Stop Ghosting LinkedIn — 10 No-Excuse Reasons to Show Up Now

GGGR 318 – Final

SPEAKERS
Speaker 2, Karen Yankovich, Speaker 1, Speaker 3
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Karen,
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Karen Yankovich 00:10
hello, hello. Welcome to the good girls get rich podcast. I’m your host, Karen Yankovich, and
today I am coming in Jersey style with some real talk. If you are still ghosting LinkedIn, then
consider this episode your wake up call. I’m talking to smart, savvy women, women who have
spent decades climbing ladders, building credibility, maybe your magic in boardrooms or
classrooms or Zoom rooms, right? But when it comes to putting that brilliance online, it doesn’t
translate as easily, right? It’s not. It doesn’t translate well. And I get that, I know, you know, I’m
talking about LinkedIn here today, right? And I know that LinkedIn can feel a little bit like that
boring old conference room of the internet, but what if I told you that it’s the opposite, right? I
want. What if I said, Let’s shift the way we look at LinkedIn from the boring old conference room
of the internet to the VIP penthouse of the internet, because that’s where we build influence
and credibility and cash flow, right? Because here’s the truth, LinkedIn drives 80% of all B to B
leads from social media. 80% that’s not my opinion. That’s from LinkedIn marketing
themselves, right? And those leads, they’re not looking for discounts, right? They’re looking for
experts. So, so I just repeat that 80% of all B to B leads from social media are coming from
LinkedIn. Are you spending? I mean, I’m not even asking to spend 80% of your marketing time
on LinkedIn. You know, just give us a little bit of time. Give it a little bit of time. You’ve got to
shift how you’re focusing. The market has shifted. I know you’ve seen this, right? So we need to
shift to what’s happening. What’s happening now is people are buying based on relationships.
So I’m gonna give you 10 no excuse, reasons to stop ignoring LinkedIn and how to use it to
build a high ticket engine for your high impact business that you love, I know that you’re here
to make, to make the world a better place, right? What, whatever that piece of the world is for
you, I want you to do that from a wealthy woman perspective. So here we go. Okay, so the first
thing I want to talk about, number one, it is your digital first impression, right? When people
throw your name in a Google search, what’s going to come up often is your LinkedIn profile. So
you need to make sure that you make a good digital first impression. I mean, throw your name
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in like, pause this right now, throw your name in a Google search, see what comes up. Do you
look worthy of people’s money, right? I’m not even talking about coming up like, 10 pages,
right? Of first 10 pages of Google. I’m talking about the first couple of things they see, and
LinkedIn is going to be there. So before anyone hires you, before anyone interviews you, before
they invite you to be a guest on their podcast or asks you for a quote in Forbes, right? They’re
gonna Google you. And so often LinkedIn comes up first. It sometimes comes up for my
website, which let’s that’s another topic, right? But let’s not make it a ghost town. Let’s not
have dust bunnies running around it, right? Let’s make it magnetic and glowing and sparkly,
and you know, resume meets brand meets magnetic trust builder, right? Like, if your profile
doesn’t reflect where you’re going, right, like you’ve heard the expression dress for the job you
want? Well, your LinkedIn profile should be positioning you for the person you’re stepping into.
And if it’s just written like a resume, it’s all about old you. It’s not the person you used to be,
right? We don’t. Nobody cares about that. They care about what you’re stepping into, what you
can do for them, right? So think about your dream offers. Think about the media that you want
like so you want your brand to be media ready. Think about your next level, that next era that
you’re stepping into and and know that if this has to be done one time, one time, right? And if
you are skipping this piece 100% you’re leaving money on the table. You know, I’ve used the
example before. Maybe you’ve heard it like, let’s say you’re buying a car, right? And you go,
you’re car shopping, and you go to three different LinkedIn, three different LinkedIn dealers,
three different Ford dealers, or whatever kind of car you’re buying, right? And, you know,
they’re all good. They’re all good. You talk to three different sales people, and they all give you
their card. And if you’re like me, you know, before I do anything, buy a pen or whatever, I
Google to find out about it. So maybe you throw the name of the salesperson in Google to see
what you can find out about them. And one of them has a LinkedIn profile that positions them
properly, that tells about awards they’ve won, tells how long they’ve been doing this job
honestly, even if they’ve been doing the job for a half an hour, if they build a background
leading up to that of why they’re qualified for this job. They’re telling me here’s why I’m the
right choice for you, right? They might not be the best car salesman. I might not be getting the
best deal, but they’re making me feel comfortable investing with them, and that’s what your
profile should be doing for you. All right, so that’s number one. Number one is, it’s your digital
first impression. Do. Don’t blow it. Don’t blow that digital first impression number two, LinkedIn
is where referrals happen every day. If I ask 10 people where they get their biggest claims
from, nine of them are going to tell me it from a referral, right? So how do we get more
referrals? We talk to more people, right? Not. I’m not talking about 100 people a day or even a
week or even a month. I’m talking about having an engine, your LinkedIn engine. We talked
about the LinkedIn loop in a previous episode that we’ll link here, that you have want to have a
process that has you talking to new people every day. And you know, so many people I talk to
think they need to go to endless networking events to get clients.
Speaker 1 05:40
But LinkedIn is one giant ongoing referral
Karen Yankovich 05:43
fest, right? And you know, if you’ve been to networking events, okay, I know I’ve done this so,
you know, I don’t, hopefully don’t do it anymore. But you go to the networking event, you talk
to people. It’s a little awkward. You know, some people come up to you that’s really awkward.
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Other people, you know, you have enjoyable conversations. You go home with a stack of
business cards, and what do you do with those cards? This desk, and eventually you look at
them, in a month, and you’re like, What am I doing with these cards? Right? That’s that
LinkedIn loop I was talking about in that previous episode. You don’t go to like, you don’t take it
to the end. You just go to another networking event because
Speaker 2 06:13
you didn’t have time to follow up with those people. Did you hear that you go into
Karen Yankovich 06:18
too many networking events, and you’re not following up with the people at the first one, right?
So, so you’re not actually deepening those relationships. Go to less things and deepen what the
things you do. It’s so much. It’s, first of all, doesn’t that sound better than running around to a
million networking events? But also, you get to actually get to know people. They get to know
you. And that’s where the referral happens. Your old boss knows somebody, your neighbor’s
cousin is hiring a consultant. Right? The women from the that you met at the PTA is on a
nonprofit board. Connect with them on LinkedIn, then, if you’re pro, if you’ve done number one,
they’re going to say, let’s just go use the PTA as an example. Maybe they just know you’re a
consultant or a coach. They don’t really know what you do. But if they come to your LinkedIn, if
you connect with them on LinkedIn, and they see that you do stand out from your crowd, right?
And you’ve got recommendations on LinkedIn, and you really have a profile that positions you
client facing. So I know exactly the kinds of results that to expect if I if I work with you, they’re
going to say, Wow, I had no idea she was such a big deal. I want to get to know her better,
right? But they’re not going to refer to you, and they won’t think about referring people to you
if you’re silent or if you’re invisible, right? So this visibility leads to opportunity period, right? So
understand that this is one big referral party, okay, not a pitch fest. I know you think it’s a pitch
fest because so many people use it like a pitch fest,
Speaker 3 07:41
and they’re bombing and they’re driving us all crazy. Forget
Karen Yankovich 07:46
that. Forget that. Make it a referral fest for you. Make it a referral fest for you. Okay. Number
three, the third reason you need to stop forgetting about LinkedIn is that buyers are already in
a business mindset when they’re on LinkedIn. Yeah, maybe they see a Tiktok video of you, or
they see an Instagram post that you done, but they’re not on Instagram in that same business
mindset that they’re in when they’re on LinkedIn. When people log into LinkedIn, they’re
thinking about business, right? Not their ex boyfriend’s vacation, not, you know, cat videos.
They’re ready to talk about money. They’re ready to talk about partnerships. They’re ready to
talk about business and solving problems, right? So you can’t market your high ticket programs
on Instagram like you’re selling cupcakes. Okay? You if you want premium clients, you need to
show up in premium spaces with a premium brand, so you look like you’re worthy of that
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premium investment, right? And the buyers on LinkedIn are in that business mindset, okay, all
right. Number four, one of my favorite things about LinkedIn, you do not need to go viral to get
paid right. Quality over quantity. You don’t need 10,000 LinkedIn connections. I mean, you
know, full disclosure, I have a ton, but I teach this for a living, so I get a lot of people connect
with me at conferences that I speak at and things like that. But you don’t need that. You don’t
need that, you need 10 of the right people to see your brilliance. I teach in our shoes, linked up
program. We teach micro targeting, not spamming your network, throwing as much spaghetti
at the wall to see what sticks but micro targeting, one post, one DM, that’s all it takes. Right?
Visibility is not about popularity. It’s about positioning, right? And so you got to stop waiting for
that viral moment. Write the post that lands you the next 25k client. And guess what? It might
not even be a post that you had to write. You might just jump into a conversation, and then
again, that’s this. Is that LinkedIn loop. You jumped into a conversation somebody that didn’t
know you before now sees your name, checks out your LinkedIn profile. You look worthy.
They’re like impressed with your LinkedIn profile. They’re interested in what you do. They you
know that you’ve made it really easy for them to get on your calendar. Or whatever it is that
you want them to do next, they do that next thing and they become a client, right? So it
doesn’t have to be a viral moment. It’s just a moment. Okay, one person, one moment can land
you that next 25k client, all right. Number five reason that you need to stop forgetting and
ignoring LinkedIn is it is a built in PR pitch engine. Let’s talk media here for a second. Journalists
are on LinkedIn every day, and they’re all looking for experts to quote, right? All of them, and in
this crazy world we’re living in where opinions and there’s such polarization, right? There’s such
polarization. Not only are the journalists looking for experts to quote. They really need to know
that the experts that they’re quoting are the real deal, okay, and and align with their own
values, right? Values, right? They want to know that they gonna they’re gonna check your
profile, they’re gonna read your posts. They’re gonna look at your about section, right? Your
LinkedIn profile literally does your PR pitching for you if you set it up, right, right? Make sure
your headline speaks to the problem you solve. Use your about section to blend story and
credibility, right. Share that you’ve been you’ve been featured in the media before. Share that.
Share thought leadership posts consistently. So the media not only sees your voice in action,
but they understand your point of view, and they can, they can decide if your point of view
aligns with what they’re looking to to put out there. And there are stories, and they can then
reach out to you, if you’re doing this consistently. You know, LinkedIn is a massive search
engine, right? So when they’re looking for this stuff, your stuff’s going to come up, if you’re
talking about these things consistently, right? So it’s this is how we this is the magnetic stuff
that I teach. I don’t want you out there, pitching, pitching, pitching. I want people coming to
you and LinkedIn is that built in PR pitch, magnetic engine, all right? Number six, long form,
thought leadership is welcome here on LinkedIn. Yes, it’s welcome. Hopefully you’ve got
Karen Yankovich 12:04
a newsletter, right? Write articles, post mini essays, launch your newsletter. All of this, all of
this, shows up in Google Search. Who is reading all of that on an Instagram post, right? Or so
shortly, you can’t even see it on Tiktok, right? This is one of the it’s maybe the only platform.
Well, that’s not really true, because there’s things like sub stack and things like that, but this is
one of the few, like multi use platforms, we’ll call it that, that you can go deep, right? So you
know, what are you doing? Do you do videos? You do weekly podcasts, you do weekly video.
You’ll notice, if you’re if you go to my LinkedIn profile and you follow my and you connect with
my newsletter, and you subscribe to my newsletter, that my podcasts are repurposed into
LinkedIn articles. I am already creating this content, right? I don’t need to create new content
for all that, but I can, but I can create another version of this that I can make into a LinkedIn
article and content marketing magic, right? So your long, your long form thought leadership, so
think about this, right? So I’m recording this podcast episode. It’s going all to all the pop
podcast places, right? So we’re not even really talking about that right now. It’s also going to
my website, and then we have show notes in the website, and then I also have a transcription
of this on my website, because I want to feed the Google beast, right? I want to feed the Google
beast, and then, of course, I’m going to promote this on some other platforms. And for me,
that’s mostly about brand awareness, less about thinking I’m going to get a client from there.
But I do know that I do get clients for people that listen to my podcast. So if I can get some
more brand awareness on LinkedIn for my podcast, get some more podcast listeners. That’s
how that’s one of the ways that we draw business into our business, right? So, so that’s
happening. So now I’m feeding the Google beast there, but all these other places, yeah, they’re
Google seeing it. But there’s not really any long form content anywhere except on LinkedIn. I
create a LinkedIn article, right? I’m actually and it’s different. I don’t I make it sure that it’s
different. I don’t have the same thing on on my website that I have in my LinkedIn newsletter,
I’m feeding the Google bees twice with the same piece of content, right? And guess what?
Guess what? I mean you, hopefully you can tell that this is not ever scripted. These these
podcast episodes, but once it’s done, right? Once I finish this recording, I throw it into a
transcription service, and I now have a transcription of this episode, which is all in my words. I
can feed that into something like chat GPT and say, Okay, give me show notes in my voice.
Give me a LinkedIn newsletter in my voice. You’ve already done the content. I’ve already
recorded the episode. So getting a little help from chatgpt is just taking my voice and getting a
little making it easy for me to kind of get it in these places, right? If you’re not doing this, you
are you. It’s basically a free way to double down on your content marketing, all right. Number
seven, and this is one of my favorites, your existing LinkedIn network is gold. It’s gold. There is
so much gold in that. Like, in your existing network. And I’m going to tell you almost everybody
that I talk to, certainly my clients. When I have like, conversations with them, like, let’s look at
your network, they’re like, Oh, my network. I haven’t connected anybody with a while. It’s all
people I used to work with, my neighbors, my family. Like, none of these people are clients.
And then I’m like, Yeah, we’re going to look anyway, right? So I’m forced into look anyway, and
they start going through it, and they’re like, Oh, I didn’t know Sally got a new job. Well, last
time I talked to her, she worked here. Now she works there. That’s really interesting, right? So
now you have micro targeting, an opportunity to outreach to Sally and say, Hey, Wow,
congratulations. I see we haven’t talked in a while. Last we talked you were working at ABC
Company. Now you’re an XYZ company. I’d love to hear a little bit more about that, about your
move there, right, to something like that. Just genuine curiosity. But if Sally and you want to do
this, obviously to people that could potentially be you know, potential leads for you or know
people that know people, right, we’re not really looking for direct pitching to Sally right. If you it
gives you an opportunity to get on the call with Sally, to to have a conversation, and then
genuinely, you can say, well, you know, I might be able to help you by doing this. And hopefully
Sally is going to say, You know what, I have two people I want to introduce you to, right? And
it’s all done. You’re not connecting with new people, and you’re not spamming, right? You’re
just digging into the people you already know. I’m telling you, there’s never been a time this
hasn’t happened when I when I work with people on this you are already connected to dozens,
maybe hundreds, maybe 1000s, of people who can help you land your next opportunity.
Remember that referral fest we talked about, right? But if your profile doesn’t clearly say what
you do now, how will they know? So make sure it’s updated your banner, your headline, and
then reintroduce yourself to people, right? You could say something like, you know, maybe,
maybe, if you have like, if you like, many of the people that listen to the show, if, if you’re
looking at your next chapter, the next era in your life, being your empowerment era, and you
really want it to be bigger, talk about that. Say things like, after 20 years in corporate
leadership, I now help women you know transition into high ticket consulting with ease and
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impact, right? If you or somebody you know is ready for that next chapter, let’s connect, right?
So that’s on your about section or your headline, right? It’s simple, it’s effective, it’s
memorable. And when you do when you dive into your existing network and then just message
a couple people each week. This is where your business is going to come from. This is the low
hanging fruit that everybody talks about all over the place, and nobody is picking, okay? I want
you to pick that low hanging fruit. Don’t overlook your existing network, all right. Number eight
speaking gigs and board seats. Love LinkedIn, right? Event Planners, board recruiters, they are
100% checking LinkedIn to vet speakers and candidates. Right? I can tell you, I have a client
that hired me a year or so ago, and she said to me, you know, Karen, I’ve been following you
for years. I’ve been wanting to work with you. I’ll just keep putting it off. I keep putting it off,
keep putting it off. And I really wanted to get this deal, and I was talking to them for a while,
and I didn’t get the deal, but I saw they looked at my LinkedIn profile, and I don’t know, maybe,
maybe, maybe I’m overthinking this, but what if I had started working with you where I’ve
gotten this 25k deal? I’m not waiting another minute to do this. Let’s get let’s get this done,
right? I it. Ha, it’s not the only time I’ve had this conversation with people. So when they check
you out when board recruiters and event planners and you know people that run conferences,
check you out to vet speakers and candidates. They’re looking for that thought leadership
content. They’re looking for that clear positioning. They’re looking for media features or past
stages so that they know you’re legit. You’ve got to tell them, right? So if you’re dreaming, if
part of your dream for the for your next chapter, your next area, your empowerment era, is
speaking on more stages, make LinkedIn your personal speaker, one sheet. Add your existing
Speaker One sheet there, right? But let’s make LinkedIn feed. Let’s start with there, so that it
feeds to that other stuff that makes sense. Don’t overlook this. Don’t overlook this. All right.
Number nine. Number nine, high net worth. People actually use it.
Karen Yankovich 19:08
This is so important. LinkedIn users have the highest average income of any social platform.
Gonna say that one again, LinkedIn users have the highest average income of any social
platform. That’s right, they’re decision makers. They have budgets, and they respect
professional clarity. So if you’re selling premium services or looking for 10k 25k 100k contracts,
this is where your buyers are scrolling. This is where they are. You have to, you have to let
them know that you are worthy of their investment. Okay, so the high net worth people are
actually using this. You need to be there. You need to be looking like you are peers with them.
Okay, as you’re as you’re creating this. This is such an important thing. And number 10, one of
my favorites, again, you. Is LinkedIn is a 24/7 lead machine, okay, I, you know, on my on my
phone, I do not have notifications set up for any social media except LinkedIn, because I know
that people are on LinkedIn all the time, right? And if I get a message from LinkedIn at like,
three o’clock, or maybe I’m, maybe I’m like, like, after I record this, I’m going to be getting in
my car for three hours, right? I Right? Maybe I’ll get a message. Maybe I’ll get a notification that
somebody I’m not driving. So if I get a notification that somebody sent me a message on
LinkedIn, and I get the notification on my phone, I can quickly respond back, because I know
they’re there, because they just messaged me, right? So this 24/7 lead machine is not like
zoom calls, it’s not like coffee dates, right? It your LinkedIn profile works while you sleep. It’s
magnetic. People are searching for things you want to come up in those search results. It’s
going to be generating leads at 3am it’s going to be landing podcast invites while you’re sitting
on the beach, right? It’s going to be building trust with you even before people meet you. But
only if you set this up with intention, right? That’s why I really don’t even look at LinkedIn as a
social media platform. It’s not really just a platform. It’s your publicist, it’s your lead magnet, it’s
your brand strategist, all rolled into one, okay, but you have to have this set up, right? So let’s
23:53
right?
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just recap for a second here. LinkedIn builds instant trust. It’s referral rich. It works when you’re
not it gets you in front of people with actual budgets, and it positions you for credibility clients
and media. And the best part, you don’t have to dance, you don’t have to follow trends. You
don’t have to look for like, what the trending music is and use it just in case that might bring it
in front of somebody. I don’t, I don’t really even get any of that. And again, one of the other
best parts, you don’t have to post 10 times a day to get these wins. You don’t even have to
post every day. You can post like one every other day if you wanted, right? You want to post
consistently. You want to be in that feed, but you don’t have to post every day, a couple times
a week, is fine. Okay, so I want you to think about this for a second here. Okay, I have a little
reflection prompt for you here. Okay, I want you to think about so here’s the prompt. Maybe
you want to write this down. What is one belief you’ve had about LinkedIn that has kept you
from fully showing up, and what’s the one next powerful action you’re going to take to change
that. All right, write that down, or, better yet, post it on LinkedIn. Let me know what that action
is. Tag me. Let me cheer you on, because I promise you, I want to cheer you on right, and this
is how we get in front of each other’s audiences. If you put, if you post that, and you maybe
drop a link to this episode and say while you’re doing that, I certainly appreciate that, because
it gets my remember that big, giant referral party right? That gets my name in front of your
network. But if I then jump in or copy it in front of my network, right, or jump into that
conversation, my network starts to see so I’m getting your name in front of my network, right,
and we’re all we’re doing it in this warm, celebratory lifting each other up, feminine, beautiful
way, right? So I’m going to, I’m going to, I am going to repeat this reflection prompt, and I want
you to share this episode on LinkedIn, respond with an with what your one next powerful action
was going to be, and tag me so that we can get in front of each other’s audiences. Ready?
What is one belief you’ve had about LinkedIn that’s kept you from showing up fully, and what’s
the next powerful action you’re going to take to change that? All right, I want to see it on
LinkedIn. So listen, I have so many ways that I can help you with this. If you want to take the
next step, I suggest maybe you grab my free ultimate LinkedIn for PR checklist. You can check.
You can get that at LinkedIn for pr.com and we’ll link all of this in all the show notes here as
well, because that’s going to walk you through how to position your profile for credibility,
connection and conversation and conversion,
Karen Yankovich 23:54
So do that for sure. But also, I would love for to get a DM from you on LinkedIn. If we’re not
connected, please connect with me. Send me a LinkedIn message my LinkedIn inbox, 100% the
most valuable piece of real estate in my business, one without a doubt. Okay, so I ignore all the
spammy bull crap, and I just focus on getting DMS from people like you, right? Just say,
LinkedIn ready, and we’ll chat, and we’ll see if. I’ll see if there’s something I can do to support
you. Okay, I am so. I hope this inspired you to use LinkedIn more. I want to send you so much
love. I want you to stop playing small. LinkedIn is ready for you. I just need you to be ready for
it. The world needs more wealthy women, and this is how it happens, right? It the world is
waiting for you to say yes to your brilliance. I am waiting for you to say yes to your brilliance,
and I am here Jersey style to shove you a little bit if you need that little tap or book loving push
right to take these next steps so that you can be landing the big fat juicy contracts. Alright, I
will see you next week on the good girls. Get. Research podcast. I.