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Wilson Cole's Podcast From The Road


Apr 25, 2019

Wilson Cole, President of Adams, Evens, & Ross (AER), and Ally Cole, brand manager for ELOC Global, explore lead generation using LinkedIn. Ally says that LinkedIn is such a good place for lead generation because when people log in to LinkedIn, they are typically already in a business mindset. While people may log in to Facebook to post pictures of their family, Twitter to read the news, or Instagram to document their dinner, the general consensus is that LinkedIn is for business.

It is also more efficient to target people on LinkedIn because of the information that people post to their profile: the school they went to, the company they work for, their specific position, etc. Ally says that LinkedIn can also be used to stay current with pain points of a specific person, company, or industry, which can of course be used as a segue to offering your services. Wilson says that at AER, they combine LinkedIn marketing with telemarking, but not telemarketing in the form of robo-calls. Wilson does not believe that robo-calls will be around much longer in general because everyone hates them so much that the government will eventually give the people what they want and do something to effectively ban robo-calls.

AER’s telemarketers are actual people who dial the numbers. In today’s world, the telemarketers get sent to voicemail at least 80% of the time, and when that happens, Wilson says there is technology available that will allow the telemarketer to leave a pre-recorded voicemail from someone other than the person dialing the number. So if your company has 1 salesperson that stands out from the rest in terms of quality, you can basically replicate that person by leaving a voicemail on behalf of them. One last nugget of wisdom from Ally is that “no one is ever mad about message they needed to hear.”

This translates into targeting the correct people on LinkedIn to get both quantity and quality when it comes to leads. Wilson agrees that targeting the proper audience, aka a hungry audience, is very important and something that every business should do to maximize their leads and sales. If you want to follow up with Ally about LinkedIn marketing or anything else, you can email her at ally@elocglobal.com.

2 Key Quotes

· Ally says that LinkedIn is such a good place for lead generation because when people log in to LinkedIn, they are typically already in a business mindset.

· One last nugget of wisdom from Ally is that “no one is ever mad about message they needed to hear.” This translates into targeting the correct people on LinkedIn to get both quantity and quality when it comes to leads