I'm Begging You To Start Doing This On LinkedIn [Game Changer] — Transcript

Full transcript

1. 0:00Every month for the last 5 years, I send
2. 0:02thousands and thousands of sales DMs on
3. 0:04LinkedIn. And every time I do this one
4. 0:06thing, the results are through the roof.
5. 0:09My reply rate is eight times higher, my
6. 0:11close rate is 12 times higher, and in
7. 0:14fact, seven of the last nine clients I
8. 0:17signed on LinkedIn came from me doing
9. 0:19this exact thing. That thing is sending
10. 0:22voice notes. It sounds simple, but it is
11. 0:24so incredibly effective, and I'm
12. 0:26genuinely begging you to start doing
13. 0:28this as part of your LinkedIn sales
14. 0:30strategy. It's so crazy to me that
15. 0:32almost no one does this on LinkedIn.
16. 0:33Yet, having personally tried and tested
17. 0:35so many different LinkedIn outreach
18. 0:36methods, this is number one by an
19. 0:39absolute [music]
20. 0:39mile. So, in this video, I'm going to
21. 0:41show you exactly why voice notes work
22. 0:44so, so well on LinkedIn. I'm then going
23. 0:46to give you my best templates to
24. 0:48recording the best voice notes possible,
25. 0:50the most effective ones, because even
26. 0:52within the realm of voice notes, I've
27. 0:54tried and tested so many different ones,
28. 0:56and I know what works. And then, the
29. 0:58coolest part, I'm going to show you how
30. 0:59to automate the entire thing to save you
31. 1:01the hours and hours of recording
32. 1:03different voice notes to different
33. 1:04people. You can actually record a few
34. 1:06templates, and they can go out on your
35. 1:07behalf at scale. This is a really
36. 1:09exciting video. I think it's going to be
37. 1:10a game-changer for you, so let's get
38. 1:12into it. So, why are voice notes such a
39. 1:15cheat code on LinkedIn? It comes down to
40. 1:17five reasons I'm quickly going to run
41. 1:19through so you know why they're so good.
42. 1:21So, the first reason why voice notes are
43. 1:23so, so good on LinkedIn comes down to
44. 1:25inbox dynamics. For a second, put
45. 1:28yourself in your prospect's shoes. Your
46. 1:30ICP, dream clients, put yourself in
47. 1:33their shoes. They've received 50 cold
48. 1:36DMs that very same day. Each one of
49. 1:38those is a text DM, and every single one
50. 1:41looks exactly the same. You sending
51. 1:43another text DM is not going to stand
52. 1:45out at all in that person's inbox. Maybe
53. 1:47even for a second, go and look at your
54. 1:49own LinkedIn inbox. Scroll through all
55. 1:51the DMs you've received. I guarantee you
56. 1:53all of them are text. Maybe even cast
57. 1:55your mind back to think when the last
58. 1:57voice note was that you received. I
59. 1:59guarantee you it was absolutely moons
60. 2:01ago. So, what does that mean? It means
61. 2:03pattern disruption. You are now going to
62. 2:06stand out in their inbox and instantly
63. 2:08you have their attention. Now, that
64. 2:09leads on to point two why voice notes
65. 2:11are so good, which is curiosity. Because
66. 2:13first of all, they've noticed your voice
67. 2:14note in the inbox because it stands out
68. 2:16amongst all their other text DMs they've
69. 2:18received, but then there's the curiosity
70. 2:20because sending a voice note is a very
71. 2:21personal, familiar thing to do. They
72. 2:23wonder, do they know you? Is there a
73. 2:25reason they're sending a voice note? Is
74. 2:26it an emergency? All of these thoughts
75. 2:28are running through their heads, which
76. 2:29is making them do one thing. They have
77. 2:32to go into that message and they have to
78. 2:34click play on that voice note. It's
79. 2:36human psychology. Again, let's do a
80. 2:38thought exercise here. Would you ever be
81. 2:39able to receive a voice note and not
82. 2:41click play? It's the what if in your
83. 2:43brain. What if it is a new job
84. 2:45opportunity? What if they're wanting to
85. 2:46do business with me and pay me money for
86. 2:48something? There's the what if you have
87. 2:50to click play. Firstly, you've stood out
88. 2:52in their inbox, you have their
89. 2:53attention. Secondly, curiosity has meant
90. 2:55they have to click play and suddenly,
91. 2:58through those first two steps, they're
92. 2:59hearing out your pitch. Now, step three
93. 3:02is the beauty of it when they're hearing
94. 3:04out your pitch, which is a voice note is
95. 3:06unmistakably human. And this one matters
96. 3:08more than ever right now in the world of
97. 3:10AI-generated content, people sending
98. 3:13text DMs that they're sending to
99. 3:14hundreds of other people, there is the
100. 3:16perceived idea that you can't do that
101. 3:17with voice notes. That creates so much
102. 3:20trust that honestly is priceless in
103. 3:22sales. The fact that they're listening
104. 3:24to a human talk rather than reading a
105. 3:26block of text also does wonders in the
106. 3:28world of psychology, too. Because
107. 3:30they're actually relating to you. They
108. 3:32hear your tone. They put a voice to the
109. 3:34face of the profile. Suddenly, in their
110. 3:37eyes, you're a real human being rather
111. 3:39than just a boring sales robot. So,
112. 3:41you've got their attention in the inbox
113. 3:42cuz you're standing out. You've sparked
114. 3:44enough curiosity for them to press play
115. 3:45on the voice note. And now they're
116. 3:47hearing to the voice note and they're
117. 3:48starting to build goodwill, familiarity,
118. 3:51and a personal relationship with you.
119. 3:53Now, the next step, the fourth reason
120. 3:54why it's so good, is again around that
121. 3:56goodwill attached because there is a
122. 3:58perceived effort that goes into sending
123. 4:00a voice note. The prospect instantly
124. 4:02thinks you've gone the extra mile that
125. 4:04other people trying to sell to them
126. 4:05haven't gone. You haven't just clicked a
127. 4:07button and sent them a text DM that
128. 4:09you've all sent to a hundred other
129. 4:10people that day. In fact, the perceived
130. 4:12idea is you've taken time out of your
131. 4:13day, looked at their profile, and sent
132. 4:15them a personal voice note. It's quite
133. 4:17cool here, the perceived effort versus
134. 4:19the actual effort. The real effort, even
135. 4:21if we're doing these manually, is what?
136. 4:2330 seconds to put a voice note together,
137. 4:25but the perceived effort is monumental
138. 4:27because no one else does it. So, it's a
139. 4:28great way to get ahead, separate
140. 4:30yourself from everyone else in the
141. 4:31inbox, and get ahead with the prospect.
142. 4:34Now, the fifth and final reason is
143. 4:35actually in the format of message, in
144. 4:38the voice note. A voice note allows you
145. 4:40to get your idea across so much more
146. 4:42efficiently than a text DM can because
147. 4:44you can use your own words, and you can
148. 4:46actually prescribe some meaning and
149. 4:48emotion, and urgency in your voice. You
150. 4:51can't do with a text message. So,
151. 4:53actually, your sales message becomes a
152. 4:55lot stronger in a voice note than it can
153. 4:58with the best DM in the world. Stack
154. 4:59those five reasons together, and you
155. 5:01should be starting to see why voice
156. 5:03notes are phenomenal in sales in
157. 5:05LinkedIn. But, I mean, the ultimate
158. 5:07overarching reason why they're so good
159. 5:09is because no one else is doing it. So,
160. 5:11it's a massive opportunity to
161. 5:12differentiate yourself. I'd say probably
162. 5:14fewer than one in a hundred sales people
163. 5:16on LinkedIn are using voice notes. Why?
164. 5:19I have no idea. But, if you start using
165. 5:21them, you're going to differentiate
166. 5:23yourself from the masses, you're going
167. 5:24to get noticed in their inbox, your
168. 5:26sales message is going to be a lot, lot
169. 5:28more effective, and prospects are going
170. 5:30to reply and start wanting to do
171. 5:32business with you because they see you
172. 5:34as one, a human, but be a human that has
173. 5:37put effort into the outreach, and
174. 5:38they've understood your outreach more.
175. 5:40It really is a game-changer. Now, before
176. 5:42we get into the exact message I want you
177. 5:44to put in your voice notes that's going
178. 5:46to work so well, I want to quickly call
179. 5:48out that if you are enjoying this video,
180. 5:50please do like and subscribe. This is
181. 5:52just one video I'm doing on a massive
182. 5:54series on LinkedIn. How to grow on
183. 5:56LinkedIn, how to become a key person of
184. 5:58influence on LinkedIn, how to sell on
185. 6:00LinkedIn, how to make money on LinkedIn.
186. 6:02Whatever you're trying to do on
187. 6:03LinkedIn, this is where you learn how to
188. 6:05do it. So, make sure you subscribe so
189. 6:06you don't miss out on any of the cool
190. 6:08videos I've got coming out over the next
191. 6:09couple of weeks.
192. 6:10Thanks, and let's get back to the vid.
193. 6:12So, hopefully by this point in the
194. 6:13video, you know that you should be using
195. 6:15voice notes. But, the next question is
196. 6:17how on earth do you actually record a
197. 6:20good voice note that's going to convert
198. 6:22on LinkedIn? Now, the golden rule I like
199. 6:24to follow is treat a voice note within
200. 6:26sales just like you treat a voice note
201. 6:28to anyone else. Keep it casual. Keep it
202. 6:30friendly. Keep it low touch. Because the
203. 6:34whole benefit of using a voice note is
204. 6:35it sounds human and it sounds natural.
205. 6:38Now, you don't want to risk losing that
206. 6:40by recording a script of a perfectly
207. 6:42rehearsed sales message. In fact, keep
208. 6:45it casual and build that familiarity
209. 6:47with a natural, familiar kind of tone in
210. 6:50your voice note. There are a few more
211. 6:51concrete rules I like to follow when
212. 6:53actually recording a voice note script,
213. 6:55and here they are. Again, these are from
214. 6:57me having tried and tested hundreds of
215. 6:59different voice note scripts, so I
216. 7:00really think my learnings of what does
217. 7:02work and what can work hopefully will be
218. 7:04quite valuable to you. Now, first of
219. 7:06all, let's keep it under 45 seconds.
220. 7:08Again, let's respect the inbox dynamics.
221. 7:09You're in their inbox asking for their
222. 7:11time. Let's not take the mickey. Keep it
223. 7:13under 45 seconds, ideally probably
224. 7:16around 30 seconds. You want it long
225. 7:18enough to get your point across and
226. 7:20build some relationship there, but short
227. 7:22enough to respect their time. The second
228. 7:24is in the opening line. I want you to
229. 7:26call out their name and something
230. 7:28specific immediately, so they instantly
231. 7:30know it's personalized to them.
232. 7:31Something like, "Hey Sarah, I saw that
233. 7:33you're hiring in Q4, da da da da da da."
234. 7:36I've called out her name, and I've
235. 7:38called out something personal I've got
236. 7:39from her profile, so instantly she knows
237. 7:42I've done my research and it's worth
238. 7:43listening to the rest of the voice note.
239. 7:45Next, I like to do one line on who I am
240. 7:47or who our business is, one line only.
241. 7:50This voice note is not about you, it's
242. 7:52about them. Now, this is a really
243. 7:53interesting one. I like to smile while
244. 7:55I'm doing the voice notes. I know that
245. 7:57might sound silly because obviously they
246. 7:59don't see your face, but actually in
247. 8:00smiling while you're recording, the tone
248. 8:02of the voice note is going to be much
249. 8:04more friendlier. Just try it, you'll
250. 8:06understand what I mean once you've done
251. 8:07it. Next up, don't keep re-recording to
252. 8:10cull all the imperfections. It's the
253. 8:12imperfections in a voice note that
254. 8:13actually work in your favor because it
255. 8:15makes you sound like a human, normal,
256. 8:17natural person. Who records a perfect
257. 8:19voice note? Certainly not me, certainly
258. 8:21not anyone I know. So, why should a
259. 8:23perfect voice note sent to a prospect be
260. 8:25any different? Now, finally, I like to
261. 8:27end my voice note with a question rather
262. 8:29than just ask them to take an action.
263. 8:31Again, it's about respecting inbox
264. 8:32dynamics. Don't tell them to do
265. 8:34something, guide them onto the next
266. 8:35step. Ask them a question, maybe even
267. 8:37encourage them to send a voice note
268. 8:38back. That's going to create really good
269. 8:40dialogue between you and the prospect.
270. 8:42So, let's go through two live examples
271. 8:44of sort of templates you can use,
272. 8:45templates you can follow. I'll make sure
273. 8:47they're included in the description so
274. 8:48you can actually go and copy and paste
275. 8:50them into your own scripts. Now, the
276. 8:52first one is a cold opener, something
277. 8:54like this. Let's say I'm sending the
278. 8:55first one to someone called Jake. Hi
279. 8:57Jake, it's Harry here. I know a voice
280. 8:59note out of the blue is a little bit
281. 9:00different, but I saw you recently post
282. 9:03about your struggles with lead gen and
283. 9:05just had to reach out. Quick context,
284. 9:07I'm Harry and I work for Lead Engine and
285. 9:10we're an agency that specializes in lead
286. 9:13gen through social media content. No
287. 9:15pitch, I just wanted to ask if you've
288. 9:17ever experimented using YouTube and
289. 9:19LinkedIn for lead gen. Let me know in
290. 9:21your situation. Either way, love what
291. 9:23you're doing and speak soon. So, if we
292. 9:24quickly break down that post, instantly
293. 9:27from the start of the voice note, I've
294. 9:28called out his name and something about
295. 9:30him, a post I saw about him struggling
296. 9:32with lead gen, so he knows I've done my
297. 9:34research and it's relevant to him. I've
298. 9:36then got his attention for the next
299. 9:37line, which is the important line
300. 9:38because it's about me and it's about my
301. 9:40business and how we're going to help him
302. 9:42lead gen with content. I've then asked
303. 9:44him a question if he's ever experimented
304. 9:45with this and I've opened the gates for
305. 9:47him to tell me more about his situation,
306. 9:49so then eventually that can become a
307. 9:51sale further down the line. Now, the
308. 9:52second template I'm going to go through
309. 9:54is actually for those prospects who are
310. 9:56a little bit warmer and maybe you
311. 9:58connected with them a few weeks ago,
312. 9:59you've been seeing a few of their posts,
313. 10:00but haven't actually, you know, made
314. 10:02that sale yet. Something like this is a
315. 10:04good idea. Hey Jake, thanks for
316. 10:05connecting the other day. I've been
317. 10:06enjoying your content on your timeline,
318. 10:08too. Thought I'd put a voice to the name
319. 10:10rather than clog your inbox with more
320. 10:11text. I saw you mention on your timeline
321. 10:13that you and your business have been
322. 10:14struggling with lead gen and I was
323. 10:16genuinely curious if you've ever
324. 10:18experimented generating leads through
325. 10:20social media content, namely YouTube and
326. 10:23LinkedIn.
327. 10:24No agenda here, really just interested
328. 10:26in seeing if I can help. Have a great
329. 10:28day and let me know. So, you're going to
330. 10:29want to tailor these exactly for your
331. 10:30business and your prospect, your target
332. 10:33market, depending on who they are as
333. 10:35people, as how hard you want to go with
334. 10:37the sell, but you should have a good
335. 10:39idea of what a good voice note looks
336. 10:40like. A bonus tip, if you are, you know,
337. 10:43familiar with Claude or ChatGPT, you can
338. 10:45absolutely get them to do a deep dive on
339. 10:46that person's profile to generate that
340. 10:48voice note script for you. I've tried
341. 10:50this with great success and if you're
342. 10:52looking to connect either Claude or
343. 10:54ChatGPT to LinkedIn, I've done videos on
344. 10:56how you can do just that, so go and
345. 10:57check them out on my channel now. So, at
346. 11:00this point in the video, I hope you know
347. 11:01that one, you should be recording voice
348. 11:03notes, two, how to record a good voice
349. 11:05note, and the third and final piece I
350. 11:07want to teach you is how to do it at
351. 11:09scale. Because my presumption is that
352. 11:11you might be a busy founder with not too
353. 11:13much time in your day to sit there
354. 11:14sending voice notes to everyone in your
355. 11:16inbox. If so, great because a personal
356. 11:18voice note will always win, but if not,
357. 11:21you can automate the distribution of
358. 11:22voice notes at scale. So, there are many
359. 11:24tools you can use to do this, but the
360. 11:26one I'm going to go through now is
361. 11:27Heyreach because it's my favorite and
362. 11:29it's the one I use. Using Heyreach's
363. 11:31automation sequence, you can actually
364. 11:33record a few voice note templates and
365. 11:36they'll go out at a scale to prospects.
366. 11:38You can use Heyreach to set up a
367. 11:40personalized outreach sequence. So,
368. 11:42maybe you connect with them first, once
369. 11:44they've accepted that connection, you
370. 11:45send them a voice note. Maybe if they
371. 11:47reply to that, you send them a message.
372. 11:49If they don't reply, you send them a
373. 11:50different message. You can create your
374. 11:52own personalized tree of steps and
375. 11:54sequences that are going to engage that
376. 11:56prospect. Heyreach gives you the option
377. 11:58as one of these steps to include a voice
378. 12:00note. And it's up to you how AI versus
379. 12:03personalized you go with this voice
380. 12:04note. If you want to use zero AI, just
381. 12:07record one blanket voice note that works
382. 12:08for everyone in your target market. And
383. 12:10that can still be quite personalized, by
384. 12:12the way, because let's say you're
385. 12:13enrolling data into that campaign where
386. 12:15everyone is a managing director of a law
387. 12:16firm, for example. You can still call
388. 12:18that out and make that voice note sound
389. 12:20very personalized and tailored, when
390. 12:22actually it is personalized and
391. 12:23tailored, but everyone in your data is
392. 12:25the same profile. But you can also do
393. 12:27some clever things on Heyreach too when
394. 12:29it comes to personalization. Because on
395. 12:31Heyreach, you can build your own voice.
396. 12:33You speak a lot into the microphone and
397. 12:34it will start to learn how you speak. It
398. 12:37will then substitute into your voice
399. 12:38note personalization tokens. So, for
400. 12:41example, it can call out someone's first
401. 12:42name, someone's company name, and even
402. 12:45some information from their profile and
403. 12:47it say it in your voice. So, you can set
404. 12:49up a voice note script like, "Hi first
405. 12:51name, I just checked out company name."
406. 12:54And then the rest of your message, and
407. 12:56it will just fill in those blanks with
408. 12:57your voice when the voice note goes out.
409. 12:59Pretty cool, right? Using this approach
410. 13:01and using Heyreach, you can distribute
411. 13:03voice notes at scale from LinkedIn
412. 13:05completely hands-free. I've actually
413. 13:07asked Heyreach, especially for this
414. 13:09video, for a link so you can have a free
415. 13:11trial to their platform so you can use
416. 13:12it free of charge and test it out. That
417. 13:15link is in the description to this
418. 13:16video, so grab the link, go and check it
419. 13:19out, and start distributing voice notes
420. 13:20from LinkedIn at scale. Now, the only
421. 13:22caveat is, if you have the time to
422. 13:25produce a personalized voice note, I
423. 13:27would recommend doing that instead
424. 13:29because a personalized voice note is
425. 13:31probably a little bit better than one
426. 13:32that's automated. But, balance your
427. 13:34time, maybe save the personalized ones
428. 13:36to your very best ICP prospects, and
429. 13:39then have an automated one going out to
430. 13:41everybody else. Either way, voice notes
431. 13:43are gold. If you're not using them,
432. 13:45you're missing a massive, massive trick
433. 13:47on LinkedIn. So, that's it. That's the
434. 13:48video. Thanks for watching. Let's
435. 13:50quickly recap what we covered. First,
436. 13:52voice notes win because they disrupt the
437. 13:53inbox. They spark curiosity. They engage
438. 13:56the prospects. They build goodwill and
439. 13:59perceived effort. And they guarantee to
440. 14:02engage the prospect and get a higher
441. 14:04reply rate than any text DM ever could.
442. 14:06To record a good one, keep it casual,
443. 14:08try and keep it to 30 to 45 seconds, and
444. 14:11follow those rules we went through
445. 14:12earlier in the video, and I guarantee
446. 14:13you'll be well on your way. If you're
447. 14:15pressed for time, consider automating
448. 14:17the whole thing. Using a tool like
449. 14:18HeyReach, you can get those voice notes
450. 14:19distributed on your behalf without you
451. 14:22doing a single thing. Now, if you want
452. 14:24my full LinkedIn outreach system and
453. 14:26everything else I know and I've learned
454. 14:27on LinkedIn, I've actually created an
455. 14:29online LinkedIn course that I want you
456. 14:32to join. On there is all my best
457. 14:33training videos, all my best tips, and a
458. 14:36lot, lot more to help you grow on
459. 14:38LinkedIn, start signing clients on
460. 14:39LinkedIn, and making money on LinkedIn.
461. 14:41There's so many tips and tricks I
462. 14:42haven't yet included on this YouTube
463. 14:43channel that are there. As well as that,
464. 14:46you can have one-on-one calls with me,
465. 14:47group calls with the wider community,
466. 14:49and join weekly Q&A's, all designed to
467. 14:52help you achieve what you want to
468. 14:53achieve on LinkedIn. I've actually
469. 14:54arranged a 7-day free trial. Again, link
470. 14:57in the description, so go and join the
471. 14:58community for 7 days. We can have a chat
472. 15:00and find out what you're trying to
473. 15:01achieve on LinkedIn and help you do just
474. 15:03that. Hopefully, see you there. So,
475. 15:05yeah, that's the video. If you haven't
476. 15:06started using voice notes, please,
477. 15:08please, please go and start using them
478. 15:10now and comment on this video how you
479. 15:11get along. I guarantee you'll be
480. 15:13thanking me saying, "Oh my goodness,
481. 15:15this has changed my whole LinkedIn sales
482. 15:17trajectory." As always, if you haven't,
483. 15:18please do like and subscribe. Lots of
484. 15:20exciting content coming your way over
485. 15:21the next few weeks. Have a great day.
486. 15:23Thanks for watching.