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Outbound Prospecting And Sales On LinkedIn Interview Transcript

Arthur: Hello everyone this is Arthur Khoyetsyan from LinkedFormula and today I have the pleasure to talk with Hrachya Ghazaryan who is a LinkedIn Coach, the Co-Founder and CEO of a LinkedIn B2B Lead Generation Agency, called Leadarto. Welcome Hrachya and it is so much pleasure to have you on this call!

Hrachya: Hello, Arthur. It’s actually my pleasure to be on this call. Thanks for having me here.

Arthur: Well, first of all, thank you so much for finding time to make it for this interview, you’re a busy person and it took a while until we were able to coordinate this interview. But we made it through and here we are. So just to give a little backstory for the benefit of our listeners who are watching us right now how we met and to know you better and why we are doing this interview. Funny enough I met Hrachya very recently on social media and we happened to be in the same group and got connected after this guy jumped in and helped me with the question I had. He was so generous and provided his help and so we ended up on a call and chatted. It was not a sales call, nothing of the kind, just a friendly and little bit of business chat. This is an example of how powerful sometimes connection on social media can be you don’t even realize.

So the reason why I thought it’s a great idea to have Hrachya on the call and interview him was that this guy knows so much about LinkedIn outbound prospecting and sales that I thought he must be heard and definitely this would add value to my audience. Well, we’re both kinda in the same space but you do things differently so I thought I should bring you have and people listen to how you do your stuff at Leadarto. Well, this is a kind of my quick intro of who Hrachya Ghazaryan is and how I met him. But I’ll let him give you first-hand information and try to pull golden nuggets out of him for those who are watching or listening now to get as much valuable information as possible. Hrachya, please tell us who you are, what you do and why you do that?

Hrachya: Well, thanks for the introduction, Arthur. And by the way, it was my pleasure to have the first initial call. And this is one of the things I really love about LinkedIn. Well, this is very cool just because of LinkedIn, right? We talked and we kind of got some conversation going and here we are having a really nice discussion, but hopefully nice discussion. Again, my pleasure and thanks for having me here A lttle bit about me. Even if you read my LinkedIn profile, the first thing that you will see a sentence that says, “I’m a loving and caring dad for my two kids.” That’s what I want everybody to know about me whenever they are talking to me. Besides that, I’m an Armenian, let’s start with that. I want to mention that as well. On top of that, I’m the CEO and Co-founder, as you said of Leadarto. So what we do at Leonardo is B2B lead generation through LinkedIn, through email marketing. And we also do LinkedIn coaching. Probably this should be enough as a starting point. If you have some more questions, maybe we can get along and kind of dig in.

Arthur: Absolutely. Yeah. That’s awesome. So, well, first and foremost let’s just start off with WHY? Why did you start Leadarto and what’s the story behind it? And why do you think LinkedIn is THE platform you needed to be and help others to succeed there as well?

Hrachya: Sure. Well, probably if some of the viewers are expecting some sort of romantic story behind this, probably it’s not going to happen. I have to disappoint you. So what happened was I have been in salesforce for as long as I can remember myself in some form of sales. And for the last 10 years, I’ve been in B2B and enterprise sales. Throughout my career, I’ve gained a lot of knowledge and experience. And thought that I must share my experience with others and maybe help others gain their targets done. The way we started was not necessarily as purely as the business we are having right now, but all started as a side business. Eventually, we grew up a bit. And, to be really frank last year during the COVID time, everybody was doing some kind of modifications, so I also made a clear decision to quit my main job and concentrate 100% of my time on my personal business. So things changed starting from that point on a lot. Regarding the second part of the question why LinkedIn? Well, if you are in B2B, I guess you shouldn’t go into TikTok or any other place, right?

Well, the recent numbers, I was checking, I think, it was over 760 million users right now. Of course, let’s not be naive, not all of them are active users. But the point is a lot of these people are active and they are in B2B space. Even if you look at some other tools or some databases – 99% of them are getting data from LinkedIn. So this is like a goldmine you need to be here. If you are in a B2B space, there’s a reason why LinkedIn. This is why I invested a lot of time, energy and money in training and coaching and mentorship. And that’s how I can tell you that I became some sort of an expert if I can call myself an expert.

Arthur: Absolutely. Yeah. I mean, that’s awesome. First of all, the story is great because like, when you say it’s not going to be a romantic, I mean… This time during COVID and pandemic will be remembered to be honest in both positive and negative ways. And your story is inspiring. Secondly, I keep saying that LinkedIn is no longer a platform for your online resume. So maybe it used to be a place for finding a job or career or whatever. But I’m going to disappoint all who expect us to talk about LinkedIn as a platform to find a job or anything like that.

Today, we’re talking about how to get clients and sales, right? And, I totally agree with you. Linkedin has drastically improved over the years, especially during recent years. And it’s a great place to be for B2B as well as for getting clients. Also it’s going to be improving over time, for sure. Let’S talk a little bit about the concept of outbound prospecting on LinkedIn. And let’s assume we talk to a person who has little or no understanding of what outbound prospecting on LinkedIn is at all and how different it is from inbound prospecting?

Hrachya: Sure, well before even answering the question I should mention there is clearly a difference between the profiles who are trying to find jobs, you are absolutely right. And the profiles, who are trying to sell their offers or do some business on LinkedIn, right? And if you want to do business, you either have to play the content game, i.e. You have to post content and constantly engage with people who are engaging with you back. Or, you have to do the outbound or outreach part. Inbound part of it is you put out content and you wait for others to come to your door and knock on your door. Wheres, when we’re talking about outreach or outbound strategies, this is when you are being more proactive and you are going and knocking on other’s people’s doors.

And you are trying to understand what they’re up to, what their pain points are, etc., and you’re trying to understand if this is a good fit. But to be very clear in recent years and especially in the recent year, a lot of people are really destroying this market. I’m sure we’re going to talk about this, but I just can’t help mentioning this right now that a lot of people are just purely pitching their services, their offers. They don’t really care about anything. So this is why some people think outreach is a bad thing. But if done correctly, if done in a professional manner, this is one of the best ways to actually get customers.

Arthur: Yeah, absolutely. I agree with you and you kind of partially answered my next question… I know you guys at Leadarto work with many clients internationally and help businesses generate leads through LinkedIn. Why do you think outbound prospecting is the best strategy for this or maybe not? Can you tell me more about that and how differently you guys do at Leadarto?

Hrachya: By the way, thanks for mentioning the international aspect, because taking this chance, I would like to say that we are working with customers from 11 countries right now. I’m pretty proud of that. Well, to answer your question, it’s not really the perfect or the best strategy, but it is a perfect combination of inbound and outbound. This will be the perfect option. But let’s concentrate on the outbound one right now. What do we do differently? When I’m asked this question, usually the first thing that pops up in my mind is to mention that our messaging is dramatically different versus a lot of our competitors.

I don’t want to go too much into the details of messaging right now, but still, the point is you will never see me or anyone from my customers who were helping out directly pitching from the first message. Because if you’re especially a C-level executive, you’re getting tens of messages on LinkedIn daily. And, almost all of them are written like this, “Hey, my name is such and such. I’m selling this. Would you like to buy it? Or let’s jump on a call.” So that’s the number one thing, which we never do. Instead, we have conversation starters. And, instead, we have actually some ways of getting involved in some really meaningful conversations. Plus we also have a qualifying process, which means that instead of just saying, “Hey, would you like to jump on a call” without any prior history, which really is not a good practice, we start to qualify them.

We start asking questions, trying to understand what are the pain points? What are the bottlenecks? Maybe they don’t even need our help. Maybe they are doing something better than we can suggest or offer to do. So, whenever people are pitching me I usually tell them, Hey, if you don’t know my situation, if you don’t know what my pain points are if you don’t know what I’m struggling with and where I want to be, how can you offer a solution? So the point is a conversation starter is a qualifying process that equals pre-qualified or warm leads. The other thing we don’t do we are not using any automation tools. We are using manpower as much as possible and trying to do everything manually. We have really nice girls and guys who are doing the job of the SDRs. Of course, it’s more costly, more resourceful, but the quality is really, really good.

Arthur: Yeah, that sounds great. I mean, you’ve brought so many good points and I’m sure we’re going to talk about the messaging, how to start a conversation on LinkedIn, which is a kind of hot topic as well as pitching. I am getting so many messages throughout the day. And the funny thing is that people would pitch me without going to my profile and seeing what I do. And they go like, “Hey, do you need any help with LinkedIn?” It’s so funny the other day, the guy was pitching me straight on real estate. I said, dude, I’m not in real estate. And he goes, Oh, my bad, that is probably an automation thing, whatever. So I’m seeing those people not doing their research at all. For the listeners and those who are watching us right now can you share some actionable prospecting tips or techniques with the audience that they can take and implement right away?

Hrachya: I’ll actually do a bit of cheating right now. Why cheating? Because literally today there was another guy who approached me a fellow Armenian who was just starting out and asking me to give him great advice. If you are doing prospecting on the scale, you should be using some sort of a system like, like it can be a CRM, etc. In our case, we use a paid CRM system because it’s much easier for us and it’s really worth it. But you don’t even have to do that. I mean, you can use some free options of CRMs, I believe. If not a CRM, you can use Trello, Google sheets. But the worst case is probably a piece of paper. But if you are prospecting on scale meaning you are not talking to, say 10 people per month but you you’re talking close to a thousand people per month. Technically, it’s not possible to remember all these conversations. And if you don’t have a system that is backing it up, eventually you will lose track of conversations. And you are on LinkedIn, you are active on LinkedIn, and whoever else is active on LinkedIn will confirm that LinkedIn inbox is terrible. You’re going to lose all the conversations. Even with CRM system. Trust me every now and then like one or two conversations are getting lost. And, we like, where the hell is this person?

This is probably going to be my first thing. If you are using prospecting or if you’re going to be doing outreach on LinkedIn, make sure before you even start, you have some sort of system to support it. The second thing again, cheating and taking from the advice earlier today, I would say follow-ups are really being unrated. Maybe you were expecting some sort of a different answer here, but I’m giving a bit of common sense recommendation here. Trust me, a lot of people are really not doing any follow-up or if they’re doing it, maybe not correctly. Many, many times people don’t get back to you. It doesn’t mean they hate you or they don’t want to talk to you. They are just really busy, especially if you’re prospecting, there is a high chance you’re going to be prospecting C-level executives, right? So these people are getting tons of emails and messages on a daily basis. So you need to fight for that attention. Maybe they want to talk to you, but they got lost, right? So you need to follow up. Again, referring back to and tying the CRM and follow-up together. If you don’t have a CRM, you won’t be able to follow up. But I also want to quickly talk about follow-up types. Because when I say follow-up a lot of people think it’s a message like this long, No. It can be, of course, one or two messages. For example, the first one is really random one. Like, “Hey, like, have you seen my message type thing, right?

In the second one, I could give some sort of a hint about what I was going to talk about. So maybe if I’m talking to you, I would say, “Hey, Arthur, like I was trying to get if you are interested in organic leads.” But the other thing is that you can also follow up with people through other LinkedIn features. It gives us really good opportunities in this regard. Simple examples, just visit their profile – they’ll get a notification there. Or, just endorse a skill. If this person is posting content, just like that content make a meaningful comment on their posts. This way guaranteed you will pop up in their feeds and their notifications. Isn’t it a follow-up? It is a follow-up! So follow-ups via CRM and the combination of these two probably would be the best takeaways that people can implement from day one or day two.

Arthur: These are really great tips, to be honest, and they seem to be simple, but don’t underestimate the power of simplicity. Like you said when you endorse a skill, LinkedIn would send you a message, something like, “Say thanks to the person who endorsed you.” Just another message and notification that appears as a red dot on your profile. It is scientifically proven that we’re so addicted to these red dots on our profiles. I mean, everyone is addicted to it because it’s made on purpose. People would go and check them out to see who endorsed them or who visited their profiles. And to your point of a follow-up. I don’t remember the source who said that but they say the money’s not in the list, but money is in the follow-up. So they used to say that if you have a big list, for example, now I’m talking about an email list, the money would be in the list. But I mean, if you have a dead list, so who cares, right? The bottom line is you have to follow up with people, you just need to remind them. And these are indeed actionable steps. Thank you! This leads us to one of the most important pieces of LinkedIn marketing which is your profile that I call a “beacon or magnet of client attraction”. To this date, I see so many profiles on the platform that are not optimized for sales and clients. And just to clarify here, we’re talking about the profile optimized for clients for sales, not for recruiters or employers or career. This is a totally different conversation. But from your experience why do you think the LinkedIn profile is so important and at Leadarto do you actually provide the so-called LinkedIn profile makeover services?

Hrachya: Okay. Thank you. Linkedin profile is very critical and recent studies show that a person spends about three to four seconds on your profile. So within three to four seconds, your profile, any sales-oriented or business-oriented profile needs to answer one simple question. Why I should give you my money? Why I should hire you? This is the question you should answer. The profile needs to be like a landing page. What I mean is we have three, four seconds. And withing this time-frame you need also answer the questions such as who you are helping, how you are helping and what can you bring to the table? Of course not going into all the details of a summary of the profile but I’d like to really take chance and mention two big things, which in my personal opinion, are very critical.

First, your LinkedIn profile cover image is a very good place to showcase your expertise or show your skills. Or maybe your services and offers you are trying to get to the customer. And, the second your summary section. Again it should answer some questions such as why they should be working with you, how you are going to do it or what will be the outcome of working with you. But there is one thing that makes a difference, kind of answering in a bit, your previous question what’s different about us. It’s not really a big difference maybe, but I like to say that you need to have some sort of personal touch to the summary section. And I can tell you why I came to this conclusion, to be frank.

From my own example, because what happened was when I was trying to write my own summary section the first thing that popped up in my mind was my kids. So at that time I swore, I didn’t think even about the importance of personal touch in the summary section. I just did whatever I felt. I was just being myself. But what happened afterwards was that I got literally hundreds of messages and feedback from people, customers, non-customers friends that this was cool that you were talking about your personal thing here on LinkedIn. So we started testing with a few profiles and we came to the conclusion this was really important regardless of it’s being enterprise or B2B sales, again, we all know this, that people are buying from people.

So they want to understand that it’s not a robot behind it or a sales machine. They want to know they are talking to a real human being, which is me or you, or whoever. Regarding the last part of your question about whether we are providing LinkedIn profile makeover services or not. Well, this is funny because a few weeks ago I did a poll on LinkedIn. I don’t know if you have seen it or not but the bottom line was if I should provide this service as a paid service and how much I should charge. Even though the results of the poll were positive and people were ready to pay, I believe somewhere from 100 to 200 bucks for this until this point I’m not providing that service. But we do provide a really detailed profile audit, which means it’s not a template, It’s not a checklist. I personally go into your profile, check all the details, starting from URL, images, quality of texts, everything. And I provide you with a 10 to 15 point recommendation on what needs to be modified. But the modification itself is being done by the customer.

Arthur: That sounds good. I find it interesting when you mentioned the fact about your kids and adding a personal touch in a LinkedIn summary. This is so interesting. I mean, on one hand, you might think this is a professional business platform where you don’t talk about your personal life. But funny enough when you go to LinkedIn help or support documentation, you would see them encouraging you to talk about your personal life as well for example about your wins, losses, transformation. And again, they say it’s not B2B – it’s more P2P people to people. The approach I have maybe a little bit different but I keep saying that your LinkedIn profile is not about you. It’s all about the client, which actually goes hand-in-hand with what you said in beginning. Like the first thing, when someone goes to your LinkedIn profile, they want to see what’s in it for me. How can this person help? If you take that perspective, then your LinkedIn profile should not be about you like how great you are or stuff like that. It should definitely tell what you do and how you can help, but it also should have a personal touch. So it’s a sort of combination of both if it makes sense.

Hrachya: I agree with you actually, it’s a bit difficult to come up with a perfect match. That’s why you need to test to see what works actually. And what the most important thing is that it needs to resonate with you. Because you can’t really measure it by how successful it is, but you can measure how well it resonates with you.

Arthur: Yeah. And another thing, since we’re talking about the profile, what I’ve found through testing was that every three to four, maybe five months, I changed my summary or maybe headline and see how it worked. And, every time I change it I noticed traffic to the profile goes down because the algorithm is trying to understand now who I am or what I’m doing. I’m not suggesting to make drastic changes to what you’re doing every time but you would change it anyways, because first of all, your business changes, your goals are changing. You cannot stay the same – you will be different this or next year from what you were last year. So you modify and fine-tune your message therefore you have to change your message and your profile accordingly. And each time I do, I see some kind of slight difference in traffic and then it stabilizes. Another thing, I’d also like to suggest s editing the “Skills” section of your profile. LinkedIn allows us to add up to 50 skills. Just use these 50 skills and add them to that section. These are actually the search words, the keywords that help you with findability. You actually help LinkedIn by saying, “Hey, LinkedIn, I’m good at this so find my profile in accordance with these keywords.”

Hrachya: I absolutely agree with you. And by the way, I don’t know if I’ve ever told you during our first conversation, but my first ever customer followed me through keywords I optimized my profile for. I haven’t done any outreach. I haven’t even posted a single post on LinkedIn yet. And what happened was this guy sent me a connection request invitation, we got connected. Then he asked me if I could help him with lead generation as my profile was optimized for those keywords and he found me using a search for “B2B and lead generation”. This is how important LinkedIn profile optimization is. That is a true story. My first customer came from a keyword search and he found my profile.

Arthur:

Absolutely. You need to optimize your profile really well. I mean, I’m not saying you’re going to get clients every day just by optimizing your profile but it’s really important. Cool. I can’t help asking about the messaging and starting conversation on LinkedIn? Without revealing obviously all the secret recipes you guys have with your messaging strategy what can you say what works best now in terms of message sequencing and how to talk to people without being salesy but using emotional intelligence? Can you share any tips or insights with us?

Hrachya: Sure. Before I even answer the question thanks for not asking the secrets of our secret sauce. No matter what you do, people still understand that you are trying to sell something. However, people mind being sold to, but they don’t like to be pitched. So rule number one, do not pitch! How to start conversations? We do not use any templates, any specific set of questions we have for customers. Let’s say if I’m working with 50 customers, I have 50 different conversation starters. This is critical. And the way I like to construct this messaging by asking my customer. Imagine you are at a physical networking event, not, a virtual but a real physical event. And you’re approaching your potential customer. And besides “Hey, how are you doing? Where are you from” regular thing, how do you start your conversations? You don’t go and tell them straight, “Hey, I’m such and such and I’m selling this, pay me.” To be more specific, I would probably ask something like, “Hey, Arthur are you using LinkedIn to get your pipeline full or to get your B2B leads or to get paying customers?” Of course, I’m not going to go into the details of all customers we’re working with but there are 2 logical components in a messaging sequence. First of all and most importantly, they need to be very short. Some people are mixing up email marketing with LinkedIn messaging. It needs to be a maximum of two sentences, preferably to have only one sentence.

It should be either a “yes” or “no” question – the question that requires a yes or no answer. Or, it can be either answer or a question. We can also ask, for example, are you doing this or are you doing that? The challenge and the most difficult part is to come up with that correct question. Because first of all, it needs to be in the domain within the topic and if possible, it needs also showcase your expertise. If you are in the LinkedIn space I would ask you, “Are you doing outreach or you’re doing the content game”?

There are two reasons why I recommend doing this. The first one is as you mentioned more on the sales-oriented and psychological side of things. Because if it’s easy for me to answer that question, I’m more likely to answer that question. And, if I answer the question, I’ll keep talking to you. That’s more on the psychological side of things. But there’s also the second important aspect, which is more on the technical side of things. From my experience, I can tell you that if your response rate is too low for some period of time, eventually what will happen is LinkedIn will suspend your profile or limit your profile to a certain level. Why? Because they believe you are spamming people. And to some extent, it might be true. So, in order not to get into that trouble, you need to sure people are responding to your messages.

For that reason, it’s easy to start conversations with easy questions. And again, just to be clear, the goal of the conversation starter is to start a conversation but not to sell anything or offer anything ask for anything. That’s, that’s the part of messaging which is probably the most crucial one. And after that, we go with the qualifying process, which is again, different from business to business. But the idea is to ask your potential customer and understand if it is the right person to talk to. What are the pain points? Where are the bottlenecks? What is the expectation or what is the outcome they are trying to achieve?

And just to be clear, I don’t believe it’s possible to 100% qualify a personal LinkedIn, but I do believe it is possible to pre-qualify to a level that you already warm it up a bit, and you understand that he wants to have a conversation. And this is a fact that in 99.9% of cases when we ask them to jump on a call the answer is yes. Why? Because we didn’t ask it early. We wait until the person is ready and he wants it. Then we only ask if we can jump on a call and discuss some more details. I hope, I answered your question.

Arthur: Yes. There are so many teaching points here. Thanks so much. I hope this is really helpful for those who are watching or listening again. I’d like to add to that. It’s not like email marketing, so, you cannot spam people. And, I’m glad that LinkedIn made it this way because imagine what could have happened. The so-called social selling index that LinkedIn has in place, the SSI score is on purpose. Because LinkedIn wants us to play by their rules including messaging. And, the response rate is actually part of how you are assessed. There are four parts to the SSI Score and the messaging and conversations are also being a part of that. I appreciate your insight. I think we’ve touched upon that but still, you said that you don’t do automation because you want to sound natural like a human. However, any tools, software you guys are using that you could recommend or share as battle-tested tools from your arsenal required for LinkedIn outbound prospecting?

Hrachya: Well, to start with and to be very clear, I’m not saying these tools are evil. But my belief is that technology should not eliminate the human touch. This is very critical for me and for our business. The reason why we are not using these tools is that there are some risks related to them. First of all, LinkedIn doesn’t like these tools you can get your account suspended and blocked either temporarily or forever. This is number one. And when working with customers, of course, this is the last thing we would like to do to block anybody’s profile. The second thing is these tools are not smart enough yet. Maybe in a year or two, they will be smarter than all of us, but at this stage, they cannot really be selective.

What happens you can sometimes find yourself in a funny and goofy situation, not always though but every now and then when either the tool will not understand the first name or even worse some tools will not even detect the name. And trust me there is no such tool that 100% can guarantee that they will understand all the texts, all the icons, all the special characters, people are placing into their names. What happened once within our organization we were testing some message follow-ups and the tool kept sending the message without understanding the answer. I don’t want to mention the name of this tool, it’s a pretty popular one. It doesn’t happen all the time maybe 0.1 or even lower percent of the times but it’s about my reputation, my business and or customer’s business, I don’t want to risk that. As for the tools we use a scraper tool, called LinkMatch, which is very helpful for us. It’s really saving us a lot of time. It scrapes the contact information of our prospects from LinkedIn and immediately with two clicks transfers to our CRM.

Other than that, I don’t want to recommend any specific tools because we just don’t use them ourselves. These tools are much cheaper than the real people working for us because. If the average price for an automation LinkedIn tool is about $50 bucks, it is not really a big deal for a lead generation business. But if you are paying virtual assistants the cost can be many, many times more. However, this is the way we do business. We prefer to pay more, have lower margins, but to be safer and be of higher quality.

Arthur: Absolutely, reputation and brand matter. I agree with you. You cannot risk, a client’s account, like you’ve said that this is the last thing you want to have the client’s account blocked. Well, wrapping up this great conversation, what would you say or recommend to our listeners and who are watching us right now, what is one or two things they need to know or have or do to be successful with LinkedIn as a platform?

Hrachya: It is a good question. I’d say just be active on LinkedIn because there are many people and it was about me like a couple of years ago as well. I have been on LinkedIn since I believe 2011 over 10 years but for the first five years, I was totally a side-viewer. And I was one of those people who didn’t even like any content because I didn’t want others to know what I was liking, who I was following, etc. I thought it was a private and personal thing. It’s a mentality I guess. But later I’ve realized that the more you use it, the more opportunities are coming your way. Actually, this very conversation we’re having right now is the result of it. If any of us was a side-viewer, we would not even talk to each other right now.

Arthur: That’s a great example. Like I said in the beginning, we literally met recently on social media besides the fact that I am Armenian too but I wouldn’t know Hrachya if I wasn’t active on social media and he wouldn’t jump in and help me with his solution. That’s a living example, so sorry to interrupt.

Hrachya: My main point is that it is really about networking. It’s not just social media, but really a good opportunity to network with people. Whenever we’re posting content we’re getting happy when it is getting a lot of engagement, right? Today you have seen my first video ever on LinkedIn.Yes, people are liking it but the bottom line is that it’s all about real networking. Eventually, it’s not about likes but genuinely being interested in people and making some real connections here. And the truth is that I’m very active on LinkedIn. I’ve started posting content since last December and I have made a lot of connections since then even though I have not met these people in person. And this is all thanks to LinkedIn. So my number one advice is just to be very active on LinkedIn. Don’t be a side-viewer, regardless if you’re on LinkedIn or in your real life just be authentic.

Don’t copy others. And just be yourself. I’m not expecting everybody to like me. But I need to be myself because that’s part of me, that’s part of my personal brand and that’s just part of like all of us. So, probably these two things as a key takeaway. But just because we were talking about outbound prospecting again my recommendation would be to pitch people and make sure you have some system to follow-up with people and have all the information in it. That’s probably my advice to listeners to take away from this conversation.

Arthur: Yeah. I cannot agree more with and one thing to add to being active on LinkedIn is that sometimes people don’t realize when they’re being side-viewers like you’ve said and afraid to like, comment or share other people’s content thinking that they are giving more visibility or credit especially to a competitor it’s not actually the only case. LinkedIn actually gives credits and so to speak points to you for liking and sharing and commenting on other people’s posts. And, it’s made on purpose so people could interact with each other. And actually, by giving away likes or comments you are adding more points to your SSI score, a social selling index score that we just talked about. And lastly, how do people get in contact with you? How can they reach out to you? Or do you have anything to share with them?

Hrachya: I’m almost 24/7 online and the best way to get in touch with me is by contacting me on LinkedIn. And if what we’ve been talking about during this interview, if this somehow resonates with people, they can contact me and I can provide a free LinkedIn profile audit or messaging sequence audit whichever they choose. I’m ready to do it for free.

Arthur: Awesome. That’s really cool. Thanks so much. Please take advantage of that. So it’s a free audit of your message sequence or LinkedIn profile. Am I right? Get contact with Hrachya and have your message sequence and LinkedIn profile audited for free. Well, thank you so much. I appreciate your time and thank you for making time for this interview. And I hope this is not the last time and we will meet at least virtually for the time being. And when I am next time in Armenia, I’m going to come and visit you and will chat in person. But for those who are watching and listening to us right now. Please let us know, just give us your feedback. If this is something like Hrachya said had resonated with you, if this is useful or it’s not useful, you liked or disliked it, we don’t know. So just let us know if we’re doing the right thing or the right job. Are there any topics you would like us to talk about? Just let us know. This interview will be posted on different platforms so you can comment below about it. And again, thanks so much Hrachya and I wish you a great day ahead and thank you. Take care.

Hrachya: I really appreciate your time. I really appreciate this discussion. It was a very nice one. Very interesting one. And I really enjoy it. You are right this should not be the last one. And we should keep doing this and find some more common topics to discuss. So thanks for having me and everybody have a great one.

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