The Lucky Titan

Grow your LinkedIn Audience from 500 to 5,000 in less than 12 months With Chad Burmeister

November 05, 2020 Josh Tapp
The Lucky Titan
Grow your LinkedIn Audience from 500 to 5,000 in less than 12 months With Chad Burmeister
Chapters
The Lucky Titan
Grow your LinkedIn Audience from 500 to 5,000 in less than 12 months With Chad Burmeister
Nov 05, 2020
Josh Tapp

I’m Chad Burmeister - Believer, Husband, Father of two teenagers, and lifelong rebel and rule-breaker. I empower sales professionals to become the best version of themselves by focusing on their mindset, skillset, and toolset.

 My fundamental belief is that “it takes a village” to train the greatest sales professionals in the world. This is why I launched ScaleX.ai to provide sales professionals with the toolkit to crush their quotas and SalesClass.ai to provide sales professionals with the mindset and skill set to go along with the toolkit.

Website: www.chadburmeister.com
Instagram: @chad.burmeister
Facebook: facebook.com/chadburmeister
Twitter: twitter.com/saleshack
LinkedIn: linkedin.com/in/chadburmeister/

Show Notes Transcript

I’m Chad Burmeister - Believer, Husband, Father of two teenagers, and lifelong rebel and rule-breaker. I empower sales professionals to become the best version of themselves by focusing on their mindset, skillset, and toolset.

 My fundamental belief is that “it takes a village” to train the greatest sales professionals in the world. This is why I launched ScaleX.ai to provide sales professionals with the toolkit to crush their quotas and SalesClass.ai to provide sales professionals with the mindset and skill set to go along with the toolkit.

Website: www.chadburmeister.com
Instagram: @chad.burmeister
Facebook: facebook.com/chadburmeister
Twitter: twitter.com/saleshack
LinkedIn: linkedin.com/in/chadburmeister/

Josh: What is up everybody Josh Tapp here again and welcome back to The Lucky Titan podcast and today we have a very special opportunity be here with Chad Burmeisterthe CEO of Scale X and he’s here today to be talking with us about on how to scale your LinkedIn from 500 to 5000 connections in under 12 months and him and I were talking about this beforehand , we got probably do it at 6, he’s not gonna making it any claim right (laugh) So, Chad say what’s up to everybody and then I wanna ask you this question, tell us something interesting about yourself that people wouldn’t know and can’t be business related. 

Chad: Whats up everybody, Chad Buemeister of ScaleX.ai (ahm) what nobody knows about me and business is that I have a Mohawk when I was 17 years old and it was a double Mohawk it was like 18 inches high on both sides, so if you look real close to me you’ll my ear pierce there (ah) but that’s gone away over the years but (ahm) I’ve always been a corporate rebel which is how I ended up being and entrepreneur. 

Josh: see, I love that because I think that’s really indicative of I guess your business journey like you are saying you know I think sometimes people discredit those things but I was just talking to Zachary Babcock if you are familiar with him but yeah he went to prison, came out same thing it was rebel my whole life like I was one of the top 12 or top 15 podcasters in the world (ahm) pretty crazy to see that you know I guess like how that translate into your business journey so.

Chad: yea so you have to embrace your uniqueness and what I’ve learn is if you can go back to age 6 before you had filters put onyour mind sent and you ask yourself the question what we’re you passionate about when you were 6 or when you had your first memories as a kid and for me it was being competitive rope climb I was always the fastest on I could beat people at ping pong at the very young age and it’s not because I was awesome at pingpong or climbing in a rope I was awesome at competing and so if you can embrace that and then (ah) you know and make it your strength that’s what you are meant to be I mean at the very early age when you should figure those things out. 

Josh: (laugh) well, if you got a ping pong have youplay pick a ball yet? 

Chad: it’s been quite of many years when I play pick-a-ball yes. 

Josh: its kind afunny that it’s like becoming popular again, I play that back in high school I love that by thousand nerve for loving it but (ah) 

Chad: That’s funny

Josh: it’s good stuff Man. Well, so let’s get into the business side thing right (ah) I really want to pick a part what you guys doing over there at ScaleX because you’ve got a really cool story, I’m not gonna go heavily into that, to the back story but you’ve been able to grow your company to almost 2 million dollars now (ah) in revenue generated this year right, is what you are shooting for right now, one point million is what you are shooting for? 

Chad: Yeah

Josh:really cool you don’t get that point without knowing what you are doing;especially when you are selling services businesslike yours, so I reallywanna pick your brain on how you are helping people to scale from 500 to 5000 connections, let’s start there. 

Chad: yea, it’s all about virtual assistance and my prediction for sales people within the next 12 – 24 months, most sales people will have a virtual assistant to help them with their email, their LinkedIn outreach, pulling data you name it, there’s a virtual assistance for everything to these days, so just like you had an email address 15 years ago whatever the date was for that right , what’s this email thing , I was in New Zealand studying abroad that’s probably 20 years ago, let’s be honest maybe 25, actually 25. 

Josh: could be at 25 (laugh) 

C: 15 , 25 who’s counting, but when email came out it was like oh wait, I’m used sending a letter to my parents when I was at New Zealand you mean I can just push sent it goes back and forth, same thing happen with virtual assistant so a lot of you know what I like how I originally start building my connection on LinkedIn, first thing I learn is, I joined this thing called the “American Association of Inside Sales Professionals” theAAISP and this has been 12 years ago and I became a chapter president and so instead of saying Chad Burmeisterdirector at River Bed that’s one of my titles, but I also had head of chapter president AAISP so my connection rate coming in under the guys of President of ASSIP, I’m not recruiting you , I am not there for any other purpose than to bring you in and join the AAISP locally to come in a  chapter meeting so I would literally watch football games on a weekend this was when I was living in near San Francisco in Belmont and I had my laptop on the couch copy paste and just send the same message to all these people , “hey we’re having one next week” it is going to be in our office at river bed , you’re invited we’re gonna have hundred people focuses doing the talk on LinkedIn and he was like the LinkedIn guru at that time and so we’ve had that one, that one, I’ve copy and paste and get about 50% acceptance rate because I was coming in and neutral third party and not trying to sell them anything, I am literally there to help to change their lives, so fast forward now of you know many year later there’s instead of copying and pasting and sitting on the couch, right now in the cloud I’m reaching out to multiple people every single day to one “hey” I seereally a cool podcast you know in fact it’s not even me, it’s my virtual assistant right, Elisa and it say’s hey Josh I really see a cool podcast you know I worked with Chad and here’s his website, he’s his bio page , he’s a lot of places he’s spoken before would you like to him on the show,  the podcast outreach alone is getting a 50% accept rate maybe 20 or 30 let’s say no (hmm)  this is a woman only show you should have done your research , I am like yea, let’s not changing any times,  got it and now there’s a handful over yea we’ve already recorded it all the way to February so that’s just one playbook right, you can do outreach to customer’s our prospects you could (Ah) your first connection, once you’re connected first - first connection  people just forget about that , they post something on Linkedin, why not go out to those folks you could do 200 messages a day and LinkedIn not’s gonna care, ‘coz you already connected with those people they’re your network so hey I just launch a new book I’d really love you to check it out here’s the code to download the free book, so you just have to get creative and then leverage technology virtual assistant to automate more of the manual task. 

 

Josh: Love that, you know we’ve been employing a strangely recently so I kinda want to pick your brain on the process with it because I know it when you bring on a sales person there’s you can bring them on a salary with the commission or you could bring them on a commission only, we actually did a commission only but we did much higher commission and the problem with a lot of sales people have is that they don’t really want to the outreach so that’s where the VA comes in to place, they (they) do the outreach and then just have the calls off and the sales person just made the calls all dayis that how your process works? 

C: Big Time, yea same thing right I’ve got 5 sellers commission based sellers and then a CRO and we set them up with a full program, so it starts with data  we get thousand lead a month per rep. then we’ll do 3 to 5 emails with virtual assistant to those 1000 leads then we’ll do the social outreaching connection request a typical good connection acceptance rate is between  20% and 40% so I’ve seen people’s as lowest as 10, I’ve seen people’s high at 50 usually not over  50 so , if you are 20 to 40 you’re in good shape, then we’ll set them up the newest thing we are doing is actually the VA will do featured video and say hey josh I’m on your website really cool logo I can’t believe it looks like titanium, man I’ve seen you have founders and your podcast host – but it is somebody else besides me doing that scale and the hack is that 95% of the recording it the same for custom rate that ZXYZ, the difference is that Hey Josh, I am on your website here then tabs over to the other part purpose of my outreach is like we’d like to show you how we can automate your growth in your podcast show right what if you could get Titans On at Scale right and then it’s all recorded so by the time you said that data, digital and dials for my revs they’re getting 15 to 25 meetings a month with no effort they need to pull out they get on the calls, they show up and they do their discovery. 

Josh: and I mean when you’re talking about really cools because A it’s personalize but these result that is something that you could use I mean not matter what you are selling or not selling anything, I mean there’s a lot of authors out there who might say hey this is the great way to do collaborationsto get your book out there, what have you, but you know for companies like us, we do B2B selling this is just a goal mind right because we have that whole process automated and you can just scale it by hiring the next group of people. 

 

Chad: and theres.. part of the value of working with company like ours is in the messaging because you know a lot of people bring in a chain saw and they’re trying to do a industry work (laugh) here we go.. no don’t do that, it’s the wrong, it’s the wrong approach so we’ve got template that are build in and (ahm) and we’ve got some offline secret template that we only give to our favorite clients but it really involves that you could use an emoji, clapping hands so Nick, that Iwork with in the marketing side he’ll do clapping hands first then I’ll say I am without an apostrophe and  without upper case, I am not a fan of those I don’t say automation tools ‘cause you don’t wannalie, I am not a fan of those cheesy messages offering to give you any connection to my network and so what I really wanna do is connect you with on a personal level so I can schedule for 10 minute intro conversation so he goes pretty fast and hard and then when they comeback it gets a 50 % reply rate then here’s his LinkedIn’s video recorder and you go Hey it’s Nick I’m sitting here in the fire pick you know good to meet you, I really can’t wait to spent some time with you, Josh right and now he put’s (The) he set’s the hook sowe speak, and now it’s like game on. So he just uses the automation to get the initial response and interest and then he moves over to personal conversations. 

Josh: that’s awesome and so this is really how you grow your LinkedIn, you are doing it in a way that allows you to scale it based of the connection to or the most like to be buyers from you correct? 

Chad: yea you know there’s a two ways to build a list the LinkedIn navigator search functionality works pretty well, you can go in and say for the podcast let’s just give that  example podcaster, podcast host in the title, then you go in to the industry there are sales marketing , broadcast media , (there’s)  I don’t know it does, two dozen choices, you could see 1000, 1500 how many need to those categories so if you just go simple title, industry, opp there’s my 2000 perfect, everything under 25000  we can pull that list in to the application build the message and usually it’s 45 minutes customer signing up click the go button and they’re getting booked on podcast for example, the other way, the more sophisticated way that is probably 20% - 30% of customer’s use is start with zoom in for sales intel, so let’s do sales intel, ‘cause not all people heard that yet, yet I say because they’re drop and comer they partner with Bambora, and Bambora has 10th data signals, used to be 71,000 they must have just launch another 250 cause I was logged in yesterday and I was like holy cow, 7350 in 10 signals so you could say I want to find companies who’s looking for unified communication as a  service think zoom video think bring central 8x8, so you goes show me how companies are doing that and then show me the CIO, the CTO and the director of IT whatever titles there are, and contact centers for example so you say show me the companies that are above threshold on looking for you cast and then show me all the people that might be making such a purchase decision and then sales intel has the LinkedIn URL’s, wow exports (sound) and then you pull that in to the software and the only challenge with that one is you can only do is a bunch of 300 at a time where with LinkedIn Navigator 25000, but if you wanna be super super targeted now you can say hey looks to me you know I understand for doing some researchyour organization looking very closely unified communications service and so you can you know mail merge that piece to be so so pointing in your messaging and so those are two options I generally tend to lean on, LinkedIn navigator as the just because I’m lazy and I don’t wanna go full bliss 300 at a time. 

Josh: right… exactly

Chad: I’ve seen those for me 

Josh: our VA’s are on the same problem sometimes, I think, they discover a low rate right, it is the easiest way to get your numbers, so let me ask you this you know if you are producing those Leads with the VA’s and everything how do you help the sales team to close that a higher rate because you know you have a pretty healthysale background, so you know let’s talk about us for example we sell our10000 dollar mastermind, if we are selling something you know higher, take that out we call it our mid-year but like a mid-year product like that what should sales look like. 

Chad: Ahm, I’ll give you an example one company that we implemented called Max Hold came to us and they looked at our email automation, social, dialing like data and everything, and in the first month of deployment the Ai booked them over a hundred meetings now let’s be honest these works straight out bounce they do a lot of Facebook ads and so all of a sudden this one guy win from 20 meeting is a month to I think 140 if I remember right , I am like holy cow how does everybody do that many meetings and so he was frustrate , I usually used to do 20 and I am close the tie now do 140 and the quality is not as good so what we did is we worked with them to build in to call questions after they agreed to take a meeting ‘causeyou don’t want to qualify them before they agree right you say oh hey great in prep to the call with Josh to questions ahead of the meeting to for Max Hold they’re going to houses from people who are down size so maybe years 80 years old and you move to this8000 ftsq house down to a 1000 sqftapartment and so they need the qualification criteria was what’s the down size is it that more than 75%, so they ask the question how moves a month and this was a channel sale, how many moves a month do you typically do and or sales for realtors etc. so what’s the quality, and then what percentage how downsizing factor of over 75% and by asking those two took it for 140 meeting down to about 40, so he used to do 20 he would pre-qualified them on a phone and burn a bunch time and energy now he was able to let computer and AI do that for him now that he double the meetings we got rid of all the garbage, so the more you can put chat tools there’s a partners and bars you called chat funnels Billy, he’s the CEO he (ahm) we are partnering to build that functionality out on a landing page so LinkedIn, LinkedIn, LinkedIn, oh impress great (sound) landing page hey quick question right not you’re interacting with a chat bot rather than an email that takes days or weeks you just get it done right there in 10 seconds and qualify, so I think if could funnel them from the outreach to landing page and then pre-qualify now they coming as a hotter lead that how I think you can increase quality lead you your team. 

Josh:Love that, that’s really cool. And honestly I mean that process is for a lot of people it seems big high and the sky thing but it’s a simple assometimes even putting a question there in front of it or an application infront of yourcall that’s what we’ve been doing is to put an  application in front of it and that has allow us to pre-event people but you are talking about  whole other level let say hey let’s go do an AI basis so they’re having a whole conversation before they even get on a call with the sales person. 

Chad: Yeah and you know people , people are learning that it’s okay to talk to Alexa and Siri when I went to book a massage and when a park where I go skiing last year for the first time I called usually hey this is Ali, who can I help you? oh I wanna book  a massage, okay what time you know, back and forth waste of time, this time I call and then I get a text immediately on the phone call and the voice mail, says you’re gonna text on your phone ad you can automatically book, so I look and I got a list of all 12 massage therapists and exactly what their specialty are, once pre nato does this one, does that once good with sport and back injuries like holy cow, I couldn’t get that from Sally, like. 

Josh: Right 

Chad: now I’ve it all there so I think the very you know it’s not the more cost effect but it is also more affective. 

Josh: Yeah 100%, (laugh) you’re getting like what you said tho either quality calls really after send is done, salesman’s job is getting easier and easier, they’re gonna get lazy (laugh). 

 

Chad: What I think is does puts more pressure on inside the conversation so that’s why you’re seeing gone and chorus and exact vision just sky rocket with millions of millions of dollars put in, I mention to you earlier there’s a new technology I guess that’s not new it’s been out a while used to be just cards it’s called code breaker technology now they have it actually online and if you looked in your LinkedIn profile you click a button and then there five seconds it will tell me what the personality buyer type is so how do they buy right and you and I are both action people ‘cause I run the analysis right before the call and so action people thinking in a certain way they make things, they make decision on in intuition so I think fast forward today people are going to need those kinds of tools sets because now we don’t need you to pull data we don’t need you to send emails, we don’t need you to social outreach there are lot of things that we need you, what I need you for is to do human to human better than you’ve ever done before and so I think that’s where it’s gonna get interesting and that’s why I’ve pipeline as a service here on my logo, Nick is pushing me into a delightfully human tagline and I think that one will probably realistic. 

Josh: or sexy right..yea.. I love that, well you know Chad we’ve cover a lot of really good topics and help people will go back and really listen to this episode a couple of times because you just lay-down some major pieces of value there (ahm) but I do wanna ask you one final question before we sign off, so if you could leave one piece of advice for everybody on here and say okay if you like one thing about this interview what would you want that to be. 

Chad: Well, it is interesting I attended a mastermind myself recently and Katie Flynn does Instagram post and she’s amazing by the way, you could do such good stories right, walking around the kitchen. Hey this company has these problem they have to go from you know 65 hours a week then she had two kids and now she’s working 20 hours a week making twice a money and she does that story on Instagram with type words her advice I gave that story because try that, the second thing is she said hey you need to leave an offer and so I will give you an offer for people who are listening today but also think about this when you are selling you your customers or you are on podcastan offer would be our product ScaleX social cost 500 dollars a month and it’s 500 dollars to set up  so for a 3 month file to it’s a 2 grand the offer would be if I don’t get you in my team doesn’t get you in the subvert I’m getting at least 100 replies from people that are on your target market list in under 90 days and you get the whole 2000 dollars back, and that’s like men, just think about it, if I get a hundred replies from people that are in my exact customer I’m not telling you they’re allgonna buy but I amgonna get a reply if you did an email blast to a hundred thousand people, you might only get 30 replies and mostly them would say take me out of your list. 

Josh: Exactly! 

Chad: with LinkedIn when you use the secret magic The Lucky Titan does and the proper messaging then you really will get a hundred out of those a large percentage will be positive, so make an offer is where really I am going at. 

 

Josh: Love that, so make sure you go out and make anoffer and Chad make us an offer; tell us a little bit of what you are doing (laugh) 

Chad: yea lets right so exciting conversation in ScaleX.ai (ahmm) Man, we’re rolling up people in the industry where we just put out an offer and but an AI company traditionally we partner and so we bring the best technologies that you probably never heard off now we’re rolling up in the industry and I think ai for sales you know just keep an eye on it, Space X they started from nothing and became a rocket ship and I think ScaleX is gonna do the same thing (laugh). 

 

Josh: Love that so everybody make sure check out scalex.ai honestly these guys know what they are doing so if you need a sales pipeline that’s actually converts this is the place to go these guys know what they are doing for sure I mean you don’t get to almost 2 million dollars sales especially an agency realm, and so you know what you are doing so go check them out at scalex.ai and we will catch you all later.