Brian Downard


Source: SEOSignalsLab

Pick His Brain!

I’d like to introduce one of our members, Brian Downard, for our next ‘Pick His Brain’ session and I want to thank him for the participation.

Brian is a LinkedIn expert helping entrepreneurs attract 20-30 leads every month without using ads.

If you are using LinkedIn but struggling to generate agency leads, please feel to pick his brain.

Here are the rules.

1) I’ll let the thread go on until he asks me to stop. Theoretically, this thread can continue until the FaceBook stock value goes to zero.

2) Please, no snarky remarks. I will not tolerate any intentional negativity. We are here to learn from each other’s success and strategies.

3) Please do not PM him and bother him. If you have a private question, ask for his permission on this thread when appropriate.


Table of Contents

Are linkedin (published long form) content pieces effective? Whats the best way to promote such pieces?

Depends on your goals.

I wouldn’t focus too hard on it and instead do direct outreach to your target audience.

1) Do you message and then connect with people? 2) Just message people? 3)How about cold emailing prospects after finding them on LinkedIn + messaging them. What’s the better approach?

Connect first, message next.

Don’t worry about email, that complicates it and doesn’t have the same “social network” aspect as LinkedIn that makes people more receptive to connecting/responding.

What niches have been the easiest? and the toughest?

So I’ve found it’s more about what your offer is.

If it’s a “timing offer” where the clients need to be in the right/place time (like design or websites) the sale becomes hard.

But if you can get someone what they need ASAP, they’ll hire you.

As an example, I am a beginner at LinkedIn. Now I want some local lead. What is your suggestion/tips?

Use the search bar to ID local businesses within the niche you want to serve and approach them without pitching.

Should we focus on making connections or should we publish content, or combinate both?

Don’t worry about the content right now.

Connect like a madman

Do you use any of the automation tools like DuxSoup or LinkedHelper? If so, do you prefer one and what’s been the most effective strategy you have found to utilize them?

I use linked helper but a lot of them work the same.

It’s more about nailing your positioning, offer and audience so you write messages that get them interested in speaking with you.

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How important do you think it is to align your LinkedIn profile with the context of first contact communications?

So your headline should be super specific about who you serve and what you do for them.

This can always change and grow but must be super relevant to people you’re reaching out to so they know right away that you can help and not lump you in with other generalists.

Things to be kept in mind before meeting the client face to face?

“Pre frame” them with content.

Meaning send some of your best content / resources to them prior to the meeting so they get excited and see you as the expert.

What’s the best way to source for leads for supplement products on LinkedIn?

LinkedIn isn’t great for supplement products because you’re not selling to businesses and therefore can’t filter the right people.

However if you leveraged it to create strategic partnerships with other brands it would work well

Not leads but for community, how would you go about attracting users to join your group (forum, fb group, slack) focused around a niche?

Check out the invite scripts in here…/LinkedIn-Lead-Gen-Scripts.pdf

Really comes down to positioning yourself in a way where they see your group as super valuable for themselves.

I have been using LinkedIn Inmail Ads & getting great results. The recent beta version has gotten me flummoxed. There’s a huge difference in bid amounts for the older version & beta version. Is this a bug or LinkedIn testing new pricing?

I personally don’t pay for ads on LinkedIn because they are super expensive and targeting is weak compared to FB.

Just do direct outreach and you won’t have to spend precious resources in inmail!

Do you know what’s the safe number of connection requests per day one can make? And what’s the safe number of pending connections backlog to have?

Start at 20, add 10 more per day until you’re at the max of 100.

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I have 2,000 business owner connections in random niches. Would it be wise to stick to one niche and disconnect from the remaining?

Definitely still with a niche until you decide if it’s a good fit for you or not.

Can you give an idea of a good script to do when reaching out to people on LinkedIn?

Check out the invite scripts in here…/LinkedIn-Lead-Gen-Scripts.pdf

What kind of message sequence do you use after connecting? I hate when people send me solicitations immediately upon connecting and I am sure others do too, so hopefully you can shine some light on more effective ways to connect and build rapport?…/LinkedIn-Lead-Gen-Scripts.pdf

Would you suggest linkedin for a digital agency? If yes then how it should be? Your insights would be a great help.

Yes for sure.

Pick a niche and start communicating with them!

Are you using any extra sotware?

Yes! Linked Helper to automate

What about linked in groups?

In terms of what.

Should you start one?

Probably not.

Are they useful for identifying potential clients? Absolutely!

How do I promote my training business on LinkedIn? I do not get Leads from LinkedIn. Is LinkedIn only apt for B2B businesses? Kindly clarify.

Yes LinkedIn works best for b2b not b2c.

How can I sell my software products?

Assuming it’s already validated, pick an audience and start reaching out.…/LinkedIn-Lead-Gen-Scripts.pdf

Currently, setting up a few LinkedIn engagement pods to escalate the reach of organic postings. Have you found pods to be useful as a strategy?

I don’t worry about my content strategy.

Pure outreach.

Facebook offers more leads than Linkedin. Do you agree with this?

Depends on how you use it.

There are more people on FB and if you pay for ads you can reach far more.

But you can’t automate conversations and outreach.

Depends on goals, budget and where you’re at with your biz

What are some tips for a successful company page?

Don’t worry about your company page unless you’re hiring.

Focus on the personal one as that’s where you’ll do outreach



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