LinkedIn Sales Strategy Jam Session

Curt Anderson  00:00

I’ll let people come in as we’re going along. So alright, guys, who’s, uh, people are joining. Got Diane buyer in the House, John Wilson in Nebraska. We got Hey Sammy. We got a fellow Michigander. If you’re from Michigan, are you a Michigander? How was that? What are you,

Damon Pistulka  00:17

I believe? So did I have that

Curt Anderson  00:20

awesome? Well, you know what? And she’s a Western Michigander. So Lisa Bachman is in the house here. Oh, nice. Hello, Lisa. And she’s a powerhouse. She’s a wonderful human being. Where she she’s joining audio we’ve got, hey, Terry’s coming in. Madison’s here today. Matt’s here. Hey Diane, hi guys, happy, happy Halloween, everybody. So I like this the best I could do. Like, hey, Terry, how are you?

Sami Birch  00:48

I can’t see my goodness, hilarious.

00:55

We do more for women.

01:02

I am Donald von shits and pants.

01:09

Oh, my God, all

Curt Anderson  01:15

right, let’s get started. So I all right, happy Thursday, happy Friday Eve. Happy Halloween, everybody. Thank you for joining us. We’re going to go ahead and get started. So we’re here to dive in and discuss a little LinkedIn jam session. So I want to introduce my our esteemed panelists here today. I’m going to go I’m just going geographical. So my name is Curt Anderson. Wonderful to meet you. Thank you for being here today. I’m moving west. I’m going to the great state of Michigan. I’m looking at my dear friend Sammy Birch is in the house. Sammy, Happy Halloween. Happy Thursday. How are you?

Sami Birch  01:51

Hey, Curt, thanks for having me. I’m doing well. Things are oddly warm here in Michigan for Halloween. Usually it’s snowing, so right now it’s almost 70 degrees, you can almost go to one of our fabulous beaches if you wanted to wow, doing great, though. Little bit about me. I I handle marketing at a company called mission design and automation for robotic systems integrator for manufacturing. So we design and build all types of large automation systems.

Curt Anderson  02:24

Awesome, as a matter of fact, you know what? Let’s go on a little road trip here. So guys, again, as you’re joining us, I’m letting people in as we speak. And can you see my screen? Let’s make it a little bit bigger here. Let’s go here. Let’s go here, and let’s go hey, there’s Sammy right there. There’s Sammy birches in the house. So what I strongly encourage you, welcome you guys to do great opportunity. We’re here for LinkedIn. Man lo and behold. What if you meet your new bestie? What if you meet a new prospect? What if you meet a new referral partner? What if you meet a new customer? So drop your LinkedIn in the chat box. Be wonderful. Connect with everybody. I strongly encourage you. Invite you to connect with my dear friend Sammy Burch. Here is her LinkedIn profile, and Tim, I’m going to be coming right back to you, because you have a wonderful company. Here’s a little sneak preview of her company. We’re going to come back to that. But hey, let’s slide over to the great state of Illinois. I’m going to the wonderful city of Chicago, so I’ve got Lori in the house. Lori, happy Halloween to you. How are you

03:17

happy Halloween?

Lori Tybon  03:19

I’m fantastic. And seems like we’re doing a little bit of a weather report. So it started off during the cold this morning, and as a mom of three, I’m very pleased that it seems to be warming up a little bit. So hopefully we’ll have some good trick or treating for my kids, as well as all the other kids in the neighborhood that come out. So I’m glad to be here. Thank you, Curt. Well, appreciate it, and

Curt Anderson  03:42

she’s pinch hitting for us today. So if you guys came for my dear friend, Megan, up in the Alaska me, she ran into a conflict today, and so Lori gracious, graciously accepted my invite to join us, and she’s doing amazing work on LinkedIn. So I thought this was perfect. She’s a solo marketer at a wonderful company. I was just on site at this wonderful company, just a week ago yesterday, had a great session, and so we’re going to be talking about her business. Hey, let’s go all the way out to the West Coast and look at that handsome devil right there. Damon, pistoca is in the house. Damon, how are you today?

Damon Pistulka  04:13

Doing great. Curt, happy to be here.

Curt Anderson  04:15

Well, happy Halloween to you. So hey we Damon, we might have to break out. We celebrated Halloween together, and you guys, I had Damon hook me up. I had massive, massive wig, and people actually thought it was like my real hair when we were out in public. Damon was that funny. So I haven’t had hair in like 30 years. Sammy, so it’s been forever. So let’s come back to my dear friend, Sammy. Sammy, why and again, guys, drop your LinkedIn profile in the chat box. Great opportunity to connect with each other. Drop your website. Like to know who’s who’s out there, and so let’s keep moving forward. What I really want to hit today is when I was with Lori on site at her wonderful manufacturing operation, we did a deep dive with her sales guru, sales manager, Mark. We’re talking about that. Customer journey and what’s so common, so often, when we when we’re on our own website, we’re on our social media, LinkedIn, we really want to we’re making it about us, right? We’re trying to impress the person. So it’s like I did this. Me, me, me, we, we, we, we talked about that in a lot of our workshops. If you’ve heard that before, Sammy, so I want to talk a little bit about that customer buying journey, process. You guys have done an amazing job with what you’ve done since you started. Share a little bit about what’s going on at Mission. I want to talk about, like, if I’m not mistaken, since you started, the company’s virtually doubled, right? And you’re and we’re giving you 100% credit for that.

Sami Birch  05:37

By the way, please don’t give me 100% credit for that. It really has been a team effort. I joined the company in 2020 along with a lot of our team. We really started seeing some growth in 2020 a lot of investment into our company and into our team and people. And when we started, you know, there was virtually zero marketing. So when I started in 2020, we didn’t have a LinkedIn page. We had a very we did have a website, but it was quite archaic. It was not reflective of the capabilities that mission has. And so first thing was, first, we started the LinkedIn and started making connections with people that we know would be great partners for us, whether it’s supplier partner or customer partner or educational partner. And yeah, we’ve been fortunate to more than double since the time I’ve been here. So in less than five years, we’ve grown our team, we’ve grown our sales, certainly grown our footprint, our digital footprint. And yeah, it’s been a journey. We keep doing the things that we worked and pruning the things away that we’ve experimented with that haven’t worked. And yeah, we’ll keep doing that. So that’s a little bit about mission.

Curt Anderson  06:59

Excellent, Sami, and so I’m going to go here. So we’re going to go in order guys. And again, I would love to make this interactive. So, you know, feel free ask questions anytime at that time, put in the chat, pop yourself off of mute. Love to, you know, ask any of these guys questions. They’re doing phenomenal work at each of their companies. Sammy, just share a little bit on your let’s start with a personal profile. So I’m going to go around the horn. We’re going to go to Lori and Damon, we’re going to talk a little bit about personal profile. Then I’m going to come back to the company page just share a little bit like your strategy as a solo marketer, how you’re branding yourself. Let’s go there first.

Sami Birch  07:34

Yeah, thanks for asking. So I will say that I have maybe imposter syndrome on my ability to market myself on even LinkedIn. I know there’s more that content that I could create, but I think anybody, no matter how much they’re creating, probably feels that way. But for me, I honestly just want to show up as as real as I am and as real as I can through a digital space. So I when I put content out there, I try to make it as if I were talking to somebody face to face. A lot of what I share does link back to Mission. So some of my goals, obviously, are to really, really amp up mission and get mission’s name out there. But for me, personally, I’ve been able to really roll the network that I have in the manufacturing space that I didn’t know even existed prior to getting involved on LinkedIn. So friends like you’ll see here. I can see what you see when you look at my LinkedIn profile about manufacturing happy hour. So Chris, I didn’t know until I started connecting with him on LinkedIn. And now, you know, we’ll text here and there, and he’s introduced me to a lot of other people. We’ve been able to put our heads together and talk through different events to have that can piggyback off of trade shows. Or, you know, let’s have a digital call about or like a virtual call talking about X, Y or Z in the automation space. And so leveraging resources that you wouldn’t have otherwise without using LinkedIn, I think it’s invaluable. That’s just one small example our mutual friend Curt Emily Wilkins, who lives in West Michigan. She is amazing at LinkedIn. She’s kind of goals, I would say. She has her a marketing company called Marketing metal. And I didn’t even and we are, we were like besties now, and we refer to each other as our digital twin because we are so similar. It’s amazing that we didn’t know each other. We’re involved in this in similar groups in West Michigan. She’s in Holland. I’m in Holland, but I did not know her. I met her through LinkedIn, and it’s just amazing. Saying, once you start getting involved or like connecting with like minded people, how much you’re able to grow your network and and find actual, real life friends and grow your business, because now you’ve got advocates for your business, and you know people that are shouting out your name and spaces that you’re not there when you’re not there. So yeah, just really can’t say enough about the ways that you can use the tool to build your personal and professional network and help your business grow.

Curt Anderson  10:31

Yeah, let’s and let’s sit on that. So a couple things. First, I want to welcome everybody. If you’re coming in late, I see like Ryan, Ryan Kylie, Lisa Bachman, my friend. She’s a Western Michigander. Of course, Matt’s here. So again, guys, thank you for joining us. Drop your LinkedIn in the chat. We deeply appreciate if you have any questions whatsoever. We, you know, we know how busy your time is. We, we never take that for granted. So let’s make this as valuable fruitful as possible. But what? What I want to piggyback on Sammy here. So she’s talking about Emily. I actually Emily reached out to me. She works with a manufacturer near me. We went to dinner last year together, and so we’ve become very close friends. We kind of, you know, go back and forth and try to refer clients to each other. Sammy, you and I have had the honor and privilege we were together at the industrial marketing Summit. So it’s just wonderful. The just not the friendships, the value, the relationships are just so powerful. So just putting yourself out there. So if you’re new to LinkedIn, this is a great opportunity. If you’ve been on LinkedIn for years, it’s like, how can we elevate and take it to the next level? So Sammy, think I’m going to come back to you in a couple minutes. We’re going to talk about your company page. Lori, I want to slide over to you next now, you are newer new ish, but you’ve been really stepping up your game on LinkedIn. You did a little challenge that you were sharing with us a week ago. You and I were just together in person at your facility. If you guys are coming in late, this is Lori’s company, solo marketer at Christian technologies. This place, I got a tour of it last week. Man it is phenomenal. Lori, thank you for the tour. Share a little bit about your LinkedIn journey. Any tips, advice that you want to share with folks out there today that are working for manufacturers? Yeah,

Lori Tybon  12:04

absolutely. So, you know, so in my role of sales and marketing in at Christian technologies, I they had never done marketing previously until I joined the company just this summer. And what’s really interesting is that, you know, part of our strategy at Christian is that we are launching a new new product line, a brand new technology. It’s patented by us. It’s, you know, the greatest story never told. And you know, when we came in and I came in and sat down with the leadership team and decide what our strategy is like, we have to tell people about our story and our product and our service, because people really aren’t out there googling for it, because they don’t know what it is. So when it comes to LinkedIn, you know, our strategy is that we’re going to have to do a lot of prospecting. We’re going to do a lot of outbound to tell people and reach out to and identify those soulmate customers and potential customers that we have. So with LinkedIn, because we’re going to be doing so much outbound, we wanted to increase our chances of having conversations, because conversations is what will lead to sales. So we really stepped up our LinkedIn presence, because, as we’re prospecting on LinkedIn, we know that, like if you get a, you know, a connection request, or somebody sends you a message, one of the first things you do is go to their look at their page. Do they have a picture all these different things. So we really wanted to make sure that our executives and our sales team members had a presence on LinkedIn to begin to soften and warm up that cold audience as we begin to market to them from an outbound perspective. So as part of that on my own personal page, I embarked on a 60 day challenge I gave myself on my own personal page to post every single day. And it’s just been phenomenal. Just in 60 days, there’s the a number of opportunities, you know, being here today, being a part of the weekly sessions here, and learning from others, the connections that I’ve made. It’s just been a really amazing opportunities that has opened up. LinkedIn is just such a great platform, so it’s hard, I think, for people who to take that first step. So one of the things I loved about the 60 day challenge was it was just like I gave it upon myself. I’m just like, first post, just rip it, put it out there, let it sail. The ship has sailed, and then it made it really, much easier. The second, the third, the fourth, yeah. Now I’m about a little over 60 days and and just seeing a lot of growth, still growing with my follower accounts, still growing with my impressions, and still more of an authentic, organic growth. But it’s, yeah, it’s been phenomenal. Thanks for Thanks for asking about that.

Curt Anderson  14:46

Yeah, that’s fantastic. So multiple things I want to take away here is, you know, I love the banner that you have at the top. Very clear, very concise. You know, if I land on Lori’s web, on her LinkedIn profile, if I’m looking for somebody in HR, not Lori. Right? If I’m looking for somebody in operational excellence, but, boy, if I’m looking for somebody to help train your B to B sales team to generate qualified leads, she’s your person, right? So that’s what I love. What she’s doing there is just being very clear, very concise. This is what I do, and by being clear and concise, it helps, you know, we talk about like, you know, getting those bad leads, or, you know, things like that. I want to take a step back. Sammy, I want to come back to you for one second. Damon, you’re on deck. My friend is you talked about, uh, manufacturing happy hour for our manufacturing friends out there that you guys are solo marketers. Ryan, Ryan, some of you guys. Lisa Bachman, I’ll tell you. I cannot express how many friends, how many relationships I’ve had from manufacturing happy hour. This if you’re looking for a group to join. So my two takeaways here, and I want to Damon, I’m kind of throwing you a softball right here. Building Community. Building Community. This guy right here, Chris Lukey, if you don’t know Chris Lukey, I couldn’t encourage you enough to connect with him. I saw he just did the Camino, the march through Spain with his dad this week. What an inspiration he is. He is connected. Literally. I could name, like probably 20 people that I’m friends with, very close friends with, because of this group. So number one, look for groups. Look for your people. Look for your crowd. That’s going to open up the doors to relationships. Number one. Number two, what if you get the courage to start your own community, to start your own group? So those are great ways to build up. Damon thrown you a softball, my friend. What are your thoughts as far as like, what LinkedIn has done for you, and how about community?

Damon Pistulka  16:28

Well, it’s, it’s really opened up a new world for me. I mean, when we talk about my journey on LinkedIn in 2019, we were into our business now by three or four years, and I was really looking for a way for us to expand our business. So I was, I was doing the normal route that you hear of, going to networking groups, looking at even and then, you know, starting to actually get recruited by the networking groups, the higher end networking groups. And you know, you’re going to spend a few $1,000 a year for those kind of groups, and you’re going to be in a group with 10 or 12 people, and with what I do, that’s just not really the kind of group that I can I felt that could generate the right relationships for me, because it’s just a small group, and I’m going to spend for me, anyway, I’m going to spend a half a day at least every whatever it was that they met. I can’t remember even so I think it was almost weekly. But it was in to do this. I was said, what if I intentionally grow my network on LinkedIn? What if I really looked out and and looked across the United States and did what I did. And I think at that time it was like 2019 it said I had about 15,000 connections on LinkedIn and and it was we now worked pretty hard when we were starting our business and met some good people, but what, what I was able to do is intentionally grow my follower count, much like Lori’s talking about. I’ve just been at it a bit longer, and it it is. It’s intentional, right? You understand how to do this. Build relationships, reach out to people, meet them, you know, do a zoom. Call with them, meet them in person. I can’t tell you how many people I’ve met in person. On zoom both, you know, you’ll be somewhere. I was at a Seahawks game a number of years ago, and somebody that knew me on LinkedIn said, Hey, I’m at the game too. Met up, ended up, went to, I don’t know how many games of this person after that, you know. So you can make these relationships. And you know, Mr. Curt Anderson, you and I met on LinkedIn, and that’s, that’s how we met. Was it four years ago? Now, we then hundreds of shows later, things like this. But really it’s about building that community and and finding your tribe and figuring out who the heck you know that cool people that you want to be around.

Curt Anderson  19:00

Perfect. Thank you. And so I’m going to go here for a second, so I’ll ask our panelists, if anybody wants to chime in. But you know, again, if you’re relatively new, newer newish to LinkedIn, take a look at what. You know, we just showed Lori’s banner. Damon’s got his banner here. Think about your headline. You know, like Lori, I love your headline here. You know, I train your B to be sales team to get more qualified leads. You know, I have, you know, the best CNC shop on the planet. And man, you need to call, you know, you get the idea. But you know, think about, you know. And what we want to talk about next is, I want to talk about that customer journey process. I had the honor and privilege. I was with Lori on site last week, and we did a super deep dive on that journey that the customer buying journey so often we’re we’re so focused about us ourselves and what somebody reads or sees on our LinkedIn, like, Hey, I did this. I did this. My mom told me I’m good at this, you know, blah, blah, blah, blah, blah, you know, think about what does the buyer want to read? What probably. Do they have, and how do you communicate that? Damon, do you want to take a stab at that, like how you’ve broken out your about section here?

Damon Pistulka  20:07

Well, yeah, your about section, and mine’s not. I think mine’s okay. It’s not great. And you know, your about section really needs to invite the reader in, because you’ve got mine, you’ve hit the button to see more, right? So your about section really needs to talk about about why it will be beneficial for someone to read this a bit more, and I see Sammy shaking her head, or maybe it’s because she’s got the the cool hat on, but it’s go ahead and pipe in here. But that’s really what you’re trying to do, and then how who you work with, what benefits they see from working with you, and why they should listen and or why they might want to care. And then give them some contact way to reach out to you and do and make it simple, perfect,

Curt Anderson  20:55

same, anything that you want to comment on here, as far as like, what any of our friends out there today should have like, banner headline, profile about section, really again, like focusing on that customer journey. Any thoughts that you have?

Sami Birch  21:08

Well, I’m learning here too, because I kind of don’t do the best practices for my own personal LinkedIn, and I know I could do a better job. So great job to both of you. But I one thing I wanted to say, jumping off of what Lori was talking about, is we took a very, very similar approach, especially in our early days, when we didn’t really have a presence online, and so much of our team who had a ton of experience, we’re bringing with our with us to mission really had to do a lot of outbound work to tell people who mission was and and prove that mission was a great partner for automation, saying that we had the expertise that we had. And so early on, we developed like a people strategy and a tech strategy, and we’ve stayed true to those for years. So we always highlight our people. We know that the people that we work with, our greatest asset walks out the door every single day, and so we and it’s true to our values and who we are, and what we believe sets mission apart is the people that work here. A lot of there’s a lot of great technology companies, automation companies out there that can do work, but we believe our team is really what makes the difference. And so we always highlight our people, and we know that all of our team members have networks in the space that we want to be growing in. And so not only do you leverage your brand image, you also are able then to invite everyone that you’re working with their networks get exposed to your content as well. And so that’s one way that you can help draw people to your business page. Another way is to, yeah, like Lori was saying, a lot of content my Ryan. Ryan will bridge, who’s my boss here at Mission. He and I set similar goals to Lori. I’ve gotten a little lazy about it. I’ll be honest, the year has been a little quite, I shouldn’t even say a little busy. It’s been really busy for us. Outside of the digital space, and so we’ve been kind of pulling back on content, almost just as a time constraint. But we were setting goals like early days a couple years ago, like, let’s make sure we’re posting every day, because the algorithm is going to favor what your what your content? If they know they can count on consistent content every day. So we were pretty aggressive on that as well on our personal pages. We’ve got our team working on content, you know, almost daily here, making sure our mission page has something going out. So I don’t know if you saw our Halloween video today, but our team made that and we’re pretty proud of the fun little Halloween video that went out today. So we’ve got a collaborative robot stirring up a potion here at Mission today.

Damon Pistulka  24:14

That’s cool,

Sami Birch  24:17

a fun project that you know. I’m so proud of our team for for coming up with this. So yeah, but yeah, just making relatable content. It’s not all tech heavy and unapproachable. We try to make it so, you know, you have somebody’s give somebody a fun experience while they’re looking at your content, or some content that they can relate to, and then also making sure you’re also putting content in there that builds trust in your ability to execute the work.

Damon Pistulka  24:48

Yeah, and I think one of the things I saw a company doing recently that I really, really applaud, and think it’s great for your to help your company page grow reach and really connect your exact. And technical people and others in your company with the company is their marketing person would put a post on LinkedIn on the company page, and they would send the link out by email to the executive team, and the executive team would then share the post, which, if you share the or repost it, that’s what it is. Not share the post, but repost it, and with comments, and they would comment on it, repost it. I mean, so then, then, from an executive standpoint, I’m not trying to think up content, because that was the that was the reason, and a great reason. They’re too busy. But when it was just click a link, type a couple couple words in about the the post or something meaningful, and repost it that really increased the reach of their post like crazy. It was like they were getting, you know, 50 or 100 views, and then then they were getting in the 1000s. By doing this with the people doing it. There’s just so many ways for you internally to help really expand the reach of your brand, like you said, By leveraging everyone’s network, not just the the business page or the marketing person’s network when you’re doing this stuff. Yeah, and

Sami Birch  26:11

I think, Laura, you’ve probably experienced this too. I’ll let you speak. I’ll have you speak to this too. But like what you said about making sure your team has pictures, making sure they’ve got some headline that explains what they do and why they do it that relates to a customer we did earlier in the year, a LinkedIn workshop with our team. You are, you got, you all might know Jacob Sanchez. Maybe you heard of him. He’s a guy in our in the manufacturing and automation network that we worked with to come in and train our team on, you know, he’s so enthusiastic about leveraging LinkedIn, so we had him come in here and train our team on just, what are the basics? How do you use it? Who can you what are some very simple things that you can do that really does make a difference to maybe a generation that’s not really that into LinkedIn or doesn’t see the value. Does you know thinks it’s for Gen Z or millennials and isn’t really interested in having the digital presence? If you can prove to them why and show them how actually easy it is. And another thing that I do almost every single one of our sales meetings, I remind people that they can invite their connections to like missions page, because I don’t have their network, and they are out there talking to customers and connecting. We have a nice too.

Damon Pistulka  27:29

Yeah, that is a that is a real, real benefit. And so you keep helping people see the benefits of it and and then I think too, when it when you get an executive or a salesperson, that once they make their first or second really good connection on LinkedIn, then they’re kind of the wheels start spinning, then,

Curt Anderson  27:48

then they’re, they’re hooked, for sure. So a couple things I want to point up, point out, and then Lori, I’m going to pull you up on deck here. First off, anybody I popped in a couple more people. Drop your LinkedIn in the chat box. Connect with everybody here. We’d love to know who you are, where you are. You’ve got a great opportunity to connect with friends here. Number one, number two. Sammy, I want to point out something here, you know, Damon, how I know how often you see somebody on a company page that has, you know, 100 likes on a post. And so the thing is, you know, it’s very common, you know, where a lot of companies will go, technical, technical, technical. And they’re like, Well, geez, nobody’s liking my post, right? You know, other than my mom or my cousin my dog, I’m only getting like, three or four likes. Why am I not look what they’re doing. They’re posting a Euchre tournament. They’re posting a Halloween video. People do business with people, and I think as you’re talking to maybe management, there has to be a personal aspect. But see me before I let you go real quick. You’ve been at so Damon, I have a little LinkedIn live show if you guys aren’t familiar with it. Sammy was a wonderful guest of ours. Your boss, Ryan was a guest of ours. But check this out, guys, 7000 followers for a small contract manufacturer. Sammy, that’s why I wanted you here today. Can you just share a little bit how you were able to just, I mean, this is off the charts. Can you share just a little bit how you were able to grow this in such a robust manner?

Sami Birch  29:08

Yeah, basically we just, kind of the things we’re talking about. It’s we haven’t done a ton of paid ads. We haven’t done a ton we haven’t spent a lot of budget for growing our growing our followership on LinkedIn. It’s really been mostly organic, and the way we have done it is getting posts out there, just like you said, and that’s exactly what our approach is. People do business with people. And when you’re scrolling LinkedIn, if you can find you know, everybody’s talking about like, me, me, me, I’ve got this, this great thing, or sometimes it just feels so inauthentic and is boring, honestly. And so what we’ve tried to do is let’s create content that’s fun for people to read, and also create content that is technical. You’ve got to have some of that there, or you’ve got to at least be telling stories that people want to read, the answer pain points that they might have. And so we’ve we’ve just been consistent with content creation, even if it’s just a shout out for an employee, or talking about our fundraising, Euchre tournament, like, let’s make that into a piece of content that’s it’s at least relatable, it’s true to who we are, and share it out with our network. And then, yeah, inviting our inviting the team. Whenever you work with somebody, whether it be an educational organization or a partner or like a partner organization, like the Association for advancing automation, or if you have permission a customer partner, you want to tag them in the post, because then more people get to see it, and then more people might enjoy your content and want to follow it, and then using the in invite contacts tool. So that’s what I was kind of talking about with giving permission to all of our sales team to allow like admin permissions, enough that they can invite their contacts to like our page, because they know for people that I don’t know, or Virginia or our other marketing team members don’t know. And so we really want to be talking to more people, and so we encourage all of our team that is sales focused to be inviting their contacts to like our page. And sometimes that’s all it takes. Every single time I say, Hey, we’re almost at 7000 like, let’s set a goal for the team, if by the end of the month, we can get to 7000 and every time they do it, it’s, it’s just reminding your team that they have this tool. And if you can put some type of incentive, like, Oh guys, my goal for this month is to get to this number. Can you please help me? Usually they will,

Damon Pistulka  31:57

yeah, yeah. I

Curt Anderson  31:59

love it, because you know, you know who’s in sales and marketing at your company? Everybody is in sales and marketing, right? Damon, yes,

Damon Pistulka  32:06

and a good you bring up a great point for those listening today, if you go on your company, LinkedIn profile, there is a place where you can invite connections. And that’s a great point, because you can give as many people as you want in your company, or the access to that so they can use, isn’t it like 250 a month you have that you can you can use, and it replenishes each month. So you get 3000 invites a year, and if someone accepts that invite to your company, you get that invite back, then you can use it again. So that’s super smart Sammy is to be able to give the sales people, anyone else in the organization that’s working with, outside people that access to go, okay, Susan, you can ask the people you’re working with, you know, to do this and everyone and really helps to grow, because 7000 followers on Your pages is pretty remarkable. That’s awesome.

33:00

Thanks.

Damon Pistulka  33:02

It’s a 10

Curt Anderson  33:03

round of applause for Sammy for just absolutely crushing it. Great job, Sammy, I tell you. And again, her company, if I’m not mistaken, Sammy, when you started was 75 ish employees. I think last time you were on our live show, or Ryan was on the live show, you guys are well over 150 so just you know, what a great American you know, made in USA. Story. You guys are just crushing it Western Michigan. And just really admire, appreciate your friendship. And just it’s and again, guys, just wrap up here. If you’re new to this on your company page, we’ve got the home section here. Sammy done a great job with her about you want to get your link to your website. She’s got the information here. You’ve got your, you know, click. You can add your people so they’re all connected. So this is just such a great resource. And Damon, I forget, how much does this cost to do this? I forgot how much the baby, it’s free. It’s free. It’s free. So all right, let’s slide over to Lori. And again, guys drop any questions in the chat, raise your hand. We want this to be as valuable, fruitful. If you have any questions, there are no bad questions. I’m coming over to my friend Lori at Christian. Lori, you’re doing a great job. I want to actually, I’m going to talk about the company page. If you don’t mind, I want to talk about what you you mentioned you gave us a little teaser on the 60 day challenge, man, I commend you, applaud you, compliment you for what you’ve done. Share a little bit on your personal side. Then we’re going to come over to come over to the Christian company page. Yeah.

Lori Tybon  34:24

So, you know, one of the things that was interesting when we talked about the buyer journey last week, one of the questions that we sat with was, how do you want our customers to feel, to feel like that feeling, and on the Christian side, sipping them, and definitely on my personal page here, since we’re here, one of the one of the things is I wanted to come across and I wanted people to feel that I’m approachable, that I’m relatable. I’ve been sharing my 60 day growth journey. If you scroll through some of my posts, you’ll see, you’ll see I’ve shared some of my stats, and I think that that’s, you know, I’m. It with my personal niche of training B to B sales leaders and their teams to use LinkedIn, I really wanted to demonstrate what organic growth looks like when you do it organically, and that it can be progress can be achieved, and you can get great results, and it takes a little bit of time. So I wanted that to come across. I wanted people to feel that this is really real and authentic. I’m not paying a LinkedIn influencer to, you know, share, share my post to get more exposure. Everything I’m doing personally is organic, because that’s also what I’m teaching, training and mentoring on. So I wanted my post to come across that way as well. So for me, I do a lot of like the selfie post, because also, they’re super simple and super easy to do. They don’t take a lot of time. I do spend time on my content that I’m writing doing less graphics these days, because the graphics taste time. But you you can, you know, I think the the key is, is that there’s many ways to build a castle. There’s certain things on any social platform LinkedIn included that are consistent and work across the board, but for each company and each individual, as long as you have a strategy and you stick to that strategy and you stick to it consistently, you’ll see the growth our strategy on our company page is very different where we’re going after because we’re so super niche, like for me, on my personal pages, anybody in in B to B, in the B to B space, which is huge, right? So I could be a lot more general, but in our company page, we’re very specific, talking to a very particular niche, other manufacturers who do some sort of heat, heating in their processing. You know, we we help them increase throughput, decrease downtime and maintenance and improve quality results using our patent and the microwave technology. So that’s very niche, right? So, you know, one of the things that we’ve done here is we’ve used a different strategy, where here discover the technology you didn’t know existed. You know, being very bold and in the face, but posting daily, I do a mix of batch content. We’re going to be a pack Expo next week. So we did some pre show promotions there. The one you’re coming up on right here, we have a free guide, which is a download on drying technology. So we do some lead capture that way. So I have some of these pre batch content pieces I do, and then we do post some in real time as well, like the one this morning, we had a Halloween party at the office. We bake pancakes. And also wanted to, you know, I’m on the far right over there. If you see me, we have fun. And we really also wanted to speak to the team that we have the spirit of teamwork, because when we talk about our buyer’s journey, teamwork is something that’s very important, and that we work with our customers as part of a team and as partnership. So we want to convey that in our post as well. So again, I think it’s just having a little bit of a strategy as well, and then sticking to it so you can grow fast, you can grow slow. And as if you scroll down a little bit more Curt, you’ll see we’ve also done these videos, these live, you know, these recorded videos and articles that we’ve posted. Oh, there’s so here’s one of my executives. This is my Vice President of Sales and Marketing over at Christian. This is his first video that was posted yesterday. It’s promoting that he’s going to be at Peck Expo. And I said to him, I said, Mark, we gotta get you on video, because you’re going to be a park at Peck Expo. We’ve been promoting that we’re going to be there. We’re scheduling meetings while we’re there. We’re prospecting the people doing outbound. And a picture is one thing, but a video is different. Like I want, I want people to recognize you. So when you walk up to them at the expo, they’re going to recognize your name. So first video for Mark online here. We posted that one yesterday.

Curt Anderson  38:42

That’s, awesome. I’m so excited. So and my buddy mark right there, he gave me this book last week. So that was a super what a great session we had. He is a brilliant salesperson. What a man of integrity. And so, and I know you have some other you’re doing what we call SME interviews, those subject matter expert interviews. Each and every one of you on the call are experts in your space. Your customers rely on your expertise. They don’t know what you do, they don’t know your product. They probably don’t even want to know what you do. They just want to know, can you deliver it on time at a decent price, and my customer will love what you did, and you’ll have a customer for life. So again, any questions, comments, concerns, drop them in the chat. Take yourself off of mute. Lori, I think this is just phenomenal. Absolutely love what you’re doing here. Love the direction that you’re going, taking Christian here to a whole new level. This is just phenomenal. Damon, thoughts, comments on what we’re what’s going on here at Christian comments from what’s going on at Mission. Well.

Damon Pistulka  39:38

Sammy Lori, you guys are doing a great job there with mixing in the human element with technical stuff. You both have pretty technical companies. You’re helping to grow their their brand awareness and what they do, how they benefit people. And it’s so important to mix the human element in with it. And. Really keep that, keep that front and center, because we do do business with people right at the end of the day, and yeah, and timely too. Like, it’s pretty it’s pretty cool that you’ve got your Halloween stuff up already, I mean, and today, when you do it, I mean, they’re timely and keep these things going. Because what people don’t realize that when you do this and you consistently are putting content out, you you gain a a group of people that are looking at your comment regular, your content regularly, and you may not see likes, you may not see a whole lot of comments or anything like that, but that you’ll be at a trade show with what you guys are going to some trade shows, and someone will walk up and they’ll go, Oh, I heard you were going to be here and like the video with a salesperson that you just had there. Lori, I can almost guarantee you, somebody’s going to come up and tell them they saw that video on LinkedIn. That’s how they knew who they were. It just works like that. And and, you know, it’s, it’s something that it comes, as you said, Sammy so eloquently, Gen Zers. Millennials know this. That’s Gen Xers, not so much, and the baby boomers, not so much. But it is, it is the way that we really can build, build great connections, and like you guys are building awesome company, just brand and following, and it’s just, it really is impressive

Sami Birch  41:35

if I can jump in a thing that we kind of learned during COVID Or Or I joined this company in like, two months after the shutdown. So when I came even into work, I was like, Am I allowed to, like, be in here, around people? We’re an essential business, but I’ve been working from home. And throughout that next year, it was such an interesting time because trade shows, which were sort of industry standard, tried to go digital. And we started evaluating, do you put money towards going to a to a digital trade show? We tried that once. It no disrespect if it worked for you, but for us, it failed miserably. One we didn’t have the network to even be talking to. So it was like, Yeah, let’s try for our 500 followers to see if we can get one person to show up to our webinar that you have to go through a different portal and click on the right time slot. And it just was tough. Um, but there’s so much that you can do with digital that we we continue to have the conversation, do you invest more in digital? Do you invest in trade shows? And what I believe is you have to do both, and LinkedIn can be such a good tool for you to use to follow up on trade show leads, even if you’re not exhibiting at the show. If you go to a show and meet people, it’s less it feels if you do it right, less intrusive to say, Hey, I remember we met at the show and just wanted to connect, and then just like Laura said, you can warm up these leads without being so maybe like could be perceived as annoying or in your face. To say, like, you know, get their email or call and and they don’t know you yet, and so you’re almost like intrusive instead of building trust. And so it’s a way to just kind of breadcrumb your way in, and then you can understand whether or not you’re a fit with this company or or you are maybe like, like Lori said, your soulmate customers, you just needed more time to warm up that relationship, to understand each other a little bit. So it can be a tool that you can use to just build more trust and and help support your not your physical strategy or trade show strategy, certainly by posting to invite people to your event, but also on the follow up end, where you can just stay In contact with people in ways that you never could before that are less like required, requiring a response like an email would be, so you’re not maybe needing something from somebody all of the time, where you’re just, like reminding somebody so then they want to contact you, Rather than, hey, remember we met? When can we talk about X, Y or Z? It feels less salesy and more organic, I think because it is,

Curt Anderson  44:29

we’re way past the business card stage. Are we not? Sammy, right? The old old school, and I just and so shamelessly, if you guys caught earlier, Sammy and I had the honor and privilege we met in person at the industrial marketing summit in 2024 now let me throw on my SEO hat for a second on how the power of LinkedIn. And so Damon, I have a little LinkedIn live show, and so we’ve been very intentional on and we’ll, we’ll talk about this in a different program, but we’re utilizing SEO for link on LinkedIn with LinkedIn and with our link. And lives now, this was the pure by accident. I can’t even say like we were intentional on this to sammy’s point and Lori’s point as you’re prepping for a trade show a conference, you know, Lori has a nice video of Mark Sammy talking about, like, how can we tag team this? Damon and I, we started interviewing a bunch of the speakers at the industrial marketing Summit. And what’s funny is when you google industrial marketing summit and you scroll down, you know, here’s Wendy. Wendy, these are folks that are running the program. And hey, there’s Damon and that goofy ball guy down here. So the funny thing is, if I go to videos, and at one point in time, we had a bunch of videos in here, and, yeah, here we are right here. So we have two, so two out of the 10, I think at one point, Damon, we had like, four or five. Yeah, right, yeah, and, and sort of thing is, what I’m my point with that is, is, I encourage you think about, like, you know, keywords, your keyword strategy, or how can you come up on search for that conference? So I just wanted to kind of shamelessly throw that one in there real quick. Okay, um, go ahead, Damon, and we gotta

Damon Pistulka  46:00

go into going to trade shows just a little bit. Because, man, I used to go to trade shows forever before, before we had LinkedIn and things like this, and the amount of warming up of your audience prior to the trade show. And because, if you can do that. And we’ve seen some, some people really do this. Well, where you you’re going to be sharing. We’re going to be at the trade show. Here’s a technology. We’re going to be sharing good little come and see it, get your hands on it, talk to the the brains behind it, whatever the heck is the right thing to be sharing with your audience. It’s so cool because then you see those people coming through the trade show booth. And your trade show booth can have simple things in it, like, hey, just follow us on LinkedIn to see more stuff. And you’re going to see that your followers grow like that. And you then you can take the the traditional route. If they want to talk to you, they’ll leave their contact information or whatever, but you can continue, as you said, Sammy, after the trade show. Hey, here’s some pictures from the trade show. Here’s some things that we did that you want to see. What we released. Here’s a video that means there’s just so much you can do with it now to to make that experience like 90 days rather than the seven days at the trade show that you spend at a trade show, because you’re you’re bringing awareness up for it, and all the cool stuff, and then continuing that on past the show,

Curt Anderson  47:25

it’s so cool, but she it’s powerful. Yeah, powerful. And I think, as a matter of fact, what we did is we were interviewing a bunch of folks prior to the conference, and then what we did is we did a live stream from the conference. So again, there’s so much that you can take advantage of. We’ve got a comment. Ryan says, Damon, I love that comment. This happens me, often people are watching, and then Madison, if you want to take yourself off mute, I read your question. We’ll see if we can get an answer, and feel free to take yourself off mute. I have my own business in addition to my full time gig in manufacturing. How do I leverage LinkedIn when these two roles aren’t necessary aligned. Who wants to grab that one? Lori, you’re kind of in a you’re in a similar type thing, right? Yeah,

Lori Tybon  48:10

I definitely am. So I would say that you can look for commonalities, like common themes between what your personal business is, and I might just ask you, like, what’s your personal business and what’s your manufacturing? You know, role, we could probably have some dialog on that. What is your personal business? Can you hear me? I didn’t hear barely. Can you repeat that? I Okay, well, medicine, while you’re getting the audio fix there, I would just say, like I would look for commonality. So for me, as an example, I work in sales and marketing as my job function for the manufacturer, we are in B to B sales. We use LinkedIn for our outbound. So for me, on my personal side, while I technically own a marketing agency, I’m positioning on LinkedIn, but I do LinkedIn B to B, sales leader and sales team training. So as there’s a synergy between the two, because there’s that common thread. So if you can find a common thread between what you do personally and what you do professionally, and then you can leverage it that way while still being in complete alignment. And what’s interesting is I’ve noticed people that will follow me personally after following the Christian business page and vice versa, even though they’re perhaps not the same. So people follow me personally that have really that are not an ideal customer. They’re not even a candidate for the technology that we do on the Christian side. But then they’ll go and follow Christian page because they follow the threads, and they’ve seen my name and videos on the Christian company page as well. So I think if you could find that commonality. That common thread between the two that it will it becomes congruent in a way that you can do both. Yeah, great.

Curt Anderson  50:08

Great answer. Lori and she says, web brand and web design. So if you’re doing the branding, web design for your client, absolutely crushing it. Now you’ve got an instant potential case study testimonial that type of thing. You know, as long as there isn’t, you know any, any cross you know challenges, Sammy, any you’re, you’re an internal brand marketer, you know, internal marketer. But a lot of your friends kind of, you know moonlight or do different things. Do you have any, any advice for Madison?

Sami Birch  50:38

Yeah, I think go kind of similar to what Laura is saying, but if you I would just get started with creating content, and then you can find similar threads. But also, I think it’s okay to if there’s a direction you want to focus on going in, start navigating down that path and creating content that aligns with what your personal values and goals are. Because if long term what your goal is to do is to grow your web design business and your branding and web design business, then I think that’s where you want to be spending your time and making connections. If that’s long term what you want to do,

Damon Pistulka  51:16

yeah, I think you’re right. Sammy, it’s and Madison, being in what you’re doing, it does correlate well with the marketing you’re doing for the company you’re working at, as long as you know the company is not going to have a problem with you having two positions on your profile or something like that, because I’ve seen that many times where you have the your full time position and then your marketing, if you’ve got a side hustle you’re doing, that’s Just another position you have on your LinkedIn profile. Diane asked a question too in here, can can she utilize the business page through admin credentials and then create a business page for own business and then can you have more than one business page? It is yes to both those. I’ve got access to a number of business pages just because over the years, we’ve been associated with them. But and Diane also said, Be warned about conflicts and interests that you just got to make sure of that when you’re doing it. But it is,

Curt Anderson  52:11

yeah, it is great point. And maybe just, you know, make sure communicate with your client, your you know, or your company you know, or just say, Hey, I’m Moonlighting, you know, just, I think, transparency, integrity, you know, all those things are always, you know, always goes a long way. Um, the one

Damon Pistulka  52:27

thing about that, though, if you’re going to talk to them about it, Madison and you’re apprehensive of all you working in this when you’re not working from them, makes you better when you work for them, because I’m going to tell you, you, you will learn so much by working for other people that that it, you just, it’s hard to compare that kind of experience. So

Curt Anderson  52:53

totally agree. Okay, I know we’re coming in. We’ve got a few minutes left. So again, love the questions. I don’t know, so I’m going to, I’m calling some people out. So Edgar, Ryan, Terry, Matt, John, Michelle. If you guys have any questions whatsoever, please bring them on. We’d love to tag them. Please connect with Sammy. Connect with Lori. I connect myself. Connect with Damon. I’ll tell you. For you guys that are just starting out new Damon does. He’s kind of figured this out. He does an amazing job posting every day. There’s a lot of vibrancy, lot of activity on his post. If you’re looking like, hey, I want to kind of build my network up and connect with some amazing people. Damon is a great person to Damon, I know you’re modest guy, plug your ears. Uh, but Damon’s a great guy to connect with. And you can post on his post, and it’s a great way to kind of connect with other like minded people who are trying to improve, grow, you know, market themselves, that type of thing. So Damon, any comments that you want to make, as far as, like, say, our friends that are just starting out with their posting. On a personal side, anything that you want to share,

Damon Pistulka  53:55

just start posting something. I mean, Lori, great example, she posted for 60 days in a row. But start posting one thing. I mean, my posts, honestly, over I started posting, I don’t know, six, seven years ago, so don’t, I mean, it’s, this is a lot of work to get up to where I’m at, because I’ve got, I don’t know how many hundreds of Word documents where I wrote posts over the years, and that those who I used, and now they’re in my my system that I can, you know, I can go back two years and recycle something, and edit it, change a video, and put this stuff out and schedule it right so it’s, it does take that kind of effort if you’re going to do it long term, but to build like you’re saying and what Lori was doing, and to really build your brand and what you’re doing on your personal page, start posting about things that that you know make you happy in the work you do, make you happy in life and and don’t be one of the things that I’ve learned over the years, which I fought like crazy, is that your content can be more technical in nature if you want it to be, because you should have a strategy, right? You have, I have. Content that’s going to grow, increase my my network, and that’s more general, like top of funnel kind of stuff is what we we talk about. So that could be leadership culture, just something that’s annoying you about life, right? And then you go down into the things that are more technical about your business and stuff. But you look at some of the goofy videos I stick on my posts. I will stick a goofy video, video on a post about business valuation or something like that. What I did not realize is that goofy Nitro Circus post of someone doing three flips, which I think is going to come out in a couple days, is they will stop and people will read your post, you will get comments on a post because what that, what we’re trying to do is stop the scroll first and then get them to read your your stuff. And it’s, it’s super interesting getting into the getting into the science of how you how you increase that stuff over time. But consistency is, as Lori shows and Sammy, you guys with what you’re doing is awesome, but it’s, I’m a nerd, right? So I like to study the stuff and do it.

Curt Anderson  56:09

We’ll wind down. One thing I want to point out on Damon. So again, you know, connect with these guys. Connect with any of us on LinkedIn, you know, and really take a peek at Damon’s. And one section that we didn’t dive deep into we’ve been talking we do Office Hours weekly. Is that featured section right there? And again, as we’re thinking of that customer journey, how can you be there for them? You know, our dear friend Allison Deford says, How can you make your customer the hero of their story? And the more we dedicate ourselves and be those go givers and just kind of communicate that just unapologetically fiercely on your LinkedIn profile, like, Hey, this is like, Lori, I help B to B sales teams. Like, this is what I do. I really, I, you know, for me, like I’m doing my jam. I don’t even eat, eat gum and walk at the same time anymore. Sammy, I try to do one thing, right? But the more that you focus on that, put that in that featured section of like, hey. Ideal customer, hey. So me, this is a guide. You know, Lori was talking about the guides that she has in solid state. You know, it’s a geeky thing that you know that she’s targeting, but that’s like, hey. So me, I know you have a challenge or a problem. This is information that we’ve created to help you with your journey. Let’s wind down. We’ve got three minutes left. I’ll give you guys a minute left. Sammy, words of wisdom, parting thoughts, as on this wonderful Halloween of 2024, for our friends here to crush it on their LinkedIn journey. What would you like to share as we close out?

Sami Birch  57:31

Uh, yeah, kind of just reiterating what you guys have said. Like, if you can get consistent with it, that’s going to be a number one thing. So it’s hard to start out. It’s hard to like, it’s hard and it’s easy. Sometimes I think imposter syndrome is what took me so long to even post. Like, nobody. Does anybody care what I have to say, and then do I even know what I’m talking about, which was something that took me a long time to like, get over like, yes, they do. Please post, get started. And I know everyone I’m probably my own worst critic when it comes to what I want to and coincidentally, I’m a writer by degree, so I used to write a lot, and I don’t know if that’s why I’m so critical of stuff, but getting over that and building community with people like you said, that’s what really helped me, too, because what I learned is no everybody feels that way. It’s not just you just get started. Like, get started and make a plan, like Lori did. It sounds like that’s worked out really well to increase your presence, your network, building your online community.

Curt Anderson  58:42

Excellent. Sammy, thank you. Hey, how about a round of applause for Sammy for taking time out of her busy schedule. My goodness gracious, they’re doubling the company. They’re going to double it again here pretty soon. So Sammy, thank you for taking the time. Lori, coming to you in a wonderful windy city of Chicago, parting thoughts, words of wisdom that you want to share with folks today as we close out. Yeah. So

Lori Tybon  59:01

perfect talks would just be that the LinkedIn I like to think of it as, I like to think of as a networking event, because there really is a networking platform, but if we start thinking about it as a platform, we can kind of get stuck and hung up on things. So I like to think about it as, just like this venue that I walking into, again, any other networking, networking event, and hey, there’s a person at the table over there. There’s a there’s a group of three people over there. Just you can insert yourself and start conversations it doesn’t have because it’s not awkward when you do it in person, right? Sort of it doesn’t have to be awkward when you do it online. So I said to think of it as, just think of it as, encourage you to think of it as as you would showing up to an in person event. You’re just behind a screen. Just start conversations. You do that via post. Contribute to conversations. You do that via comments and meet new people. And you do that also by making new connection requests.

Curt Anderson  59:55

Yeah, absolutely. How about a big round of applause for Lori? Man, she’s a pinch hitter today, and just absolutely crush it. Lori, congratulations on kicking off your journey. Admire you, enjoy your friendship, working with you. What an honor and privilege. Damon, as we close out, we’ve got like, 30 seconds left. What do you think parting thoughts, words of wisdom for our friends today. I

Damon Pistulka  1:00:17

won’t say much more. Lori and Sammy covered it well. I do. Edgar had a question here, how do you measure ROI? And I’m going to tell you it’s real simple. If you’re, if you’re Diane’s got some comments in there about the no your connections, the relationships you’re building, and then also, once your profile is set up, like a funnel, you should see people signing up for newsletters, downloading resources and other things like that from your work, it’ll, you’ll, you’ll be able to develop that, that pipeline of people coming through that way.

Curt Anderson  1:00:48

Yeah, anybody Sammy? Any you want to comment on Edgar’s question there or his comment? How do you guys measure success

Sami Birch  1:00:56

with what Damon said? If for us, we’re not great at it, I’ll be honest. We, we will keep track of conversations, and we know that using LinkedIn has really helped us, especially if somebody moves or people you’re working with, it’ll help you stay connected. And we’ve seen leads come in that way. Oh, we, we do these people posts. This is a real story that happened not that long ago. We do shout outs to every new employee. That’s something that we do. And somebody from this new employees network saw they were working here, had knew they were a great person to work with, connected with our team, and just started building a conversation around you know what mission does? Is it different than what they’ve experienced in the past? And now we there’s a future, opportunity, potential with that person. It’s not clean though. It’s not like there’s an easy metric. So some of my friends in influencer spaces do just what you what I think Diana mentioned in the comments, like keep a spreadsheet of the connections they’ve made. If that is one of the KPIs that are really important to your business, then I would suggest doing something that way for us. We don’t have a strong attribution metric for LinkedIn. We just know that what we’re doing is moving us in the right direction. In the future, we might get a little more strict on that, but now we just reuse it as a social tool. So

Curt Anderson  1:02:30

couple, couple takeaways there, you know, and again, for small companies, you know, we might not have that, that CRM, you know, that customer relationship management, but that might be a great tool to measure. You know, there’s a lot of wonderful automation tools. We’ve been interviewing some high level folks on our program. Name of the software is high level, and so that’s been great. Number one, you know, number two is Sammy. You just sit down ahead. You know, we’re so focused on I know, as a marketer, I’m always so focused on customers. What a great recruiting tool for employees. When you have a company that’s trying to double in a tough labor market, you know, every competitive advantage that you can take advantage of. And so if you’ve got company, a that has no LinkedIn profile, and here’s Sammy crushing it, showing the Halloween party, the Euchre tournament, all these other things, who do you think somebody’s you know possibly going to join you know, either the company I don’t know anything about, or the company that you know, or even this, Sammy, if I’m not into Euchre, maybe I’m not a good fit for your company. Now, we just both did each other a favor. So not only is it always, you know, finding the right fit, it’s and I, hey, I used to play Euchre 100 years ago. So I might, you know, I might come out for next year’s zoo Curt tournament. So, Lori, anything that you want to add for Edgar, any any perspective that you wanted to

Lori Tybon  1:03:38

add. Yeah, I just tracking leads. So, you know, we don’t, we don’t we watch our followers. There’s a lot of amazing analytics that are built into LinkedIn that you can very quickly see your impressions, you know, track your impressions and track your follower growth, but from a lead perspective, just tracking your leads and having some system in place, whether it’s a spreadsheet, a CRM or something, so you can attribute the ROI as leads get qualified and become post deals.

Sami Birch  1:04:08

Yeah, can I jump in? I made it sound like we don’t do that, but we, we have subspot that we use, and there’s, you know, there’s a trail, if it’s depending on the way that you set it up. So we do that track your leads for sure.

Curt Anderson  1:04:21

Excellent, excellent. Okay, I know we’re a few minutes over time. Any other questions, I want to be mindful everybody’s got, I’m sure tons of everybody needs to go out trick or treating, right? Damon, they’ve got to get their costumes on. They got to get cooking. You’re in the West Coast, so you’ve got more few, three more hours than we do. But you know, over here in the East Coast, we got to get we gotta get cooking. So. Any other questions, comments, thoughts before we wrap up, how about a huge round of applause for our three wonderful panelists, our experts here. Thank you. Lori, thank you, Damon, thank you Sammy, for taking time out of your busy schedule to join us today. Appreciate you guys. Love you guys. Any other questions? John. Edgar, Ryan Diane, Michelle Sean, Jennifer, any questions before we close out today? Good. All good. Any, any good. Ryan, what do you what are you dressing up for Halloween? What’s the what’s the costume? Dude, what are you going to

1:05:16

be? Wait? Is that me?

1:05:17

I sure did. Because, man,

1:05:20

I came prepared.

Damon Pistulka  1:05:23

All right,

1:05:24

yeah, I’m, I’m a piranha. That’s

Curt Anderson  1:05:28

awesome. That’s awesome. John Wilson, how about John Wilson? Any, any, any Jennifer Sean costumes? Diane, anybody throwing out a costume? We know, every, every, just kind of doing their thing. So alright, guys, we’ll wind down. I’ll stop sharing so we can see everybody. I should have taken a screenshot. It’s there. Sammy, right there. Like the wonderful hat is right in my big screen right there. So Sammy, thank you. Thank you guys. Appreciate everybody. All the replay is going up on my website. It probably up by Monday. You guys have any questions again? Curt Anderson, reach out anytime. Thank you. Thank you all. Have a safe, wonderful, amazing Halloween, and we’ll talk to everybody soon.

Damon Pistulka  1:06:07

Thanks everyone.

1:06:10

Thank you.

Curt Anderson  1:06:10

Thanks guys. Thanks. Sammy, thank you. Lori, thank you. Damon, thank you. Diane, thank you. Ryan, bye, see you guys. Thank you. Thank you. Thank you. See you.