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In this episode of the Advanced Selling Podcast, we relive our old radio days, Business 360 on 1430 WXNT, and we talk LinkedIn pet peeves in advance of our coaching session on how to turn LinkedIn connections into meetings.
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Hey, everybody.
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Welcome back to the Advanced Selling Podcast, the longest running sales training podcast, Podcast History.
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Belkaski here.
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Brian Neal over here.
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We are so delighted to be here with you today.
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And if you are a new subscriber, a new listener to the Advanced Selling Podcast, go to advancedsellingpodcast.com.
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There s a place where we have some of the top episodes that we ve created over the past 130 years.
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And all of that is up there.
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So if you are a new listener, we ve got our 10 most popular episodes up there.
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So make sure you go do that.
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I didn t mention this.
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I forgot.
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The pre-show, as we were preparing for this, that Steve Hartley, remember that name?
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Steve Hartley was the sales manager
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at WXNT when we were on Business 360.
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We actually talked to him a couple of times about trying to do something together.
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And he s off doing his own thing.
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And we know him from another life.
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He sells to automotive dealers and stuff.
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Oh, OK.
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So Steph knows him.
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And he was in here on Friday afternoon.
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getting some business operational advice, because he just started on his own for the first time in his life.
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His kids are grown.
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Really give him a lot of credit for that.
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But I told him the story, the WXNT Business 360 story, which is how the podcast got created.
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Kind of took me back down memory lane.
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Did he recall having a conversation with us?
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He didn t recall that.
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He didn t recall the show.
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He didn t even think that the, when I told him the time slot, he s like, oh, OK.
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Yeah, I get that.
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They ll give you that.
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Noon to 1 on Saturdays.
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Well, the interesting thing about Business 360, and for what Brian s talking about, 15 years ago, we had a show on a local radio station, AM station, called WXNT, call letters.
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And it was called Business 360 on from 12 to 1, I think, or 1 to 2, Saturday afternoon.
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And so we started it in, I think, August.
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And then Brian all of a sudden informs me that he s a friggin  Big Ten.
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I mean, I knew that he was a Big Ten football official.
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I ll be gone for the next 18 weeks.
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OK.
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Well, there you go.
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I ll carry the show.
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Me and this 88-year-old fellow from Greenwood who calls in every show.
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And if you look at the Nielsen ratings on radio, you ll see that the lowest listened-to hour of radio the entire seven days is noon to one on Saturdays.
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That was funny.
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That s how the podcast came about.
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And I know.
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I ve told this story before.
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And then about three years later, I was in Nordstrom one time downtown when it was still open.
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And this guy says, Bill, he took my credit card.
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He worked there.
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And he said, Bill Kasky, was that Business 360?
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I m like, what?
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How did you know that we had two listeners?
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Oh boy, that s how it all started, though.
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Hey, this coming Friday, if you re listening, depending upon when you re listening, but if you re listening before June twenty, this Friday is June twenty sixth at four PM to five PM Eastern time.
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Bill and I are hosting another free online coaching session and we re going to be talking about linked in to very, very popular subject.
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We re going to talk about how to turn your
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LinkedIn connections into meetings LinkedIn connections into meetings and so if that s interesting to you at all join us this Friday 4 to 5 p.m.
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Eastern Time go to advanced selling podcast comm big banner at the top.
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There s a link.
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It s free We re gonna give you some specific advice and then we re also going to take some listener questions So in honor of that upcoming June 26 Event.
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Yeah, we are going to talk about today our pet peeves our LinkedIn pet peeves and this goes for
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people on LinkedIn, people who connect with us, and even it could be our clients who we are recommending heavily to be involved with LinkedIn and some of the response we get.
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So I ve got a handful of them here.
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I ve probably got more than you do.
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Well, no, this is a show that could go on for days.
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I mean, truly.
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And this is a show, this is what not to do.
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We love pet peeves of any kind.
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We do, correct.
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This is true.
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of our best shows.
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So if you re listening today to this show, this is what not to do.
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And then on Friday, on the live Zoom coaching call that s free on the 26th about LinkedIn, how the tournament means, we re going to tell you what to do.
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So this is what not to do first.
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So here s my first one.
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Yeah, please.
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This is when someone sends me a private LinkedIn message that basically says this.
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hey, Bill, I ve reached out a handful of times.
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Since I haven t heard from you, I ll just assume you re not interested.
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And that is obviously some sort of little move, some sort of little technique, little tactic.
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We know what it is.
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We know what it is.
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We know what it is.
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It s out of Baltimore.
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It s the takeaway close or whatever.
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We know.
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We know.
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But if, yeah, I d say that s a pretty safe assumption.
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If I wanted to talk to you, and a lot of times, I don t even remember, and what you have to do then is go,
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But don t do that.
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If somebody s not calling you back, it s probably not because you haven t taken it away in the final email.
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There s nothing to take away.
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There s been no conversation around that, correct?
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That s the problem.
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If you re doing this, there s nothing there.
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Yeah, if we ve had five meetings,
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and a proposal sentence stuff.
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It s a different deal because it s legitimate.
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Like we were talking, we re going on a path and now you re not responding.
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That is an indicator that maybe something s changed, but I haven t even started yet.
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Just don t even bother.
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It s very clear.
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It s very off putting to do one of those.
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That s really, that s one of my first.
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This is a little too obvious, but I can t and I can t imagine our listeners do this, but in case you do, there are some people that
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start to sell in their first message back.
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So after you connect with them, they re like, hey, Bill, great to connect here.
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I m doing a lot of work in the coaching space.
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Here s a little article I wrote, thought you might be interested in taking.
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It s too much too soon.
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It s also generic.
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So if you re going to do that, look at my profile and at least give me one statement.
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See, now I m saying what to do.
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I should save that for five days.
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Save that, because that s a gem right there.
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Yeah, so do not, yeah, the generic, hey, check out this work that I m doing in your space or whatever that s generic.
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It s too obvious it s generic.
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That s not good.
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I ve got the very same thing.
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Anytime there s a generic message where by using my first name, you think I think that it s a custom message.
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It s not because we know you have some kind of a virtual assistant inserting the first name and cutting and pasting it.
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So I totally agree.
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Yeah, what else you got?
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I You know the one you just described there about the article I don t mind that so much if it s something of value that you re they re offering me like I m glad we re connected I just wrote an article yeah, that s a little bit forward but
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But if it s a good article that brings me value, I m probably not so offended by that.
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Or if it s a video, or if it s we just did a podcast recently on this, thought you d like to hear it, that s probably not bad for me.
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But I see how that kind of blocks the line.
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It s the generic part of it.
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A little too much.
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Yeah.
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If I feel like everyone s getting the same one, LinkedIn is supposed to be a little bit tighter than that.
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That s all.
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Here, this happened to me.
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And part of this is my ego.
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So I understand.
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I m trying to put that on there.
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So I m a big fan of connecting with a lot of people, especially when we have mutual connections.
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So if you have someone that has a couple hundred mutual connections, and you send them a connection request, and they respond with this, hey, thanks for the connection request.
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Pardon me for being offensive here, but can you remind me how we know each other?
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And I m going, this is a local person who s actually in our space, so technically a competitor.
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I don t see people as competitors in our space, but other people do.
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But whatever.
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I m like, OK, you know who I am.
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They should know who you are, you mean.
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Yeah, not that.
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But look at it.
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It s a small community.
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We have 220 mutual connections.
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Obviously, there s a reason why, you know, and we haven t met yet.
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No, no, no.
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Don t the whole remind me how we know each other, because what they re saying is, I don t know either.
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I don t know who you are.
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And then they just say, I don t know who you are.
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But just be more direct.
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Just remind me how we know each other.
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That s it s so like contrived to me.
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I m like, don t say that.
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That s, that s see,
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However, if it s a cold invite and we don t have anybody in common, I will not, I mean, if it s a CEO of a company and it s a, I may say, remind me how we have connected.
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But if that s cold, if it s just a default email, it s nothing warm about it, I might ask that question.
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But not if we re in the same town, 200, they know who you are.
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Absolutely.
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And if not, they can look in about two seconds, figure it out, and figure out maybe why I m trying to connect with them.
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Because I m trying to help our business community here and network with, connect with other people like that.
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And then if it s cold, it s cold.
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So then it doesn t matter.
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I don t look at 218 mutual connections.
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It s cool.
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No, no, no, no.
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And then I also think if you do that, so if you now here s where I would say that if someone said, Hey man, it s great seeing you at the ball diamond on Saturday.
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Hope your kid.
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And I m like, who in the heck is this?
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I m like, Oh,
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Then it s on me, now I m like, I truly had a conversation with someone I don t remember, that s bad, so.
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That s it.
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But then you say, who are you?
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And they re like, I did.
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I m like, no, no.
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Yeah, I m just digging in.
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I m asking everybody.
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I m asking my wife.
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Good.
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Here s one.
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People who reach out and they want to have a quick conversation with you under the guise of helping each other.
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Oh, right.
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And these are typically financial planners, financial people, John Hancock.
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And I m not picking out, because I know we probably have a lot of John Hancock listeners.
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I have one of those in my inbox right now from a financial advisor.
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I thought it d be good for us to get together and maybe we could help each other out a little bit.
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And I feel like, yeah, and they may be sincere.
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They really might be sincere, but it just feels a little too...
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And again, we re gonna talk about the what, I m fighting the urge to give the what to-dos, it s hard to do right now.
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So we ll do that on Friday, the to-dos, because there s some really great ways to do this that are better than what Bill and I are talking about.
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Here, this is a pet peeve.
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So if you are any sort of business building, business development, human being, and you re looking to use LinkedIn as a mechanism to connect with others, share, learn, grow, that sort of stuff,
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do not make it a requirement to put your email address in there to get connected to somebody.
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So there are certain people that have their settings on lockdown, so that if you send them an email request, or if you send them a connection request that says, to connect with Bill, you must have, please put Bill s email address, and it s gotta be your email address.
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Now, you know, I just did that with Tim Tebow.
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I understand Tim Tebow may want a little bit of arm s length, a little bit.
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But there are other people that are really famous that we both know that I ve connected with one off.
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I ve connected with, yep.
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And so if you re, and I got really put off by, it s actually a vendor partner of ours.
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And one of the co-founders and the COO has that as a requirement.
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And I m like, if you re a startup in Indy, in Indianapolis, in our market, and you re trying to grow your business, which they re a startup, you ve got to take that off.
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Because you re telling the world you re too good for the world.
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I m like, you can t do that.
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They probably heard that at a seminar or on a podcast or something.
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I don t know.
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That s one of mine.
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Don t do that.
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I mean, if you re really fit, you know what I mean?
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If you re Jay-Z, you can do that.
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I understand that, but you know.
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Yeah negative here s here s a pet peeve I have and this is I m going to switch gears a little bit These are because I know that you and I both have a lot of clients.
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We re recommending do more on linkedin whether it s videos or posts or whatever And I had a person I started to coach the other day and this is a very very wonderful person Really smart really clever very clever And I said you should be doing a weekly
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like a Netflix series, obviously not on Netflix, on LinkedIn, a weekly series, where maybe it s at the end of the week, you come back and you do like a five minute video on some of the biggest challenges you heard this week, and they re in the leadership, organizational theory space, and she s really bright.
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And her response to me was, well, I m not sure I would know what to talk about every week.
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Well now, this person has written three books.
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Three books and this person is, as I said, very smart when it comes to all things.
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And now I feel like this is a perfect time to do something like that because people are struggling with leadership.
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And so sometimes I think we don t realize how much we know.
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And we just need to, even if it s just taking a PowerPoint slideshow you ve done over the past six months and just taking one slide and doing a video on it, another slide and doing, the point is that we have to figure out a way to get our expertise out to the market.
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And LinkedIn is a perfect tool for that.
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That is so interesting that people have that resistance, isn t it?
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I see it too when I m teaching LinkedIn.
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And we might do some of this on our coaching call on Friday.
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People do everything like except hit enter.
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They just can t hit the button.
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It s weird.
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I m like, what are you afraid of?
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I don t know.
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But don t you find that sometimes when you get ready, you say, you know what?
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I was outside here today and I hadn t posted in a while on LinkedIn.
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I thought I need to do something because we re going to be talking about it.
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I posted a couple last week.
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And it was hard to have something come to me.
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I mean, I was thinking, well, what do I want to talk about?
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And my mind just literally went blank.
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And it s like, wait a minute, my mind s not blank.
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It s just that I m not thinking about it the right way.
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But I think that s, we will talk more, and we are going to do a fair amount of that whole idea of how do we generate organic traffic, too, on LinkedIn.
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Yeah.
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Great pink shirt, by the way.
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Oh, thanks.
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It s really great.
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Great color.
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So if you have not yet signed up, go to advancedsellingpodcast.com, live stream, Friday, June 26, 4 p.m.
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Eastern.
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At the very top of the Advanced Selling Podcast page, you will see a bright green sign.
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and it will have the registration.
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Is it green?
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I don t think so, it s yellow.
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I think it s yellow, isn t it?
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Yellow or orange?
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Orange.
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Orange, it s orange.
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It s brand standard orange.
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It s Pantone, what do you call that?
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Pantone?
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Pantone 95.
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Pantone 9568.
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It s RGB, RGB 375522.
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Yes, it s a cutie nectarine tangerine orange.
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Anyway, see you next time.
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You ever sometimes find yourself doing things and you re like knee deep in it and all of a sudden you re like, why am I messing with it?
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I was trying to figure.
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I was trying to figure out the other day on Sound Studio how to make my voice sound like it was in a hall.
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I ve got some ideas on some of these things that I want to do.
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So here I am trying to take the reverb from 0.5 down to 0.4.
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I spent a half hour on this and I m like, Travis could do this in three seconds.
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Where s dad?
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He s in the studio.
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What s he doing?
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He s been trying to figure out how to make himself sound like he s in a stadium, but he s in the basement.
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It s true, isn t it?
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We ve all been there.
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It s so true.
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We ve all been there.
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And then if you ever do figure it out, you re like, hey, honey.
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Hey, come here.
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Hey, Jane.
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Come here and check this out.
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Wait, listen.
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Yeah.
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Here, listen.
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Hear that?
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She s like, yeah.
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Does it sound like I m in a stadium?
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She s like, not really.
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Or you say, hey, if you ever want to make your voice out, I got to tell you.
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I got you.
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I got it right here, right?
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Yeah, I ve got something.
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Get a pen.
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Check this out.
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Write this down.
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OK.
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It s so funny.
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All right.
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See you on Friday.
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Yeah.
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Bye.
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Take care.
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Bye.