Aug 3, 2015
Larry Levine has been in the copier sales business for over 27 years. He learned early on he had to stand out from the crowd in order to make a long lasting impression. He asked important questions and learned from his potential client base what they liked and didn't like about the 'typical copier salesman' and adapted. He took these skills and with the help of a mentor, he brought his personal story to LinkedIn and has been making a huge impact since. Larry tells Chris that he achieved everything he's done on LinkedIn utilizing the free version and it wasn't until four months ago did he start paying for LinkedIn's premium services.
Key Takeaways:
[2:15] Please subscribe to Chris's newsletter to be notified when new podcast episodes are out.
[2:55] How did Larry get into sales?
[9:40] Larry's first year in the copier business was pure hell.
[12:15] How did Larry get successful in the copier business?
[16:30] Make the effort to stand out from the rest.
[18:15] Larry would ask his potential clients what they liked and didn't like about a copier sales people.
[22:40] We always operate on some sort of fear. Use it as fuel.
[26:00] Larry doesn't have a Facebook.
[30:50] Finding a mentor was the best thing that happened to Larry.
[35:10] Larry's mentor helped him get his jump start online.
[37:15] Larry got rid of his website when he found out about LinkedIn. Why spend money?
[39:10] If your client base isn't answering the phone, find out where they are hanging out online.
[40:30] Always personalize your invite request.
[41:10] Larry grew his LinkedIn presence using the free version of LinkedIn.
[43:55] You want your potential buyer to learn
everything they can about you while they're on your LinkedIn
profile.
[45:55] Use LinkedIn to connect to hard to reach people.
[46:50] Over 50% of Larry's revenue came from relationships built on LinkedIn.
[50:50] So many people don't know how to use LinkedIn correctly.
[54:00] Turn a cold call into a warm call by learning as much as you can about somebody.
[55:45] Larry's blog posts are his life stories and lessons he's learned.
[58:00] People love to talk about themselves.
[58:40] Quit chasing the sales funnel and chase the relationship funnel.
Mentioned In This Episode:
https://www.linkedin.com/pulse/its-21st-century-your-sales-team-stuck-1990s-larry-levine
https://www.linkedin.com/pulse/how-find-sales-mentor-linkedin-chris-spurvey?trk=prof-post
https://www.linkedin.com/in/larrylevine1992?trk=pulse-det-athr_prof-art_hdr
https://twitter.com/larry1levine
https://www.linkedin.com/pulse/paranoia-paralyzing-larry-levine?trk=mp-reader-card