Episode 213: Amy Franko – The Power of Mindset in Sales: How Strategic Social Selling and Intentional Outreach Lead to High-Impact Relationships

Amy Franko  00:03

The value of your product, your service or solution that you are part of the value equation, you can be taken out of that equation, you simply have a transaction. Your personal brand plays a big role in your business acumen, your knowledge, all of that combined together so that you provide a high level of value to a prospect or client so that the value of what you sell you can’t be separated from that.

Intro  00:32

Welcome to Making Sales Social Live, as we share LinkedIn and Social Selling Training Strategies and Tips that will have an immediate impact on your business. Join Brynne Tillman, and me, Bob Woods, every week, Making Sales Social Live! This is the recorded version of our weekly Making Sales Social Live Show. 

Brynne Tillman  00:55

Welcome back to Making Sales Social. I am so excited to have Amy Franco here. She helps organizations transform sales culture, Ignite sales, growth and build high impact leaders. Through her strategic selling programmes. She is recognized as a LinkedIn top sales voice, which is so cool, Right? Like that’s awesome. 

And she is the leading expert in modern sales strategies, including in demand sales training programme sales strategy, and as a sales, keynote speaker and leadership keynote speaker she brings all of her sales expertise to top teams sales teams, she guides growth oriented organizations to significantly improve the results through b2b sales strategy, and sales team skill development. I hope I got that right. Amy, Welcome to Making Sales Social.

Amy Franko  01:52

I’m so excited to be here, Brynne. And really looking forward to our conversation. Also just getting an opportunity to spend some time with you.

Brynne Tillman  01:59

I feel the same I said to my husband, before we got started, I’m like, I am really excited to get on the call. And Amy, I think you are phenomenal. And there’s a handful of amazing sales trainers out there. Big handful, I guess there’s quite a few good ones. But man, you are at the top of the list for me, I think you’re amazing, So.

Amy Franko  02:23

I sincerely appreciate that. And I’m going to save those words for on a day that I need them saying thank you. Thank you. Thank you. I appreciate it.

Brynne Tillman  02:31

Well, you’ve earned them for sure. And I just love the way you think it’s just elevated. It’s taking salespeople too. Well, the modern strategy, right, which makes a big difference?

Amy Franko  02:46

I think you hit on something there. And I know, we know, we have multiple questions we wanted to get into. But it’s just that different way of thinking that I find so many sellers and sales leaders, they’re really wanting, there’s no shortage of tools and tools and technologies and approaches. 

Sometimes it’s just the different perspective, the different way to think about something that is that spark that someone needs to really make a change or to get that big win, just simply by looking at something from a different angle or taking a different mindset about it. 

Brynne Tillman  03:22

I love that. And I’m going to jump back to that. And we’re gonna go deep. First, I’m going to ask you what we ask everyone on the show, Which is: What does Making Sales Social mean to you?

Amy Franko  03:32

I think my definition of that or my thought process around that has really, I guess evolved over let’s say, like the last five to 10 years, I would say probably in the early, early stages of social selling and making sales social, there was this, my idea of it was you had to go really, really far and wide and reach 1000s and 1000s and 1000s of people in order to be successful. 

And there certainly are people that are very successful that I have changed my thinking over the last few years to really take more of a laser-focused approach. And this is part of what I wrote about in the modern seller as well. But the idea of building really focused strategic, meaningful relationships, and using social components, tools, strategies, what have you to deepen those relationships. 

So instead of going broad to the masses, which of course we do through LinkedIn and selling some of those, some of those platforms, but using it to be laser-focused and go deeper in the relationships that I have with current clients and then also using it for building new client relationships.

Brynne Tillman  04:47

And I love that you talk about that because there really has been a significant shift, not just on social but in sales generally, the mass outreach throwing Going against the wall and hoping something sticks just isn’t working anymore. It is that relationship side. So, I mean, that’s part of what you talk about that is so powerful today. So, I have a bunch of questions here that I’m excited to go through. 

But one of the things, when I was doing a little background that I wanted to start with, is you talk about the modern seller, having these like kind of five sections, Right? There’s the entrepreneurial, the holistic, the social, the ambassador, and the Agile. I found that to be fascinating. Is it? Okay, if we start there?

Amy Franko  05:42

Yes, let’s go ahead and dive into that for sure. 

Brynne Tillman  05:45

Okay, so talk to me about the modern seller, and how those pieces play together, to really get an advantage in the marketplace.

Amy Franko  05:55

Yeah, so the catalyst for the modern seller was my own evolution in sales and the different types of sales that I have done over my career. And then also what I have just observed in my work with clients, and their when I look at sales professionals, and this applies to sales leaders as well. So if we have sales leaders that are watching or listening, there are some capabilities that I have found that help really successful sellers rise above the crowd. 

And so those are the five capabilities of the modern seller. So the first is that a modern seller is agile. And this is really about helping our clients to see around the corner or to anticipate changes, to have our own business acumen about their industries, about our industries that help us to help them be smarter. Our job is to help our clients make better business decisions. And we can do that by applying agility to our own thought processes that we talked about a little bit earlier. 

So we can help our clients to be smarter, but modern sellers are also entrepreneurial. And the way that I look at this is it’s looking at your sales territory, or your book of business, like a business, you’re looking not just at the opportunity that’s right in front of you. It’s also looking at the top line and the bottom line of your territory, where can I be the most profitable? 

Where’s my upside, where’s my downside, all the things that someone who’s in an entrepreneurial role, or they’re they own the business, those are the things that they’re thinking about. And when you look at it through that lens, you make different decisions about the opportunities that you pursue, the profitability of those opportunities, the relationships that you need, in order to make those opportunities to become successful, and to build a successful territory.

Brynne Tillman  07:45

So inside of the organization, a lot of people call that an intrapreneur. Is that a similar concept?

Amy Franko  07:53

Yeah, there’s definitely some similarities to that concept. But I would share with the people that are curious about that particular capability, that if you look at your territory, as if you were running it like a business, how would you maybe look at it differently? And what different decisions would you make? Would you still pursue that same opportunity? 

If it was your business? Or might you make a different decision? Would you pull the deal in at the end of the quarter or the end of the year? Or would you perhaps Wait, but those types of strategic thinking that a business owner or an entrepreneur maybe just does a little bit differently?

Brynne Tillman  08:32

So don’t get stuck in this month? numbers really focus more on the overall outcome?

Amy Franko  08:38

Absolutely, absolutely. big picture thinking. So let’s say we hit agile, we hit entrepreneurial.

Brynne Tillman  08:45

Holistic.

Amy Franko  08:46

Holistics are next. There’s a couple of angles to holistic, but the one that I’ll share with everyone today is the idea of systems thinking, and that everything’s connected. Everything’s connected in the sense that your company is connected to the industries that you serve. It’s connected to the clients and the customers that you serve. A decision made in one area of the business has intended outcomes and maybe some unintended outcomes. 

And the more that we look at the way that things are connected together, inside and outside of our organization, especially as it relates to sales, and being a smart seller and being able to exceed our quota and have happy customers, just always asking the question, what might this decision I make here? 

What am I wanting it to accomplish and what might be something unintended that could happen from it? And might I make a different decision based on, What are my thoughts or if I talk to other people and get their opinions around that?

Brynne Tillman  09:49

So I think that’s something that very few salespeople will do. They are going to look at, I sell this the consequences or commission it? Yes. Right, And what you’re saying is we need to look at all the potential other consequences, good and bad. What will come from this sale, this decision, this agreement, this contract, whatever that is, look at the whole picture before you sign the dotted line or ask them to do that.

Amy Franko  10:22

Yes, absolutely. And I think your thought process is very common. The thought process you suggested, which is if I sell this, the outcome is the ideal outcome is a great commission check. What if I had a different solution in mind that could be more beneficial for the customer? It might be more beneficial for the customer than beneficial for me? Or what if I needed to take a look at something that was happening in their business? Six months or a year down the road? 

So this ties in agility? Would I propose the same solution? Or might I propose something else? And that’s those trade-offs and thinking about, here’s my end, here’s what I intend to happen. But here’s the things that could happen, good or bad? And have I really thought those through? And have I had that discussion with my client, so that we can have a good meaningful conversation together about it.

Brynne Tillman  11:15

Fabulous. That’s great. I think that taking that approach, you’re really well, one thing is you say is having a bigger impact. So by taking that holistic approach, you have a better impact at least, Right?

Amy Franko  11:32

Absolutely. And I think that that’s a really, that’s a nice, it’s a nice segue into, I’ll hit ambassador, and then we’ll come back to social and then I’ll hit social last. So that idea of making an impact and really ties to the idea of a modern seller, as an ambassador, which is building long-term loyalty, it is one thing to be able to build a short term would maybe more of a transactional relationship. And having a satisfied customer is kind of a ticket to entry these days, Right?

There’s so much choice. And there’s more willingness to switch I believe these days, just because we have so much choice. If we can move our best, most satisfied customers, generally loyal customers and clients, they will stick with us longer, they will typically buy our products and services with higher margins, because we are providing greater value to them. And they are also more likely to entertain new product solutions, services, because we’ve earned the credibility and the reputation to do so. 

So it’s like this virtuous cycle of what we put in, and what we receive back. And we build a really strong stable of loyal clients. So that’s the idea around ambassador. And typically modern sellers who are excellent ambassadors also have really strong personal brands that you see out in the marketplace, whether it’s on tech platforms, social platforms, or it’s out in the physical world, in their community or or in their industries.

Brynne Tillman  13:05

So let’s do a deeper dive on the importance of that personal, Brynne. When it comes to, you know, selling, let’s just call it business development, because there are CEOs that are selling all day long, even if they have a sales team. So we’ll look at the whole picture of anyone who’s out there in a business development role. Maybe it’s a client success person who identifies, you know, other opportunities inside of their accounts. But why is a personal brand so important? You talk a little bit about that.

Amy Franko  13:39

Yeah, If I were to maybe put a bow on that with two or three ideas around personal brands, and you said something about the client success manager that it’s it just got me thinking that you know, we’re this conversation is very much for the outward facing sales professional or sales leader, but someone who’s inside of an organization, your personal brand is just as important even if you are not you know, stepping foot outside your physical office to go see a customer. 

But if I were to maybe offer up two or three reasons why or the strength behind personal brands, first is more of a personal reason, which is you take your personal brand with you wherever you go, whether whatever company you are working for today or if you are an entrepreneur or wherever you happen to be on your journey, your personal brand goes with you everywhere. And it really pays to nurture that personal brand in a way that’s genuine in a way that reflects not only who you are today but who you want to be in the future to not neglect it. It will be the same. It’s like neglecting working out or neglecting good nutrition or sleep. It may not catch up with you today but it will catch up with you at some point down the road. 

So just for your own self to maintain a strong personal brand. I’d say maybe a couple of other thoughts around personal brand, is on personal brands can open doors. Do you Not, don’t underestimate a prospect or even a longtime customer, they will search for you, they will do a Google search, they will do a LinkedIn search. They don’t, they’re not only searching for your company they’re searching for you. And maybe in decades past, before there was so much tech, technological conductivity, maybe that wasn’t always the case. But today, it absolutely is the case. So they are looking for you as much as they’re looking for a company. 

And then my last thing that I’ll share about personal brands, and this goes back to my definition of a modern seller, part of my definition of a modern seller is that the value of your product, your service or solution, that you are part of the value equation, you can be taken out of that equation, you simply have a transaction, your personal brand plays a big role in in your business acumen, your knowledge, all of that combined together, so that you provide high level of value to a prospect or a client. So that the value of what you sell can’t. You can’t be separated from that.

Brynne Tillman  16:04

So I love that because when I’m talking with sales folks, and they’re like, there’s really nothing different about my product than my competitor. That’s the answer right there.

Amy Franko  16:15

Right? You are the difference between, that beats between your competitors. And I think, early on, when you were saying, there are a lot of people that do what I do that do what you do, if you put it in like a broad descriptor. I say “I think that that’s not a bad thing, it’s actually a good thing. It shows that there is a need for what it is that we bring to the marketplace.” So yes, there will likely be some things that your competitor has, or does that have similarities to what you do. 

But if that’s what you believe, that’s really, really hard to overcome. Talk about mindset, if you believe that you’re gonna have a really hard time being successful in your role, because you have to bring yourself to that conversation and your uniqueness. And you also have to believe that you are the best and the difference maker if you don’t believe it, your clients and prospects will not believe it.

Brynne Tillman  17:13

Yeah, I think that great mindset really is a big piece of this for sure.

Amy Franko  17:17

Yeah, that yeah, that mindset piece is, that is something that I’ve added to my own sales process or my own methodology. I’ve designed a methodology that I bring in to sell into organizations. And mindset is something that I’ve added to my methodology over say, the last maybe two or three years, just to put its own emphasis on it, and how important the way in which we think, influences the ways in which we behave and the ways in which we behave. And the consistency of good sales behavior is what drives results. So that’s something I’ve changed in my own methodology that I bring to my clients now. 

Brynne Tillman  17:59

That’s awesome. We just recently put together 21 tenants of social selling, that is the core of the mindset, it just in quick little things like detach from what the prospect is worth to you, and attach to what you are worth to the prospect, little kind of saying mantras that can get into the you’re in the right mindset. So your focus is not on the commission, but the outcome, Right? So that’s…

Amy Franko  18:31

Absolutely, and I don’t know about this. This is maybe more of what I’ve learned along the way with that mindset piece. It’s like mindset and action are interesting because we can’t sit around waiting for the mindset to change. Sometimes we just have to go in order to make the mindset happen. So for anybody out there maybe feeling stuck with something, you just have to go do even if you’re not great at doing it, you got to go do so to prove to yourself you can do it and what you can learn from it. So you can build the mindset. So sometimes you have to reverse engineer your mindset through action. 

Brynne Tillman  19:10

That’s awesome. How much of the mindset can you learn from your successes and your losses, Right?

Amy Franko  19:17

I’d say a significant portion of mindset can come from analyzing wins and losses. And of course, there’s mindset that we can build just by virtue of the people that we choose to be around the there’s I think there’s a mindset and organizational mindset to that doesn’t get talked about enough with like the, that’s the culture piece, but like the organizational mindset, but you can learn a lot about how you can develop your mindset from successes or failures. 

To me the difference maker with that is the responsibility piece and really owning what I did well in a sales situation question that I would want to repeat again, and what I didn’t do well, so that I could make some changes for the next time. If I look at the lens of how I can be better, or how I can continue on with what I’ve done, that’s different than blaming outside factors, or when blaming outside factors or looking outside myself even for success, validation success.

Brynne Tillman  20:24

Then so many salespeople do that, you know, they want the attaboy pat on the back. And that’s so important to them that they can get their own head that if they don’t get it today, maybe they’re not good. Yes. 

Amy Franko  20:38

Absolutely. 

Brynne Tillman  20:39

I love this. So talk to me a little bit about your concepts around using social selling when prospecting and the role that it plays in the picture.

 Amy Franko  20:51

Absolutely. So if I kind of tie this back to the last capability of a modern seller, or a modern seller is social, and in the way that I have defined that for myself and my business. And what I share with my readers is, it’s the idea of being really strategic, about the relationships that you want to be building relationships within specific opportunities or industries, or maybe even just a personal new personal goal that you’re looking to pursue.

We really can’t accomplish anything significant without creating great relationships and having access to those relationships. So that’s a bit of my philosophy behind relationship building. And when I apply that, specifically to your question of prospecting, if I’m looking at a specific, let’s say, industry or maybe a specific opportunity, I’m basically looking for high-impact relationships. Some of these will sound familiar to people that are watching or listening, I’m looking for the decision-makers in that segment or opportunity. I’m looking for centers of influence. 

I’m looking for individuals or groups that can advocate on my behalf. And then I’m also looking for the potential of strategic partnerships or strategic alliances, those outside relationships. So that’s my starting point, when I’m looking at prospecting, or I’m looking at developing relationships through specific social relationship building tools like LinkedIn, that’s kind of my starting point of where I look, whenever I’m doing that kind of work. I love that.

Brynne Tillman  22:29

You know, and I’m sure you know this, but as I just mentioned, you can export your connections and take inventory. So right from LinkedIn, you can export your connections, add a column in the spreadsheet, and what were your four, so there what was a categorize them.

Amy Franko  22:45

Yeah. So a decision maker, a center of influence, and advocate, or a strategic alliance.

Brynne Tillman  22:52

Great!  I love that. take inventory, mark them maybe 10% of your 4000 connections, which would be what were 100 people to talk to, might fall under one of those categories. So I think that’s brilliant, I love those categories.

Amy Franko  23:11

And to play off of your idea around LinkedIn connections. So another way that I’ve used that is, so in my organization, we of course, have mailing lists, so we, add people to our database, we will do an inventory of who’s in that database, we do an inventory a couple times a year, just to gauge the engagement level of the mailing list. But also, if there are individuals in there that we want to make direct contact with, send them an invitation on LinkedIn, use it as a way to continue the conversation. 

So they’ve already opted in, in a way. But now this is just another way to extend the relationship. Or if I’m doing webinars or master classes, and I might get lead lists from that will curate the lead lists and look for that 10%. Right, that could be potential individuals to have another conversation with. So there’s direct reach out to establish that, but also a LinkedIn invitation to start getting that social connection going. It’s more meaningful because it does take a little bit more work. But the curated approach, I find is really helpful, smaller lists, but smaller lists of meaningful people that may have more of an interest in what I do and solutions I can provide and would be more open to a conversation. Absolutely. 

So if I kind of tie this back to the last capability of a modern seller, a modern seller is social. And in the way that I have defined that for myself and my business and what I share with my readers is it’s the idea of being really strategic about the reader relationship that you want to be building relationships within specific opportunities or industries, or maybe even just a personal a new personal goal that you’re looking to pursue, we really can’t accomplish anything significant without creating great relationships and having access to those relationships. 

So that’s a bit of my philosophy behind relationship building. And when I apply that, specifically to your question of prospecting, if I’m looking at a specific, let’s say, industry or maybe a specific opportunity, I’m basically looking for high-impact relationships. Some of these will sound familiar to people that are watching or listening, I’m looking for the decision-makers in that segment or opportunity. I’m looking for centers of influence. 

I’m looking for individuals or groups that can advocate on my behalf. And then I’m also looking for the potential of strategic partnerships or strategic alliances, those outside relationships. So that’s my starting point, when I’m looking at prospecting, or I’m looking at developing relationships through specific social relationship building tools, like a LinkedIn, that’s kind of my starting point of where I look, whenever I’m doing that kind of work.

Brynne Tillman  26:18

So it’s a curated list versus just haphazard, random lists. Yes, it’s great. I’ve done it.

Amy Franko  26:25

that I’ve done the haphazard random approach, and it’s not as successful as I would have liked it to be. So the curated approach, much better outcomes.

Brynne Tillman  26:34

Yeah. And you know, it’s interesting, I always think about if we went to a trade show a conference and a networking meeting, with a whole handful of cards, and I walked around handing out mine and collecting theirs and never having a conversation, I’m just gonna go home, but a big rubber band around my car doesn’t stick up in the middle of the desk, because I have no idea who they are, except for what’s on the card like, but if I had five conversations and came up with five business cards with follow up next steps, that’s a good use of my time. So I think what you’re saying is take that in-person mentality of you know, what works is building rapport and starting conversations, I think you’re saying the same thing here.

Amy Franko  27:17

There’s a mindset piece that your thoughts just reminded me of, which is the mindset that we tell ourselves, if I have that stack of, say, 100 cards that I’ve put the rubber band around 100 is a lot to follow up with. And the chances of me setting that stack of cards in the center of my desk and not following up with them, at least in a timely manner, is probably pretty good. 

But if I have those five connections, and I’ve had these five meaningful conversations, taking those cards home, and doing follow-up, I’m much more personally motivated to do that. And I’m going to follow through because I’ve had the conversation. And “Hey five is much more doable than 100”. 

Brynne Tillman  28:00

And more meaningful, Oh, I just love the way you think. Like I think that’s, that’s where salespeople have to be, they have to get out of that cold calling mentality of what call 100 and 100 people a day in order to get for conversations and even if they prove out that that works, it’s such an unfortunate way to start a conversation with someone at such a low level of credibility.

Amy Franko  28:31

So it absolutely has its challenges. And I want one thing I do encourage people to do, though, is to, you know, I get asked a lot in my line of work, no, well, you don’t steal prospects, do you? I’m like, Heck yeah, I prospect everything that is part of what it is to be a sales consultant, a sales professional, you’re basically cutting off an entire life, the lifeline to your business, which is building new relationships, deepening client work, but also building new relationships. 

So it’s the process by which we build those new relationships and do that. I call it intentional outreach, where we have to be willing to talk to people that we’ve never talked to before. And we absolutely have to be willing to do that. But what’s it like to follow your line of thought? Can we be a little bit more intentional and laser-focused with it, versus taking a really broad approach that could yield just not yield the right outcomes?

Brynne Tillman  29:34

Yeah, and instead of 120, boom, boom, boom, let’s do a little research. Let’s learn a little bit about them. Let’s see what’s happening in their company and who they sell to and the trends and then when you reach out, you can have a meaningful conversation, not just a temp I mean that at the end, yeah. Well, I say I pick up the phone all the time. I’m on Zoom all the time. I’m scheduling zooms all the time. 

I definitely still have phone conversations. If we’re not having a phone. I can’t sell. I mean, if you’re selling a widget, they can click to buy it. But if we don’t have a meaningful conversation, it doesn’t move the sale forward. So, exactly. It’s awesome. The last question I have here for you, and we’ll see if this turns into a second to last question, but how can we use social media challenges to research and I densify? those decision makers in your target market?

Amy Franko  30:35

Yeah,  so the way that I’ve been successful with it is I do use the LinkedIn navigator, which has helped me to build account lists, it has helped me to build, prospect lists, I will actually look at some of my current clients, and I will look at who they’re connected to, and see if who they’re connected to might be a good fit for me to have to be introduced to for a conversation. 

So that’s one way that I have built new relationships by doing some research and some homework on my current existing relationships and requesting specific introductions. I take the workload on myself to do that homework to do that research. So that when I do ask for an introduction, there’s some substance behind it, it’s meaningful. So that’s a very specific tactical way that I used it to build new relationships.

Brynne Tillman  31:34

And that’s a brilliant way, Right? You talked about the joint venture partners or the referral partners and the clients. I mean, once we take inventory, we’ve identified these folks, leveraging their connections to get introductions is a really powerful way. And you’re entering a high level of credibility. Right, when you get that introduction, in fact, from what we and what our research has shown, shown that 50% of those people take your call.

Amy Franko  32:05

That makes a lot of sense. Yes, absolutely. Yeah. So

Brynne Tillman  32:08

I mean, that’s that, from a time perspective, leveraging the relationships that you’ve built over the years can be a significantly better use of your time than just pounding the phone without intention.

Amy Franko  32:24

Right, And you reminded me of one other idea, which actually was just a conversation I had earlier today with the client, so they have a major strategic initiative happening within their organization. And my contact over there said, “Do you know anybody that is similar in size and scope to us, that has gone through something similar, I would love to have a conversation or two with those individuals because we’re embarking on this strategic initiative.” And so I still need to think through how I’d like to approach this. 

But one of the first places I’m going to go is into my probable navigator and into my LinkedIn connections, to see who I might be connected to, that I’m just not thinking of, that could be an ideal match for a networking conversation for my client. So it’s still a sales conversation in a way because of course, it’s connected to my client. And it’s a relationship-building piece if I could find one or two great people for this person to speak with, that just solidifies our relationship. And they’re getting the information that they need. And we can use social tools and social channels to facilitate locating those people.

Brynne Tillman  33:40

So can I throw a few ideas on the table for this? 

Amy Franko  33:42

Yes, let’s do it. 

Brynne Tillman  33:44

So the first one is, look on their website and look at all the companies they’ve worked with, and then search your connections to see if you know anyone at those companies. So the vendor, whoever that vendor is, is coming in to do the strategic.

Amy Franko  33:58

Ah, yes. That makes a lot of sense. 

Brynne Tillman  34:01

Yeah. So let’s say the structure we’re bringing in HubSpot from scratch, Right? We go to HubSpot and say who HubSpot worked with before that looks like us. Or any of us connected to anyone inside that organization? Even if they’re the wrong person, starting there, and finding the right person and getting introduced internally could be a really good way to do that.

Amy Franko  34:25

I like that idea. That’s, it’s because then the chances of you finding a like-sized organization that’s clearly going through something similar is you’ve just increased your odds of finding some great individuals.

Brynne Tillman  34:40

Yeah, and usually they’re showing off all their logos. So there’s a lot of you could dive into that quite a bit. The other thing to do is look at their sales reps connections, because their sales for that software or whatever the initiative has worked with other people like them so you can start to look in the sales rep and make an introduction on their, on their behalf. But it’s a good way to look at who are people like me that are connected to the person that sold me this new product or service?

Amy Franko  35:14

I love it for anybody who’s watching or listening. You just got like five new ideas on how to connect people together.

Brynne Tillman  35:22

I mean, LinkedIn is the only tool in the world that we have access to other people’s Rolodexes. And that’s the magic of all of this. I think so. I can’t believe we’re at a time I could do this forever with you. Your insights are brilliant. I really loved this. My very last question is, Is there any question I didn’t ask you that I should have?

Amy Franko  35:47

Oh, I don’t think that I think we got all the great questions out on the table for conversation. Yeah.

Brynne Tillman  35:56

Okay. Then I’ll ask you, how can people get a hold of you?

Amy Franko  36:00

All right. So that’s a good softball question to wrap us up. All right. So two places that you can find me first, feel free to connect with me on LinkedIn, please let me know that we connected through Brynne and then secondly, you can go out to amyfranko.com. Lots of free tools and resources out there for you.

Brynne Tillman  36:18

You’re awesome. I’m very excited to have had you as a guest and hopefully, we’ll see each other at a conference. I think in October we will.

Amy Franko  36:26

Yes. Likewise, it is so much fun to spend time with you. Thank you as always for inviting me to be a part of your podcast universe.

Brynne Tillman  36:33

Oh, I love it. And for all the listeners when you are out and about don’t forget to make your sales social.

Outro  36:39

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