He and it's Alisa. How are you?
Ian Altman 0:02
Lisa? I'm fantastic. And you?
I'm back. Okay, so I've got more of a general question for you. So
exactly a scenario, but I'm sure a bunch of us on the call use LinkedIn to prospect for new business. Yep. And it's almost just sort of a pulse check on, are there things that we should be doing that we aren't so, you know, I'm sure, as any good salesperson would do is, you know, we add the contacts, and then we have some crafted messages, if you will, where, you know, we obviously follow the same side selling, and we try to elicit a response, etc. And then, if we don't get any feedback, then we'll follow the contact, the new connection, and then try to comment and and be engaged, if you will, with them on LinkedIn. And so, you know, there could be a couple other things that folks are doing, but I just wanted to get your take on, you know, when you were kind of in the professional arena, prospecting, what are some things or best practices you did that you found helpful?
Ian Altman 1:08
Well, especially right now, there's some things in fact, the the objection clinic for that, that just went up and gets yesterday. The new objection clinic is specifically about this idea of earning attention virtually. And it talks to that, but I'll give you kind of a little bit of a glimpse of it, which is that, here's what you have to ask yourself. For that prospect you're connecting to? How does it feel to them? Does it feel like you are pursuing them? Or does it feel like you're being helpful? And, and so, oftentimes, what happens is people says, Well, you know, I'm being helpful. Okay, well, what are you doing? And then you look at, you look at their messages, and it's like, Wow, it sounds like a tough situation you're in, I'd love to talk to you about our services. And it's like, well, that doesn't sound like you're being helpful. It sounds like it's somewhat opportunistic. So the idea is that what you're trying to do is establish your expertise, and provide areas of health. And using the metaphor I often talk about is this notion of what are the symptoms that are an indication of a condition that you're good at treating? And so what we want to do is, instead of necessarily saying, Oh, this is a, this is a multi unit, fast, casual restaurant chain, they could use our Procurement Services, we want to think about, okay, are people either expanding their operations? What are the things I should be listening for in their conversations, or you might even share with people like on LinkedIn and a group, let's say it's a franchise group, you might share something that says, I was just speaking with somebody last week who had this issue about their sourcing, menu management and things like that, how common is that? So you kind of start a conversation. And now you're sitting around and you become the center of that conversation. And people see you as the subject matter expert, because ideally, you get to the point where people start asking you questions in a forum like LinkedIn that says, so at least how would How should we handle this? Have you seen this before? Have you seen that? And too often, I think people look at it more like, like, here's the pond that I'm fishing in, oh, there's a fish. Here's a fish. Like, I can pull these out instead of, you know, how are we making the pond better, if you will? Does that make any sense?
Yeah, no, that's, that's great. It's it. It definitely kind of resets the mindset of because, you know, everyone on the call, we're all hunters. And so sometimes it's hard to throw off the scent, if you will. Sure. And, you know, coming with the sheep's wool, whatnot, but yeah, no, I mean, I, I have tried because I actually just looked, you know, Sunday, try to look through your book on like, Okay, well, what are some new ways to engage because we do get some leads, and it's multiple contacts in the same group? And, you know, obviously, you don't want to say and spray and send the same message just to multiple contacts. And so yeah, I mean, I tried to do some of the things that you mentioned, which is I think, one of the ones I did was, you know, top of mine right now is eco friendly packaging options and really trying to make a positive or lasting impression. You know, through contactless delivery, is that is that top of mind for your current operation? So I tried different things, and sometimes it's, I guess what I'm trying to say is it's been hit or miss, like, you know, every so often I'll get someone that says, hey, okay, let's set up a quick call and then the next four, it's like, just ghost sure like what goes down?
Ian Altman 4:48
And all this let me let me give you one angle that you can try. And I'd be curious if you a be tested this meaning. Try it one way in another way and tell me which results are better is if you reach out Someone said, Yeah, we've been seeing a lot of people who serve our clients really find that these eco friendly. contactless pickup is a big thing for them. And other ones, they're not really seeing that as a priority. Where do you guys come down on that? So it's almost like, you're not assuming that this is important for them. Instead, you're saying, some people find support, and some people don't have that for you? Or, hey, one of my clients reach out about this, and we've got some approaches. What are some of the things that that you've seen other people try successfully? And that might be something where you're starting more of a dialogue about general the industry instead of just them? And the other thing is that you can when you reach out to someone say, Well, here's the stuff we do. Can you think of one or two organizations who might be facing that sign up that sort of problem? Here, here are the biggest things that people can come into us about lately? You know, one or two organizations who might be facing that sort of challenge? And if they are, they say, Yeah, Yeah, we are. But it makes it so that it's less about, I'm trying to pitch you I mean, if I showed you my message inbox, in LinkedIn, the funny part is that half of them are people who are pitching me through some level of automation. That's along the lines of, gee, I know how stressful and confusing this whole sales and marketing thing must be. And we can help. And I'm like, Oh, thank God, wow, this is fantastic. I was, I was really looking for help in that area. And I usually respond and say, gee, what was it about my site or my profile that gave me the impression that I was really looking for help in that area. And then they ghost me. So it all works out. But it's just, it's a delicate balance. Because what I want you to think of is, if you were at a networking event, would you go up to everybody and pitch them? Now you'd go up to people and you'd start a conversation, and you'd try and connect authentically with them, even though that word is overused. And you'd build some rapport and learn about them, and see how you can help them and they can help you. And occasionally, someone's going to connect you to someone who's a good opportunity. It's the same thing on LinkedIn, which is, we often look at it as, hey, I can target this person. And what you sometimes want to do is actually look at who their connections are. And you reach out to those people, if let's say they're in a tangential industry and say, Hey, here's one of the things that we're seeing a lot. You know, how common do you think that is? And keep in mind, if you've never talked to that person before, they probably don't want to respond to you. So it's all about planting seeds now that you can harvest later. Which is tough when you're hunting.
Yes, yeah. No, no,
that's great. I, I think, so what you just mentioned earlier about, you know, if you're doing networking in person, you wouldn't say, you know, hey, Ian, here's my, you know, lead generator top 10 Cohen, airy trends, like, do you want to download it? And give me your name, email and title, right. So it's just been a lot, I've literally gotten a lot of those LinkedIn inmails, like literally saying, like, Hey, here's my report. And, you know, just because it has procurement or supply chain in it. So it's, it's a little bit relevant. But like you said, it's sort of a robot email, if you will. And that's just it. Like you said, it's not as sincere. And so we just need to come at it from a different approach of I like the one that you just mentioned, which I'm going to try. I haven't tried that one yet, which is sort of the A B testing approach. Yeah. I mean, I have done it in the sense that I've created two different messages and sent it to multiple contexts to see. Okay, so is this more top of mind? Or is this kind of a different angle? Just seeing what, you know, has been written about them in the news, but never like, Hey, we have you know, or eco friendly packaging? So is this important or not? We know, similar, you know, clients have faced this and asking them, so it's more of like a poll.
Ian Altman 9:03
Or it might be something where you say, Here's research that shows the result of ego packaging on whether people are more inclined to go back to that, that establishment or not. And so here's research on this, if, if we can help you find those items, you know, please let me know. And so that way, it's not so much. Well, people find these items important. Instead, it's, here's the effect having those items has on business. And so we have, if you're struggling to find those sorts of things, or find the right ones that send the right message for your business that can drive repeat referral business. Let me know and I'm happy to point in the right direction. Because oftentimes, instead it's like, well, here's this information, only give you part of it until you give me your email address. Well, guess what? They're on LinkedIn. You don't need their email address. You already know how to contact them. So it's not like it's a mystery who they are. And so we might, we might want to be more generous with the information that we're sharing. So that it's less about now I'm going to drop you into the funnel. Like, would you like this report? More importantly, would you like to get a message from us every day for the rest of your life? Now I'm gonna pass the information can't be that good. So just think of it that way as well.
from you, and yes, I'd love an email every day. So sign me up.
Ian Altman 10:28
I don't I don't think so. I don't think so. No, no, that's that's less of it. All right. Cool. Hopefully, that's helpful. Lisa, it's, it's not an easy thing. It's all about establishing that subject matter expertise so that people see you as someone who can help. So the reason why I'm suggesting things like, here's here are the stats on how people feel about whether the packaging is eco friendly or not, and the effect it has on their inclination for repeat business. If you can get your hands on that type of data, then you're a subject matter expert on that, which is way better than someone who can help them procure that stuff. Does that make sense?
No, that does, it's, it's just, it's a more subtle approach. So yeah, thank you for that. Appreciate it.
Ian Altman 11:13