Podcast episode
Using 3 star Amazon reviews to figure out your prospect’s most granular problems (Marcus Chan, Venli Consulting)
30 Minutes to President's Club9 Sept 202020 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Make your value prop simple - stop over complicating things Use 3-star Amazon reviews to figure out what granular problems your buyers have Optimize your LinkedIn page with what your buyers care about, not you Don’t pitch right away on LI - show gratitude, chat them up, then ask 10 days later Marcus Chan: Path to President’s Club: President of Venli Consulting Creator of the 6-Figure Sales Academy Founding member at RevGenius RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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All right, Marcus, welcome to the show. You know, we start every episode with your top three actionable takeaways. Let's get your three. All right, let's dive right into it. So first off, tip number one, how to slide into the LinkedIn DM that actually makes you money. So after you get that prospect that accepts your request, you're going to want to send “a video DM that's at max 45 seconds.” And the way you want to structure that video DM is immediately go into a quick intro, massive gratitude. Then you want to go into exactly why you reached out. And then third, a very, very low commitment, but very high value call to action for them. You have a video of that.
So you talked about having a profile that's attractive and I'm already behind the curve there. And so if I think about setting up my LinkedIn profile, how do I set it up? Where do people tend to screw this thing up? And so if I think about setting up my LinkedIn profile, how do I set it up? Where do people tend to screw this thing up? “I want you to picture your LinkedIn profile is essentially a bait for your target audience,” right? Like, what are the needs, the heartburns and desires of your target market, right? And do not be fooled, like, do not make it a resume. If your goal is to sell on LinkedIn, my goal is to sell on LinkedIn, then you need to optimize it to sell on LinkedIn, right? So that means understanding what's important for your prospects.
And so if I think about setting up my LinkedIn profile, how do I set it up? Where do people tend to screw this thing up? I want you to picture your LinkedIn profile is essentially a bait for your target audience, right? Like, what are the needs, the heartburns and desires of your target market, right? And do not be fooled, like, do not make it a resume. If your goal is to sell on LinkedIn, “my goal is to sell on LinkedIn, then you need to optimize it to sell on LinkedIn,” right? So that means understanding what's important for your prospects. So that goes into first off your picture, right? Does your picture stand out a little bit, right? So mine, like I'm wearing a suit, but I'm not wearing a tie. I wore intentionally a different color suit. I pop the filters of the blue pops. I'm at a slight angle. I'm laughing. I look approachable, right?
right? Like, what are the needs, the heartburns and desires of your target market, right? And do not be fooled, like, do not make it a resume. If your goal is to sell on LinkedIn, my goal is to sell on LinkedIn, then you need to optimize it to sell on LinkedIn, “right? So that means understanding what's important for your prospects.” So that goes into first off your picture, right? Does your picture stand out a little bit, right? So mine, like I'm wearing a suit, but I'm not wearing a tie. I wore intentionally a different color suit. I pop the filters of the blue pops. I'm at a slight angle. I'm laughing. I look approachable, right? So it's all very, now it's different than everybody else. Everyone else has a headshot.
right? Like, what are the needs, the heartburns and desires of your target market, right? And do not be fooled, like, do not make it a resume. If your goal is to sell on LinkedIn, my goal is to sell on LinkedIn, then you need to optimize it to sell on LinkedIn, “right? So that means understanding what's important for your prospects.” So that goes into first off your picture, right? Does your picture stand out a little bit, right? So mine, like I'm wearing a suit, but I'm not wearing a tie. I wore intentionally a different color suit. I pop the filters of the blue pops. I'm at a slight angle. I'm laughing. I look approachable, right? So it's all very, now it's different than everybody else. Everyone else has a headshot.
that aligns with everything that I know my target audience wants to do. I know they want to hit Presence Club. I know they want to make money. I know they want to get promoted. I know they want to make an impact. And then when you go down further, right, then it's your content. What type of content are you putting out there? “Is it of value to a target market, right?” I write about sales stuff and life stuff because my target market likes that. If you're selling to doctors, IT directors, lawyers, your content needs to be of value to them. Then you get the recommendations. In there, I have 60 plus recommendations from salespeople and sales leaders.
about the one star or the five star, look at the two through four. Those are people going to post some complaints about things that they want to know about. Those are heartburns and pains and desires written in plain language in the language they speak. You take those common “things and that's what you can throw into your profile.” sales leaders and entrepreneurs right now after this episode. Are you using that anywhere else, like in your cold emails? Because that's gold. I've never thought about that before. Yes. Yes. So, picture any type of communication you will do with your target market, you apply the exact
Number two, use three-star Amazon reviews to figure out what granular problems your buyers have and how they talk about them. Number three, take that and use it to optimize your LinkedIn page and frame your LinkedIn language in terms of how buyers talk about their problems. “And then number four, don't pitch right away on the LinkedIn DM. Show some gratitude,” chat them up, engage in a conversation. Marcus did this to Nick. And then a week and a half later, you can say, Hey, you know, I was looking at that podcast you have, and you know, maybe it would be cool if we did an interview. Alrighty, Nick, that's all I got. How can people help us out here? I've been thinking about these three-star Amazon reviews for pretty much the entire day.