The Invisible LinkedIn Sales Funnel You Didn’t Know You Had

GGGR Episode 314 – Final

00:10
Karen, hello. Hello, and welcome to the good girls get rich podcast. I am your host, Karen
Yankovich, and this is another episode in a few episodes in a row that I’m doing kind of going
back to the roots, back to my roots of LinkedIn strategy. We’re hearing a lot about LinkedIn
now, right? It’s spring of 2025, and you know, LinkedIn is where the business is happening. And
I feel like you probably know that, certainly, if you’re listening to this podcast, you know that,
but I feel like we’re hearing that a lot now. We know that’s where the business is. We know that
is where our clients are hanging out. We just need to figure out how to do it in a way that
doesn’t feel like we’re spamming people, right? There’s just a lot of automation happening on
LinkedIn these days, and it doesn’t serve anybody, I don’t think, but you know, it is what it is.
And so my mission is to help you understand how to use LinkedIn in a way that is not
spamming your audience that is feels authentic and feels like it can be done in a way that that
is just true networking and true relationship building and human to human, right? That’s where
the big business is. So we’re going to talk a little bit today about a couple of things that maybe
you aren’t even aware that LinkedIn has available to you and how I use them. And you know,
you can take what from that, what you think might work from you. You know what I want to
acknowledge? A couple of other things.
01:31
You know, when we’re when we hear strategy for other platforms, Tiktok, Instagram, Facebook,
whatever, there’s a strategy around all the posts. And if you see a lot of posts, and if you post
more, you’ll see results. But the reality is, the truth really is that that’s content marketing for
influencers and content creators, not high level women looking to land 25k contracts.
01:55
Do you get that? I’m like pause there for a second. If you are. You know, if you’re looking to get
big fat, juicy opportunities, you know there’s, there could be something to be said for having an
influencer brand, but the contracts are coming not from a million posts from very specific
strategies around being visible. The goal of LinkedIn is not to entertain strangers like Tiktok,
right? It’s to position yourself to attract aligned decision makers, right? So, so there’s a
difference between, well, I mean, there’s, there’s visibility and there’s volume, right? There’s,
there’s being seen and being remembered, that, you know, there’s, you know, I’m on a lot of
those platforms. And when we create a podcast episode, we create content around the
episodes, and the goal for that is to bring more podcast listeners in. Because I know for me
when, when I have a longtime podcast listener that books a call on my calendar, they are,
they’re more likely to be buyers, right? So for me, I like to provide a lot of value in my podcast,
and so that’s what we’ll be doing, a lot of pro promoting of, right? But the actual relationship
building is not me posting 1000 times to get to be in front of you, right? I want to be
remembered by you, and that doesn’t happen necessarily by just spamming you, right?
Because that’s Think about that for a second. Think about the difference in the energy, right?
Think about the difference in the energy. So we’re talking a little bit like, like, like this podcast.
And you can have something. You can have if you don’t have a podcast already, you could, if
you do, then, you know, and you know, there’s other types of things you can maybe do
YouTube videos. To me, these are, like, Evergreen visibility assets. What I didn’t understand
with my podcast was that I was going to get downloads to many, many of my 300 plus episodes
every single week, every single month. So there’s these episodes are evergreen, right? That’s
what I want for you. I don’t want you constantly, like, creating a million different types of
content. Create some foundational content, the real moneymaker type content, right and then
promote them strategically. And we’re gonna talk a little bit today about how to promote them
strategically on LinkedIn in a way that doesn’t require constant content creation. I mean, if you
look at my LinkedIn account right now, and you look at my posts, I don’t post every day. I don’t
post three times a day, sometimes I post a couple times a day. If there’s a need to it’s much
more organic. I try to build some consistency into some of it. We’ll talk about that here now.
But you don’t have to be out there on a regular basis, posting 10 times a day. Okay? You can
be living your life and building work into it. So now I want to talk about three ways that you can
use LinkedIn in a way that can bring in those big fat juicy contracts that don’t take a lot of time,
don’t require you to post a million times, and will lead you to you landing those big fat juicy
contracts, right? So let’s start with the first one, and this is a really powerful and many times
overlooked revenue generator for your profile, and that.
05:00
That is your featured section. Okay, your featured section. Your featured section is, if you’re
looking at my profile and that, you can go to linkedin.com/in/karen,
05:09
Yankovich, links are below. Hopefully we’re already connected there. If we’re not when you get
there, please connect with me. So the featured section is, is kind of in the beginning of your
profile, but it’s a section that allows you to feature things, right? And you can feature a post
you’ve just created on LinkedIn. You could feature your newsletter. You can feature an article,
you can add a link. You can add media. So if, like, you have a portfolio based business, like,
maybe you’re a jeweler or an artist, right? You can create you can upload pictures or
presentations there, and it’s definitely not you being used to its full potential. A couple things
that I see that people are doing that I don’t love, and I’ll tell you why, is sometimes people put
too much on their featured section. So as a time that I’m recording this and this usually, for me,
I usually have two or three things on my featured section at the most. Because here’s the thing,
nobody wants to see all that stuff from you, right? If they want to see all that stuff from you,
they’re going to see it. You know, they’re gonna grow your website. They’re gonna go to
YouTube channel, right? LinkedIn isn’t for you to place put all your stuff. If the featured section
is the place for you to put the things that you want people to do next, right? And if, and one of
the mistakes I see people making is they put too many things in their featured section, five
things, 10 things, YouTube videos, their speaker reel and all that stuff. All good ideas to put in
your in your featured section, but you’re confusing people and confused minds. Don’t buy okay.
So you want to take people down a very strategic path. Very often in my featured section, I
have a most recent podcast episode, a book, a call, link, right? Because you want to make it
really easier for people to get on your calendar, if that’s how you bring calendar, if that’s how
you bring clients in. And then sometimes my newsletter, right? My LinkedIn newsletter, which
we’re going to talk about here today, too. It matters, because most decision makers, the people
that are going to buy your stuff, they’re not looking at all that. If they’re that interested in you,
that they’re going to invent, they’re going to go down that rabbit hole of you, and they’ll go to
your YouTube Channel and see all that. But first we have to catch their attention. The decision
makers are skimming your LinkedIn profile. So you need to make this quick, quick, clickable
proof of your expertise, right? So you could put a lead magnet there, for example, if you want,
you could put your speaker reel there. You know, if it’s a season that I’m applying for a lot of
speaking engagements, by the way, if you have an event that you think I’d be a good speaker
at, please let me know. I love having a microphone in my hand. Maybe I’ll put my speaker reel
in there, right? Maybe, if you have a client that had a great win, maybe you could do a case
study about that and put that in there. Again, your booking link, right? You wanted to reflect
what’s currently going on in your business. It’s something you probably want to put on your
calendar and look at monthly right? Do you want to change it? Do you want to update it? What
needs to happen, right? As the seasons in your business change? You want to change this
featured section. But what’s beautiful about this featured section is you can take people right to
it. And I have had people, you know, not know who I was on Tuesday morning, see my name
come up in a conversation on LinkedIn Tuesday, you know, afternoon. Be interested in what I
was talking about. See how easy it was to find my booking link on my profile in that featured
section, clicked it, booked for the same day, and bought high ticket packages for me. I have
had that happen to me, and it can happen to you, because remember, and I think I’ve said this
a few times on the show, if you’re listening, you’ve heard me say this. They didn’t know I was
before the morning, right? So it’s no dif I’m no different than you are, right? In this case. So, so
you want to make sure that you’re using that featured section to move people from here’s what
I do to here’s why you want to work with me, right? So you want to use that featured section.
So if you if you are using your featured section, yay. If you’re not using your featured section.
Today’s the day to go in and add that section. And in either case, whether you’ve been using it
or not, pay be really intentional about how you’re using it again. Two to three things at the
most. If you put too many things, you’re not going to do anything. I normally have two things
I’m testing out right now. Three, just because I want, I don’t want to lose the book of calling. I
love my LinkedIn newsletter, which, you know, spoiler alert, we’re gonna talk about next. And I
also want to promote my note, my I want you to see what’s happening on the podcast, right?
So I have those three things in there right now, but I normally, you know, will have two to three
Max. There is never going to be more than that in my LinkedIn feature section, at least not right
now, right? You never know, right? Marketing changes. LinkedIn might change the visibility of it
or the usefulness of it, and I might change my strategy right now. My strategy is two to three
things Max in your featured section, make it relevant to what you’re doing now, and make sure
you’re taking people down the path right from here’s what I do to here’s why I am the best
person for you to work with on this. All right, we’re going to move into the next section now,
and that is LinkedIn newsletters. Are you using LinkedIn newsletters? Okay, before you jump in
and create a newsletter, I want you to I don’t want you to jump into that quickly, because
there’s I want you to be intentional about it and create a LinkedIn newsletter. You get the
option to invite your entire LinkedIn network to.
10:00
That newsletter. So you want to be and that’s an important that is a hugely important feature,
because when you publish a LinkedIn newsletter, not only does that LinkedIn newsletter go on
your LinkedIn profile, get sent out to your LinkedIn you know it’s going to get pushed out on the
your LinkedIn profile, get sent out to your LinkedIn you know it’s going to get pushed out on the
news feed, right?
10:17
Your anybody that is subscribed to it gets an email from you or from LinkedIn with that
newsletter. So basically, if you have 5000 people on your email list and 2000 people on your
LinkedIn newsletter list, you now have 7000 people getting your emails in your inbox, right? So
it doesn’t have to be every week. I like it every week. And you don’t have to be a writer, right?
You could, if you’re a YouTube if you do a YouTube video every week, you can embed your
YouTube video in a LinkedIn newsletter, add some copy around it and send it out as a
newsletter. You probably want to brand it. My LinkedIn newsletter right now is called the she’s
linked up diaries, because that’s where, you know, I kind of chat in there. You want to build it
gives you an opportunity to build trust. You can build a history of them. You want it to be SEO
rich, right? It gives you credibility people. LinkedIn gets pushed out to you, to Google and to
search engines, so that SEO and that credibility compounds over time. So as you the sooner
you start doing this, the sooner you have the opportunity to do this. So in my case, most of my
newsletters focus on my podcast for that week, right? So again, one piece of content we talked
about that earlier. I have one piece of content that builds credibility for me, and I share it in all
these different ways, and one of those ways is my LinkedIn newsletter. Because my LinkedIn
newsletter goes out to 1000s of people that you know, that that, that I might not see that
podcast or that newsletter otherwise. Now is there going to be overlap? Probably on my email
list and my newsletter list? Yeah, there probably is. So in my case, you typically you’re going to
get an email from me on a Wednesday with the with just letting you know what the podcast is
about that week. And my LinkedIn newsletter typically goes out on Thursdays, because if you
do, if you are in both places. Maybe, maybe you’re not looking at your email on Wednesday,
but then Thursday, you see that LinkedIn newsletter, right? So it gives me a chance you put the
mouth out at the same time, and you know, you’re missing the opportunity to catch people you
know, at different times, right where they might be able to see it. So, so I do send it out at
different times than my actual newsletter, and it is different. I don’t for a while, I was just
copying it word from word for my actual newsletter. Actual newsletter. But I’ve changed that
up. I now change it up and have a specific newsletter, specific to my to LinkedIn, that goes out
and, you know, but you could it doesn’t have to be like, if you don’t have a podcast or a
YouTube video that goes out every week, you could have a client breakthrough story on there.
You could have like, behind the scenes of what’s going on in your in your world, or an offer. You
can create tips. You can do a tip video, a tip newsletter. Right every week you send out one tip.
And by the way, these can be created and scheduled. So you can spend one morning, two or
three hours just banging out a bunch of tips, banging out you could put little videos in them.
You can embed. You can see in my newsletter that I have the Spotify player for my podcast, so
you can listen to my podcast right in the newsletter, and then at the very bottom, I say, how do
you want to watch it? Here’s the YouTube video, right? So I give people different ways to
engage with my podcast.
13:12
You know, maybe there’s lessons in your industry. Maybe something’s happened in the world
that you can kind of news jack into your newsletter. So think about this similarly to your email
newsletter, but know that it’s also different, right? It’s also different. So you want to, you want
to adjust accordingly, right? For the people on LinkedIn, but it does go, they do get an email
when that happens. So how do you do an LinkedIn newsletter? Well, you just go into create,
when you go into LinkedIn, to create a post. And I’m actually gonna, I’m looking away. If you’re
watching this on video, I am looking away from the camera right now because I want to just
make sure that I tell you exactly what this says. So right at the top, it says, Start a post. You
click into start a post, but what you’re going to do is write an article. Okay, so you’re not going
to start a post, you’re going to click the write an article link, and when you click the write an
article link, it’s going to give you an opportunity to publish it. I can publish that as myself or my
company page, right So, and remember that very first time you do it, look for the button that
says, invite all of my LinkedIn network to it, so that you have the ability to do that now I can tell
you, let me actually quickly go look at my newsletter. I can tell you that as my, you know, as
days go on and weeks go on in my business, and I’m building my email list, right? You’re always
looking to build your email list. I I also my LinkedIn newsletter list gets built. So if I am clicking
over to see my LinkedIn newsletter, I just want to see here. Yeah, I had three new subscribers
this week. Three new subscribers this week. I didn’t do anything, right? But as you start to
connect with people, they they will. They get also get invited. When people connect with you,
do you want to follow their newsletter, right? So there’s ways to continue to build this list, and I
have, you know, 1000s of people on that list that now have an opportunity.
15:00
Be to listen to the podcast. So if you’re not using LinkedIn newsletters, today’s the day start
using LinkedIn newsletters. All right, next,
15:07
now that you’ve built, now that you’re building that credibility right now that you’re building
that credibility while you’re sleeping, I want to talk a little bit about how you can sell from your
profile without ever posting a thing. So
15:21
we talked about the featured section. We talked about LinkedIn newsletters. Now I want to talk
to you about the Services section, because this is like a holistic visibility system that works
even when you’re not online, right? How cool is that? How cool is that? Listen, I’m never going
to be the person that says, do these four things and then go sit on the beach and let things
happen. I there’s things you got to do to build your business right the end. But let’s do those
things so that if we’re sitting on the beach, we are still building our our business, right? So let’s
talk about the Services section. The services section is a fairly new section. I think it’s probably
came out in 2024 or at least it was completely redone. It’s kind of like a LinkedIn native page
that acts like your storefront, right? But most people don’t even activate it, or they just list
them. If you go to my LinkedIn profile and again, I want you to, you know, model what I do. You
can’t copy what I do, but you can model what I do, right? I’ve got two services listed here. I
have my shoes linked up accelerator program, which is our group coaching program, which, if
you have not checked that out recently, you definitely want to check that out, because we’ve
completely redesigned it and significantly lowered the investment to be able to do different
things with it that we weren’t able to do before. So you definitely want to check that out. And
then I have one on one strategy, right? One on One strategy, and if you click on those services,
it takes you to the page, you know, it takes you know, allows you to go right to the page to see
what those services are. But here’s the thing, remember, and if you, if you’ve been a longtime
listener, this is not the first time you’re hearing this from me, but if you, if this is the first
episode you’ve ever heard, LinkedIn is a massive search engine. I’ve heard it referred to as the
number one
16:59
source of content on the internet. Okay, so you want to be feeding LinkedIn the search words
and the keywords that you want to come up for. So you want to use these services, it gives you
an opportunity to list a bunch of things I’ve got listed, things like digital marketing, marketing,
consulting, lead generation. LinkedIn doesn’t let you use the word LinkedIn. Other things I can’t
really use LinkedIn expert, right? Social media marketing, content strategy, PR, public relations,
brand marketing, content marketing. I want to come up for these things if somebody’s on
LinkedIn searching for these things. And this is another section that LinkedIn gives me to feed
LinkedIn. So LinkedIn knows what I want to come up for, so they can send people to me when
they search for those things, right? So you get to in the Services section, you get to list a bunch
of the things you want to be known for. And then you also get to create a little blurb right? That
talks a little bit about what you do. And I just basically have, you know, let’s talk at the end of
it, but if you click either of the services in my services section takes you right to what they’re all
about, kind of like your pages on your website, right? So this is, this is really, a really valuable
section. And I’m going to say that most people listening right now are probably not using it,
because most people that I see are not using it. It’s, you know, it’s so important because it’s
searchable, right? The search engines index this section, right? So it’s, it also is instant business
credibility, because it lets people know exactly what you do. It also lets LinkedIn know that
you’re a service provider, not a job seeker, because, again, we want to let link. We want to
make it so easy for LinkedIn to send us who we want to who we want to send to us, right? Let’s
make it so easy for them. So, you know, enable open for business. Choose the right categories,
add a compelling services description, you know, and you could use it to link, you know,
testimonials. You can use Calendly or whatever your lead, you know, thing you can use lead,
you put your lead magnets in there, you know, maybe I can. Maybe I should even put in like,
you know, join my free community. Maybe we can even do that, you know, maybe by the time
you look at it all, I’ve added that, right? Because I do truly believe that your our work together
you and me. Starts here. Starts with my podcast, and starts with our free community and our
our free, you know, all the free courses that we have, I believe that that’s where our work
together starts, right? So that is, these are part of my services. So the services sections kind of
tells not only LinkedIn, but the rest of the world that you’re not looking for a job like you are
building an empire. And let me show you how to hire me, right? Does that? Isn’t that amazing?
Don’t you want to do this, like do this, do this, do this, do this. So the features that I want to
talk about, that we’re talked about today, from your invisible LinkedIn sales funnel, the things
that are happening while you’re sitting on the beach, your featured section, clickable proof of
credibility, your newsletter, thought leadership and nurturing and your services. Page, business
ready, positioning.
19:51
You do not need to do more. You just gotta get this all set up properly and do the right things
with confidence, with consistency and maybe a little help.
20:00
Wow, right? So pick one of these three features today. That’s your homework. Pick one of these
three features today and commit to optimizing it this week. And if you want help turning your
LinkedIn profile into a six or seven figure client magnet, you know where to find me, right? We’ll
talk. Let’s talk. You can book a call at Karen yankovic.com/call
20:19
I would love to see your name on my calendar, and we can talk about, you know, if there’s any
services we provide that we think would be mutually we mutually think would be beneficial for
you. And if we think that there’s a service, I’ll tell you what that looks like, right? But either way,
I love those calls. It’s one of the favorite things I do, and you’ll get a lot of value out of that. So
three things, your featured section, your newsletter and your services page. If this was valuable
to you today, I would love for you to do a couple favors for me. Number one, I love your ratings
and reviews because it helps me understand what episodes you are loving, right? So going over
to Apple podcasts or wherever you’re listening and leave us a rating and review that’s so
helpful for me. Share this with your audience. Tag me. I’m at Karen Yankovic across all social
media, make sure we’re connected. On LinkedIn, if I if you tag me and I see it, then I can share
that with my audience, and now I’m getting you more visibility. And this is that invisible sales
funnel that I’m talking about, right? We’re lifting each other up just by providing value, not by
using a bot to spam our networks and then having a million unqualified sales calls on our
calendar, right? So I would love for you to share this episode with your network and make sure
that you tag me so that I see it. And I we have a in our show notes, which is in everywhere
you’re listening to this, there is a link for speak pipe. I’d love for you to leave me a voice
message. I will respond with another with a voice message. I love having those little chats. I get
to chat with people that I would never know. It makes it this less me talking at you, and I feel a
little bit more like I’m talking with you, right? So I would love that. And I’ll be back here next
week with another episode. I’ll see you then.