Episode 295: Networking On and Off LinkedIn

Intro

0:00:35 – Bob Woods: Welcome to the Making Sales Social podcast featuring the top voices in sales, marketing, and business. Join Brynne Tillman, Stan Robinson Junior, and me, Bob Woods, as we each bring you the best tips and strategies our guests are teaching their clients so you can leverage them for your own virtual and social selling. Enjoy the show. Welcome to Making Sales Social Live coming to you from the social sales link virtual studios.

0:00:28 – (Bob Woods): Join Brynn Tillman, Stan Robinson Junior, and me, Bob Woods, as we each bring you the best tips and strategies our guests are teaching their clients so you can leverage them for your own virtual and social selling. Enjoy the show. Welcome to Making Sales Social Live. Coming to you from the social sales link virtual studios. I’m Bob Woods, social selling AI and LinkedIn strategist, consultant, and trainer, as well as a LinkedIn top voice.

0:01:01 – (Bob Woods): Joining me today are the co-hosts. First is a fellow social selling and LinkedIn strategist. Also our sales navigator, Grand Poobah Stan Robinson Junior. Hey, Stan.

0:01:14 – (Stan Robinson, Jr): Hey, Bob. Can’t remember the last time I was called a gran-pooba. Very cool.

0:01:20 – (Brynne Tillman): Maybe never back in the Flintstone days, I think.

0:01:23 – (Bob Woods): Exactly. And the voice that you just heard is LinkedIn Whisperer and the authority on things related to sales, social, and LinkedIn, as well as an official LinkedIn insider for sales, Brynne Tillman. What’s up, Bryn?

0:01:39 – (Brynne Tillman): Hey, guys. Excited to be talking about today’s topic.

0:01:43 – (Bob Woods): Yeah, so am I. Because today’s topic about networking on and off LinkedIn is something that I, quite frankly, need a bit of a refresher on, especially with the off-LinkedIn part. That’s because I’m going to the Innovate conference in Owensboro, Kentucky, starting literally tomorrow, which means I’m on the road for 3 hours tomorrow just to get there. And I am looking forward to it, don’t get me wrong.

0:02:07 – (Bob Woods): But just like probably a lot of people out there, I’m a bit rusty on the off-LinkedIn networking thing. So, you know, I’m just gonna. I’m gonna absorb as well as participate. And I think that we can all use a refresher on networking, on LinkedIn as well. It’s always good to just kind of reiterate things and just make sure that we’re doing what we need to do. So I think we should just get to it now, Bren.

0:02:35 – (Brynne Tillman): All right, what’s our first topic?

0:02:38 – (Bob Woods): The first topic is where we’re going to be dealing with some stuff on LinkedIn first. And the first thing is profile. So how do you work your profile into networking?

0:02:55 – (Brynne Tillman): Well, so the first thing I’m going to say is, when you go to a networking event, you get dressed. If you’re a woman, you’ll put on some makeup. Maybe if you’re a man, you’ll put on some makeup. But you get ready, you get, you know, you put in your. Shine your shoes, and you know you’re going to look the best. You’re like, oh, I got to shine my shoes. You’re going to show up and look at the best that you can for the event. Well, guess what?

0:03:22 – (Brynne Tillman): We need to do that on LinkedIn, too. And our profile is our, you know how people see us. This is our brand, our professional and personal brand. So we want to make sure that you look through your profile and kind of go through, like, as if you were the person networking with. You get into their shoes, right, if they would look at this, right? Cause we’re gonna connect with all these people, and your profile is what they’re going to have moving forward that reminds them of you and how you met.

0:04:00 – (Brynne Tillman): So what does your banner look like? Do you have a good headshot that actually looks like you? Do you have value in your profile? Are you offering insights that can help them understand a little bit more about you and what you offer? Because as you connect with all these people off of LinkedIn, like, in the real world, you’re bringing them back to the LinkedIn ecosystem.

0:04:32 – (Bob Woods): Exactly. Exactly. One of the prime places to provide that value is in your featured section through your posts and things like that. So if your posts have value, you should have plenty of potential content to put into that featured section, especially if it’s, like, newer and fresher. And this is where I go back to my produce section analogy for. For the featured section. You know, just like in a grocery store’s produce item, you don’t see a lot of lettuce that’s wilted and veggies and fruits that are brown and stuff like that. It’s all fresh, it’s all vibrant, and it’s stuff that people want to eat, want to consume. They find value in it. Ooh, that’s the first time I ever used that analogy. That’s a good one.

0:05:16 – (Bob Woods): Your content should be the same, it should be new, it should be fresh, and it should educate, add value, be about the topics and subjects that your audience of prospects wants to hear about and not what you want to talk about. Stan, do you have anything for that? Anything else for that in terms of the profile?

0:05:36 – (Stan Robinson, Jr): Yep. Brynne already touched on the photo and just making sure it looks consistent because just imagine we’ll be talking about meeting people at live events and probably looking at each other’s LinkedIn profiles together while you’re standing right next to each other. And just imagine the disconnect if your photo is ten years or 30 pounds ago and the person’s kind of looking back and forth. So, yeah, please do that. And I always suggest that people make sure your contact information makes it easy for people to actually contact you.

0:06:13 – (Stan Robinson, Jr): So don’t use a Hotmail or Yahoo address, and make it easy if people want to contact you when they know to go to your contact information.

0:06:25 – (Bob Woods): You should probably be putting that in the About section, too. At the end of the About section, contact my email address and a phone number that you don’t mind having public.

0:06:35 – (Brynne Tillman): Yeah, and you can get a Google number if you don’t have one if you don’t want to give out your cell. The interesting thing, that I love that you said this because you would not go to a networking meeting and hand someone a business card without your email and phone number on it. So why are we connecting with people on LinkedIn without our email and phone numbers accessible? So I think that was a great ad.

0:07:00 – (Bob Woods): Thank you very much. So.

0:07:02 – (Brynne Tillman): All right, number two.

0:07:04 – (Bob Woods): Number two, search by content. And this has to do with posts specifically.

0:07:11 – (Brynne Tillman): Stan, you want to start with that?

0:07:13 – (Stan Robinson, Jr): Well, I was going to let you all start with that because when you say search by content, so I just need context.

0:07:21 – (Brynne Tillman): Oh, fair enough. Since I’m the one that put this list together, I need context. No, so I believe it’s you go into the search and you hit enter and you can search by posts, not just people or companies. So when you search by posts, you can search by specific people, by your first-degree connections, and even by topic, I believe. But I think to search. Maybe not. Maybe not.

0:07:49 – (Bob Woods): Definitely keywords. Definitely keywords.

0:07:52 – (Brynne Tillman): Okay, there you go. Keywords. So ultimately it’s. And, you know, finding content around the topic of whatever you would network on. Now, I’m going to add to this. If you are actually going to an event and they have a hashtag for that event, stick that in and see how many people are using that hashtag and not just on LinkedIn, on X Facebook or Instagram, like use that hashtag to pre-network with people.

0:08:29 – (Brynne Tillman): I think that was what I meant. Now that I remember.

0:08:33 – (Bob Woods): Yeah, yeah, absolutely. Absolutely. So searching by content is important for a wide variety of things, but I mean, especially if people are posting about the event that you’re going to, too, you’re going to want to engage with that. In fact, with the thing that I’m going to tomorrow, the innovation conference. One of the organizers, who’s a friend, he posted something today, so I have it scheduled to go out later. But I am also engaging in the comments, at least liking, if not engaging with everyone who is posting in there as well, because he also mentioned me because I’m also going to be a panelist on one of the panels there.

0:09:17 – (Brynne Tillman): How fun. Have them take lots of pictures.

0:09:22 – (Bob Woods): Yeah, well, yeah, definitely.

0:09:24 – (Brynne Tillman): That’s awesome. I love it. All right, what’s next on our list?

0:09:29 – (Bob Woods): Next, coming in at number three, I feel like Casey Kasem. Ring bells and Casey. Casey. Ring bells and engage. So ringing the bells. So this involves going to the person’s profile who you want to engage with and ringing their bell, which is in the top section when you ring the bell, it works like ringing the bells or adding notifications at other social sites. You’ll, you’ll be informed whenever they post content and then whenever they post content. Engage with that content.

0:10:07 – (Bob Woods): Yeah. Yep.

0:10:09 – (Brynne Tillman): Anything you want to mention around that? Stan, how do you go about finding people to ring the bells up?

0:10:17 – (Stan Robinson, Jr): Yes, that is a great question. The last person I rang the bell of was someone who was doing a webinar that I was just on around AI. Okay. Yep. So went to his LinkedIn profile, and got like 25,000 followers. So I said, okay, let’s start by getting notified when he posts by ringing the bell. And I was just looking to see if there are two choices because you can choose all. And then I forget the second one.

0:10:45 – (Bob Woods): Maybe the second one.

0:10:46 – (Brynne Tillman): Relevant. Relevant.

0:10:49 – (Bob Woods): Yeah, I’m looking right now, can’t remember the exact word. All most relevant as. So there’s all, there’s most relevant personal, which is personalized based on your activity or off for whatever reason. So, yeah, so, it’s like level one is most relevant, level two is anything and everything.

0:11:09 – (Brynne Tillman): Yeah. Be careful with anything and everything because I believe if they just like something, you’re going to get. So I think you want the relevant when they’re posting and that is where you want to engage.

0:11:23 – (Bob Woods): Yeah, I would.

0:11:25 – (Brynne Tillman): That’s it. If they are a high prospect and temporarily you want to do all because you’re really trying to engage, I think that’s a great way to do this. The other thing I would do is if you, let’s say you’re selling into a larger company and you’ve got one champion that you’re working with, but there are six or seven other people that you want to be on the radar of go in, you may not be a first-degree connection. So if you follow them, the bell will pop up.

0:11:55 – (Brynne Tillman): Follow them and start engaging as they share, and then you can connect, and really enjoy the content that you’ve just shared. I’m in conversations with Joe and I’d love to connect if you’re open. And now it’s like, oh, what are you talking about with Joe? And so you’re engaging and networking internally. The other thing is to ring the bell and follow and engage with potential referral partners or joint venture partners, folks that are selling into the same people you’re selling into but are not a competitor.

0:12:37 – (Brynne Tillman): And so now that’s a great way to engage. One of the things that I typically recommend, and then we can move on, though, is to go to all of your clients and say, so for us, a sales trainer or a marketing company are great referral partners. So if I go to a client and say, who are you using for your website, who are using for your email campaigns, who are you using for your graphic design, who are using for sales training?

0:13:08 – (Brynne Tillman): And I meet their vendors, I want to engage with them and with the people that are engaging with them because they’re attracting the same types of people. We are so networking on LinkedIn. What’s next there, Bob?

0:13:27 – (Bob Woods): Next is engaging via events. So this is when people are listing events on LinkedIn. This could be virtual, this could be real life. It just depends.

0:13:38 – (Brynne Tillman): Yeah, I think the concept here is to find events that are attracting your ideal prospects. Attend if you can, but you can see who’s attending and you can engage with them and connect with them based on the fact that you’re both attending an event. Now, where do you find this? On your homepage. Your news feed homepage, not your profile. Scroll down on the left-hand side and you’ll see events click through and you’re able to find some that way.

0:14:10 – (Brynne Tillman): Also, in LinkedIn, you can search that top bar just like we talked about, searching for posts. You can now search for events. And so you can put in, like right now, if I look, there are 538,000 results. But if you go to the top and let’s say I put in AI, that takes me down to 28,000. Now you can use boolean search logic. So if I put in AI and LinkedIn, it goes to 2100.

0:14:48 – (Bob Woods): Yeah. AI and sales go to 1500. Yep.

0:14:51 – (Brynne Tillman): Oh, what if we did AI and LinkedIn and sales?

0:14:55 – (Bob Woods): Sales, yeah.

0:14:56 – (Brynne Tillman): Down to 239. So start to use those keywords that are attracting your buyers and you get a list of events that you can then use for networking on LinkedIn.

0:15:14 – (Bob Woods): Next, groups. And the reason why I say groups is because, you know, like, that, I should say, is because groups ain’t what they used to be. That being said, there are good groups out there. You just gotta find them. But once you find a group that’s really good, hang on to it and, you know, engage within all of the opportunities that you have, which is mainly within posts and things like that. Post yourself as long as you’re within the guidelines of the group. Sometimes groups have guidelines that you can do certain things and you can’t do other things, but take advantage of all of those so that you.

0:16:01 – (Bob Woods): So that you better. So that you’re better well-known within your group and then take advantage of connecting and networking with those people at that point.

0:16:11 – (Brynne Tillman): I love that. Do you have anything good to say about groups?

0:16:16 – (Stan Robinson, Jr): It’s funny, there was very little until Saturday when I listened to a podcast talking about groups. And there are different schools of thought in terms of groups. As Bob said, the key is there are good ones. It’s just hard to find them. Unfortunately, LinkedIn doesn’t make it easy for us to find them. But one way you can find them is if they’re influencers that you are following or people of interest, you can look at their profile, and see what groups they may be part of.

0:16:51 – (Bob Woods): That’s an excellent suggestion.

0:16:55 – (Stan Robinson, Jr): So that is one. And for some of the smaller, either local or very specialized groups that are relevant to you and your audience, it may be worth just investigating them. See how active they are, see how spam-free they are. Groups that are actually moderated are much better when you’ve got a moderator who’s actually trying to control the spam.

0:17:24 – (Brynne Tillman): I love that.

0:17:25 – (Stan Robinson, Jr): And you can become a big fish in a small pond in the group.

0:17:31 – (Bob Woods): Yeah, yeah, yeah. That’s kind of taken the concept of micro-influencers to almost the. The next level, because. Because you already have that group built in there. You don’t need to build that, that group of people who you’re trying to influence because it’s already there. You just need to really take advantage of what’s already in there.

0:17:51 – (Brynne Tillman): Brilliant. Love it. All right, what’s our next one?

0:17:56 – (Bob Woods): Welcome messages. Using networking for welcome messages, I’m going to throw this out to the group. Anyone? Anyone? For 200 points and a brand new car.

0:18:13 – (Brynne Tillman): I feel. Welcome back. Cotter.

0:18:17 – (Bob Woods): That’s an OG reference if I’ve ever heard one.

0:18:20 – (Brynne Tillman): Yeah. Yes. So welcome messages. These are opportunities when someone connects with you, especially when they’re looking to connect with you. First of all, find out how they found you. You might say that at a networking meeting. How did you find this group? What was right? Find out, you know, how did you find me? And then you can invite them to an online event, even if it’s not your own, to say, hey, if you found one that you’re networking in, what a great way to say, hey, I’m going to this event.

0:18:53 – (Brynne Tillman): Looks like you’re interested in a similar thing. Let me know if you’re interested. I’ll send you a link. And we’re going to invite them to a networking meeting on LinkedIn. If they’re local. I mean, I, you know, I’m part of my local West Orange Chamber of Commerce here in Essex County, New Jersey. And when I meet people in person, I invite them to a. A local event, a networking event, because I want that. To continue that networking.

0:19:24 – (Brynne Tillman): So you can do this on, you know, you can definitely do that online as well. So I think welcome messages are a great opportunity. Ask them what they’re interested in. Ask them, you know, where you might be able to support them. Ask them who they want to network with. Consider opening up. You say, curious who you know, who are you looking to meet? Then, you know, there may be people that you can introduce them to, and then maybe they’ll ask you who you want to meet.

0:19:54 – (Brynne Tillman): So treat the person on the other side of that message the same way you would if you were shaking their hand and meeting them in person.

0:20:04 – (Bob Woods): Amen. Amen for.

0:20:08 – (Stan Robinson, Jr): Yeah, for the live events. Brynne, one thing that you said, is that a lot of times when we’re rusty as far as live events, it’s okay. How do we start conversations? And what you mentioned about simply, hey, is this your first, you know, Linden chamber event, or have you been coming regularly? Just as simple as, how did you find the group? How do you like it? Boom. You’re into a conversation.

0:20:34 – (Brynne Tillman): So I’m going to just share. Well, this is an in-person event, but I. We had a networking event at a Cambria hotel the other day, and my son, who is interning for a company called 1847 Financial. Penn Mutual. Right. So I said, come with me. You know, I paid his $20. I’m like, I have to buy him dinner. Anyway, anyway, he started, like, meeting people and talking with folks. He doesn’t even have a job yet.

0:21:07 – (Brynne Tillman): And funny thing, he met someone who used to work for the guy he’s going to work for, and they taught, and so they found this in common. And then Josh was like, hey, he connected with me on LinkedIn, and so even a 21-year-old kid can do it. You can, too.

0:21:29 – (Bob Woods): I love it. That’s fantastic. That’s fantastic. So let’s get to it. We’ve actually got, like, another seven to go here, so. So let’s start cranking through these things really quickly. Number seven takes inventory of your current, first-degree connections. And you do that with an export of your search. We’ve gone over several times. You know, you can, you can export your connections directly via LinkedIn or, you can do a search of your connections on LinkedIn without having to go through the export and download the CSV and all that stuff.

0:22:09 – (Brynne Tillman): I like the export for a couple of reasons. You can miss a lot of people in searches, number one. Number two, you can create a column on your CSV Excel spreadsheet and categorize them often. We call it CPR clients, prospects, and referrals. But it’s also breathing life back into our connections. So take a look at who you are already connected to that you’re ignoring. That would be great to network with.

0:22:42 – (Brynne Tillman): Quick story. We had a client, a recruiter client, I think, in April of the pandemic, who, at recruiting, had no business. She did manufacturing, exported her connections and found an old client, was at a healthcare facility, and was able to put all those people to work who were laid off. And she never would have known that without exporting and taking inventory. So you don’t. It’s a great way to see where are people now.

0:23:11 – (Brynne Tillman): How do you reach out? Who do you want to network with? And just figure out who you already are connected to.

0:23:19 – (Bob Woods): Yep. 100%. 100%. Anything else, Stan?

0:23:23 – (Stan Robinson, Jr): Nope. That’s great. I learned that one from Brynne. One of many things. So that the gold mine in our own backyard.

0:23:31 – (Brynne Tillman): That’s awesome.

0:23:33 – (Bob Woods): Yep. Exactly. Exactly. Next, don’t sleep on video messages or audio. You talk about really establishing a one-on-one relationship with someone. That’s obviously it’s not. It’s going to be more of a. Of a monologue than a dialogue. But still, rather than just sending a text message, you send them an audio where they can at least hear emotion and hear what you sound like. Or if you want to take the next step, send a video message so that they can see you in the eyes.

0:24:11 – (Bob Woods): They know that there’s a real person there. It ain’t AI, in other words, and just use that, even for simple messaging, to reconnect with someone. I think especially it’s good for reconnecting because you know, you might have changed since the last time you, you spoke, you know, looks wise or something like that, or it’s just really good to just see someone else’s face when you are communicating or when they’re communicating with you.

0:24:40 – (Bob Woods): And the audio is good. I think the video is even better. You’ll also stand out because no one is still doing video messages. It’s been around for how long now? No one is. No one is doing it.

0:24:54 – (Brynne Tillman): We are.

0:24:55 – (Bob Woods): We are. No one else is.

0:24:59 – (Brynne Tillman): We have over 90% response rate. If you’re trying to reengage and network with your first-degree connections that you’ve now taken inventory of, send them a video message, and you will get a response.

0:25:14 – (Bob Woods): Without a doubt. Without a doubt. The next one is a live stream and audio rooms. Guess what? If you’re watching us live on LinkedIn or any of our other channels right now, this is a live stream. There are also audio rooms available on, basically LinkedIn as well as on X, the former Twitter. If you want to go to the clubhouse, you can do that as well.

0:25:40 – (Brynne Tillman): I’m sorry, are they still in business? Clubhouse.

0:25:44 – (Bob Woods): I was, I was. I was really trying to not go there. But anyhow. But anyhow, those are great ways because again, they can, they can either see you just like you are in the live stream right now. Again, it’s not a two-way conversation necessarily. That’s something that you can actually pick up with an audio room where, whereas they’re not seeing you, you can invite them up on stage or whatever it’s called.

0:26:11 – (Bob Woods): I’m not sure what the, what the nomenclature is, but, you know, you can have conversations with people and have an audience and really build relationships. We’ve built relationships here on Clubhouse when that was a thing and Brent and I were doing that type of thing. It’s entirely possible, not just possible, but likely that you can build relationships with live streams and with audio rooms.

0:26:37 – (Brynne Tillman): So we have people, which right now, because I’m watching this come over who are liking this post, right? This audio.

0:26:46 – (Stan Robinson, Jr): Excellent.

0:26:47 – (Brynne Tillman): You can engage in comments. I look here and I’m going to call Chuck Bud, one of my buddies, Jude Martin, Stephanie sides. I mean, they’re all engaging now. I believe that’s what it looks like.

0:27:01 – (Bob Woods): Neat.

0:27:02 – (Brynne Tillman): And you can go into chat and literally have conversations with other people, not just us. Right? So that conversation area is absolutely fantastic for networking. So that is where. Where you may not have the natural two-way conversation. You can have that conversation in chat every Saturday morning at 08:00 a.m. Mark Hunter and Meredith Elliot Powell runs sales logic. I try to make every single one if I can. And I actually got to guest host two weeks ago.

0:27:43 – (Brynne Tillman): There is so much conversation in the chat. I have met people that I’ve invited to be part of our podcast. I have a lot of networking right inside of those chat audio rooms. You can also click through and connect with people that you’re listening to. Amazing networking opportunities.

0:28:08 – (Bob Woods): Very good. Very good. So. Oh, my God, I lost my place. Here we are. And the last one, just with the more LinkedIn-specific stuff, is voting on polls. And I think that this is important, not necessarily from the poll standpoint as much, although you obviously want to see people vote at the polls. But one of the options that you offer with polls is that choice number four. Other seeing or sharing. Sharing comments. That’s right. Other, you know, parentheses sharing comments.

0:28:44 – (Bob Woods): That’s where the networking comes in. Hopefully, people will be motivated enough to start sharing their opinions and comments. You go back and start talking with them and comments. If you’re not connected to them, you can connect with them, and hopefully start a sales conversation at that point.

0:29:01 – (Brynne Tillman): And by the way, it doesn’t have to be your poll. Go find the polls that other people are running and you can network with their people, too.

0:29:08 – (Bob Woods): Excellent, excellent. Excellent stuff.

0:29:12 – (Brynne Tillman): Awesome. We have it quickly in person. I think we have two or three people.

0:29:16 – (Bob Woods): Yeah, in person. So. So this is where I’m going to take notes.

0:29:20 – (Brynne Tillman): Okay.

0:29:21 – (Bob Woods): Because I got my thing coming tomorrow. So here we go. Quick-fire. Round one.

0:29:28 – (Brynne Tillman): Quickfire. So you’re going to your event. We’re going to do this one-on-one. Bob, you’re going to your event. I want you to write in advance a little message that says, great meeting you at x event. I forget the name of it. What is it?

0:29:43 – (Bob Woods): Innovate. Innovate conference.

0:29:45 – (Brynne Tillman): The innovate conference. I’m looking forward to continuing our conversation, Bob. Now, you can either put that in shortcode or copy and have this pasted. Then you are going to walk around with your LinkedIn app open. And there is, if you go to the top search, there’s a little QR code where you can click on the QR code, and there are two tabs, your QR code, and a scan. You do have to allow your camera to have access to it.

0:30:15 – (Brynne Tillman): So once you do this, if someone scans your QR code, they’re going to go right to your profile. If you scan theirs, you’re going to go to their profile. Gunnar Hood, in all his genius, said, have them scan your profile and ask you to connect. Once you then now you have control of the accepting versus it just sitting in there. I haven’t been accepted in forever. And once as soon as you accept, you send, you type in their name, paste, and send your welcome message.

0:30:51 – (Brynne Tillman): Now you will always remember where you met them. When you go back to your inbox, you can see because it’s in your inbox now since there’s a message that you can now see where you met and you can even search all those messages by innovation conference and they’ll all come up. So then you can go and follow. Go ahead.

0:31:13 – (Bob Woods): I really like Gunners thing because not only are you taking control of the conversation at that point, you’re also teaching them something. You’re teaching them how to do it right. You’re adding value, which is exactly what we do. And even though you probably don’t sell LinkedIn services like we do, they will at least look at you and think, this is the person who taught me how to do this. They obviously are, you know, good people because they, they didn’t have to do this for me, and yet they did.

0:31:40 – (Brynne Tillman): I love that. I love that. I love that. And then, you know, make sure you’re following up. But I love the idea of just saying I’m looking forward to continuing our conversation.

0:31:49 – (Bob Woods): Yep.

0:31:49 – (Brynne Tillman): It’s generic enough, but also personal enough at the same time.

0:31:53 – (Bob Woods): Yep, absolutely. Absolutely. So, yeah, networking is crucial when it comes to building a business or sales book, no matter what kind of business or sales that you’re involved in. So now, if you’re like me, you’re much more equipped when it comes to the networking in-person part. And we all have been reinforced on what we should be doing on LinkedIn. Thanks to our stellar, stellar panel that we have here.

0:32:20 – (Bob Woods): So thanks again for joining us on this episode of Making Sales Social Live.

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Outro

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