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Outbound Sales
December 14, 2023

Unlocking LinkedIn Success: Offline Strategies for Sales Professionals


Delve into this episode's shownotes for
expert insights, actionable strategies,
and game-changing inspiration.

10 Episode Takeaways

  • LinkedIn profiles should reflect who you are offline to maintain authenticity.
  • The way you look on LinkedIn is important as it affects how people perceive you.
  • LinkedIn profiles should have a personal touch to make them more interesting and intriguing.
  • The featured section on LinkedIn profiles allows for a peek into the person's real world.
  • Sharing personal interests and hobbies on LinkedIn can help create a connection with others.
  • LinkedIn profiles should aim to make the person's voice come through so that it matches their real-life persona.
  • Utilize the name pronunciation feature on LinkedIn to humanize yourself and make a stronger impression.
  • LinkedIn profiles should strike a balance between professional and personal content.
  • Taking conversations offline from LinkedIn can be done through phone calls, audio messages, or text-based messages.
  • Handwritten thank-you notes can make a significant impact in building relationships with prospects and clients.

Episode Recap

Collin welcomes back Lindsey McMillan-Steeman to discuss how sellers can ensure that their online persona matches their offline presence. They emphasize the importance of having a well-crafted LinkedIn profile that reflects who you truly are, as buyers often research online before making a decision. Lindsey shares insights on leveraging LinkedIn features such as the name pronunciation audio, the featured section, and personal touches to create a more authentic profile. They also highlight the significance of taking conversations offline and making genuine connections through phone calls and handwritten notes. The key takeaway is that being consistent and authentic across online and offline interactions is crucial for building trust and rapport with prospects and clients.

Jump to Talking Points

  • [01:05] Importance of having a professional and authentic LinkedIn profile.
  • [02:09] How LinkedIn activity turns eyeballs back to your profile.
  • [03:08] Utilizing the featured section on LinkedIn to showcase expertise and personal interests.
  • [04:48] Sharing personal aspects on LinkedIn to create a connection with others.
  • [05:10] Transitioning offline and using the phone to connect with prospects.
  • [07:46] Leveraging the name pronunciation feature on LinkedIn to humanize yourself.
  • [09:37] Getting inbound leads from LinkedIn and transitioning the conversation offline.
  • [11:46] Providing contact information outside of LinkedIn for easier communication.
  • [13:03] Importance of representing yourself authentically both online and offline.
  • [14:01] Example of a financial advisor landing a client because he matched his online and offline persona.
  • [15:48] The importance of handwritten thank you notes in building relationships.
  • [18:02] Emphasizing the need for consistent follow-up in sales.

Guest Bio (Who is Lindsey?)

Lindsey McMillon-Steeman is the founder of McMillan Consulting, a speaker, writer, and prospecting trainer. She has achieved success in her career and is known for her expertise in prospecting and sales. With her extensive experience and knowledge, Lindsey has helped numerous individuals and businesses improve their sales strategies and achieve their goals. She is a highly sought-after speaker, captivating audiences with her insightful and practical advice. As a writer, Lindsey has published articles and books on sales and prospecting, sharing her expertise with a wider audience. Her credentials and achievements speak to her dedication and passion for helping others succeed in the world of sales. Lindsey's ethos revolves around the belief that effective prospecting is the key to unlocking sales success, and she is committed to empowering individuals and businesses to reach their full potential in this area.

Find Lindsey At Her LinkedIn!