1 00:00:00,000 --> 00:00:03,840 Robert Plank: Marketer of the day. Episode, 744, semi 2 00:00:03,840 --> 00:00:07,620 automated LinkedIn marketing, find prospects and convert them 3 00:00:07,620 --> 00:00:10,020 into buyers with Jesse schechinger. 4 00:00:16,320 --> 00:00:19,500 Hey, everyone, welcome back to the marketer of the day podcast. 5 00:00:19,500 --> 00:00:23,120 We're here with Jesse schechinger. And Jesse is the 6 00:00:23,120 --> 00:00:27,260 laziest salesman in America, and he's the vice president of sales 7 00:00:27,260 --> 00:00:31,400 for the encore sales engagement platform. And we're going to 8 00:00:31,400 --> 00:00:36,140 talk today about CRMs sales engagements platforms and how 9 00:00:36,140 --> 00:00:39,860 your company should leverage sales automation. So Jesse, glad 10 00:00:39,860 --> 00:00:40,780 to be talking to you. 11 00:00:41,260 --> 00:00:43,360 Gessie Schechinger: Hey, thanks for having me on, Robert. I 12 00:00:43,360 --> 00:00:45,220 really appreciate it. Yeah, and 13 00:00:45,220 --> 00:00:47,980 Robert Plank: I appreciate you hopping on and and telling us 14 00:00:48,100 --> 00:00:50,620 what you do, and some of these ahas that you've been having, 15 00:00:50,620 --> 00:00:54,100 because sometimes people get stuck, or they need ideas, or 16 00:00:54,100 --> 00:00:58,360 maybe the way that they've been going about getting sales and 17 00:00:58,360 --> 00:01:00,600 getting leads for their business has been all wrong, or maybe 18 00:01:00,600 --> 00:01:04,080 they've been making it so much harder on themselves than it 19 00:01:04,080 --> 00:01:08,160 needs to be. So can you tell me about on course, and what makes 20 00:01:08,220 --> 00:01:11,040 you and your team and your company stand out? What makes 21 00:01:11,040 --> 00:01:11,880 you really special? 22 00:01:12,360 --> 00:01:14,220 Gessie Schechinger: Yeah, well, it's interesting that you say 23 00:01:14,220 --> 00:01:18,120 that you know you're constantly any kind of business owner or 24 00:01:18,120 --> 00:01:21,080 person in a sales role historically, like you're always 25 00:01:21,080 --> 00:01:24,200 trying to do as much as you can, right? And there's only so much 26 00:01:24,200 --> 00:01:29,000 time in the day, and you never know if what you're doing is 27 00:01:29,000 --> 00:01:31,700 actually the most effective use of your time. You're always just 28 00:01:31,700 --> 00:01:34,220 kind of going down these avenues. So what we did at 29 00:01:34,220 --> 00:01:38,840 oncourse is the name, the mothership of our company is zip 30 00:01:38,840 --> 00:01:41,920 tech, and we're a software development services company, 31 00:01:42,340 --> 00:01:45,700 and we're one of those companies that, you know, we're not a 32 00:01:45,700 --> 00:01:49,180 large company, but we're not a tiny company either, and we just 33 00:01:49,180 --> 00:01:52,540 had so many sales tools. So we had Salesforce, and then we had 34 00:01:52,540 --> 00:01:55,660 sales loft, and then attached to that, we had MailChimp. We just, 35 00:01:55,960 --> 00:01:58,600 we had all these things. And so I started looking at it, and I 36 00:01:58,600 --> 00:02:02,340 was just like, hey, how many logins do we plan on dealing 37 00:02:02,340 --> 00:02:05,640 with, and how long do we plan on doing that? And then all these 38 00:02:05,640 --> 00:02:08,880 systems quasi talk together, but they didn't really talk 39 00:02:08,880 --> 00:02:12,480 together. And so trying to get kind of what I would say, I was 40 00:02:12,480 --> 00:02:17,640 trying to establish a compass for where I should be directing 41 00:02:17,640 --> 00:02:21,560 out efforts and resources, and I was struggling. And so as a 42 00:02:21,560 --> 00:02:24,680 software development company, I'm like, Oh, you guys, you 43 00:02:24,680 --> 00:02:26,780 know, like, put something together for me. I mean, this is 44 00:02:26,780 --> 00:02:30,800 getting crazy. So we started, we rolled it out, we used it for 45 00:02:30,800 --> 00:02:34,340 ours, and we started seeing some results. And then from then on, 46 00:02:34,340 --> 00:02:36,980 we started rolling out to our clients. And now we're, you 47 00:02:36,980 --> 00:02:38,900 know, trying to make a buck sell in the thing, 48 00:02:39,800 --> 00:02:42,700 Robert Plank: fantastic. And you know, as you were mentioning 49 00:02:42,940 --> 00:02:45,520 that journey, what came to mind is, there's that thing called 50 00:02:45,520 --> 00:02:48,880 not invented to hear syndrome, right, where it say, if 51 00:02:48,880 --> 00:02:51,160 Microsoft Word already exists, you don't want to say, well, 52 00:02:51,160 --> 00:02:53,500 let's just make our own Microsoft Word, for the heck of 53 00:02:53,500 --> 00:02:57,280 it. But if you're piecing together all these systems that 54 00:02:57,280 --> 00:02:59,800 you said like they kind of sort of talk to each other, and 55 00:02:59,800 --> 00:03:03,600 sometimes for the for the the CRM to talk to the 56 00:03:03,600 --> 00:03:07,140 autoresponder, has to go and talk to that and that, talk to 57 00:03:07,140 --> 00:03:11,220 that. Sometimes it fails and it doesn't quite like pass all the 58 00:03:11,220 --> 00:03:14,700 data across, like I can completely sympathize with it 59 00:03:14,700 --> 00:03:17,460 being a headache and saying and saying, okay, there really is a 60 00:03:17,460 --> 00:03:21,320 need for something to tie it all together, because the existing 61 00:03:21,440 --> 00:03:26,060 solution only gets you about 70% of the way there. And so it 62 00:03:26,060 --> 00:03:29,480 sounds like this is kind of like, and like an all in one 63 00:03:29,480 --> 00:03:32,480 solution, right? Instead of having things that do some 64 00:03:32,480 --> 00:03:34,400 things, it does it all. Yeah. 65 00:03:34,400 --> 00:03:36,260 Gessie Schechinger: So it's a combination of an all in one 66 00:03:36,260 --> 00:03:40,700 solution. And then also, we're very much small business guys, 67 00:03:40,760 --> 00:03:44,320 you know. So there's a lot of small businesses and even 68 00:03:44,440 --> 00:03:46,660 individuals that are owning their own business, but they're 69 00:03:46,660 --> 00:03:49,780 trying to do something where they they truly, in today's 70 00:03:49,780 --> 00:03:52,660 market, need a lot of functionality, but they can't 71 00:03:52,660 --> 00:03:55,840 afford to pay all the license fees to get every single piece 72 00:03:55,840 --> 00:03:58,000 of that from what I would say are, quote, unquote, the 73 00:03:58,000 --> 00:04:01,620 specialists. So it allows you the opportunity to get some 74 00:04:01,620 --> 00:04:04,980 really solid functionality, really expand your marketing 75 00:04:04,980 --> 00:04:07,620 efforts. When I'm talking about that functionality, Robert, I'm 76 00:04:07,620 --> 00:04:10,920 talking about so our tool is a CRM, you know, we call it a 77 00:04:10,920 --> 00:04:14,520 sales engagement platform, and it's really just a fun way to 78 00:04:14,520 --> 00:04:18,180 describe we have a CRM, which is your, you know, you're going to 79 00:04:18,180 --> 00:04:20,400 have your contact database, right? You're gonna be able to 80 00:04:20,400 --> 00:04:23,480 touch notes and documents and all that kind of stuff to that, 81 00:04:23,600 --> 00:04:26,300 and then you'll have your opportunity pipeline management. 82 00:04:26,480 --> 00:04:29,960 But really, where we kind of separate ourselves is we've also 83 00:04:29,960 --> 00:04:33,440 hooked up like the phone, like the tool's got a phone system 84 00:04:33,440 --> 00:04:39,680 built into it. It's got a, like a mail chip type constant bulk 85 00:04:39,680 --> 00:04:43,900 email functionality. Tool. It does SMS, bulk SMS. It also has 86 00:04:43,900 --> 00:04:47,920 automation, LinkedIn automation. You can do those drip campaigns. 87 00:04:47,920 --> 00:04:51,280 You can do a lot of multi channel marketing with it. And 88 00:04:51,520 --> 00:04:54,520 the funny thing is, is, as we discover we're capable of 89 00:04:54,520 --> 00:04:56,560 building new things, we're adding them to the tool to kind 90 00:04:56,560 --> 00:05:01,920 of chip away at our own bills. And so we. We're taking along a 91 00:05:01,920 --> 00:05:04,740 lot of different functionality, but it isn't like something we 92 00:05:04,740 --> 00:05:07,320 don't try to do at once. We've just kind of bolted these things 93 00:05:07,320 --> 00:05:09,240 on, and now it seems like a viable product. 94 00:05:09,960 --> 00:05:13,140 Robert Plank: Super cool. It is the solution that you needed. 95 00:05:13,200 --> 00:05:17,400 And so now that you are the guinea pig and you're adding the 96 00:05:17,400 --> 00:05:21,020 things that you as a small business want and need, now the 97 00:05:21,020 --> 00:05:24,500 rest of us can take advantage of that, and I can relate to what 98 00:05:24,500 --> 00:05:28,400 you're talking about there. How sometimes, especially the CRM 99 00:05:28,400 --> 00:05:31,220 system, it seems like there's like hundreds, and someone's 100 00:05:31,220 --> 00:05:31,940 actually, 101 00:05:32,180 --> 00:05:37,820 Gessie Schechinger: there's actually 358 CRMs and Salesforce 102 00:05:37,820 --> 00:05:41,320 owns 19% of the market, so it's pretty intense, 103 00:05:41,740 --> 00:05:44,200 Robert Plank: yeah, yeah, pretty cutthroat. But then I've used 104 00:05:44,200 --> 00:05:47,140 some of those systems where, like, I just wanted to add a 105 00:05:47,140 --> 00:05:49,780 contact and I had to add it three different ways, because I 106 00:05:49,780 --> 00:05:53,380 had to add, like, the company and then the the owner and the 107 00:05:53,380 --> 00:05:56,740 contact person, and I had to add it in triplicate, because they 108 00:05:56,800 --> 00:05:59,620 interface in different ways. And then also, I've also dealt with 109 00:05:59,620 --> 00:06:03,900 that, that hurt of say, I wanted five people to log in, I had to 110 00:06:03,900 --> 00:06:07,200 pay a monthly fee for every single person along. And it was, 111 00:06:07,320 --> 00:06:10,020 I mean, no big deal if you're a huge enterprise company, but if 112 00:06:10,020 --> 00:06:14,580 it cuts into your profit, like, that's no good. And so, so, 113 00:06:14,580 --> 00:06:17,100 yeah, so can you kind of to make sure that we understand all 114 00:06:17,100 --> 00:06:19,920 these terms and things that we're throwing out? Can you walk 115 00:06:19,920 --> 00:06:23,480 us through, like, a case study or an example of a company that 116 00:06:23,540 --> 00:06:26,240 uses your system, and how they can kind of make it all work 117 00:06:26,240 --> 00:06:28,160 together. How you mentioned, like, there's, like, the phone 118 00:06:28,160 --> 00:06:33,260 and SMS, just, how is it? How is it easy for like, a real company 119 00:06:33,260 --> 00:06:35,060 that uses your system here, 120 00:06:35,360 --> 00:06:39,140 Gessie Schechinger: yeah, so, I mean, it's a first off is it's 121 00:06:39,140 --> 00:06:42,160 one bill, so that helps, right? That simplifies things, and then 122 00:06:42,280 --> 00:06:45,460 that's an advantage lots of companies can use. But yeah, as 123 00:06:45,460 --> 00:06:49,900 I just said, there's 359, CRMs on the market today. And so 124 00:06:49,900 --> 00:06:52,720 you're kind of telling yourself, well, right? You know, what the 125 00:06:52,720 --> 00:06:57,340 world needs is one more. So the reason, the way that I think we 126 00:06:57,340 --> 00:07:02,340 particularly stand out is through our LinkedIn automation, 127 00:07:02,400 --> 00:07:07,980 and how we have really nailed into that. And you know, the 128 00:07:07,980 --> 00:07:10,740 weird thing about automation in general, and I'll take you 129 00:07:10,740 --> 00:07:16,440 through, and there's a dental implant company, and these 130 00:07:16,440 --> 00:07:21,080 dental implant company, they traditionally had to be out in 131 00:07:21,080 --> 00:07:24,860 the field, knocking doors, you know, really visiting offices, 132 00:07:24,860 --> 00:07:29,420 doing that, but they needed to find a new way to be able to go 133 00:07:29,420 --> 00:07:34,340 and sell. And so LinkedIn became popular. And LinkedIn is very, 134 00:07:34,340 --> 00:07:36,740 very popular this current moment in time when it comes to 135 00:07:36,740 --> 00:07:41,980 selling. And the trouble is, is that LinkedIn was built as a 136 00:07:41,980 --> 00:07:46,420 great platform for that, networking and connecting and 137 00:07:46,420 --> 00:07:51,400 things like that, but it wasn't really built to sell in. And so 138 00:07:51,400 --> 00:07:54,580 there's, there's not a lot of great follow up. The inbox is 139 00:07:54,580 --> 00:07:57,940 kind of a disaster. You try to scroll through to get to the 140 00:07:57,940 --> 00:08:00,720 bottom. It just keeps loading, loading, loading. And it was 141 00:08:00,720 --> 00:08:04,140 really tough and to get down. And so, or our tool, for 142 00:08:04,140 --> 00:08:07,080 example, you know, you could go into Sales Navigator, we have a 143 00:08:07,080 --> 00:08:11,880 Chrome plugin that attaches into there, and then you can go in, 144 00:08:12,300 --> 00:08:14,940 it'll automatically do some of the steps like so I call myself 145 00:08:14,940 --> 00:08:19,500 the laziest sales guy, because I hate burning calories on dumb 146 00:08:19,500 --> 00:08:23,120 stuff. And yes, it's a grind, and yes, you have to do all 147 00:08:23,120 --> 00:08:26,300 those things. But how can we automate our way out of a lot of 148 00:08:26,300 --> 00:08:28,640 these? And so like, one of those things you can do is you can, 149 00:08:28,640 --> 00:08:31,340 you know, use a tool like oncourse, and like, All right, 150 00:08:31,340 --> 00:08:34,100 well, I'm going to connect with 100 people a day, and it's just 151 00:08:34,100 --> 00:08:36,560 going to do it for me, and I'm waking up in the morning and 152 00:08:36,560 --> 00:08:39,320 there's nothing going on. And then I also can automate that 153 00:08:39,320 --> 00:08:42,580 second message, which is largely the thanks for connecting, 154 00:08:42,760 --> 00:08:46,300 pretty much the extent of it. And then what we really wanted 155 00:08:46,300 --> 00:08:49,780 to do to really kind of up the game is, you know, Robert, I'm 156 00:08:49,780 --> 00:08:53,860 sure that you can probably sniff out a canned message from the 157 00:08:53,860 --> 00:08:58,660 second you see it, right? Oh, yeah. And so, like, you have to 158 00:08:58,660 --> 00:09:02,160 be able to, like, how can I functionally go in, really look 159 00:09:02,160 --> 00:09:04,800 at somebody's background, really decide if I want to engage with 160 00:09:04,800 --> 00:09:08,400 them. But not just automatic glasses. So we'd actually 161 00:09:08,400 --> 00:09:11,280 created this thing will automatically prompt messages 162 00:09:11,280 --> 00:09:15,180 within LinkedIn, let you fill out, you know, a couple of the 163 00:09:15,360 --> 00:09:18,000 we call it the two by two. It's take two minutes find two 164 00:09:18,000 --> 00:09:20,960 personalized things to put in a message before you send it out, 165 00:09:21,260 --> 00:09:25,340 and allows you to create and do some of that stuff in line and 166 00:09:25,340 --> 00:09:28,820 really just jam through. And so with this dental implant 167 00:09:28,820 --> 00:09:32,480 company, they were able to just cover a lot of ground and stay 168 00:09:32,480 --> 00:09:36,200 active when they were stuck indoors for a little bit. And so 169 00:09:36,200 --> 00:09:40,520 it's probably the most and oh boy, oh boy, did LinkedIn sales 170 00:09:40,520 --> 00:09:43,180 go up huge. If you want to sell on LinkedIn these days, you got 171 00:09:43,180 --> 00:09:45,400 to stand out big time. And 172 00:09:45,400 --> 00:09:48,400 Robert Plank: I've been I've noticed that, like, I log into 173 00:09:48,400 --> 00:09:51,940 LinkedIn maybe once every couple of weeks, and the inbox, like 174 00:09:51,940 --> 00:09:55,660 you said, it's just a mess, and it seems like at least half or 175 00:09:55,660 --> 00:09:58,780 more of the messages, it's just the can response. And I'm like, 176 00:09:58,780 --> 00:10:01,620 I'm not, I'm not even going. To acknowledge this person at all. 177 00:10:01,620 --> 00:10:05,580 And maybe there are people out there dental implant companies 178 00:10:05,580 --> 00:10:08,460 and companies in other industries who like, they think 179 00:10:08,460 --> 00:10:10,740 LinkedIn doesn't work because they're going about it the wrong 180 00:10:10,740 --> 00:10:13,320 way, but not using this tool that you haven't you know as you 181 00:10:13,320 --> 00:10:16,680 were explaining that how it it removes some of the cumbersome 182 00:10:16,680 --> 00:10:20,420 things It reminds me of, like, remember those that eBay 183 00:10:20,420 --> 00:10:22,760 software, like, there'd be all these different programs where, 184 00:10:22,760 --> 00:10:25,880 like, you could run 100 auctions on eBay, and it would just give 185 00:10:25,880 --> 00:10:28,640 you, like, a table of all your stuff, or you could snipe bid, 186 00:10:28,640 --> 00:10:32,540 or just all the features that, well, eBay, eBay wouldn't care, 187 00:10:32,540 --> 00:10:35,180 but they're not going to go out of their way to help someone 188 00:10:35,180 --> 00:10:39,260 selling 200 items a day on eBay, and the same way that LinkedIn, 189 00:10:39,440 --> 00:10:42,640 I mean, they want people to use your platform, but they will not 190 00:10:42,640 --> 00:10:46,300 bend over backwards for salespeople to be able to do all 191 00:10:46,300 --> 00:10:49,360 this automatic follow up. And so that's why there's a need for 192 00:10:49,420 --> 00:10:53,140 this specialized tool that you provide. And I mean, and but 193 00:10:53,140 --> 00:10:55,600 then the thing that always comes to mind when people talk about 194 00:10:55,600 --> 00:10:59,140 this LinkedIn software is viewing all the profiles right, 195 00:10:59,140 --> 00:11:02,940 blasting out the same exact cam response. So I like how it kind 196 00:11:02,940 --> 00:11:07,740 of has the best of both worlds. It can give you these prompts to 197 00:11:07,740 --> 00:11:10,920 kind of customize the message, so that way you get the scale, 198 00:11:10,920 --> 00:11:14,700 but also not that spammy factor that makes everyone just close 199 00:11:14,700 --> 00:11:15,540 the message. 200 00:11:15,900 --> 00:11:17,760 Gessie Schechinger: Yeah, and I'm in an interesting position, 201 00:11:17,760 --> 00:11:23,540 because while I run a company that has an entire platform that 202 00:11:23,540 --> 00:11:27,620 promotes automation. I also despise when it's used 203 00:11:27,620 --> 00:11:31,100 irresponsibly. You know, it's like everybody we've given 204 00:11:31,100 --> 00:11:33,920 everybody a machine gun. But that doesn't necessarily mean 205 00:11:33,920 --> 00:11:37,160 you got to go level the thing like you can still be automate 206 00:11:37,160 --> 00:11:39,680 your processes and fill in the gaps, but still keep 207 00:11:39,680 --> 00:11:44,380 personalized like you can definitely use these tools to 208 00:11:44,620 --> 00:11:47,440 keep yourself going, make sure you're hitting your leads that 209 00:11:47,440 --> 00:11:50,020 you want to per day, make sure you're reaching out and that 210 00:11:50,020 --> 00:11:52,300 you're doing some of this outreach, and you're automating 211 00:11:52,300 --> 00:11:55,060 some of it, but you can also just kind of fill in the gaps. 212 00:11:55,060 --> 00:11:58,060 And you know the example of that being like, do the Connect and 213 00:11:58,060 --> 00:12:00,360 do the thank you notes, automate the thank you notes, all that 214 00:12:00,360 --> 00:12:02,820 stuff when it comes to the book. I mean, really, what we're 215 00:12:02,820 --> 00:12:06,000 ultimately all trying to do out here when you're selling I mean, 216 00:12:06,000 --> 00:12:07,920 money comes through the telephone, or money comes 217 00:12:07,920 --> 00:12:10,380 through a meeting, and so everything is leading to drive 218 00:12:10,380 --> 00:12:16,200 to that. I mean, I don't know if I've ever had a meeting with 219 00:12:16,200 --> 00:12:19,320 somebody who the start of the relationship was with a five 220 00:12:19,320 --> 00:12:23,360 paragraph email, but I haven't read. I don't know about you, 221 00:12:23,360 --> 00:12:25,940 what's the last time, Robert, you've read a email from someone 222 00:12:25,940 --> 00:12:27,500 you don't know that was five paragraphs 223 00:12:27,500 --> 00:12:31,160 Robert Plank: long. Never after two sentences, I give up. It was 224 00:12:31,160 --> 00:12:34,100 Gessie Schechinger: like, okay, sales guy next, you know, just 225 00:12:34,100 --> 00:12:35,120 kind of fly through it. 226 00:12:35,240 --> 00:12:37,640 Robert Plank: But they're having people that have worn me down. 227 00:12:37,640 --> 00:12:41,680 They're having people that, over time, sent me something a few 228 00:12:41,680 --> 00:12:45,280 days a few months later, and sent me something that was short 229 00:12:45,280 --> 00:12:49,660 to the point got my attention and I knew was meant for me. 230 00:12:49,660 --> 00:12:53,020 Wasn't just sent to 10,000 other people. So some people, by kind 231 00:12:53,020 --> 00:12:57,160 of using that same energy, but applying it more personalized 232 00:12:57,160 --> 00:13:01,200 and more over time, they have eventually gotten me, oh 233 00:13:01,200 --> 00:13:03,540 Gessie Schechinger: yeah. And the presenses Persistence is 234 00:13:03,600 --> 00:13:07,020 always the winner, right? And the funny thing is, is that 235 00:13:07,020 --> 00:13:10,740 there is a report that comes out annually called the Toppo 236 00:13:10,740 --> 00:13:14,820 report. And what Toppo is, it's a third party organization that 237 00:13:14,820 --> 00:13:18,060 they study the sales outreach efforts of roughly 300 400 238 00:13:18,360 --> 00:13:21,800 companies, and they produce the port report of like, how many 239 00:13:22,100 --> 00:13:24,980 touches did it take for an account based lead, for a cold 240 00:13:24,980 --> 00:13:29,360 lead, for, you know, inbound marketing lead and everything is 241 00:13:29,360 --> 00:13:32,300 kind of interesting. I'm not a psychologist, but it's always 242 00:13:32,480 --> 00:13:36,320 you have to really get through those first six touches before 243 00:13:36,320 --> 00:13:39,920 people, especially email marketing. Email Marketing has a 244 00:13:39,920 --> 00:13:43,960 one to 2% click rate. And so there's not, I mean, you got to 245 00:13:43,960 --> 00:13:46,300 burn through some stuff. You got to burn through and really 246 00:13:46,300 --> 00:13:48,880 filter to the people that you want to and follow up 247 00:13:48,880 --> 00:13:52,900 particularly well to make that work for you. And so you do have 248 00:13:52,900 --> 00:13:54,820 to get through that steps, as you were saying. I mean, 249 00:13:54,820 --> 00:13:57,040 there's, there's some psychologically that we all say 250 00:13:57,040 --> 00:13:59,380 in our heads that's like, all right, there's a sales guy. 251 00:13:59,380 --> 00:14:01,740 Boop, okay, okay. And then eventually get to, like, all 252 00:14:01,740 --> 00:14:04,980 right, what does this guy want? And then you engage and 253 00:14:04,980 --> 00:14:08,040 Robert Plank: so and speaking to that about, you know, like, how 254 00:14:08,100 --> 00:14:12,240 one or two, one or two messages won't necessarily cut it. We 255 00:14:12,240 --> 00:14:15,420 need to follow up. We need to get them on the phone and to get 256 00:14:15,420 --> 00:14:19,200 them on a sales call. Does your tool help with that too? 257 00:14:19,200 --> 00:14:23,060 Because, as you know, it's easy to say, click on this and fill 258 00:14:23,060 --> 00:14:26,420 in these boxes, but what if someone said has that fear of 259 00:14:26,420 --> 00:14:29,660 saying, Well, I can see the value in marketing on LinkedIn 260 00:14:29,660 --> 00:14:33,380 using your tool. But as far as making like this seven part 261 00:14:33,380 --> 00:14:36,980 sequence or getting people on the phone, that seems a little 262 00:14:36,980 --> 00:14:39,380 discouraging. So how do you help with that? 263 00:14:39,800 --> 00:14:42,580 Gessie Schechinger: Yeah. So our tool allows you to create these 264 00:14:42,760 --> 00:14:46,600 sales sequences or cadences, and they're multi channel in the 265 00:14:46,600 --> 00:14:50,320 sense that once you you'll set up a couple stages for yourself, 266 00:14:50,320 --> 00:14:52,780 and you only have to do it once, and then you can actually Bulk 267 00:14:52,780 --> 00:14:57,160 Add people into this. And largely, we try to take it where 268 00:14:57,160 --> 00:14:59,620 you only have to have, like, what I'll call the think day 269 00:14:59,740 --> 00:15:03,120 you'll. Have to have the think day once, and then from there, 270 00:15:03,240 --> 00:15:05,580 you're just kind of following the motions that are being 271 00:15:05,580 --> 00:15:09,300 thrown in front of you. A lot of salespeople and business owners 272 00:15:09,300 --> 00:15:12,600 are very task oriented. You write out a list, you bang out 273 00:15:12,600 --> 00:15:15,840 the items on the list, and then you're done. Our sales sequences 274 00:15:15,840 --> 00:15:18,540 work a lot like that. So something will come up, it'll be 275 00:15:18,540 --> 00:15:21,260 email response. It'll treat you. You'll complete it, and then the 276 00:15:21,260 --> 00:15:23,780 next one will come up. And so it's going to trigger you to do 277 00:15:23,780 --> 00:15:27,080 those follow up calls, to really force you, as long as you can, 278 00:15:27,080 --> 00:15:30,080 keep up to date with your task list, to accomplish all those 279 00:15:30,080 --> 00:15:32,660 and make sure that you're hitting everybody and truly 280 00:15:32,840 --> 00:15:35,780 working these, you know, prospects and leads that you 281 00:15:35,780 --> 00:15:36,140 have. 282 00:15:37,400 --> 00:15:40,480 Robert Plank: Well, fantastic. And so as far as people getting 283 00:15:40,480 --> 00:15:43,120 through that list. I mean, do you see people getting stuck at 284 00:15:43,120 --> 00:15:46,240 any point because, like, sometimes maybe they get maybe 285 00:15:46,240 --> 00:15:49,360 they don't delegate enough, or maybe they don't check their 286 00:15:49,360 --> 00:15:52,000 numbers, and they're doing a lot of like, spinning the hamster 287 00:15:52,000 --> 00:15:56,140 wheel. How can What advice do you have for people to keep them 288 00:15:56,140 --> 00:15:59,980 from getting stuck banging out these to do lists? Yeah. 289 00:15:59,980 --> 00:16:03,000 Gessie Schechinger: So what I would say is that, you know, so 290 00:16:03,000 --> 00:16:05,460 the world is saying that we should market to people through 291 00:16:05,460 --> 00:16:09,720 multiple communication channels, and there's a lot of ways that 292 00:16:09,720 --> 00:16:14,160 we can automate those individual communication channels. Email is 293 00:16:14,160 --> 00:16:18,120 probably the simplest one. Next after that, you can automate a 294 00:16:18,120 --> 00:16:21,320 fair amount of your LinkedIn outreach. You can't really 295 00:16:21,320 --> 00:16:25,940 automate getting up and getting on the phone and So set yourself 296 00:16:25,940 --> 00:16:31,460 up with individual things so that you the biggest cautionary 297 00:16:31,460 --> 00:16:35,660 tale is, don't ever create some kind of grand plan with 298 00:16:35,660 --> 00:16:38,540 automation that has a manual step in the middle of it, 299 00:16:38,840 --> 00:16:42,400 because you're going to have a day, and that day is going to go 300 00:16:42,400 --> 00:16:44,920 sideways, and you're not going to finish all the little to do 301 00:16:44,920 --> 00:16:47,800 things in your list. And what you don't want is things to 302 00:16:47,860 --> 00:16:52,300 stack up and go and so if you're you, if you're looking at a CRM 303 00:16:52,300 --> 00:16:56,020 tool that's going to help you really amplify your efforts, you 304 00:16:56,020 --> 00:16:59,440 want to set up particular, what I would call manual sequences 305 00:16:59,620 --> 00:17:03,360 and then automation for several channels and keep them separate. 306 00:17:03,360 --> 00:17:07,260 So no matter if you slack off or maybe had a long time partying 307 00:17:07,260 --> 00:17:09,600 the night before, you just aren't feeling great today, or 308 00:17:09,600 --> 00:17:13,020 you want to go play golf, all the automation could keep going, 309 00:17:13,080 --> 00:17:16,740 and you can just bang through the phone calls and stuff 310 00:17:16,740 --> 00:17:19,860 they're absolutely necessary for you to do, and then kind of just 311 00:17:20,160 --> 00:17:23,240 let the rest do its own thing and wait to you know, as we say, 312 00:17:23,240 --> 00:17:25,220 we keep throwing the ball out, throw the ball, throw the ball, 313 00:17:25,220 --> 00:17:27,920 wait for someone to throw it back. And so you're really just 314 00:17:27,920 --> 00:17:31,160 kind of moving it to more reactionary and doing all that 315 00:17:31,340 --> 00:17:33,440 outreach stuff you can let the software do for you. 316 00:17:34,280 --> 00:17:36,500 Robert Plank: I like that attitude a lot. Don't have the 317 00:17:36,500 --> 00:17:40,720 manual step in the middle of the automation, and that can apply 318 00:17:40,780 --> 00:17:44,020 in so many different ways, and it makes it easier on yourself, 319 00:17:44,020 --> 00:17:47,080 right? Because, like in some of these things that do require 320 00:17:47,080 --> 00:17:50,320 manual work, like faking up the phone and making those phone 321 00:17:50,320 --> 00:17:54,220 calls, well, who wants to make 1000 phone calls? Why not let 322 00:17:54,220 --> 00:17:57,340 the automation and the messaging take those 1000 people and 323 00:17:57,340 --> 00:18:00,900 narrow it down into the top 10 phone calls that. You need to 324 00:18:00,900 --> 00:18:03,720 make them that way. It ends up being a better use of your time 325 00:18:03,720 --> 00:18:05,100 or of your team's time. 326 00:18:05,340 --> 00:18:07,560 Gessie Schechinger: Yeah, 100% Absolutely. 327 00:18:08,340 --> 00:18:10,740 Robert Plank: Well, great. And so what do people need to know 328 00:18:10,740 --> 00:18:14,940 about this on course, platform like, about like, pricing? Is it 329 00:18:14,940 --> 00:18:18,720 web based? How many people can use it? What are the details? 330 00:18:19,260 --> 00:18:21,920 Gessie Schechinger: Yeah. So we have a flat rate chart. We have 331 00:18:21,920 --> 00:18:25,820 a flat rate fee based on users. I mean, you can get around 50 332 00:18:25,820 --> 00:18:30,500 bucks a seat. Please go to tryoncourse.com you can sign up 333 00:18:30,500 --> 00:18:36,680 for a demo there, check things out, and then past that. I mean, 334 00:18:36,680 --> 00:18:42,940 really, our sole goal is to help small businesses, especially if 335 00:18:42,940 --> 00:18:47,140 you're a business or an individual who has not really 336 00:18:47,140 --> 00:18:50,260 seen a value in a CRM before, or you're just trying to dip your 337 00:18:50,260 --> 00:18:54,340 toes into what can technology do for my business? We're very 338 00:18:54,340 --> 00:18:58,420 hands on, like I said, we're not this like super mega Corp that 339 00:18:58,420 --> 00:19:02,460 has 800 salespeople. So we really we bring on our clients. 340 00:19:02,760 --> 00:19:07,260 We have a lot of training that comes in included with your user 341 00:19:07,260 --> 00:19:10,740 fee. We want you to be successful, because I want you 342 00:19:10,740 --> 00:19:13,980 to be so dependent on this platform that you're never going 343 00:19:13,980 --> 00:19:16,740 to leave me, and I can make lots of money off you, right? But we 344 00:19:16,740 --> 00:19:19,740 really want to get you because that's the other big challenge 345 00:19:19,740 --> 00:19:23,300 that people have with software is they don't know what they 346 00:19:23,300 --> 00:19:26,240 don't know. So they only end up using, you know, a third of the 347 00:19:26,240 --> 00:19:29,720 tool. And so we really will guide and we do a white glove 348 00:19:29,720 --> 00:19:32,660 process so we get in on board. And so for those people in 349 00:19:32,660 --> 00:19:35,180 particular, we really want to reach out to them, help them, 350 00:19:35,180 --> 00:19:38,420 and show them, you know, how they can have to kick it in, the 351 00:19:38,420 --> 00:19:40,420 new gear and leverage some technology in their sales 352 00:19:40,420 --> 00:19:41,020 process. 353 00:19:41,680 --> 00:19:43,900 Robert Plank: Well, fantastic. Well, I think that that is very 354 00:19:43,900 --> 00:19:47,140 on brand with your philosophy that you share with us today, 355 00:19:47,200 --> 00:19:50,080 don't just have the tool for the sake of it, or don't have this 356 00:19:50,080 --> 00:19:53,680 tool that adds complexity in your life. You have the software 357 00:19:53,680 --> 00:19:56,920 you need to also use it so that it's very reassuring that 358 00:19:57,040 --> 00:19:59,920 there's also the videos and the training. So that way people. 359 00:20:00,000 --> 00:20:02,700 People can use this tool, and that the way, it just does not 360 00:20:02,700 --> 00:20:05,700 become something that sits on the shelf, that they cancel 361 00:20:05,820 --> 00:20:09,900 everyone out there, including myself. Need to get more on 362 00:20:09,900 --> 00:20:13,320 board with LinkedIn marketing. We need to automate it that way. 363 00:20:13,320 --> 00:20:16,320 We aren't killing ourselves. And we need to automate it with a 364 00:20:16,320 --> 00:20:20,180 tool that is meant for us and us a small business owners that 365 00:20:20,180 --> 00:20:24,260 isn't some crazy enterprise level thing. We need to go to 366 00:20:24,260 --> 00:20:28,520 try on course.com and check out that demo, and we'll see 367 00:20:28,520 --> 00:20:32,420 you@tryoncourse.com any final parting words of wisdom before 368 00:20:32,420 --> 00:20:35,060 we wrap up here? Jesse software 369 00:20:35,060 --> 00:20:37,160 Gessie Schechinger: is supposed to help you. It's not supposed 370 00:20:37,160 --> 00:20:40,480 to make your day worse. So whenever you're looking through 371 00:20:40,480 --> 00:20:42,460 software make sure that it's something that's actually 372 00:20:42,460 --> 00:20:44,860 bringing value to your organization or your business. 373 00:20:45,160 --> 00:20:47,740 And thank you so much, Robert, appreciate your time. It's 374 00:20:47,740 --> 00:20:49,360 awesome that you had me on. 375 00:20:49,360 --> 00:20:51,820 Robert Plank: Thank you, Jesse, and we will see everyone at try 376 00:20:51,880 --> 00:20:59,980 on course.com please subscribe, rate and review our show at 377 00:20:59,980 --> 00:21:04,680 marketer of the day.com/itunes and like us on Facebook at 378 00:21:04,680 --> 00:21:07,920 marketer of the day.com/facebook you.