I connect their circumstances to my solution?
0
SPEAKER_01
And so I think creating content has a byproduct of just making us better communicators So I don t think forget about that.
0
SPEAKER_01
Even if we do post a video and no one shows up no one Money, you know
0
SPEAKER_01
I ll tell you a quick story here, talk about meaningful content.
0
SPEAKER_01
I ve got a client in the freight business and
0
SPEAKER_01
It s kind of a commodity.
0
SPEAKER_01
Well, it is a commodity if you don t, if you don t use it correctly.
0
SPEAKER_01
And she had never posted on LinkedIn before.
0
SPEAKER_01
And I said, what s the biggest problem right now facing shippers?
0
SPEAKER_01
And she said, well, containers, she does a lot of work in containers.
0
SPEAKER_01
She said, the price of shipping a container has really skyrocketed over the last 90 days.
0
SPEAKER_01
And I know why.
0
SPEAKER_01
And no one s talking about it.
0
SPEAKER_01
And so they re having to reroute, which makes everything more expensive.
0
SPEAKER_01
And I said, well, why don t you shoot a video on that?
0
SPEAKER_01
So she did.
0
SPEAKER_01
She shot it.
0
SPEAKER_01
She sent it to me for critique.
0
SPEAKER_01
And I said, well, why don t you shoot a video on that?
0
SPEAKER_01
So she did.
0
SPEAKER_01
She shot it.
0
SPEAKER_01
She sent it to me for critique.
0
SPEAKER_01
And I said, well, why don t you shoot a video on that?
0
SPEAKER_01
So she did.
0
SPEAKER_01
She shot it.
0
SPEAKER_01
She sent it to me for critique.
0
SPEAKER_01
And I said, well, why don t you shoot a video on that?
0
SPEAKER_01
So she did.
0
SPEAKER_01
She shot it.
0
SPEAKER_01
She sent it to me for critique.
0
SPEAKER_01
It was not where it needed to be.
0
SPEAKER_01
She did it a couple of other reps.
0
SPEAKER_01
And she posted it, and she s had 4,000 views on it.
0
SPEAKER_01
She s booked two calls from it.
0
SPEAKER_01
And so that s an example.
0
SPEAKER_01
If she just did that once, which I m not recommending you do things once, but it was meaningful to her audience.
0
SPEAKER_01
Hmm, and now she s she s learned some more about it.
0
SPEAKER_01
She s going to post another video later this week It s as it as it s a developing story.
0
SPEAKER_01
There s a new there s a new wrinkle to it And so that s something that I think is useful because you re actually delivering useful content and it s not just noise Yes, gosh, that s what a great story.
0
SPEAKER_00
I
0
SPEAKER_00
I didn t know that.
0
SPEAKER_00
And so and I m not in the shipping business.
0
SPEAKER_00
I don t ship anything.
0
SPEAKER_00
That s it was interesting to me as soon as you said, and I loved how you framed it up like she knew why.
0
SPEAKER_00
And why?
0
SPEAKER_00
Let me tell you why this little secret that nobody knows or is talking about.
0
SPEAKER_00
That s right.
0
SPEAKER_00
It s I m like leaning in, you know, like, it s because it s too dry in the panel.
0
SPEAKER_00
I m like, Whoa, the other thing that s interesting is it gave me this picture in my mind of all these ships.
0
SPEAKER_00
Yeah, I grew up on the Ohio River.
0
SPEAKER_00
So I know when the
1
SPEAKER_01
river s low, what it looks like.
1
SPEAKER_01
And they dredge and the barges.
1
SPEAKER_01
It s so funny how you, how that s become as meaningful.
1
SPEAKER_01
And it just hit me.
1
SPEAKER_01
I don t even do what she does.
1
SPEAKER_01
It s really great.
1
SPEAKER_01
What a great story.
1
SPEAKER_00
That s an example.
1
SPEAKER_00
And maybe that is a tip for listeners is I don t think it does take quantity, but it also takes meaningful, uh, you know, content value that if somebody watches it, they re a little bit more aware than they were before they watched it.
1
SPEAKER_00
Right.
1
SPEAKER_00
Very good to me.
1
SPEAKER_01
That s the essence.
1
SPEAKER_01
Yes.
1
SPEAKER_01
Yes.
1
SPEAKER_01
And it was something that meant something to her that she felt like was special knowledge she had.
1
SPEAKER_01
Yeah, it s really great.
1
SPEAKER_00
So now I just talked to her a few minutes ago.
1
SPEAKER_00
She s now she s all over it.
1
SPEAKER_00
Now she wants to do.
1
SPEAKER_00
She s ready.
1
SPEAKER_00
But sometimes, you know,
1
SPEAKER_00
So how does one, let s get to the topic here, given an example, but how does one either change their perspective of what LinkedIn is so that they don t experience fatigue, or change their actions, like the pressure to create something every day?
1
SPEAKER_00
How does one do that?
1
SPEAKER_00
I think that might be a good question.
1
SPEAKER_01
Yeah, I would agree.
1
SPEAKER_01
I m going to give an old, I used to give this advice out in this way.
1
SPEAKER_01
Just as an example, I m not like a fitness guru guy or personal trainer or anything, but I used to talk about the first step.
1
SPEAKER_01
Sometimes I ll say the first domino of anything.
1
SPEAKER_01
So when it comes to physical fitness, people are like, what do you do?
1
SPEAKER_01
People are like, well, go sign up at a gym.
1
SPEAKER_01
you know, buy a Peloton.
1
SPEAKER_01
I m like, you know, I think there s something even before that.
1
SPEAKER_01
There s, I m sure there s something before what I m going to say, but I like to say, just fricking put on your shoes, your workout shoes, your running shoes.
1
SPEAKER_01
Just put your shoes on, sit on the couch.
1
SPEAKER_01
You don t have to even lean, just lean forward, put your shoes on, tie them and just sit there.
1
SPEAKER_01
And eventually you ll probably stand up.
1
SPEAKER_01
And then if you stand up, you ll probably go outside, you know, get in your car and go to the gym, or you ll go for a walk.
1
SPEAKER_01
And now you re on your way, but that s, that s what on your shoes.
1
SPEAKER_01
So I m staring at my exercise equipment or I m staring at LinkedIn.
1
SPEAKER_01
I m like, I need to do something here.
1
SPEAKER_01
And so just do the smallest, easiest thing.
1
SPEAKER_01
Because I think sometimes, like you said, Bill, and obviously you and I are proponents of video and production and things like that in a big way.
1
SPEAKER_01
And for some people, that s just so overwhelming.
1
SPEAKER_01
What s the easiest, smallest thing they could do?
1
SPEAKER_01
They just take an article and share it with somebody.
1
SPEAKER_01
or just they just share anything that they read.
1
SPEAKER_01
They said share or just like something, just start.
1
SPEAKER_00
Share something that s already on your website or your company.
1
SPEAKER_00
Yeah, right.
1
SPEAKER_00
People have gone to great lengths and trouble to post articles that are helpful on your website.
1
SPEAKER_00
So if it stays on the website, nobody ever sees it.
1
SPEAKER_00
So here s a chance to promote that.
1
SPEAKER_00
Easy takes a few minutes, but still it s it s interesting and it s valuable to the listener to your audience 100% Yeah, I like that.
1
SPEAKER_00
I was listening to Do you know who dr. Kelly Starrett is?
1
SPEAKER_00
uh-huh, he s a he s a movement specialist and he works with pro teams and Leads and he just wrote a book called
1
SPEAKER_00
what s it called, meant to move.
1
SPEAKER_00
And the whole idea is we are not meant to sit like this, we re not meant to stand, we re meant to move.
1
SPEAKER_00
And he has come up with some statistics and he was interviewed and I heard what the stats were, but I can t remember.
1
SPEAKER_00
But the point is that he said, if you re, like you said, if your shoes are more than 10 steps away from your bed, the adherence to the process goes way down.
1
SPEAKER_00
Wow.
1
SPEAKER_00
Wow.
1
SPEAKER_00
And it s like, you have to have things right in front of you.
1
SPEAKER_00
And if you take that first step, and maybe in LinkedIn, the first step is brainstorm five ideas.
1
SPEAKER_00
Brainstorm five problems that your customer base has right now in this area that you help them in.
1
SPEAKER_00
And just do that.
1
SPEAKER_00
Don t even think about video or production or camera setup or construction of show.
1
SPEAKER_00
Think about that.
1
SPEAKER_00
Do that.
1
SPEAKER_00
And that may send you off on a little bit of momentum.
1
SPEAKER_00
Yes, just starting.
1
SPEAKER_01
You can do it on your phone.
1
SPEAKER_01
Open a note in your phone, just write it down.
1
SPEAKER_00
It s really good.
1
SPEAKER_00
I mean, I just did that this morning.
1
SPEAKER_00
I was out walking around aimlessly and I knew we were, I posted to my notes, my ASP notes, three topics.
1
SPEAKER_00
And we probably did all three, but it s that first step.
1
SPEAKER_00
Okay, that crossed my mind.
1
SPEAKER_00
This would be good to talk to Brian about.
1
SPEAKER_00
And if you have that, then you and I aren t staring at each other saying, well, what do we talk about today?
1
SPEAKER_00
Because we always have ideas.
1
SPEAKER_00
Yeah.
1
SPEAKER_01
Got that contact buzz out there in Denver, right?
1
SPEAKER_01
Get your brain going.
1
SPEAKER_01
Creative as hell out here.
1
SPEAKER_01
Sort of everywhere.
1
SPEAKER_01
My last bit I ll say on this one, and I think it goes hand in hand with the two things that we just mentioned too, is everyone on LinkedIn
1
SPEAKER_01
Whether you have LinkedIn fatigue or not, you do have what I would call your favorite type of activity on LinkedIn.
1
SPEAKER_01
So some people like to scroll.
1
SPEAKER_01
Some people like to do a video.
1
SPEAKER_01
Some people like to engage.
1
SPEAKER_01
Some people like to DM people.
1
SPEAKER_01
I would also start, if you have LinkedIn fatigue, back where it s something you like to do.
1
SPEAKER_01
I love to share things that other people put up.
1
SPEAKER_01
It makes me feel like I m giving and I m amplifying someone else s stuff.
1
SPEAKER_01
So it s a good starting point for me, but that s just me.
1
SPEAKER_01
But start at a place where you enjoy all the LinkedIn stuff you can do.
1
SPEAKER_01
What do you enjoy the most and do that?
1
SPEAKER_01
Starters.
1
SPEAKER_00
Yeah, because you ll do it.
1
SPEAKER_00
You ll keep consistent with it if it s something you do.
1
SPEAKER_00
Like, I don t enjoy DMing people because I know for a fact that people get so many of those and unless it s crafted perfectly and I know the person, like cold DMing, does it work?
1
SPEAKER_00
Yeah, I guess it would, but I don t have the, I don t enjoy that.
1
SPEAKER_00
I do enjoy video.
1
SPEAKER_00
I do enjoy content.
1
SPEAKER_00
I enjoy sharing things.
1
SPEAKER_00
So maybe that s one way to get past the fatigue is just reorient yourself to the process of LinkedIn posting and just become clear and take it back to the basics and start to build momentum that way.
1
SPEAKER_00
I love it.
1
SPEAKER_01
Because it doesn t fatigue is cured.
1
SPEAKER_01
Oh, it totally does.
1
SPEAKER_00
I mean, it does work.
1
SPEAKER_00
It s not about now if you post once a year, probably not going to work.
1
SPEAKER_00
But if you re a consistent contributor, and think about it as contribution to your audience, it will work people will reach out or you reach out to them and they ll say, Hey, Brian, I saw that video you did.
1
SPEAKER_00
That was awesome.
1
SPEAKER_00
All my sales team.
1
SPEAKER_01
So there is no doubt that it works over time if you and when you do it without question.
1
SPEAKER_01
Yeah, and this has been good.
1
SPEAKER_01
Thanks kind of therapeutic for me too.
1
SPEAKER_00
Thank you for the topic man.
1
SPEAKER_00
All right.
1
SPEAKER_00
All right.
1
SPEAKER_00
Speaking of LinkedIn, if you re not already a member of our LinkedIn group, go to advancedsellingpodcast.com slash LinkedIn.
1
SPEAKER_00
You can join 11,000 of your closest friends and our listeners there at LinkedIn in the group.
1
SPEAKER_00
And that might be a good question for the group is how you deal with LinkedIn fatigue.
1
SPEAKER_00
And I bet we ll find a lot of people who either haven t started on LinkedIn because of it or they get burned out.
1
SPEAKER_01
100%.
1
SPEAKER_01
Yeah, guaranteed our people this is going to be like a liberating episode.
1
SPEAKER_01
Yeah, they re like those guys get linked in fatigue.
1
SPEAKER_00
Those two do like we sure do.
1
SPEAKER_00
And I think it s hard to bring up because we are telling people to do it.
1
SPEAKER_00
And so we feel, I m not saying you do, but I feel a little bit like a rummy in preacher s clothing.
1
SPEAKER_00
Oh, sure.
1
SPEAKER_00
You need to do it.
1
SPEAKER_00
You need to do it.
1
SPEAKER_00
And you look at Bill Caskey s like, well, you haven t pushed.
1
SPEAKER_01
Exactly.
1
SPEAKER_01
That s where I was like, I literally, it s like a six month, I have little here and there, but nothing major.
1
SPEAKER_01
And that s I m like I gotta come clean on this because it s that s how I was feeling Yeah, I think that s good for people to be able to understand and hear vulnerability to that Yeah, even people like us to do this for a living and we re not it s not perfect.
1
SPEAKER_00
You know, yeah I think it is fatigue and burnout whether it s cold calling or whether it s linkedin or Fatigue and burnout is your is your body and mind telling you something and we need to listen to it And what it s telling you there is you re not you re not thinking about it the right way.
1
SPEAKER_00
It s okay Well, let s let s rethink the thinking.
1
SPEAKER_00
Yes
1
SPEAKER_00
think about the thinking me like, okay, go join the insider program.
1
SPEAKER_01
By the way, it s right there on the little if you re watching on YouTube, mansellingpodcast.com slash insider.
1
SPEAKER_01
Great, great value for live coaching from my friend, Bill.
1
SPEAKER_01
Absolutely.
1
SPEAKER_00
Okay.
1
SPEAKER_00
See you next time.
1
SPEAKER_01
Bye.