LinkedIn lead generation
Project Ignite Podcast by Derek Gehl LinkedIn Lead Generation Strategies That Get Real Results - With Josh Turner
00:00:00 00:00:00
  • Episode  76
  • Josh Turner


Josh Turner used LinkedIn to launch his first business and since then has become one of the most sought after LinkedIn marketing experts in the world. Learn the LinkedIn marketing strategies he uses TODAY to generate maximum leads with minimal investment.

Transcription Episode 76: LinkedIn Lead Generation Strategies That Get Real Results – With Josh Turner

Welcome to the Project Ignite Podcast, a podcast designed to skip the hype, skip the BS, and bring you real actionable tips and strategies from real digital entrepreneurs to help you grow your business and income on the internet.This is your host Derek Gehl.

Today we are going to be diving deep into LinkedIn lead generation which is such a powerful platform and I think it’s so underutilized. I think more businesses can be getting value off of LinkedIn but they are not because it’s a bit of mystery to a lot of people and, so many people ask me, should I be using LinkedIn?

Well, that is what we are going to figure out here today. Also, we’ll make sure you walk away with some real actionable tips and strategies to start applying to your LinkedIn lead generation marketing.

To help us with that is our guest today who is a Wall Street Journal bestselling author of Connect and Booked and is the founder of LinkedSelling, a B to B marketing firm specializing in outsourcing LinkedIn lead generation.

These guys represent clients like Neil Patel, who is the founder of Kissmetrics and Crazy Egg, along with some other little companies like Microsoft and he is also the founder of Linked University and which are leading online training platforms for LinkedIn lead generation.

Needless to say this guy is definitely an expert in LinkedIn lead generation. Without further ado I’d like to welcome Josh Turner to the show.

Josh, thanks for being here today.

 Hey Derek, great to be here man. Thanks for having me.

Fantastic. Now before we dig into the LinkedIn lead generation stuff, let’s just start with your journey as a digital entrepreneur. How did you get started online? What was your path? What were some of the obstacles leading you here today to this moment on this interview being the LinkedIn lead generation expert? What does your life look like today? What does your business look like today?

Walk us through it.

Sure man, the path basically is that I was the CFO of a construction company that closed in 2009. I was forced to make a decision – do I want to go find another job somewhere or do I want to go do my own thing.

I had really been itching to kind of get out on my own for a while and I figured, hey what better time than that. Kind of a typical story that I know a lot of folks have gone through where you need that kind of push, that external force, to really make the jump away from a comfortable job, whether it is losing that job or just something external happening and that was the case for me.

Initially I didn’t have really like a grand vision for what we’ve created today. I just got in the game and I did that by looking at what skills do I have that I think I could go out and get people to pay me for it because I didn’t have a bunch of money or VC backing or anything like that.

I had like $5,000 in the bank and I had a couple of credit cards to play with. For me it was imperative that I get out there and I do something that’s going to pay the bills really quickly. I basically decided that my best play for achieving that would be to basically work as a freelance CFO for small businesses in St. Louis.

That’s what I did. I started a website.

I put myself out there using LinkedIn lead generation and connecting with new people and doing all the offline stuff that people say you should do and going to networking events and all that kind of stuff and was fortunate to pick up a client or two pretty quickly and that business over the next year grew to where I would have six, seven clients in any time.

It was pretty good. I was kind of in a low six-figure type business at that point and one of the key ways that I had grown that business was through the stuff that I mentioned regarding LinkedIn lead generation.

It was in 2011 that I had a couple of clients who had seen some of that stuff I had been doing on LinkedIn lead generation, asked me if I would help them do the same for their business.

At the time there were very few people out there, like I literally could not find one company that was really professional in their appearance that specialized in LinkedIn marketing, which is hard to believe, but there were all these social media consultants and there was nobody that really had LinkedIn lead generation down.

It was just a bunch of people talking about bull shit that doesn’t actually work, like all the fluff but not about real tangible strategies to actually generate business from LinkedIn. I saw an opportunity there and so one of those first clients I put together a LinkedIn lead generation campaign and ran a LinkedIn marketing campaign for them.

It was very very successful and I realized that we had something unique and maybe there were some other companies that might be interested in LinkedIn lead generation and I’m never shy to try new things.

I built and started doing a little bit of content marketing and got a couple of more clients and realized that LinkedIn lead generation was a more scalable business that I was much more passionate about than helping people with spreadsheets.

Shortly after that I killed the CFO business and went all in with Linked Selling which is our done-for-you agency for companies that hire us to generate leads and appointments for them using LinkedIn lead generation primarily but nowadays we have a number of different areas we help folks with, and it’s grown over the years since then to where now we have training programs teaching people how to do it for them and a whole ecosystem of services, training, and technology that helped small business owners get in front of more prospects and get more clients.

Wow, okay, so, through this journey when did you know that it was going to be a success? When did you know that “hey I’ve made it”? What was that moment?

A lot of people out there have heard the whole thing about how an overnight success takes years and people don’t see everything behind the scenes and all that kind of stuff.

I’m not going to share that same old story that you hear folks say but honestly it took me probably three years before I realized that we had built something sustainable and it was going to be lasting and that I felt this isn’t just a business that’s built on my back that we have a team that’s behind us.

We have marketing systems in place and the momentum that we have is not going anywhere and that “wow, this is a real business that is going to be around for a while and has the opportunity to impact tons of people,” I would say that was roughly 2015 that I really kind of stepped back, looked at the business and for the first time really genuinely felt that that was the case.

To me that was the point that I felt like this has been a real success because there was more than just I’m succeeding because I’m making money, but it was that we built something that was going to be lasting and that is making a real impact out there in the world.

I kind of want to dig into one section of your business that I’m curious about. So, you started off as a service business actually doing LinkedIn lead generation services but now you have developed out a training platform, LinkedIn University, and so I assume people can go there and learn LinkedIn lead generation and how to create a LinkedIn marketing campaign, correct?


Okay, so, when you created that were you creating that to become a lead generator for the LinkedIn lead generation service business, having people come in for education but then upsell them to the service business or was that just a stand-alone to reach a different segment of the market that cannot necessarily afford to hire somebody?

Well it’s really both.

I talk a lot about the concept of a value ladder where you have low price offerings, mid price offerings, high price offerings so you have different ways to bring customers into your business and ascend them into different programs because sometimes you have to warm people up and earn the right to introduce some more high-end program like get done for you or a more high-end training program or coaching or whatever it might be.

When you give somebody the opportunity to spend a hundred bucks or a thousand bucks or whatever it might be to join your more affordable program and then they recognize you as an expert and you spend some time with them really building that relationship through that and then they are much much more likely to then ascend to one of your other programs and to grow with you and be with you over time.

It’s really like a whole, I don’t know, it’s an ecosystem of different products that feed into others and, of course, it helps us reach a different market because it’s not just about generating leads with the agency because it’s honestly only a small percentage of the folks that end up joining our LinkedIn lead generation training programs decide that they want to have us do it for them, because most folks joining the program they want to do it themselves.

The reason I want to dig into that for everybody listening right now this is a fantastic example of how you can scale a business because first of all for those of you listening if you have a service business, adding an educational component to it to reach out to this market that maybe cannot afford the services, step one, but also for the people that aren’t ready for the services, starting with education to build that credibility.

For those of you listening who have an education type company or product, adding an upsell to the premium service side of it as well is another way you can go and I want to dig in there Josh because I think that’s a fantastic example of how you’ve scaled that business and reached all side of the market but created that value chain which is fantastic. I really wanted just to highlight that for the audience which is awesome.

I think there is a couple of other things too that I will mention is that one thing that it does is it positions you as a credible expert and authority because for us with Linked University, folks that have more of the maybe a bit larger company that aren’t interested in training but they want an outsourced solution for LinkedIn lead generation, then, they will see us as very credible because we are basically people that are running Linked University.

It’s just a great positioning play for the other things you do. The second thing is that when you are on the phone with prospects if all you have is high-end offers, there are a lot of people that we all know that aren’t going to be ready for that whether it’s for budget reasons or one reason or another.

Having that in your back pocket, an opportunity to down sell people into a more affordable offer to get them started you are going to realize over time a significant amount of additional revenue from that because you can just consider like for every 10 people you talk to if let’s say you close 20% of them.

Well the other 80% that don’t close, if you offer those people your $1,000 home study program or whatever it might be then let’s say you get 20% of those people to take that opportunity and just do the numbers yourself.

They can really add up over the course of months and years.

Absolutely, absolutely, I think there is a lot that our listeners can learn from how you have structured that and I totally agree, education is such a powerful way and giving people those other options to buy.

Now let’s shift gears. Let’s dig into some LinkedIn lead generation stuff and let’s start at the beginning because I think LinkedIn is, it’s somewhat misunderstood by a lot of people.

Probably one of the most common questions I get from a lot of my students, members of my community and staff is, is LinkedIn lead generation, should I be on LinkedIn? Should I be selling on LinkedIn? Should I be marketing on LinkedIn? Should I have a LinkedIn social media strategy?

There is just not even the how to do it but should I be there? You obviously have huge exposure to this, what sort of companies can benefit from marketing on LinkedIn today?

Really what it comes down to is that these days

if you are not sure if LinkedIn lead generation is going to be the right place for you to be, just go on LinkedIn and use their advanced people search and do some searches and see are the types of people that you want to get in front of and that you want to do business with, can you find them on LinkedIn?If they are then there is likely a way that you are going to make it work for you.

Obviously most of our LinkedIn lead generation clients are going to be B to B, business to business type companies because if you are in a business to consumer type market, if you are selling dog collars you are not going to go on LinkedIn and connect with people to develop relationships to sell dog collars. What those companies can do, is they can utilize LinkedIn for more of the back office stuff.

That can be connecting with potential wholesalers or distributors or buyers or retail chains or maybe people in the media that want to feature your company.

There are all these other ways to use LinkedIn that aren’t just for getting direct clients. I think that is a great opportunity for any type of business and most people don’t think about using LinkedIn like that but in a sense that’s more powerful than using it for one on one business development because those kinds of relationships can lead them to many clients over time.

At the end of the day most people that are using LinkedIn are business to business type companies but I can take any company and build a case for how they could use LinkedIn to grow their business.

Great, whether it’s through direct sales or through JVs or through other methods. Can you give us some examples of some of the types of companies maybe some more of the obscure ones?

The typical B to B LinkedIn lead generation makes sense to most people but are there any sort of off the wall ones that you have success with that people would have thought that shouldn’t have worked?

Manufacturing companies, for example, a lot of people think LinkedIn is for like, software companies and high tech people and consultants and stuff like that and not old school manufacturing and brick and mortar companies and this kind of stuff is not for them but I’ve seen great success with manufacturing companies.

One of the reasons is none of their competitors are using the tool properly or using it at all.

The noise there is not as nearly as much in some of these other spaces because sales development reps and business development guys that are working for startups and SAS companies and such are a dime and dozen on LinkedIn and yet it can really be effective for those people but often times in some of this other niches and industries where it’s not, they can have even more success because there is not nearly as much noise and the prospects that they are reaching are not, they are not getting hit up as much.

The message just stands a better chance of breaking through and reaching those people. Manufacturing is one that I think is great. Another one is I really like LinkedIn lead generation for is people like real estate agents and financial advisors and CPAs to create referral networks, attorneys, people like that.

Now professional services, a lot of people say it makes sense those people would use LinkedIn lead generation but a lot of them use it the wrong way and they are thinking about it again in terms of direct one on one clients acquisition when they should be looking at the long-term play of using it to build a referral network, and to position yourself in front of people and use it as extremely powerful direct marketing tool when used the right way.

Those are a couple of examples.

Let’s dig into that because I think you have used some terminology there that may have a few of the listeners behind. When you say referral network, what does a referral network look like on LinkedIn?

Let’s say you are an estate planning attorney and you go on LinkedIn to try and connect directly with affluent individuals that might want to work with you. That is really a low percentage numbers game because there is no way to filter on LinkedIn whether or not somebody needs that service.

To try and connect with direct prospects, yeah you can get some clients out of that but the majority of the people that you are reaching out to are not going to be interested and they may already have another solution or whatever it might be.

What I’d like to recommend to folks in that kind of a LinkedIn lead generation situation is to instead target centers of influence who are going to be in a position to refer business to them and so that would be people for like an estate planning attorney that would be connecting with financial advisors and other attorneys and anybody that is going to be in that position to refer business.

If you are a real estate agent going on LinkedIn and trying to connect with people to ask them if they’ve got any interest in selling their house or buying a new home, people are not going to respond to that. They are going to probably try and disconnect from you and they don’t want to ever talk to you again.

But if instead you build a community, like let’s say you are a real estate agent in Chicago or really any city, you can build a community called the Chicago Business Networking Community or whatever it might be and you could really fill that group with all sorts of potential referral partners that are going to know you as a leading real estate agent in your area.

The key though is actually developing real relationships with people so no matter how you are approaching it, whether you are trying to go for referral partners and people who could send you business over the years or you are going direct one on one clients, the key is that having a system for how are you going to take these people on LinkedIn and then move them into real world relationships.

Because the chances of people just referring you business because you are connected with them on LinkedIn and you have built a LinkedIn group that positions you as an authority, just doing those things isn’t enough.

You still have to move it into a real world personal relationship to really get the most results out of this.

Okay, so let’s talk about that in a second because I want to really dig into that, so that whole sales process and nurturing people off of LinkedIn lead generation.

But one of the things you said there that I want to dig into is you are not really direct selling, you are not reaching out to people and trying to sell services because you are saying a lot of people disconnect. Rather you are building referral networks and then getting those people to refer to you.

Are there any situations where you find the approach of direct selling is effective?

Yeah, it can be. If you are a consultant that works with CFOs, for example, then connecting directly with CFOs and developing a relationship with them and nurturing that toward a real in person relationship whether that’s meeting for a coffee, getting on the phone sometimes to learn more about their business and just moving the relationship forward and that can totally work.

It’s just the distinction is… is what you offer something that you can market to anybody that fits a certain criteria and it’s not the kind of thing that happens twice in their life kind of moment.

With the real estate, if you are a real estate agent, 99% of the people that you are going to be reaching out on LinkedIn are not anytime soon going to be selling their house or buying a new home, right?

Connecting with those people through LinkedIn lead generation and trying to sell them one on one is not worth your time, but if have a solution that helps CFO’s do XYZ and you know that all of them could benefit from it, if they are not currently customers, right, then having conversations with those people will be productive as many of them as you can get on the phone.

Got you, okay, so, that makes sense. I think that is good clarification.

Now let’s dig into nurturing. We have effectively got sort of two different groups there now that you are nurturing. Would you nurture a referral network, obviously, differently than you would nurture direct sales?

I don’t know there is a whole lot of difference there really, at the end of the day you’ve got to think of LinkedIn lead generation as a tool to essentially achieve some business objectives, right?

LinkedIn doesn’t do the selling for you. It’s simply a tool that can allow you to connect with people and develop a relationship with them and so if you are doing it from a referral standpoint or you are doing it from a direct one on one, the process really isn’t that much different.

You are going to want to move the relationships from LinkedIn lead generation into the real world. You are going to want to get on the phone with people. You are going to want to meet face to face with folks and develop real world relationships because that is how business gets done.No one is going to pick up the phone and call you because you have connected with them on LinkedIn and they’ve seen some of your updates.

It can happen from time to time but you cannot count on that as a growth strategy. You’ve got to make the connection and take things into the real world, so whether that is building those kinds of relationships for potential referral opportunities or for direct one on one clients, you are essentially just structuring a LinkedIn lead generation campaign to generate calls and meetings with folks.

Let’s now talk about the actual LinkedIn lead generation campaign component of it because if you are a leader, an executive, I get so much crap in there that I just I’m not paying attention to it, right?

How do you stand out from the crowd? How do you actually get people’s attention? What’s a campaign look like? What are the steps for having a LinkedIn social media strategy?

I think one of the big things is to speak to a niche. If you are trying to be all things to all people, this is just basic blocking and tackling for business but if you trying to speak to all people it’s just not going to resonate with any of them.

If you speak directly to the type of person that you are trying to reach, then it’s going to come across much more effectively and you stand a much better chance of standing out.

Linkedin social media strategy

For example, we have a client in one of our coaching programs that we work with who was previously marketing himself as a coach for small business owners helping them to put marketing systems and marketing plans in place and really just not differentiated very well from all the other people that are also coaches and marketing consultants that help small business owners.

Then after a couple of months of a lot of really tough analysis and soul searching, he decided to niche into a certain sports niche and that had to do with, I forget the exact term he used, but by niching into this certain vertical of the sporting industry and targeting business owners of those business type of companies, all of a sudden his response rate from just his initial outreach sending connection request went through the roof.

I don’t know the exact numbers off the top of my head but it was significant. By niching down and being more specific about exactly who he works with and who he can help that was something that allowed him to get much better results and so in terms of standing out I think that is a big thing.

The content that you put out there, the type of LinkedIn lead generation campaign that you build, you want the folks that you are trying to do business with and that you are targeting, you want to be highly relevant to them.

You want them to think like “wow” when they see something from you that they get value out of it and it’s worth paying attention to.

That will allow you to stay in front of them over time and so by the time you ask them, “Hey I’d love to jump on a call sometime and learn more about what you are up to.” That they have been seeing your content and they’ve got a really positive impression about what you are all about and jumping on the phone is something that they are open to doing.

It’s like if you go and join a group on LinkedIn and immediately after joining the group let’s say somebody reaches out to you and say, “Oh, hey I just saw you that joined the group. I’d love to set up a call and learn more about what you are up to.”

You can get some people to say yes to that but what if instead you take a little bit of time to position yourself in that community with some good content and show up and provide value then make that kind of an ask, your response rate is going to be much higher because you have taken the time to build some rapport and some trust even if it’s in a passive way and you have done it one to many instead of one to one but then when you go for the ask it’s going to be much more successful.

So much of is like what Gary Vaynerchuk talks about in his book Jab, Jab, Jab, Right Hook, that generally speaking there are a couple types of people out there.

There are people that are throwing right hooks all the time and those are the people on LinkedIn that are just connecting with people and then sending pitches or connecting with people and going for that phone call or going for whatever that call to action is right away instead of making a few jabs first before you throw the right hook.

Then you’ve got the people that are just jabbing all the time and just putting stuff out there and hoping stuff comes to them without ever making that ask, without ever throwing that right hook and it’s finding that happy medium is the same thing on LinkedIn lead generation.

The LinkedIn lead generation campaign that we help our clients to put in place and the things we teach in our programs is all about how to do that.

How to position yourself as an authority and as a leader that your prospects are going to want to pay attention to and that they are going to tune in and they are going to want to be a part of whatever you are doing and see your content over the long haul, and really how to do that systematically too, so that you don’t have to turn it like a content creation machine but you can curate content in a smart way that is going to actually add value to your prospects world, your clients’ world, and then through positioning yourself like that, and then just sharing good stuff and making those jabs and then how to utilize the LinkedIn messaging system in different approaches, to then make the ask at the right time to move the business and move the conversation, I should say, into the real world, on the phone, face to face, whatever it is.

Okay, that was fantastic. As far as reaching out to people goes, LinkedIn has their ad platform, they’ve got groups, you’ve got your personal profile. You can pay so you can drop more messages to people you are not connected to. You can go there and connect with people.

There are all these different options, I think, when somebody first walks into LinkedIn you kind of scratch your head and go, “Where should I start? What should I be using?”

Now, I will be honest. I haven’t heard any great things about the LinkedIn ads per se other than they are quite expensive. I’ve heard a lot of people having more success with building networks and connecting and stuff like that

What’s your experience? Where are you focusing your time with your clients?

Where we focus most of our time with our LinkedIn lead generation clients is on building organic relationships. The kinds of businesses that we really help are business owners who need to get in front of more prospects and get on the phone with more people.

Real world, main street business owners who have done a decent job of getting some of their offline strategies to work for them but are looking to create more leverage and just looking for systems so that they can consistently bring in new prospects in to get on the phone, book more appointments, book more consultations with the right targeted prospects.

The best way to do LinkedIn lead generation for the majority, is to just use LinkedIn’s organic strategies the stuff we have been talking about. Just go out and directly connect with the people that look like the right fit and build relationships with those people and get on the phone with them.

Linkedin marketing campaign

That is the kind of thing we really help our clients do. We teach the LinkedIn advertising side, we have some clients we help with LinkedIn ads but it’s not a big focus of ours simply because most of the businesses we work with aren’t interested in things like traffic and driving opt-ins for webinars and things like that.

We do teach those things and we utilize them extensively for our business but for the most part most of our clients aren’t utilizing LinkedIn ads. It’s more of the organic LinkedIn lead generation strategies that they are finding to be most effective.

Got it, okay. The question then I have is how do you scale it? Are you using webinars to convert one to many versus one to one? Because we have been talking a lot and I hear a lot of sort of one to one stuff. How do you convert on one to many?

I think when it comes to using LinkedIn to do that certainly that is where advertising comes to play.

When you get to that point in your business when you say, “You know what? I’m not interested in getting on the phone with more prospects. I have enough clients. I don’t want to work as much. I want to grow my business but I can’t just put in more hours. I need to create some leverage.”

It’s at that point that you start doing some of the things we were talking about here. We talked about earlier in terms of creating things like training programs and courses and more passive income, as people like to say, and leveraging things like group coaching programs and all those kinds more like done with you type of programs instead of done-for-you.

With LinkedIn ads you can certainly really quickly scale to reach a super super targeted audience that is hard to reach in other places but at the same time, I think it comes down to really what your business goals are because for a lot of folks they are not trying to get 1,000 people on a webinar.

Most of the businesses that we work with and that we serve, they are looking to get 50, 100 people on a webinar. If you have got a targeted database on LinkedIn of a thousand prospects, there is a lot of ways that you can go to get 50 to 100 of those people to attend one of your webinars and that is through organic strategies, through a combination of utilizing LinkedIn messaging as well as email.

There is a million ways to get people on webinars but I think a lot of it just depends on what your goals are.

If you are doing things like webinars and you are trying to figure how can I use LinkedIn to promote my webinars?

It’s utilizing the messaging system on LinkedIn, personal one on one messages through the LinkedIn inbox get opened and they get responded to at a higher rate than virtually anything else out there because it takes time, it takes the effort and most people aren’t willing to put in the effort.

There are systematic efficient ways to go about doing it if you are smart about it and the other kind of things that most people do is once you position yourself, if you create a group on LinkedIn, you’ve got a nice database of people inside that group that can be a great vehicle to promote things like webinars and other lead magnets and such.

LinkedIn posts, publishing your post on LinkedIn can be a great source of traffic. If you have an evergreen webinar, every post that you publish on LinkedIn on the bottom could have a call to action with a link to that automated or evergreen webinar.

You could also at the same time put that link or graphic on your LinkedIn profiles so that you are turning your LinkedIn profile into a tool for driving traffic to your webinars and not just kind of a passive brochure at what you do.

That is a big thing that we teach for folk that is you really should look at your profile through the lens of when somebody looks at this profile what is the next step I want them to take with me and not just a resume that sits out there.

There really are so many ways that you can utilize LinkedIn lead generation but like I said it comes down to what are your goals and what your business is all about and what kind of people you are targeting and just like anything else there is a few variables at play.

Got it. Last question would, I guess, be around the tools to use with LinkedIn lead generation and the reason I ask this is you said the most effective form of communication is personal one on one messages dropped into their inbox, highest open rate, makes sense but if you got a network, thousands of people how do you drop a message into all their inboxes?

Is there any ways to automate that? You said there is ways to make it easier.

Yeah, yeah, for sure.

The easiest way to just get started with it is to just develop a process, put some scripts together, build a campaign for a few different messages that you are going to send folks and then build the script with the thought in mind that you are going to send to lots of people so that it’s applicable to lots of people. You can copy and paste and send messages to the same folks really quickly.

You can do things like have an assistant do that work for you. One of the things we teach in our program is how to track all the messaging and which prospects you are going to send messages to et cetera, et cetera. At the end of the day though, a big part of it comes down to sending the messages to the right people.

If you have 3,000 connections on LinkedIn, it is very very unlikely that whatever you are trying to promote that you want to send it to all of them.

The better thing to do is to spend a little bit of time up front, export your LinkedIn connections, and review them and select the ones that are the right fit for a given promotion and you will end up with a much smaller number of LinkedIn lead generation prospects that will but much more manageable to work through a campaign.

My final thing would be for folks to just look at all this stuff through a lens of systems.

If you go to my website at, that is my personal brand website, and if you go to the homepage you can get a download, a free copy of my book Booked, the PDF version you can get it for free there.

I lay out a process for how to work people through this kind of a LinkedIn lead generation campaign and I think the biggest thing most people miss out on is that they are not doing this stuff, they are just kind of shooting from the hip willy-nilly and they are not approaching it from really systematic standpoint of working people through a predefined process, testing different messages, testing different scripts, and then looking how you can scale that up once you see how the results start from that initial batch.

Once you get to that, once you have worked through that process, you will see what makes sense for you, what kind of lead flow you are looking for and how best to then scale that if you want to and if you need to.

But at the end of the day there is only so much time to have appointments with prospects. Most business owners I know, if they are on the phone with more than 10 potential clients a week there is not a whole lot more time to meet with people than that because if you also have other responsibilities in the business, and we all know that we have a lot of that.

You don’t need to message 3,000 people to generate 10 calls a week. You know what I’m saying?

Yeah, absolutely, really niching it down, finding the people that are really meaningful and qualified and making sure the ones you are talking to is key and that is what you have been talking about here.

Now, as we wrap things up, we are running out of time, where can people connect with you? Where can people find out more about LinkedIn lead generation if they are interested in your training or working with you?

Sure, I think you can connect with me on LinkedIn if you look me up on LinkedIn just send me a request and let me know that you heard me on Derek’s show so I know where you are coming from.

That’s one LinkedIn lead generation tip I will leave everybody with is that if you are connecting with people on LinkedIn always personalize that connection request otherwise you are just shooting yourself on the foot. Connect with me on LinkedIn, that will be awesome.

Josh Turner

Other than that I would just go to and pick up a copy of my book Booked if you want more info on all the stuff I talked about today and more info about the different parts of our business.

Awesome, well Josh thanks so much for sharing so much about LinkedIn lead generation. I appreciate it. I know our listeners appreciate it and I’m sure they are going to be using LinkedIn far more effectively, so thank you.

Awesome man. Thanks for having me Derek.

Awesome. All right everyone that was LinkedIn expert Josh Turner and as always any of the links that Josh mentioned in the interview will be included in the show notes along with the entire transcript of this episode and you will find it all at

Guys if you like what you heard today please leave us a rating, leave us a review on iTunes or if you are an Android person SoundCloud or Stitcher. That is the fuel that gives me the momentum to continue making this podcasts for you guys giving you as much as we can.

Now it’s time to take the tips tools and all of those LinkedIn lead generation strategies that you learned from Josh today and apply that final essential ingredient to actually making that stuff work and that ingredient is action, so go for it.

Take action. Fire up LinkedIn, connect with Josh on LinkedIn, follow what he is doing. Go get a copy of the PDF version of his book which he has so generously offered off his website.

Again you will find that URL in the show notes and get started. Take action and you will see results.

This is your host Derek Gehl signing off.

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  1. Thanks Derek. This was a really useful podcast. As someone who knows they should be utilising LinkedIn more but never really sure how to go about I found Josh’s tips really helpful.

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