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The mysterious world of LinkedIn selling doesn't have to be intimidating. Rich Brooks, president of Flight New Media and founder of the Agents of Change, breaks down exactly how B2B service providers can leverage LinkedIn to build meaningful relationships that naturally convert to sales—without the awkward pitch-slapping that makes us all cringe.

Unlike Instagram or Facebook where direct selling is common, LinkedIn demands a more nuanced approach focused on establishing expertise and building trust. Rich shares his framework for LinkedIn success, starting with profile optimization using strategic keywords and professional imagery. He explains the critical importance of checking your Social Selling Index (SSI)—LinkedIn's algorithm that determines your content reach—and offers practical tips to improve your score and visibility.

What makes this conversation particularly valuable is Rich's emphasis on "consent-based selling"—an approach where you build relationships first and only offer solutions when someone has explicitly expressed a need. "Nobody likes to be sold, but everybody loves to buy," he explains, outlining how to move conversations naturally from public comments to private messages to eventual sales calls without coming across as pushy or desperate.

The episode covers everything from earning credibility badges, strategically building your network to 500+ connections, creating native video content, and contributing to AI-generated articles—all tactics that position you as a trusted authority in your field. Whether you're new to LinkedIn or looking to refine your approach, these actionable insights will transform how you view social selling on this powerful B2B platform.

Ready to transform your LinkedIn strategy? Subscribe to Tiny Marketing for more practical, immediately applicable marketing advice for service-based business owners. How are you currently using LinkedIn? We'd love to hear your experiences!

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Are you tired of prospects ghosting you? With a Gateway Offer, that won't happen.

Over the next Ten Days, we will launch and sell our Gateway Offers with the goal of reaching booked-out status!

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Feeling trapped by social media algorithms? Tired of the constant content creation hamster wheel? You're not alone. Today we're breaking free from the social media grind with three proven strategies to bring in quality clients consistently without relying on Instagram, TikTok, or Facebook.

We start by tackling the gold standard of lead generation: referrals. Discover why referred leads convert better and how to build a referral system that works automatically. I share my exact approach for making it effortless for happy clients to send business your way, including templates, timing strategies, and incentive structures that create win-win situations. The key insight? People genuinely want to help, but they need clear direction and occasional reminders.

Strategic partnerships emerge as our second powerful approach. Learn how to identify complementary businesses serving your same audience, create mutually beneficial relationships, and formalize arrangements that deliver consistent leads. I reveal why "owning a stage" – whether through a podcast, newsletter, or signature content series – creates natural partnership opportunities and how these collaborations expand your reach without advertising costs.

The final strategy – and my personal favorite – focuses on niche communities where your ideal clients already gather. I explain my "big fish in a tiny pond" approach that generated the majority of my income last year (my highest-earning year in five years). You'll discover how keyword alerts save time, how consistent value builds trust, and why my "consensual sales" philosophy leads to stress-free client acquisition.

Ready to build a more stable, algorithm-proof business? Pick one strategy and implement it this month. Remember, progress beats perfection every time. Your clients are out there waiting – no scrolling required.

Join my events community for FREE monthly events.

I offer free events each month to help you master your business's growth through marketing, sales, systems, and offer strategy.

Join the community here!

Support the show

Join the Tiny Marketing Club >>> Join the Club
Come tour my digital home :) >>>Website
Wanna be friends? >>> LinkedIn
Let's chat every Tuesday! >>> Newsletter
Catch the video podcast on YouTube >>>YouTube

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Ever wondered how consultants generate significant revenue quickly without feeling salesy? The 6 to 6K Challenge reveals the exact framework I used to book $94,000 in contracts in just five days—and now I'm showing you how to adapt this method to earn $6,000 in six days.

At the heart of this approach is the bridge offer (or gateway offer)—a high-value, low-cost service priced at $1,000 or less. This carefully crafted offering solves an immediate client problem while creating a natural pathway to your higher-priced services. In today's uncertain economic climate, when prospects hesitate to make large commitments, these bridge offers provide the perfect low-risk entry point that still delivers substantial value.

The challenge follows a precise mathematical formula: identify 50 high-quality prospects, conduct strategic outreach, and aim to book 24 discovery calls. This pipeline typically converts to at least $6,000 in immediate revenue—but the real magic happens when clients experience your expertise and upgrade to premium services. Imagine selling six bridge offers and converting just half to a $10,000 main service. Suddenly, your six-day challenge has generated $36,000 in business!

The most effective bridge offers follow a three-part structure: a thorough discovery interview, a documented deliverable (strategy, roadmap, or analysis), and crucially, a live review session where you can address questions, overcome objections, and naturally introduce your more comprehensive solutions. This approach transforms the traditional proposal process into a collaborative experience that dramatically increases conversion rates.

Ready to implement this strategy yourself? Start by clarifying your revenue goals, designing your bridge offer, and identifying those critical 50 prospects in the niche communities where your ideal clients already gather. This foundation ensures that when you begin active outreach, you're positioned for success with a compelling offer and clear targets. Your $6,000 challenge could become the gateway to much more substantial, sustainable business growth.

Join my events community for FREE monthly events.

I offer free events each month to help you master your business's growth through marketing, sales, systems, and offer strategy.

Join the community here!

Are you tired of prospects ghosting you? With a Gateway Offer, that won't happen.

Over the next Ten Days, we will launch and sell our Gateway Offers with the goal of reaching booked-out status!

Join the challenge here.

Support the show

Join the Tiny Marketing Club >>> Join the Club
Come tour my digital home :) >>>Website
Wanna be friends? >>> LinkedIn
Let's chat every Tuesday! >>> Newsletter
Catch the video podcast on YouTube >>>YouTube