About Josh Turner

Josh Turner is the founder of Linked Selling and LinkedUniversity.com.

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About Josh Turner

Josh Turner is the founder of Linked Selling and LinkedUniversity.com.

8 Keys to Signing New Clients off of Webinars

Webinars are one of the most effective ways to land clients and generate sales for B2B companies. The only problem is that putting on a successful webinar can take a ton of work and testing. Ease your workload with our 8 components to signing new clients off of webinars.

1. Attracting the right prospects.

Getting 1000 people to attend your webinar is pointless if they have no use for your product/service.

Getting the RIGHT prospects in your funnel is essential for any webinar to be successful. Who are your most valuable customers? Who could you help the most? If you own an IT Company that has had previous success with manufacturing companies, it would not make much sense to reach out commercial real estate brokers.

If they have no or little use for what you do then they will not buy from you, no matter how good your sales pitch may be.

2. Having a compelling offer

It must be made clear that this webinar is going to be worth their time.

While the webinar itself is typically going to be free, their attention is not. You must showcase the value of the webinar to justify their time investment.

The webinar needs to be positioned around something valuable, something specific that can help their business. For example, if you are wholesale distributor your title should not be, “How We Can Save You Money With Your Wholesale Purchasing Needs”, but more something along the lines of, “How you can save X% off of your overhead through efficient wholesale purchasing.”

While that title still may not be perfect, it does specifically and clearly state the value of this webinar for THEIR business, not YOUR business.

3. Getting your message in front of ENOUGH prospects

Earlier we mentioned that having 1000 prospects attend your webinar that have no use for your services is a waste of time. That is only slightly worse than having only a handful of targeted prospects show up.

It is important to get your message out in front of enough of your prospects to make it worth your time. Even if you have the BEST, most LIFE CHANGING product or service out there not everyone is going to sign up for your webinar.

It’s a numbers game. Get your message in front of the right amount of prospects so that the percentage that sign up for your webinar is substantial enough to justify your time investment. You can do this by emailing your own list, using social media sites such as Facebook, LinkedIn, Twitter, etc. to reach out and advertise your webinar, etc.

(For more strategies on attracting prospects, keep reading.)

These social media sites all have their own way of searching for, identifying, and targeting potential prospects that will have in interest in what you do.

4. Getting them familiar/comfortable with you prior to the webinar.

You need to warm your prospects up with some communication and dialogue prior to the webinar to not only keep it top of mind for them, but to build some sort of rapport with those that have shown an interest.

Simple, personable emails that contain value (blog posts, additional free products, etc.) can mean the difference in getting your prospects to actually show up.

Getting them to like you and trust you prior to actually attending the webinar will make the selling process that much easier.

5. Blowing them away during the presentation.

No, you don’t need to have an Oscar winning performance on this webinar. You don’t need to act at all. What you do need to do is go through exactly how you can save or make your prospects money.

Back your claims up with statistics and testimonials from your current clients. Hit the audience with THE most important information, with THE most confidence.

Also, take your experience dealing with objections and tackle them upfront.

You won’t know what they are thinking during your presentation but you will know what objections you have heard before. Hit them head on, this will answer most of the doubts your potential clients may have early to put them in the best position to purchase.

6. Presenting an opportunity to become your client.

By now you should be warming your prospects up for your services and have clearly demonstrated the value of your offering. Now it’s time to tell them what to do next.

Make this as easy and as painfully obvious as possible. Tell them exactly where to go to get ahold of you or to request more information. The last thing you want to do is have an interested prospect fall through the cracks because he/she did not have an easy way to move forward.

Have a web page designated for them to request more info or to sign up. This way you can gather their contact information to put you in the driver’s seat for a follow up.

7. Effective Follow Up Strategy

You must be prepared to follow up with those who have showed interest in your product or service.

Some of your registrants will not show up to the webinar, some of your attendees will not reach out for more info, and some of your interested prospects will not be easy to communicate with.

It is just the nature of the game. Be sure to avoid wasting any of these leads.

Just because someone does not reach out, it does not mean they are not interested. It is essential to follow up with everyone who showed interest in the webinar to begin with. Be sure to offer a replay for those who could not make it and do not be afraid to put on your sales cap to reach out to those who attended but did not take the next step.

It would be a shame if some potential clients went unsigned because of not following up properly.

8. Don’t Reinvent the Wheel

Perfecting this process can take TONS of time and could lead to more failures than successes initially. Our last and most important piece of advice is to learn from those who have already had success. You DO NOT need to reinvent the wheel.

Our company has a ton of experience marketing and presenting webinars geared toward selling high-price client services. We have a step-by-step proven method for signing clients off of webinars. And we’ll be sharing it in an upcoming, premium training workshop.

There is no better time than now to get started, all you need is a little help.

Well there you have it, 8 must haves for a successful webinar. Remember if you get overwhelmed go to Webinarli.com to sign up for more news and tips on how to grow your business using webinars.

The Exact Script that Landed One Business $3 Million in Sales off LinkedIn

What if you knew just the right way to word your messages to get in the door with your best prospects?  Here’s the kind of script that has to be developed to achieve just that.

In our upcoming webinar, we show you the EXACT script one of our clients used to generate $3 million in sales in 2012, all off of LinkedIn.  (For more on that, scroll below or click here.)

The basic framework of this message includes the following:

  1. Identifying the correct recipient.  This can be done through LinkedIn’s advanced people search.
  2. Understanding how to message this person, who you are likely not connected to.
  3. Crafting a message that entices them to, first open….and then to respond favorably.
    1. The key component of getting a prospect to “open” your message is a compelling subject line.  Here’s a hint: If it’s about what you do, they’ll pass it right up.
    2. To garner a positive response…you want to make it easy on them and demonstrate very quickly why they should give you what you’re asking for.  Easy and quick, critically important.

If you can keep those things in mind, your online prospecting and lead generation efforts will go a LONG way.

Get the exact script that generates these tremendous results in our upcoming FREE webinar, The Most Powerful LinkedIn Webinar You’ve Ever Seen.

LinkedIn Training for BusinessGo here for available upcoming dates and to sign up: linkeduniversity.com/tmplwebinar

More information on the webinar, hosted by Josh Turner, Founder of Linked Selling and LinkedUniversity.com:

In this webinar, Josh is holding nothing back.

There is no doubt that this will be The Most Powerful LinkedIn Webinar You’ve Ever Seen.

Click here to sign up.

During this webinar you will learn:

  • How to use the LinkedIn connections you already have to rapidly grow your database, get more leads, and increase sales.
  • What one business owner has done to generate 90 leads and $465,000 in additional sales, all off LinkedIn in just 8 months!
  • The EXACT SCRIPT that one of our clients has used to generate $3 million in sales in 2012 alone, all off of LinkedIn.
  • How to utilize LinkedIn to build a MASSIVE email list!!
  • The LinkedIn strategies one business owner used to secure international distribution and equity investment for a brand new product.
  • How to improve your Google rankings by utilizing little-known LinkedIn tactics.
  • The secret to utilizing LinkedIn groups to grow your business, even for B2C companies!

This is not theory. Everything Josh is going to show you will include case studies of our clients and people JUST LIKE YOU that used these same methods for big success.

Don’t miss out on this one, you’re absolutely going to love it.  Click here to sign up.

Register now and reserve your seat… it’s 100% FREE!

All registrants will be sent a replay link after the event!

Case Study: How one business owner generated $465,000 in sales off LinkedIn

Learn to Generate Quality Leads Using LinkedInIf you’re tired of vague theory, and want to know the proven step-by-step tactics to generate leads and sales off LinkedIn…this is for you.

Kevin, the owner of a printing company in Boston has a proven system for generating consistent leads and sales.

In 2012, he generated 90 leads and over $465,000 in sales…all using LinkedIn.

Learn the exact, step-by-step strategy that he uses in our upcoming FREE webinar, The Most Powerful LinkedIn Webinar You’ve Ever Seen.

LinkedIn Training for BusinessGo here for available upcoming dates and to sign up: linkeduniversity.com/tmplwebinar

More information on the webinar, hosted by Josh Turner, Founder of Linked Selling and LinkedUniversity.com:

In this webinar, Josh is holding nothing back.

There is no doubt that this will be The Most Powerful LinkedIn Webinar You’ve Ever Seen.

Click here to sign up.

During this webinar you will learn:

  • How to use the LinkedIn connections you already have to rapidly grow your database, get more leads, and increase sales.
  • What one business owner has done to generate 90 leads and $465,000 in additional sales, all off LinkedIn in just 8 months!
  • The EXACT SCRIPT that one of our clients has used to generate $3 million in sales in 2012 alone, all off of LinkedIn.
  • How to utilize LinkedIn to build a MASSIVE email list!!
  • The LinkedIn strategies one business owner used to secure international distribution and equity investment for a brand new product.
  • How to improve your Google rankings by utilizing little-known LinkedIn tactics.
  • The secret to utilizing LinkedIn groups to grow your business, even for B2C companies!

This is not theory. Everything Josh is going to show you will include case studies of our clients and people JUST LIKE YOU that used these same methods for big success.

Don’t miss out on this one, you’re absolutely going to love it.  Click here to sign up.

Register now and reserve your seat… it’s 100% FREE!

All registrants will be sent a replay link after the event!

How to Use The Connections You Already Have to Rapidly Grow Your Database

Growing your email database is critical to your business success.  Luckily, there are some proven methods you can use to utilize your LinkedIn connections to grow your email list.

Grow Your LinkedIn Database ConnectionsIf you already have a ton of connections on LinkedIn, but have struggled to move these people to your email list, here are a few strategies you can use:

  1. Send targeted messages to prospects with offers that require an opt-in.
  2. Share your content via status updates on a regular basis.
  3. Export your connections to a csv file, and experiment with “opt out” email strategies.

These are just a few of a number of tactics that we explore in our upcoming FREE webinar, The Most Powerful LinkedIn Webinar You’ve Ever Seen.

LinkedIn Training for BusinessGo here for available upcoming dates and to sign up: linkeduniversity.com/tmplwebinar

More information on the webinar, hosted by Josh Turner, Founder of Linked Selling and LinkedUniversity.com:

In this webinar, Josh is holding nothing back.

There is no doubt that this will be The Most Powerful LinkedIn Webinar You’ve Ever Seen.

Click here to sign up.

During this webinar you will learn:

  • How to use the LinkedIn connections you already have to rapidly grow your database, get more leads, and increase sales.
  • What one business owner has done to generate 90 leads and $465,000 in additional sales, all off LinkedIn in just 8 months!
  • The EXACT SCRIPT that one of our clients has used to generate $3 million in sales in 2012 alone, all off of LinkedIn.
  • How to utilize LinkedIn to build a MASSIVE email list!!
  • The LinkedIn strategies one business owner used to secure international distribution and equity investment for a brand new product.
  • How to improve your Google rankings by utilizing little-known LinkedIn tactics.
  • The secret to utilizing LinkedIn groups to grow your business, even for B2C companies!

This is not theory. Everything Josh is going to show you will include case studies of our clients and people JUST LIKE YOU that used these same methods for big success.

Don’t miss out on this one, you’re absolutely going to love it.  Click here to sign up.

Register now and reserve your seat… it’s 100% FREE!

All registrants will be sent a replay link after the event!

If You’re Thinking About Starting Your Own Business, Don’t Miss Out On This

If I would have had this when I started my business, who knows where I would be now.

I remember starting my business, sitting in front of my computer, and thinking….

“It’s all on my shoulders now.”  Sound familiar?

Free Agent Academy ReviewIf something like Free Agent Academy had existed, not only would my business have been even MORE successful MORE quickly, I probably would have confidently left my job much earlier.

Think for a minute…Do either of these statements sound like you:

  1. You’re looking to strike out on your own, enter the world of self employment, and start your own company.
  2. You are already running your own company, but you’re tired of trading time for money (which is really just a job you’ve created for yourself).

If either of those statements resonate with you, then keep reading.

I recently discovered a training program for people just like you, Free Agent Academy.  It’s an extremely personalized program with tons of value and some of the best coaches in the world.

For more info on the program, take a few minutes to check out this video:



I want to share with you a couple stories from just one recent webinar I attended (they hold these every week for members, and they’re LEGIT).

In one of the webinars I attended, Kevin Miller and his team helped a wide variety of folks to figure out exactly how to get their business started on the right foot.  Here’s one example.

A financial consultant called in, and was wondering how he could break free from his current firm and start his own.  They helped him with specific, actionable advice for how he could:

  • Get clients quickly.
  • Structure pricing.
  • Avoid the hourly rate trap.
  • Close deals more quickly.
  • Building rapport and trust (hint: it takes more than just throwing up a site and listing services).
  • Putting systems in place so people know, like and trust you before you even talk to them.
  • Creating a true value ladder or sales funnel.

As somebody whose business is already off the ground, this was just as applicable and EXTREMELY valuable to me.

There is never a point in time where you and your company does not have room for improvement in every single area of your business.

Here’s another example.  Marto called in, and shared that she is just coming out of a 3-year tailspin of personal depression.  She’s struggling to resurrect her business amidst the “tsunami and neglect and disorganization” left in the wake.

With her new career focus, how can she put this behind her and start seeing some success?

The advice she was given was profound.  There is no “system” to tackle that kind of personal struggle.  But the experts on the call were so broad based in their experience, that they had real advice that I know is going to help Marto in a real, tangible way.

These guys aren’t just about marketing and sales, or just about operations or startups.

They’re deeply rooted in every discipline that you need to get your business off the ground (or improve what you already have).

Follow Up to Take Things to the Next Level

The webinars at FAA are awesome.  But they don’t just leave it at that.

They follow up after the call with each participant, to point them in the right direction for the courses within Free Agent Academy that will tackle the specific challenges and opportunities they need to address based on the questions asked.  These courses are available on demand and include workbooks, audio and more. They cover a ton of topics and are presented by true experts in each area.

Here’s another one they answered during the webinar: “How can I start my business within the next 6 months, even though I don’t know what my passion is?”

The answer wasn’t simple, but it was spot on.

What’s this Free Agent Academy all about?

One of the expert coaches in FAA is a good friend of mine, James Garner.

We first met online 3 or 4 years ago, and met in person (and shared a hotel room) at an industry conference in 2011.

His friendship and guidance has helped me improve my business in measurable ways, and when I heard that he was involved in Free Agent Academy…I had to know more.

Since then I’ve come to learn more and more about Justin Lukasavige, Kevin Miller, and the others running the show at FAA.  I’ve been consistently impressed with these guys across the board.

These guys have serious integrity and are doing the real work it takes to make a difference in people’s lives.

Check out the video below for a tour of the members only area, so you can see exactly what this program is all about:



You can sign up for a 15-day trial of FAA for only $5.  No strings attached.

Click here to get started.

The program at Free Agent Academy is truly amazing.

I’m not sure how much longer they’ll be offering the $5 promotion.  For the price of a sandwich, I don’t think you can pass this one up.

Please note: The above links are affiliate links.  I know you already know this, but I just want to make sure. 

 

Free Agent Academy Review

One of the EASIEST ways to quickly build your database AND stay in front of prospects.

Most business professionals have a couple common problems…

PROBLEM ONE: How can you consistently grow your database of contacts?

For those of us that are serious about using LinkedIn to develop business, these databases include:

  1. Your First Degree LinkedIn Connections
  2. Your LinkedIn Group Members

PROBLEM TWO: What the heck are you supposed to do with all of those stacks of business cards in your desk?

A relatively new company has a system that can completely solve these problems for you.  What I love so much about this, is that it’s truly bridging old-school networking and sales with cutting edge technologies and social media.

On top of that, it’s the kind of thing that can put you or your sales team on autopilot with your social media activities, staying top of mind with virtually everybody you meet.

In this video, I’ll show you step-by-step how to execute this system with literally just a few minutes of time each week.

Whether you are getting these prospects into your list of first degree connections, your LinkedIn group, OR your email list…these are tremendously valuable databases that you can use to keep your name top of mind for years to come.

Daniel with Cards 2 Lists has put together a free trial that you can take advantage of by using the promo code “LinkedUniversity” during checkout.  Be sure to watch the video above, I go through the entire process.   Or, you can use the same code to get $10 off any order.

I don’t know of anybody that is executing this strategy on LinkedIn.  It’s really a no brainer.

If you haven’t taken the 10 minutes to watch the step-by-step video above, please do.  But if you’re looking for the cliff notes, here’s how the process works.
1. Take the stack of cards you accumulate (weekly, monthly or at whatever interval makes sense for you) and send them to Cards 2 Lists at the same time that you place your order.

2. Wait 3-5 days, and they will return to you a data-rich CSV file.  Be sure to watch the video above to see all of the data that is included in their files.

3. Import the CSV file into your database.  Databases that make sense for this import:

  • Cards 2 Lists ReviewLinkedIn Connections
  • LinkedIn Groups That You Run
  • Email Marketing Software
  • CRM Software

That’s it.

Literally, you can spend time once a week or once a month executing this process and with just a few minutes of your time, you’ll constantly have all of your prospects in your marketing funnel.

To see the step-by-step process for importing the CSV file into your LinkedIn connections or group, be sure to watch the video above.

Head over to CARDS 2 LISTS to get started.

LinkedIn Sales Strategies from a Proven Sales Leader

LinkedIn Sales StrategiesAsia Bird has used LinkedIn to land big deals, with big corporations.  Netflix, for example.

She understands how to leverage the tool to get through to even the most senior, elusive business decision makers and has been doing it since 2006.

If you are using LinkedIn as an active prospecting, outreach and sales tool, then you will want to hear what Asia has to say.

Learn all about Asia’s approach and tactics in the excerpt of this exclusive Linked University member-only interview.

Click here to listen to a 10 minute excerpt:

Audio clip: Adobe Flash Player (version 9 or above) is required to play this audio clip. Download the latest version here. You also need to have JavaScript enabled in your browser.

(Linked University members, be sure you are logged in to have access to the full interview.)

The LinkedIn Essentials, Asia BirdAsia now helps other sales professionals to leverage LinkedIn to achieve their goals, and is the author of The LinkedIn Essentials: Leveraging LinkedIn to Grow Your Business.

Also be sure to connect with Asia on LinkedIn here: linkedin.com/in/asiabird01

And join her LinkedIn group, Sociable Sales.

What Cathy Sexton Did to Land 2 Huge Opportunities Using LinkedIn

LinkedIn Marketing Small BusinessMany business owners struggle to get real results with their online marketing efforts.

In this interview, Cathy Sexton shares how her business has grown by using LinkedIn.

Cathy’s company Productivity Experts helps businesses of all sizes to focus on the important work, boosting productivity.

Hear all about how she landed a huge opportunity and was featured in a national publication because of her LinkedIn presence.

Cathy’s been in business a long time, so naturally the conversation involves much more than just LinkedIn.  As we always say, in business you can not rely on one tactic or tool.  Cathy knows that well, and she integrates what she’s doing on LinkedIn very well with a host of other marketing initiatives.

Learn all about Cathy’s strategies in the excerpt of this exclusive Linked University member-only interview.

Click here to listen to a 10 minute excerpt:

Audio clip: Adobe Flash Player (version 9 or above) is required to play this audio clip. Download the latest version here. You also need to have JavaScript enabled in your browser.

(Linked University members, be sure you are logged in to have access to the full interview.)

Check out Cathy’s website: Productivity Experts

Connect with Cathy here:  http://www.linkedin.com/in/cathyasexton

Linked University

How a Solopreneur Marketing Consultant Increased Revenue using LinkedIn

Steve Smart - Marketing ConsultantSteve Smart runs 2Q Solutions, a marketing firm out of St. Louis, MO.

Steve has increased his revenue and grown his business using LinkedIn.

In this interview, Steve shares with you how he did this and you’re sure to learn some things that you can apply to your business.

With Steve’s broad expertise, we couldn’t avoid also discussing broader online and offline marketing strategies.  There’s a ton of value here.

You’re going to love this one.

Below is an excerpt of this exclusive Linked University member-only interview.

Click here to listen to a 10 minute excerpt:

Audio clip: Adobe Flash Player (version 9 or above) is required to play this audio clip. Download the latest version here. You also need to have JavaScript enabled in your browser.

To listen to the full interview (members only), click here.

Check out Steve’s website: 2QSolutions

Connect with Steve here:  http://www.linkedin.com/in/stevesmart

Linked University