4 FREE Ways to Generate B2B Leads in Lockdown AND Beyond with Sarah Hughes

Apr 28, 2020

At the time of recording this episode of the Growth Moves podcast we’re under ‘house arrest’ due to coronavirus but these are strategies you can use to generate B2B leads well beyond that...

My guest Sarah Hughes is regarded as the B2B Lead Generation Expert, with a specific focus on LinkedIn, and in this show she shares 4 FREE Ways to Generate B2B Leads in Lockdown AND Beyond…

Listen in or read the automated TRANSCRIPT, courtesy of Otter, below:

Rob Tyson
Welcome back listener Rob Tyson here and in the last episode, I talked to deliverability expert Adrian Savage about how to double your email open rates in four steps. So you must catch up on that one. If you missed it. It was really good. But I'm here today with Sarah Hughes. Now Sarah is regarded as the b2b lead generation expert with a specific focus on LinkedIn. And in this show, she's going to be sharing four free ways to generate b2b leads in lockdown and beyond because at the time of recording, we're all under house arrest due to Coronavirus but regardless of that, these are strategies you can use to generate b2b leads well into the future.

But before we welcome Sarah and get into all that good stuff, if you're listening to this show, chances are good you have professional expertise you'd like to monetize with an online business or an online component, perhaps, that breaks the time for money link.

And if that's the case, I'd like to invite you. I have a free web class that's gonna explain why the ‘ascension model’ or ‘value ladder’ you've probably heard quite a bit about is actually a really bad approach for most people in your position, and exactly what you should do right now instead if you'd like to generate real cash flow quickly and finally get on the right track with monetizing your expertise online. So all that is free. All you need to do is pop along to robtyson.net/class for the details. That is robtyson.net/class.

With that all said, Sarah is here. Welcome, Sarah. Great to have you with us.

Sarah Hughes
Oh, brilliant to be with you. Thank you and it's a sunny day what's not to love?

Rob Tyson
It's hell of a sunny here. And we're not complaining at all. So Sarah, just before we get into these four free ways to generate b2b leads, just talk to us a little bit. How did you get into this space in in the first place?

Sarah Hughes
Oh, I get asked that a lot. It's a great question. And I, I'm an award winning marketer, and I founded my first marketing agency in 2002. And I was, you know, very happy doing that. And then around 2009, I started advising my marketing clients to get on LinkedIn, because it was starting to do a lot more, and there are a lot more people on it. And then my clients would say to me, Well, I'm on it, but I don't know what to do with it. And then I just saw a real gap in the market because LinkedIn is an amazing platform, but I wouldn't say it's that intuitive or easy to use, but because of the benefits it offers, I think it's worth you know, really getting hold of it and making it work for you. So I then devoted thousands of hours of learning and testing and, and came up with different systems and processes and services that equip everyone from a sole trader to a corporate entity to leverage LinkedIn if they're marketing to other businesses. And it's sort of Yeah, that started in 2009. I formed that part of my agency was to focus on the LinkedIn side, and it's going great guns and it's never been easier.

Rob Tyson
Really good. And I know from talking to you, your your approach to this is that obviously, there's the tactics we're going to get into those. But before we get into the tactics, a lot of this is about having the right mindset, correct.

Sarah Hughes
Yeah. And that's absolutely because I I sort of already what we're Wednesday This week. So I've already got three new clients this week, as a result of my activity on LinkedIn. And this we are well in lockdown now, aren't we? So it's just to say that for some people that is still business out there. And even if I had a woman, Heidi Jenkins, who came on one of my webinars a couple of weeks ago, again after locked down and started, and she just followed one of our actions, which is one of the actions we're going to share with you today, actually. And she took one of those actions and she got an appointment the very next day with a major Birmingham law firm. So I would say, you know, even if there's not an active opportunity now to win work, it's about keeping friends mind and planting the seeds so that when you market does come back, and now have to come back in some form. Then you are there and you're primed. So it was Just that part of mindset, I'm a really productive person. And I like to, you know, put myself in the driving seat. I like to be in control of my destiny. And I always find taking action far better than, you know might be enjoyable doing that Netflix binge watch Martin it, but you don't feel great afterwards.

Rob Tyson
It's like, I don't know, it's like eating a load of Easter eggs or something, isn't it? Yeah,

Sarah Hughes
I know. You can't stop when you're doing it. But then you really wish Yeah. Yeah.

Rob Tyson
Yeah, no, I know. I mean, on on, you know, a serious note. I mean, you're absolutely right, what you say, um, you know, I've recently had a client come in, and this was someone who attended a webinar of mine kind of three years ago. And I, you know, I didn't they were obviously in my audience, and I didn't know anything of them. But it just was that the timing was right. And so you're right. That stuff only happens though, if you're taking action and actually putting yourself out there, doesn't it?

Sarah Hughes
Yeah, absolutely. And I mean, I've got other sort of, for example appointments this week, but the the three that I've just referred to three wins. Were as a result of people seeing my posts and my messages on LinkedIn and then getting in touch with me and booking appointments. So and that's because I am being proactive and I'm having I've got a plan of action. And I'm, I'm putting the effort in.

Rob Tyson
Absolutely. And what is it about LinkedIn that makes it a an opportunity particularly?

Sarah Hughes
Well, I'm it's, obviously historically it was known as a recruitment platform, wasn't it? And you know, it's the online CV marketplace. But the reality is, it's much more than that. And it's now got more than 700 million members. So it's the world's number one b2b, social platform. anyone you want to reach that is in business or is professional. They're all fine to Boland contactable in a couple of clicks. So the real jewel LinkedIn prime, in my opinion, is its directory or its database, because it just gives you unparalleled access and information. And so other types of fast facts I wanted to share is that 25 million LinkedIn profiles are viewed a day. And so, you know, what does your say about you? How does your LinkedIn profile match up against the competition? because believe me, people are comparing. And the second fact is that 91% of xx rates LinkedIn as the first choice for professionally relevant content, so your content needs to be on there and it needs to be seen. Thirdly, 74% of buyers, choose the sales rep. That was the first to add value and insight. And one of the things I'm going to cover in our time today, Rob is some little mini checklist about content. And then finally, some of the, the, the actions you can and the benefits of LinkedIn are things like it gives you brand and product service and awareness, prospecting, lead generation data capture competitor intelligence and appointment setting if you know what you're doing with it. So those are the sort of fast facts about LinkedIn just I wanted to share to landscape really the opportunities it delivers now, if you market to other businesses at all,

Rob Tyson
yeah, it's a big opportunity there for sure. Yeah. Particularly the b2b world. There's nothing like it really is there. So. So yeah, so talk to us about these four ways, then Sarah, what's the first the first way that we can we can get more b2b leads?

Sarah Hughes
Absolutely. And the first one is to optimize your personal profile. I mean, I've written myself little notes here so that it sinks and shines. The personal profile, obviously, there are three entities within LinkedIn. There's your personal profile, there's a company page, and there are groups. But the personal profile, it's still at the heart of where LinkedIn is, because it started out as a networking platform. And it really still is that obviously there are these other sections to it. But it's really about people connecting with people, isn't it? And as we know, you never get a second chance to make a first impression. So and what I wanted to do was just, should I go through I've got a little mini checklist I've put together you Okay, forget through that arrow.

Rob Tyson
Yeah, please. That'd be really good. I promise.

Sarah Hughes
So the first thing is your head and shoulder pick, obviously, when, and this might seem an obvious one, but the fact that there is so many bad photographs still on LinkedIn makes me think, is it that obvious? And it's just, you know, are you recognizable? Is it professional? Do you look approachable? And is it head and shoulders there's no point in having, you know, a full length pic of you from miles away because when your picture is shown it's a little to the thumbnails and then what's going to recognize you anyway. And the second is that this is a really, really this works for me so one gets me so much work. And that's the fact that you can add key wording into your surname field. So you know, when you've got your your name below your picture on your LinkedIn profile at the top, you can actually add a key phrase into the surname cell. And that has loads of benefits it means that you're more easily found by those searching for what you offer. And also when you comment on a post. And that gives you extra brand awareness because it also gives an opportunity for those viewing the page to see what your offer is, say for example, In my surname Sal, as well as the name, Hughes, which is my surname, I've got a little rocket because my business is called beast business growth. And I've got b2b marketing experts. And that just really, really helps whenever I comment anywhere, or I appear in a search, massive, massively successful and works really well. And I want to ask, have you got that in your surname? Rob, I don't think I did see when I looked at your profile?

Rob Tyson
That never occurred to me, actually, I didn't even know was possible to do this. So it's no, this is something I can look at, for sure.

Sarah Hughes
Absolutely. And another top tip is it's better to make all the changes I'm suggesting, in the full LinkedIn site on a desktop, you get about only 10% of the functionality of LinkedIn by using the LinkedIn app.

Rob Tyson
Yeah. Well, you already know this probably but I This was news to me I am because I haven't used the LinkedIn app. I've got it on the iPhone. I don't use it very much, but I was using it the other day. And you actually in your kind of your, I'm not sure you'll know exactly what you call this, you know your description of what you do your description, or your time. Yeah, your headline. You get more characters if you edit that on in the iPhone app, by quite a long way. And I was really amazed to find this but there you go.

Sarah Hughes
Yeah, it's, it's it swings, random bytes. Because ironically, you get it's harder, they give you less in your surname cell. If you do it on the app. So it is though swings and roundabouts isn't it of and I just think as well generally speaking, you get so many more features in the full site. But yeah, the apps got a few, a few extra like for example, you can read To work around cheese in full LinkedIn site, but on the app, you can send someone a voicemail within LinkedIn. And so that's just something that unless you've got the workaround that we know you can't do on the desktop site.

Rob Tyson
Yeah, I got one of those from a person other day. Actually, I didn't know how they done that. I didn't know that was a thing in the app. But there we go.

Sarah Hughes
Yeah, yeah. So yeah, so and so just actually following on Rob, from what you've said, and I want to look at because we've spoken, we've mentioned headline, it's to have a benefit lead key word loaded headline. So there are a number of places within one's LinkedIn profile that LinkedIn algorithms search, and a key one of that is the headline and this is the summary section below where your name is, and many people understandably, would just put their job title and the company name. And that's just a real mistake. opportunity. And I know LinkedIn prompts people to do this. But that summary, that headline is your real estate within LinkedIn. It's one of the few things that people will see first of all, and it's important, you can keyword load it, but you can also look at the value of your offer. So how you help people. And I also think it's nice to sprinkle it with a little bit of you with just being human. So for example, I've got in mind lover of Earl Grey tea, and I didn't get a lot of people messaged me back when they're reaching out to me as well. So it's to really understand and summarize the benefit of what you offer and to put that into your headline. And then I've just got a couple more items on the checklist. So the first is the about section and this is where it really is the the summary section. It's so important. You have 2000 characters to play With and it really allows you to set your stall out. And, and importantly, when you write that summary section, it's important to write it from a prospect centric viewpoint. If the main focus of your LinkedIn profile is to generate business, you know, rather than, for example, get a job. So in that 2000 characters, it's like who you how how, how you help them, proof you help them, etc. And then we'll close the end of this part of the checklist. So also, for completion, when you achieve a level of Completion with your LinkedIn profile, and you have a minimum of 500 connections, LinkedIn rewards you with something called an all star status. And that means that you are listed higher in search results, which is always really, really useful. And then there's a new featured profile, which means that you can feature things like links, posts, articles, etc. It's all about making your profile, vibrant and multi dimensional and giving people what they need to be able to see to want to get in touch with you.

Rob Tyson
Yeah, good stuff. Good stuff. Yeah, I noticed that featured feature. Recently. Yeah, that's a new thing, isn't it?

Sarah Hughes
Yeah. Yeah. She's funny. There's also a new thing, which is listing the services you offer. So if you haven't already done that, it's worth going and checking your profile out again.

Rob Tyson
Okay, good. Good. Good. So, so that was the profile and is that those those those were the main things you wanted to draw into?

Sarah Hughes
Yeah, there are lots and lots of other things about the profile. And but just for the sake of the time that we have today, those are the some of the top items on the checklist. And that was the first of the four free actions done.

Rob Tyson
Yeah, so just working on that profile and, and making it kind of like a magnet so that people can find you. And also it's it's an advert for you really, isn't it?

Sarah Hughes
Absolutely.

Rob Tyson
Yeah. It's not just, you know, your CV, or your career history of the minutiae of what you did 20 years ago at some irrelevant job.

Sarah Hughes
So that was number one. So number two, oh, well, number two is to define, find and build your network. Because you, for example, could be coming up with some great content, you know, say you've got some white papers or some vlogs or anything like that. But if, you know, it's like actors going into an empty theater, isn't it? Like, what's the point of putting on the play if there's no one in the audience? And so the first thing is to think about who your audience can be. And it's not just customers. It's not Not just direct prospects, you can also have a referral and an influencer strategy on LinkedIn. And I use this to great effect to create like affiliate marketing programs. So it's just, it's defining right? There are customers referrals, influences, colleagues, prospects, you know, just as importantly the prospects you don't yet know but need and would like to know. And within LinkedIn, I do advocate for people that are serious about business development. There is a Sales Navigator account, that's what it's called. It is paid for but you can get a month free. Just remember to only sign up for the monthly option and to cancel it if you don't want it before the month is over. But it allows you to pinpoint those prospects with laser precision, down to someone's job title, what size of company sector keywords Groups are in, it really is quite phenomenal. The the type of targeting that you get with sales navigators and search. So that's really it's just to end if if people don't have, and I've got a range of free resources actually on my website that I can give a link to at the end and one of the free resources, it's called an avatar mapper. And it's a way of knowing what those types of fields are and those filters and building a picture of your ideal prospect and then using LinkedIn to reach out to them because I guarantee that if they are in business, or they're professional, they will be there on LinkedIn.

Rob Tyson
Yeah, and with the Sales Navigator, the paid this is the paid LinkedIn version, isn't it? Yes. I mean, what what Do we? Do we really need this? Or is it? Is it better to? I can understand it's got value, of course. But what would you recommend to the to the general listener? I mean, do they need this? Or can they get started without it? What do you normally recommend?

Sarah Hughes
For sure without it. And there are the key things that I use it for. So if you want to find your ideal prospects, but you don't know who they are, you just know for example, you know, they're likely to be a sales director or a business owner, they're likely to be in this local industry sector, those types of things. You can do a search within the free account. And now, and that's fine, because it'll give you a little bit of a picture, but you can't save the search. And then the minute you get into, you know, a page or two of the search results, LinkedIn restricts the view because obviously, it probably is really does cost a lot of money to run the LinkedIn platform. And you can imagine that they need people to pay for to fund it. So it does restrict your view in that way. And the reason that Sales Navigator is important and it's only for people that are serious about business development, you know, if you're a very casual user of LinkedIn, then no, there's no point in having Sales Navigator. It's just the fact that you can do things like you can save that search you can work through it, and you can get the information on those leads that you've find using Sales Navigator fed into into a different and homepage feed. You get things like some email credit, so it does offer benefits but you know, people can start for free. And as I say, because you do get a month for free of Sales Navigator What have you got to lose? Yeah, I think go for it and but when you do, sign up for Last month free, don't bother sign up for business premium. It's like an in between a free account and Sales Navigator. It's just not worth it. It's a bit cheaper than Sales Navigator, but it doesn't give you mirrors, anything like the functionality. So sign up for Sales Navigator, go for the cheapest sales option. And then just remember to cancel it before you build for the the next paying month.

Rob Tyson
Mm hmm. And, Okay, that's good. And so finding the people that we want to connect with and then I mean, how do you recommend we, we, we try to connect with with people on LinkedIn.

Sarah Hughes
What I do is that I there are different ways to do it. So you can do a DIY way, which is, you know, you're going to click individually on the person who wants to connect with I always recommend doing a personalized message. I just think, you know, it depends, isn't it on how personalized the How do you make your activity and if it's that you have a very small audience that can buy from you, you want to do a more account based marketing approach where you really invest a lot of time in every single individual. Because obviously, there's very few people in your marketplace that come by will buy from you. Whereas if you've got sort of a much bigger marketplace, then you might want to do I mean, I always advocate doing a, know what your commonalities are, and I don't advocate selling in invitation to connect because that just really puts people off. You can use a little bit of an intrigue message within it. And and then yet, get that invitation sent. Typically clients that we do campaigns for them, we will get 25 to 55% connectivity. Okay. And it really depends on the What their sector is and their role is and who they target. So that gives you an idea of the levels of connectivity. I'd say an average at most people get is probably around 20 25%. But it does vary.

Rob Tyson
And should we just jump on LinkedIn tomorrow and try to connect with 5000 people or be a bit more careful?

Sarah Hughes
Yeah, I'd advise a little bit more caution than that. Okay. And the other thing, of course, is before you do that is to optimize your profile before you do any outreach. Because that whole you never get a second chance to make a first impression. Yeah. And so after you've optimized profile, you then start your outreach. If people are doing it manually, you know, you can invite 20 a day to connect and doing the personalized invitation to connect with it means you're less likely to get it's called an idk. And sort of slap on the wrist from LinkedIn, which is, you know, when people just they either say that, oh, we're best mates or they just send an anonymized invitation to connect. And then you send a note back saying to LinkedIn, I don't know this person. And so I'd advise if you're doing it yourself manually, no more than 20 invitations to connect a day, and you've got to be methodical, you've got to work through that list. You know, you've done that search on LinkedIn, you've hopefully saved it because you've got the right type of account. And then you've got to be methodical with it. Yeah, and we do do campaigns for clients where we will use software that's outside of LinkedIn User Agreement, but it's not a Chrome extension. I don't know if you've heard of things like linked helper or meet Leonard or any of those Duck Soup. There's lots of Chrome extensions, but they're detectable by LinkedIn. And they will get your account restricted. So we don't use anything like that we use very intelligent software that mimics a human. And so it's just really important if you're looking at an automated or a software route, is to check out what is it going to get my account restricted because it is detectable or I'm going barmy and doing the let's do 5000 people to invite to connect. Mm hmm. Yeah. And so it's just different horses for courses. It depends. You know, are you a very methodical person and you're quite happy to sit with a spreadsheet or, you know, manually work through how big is your audience, if you've got thousands of potential buyers, and you're doing it manually, you're only going to get through 20 a day. So and so it's just balancing, which is more important for you is it doing No having on the face of it a cheaper option by doing it yourself, or it's the cost of the lost opportunity or the cost of your time in actually doing the manual work. And if someone has a really small niche audience where, let's say you're working in enterprise types of accounts, you know, where you get very few customers, but they're worth a lot of money to you, then I would advocate every day of the week only to do manual. And yeah, on LinkedIn, I wouldn't ever advocate doing any automated with them. So that's just a little snapshot about the number two, which is define and find your audience. And do remember that you can also as well as having a prospecting focused your LinkedIn activity. It's amazing for building referrer and intermediary networks as well.

Rob Tyson
Yeah, no, very good. So to recap then, CES, so our first way was to work On the profile, and then we've just covered, defining and building the network and just the importance of doing that on a consistent basis.

Sarah Hughes
Absolutely.

Rob Tyson
Very good. So, so number three, Sara.

Sarah Hughes
And this is content and messaging that raises awareness and converts to contact and inquiries. So with LinkedIn, it's important to put really good quality content out there. And I view things like the your personal profile and your company page and the content that you put out there. It's the way that you broadcast, isn't it? It's your sort of push strategy on LinkedIn. And what I've got Robert, just a little content mini checklist. So okay, if I go through that, yep.

Rob Tyson
Great.

Sarah Hughes
So you can obviously use things like short and long form posts. This is on your home page. And you've got with those posts. When you go into composer you can actually you've got 1300 characters to play with, so it's quite, you know, a lot of texting as a way of doing it where, you know, you get people to press the read more bit, you know, and then it reveals the whole post. You can also do articles, documents, and a variety of media. So for example, imagery video, I do advocate an 8020 split. So 80% being that thought leadership added value, and just 20% of promotional content. If you just sell, sell, sell, sell, sell, people will disconnect and they won't follow you. And I believe that great content should contain a three piece which is professionalism, purpose, and personality. And you can also ask for engagement, for example, by comment and share requests. You can add relevant hashtags, which helps your audience find your content, and do things like name check influences so that your content gets a wider reach viewer ship. And of course, it's important to monitor and measure to see what Paul's interactions and views. And it's been really interesting actually, because it's just getting a grasp of obviously, there used to be key times that you would post on LinkedIn key days and key times to get the best views. But it's it's just I'm just finding stats at the moment to see what's changed now that we're in lockdown. Has there been any difference in what that is? So it's going to be interesting to find out more about that. But in the meantime, just keep a look on you obviously know, with posts, how many views likes comments, and just keep checking out and do an assessment of what's really pulled for you in terms of that type of content. So that's the the content part of it. And then can I ask you one quick question on that. So say we've Save, you know, over the last month or whatever maybe we posted once a day, and we found something that just got a really good engagement with people. And can we just repeat that? I mean, yeah,

Rob Tyson
yeah, we can no real issue with that.

Sarah Hughes
No, no, you can just repeat it. And you can also re publish an article. And the other thing that you can do, and this brings me on to my next point, actually, that was so that was so slick Rob, because you didn't even know what was coming out didn't just bring him on to my next point, which is about messaging. So it's really important to have good content and great content on LinkedIn. But obviously, you're relying on your audience being on LinkedIn to see it, aren't you? Because if they're not on the platform, unless you like name check, then they're not actually going to see your content. So what I advocate as well as Doing the content and all of that and getting your audience, I advocate a messaging process. And that's because this is the push part of your LinkedIn strategy. Because if you message someone, it doesn't matter if they're on LinkedIn or not, because I still get your message because obviously, they get, you know, an email into their normal inbox, don't they? So what I've put together is a little mini messaging mini checklist. And I'll go through that now. Yeah, great. So what I normally do is advocate, the k lt factor. And that's the messaging should build the all important know like trust. Because until someone knows likes and trust you, they're generally not going to buy from you anyway. And I think there's a slight variant, I'd say to that, and that's if you've got a product or a service that's particularly relevant to the market right now. And I've got a couple of times I have got this to do a sort of a first when someone's connected a first message. So look, I would never normally do this. But I know that this is probably a massive problem for you right now because and this is how I can help, should we hop on a call? That's an example of a way that, you know, in these extreme circumstances, you can go in pretty much with a sales call to action. Normally, I advocate more of a relationship building sequence. And you can obviously tailor the sequences that you send to different segments. So as we know, the more tailor the message, the greater the success of the message. And I do advocate using the recipients name within the message and also keeping them short. You know what you actually normally say to someone and using metal To you and your pronoun pronouns rather than I am we, the audience is just a lot more engaged. And within messaging, you can put text video images, you can put an attachment hyperlinks, and we have found a way of doing voicemails, even if you're using automated messaging or if you are in the full LinkedIn app. And then of course, there's putting a compelling call to action in and, and just monitoring you know, if you're using a sort of messaging sequence that isn't getting traction and change it. So that was the third freeway that I wanted, and it's to share and it is free to send messages you don't need to pay for LinkedIn. In mail service, which is a one to one or one to many messaging, you get free messages as long as you're connected with someone. And there are other ways to send messages for free Well, so it doesn't need to cost you a beam.

Rob Tyson
And, and briefly, I mean, in terms of building the relationship, you what you might be pushing them off to some useful content or something and yeah, doing this. So I don't know what once a week, once every couple of weeks, so how do you how do you look at that?

Sarah Hughes
It really varies on again on audience. So I'm LinkedIn, it's not like, you know, with some email marketing, people will send emails daily. Mm hmm. I wouldn't advocate that on LinkedIn, it would just alienate your audience, especially if you're marketing to more corporates. So I'd say maybe you have the odd occasion where you'll do a message quickly, say, three days you send a message after the first one, but normally, I'd advocate every couple of weeks because it would just annoy people if you have a high frequency of messaging on LinkedIn.

Rob Tyson
Okay.

Sarah Hughes
Okay. So thing, we were just coming on. The fourth and final freeway, huh?

Rob Tyson
Yeah. So we've done we've done work number one was work on your profile number two was defined and build your network consistently. Number three, which we've just covered was your content and messaging strategy. So yeah, number four talk to us.

Sarah Hughes
Well, this is a source of best kept secret on LinkedIn. And it's an events feature. And you can access this on the main LinkedIn site or on your app, actually. And it's a way of creating events that you can then market to your connections. And I did this recently, I did a free webinar, and I hosted the webinar prior to that fire event bright. But I also created it as an event on LinkedIn. And it definitely got because I put a tracking code in so that I knew where my audiences were coming from. And I got registrants for the webinar, and they actually went on to buy my my training products and through the events feature on LinkedIn, which is absolutely free, regardless of what type of LinkedIn account you have,

Rob Tyson
Yeah, wow, I didn't I didn't actually know this was an option.

Sarah Hughes
Yeah, I mean, there's, there's a little workaround because at the moment, I think LinkedIn needs to look at this it's got it that you have to put a location for the event because obviously it was pre lockdown. But there's a little work around that you can do that you can make it an online virtual event. So if you've got something like a webinar that you want to promote, or even if it's the start of say, if you're doing a one to many mastermind, and that's paid for you can still use this event feature and you just push it to an event bright page. It's a paid for event, for example.

Rob Tyson
Okay, okay.

And

yeah, as I say, this is this is kind of nice to me. I wasn't aware this was was an option really. So

Sarah Hughes
Yeah, it's when you in the full site, if you look on your home page, and then you cursor down, it's in the column on the left. Okay. And so just yet take take a peek at it. And it definitely I work for me because I tracked where they were coming from that were the registrants that were being pushed to my Eventbrite page.

Rob Tyson
Okay. Really good. All right. Anything else on events? Sarah? That's it. Really, Rob, I just wanted to just

Sarah Hughes
highlight that one feature because hardly anyone's using it. And I just think most people don't know it's there.

Rob Tyson
Yeah, no, it's good option. So So to recap, so when we looked at doing the doing our profile, and you gave a lot of good tips on that, and then second was defining and building the network. Three was working on your content and messaging. And fourth was looking at the events feature and seeing how you can use that as well. Yeah, that's really good. So um, so to wrap Then Sarah. So we've, we've covered a lot of ground, it's been really good. So if listeners took one piece of advice away or, you know, what would that be? Or is there one action they could take right now to make a start with this? What would you say?

Sarah Hughes
Yeah, that's a, it's a great question. I'd say, have a look at your headline that's under your name, and your profile picture and make your profile prospects centric. So write it from the point of view of what your prospect needs to hear from you and see from you to want to get in touch with you, and to even find you in the first place.

Rob Tyson
Very good. where's the best place for people to get more from you Sarah, if they would like to?

Sarah Hughes
Yeah, and obviously, there's my LinkedIn profile. Rob. Yeah. So if you put in the Sarah Hughes or just Sarah Hughes, into your LinkedIn search bar, I generally come up first. And and then I've got my website, which is boostbusinessgrowth.co.uk.

And then I've also got things like one of the one of the first actions I took when, obviously, because LinkedIn is a networking platform, when we went into lockdown was I developed an online course. And a complete toolkit called 'How to generate leads in lockdown and beyond.'

And it it just for the first time in the 11 years I've been doing this. It's the first time that I've actually unlocked the 'vaults' on all of the things that I do. And it's a series of four lots of step by step. It's recorded webinars that are like video tutorials, and that lasts 60 to 90 minutes and then it's supplemented with templates, cheat sheets, you know what's right in your messaging, all these different guides that show you what you need to do step by step. So they can also, if anyone would like to take a look at that.

There is I think we're going to put a link. If you go to boost business growth coda UK, and you look at services, and it's I think it's the first option within services. So you can also go and have a look at that and it shows you what you access within that online course.

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