EP004 – Are you LinkedIN or LinkedOUT with Sam Rathling from LinkedInbound and Ian Luckett

Sam Rathling from Linkedinbound

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In this episode I share with you how LinkedIn can help you generate more Sales Leads in your business. We will learn from the Queen of LinkedIn Sam Rathling from LinkedInbound, how it works, what we need to do and what we DON’T need to do, to help our IT & Tech business.

In this episode, I interviewed the amazing Sam Rathling – the “Queen” of LinkedIn. And today, you will learn how the online Lead Generation process works and how you can help your message get out there and stand out from the crowd, which ultimately means that you will help more of your customers and clients.

After listening to this show you will have the process that you need to generate more leads, more profit and get your brand out.

In This show we talked about:

The importance of understanding the whole Lead Generation and sales process; In which according to Sam, the main challenge is, most business owners does not understand the basics of Social Selling.

They try to sell everything to everyone and by doing this, they are just simply selling to NO ONE.

Therefore, it is critical that you identify your target market, because It’s not just about getting the leads but it’s about getting quality leads that will convert and that only comes by understanding who you serve.

The first step we take is to narrow down your target market.

And to do this we use the I-D-E-A-L framework:

  • Industry – What type of businesses that you want?
  • Demographic – Size of the company? How much revenue they are generating?
  • Experience – Who exactly do you want to talk to?
  • Attributes – Cultures, ambition, values of the company etc. It helps create the identity of your own company which will then attract like-minded clients.
  • Location – Where do you want this people to be located?

Ian and Sam also talked about why LinkedIn is the best B2B platform and what to look out for in 2020.

Sam believes that LinkedIn is dominating right now because of its organic free reach available.

Business owners, specially the small ones, don’t need to invest a lot of money into LinkedIn, unlike other social media platforms.

These are some of the features that’ll be soon available on LinkedIn:

  • LinkedIn Live
  • Newsletter feature
  • Changes in terms of Groups & Communities
  • Content Creation – algorithm

Top Tip: Don’t get caught up with likes, shares, comments, engagements etc instead be consistent with what you are doing and just know that there are people out there who are watching.

Ian asked – What do people need to consider in terms of setting up their profile and what people need to do to generate leads?

The SSI or Social Selling Index is key – (selling without selling)

  • (25%) Orange score – establish your professional ground.
  • (25%) Purple score – Find the right people – building network with your target market, building a relationship.
  • (25%) Engage with Insights – engagements and interaction and how much research you are doing.
  • (25%) Green Score – building trusted relationships.

Ian and Sam also talked about another tool of LinkedIn – Sales Navigator. Ian asked if people need Sales Navigator for their Business.

Sam said, it won’t be necessary unless otherwise you have fully understood the basic or the free version first because it won’t make sense to upgrade if you don’t understand and know how to use LinkedIn properly.

Do’s and Don’ts

  1. Build Relationships – Don’t go in there to sell and take, but go in there to give, help and build trust.
  2. Be an original content creator – come up with a strategy, think what your target market needs to see and do content consistently that is aim to your target.

Tip for content: Ask a question on your post which will drive answers and conversation underneath.

  1. Consistently prospect – find people, start a conversation and reach out to them consistently.
  2. Have an effective profile – make sure that your profile is effective to the market.
  3. Don’t be passive – don’t just sit there and watch everybody else but be brave and courageous and just start posting.
  4. Don’t ever sell to people because it only screams desperation.
  5. Don’t spam people
  6. Don’t use automation

Strategies in reaching out to corporate clients – your content, profile and your strategy should be targeted to whoever your target market is.

ITS Quick Fire Round

1) If you were to ‘bottle’ one part of your business journey and sell it, what would that be and why?

I would bottle resilience and bounce back ability. If we have complete resilience and bounce back ability then we can survive anything, particularly in Business.

 2) What is your biggest learning/regret and advice to listeners when scaling their business?

You must be around the people who are playing a bigger game than you are. Invest in your own personal development.

3) What is your favourite App on your phone and Why?

My favourite app is Author.

Guest Details

To contact Sam Rathling from LinkedInbound check out below;

Linkedin: linkedin.com/in/samrathling-linkedinexpert

Email:  sam@linkedinbound.co.uk

Book her Masterclass:  linkedinbound.co.uk

Youtube: youtube.com/samrathling 

Links and Resources

If you are looking to scale your IT / Tech Consultancy Business and don’t know where to start, then check out our IT Experts Growth Academy Group on LinkedIn – a collaborative and safe environment to learn the foundations to IT and Tech Business Growth – click here to request access HERE.

You can also download our e-book How to Grow your IT & Tech Business by clicking HERE

You may check out the video version of this podcast on Youtube HERE.


It’s not just about getting the leads but it’s about getting quality leads and that only comes in understanding who your target market really is. If you don’t know who you are targeting then there’s no point in leveraging LinkedIn– Sam Rathling

You can’t force people to buy something from you. People buy when they are ready – Ian Luckett

Sam Rathling from Linkedinbound

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