How To Be A Good Host In Your Sales Process

Have you ever visited a friend and felt instantly at home? Or perhaps, you’ve been lucky enough to stay at a particularly hospitable hotel. From a warm greeting when you arrive to fresh guest linens and maybe even a mint on your pillow, all the little details taken together contribute toward a sense of ease. They show you that your host prepared for your arrival, anticipated your needs, and invested in ensuring your experience is pleasant. 

Just like a good host or hostess, a strong salesperson prioritizes hospitality from the very first interaction with a prospect. Maybe you’re not having quite as many in-person sales conversations these days, but luckily, your hospitable touches don’t have to be fluffed pillows and towel swans. LinkedIn can help you collect all the information you need to make your prospects’ experiences comfortable and memorable. 

Before any sales conversation—whether via email, phone, or face-to-face—take time...

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Job Searching 101 On LinkedIn

At McMillion Consulting, I have the opportunity to work with all sorts of people from many different industries. While much of my training centers around prospecting, selling, and business growth, I occasionally work with clients who are on the job hunt. LinkedIn allows you to tap into the power of relationships, and for that reason, it can be an excellent place to land a new job.

Today’s tips are for those of you who are in the market for your next career gig. Before we dive in, I should note—private and public job searching are two different beasts. I’ve tailored my advice in this article to people who are publicly job seeking. If that’s you, check out my top three tips to attract new opportunities. 

1. USE THE #OPENTOWORK FEATURE ON LINKEDIN. 

LinkedIn offers a handy visual feature called #OpenToWork. When you activate this setting, you’ll see a bright green frame with the #OpenToWork label added to your profile picture. You can then...

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Want To Serve Your Clients Better? Context Is Key.

When the tempo of life (or of business) picks up, I’ve found that it’s easy to rush through the places and spaces where slow, thoughtful consideration matters most. This goes for lots of things—from family time and rest to healthy routines and the cadence of the workday. So, I check in with myself regularly to make sure I’m keeping the main things the main things, even amidst the flurry of activities and long to-do lists. 

As a small business owner, I am adamant about excellent client experience. A desire to serve my clients and meet their needs even better is core to nearly every goal I have for my business. Yes, I have all sorts of big, ambitious dreams for how McMillion Consulting can accomplish that in the future, but I know that one of the best things I can do today for my clients is to be present and understand not just what they say are their pain points, but also what they don’t say. The more I can understand the context that surrounds...

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Hip, Hip, Hooray! | 3 Ways To Celebrate Your Wins

When was the last time you stopped and celebrated your accomplishments? 

As a business owner, I’m often so busy working toward the next goal that I forget to look back and take in how far I’ve already come. Maybe you can relate. Celebrating your wins might feel indulgent or, dare I say it, unproductive. 

Research shows, however, that taking stock of even small accomplishments can provide just the motivation and confidence you need to push ahead and achieve even more. Not to mention, recognizing success promotes a positive team culture and shields against burnout.  

Last year, I planned my first-ever fancy work dinner with my team to recognize a year full of exciting business firsts. It was such a fun boost to morale that we wondered why it took us so long to celebrate! Every win doesn’t have to mean a nice steak dinner, but even a little something special goes a long way. So, pop the champagne, plan a fun Friday for your team, and try out my...

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Why Your Company Should Be On LinkedIn

Having a website has become a prerequisite to starting a business. If your business doesn’t exist online, well, it may as well not exist. That’s because being found is critical to gaining traction. Whether you like it or not, your prospects are vetting you online, sometimes before they even begin a conversation with you. LinkedIn is also an essential part of establishing your company’s digital presence, so if your business does not already have a presence on LinkedIn, it should. Not convinced? Let me see if I can change your mind. 

GET FOUND FASTER 

If you’ve ever been to a networking event or conference, you probably can relate to that frustrating feeling when someone’s name is right on the tip of your tongue but you can’t quite remember it. In some cases, you might even recall where someone works although his or her name escapes you. That’s one reason why it is recommended to associate your name and personal profile with...

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Creating LinkedIn Content That Draws A Crowd

If you’ve ever watched a street performer in a big city, you’ve probably experienced a strange phenomenon. What begins as a small audience of passersby grows almost instantly into a massive crowd. It’s funny how that happens. People hate to miss out. When they see others gathering, they tend to stop, too, to figure out what all the fuss is about. 

Often, a similar effect happens with LinkedIn content. When a critical mass of people forms around a post, suddenly it gains momentum very quickly. More and more people react and comment on content when they see that many others have, too. Engagement breeds engagement, and a few dozen reactions and comments grow to several hundred. 

I consider myself a student of these sorts of posts. I’m always looking to see what I can learn from content that has gained massive traction on LinkedIn. Of course, unlike that street performer in the square, not all LinkedIn traction is organic. We know that some content...

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The Do’s And Don’ts Of LinkedIn Invitations

It’s about that time of year again when summer is officially over and school is back in session. I’ll never forget that jittery, excited feeling I would get before the first day of a school year. So, in the back-to-school spirit, I want to teach you how to make new friends (read: professional contacts) on LinkedIn. 

People join LinkedIn with all sorts of goals, but the reason I hear the most often is “to grow my professional network.” It makes sense—LinkedIn is a fantastic place to make connections. However, clients and friends often come to me frustrated that their attempts to grow their LinkedIn networks have yielded mixed results. When we dissect the problem, more often than not, the issue boils down to how they’re sending connection requests. So, I want to let you in on a few of my top tips for nailing that pesky LinkedIn invitation.


DON’T: SEND A CONNECTION REQUEST WITHOUT A PERSONALIZED NOTE.

A savvy LinkedIn user...

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1 Powerful Way To Bring Value On LinkedIn

You have more knowledge in your brain than you realize. So, why are you keeping it to yourself in between your ears? It’s time to share your expertise! 

As often as our team at McMillion Consulting talks about the importance of showcasing your expertise through the sections in your LinkedIn profile, it’s time to take it up a notch. 

Publishing articles, authored by you, on LinkedIn is one powerful way to bring value to your network. 

First, you have to get clear on LinkedIn lingo and the difference between posts vs published articles. 

A POST

Posts have been around since the platform’s inception. Ever notice all of those scrolling updates on your LinkedIn homepage feed? Of course you have: Content shared by your network are examples of posts. They live for as long as the traction they get by the network; meaning, the more reactions, comments and shares your post gets, the longer it will stay “active” and visible on LinkedIn.

...

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4 Steps To Grow Your Audience On LinkedIn

LinkedIn is commonly seen as a tool to connect with your professional network, but it is also a rich environment to expand your network to entirely new audiences.

One of the lesser known features on LinkedIn is a newsletter page. If you’re not familiar, these are regularly published articles, typically about a specific topic. Any user can subscribe to the page and be notified when a new article is released.

Newsletters get recommended by LinkedIn to audiences even outside of your network. With a consistent schedule and good content, your reach can grow exponentially.

To give you an idea, when I started my newsletter, LinkedInsider, I had more than a few hundred subscribers within one week of launching it with minimal promotion. Many of my subscribers are entirely outside of my network; this exposure has opened the door to new conversations that I may not have had otherwise.

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All those eyes on your content can drive traffic to your profile and business. So,...

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Give Them A Reason: Deep Dive

Recently, I wrote an article about how to never be ghosted on LinkedIn again. If you haven’t read it, check it out here first: Give Them a Reason.

To get the most out of LinkedIn, my team and I are focusing on providing actionable ways for you to grow your business and leverage your network the right way. To get you started, let’s revisit and provide more context on how to deliver content that keeps your network wanting more.

For every post to succeed, there are 3 areas to keep in mind before blasting your newsfeed. 

  1. Content is king

  2. Prime your audience

  3. Position yourself

Let’s dive into each one in more detail.

CONTENT IS KING

To generate traction on your post, the first thing to nail is the post itself. Variety, feel-good value, quickly consumed and educational should be at the top of your list when choosing content. Here are a few dos and don’ts to get you on the right track.

Do:

  • Find articles and media that relate to your industry.

  • ...

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