Hey everyone, and welcome to part two of our sales Webinar Series. I'm Brian from otter. We are thrilled to have Daniel Disney with us today. Daniel is a well known LinkedIn trainer, and not just a power user of Otter, but he's one of our strongest advocates. He's been instrumental in helping other sales professionals leverage technology for better communication and productivity. We've been partnering with Daniel to bring you insights that can help transform how you approach sales and communication. And today, he'll be sharing his expertise that I know you're going to find incredibly valuable. And so without further ado, I'll hand it over to Daniel to kick things off.
Perfect. Thank you for a very kind introduction, Brian. And hello to everyone. I think I can still see people joining in. So hello to everyone who's logging in. We've got a very exciting webinar today. I'm going to be sharing tons of tactical and strategic stuff, so I can still see people joining in. So I'll let everyone get ready, and then we will get going. The webinar is being recorded. I'm going to be sharing lots of value today, and if you have any questions, pop them into the chat box or raise them as Q and A. I'll answer as many questions as I can, and we'll do Q A at the end as well. But with all that being said, let me make sure the slides are there. I think we are ready to go. So I have been using otter for a long time. I absolutely love the platform, and when they asked me to come and deliver a webinar as part of their unlock your sales potential series. It was a very easy yes from me and to be alongside John barrows and Sam Jacobs, who I know are doing epic webinars as well, was just a real honor. So today I'm going to dig into how you can generate lots of high quality leads from LinkedIn. I'm going to be sharing everything that's working right now in 2025 including some slides I've added in just this week that have not been seen before. So you're going to get some of the latest insights that I have. So let's get started. Quick introduction, as Brian mentioned, my name is Daniel Disney. I am not related to Walt Disney, and I have to say that every single time, not legally, that's going to start to sound like Disney. Have made me say that. I just say that because it's the first question I get. I am a LinkedIn and social selling trainer, speaker and author. I've worked in sales my entire working life, first job at 16 years old, as a sales exec, and then climbed the corporate ladder and went full time doing what I do now about seven years ago, but my passion is sales. I absolutely love selling. I love sales as a profession. I am an ethical sales person. So as much as I love sales, I love sales in its purest form, which is finding the right people and helping them solve problems. And that was what I loved about LinkedIn, was it was a tool and platform that allowed sales people to do just that. But generating leads on LinkedIn is something that I know a lot of people struggle with, even now in 2025
it is still something that a lot of companies, a lot of sales teams, a lot of businesses and entrepreneurs struggle with. But in my experience, it is a lot easier than people think. However, with LinkedIn changing so much and so fast, it's important to understand what's working right now, because what worked in 2024 or 2023 is very different to what's working now. So I'm going to be sharing with you my five step strategy, and then the sort of tips and tactics in each of those to bring it all to life. So let's dig in. Let's waste no time. I want to give as much value today as I possibly can. So I have a five step social selling LinkedIn strategy that I teach to help people get the best out of LinkedIn, and it's based on these key areas. Number one, you need an optimized profile. I would say 80% of the LinkedIn profiles that I review, and I review hundreds each month, are not optimized. It is rare that I find a profile that's fully optimized. Even some of the best ones are still missing a few little things. So we'll cover some of the key areas. I'm gonna go through your whole profile. We haven't got time to go in depth on go in depth on all of these. I'm going to give you the most important aspects of each of these. Then number two is building an audience of your target customer. How do you find the right people? And then how can you connect with them? Number three is building your personal brand, and corporate brand getting known and seen in your in. Industry. Number four is creating and sharing engaging content, content that gives value and actually converts into opportunities. And then number five, most important one for sales people, is converting everything LinkedIn and social into messages and conversation. So let's dive right in with number one, optimizing your LinkedIn profile for lead generation. If you want to generate leads, your profile is the first port of call. And the reason I say this, I'm going to teach you messaging and content and all those things today. If your profile isn't optimized, and you're doing all that other stuff, you're going to be driving lots of people to your profile, and it's like a bucket full of holes. You can keep pouring water in it, but it's just going to flow out. So we want to make sure your profile's as optimized as possible, so that it captures and converts as many of those visits as possible. And the first principle of this is making your LinkedIn profile more about your customers than you. A lot of people, when they update or fill in their LinkedIn profile, they do it to get a job or because they've just started a job. And so it tends to be very much focused on them, and usually quite minimal. And what we want to do is look at it like a landing page, like your own mini website, something that can give a lot of value and tell your prospects and customers a lot of different things. And some of the key goals that I would like you to start to think about are a people should instantly know exactly what it is you do in the simplest form, the moment they land on your profile. Within three seconds they should know what you do. Have a think now, if a prospect or someone new was to go on your profile right now, do you think within a couple of seconds they would know what it is you do? Is it that simple and is it that clear? Number two, your profile should focus on solutions, not products. Remember, they don't care what it is you sell. They care about what it can do for them. So we're creating a solution based profile. We want to make sure your profile has examples of customer successes. Show them your ability to deliver an ROI. Show them clear examples of what you've achieved for existing customers. It should make it easy for them to contact you. A lot of profiles have no contact details in. To find them, you have to click buttons. No one's going to do that. Let's be realistic here. No no prospect is going to be that desperate to contact you. They're going to go digging around you. Want it to be visually right there, whether it's in your banner, in your summary, make it super easy. And then finally, give as much value as you can. If you can give value, you're going to drive more interest, which is ultimately what we want. So let me just talk through some of the key areas. Again, this is going to be a bit of a whistle stop tour through these core things, but hopefully some very valuable insights as well. Number one, your banner image, your background is the first thing they're going to see. That and your photo first things they're going to see. So this is your chance to, again, tell them straight away what it is you do. Obviously, there's quite a lot of things I do, so mine is a little bit noisier than yours might need to be, but this is a chance to have your company logo, a sentence that, again, describes how you help people. Could be a picture of your product. Lots of different ways you could do this, but it's, it's, it's about making it focused on your customers. Now you might have a marketing department that can do this, or you can create your own. I use a platform called Canva. Most marketers will know it. It's free to use, C, A, N, V, a.com, canva.com and they have LinkedIn banner templates and again, drag and drop. Really, really easy to make your own. One of the things I do massively advocate for are uniformed backgrounds. So this is where everyone in the company has a uniform background, like you would wear a uniform in an office or in a customer facing role. You would dress with something that's got the corporate branding on, etc. And this makes you, as a individual, as well as your company, look so much more professional. So as an example, and this is a great one in terms of telling people what you do straight away. This is otters, one of otters backgrounds making make conversations more valuable. Absolutely love it. We know as a platform, it's all about conversations perfect. And I love that they've got the logo in the profile picture as well, uniform on brand, just, you know, 10 out of 10. But then if everyone within otter had profiles like this, it's going to make them look so much more professional. So if you're part of a team, I would highly recommend working together and maybe working with marketing to elevate your LinkedIn banners and just to expand good banner. Obviously. A good professional profile photo is essential, as well as a good headline. This is what could be your job title, but there is a lot of space there. And by the way, if you want to sort of go into greater depth of what to do in your profile, you can check out my profile on LinkedIn and just follow You better see exactly what I do and teach for each area. Now, what has increased my inbound leads by 26% this year is adding a LinkedIn button to my profile. So premium LinkedIn members that could be Sales Navigator or any other of the LinkedIn premium services can add a clickable button onto their profile. This is amazing, because LinkedIn is known for wanting to keep you on platform, and this is something they've put in that's actually encouraging people to go off platform. So you can have a clickable button on your LinkedIn profile right there at the very top. And what you'll do is you'll have an option as to what to label the button, and then you're allowed to choose one link that it goes to. So it could be your website, it could be a landing page, it could be a webinar, anything like that. Now I found a little hack for this that, again, has helped me increase leads quite drastically, which is using tools like Link tree. I use link tree. I know there's others out there, but one of those ones where you can turn a single button into this mini page of lots of buttons. So again, you can have website, podcast, webinar, an ebook, you know, the list is endless. It allows you to turn that single button and that single link that LinkedIn gives you into multiple options, which again, increases your chance of conversion by giving people choice. So a the button for me has been a real winner. But equally, using something like Link tree is a great way of then turning that single button into lots of different choices, which has definitely been very beneficial. Final thing. Final two things for your profile is your summary section. This is the about you part where, again, most profiles I review might have a paragraph there is a lot of land there for you to populate, and what I would recommend is, again, a little bit less about you and a lot more about your customers. So think about answering these questions, who is it you help? Who do you serve? What? Who is your ICP? What are the customers you're trying to work with? So it could be, I work with VPs of marketing, marketing managers, marketing leaders, CMOs, etc. How do you help I help them with X, Y and Z. This is what I help them achieve. Here are some examples of maybe two, three companies we've worked with and results they achieved working with us. And then here's how they can get in touch. So if you're interested in having an informal chat, feel free to message me on LinkedIn or here's my phone number, here's my email address, here's our company website. Give them as many options as you can. So here's a quick example, and again, just to highlight things like the format. So remember, with LinkedIn, people are going to be scrolling whether they're on their phone or laptop, so have short sentences. Break it up with spaces in between bullet points, if you can make it as interactive and easy to read as possible, big blocks of text just going to scare people away, so take them on the journey, answer those questions, and then again, have your content contact details at the very end, underneath your summary, you have an option to create a featured section, and this is where you can upload media. So it could be, it could you could upload pre existing LinkedIn posts. It could be media forms like PDFs. It could be videos, External links, etc. Or the next level, which you can see here, is to create essentially a uniformed button approach, which, again, this was done on Canva for free. I don't make any money, by the way, for promoting Canva. It is the easiest tool out there, but what you can do is use the link option and then create a thumbnail and then turn it into what looks like uniform buttons, which then just makes your profile look super, super professional, relatively easy to do, and again, takes your profile to the next level. Few things on your LinkedIn profile to get us started, let's get those profiles optimized, customer focused, and then you increase the chance that when people land on it, it converts into inbound leads. Now let's move on to building a target audience on LinkedIn. What are some of the key things you can do to grow your network? From experience, the current average LinkedIn network is between one and 2000 connections, but that's out of a potential limit of 30,000
now you could say quality or quantity. What I want to highlight to everyone is that there isn't really that choice. You can have both. You can have a large quant. Te of high quality people in your network. What is important to understand is that one person isn't one person. So as an example, let's say Brian wanted to connect with me. Now, okay, bad example, because I am a perfect customer for otter, and have been for a long time. But let's say I wasn't the perfect customer for otter. Let's say I wasn't, you know, I was a different person. Brian might look at me and think, Well, Dan doesn't match our ICP. He doesn't look like our type of customer. There's no point connecting with him. But when you connect with someone, you don't just connect with them. You also potentially connect with their audience. Whilst I may not be the customer, there could be someone in my connections and followers that could be. And when you connect and interact with each other's content, your audience gets to see them and their posts. So look beyond the individual, which is why quality versus quantity starts to dilute. And the reality is, you know, a one person isn't one person, B, in B to B, decision making processes. I think the average now is anywhere between eight to 12 plus decision makers involved. So that's for each prospect company. You know, the reality of your potential audience is probably quite big. So we want to have a an ocean full of fish that we can fish in. You can tell I don't fish because you wouldn't fish in a pond with koi cup. Get the idea. So here are a few ways you can search that a lot of people sometimes miss. Number one is a content search. So let's say, for example, you were searching to sell to electricians. You could type in that keyword into LinkedIn, click Enter, and then filter by posts. Now there are multiple opportunities here. Number one, the person who creates that post could be a prospect worth maybe connecting with. Number two, you can see everyone who engages, so everyone who likes, comments, reacts and shares. You can see them all who's going to be reacting on content relevant to who you sell to other potential prospects. One of my other recent favorites is the followers of So again, let's say you're selling into a certain industry, and you find the influencers and key names in that space, you can look for people who follow them. Now number one, you're going to have some pretty warm prospects there, but you've also got more active LinkedIn users than others. If they are following creators, they're more active than some of your prospects that might not be, you know, very active at all. So you tend to get good response rates from the people that come up in this search. And as I said, just to visualize this, this is what it looks like if you click on the likes of a post, you can see everyone. So you can go through that list, find people to connect with. Again, these are more active users than everyone else on LinkedIn. If they're engaging in content, they're a lot more active than those that essentially just lurk on LinkedIn and consume which, again, is not a right or wrong. It's just looking at people that, again, could be more likely to respond to you. So we want to grow our network. My biggest tip is to add five to 10 people a day. I say that number for a reason. You can add a maximum of 100 per week. Anything more than that, LinkedIn sometimes gets funny, and you run the risk of getting a soft ban, which is usually just for a month or two, five to 10 a day, anything up to 20 a day. Really build and builds and builds. But it needs to be a disciplined habit. Any day you don't add people on LinkedIn, it's just a day you're not growing. So my mentality is, every day I'm trying to add at least a few new people so that my audience constantly grows. And by the way, you've got a limit of 30,000 connections, you can have unlimited followers. So I have the 30,000 connections, and then I have 120,000 followers, and I will continuously try and grow that audience as far and wide as I can. So we've optimized our profile. We're growing our audience now. We want to get our name out there. We want to build our personal brands as well as amplify our corporate brands. And this is what I love about LinkedIn. People buy from people, and your personal brand is your chance as a salesperson to show that you are a human being and not just another sales person trying to sell a product. People buy from people, they follow people, and building a brand on LinkedIn is one of the best investments you can make. There's one thing I'm grateful of, is that I started doing it eight, 910, years ago, and there's still a great window of opportunity to start building yours now. The reality of LinkedIn is we're all sitting here, you might have 300 connections, 500 1000 5000 connections. We all have an audience. And every time we log into LinkedIn, this is what it's like. It's like walking onto stage your audience of connections are there. But what a lot of people do is they just go stand in the corner and don't do anything. They don't share content, they don't engage. Page, they just listen and watch, which has a purpose, but it still leaves this big opportunity that you have. So how do you build a personal brand and essentially build a corporate brand as well? Number one, you engage in content. This is the easiest first step. You start commenting on posts. When you do that, you start to get your name out there, and people start to see your name showing up on a regular basis. Number two, we want to start creating and sharing content. We'll come to that as the next step. We want to grow your network so we that room, that audience gets bigger and bigger and bigger. We want to become seen and visible in our industry. We do this by attending physical events, virtual events, sharing latest news, things that are happening, trends, etc, be seen in your industry. The final one is give value this. This quote kind of summarizes it perfectly for me, if you want people to follow you and want to know you, you have to give them a reason to now, what might some of those reasons include, number one, they get value from your content. If all you're doing is re sharing corporate content or promoting your product, you're not giving value. And who wants to follow that? We don't want to be advertised to all the time. But if you're giving value and you're helping people, you're educating, you're sharing tips and tactics and insights that's valuable. People want to follow that. People follow you because they want the latest insights. Maybe they want to follow your journey. We love to follow people that are on a journey, that are learning, that are progressing, that are sharing what is and isn't working. No one wants or believes the perfect life. They don't want to just follow the glamorous lifestyle that a lot of people portray. They want real journeys. Maybe they're curious about you, or they enjoy the content you share, which is the ultimate goal. We want them to enjoy the content we're sharing. Now, this last week, I achieved an accolade that I've been chasing for many years, where LinkedIn officially recognized me as a top voice. And this is a really hard thing to get someone who's been creating and sharing content and building a brand for eight, nine years now. It was a long time coming. I'd been working very hard to get this finally, getting it after all that time taught me a few things. I had to change my strategy a lot over the years to kind of become a contender for this. So there are two things I want to recommend to get yourself towards becoming a an industry recognized expert, potentially, you know, heading towards this sort of level. Number one, LinkedIn has collaborative articles. So if you type your industry into LinkedIn, click Enter filter by posts, and then you'll look alongside you'll have the opportunity to search via collaborative articles. Now these are articles that LinkedIn publishers that you can add your own perspectives to, super easy to do. Now, this used to get you a little yellow top voice badge. They did expire that several months ago. However, the collaborative articles still exist. And what this does is it gets you on LinkedIn radar. It shows that you are sharing knowledge, expertise, insights, etc, which is a great way of positioning yourself as a thought leader. So there is a value in doing this as an activity. However, there are other strategies that doing alongside that can really help. Natalie asked a great question, can you still get a badge for it? I don't believe you get the yellow top voice badge anymore. I do believe is expired. I will triple check. Well, I know they announced they were expiring it several months ago, and I certainly haven't seen it recently, but again, I will triple check just to make sure,
either way, if it's there it has a soft value, because the only way you could get it was to to contribute to these articles. Wasn't like there was real verification, so their credibility was sort of medium, but always worth doing nonetheless. But like I said, even regardless whether you get the badge or not, it gets you on the radar, which is where we want to be. Now, what we also want to do is start sharing high level thought leadership content. I would just like to to verify on this. This isn't just about being an expert. There are top voices who are not experts. They're not massively experienced, but they've been sharing their journey in such a high value way. So you could be completely new to sales, but as long as you're sharing what is and isn't working, you're honest, you're creating good content that is still thought leadership based. So it's all about giving value that's authentic to you in your current position. So it's not about being an expert. Number one. Number two, sorry. Connect with other top voices if you want to get into this scene, start Connect. With them, or at least following with them and engage on their posts. So follow top voices in your industry and start interacting again. It gets your name in that pool, which is also good for your personal brand, because it gets your name in front of their audiences, which is a win win scenario. Number two, grow your network consistently. You don't have to have hundreds of 1000s of followers to be a top voice. There are top voices at all different network size, but having a larger or growing audience is definitely valuable for you more than anything. And the final one, which sounds silly, but it has to be at the heart of your strategy, give as much value as possible if you want people to follow you, if you if you want them to engage with you, and if you want LinkedIn to value you, you need to be giving as much value as possible. LinkedIn gives this badge to people that are giving your value so, and that was a big thing that I changed, I think probably for the last couple of years, the scales tipped a bit, and I was doing a lot more promotional content, a lot more salesy content, and so going into this year, I really ramped up the value and just went right back to basics and just tried to give as much as possible, which, again, LinkedIn wants its users to get the best experience, so they're gonna be pushing the value based as much as possible. Okay, we've got a good profile, we're growing our audience. We're building our name and brand in our industry. Now, what's going to help amplify this massively is to start creating and sharing engaging content on LinkedIn. Good again, value based content that helps. Content should serve as one key purpose, and that is to hook and attract people in it is the bait. I use all these fishing analogies. I've never fished. It just seems appropriate. What we want our content to do is bring people in. We want it to lure people into us and our company. That is the goal. It should be to attract Now, the key way to do that, Ali enough, it's all around giving value. I know I'm saying this a lot. It's because a lot of people aren't doing this. A lot of people do this. The other way around. 80% of the content they and this counts for company pages as well. 80% of the content usually is promotional, and then 20% is valuable, and we want to flip it, 80% the vast majority of our content, should give value, which will earn us the chance to then be promotional again, give before you take it's the same principle in sales. You don't just walk up to someone and pitch them. You give value by building rapport and asking questions and getting to know them, and then you pitch when it's appropriate. LinkedIn is the same. We just sometimes don't connect those dots. We want to give as much value as we possibly can. So let me give you some examples. Let me try and make this tangible, because it's all well me here saying the word value lots of times, but let me show you what that actually translates into. So going to share with you some example posts and, by the way, as a gift for everyone who's joined today, as I said, I absolutely love otter. Everyone who is either using otter or who signs up to start using otter, today, I am offering a digital copy, straight away, of my newest book, which has 500 LinkedIn content ideas. So you can get a free copy of this at the end of the webinar, there's a QR code, so give you all the ideas you need. That was why I wrote this book, to help with that. So here are some examples. Number one, personal photo posts. Look if you want people to get to know you to know like and trust you, you need to show them you. And sharing personal posts in the right way can be helpful. Now look at this. This is a picture of me, but I'm in my uniform, my red social selling t shirt, and look at the caption. This isn't a poster saying, buy my stuff. This is what I sell. It's taking a quick break from delivering training sessions today. Take this one for a run. I'm using my dog as a bit of click bait. She is cute. I am biased in that, but I'm still talking about training, just in a much more personable way. People get to see me, they get to know me. They see the dog. But I'm still talking about training. It's still very much there. LinkedIn, author talking about training. You know, it's very clear what I do, just not I'm promoting it in an indirect way. And the more people see you, the more they get to know you. Number two pain point, LinkedIn polls. These are great because not only do they create conversation starting opportunities. So as an example, I might do a poll that says, Do you use Sales Navigator? Everyone that clicks, yes, great. I can use it as a conversation starter to ask when they had that some training last. And I can use that to then navigate into a salesy conversation. You can ask a question, are you currently using this type of product? Yes, no, we used to use it to start a conversation. Now, here's, here's one of the best whole sales tips I can give you. It's, it's in the book. I'm going to share it with you now because it's one of my favorites. Do a pot. Poll and ask your audience. Once you've got an audience of potential customers, ask them, How do you prefer to be contacted? Phone, LinkedIn, message, email or other ad in comments. Everyone that clicks phone, you can see everyone who votes go through that list, anyone that is a potential prospect or customer pick up the phone and say, Hey, Brian, thanks for voting on my LinkedIn poll today. You said you prefer to be contacted by the phone. So I thought that's what I'm going to do today. I'm going to pick up the phone and give you a quick call. Do you have a couple of minutes? Everyone that votes for email use it to maybe send a message, either find their email address and send them an email again, say the same things, or send them a LinkedIn message and just say, Look, you voted that you prefer to be contacted by email. So I'd love to share with you a few things, if you can just give me your email address. It's a great conversation starter. It drives great engagement, and it's a good way to get your foot in the door. Number three, when it turns insightful, LinkedIn articles share content, like an article or a newsletter that, again, addresses lots of value. So it could be five things every VP of marketing should be doing in 2025 here are 10 Things finance heads should avoid in 2025 that sort of thing like lots and lots of value. When you get to the end, you've then got a chance to promote yourself. So give lots of value in an article or a newsletter, you can have a great call to action, which, again, is a time to promote yourself, because 80% of that article is value. Number four, memes. I love memes and humor is super powerful on LinkedIn, I would always recommend sharing and discussing these internally, check with marketing, check with your leaders, just to make sure you're getting the tone right. But if you can create humor based content on the pain points that your product or service solves, that's the ultimate winner. If you can show your customers that you understand their pains and struggles and then connect it to the product or service, you sell absolute winner and humor is a great way to again, just cut through the sales trust barriers, because it shows a lot more of a human side to selling. I will always love memes, and I know LinkedIn loves memes as well. Top Tips videos, look video is massively being pushed on LinkedIn. And I know having spoken to LinkedIn very recently, they are really pushing it in the second half of 2025, Port trait videos, especially so the ones you film on your phone, the sort of long portrait ones, are really going to be pushed the sort of second half of this year. So again, sharing videos 3060, 90 seconds long, sharing tips and value and insights, etc. Great thing to do if you've never done it before, just practice. Just you don't have to share it. You don't have to show anyone. Just get comfortable putting your phone up and recording yourself honestly. Once you've done it a few times, it's going to be a lot easier if you've never done it before. Number six, I was creating some of these today, carousels. Again, you can do this on Canva, completely free. I used to do PowerPoint presentations. Again, Canva is just as easy, where you create multiple slides that people scroll across. Again, you could do top tips. You could do customer reviews, lots of different ways. You can use this target customer tips list. Think about who you're trying to sell to. And then if you were that person, here are some tips you'd share. And you could put any number. It could be five, it could be seven, could be 14, whatever you've got, but just pure value, lots of value. And then at the end ad, what would you add to this list? Because everyone wants to add their own contributions. You're going to drive engagement. Drive engagement. You're giving lots of value, win, win, win. And then you can look at everyone who's engaging and use it to start conversations as well.
Final two ideas that I'm going to share on this one live expert interviews, I guess, kind of like this, but we sometimes do these LinkedIn lives, which are great because they're interactive, and it's your chance to give the highest level of value. If there are authors in your industry, offer to interview them for your audience, you You will find some that, again, it's a win. Win scenario, they get to promote their book. You get to give value. It's it's a win. Idea number nine, the iPhone notes. Again, you every phone will have its own notes option. But what this allows you to do is create a slightly more value giving sort of piece of text based content in a visual form which stands out on the LinkedIn feed people are scrolling. It's going to capture their attention a lot more. And then you can elaborate on it in the text post above it. The question you want to think about is, What content do your customers want? And the biggest tip I can give, I've spoken to C level executives, CEOs, decision makers, and what is very unanimous in what they want to know, or the most valuable thing a salesperson can offer them, it's insights of what other leaders. Are doing now. This is one of my biggest tips for this year, and this is why I love otter. Otter transcribes your calls. Does the best job doing it, which is great for sales and otters. Ai chat is phenomenal. You can ask it to write a follow up email. I ask it, what were the biggest sales opportunities in that conversation? This AI assistant, is phenomenal. What you can also do. And I don't want to sort of put words into that. I don't think this is what otter was built for, or if it was a purposeful design for it, but I go into otter and I will ask it, what five LinkedIn content ideas could be based on the conversations I've had, and it's going to go through my conversations and create content ideas from it. And this is great. If you want to find content that your customers want, look at the conversations you're having. You'll see common themes, you'll see unique insights, and that's what your audience wants, which is what I like. Patrick, we'll be getting otter notes or recordings. So this is being transcribed, obviously, and it's being recorded. So I will check with Brian at the end, just to see I'm hoping the recording and transcription will be available. There we go. Look at that. Otters in there. Already. Perfect. I was skeptical about joining that has lots of takeaways. Good. That's, that's the best compliment you could give me, because that's all I ever want to do, is give as much as much as possible anyway, using otter, this is like the little cherry on top to create content has been game changing for me, because the best content is in the conversations you're having with your prospects and customers. So if you're recording it in this best possible way where it's all in one place, it has an AI assistant to help you get all the information you want. It's just a perfect combination. One little tip, how do you go viral in 2025 everyone's chasing going viral. I've gone viral at least once every month this year. And I'm not saying that as a boast. It comes from a lot of studying and constantly adapting and tweaking and changing. But here's what's working right now. Number one, create unique and creative content. If you want it to go viral, it has to be hyper creative and unique, something that people haven't seen at least for a while. Focus on driving engagement. And what I mean is try and encourage people you know to engage your colleagues, that initially, if you can kind of create the sort of pushing the snowball up the hill. I Hill, get to the tipping point, and then it rolls and rolls and rolls. You want to sort of encourage engagement, where you can look for people who can help, again, internally or externally, collaborate with industry influencers, people that have audiences. Look at what type of content is working. Now I'll give you an example. Images and company pages have been working great for the last few years. Now, kind of dying, but polls, articles and videos are so and again, for personal posts, personal photos are doing quite well. Videos are doing well. Look at what's working for other people, and always keep consistent. If you if you want to go viral, you need to no one jumps out of nowhere and just goes viral out of the blue. You need to be engaging, consistently sharing, consistently growing your audience. All of these ingredients come together for, um, getting that virality, all right. Number five, good profile, we're growing our audience, we're building our brand, we're sharing great content now, let's look at converting it all into messages and conversations. LinkedIn is full of message opportunities. Number one, you can look at people who are viewing your profile. If you look at your profile views and someone looks like a potential customer, it's the perfect conversation starter. Hey, Brian, thanks for viewing my profile today. Are you looking for LinkedIn training at the moment, if Brian comes back and says, Yes, happy days. If Brian comes back and says, No, I just saw one of your posts, you can say, Oh, thank you. Did you like it? Have you had LinkedIn training recently? You can just navigate it either way. Look at who's engaging in your content, look at people who maybe you've had on previous campaigns, people you've phoned in the past, emailed in the past, loads of different ways you can find opportunities to start conversations. What is most important, and it is almost depressing that I have to teach this, because in 2025 I thought this might be obvious, and yet still, 90% of the messages I get from sales people are spammy, salesy messages. The biggest key to messaging on LinkedIn is hyper personalization. This is the quote that will summarize it perfectly. The more you make your messages about them, your prospects, the better chance you'll get of a reply. I would say the majority of messages I get, zero of it is personalized to me. Most of them are copy, paste sent messages, and it doesn't work. Abhishek with a great question, how do you differentiate between company page and. Personal Profile page, two different strategies between a personal profile and a company page. Personal Profile should be a lot more personal. Personal company page needs to be personal as well, but there are some slightly different strategies. What I would recommend is do some separate research on both of them. A lot of what we've covered today definitely align more towards a personal profile page, but if you are managing a company page as well, there are definitely some strategies on that, and there is lots of resources on LinkedIn, YouTube, etc, to help. Or if you want my podcast, the social selling podcast is free. Got ton of episodes, and there's several on there for company pages as well. Oh, is it Yes? Oh, so both. Definitely, I'm an advocate for both. I a company page is hugely, hugely valuable, as well as a personal profile as well. So I would definitely advocate for both. Back to messages, the more you make your messages about them, the better your chance of a reply. So how do you hyper personalize. You look for as much relevant information as you can. So look through their profile, look at their activity, look at their company page and their company pages activity. Look at other people in the company, their website, other social channels. There are so many ways you can find information to make that message more about them. Think about the 8020 rule. 80% of the message should be about them. 20% can be about you. Now, another little otter plug and genuinely, by the way, I pay for otter myself. I absolutely love the tool, and use it in every conversation. You can use your notes from otter conversations to craft messages so I can go into otter from a conversation I've had with a prospect or a customer and ask it to craft LinkedIn messages. I might still need to tweak a little bit, but honestly, they're creating very, very good message templates, which, again, gets you started. That saves you three minutes, four minutes, five minutes. That's valuable time saved. So I love using otter for follow up messages, everything, sort of from that initial conversation. So there are different ways you can message, and this is a big one for me. You can send written messages, voice messages and video messages, again, the majority of messages I get some months, 100% of the messages I get are written. It is rare, even now that I will get an audio or video message, which, again, is scary and just highlights how much opportunity there is, I would recommend for everyone. The majority of messages you should be sending are audio and or video, because they are converting so much higher because no one's sending them, smallest percentage of sales people are sending them. So if you're not already those are formats I would recommend training on, learning, practicing and then starting to utilize. But if we look, I've got a couple of template messages just to share with you as an example. Again, you could do these in any format, written, voice or video, so you could do the profile view. Example. Hi Michael, thank you for viewing my profile today. Love to know if you're potentially looking into this product. At the moment, again, because they've viewed your profile, there's a high chance they'll reply, because they kind of made the first move, and they feel like they're accountable for a reply. Number two, Michael, writing an article on the top 10 trends for the finance industry, and wondered if you could share one of yours to include kind regards. Dan, who's not going to want to be included in an article. Let's say you sent this to five to 10 of your target prospects. You're going to get lots of great insights. There's a great article there, and you've started some great conversations.
Hi Michael, we helped XY companies save $10,000 a year on their recruitment costs with our software. Think we could do the same for you? Could I send some more information on how it could work? This sort of more salesy approach only works if you've got a really juicy way of highlighting a good ROI example. Because again, if you sent this to head of recruitment, head of finance, whatever, who's not going to want to at least explore this. You want to give them, make them an offer they can't refuse. I deliver that in a bad way, but you get the idea, right. That wraps up the core things. Optimize your profile, make it customer focused. Start growing a high value audience. Build your brand by getting your name out there, create engaging content, and then start having more conversations. Simple things done consistently lead to big results on LinkedIn. And as I mentioned, anyone who's already using otter, or anyone who signs up to otter we'll get a copy of my latest book. So either get in touch, you can get in touch with me. I'll put my see if my email address will come through here. You can pop me an email. You can pop me a LinkedIn message. We'll make sure you get the book. So if you're already using it, let me know. Two or if you're going to try it, then send me confirmation and we will help. Now we've got a hand up. I can't remember. That was a question that's come through. So let's just see. If I can see, I'll just put it in there as well. Q and A. Here we go. I'm big on making notes on my iPhone. How do I share this on LinkedIn? Via screenshot? Yes. Patrick, great question. So yeah. So you write the notes, take the screenshot. Screenshot, I trim it down so it's not the full phone length, so it's sort of, you know, just a bit more than the square, as you'll see. And then I'll share the image and add text to it as well. So hopefully that answers that question. Any other questions, feel free to pop them in the chat box or in the Q and A. Hopefully everyone's got value from this. I hope you've enjoyed it. I know it's a ton of stuff to learn in a small session, but as otter mentioned, they'll send you the recording and the transcription, so you'll get all of this. And the beauty of the transcription on otter is it will summarize it for you. You can search to go through to specific bits. Patrick, we work with dentist. Oh, in the dentist industry, I'm guessing. Patrick, any tips on messaging for that industry? So you're selling to dentists? Am I right? I just want to confirm with this one. Patrick, yes. Okay, so you're selling to dentists tips of messaging for that industry, again, it's all about personalization. It doesn't really matter who you're selling to, it's for the individual. So for each person that you're trying to message, haven't much luck on getting them on LinkedIn. I would, I mean, I'd be curious, though. I can guarantee you there will be a percentage of dentists utilizing LinkedIn. Remember if, if not the dentist, then maybe look at other people that might be working within the dentist, group, company, dentistry. It could be the receptionist, it could be other people, there may be people that manage multiple dentists. There are different doors in but equally, for those that are active on LinkedIn, just make the messages about them. Look either at what they're sharing, what they're engaging on, look at their websites and with different industries, look at other social channels? Are they more active on Facebook, on X, on Instagram, on Tiktok? You know, there's multiple routes in what you want to use LinkedIn for are the ones that are active on LinkedIn. And if dentists, as an example, aren't massively active, yet, there is a chance that that's going to increase. Dentistry is a very business industry. You know, it is very finance driven industry, so I can almost guarantee that there will be a growing place in that market. So I would definitely do some research, and again, with messaging, just make it about them. Do some homework for each individual person, and look for good routes in Rebecca, if I've already connected with someone, how can I get them to reply to my messages? A lot of people are ignoring my messages. Okay, so Rebecca, I would go back and look through the messages you've sent. Were they really personalized? Were they a bit salesy? Now, what I would recommend? I'm gonna I'll ask the question first, what format are you sending messages in? Because I would then follow up with a different format. So if you'd sent a written message and they haven't replied, I would try and follow up with a voice message or a video message, because it's a lot more personable and it's different. I see a lot of people that just keep sending the same format try each one. If you've tried a written, an audio or a voice and they're not responding, then I would look at other people in that company that might be a different route in to the decision maker. I would look at engaging on either their content or their company's content to become more visible, and then try and find a much stronger route. In Darlene, what do you suggest is the best way to attract home sellers? They are so scattered. How do you locate them off LinkedIn? I mean, I guess LinkedIn is a good example, because there'll be lots of homeowners and there'll be lots of people that are selling or looking to sell at some point. So you're right. They are scattered. You are essentially marketing to a much broader audience that's harder to, you know, focus and target them specifically. What I would do is grow. I would grow a very, a much more open audience, and I would share a lot more high level content, but I would really position yourself as someone in that space. So if you want a home seller to come to you, make sure you are someone who they would think of as, and when they think about it. So I would share lots of value to homeowners as an example, not just focused around the selling part, but just a lot more generic. So your audience grows, but every so often, maybe once a week, share some. Think around home sellers. It could be getting them the best value. It could be making the process easier for them. So you want to share focused content, but in and amongst high level value content, so you're appealing to that broader audience most of the time, but then every so often, you're just going to appear and make sure your profile is obviously fully focused on that as well.
Just say hi Nelia. We met at sales guru in Cape Town. Well, hi Nelia. Funnily enough, I just had a chat today with Mark Keating from sales guru. We were talking about that hoping to come back to South Africa at some point in the near future as well any other questions. I'm loving these questions. Keep them coming. I'm here to help. To to everyone who has questions after please feel free to message me on LinkedIn, to email me. I'm always here to help. And if you're not already, please do go and check out otter. There are few tools that I love as much as otter, genuinely, it is just brilliant. Transcribes your conversations. The AI chat is just phenomenal, and as a bonus, it's great for LinkedIn and social selling as well. Any more questions, please do keep them always. Let me see if I've got Q A coming up here. Will the PowerPoint deck be available after this call? I will work with the team at otter. I am happy for them to share this PowerPoint deck. So if they can share it with everything, they certainly have my permission. If not, again, feel free to message me and I'll send it to you personally, but I'll see if I can get the otter team to include it with everything they send. So hopefully I'm happy with everyone to get a copy. I want you all to have all of this to bring it to life. Patrick, if you are signing up, just ping me a message or send me an email, and I will send you the book, and that way you can get it so, yeah, just ping me a message or send me an email. The My email address is in the chat. It's Daniel Disney at the daily sales.net or again, just find me on LinkedIn and mention it in in a message or the connection request. Nearly you are more than welcome. I hope today has been helpful for lots of you. You know, there is so much opportunity on LinkedIn and a lot of people scratching the surface. So hopefully today gives you at least a few things that you know, little tweaks you can make that really start to unlock more opportunities. Core messaging today, give value. Go out there to help people personalize. Just be a real person, have real conversations, go out there to genuinely help it sounds silly, but that's what sales is. That's what works on LinkedIn. That's what works in business.
Any final questions, let me just make sure I'm not missing any answer that one
any final questions before we go, if not, thank you for joining today. We met in outbound in Atlanta a few years ago. If we're not already connected, Patrick, just just just mention it in the note, and I'll make sure we are connection request sent. Perfect. Yeah, outbound was phenomenal. I was in Atlanta again earlier this year with the sales gravy team recording a ton of new content for them. I love Atlanta, cool place, and outbound was phenomenal. I love that there's lots of people from different visits here today. I love that. Okay, any final questions before we before we wrap this up? If there's any questions about otter, I know we've got Brian from otter here as well.
And I've just had a email from someone who's an otter user. I will make sure the book gets across to you as soon as we're finished.
Oh, can't see someone got a hand up. I
i So with the promo is for paid otter, correct? No, you can sign up for the free otter. Obviously, if you're going to upgrade it and use I don't you know, I'm going to make you pay for it. You should pay for it because you're going to get I pay for it because that's where you get the real value from. But honestly, if you want to just try want to just try it first, please do try. I can almost guarantee, once you see it for yourself, you know it's going to be a game changer. I just want people to go and test it and see for themselves how great it is, because otter sales itself, it is such a great tool, and one that, honestly, I couldn't live without you.
Definitely NOT Q and A. Let's have a look.
Oh, Michael's got a question for otter. Brian, if you see that.
Yeah, I do. Can you guys hear me come through Awesome. Yeah, good question. Michael, yeah. I think that there's a lot of folks that are bringing things into their products. I'd say maybe one differentiator is that if you get an AI tool that's embedded in some other messaging or communication platform, it's probably gonna be focused on keeping you in that platform and maybe not as flexible. So you know, with otter, you can use you can use it from your mobile device. You can join zoom teams, Google, meet. It's going to work everywhere. So there's a another of a number of other comments we could say, I'd say one other thing is that we're, we're totally focused on adding value to the conversation. Intelligence piece. We're committed to getting, getting value to the to the end users. So we're not as focused on like, you know, making our platform, you know, the communication platform, so sticky. So I think there's things we can do that maybe these platforms can't or don't do because of their own focus. So there's a few differentiators, but give it a try, and then best answer is, give it a try, and then you'll see the difference for yourself. You love otter already, so that's great to hear. I
think that's a good answer. Brian, you know tools that where this isn't their prime focus, they might offer something, but it'll be a much more diligent version, whereas this is, you know, what otter is purely focusing on and otter is constantly growing and evolving. And it's just, yeah, gets better and better and better. So but I agree, always try these things, find what works for you. I always feel like that's the best message to give. And to your question, Patrick, it'll be an ebook, so I can send it across straight away, although what I'll probably do is, out of everyone that takes advantage of this, I'll pick a winner or two and offer a physical copy as well, just as a thank you. I did get a note there. The QR code was wasn't working. I know I've got some emails coming through, so please just message me on LinkedIn or email me and we'll make sure we sort out getting you the book straight away. But I think as we're a couple of minutes on time, if there are, are there any final questions before we wrap this up? Yeah, it was, it was an old QR code. My apologies, but I've seen your email come through, Patrick, so I will be jumping onto those as soon as we we we wrap up. So thank you to everyone who's jumped on the email anyway. Always had to make one mistake with my slides classic.
We'll keep an eye out for any other questions that come across in the last minute or so. But Daniel, I just want to thank you for sharing so much valuable content today. I and as mentioned, team, you know, we'll, we'll share out the the transcript of this as well. I know I'm going to personally be going through this and borrowing. I've spent quite a bit of time with you, and you still shared some new things that caught my ear. So thank you so much for being as generous and and really giving everybody a great example here of what it means to pack a lot of value into into what you
Well, I do it because, you know, otter is just such a phenomenal product, and, you know, I wanted to represent the right way, so I'll, I'll send across the slides as well, so those can be shared the group. I'm happy for that. And, yeah, just thank you to everyone who joined. I really hope you've enjoyed it, and I'm sure we'll be bringing, I'm hoping we can bring another webinar very soon as well. So thank you for supporting Brian and thank you to everyone who attended. You.
