Dan Mott: Hey, and welcome to another episode of just another LinkedIn live the show where we sit down with our fellow solo nos to learn about the tactics and strategies they use in their. So we can steal their ideas and apply them ourselves. I’m your host, Dan mot. And today I’m hanging out with my friend, Claire Davis, Claire, what’s going on.
Hey, I’m
Claire M Davis: so glad to be here. It’s so nice to be live with you again, Dan, it’s been a while since power hour and now we have to admit to everybody that we were just having a show so we could learn all of these amazing strategies for free. So thanks for really ripping the bandaid off for us today. .
Dan Mott: 50 cent, 50% of, uh, power hour here.
Claire M Davis: oh, I know. I know it’s been, uh, it’s been cool though, seeing how everybody’s progressing and how they’re, how our businesses are shifting. And now you’re doing your own live show and we’ve got podcasts happening. Matt’s doing a podcast. It’s been, uh, been cool to see people, you know, change and shift and transform.
Dan Mott: Really? Yeah. Right. I’ve um, I’ve been planning to do this. Since I think before we even stopped. And then, uh, this is only the second episode. So procrastination .
Claire M Davis: Yes, it was all leading somewhere. It was all leading somewhere important.
Dan Mott: Yeah. yeah. Awesome. Hey again. Hey Lori. Hey Steve. It’s good to see you. So Claire, you are joining us today because I really wanna know what you’re doing with your business.
Um, so we were talking about the fact that you’re automating and improving. Automating a lot of your business processes and trying in the process trying to yes. Improve your customer experience. So tell me more about that.
Claire M Davis: Yeah. Thank, thank you, Dan. Thank you for that wonderful
Dan Mott: lead. Oh, wait, wait, hold on for everyone who doesn’t know, uh, give us a little bit of background about yourself and your, your company.
Claire M Davis: Oh, for sure. So, um, Super pump to be here. Thank you so much for having me again. So if we haven’t met everybody, who’s here watching this now or later, my name’s Claire Davis and I run traction resume where I help medical sales people get great jobs and earn more money with, you know, those jobs that they really love through resumes.
Personal branding and networking strategies. So if you’re on here and you’re like, Claire, yes, we know how to network. Um, I’m telling you that there is a specific way that you can do this to really harness your unique value proposition and then leverage that to help others and to also grab the career that you really dream of.
So I’m super excited to be.
Dan Mott: Thanks for having you don’t get to beat. It’s like riding a bike
Claire M Davis: yeah. Yeah. Well, it’s, you know, it’s funny too, because I was just talking with somebody about, um, networking this morning and she was saying, yeah, I re you know, when I first started being active on LinkedIn way back and for her 2004, she was talking about how she’s still.
Covering the same topics that she is right now, which chiefly is networking and how to do it. And it’s funny because we think, okay, we’ve heard this a million times, but it’s sometimes you have to hear it in a certain way and from a certain someone to actually put it into practice. So, um, it’s, uh, it’s.
Maybe evolved a little bit in the way that we approach networking, but not much. I mean, people still wanna work with people. They like, you know, I mean, yeah, that’s why we’re here today.
Dan Mott: Or sometimes you just need to be beaten over the head with a stick over
Claire M Davis: or the beatings or the beatings, you know? Um, funny, because I mean, think about how we all came together.
You know, when we were doing power hour for anybody who doesn’t know, power hour was a show that Dan and I were. For about a year and a half, it just kind of closed out in may. And it was with Matt Z and Aaron Geiger as well. And it was sort of a bootstrapped interview with other entrepreneurs who wanted to generously share more about what they do and their, and the ways that they, you know, have achieved, uh, their success and like, so generously gave of their time and of all of their strategy.
And that all happened from one single networking message. because two years ago, I reached out to Matt Z and we started chatting in the DMS about public speaking and storytelling. And it became a clubhouse room back when clubhouse was hot. If anybody else is still in clubhouse, say, Hey clubhouse, I haven’t been a clubhouse in quite
Dan Mott: a don’t because you’ll be shake
Claire M Davis: and then we, and then, you know, we ended up, um, we ended up making.
Make it over to LinkedIn live. And then when you and Aaron joined us, I mean, it just, it was awesome. And it was all just from, from networking. So like call it what you want, call it, networking, call it, making friends online. My husband was just teasing me about this yesterday. He’s like, you have like real friends on LinkedIn cuz sometimes I’ll be talking and I’ll reference something like you said, I’ll be like, oh yeah, my friend Dan, he goes.
Is this LinkedIn Dan? I’m like, yes, it’s LinkedIn Dan, but that’s
Dan Mott: not just
Claire M Davis: cause that’s my job. yes. That’s the world ruin. Yeah. So it’s, um, it’s been cool. It’s amazing what networking can can
Dan Mott: do. Yeah. Well, it’s funny. I met Matt the same way. I, I reached out to him. I, I mean, this was like three plus years ago.
I forget why I, or whether I reached out to him or he reached out to me why we started, but like, it was my first pod. It wasn’t my first podcast, but it was my first podcast for my. Yes. Um, which didn’t end up bringing out, but it, like, I interviewed him and it built a relationship and then we I’ve, I don’t think I’ve created as much content with anyone else as I have with Matt, like, oh yeah.
Between all the power hours we’ve done. He was on my podcast. I was on his podcast. And then he also had me back on his podcast to do, uh, We did a three, three and a half hour recording in one day, and that was intense as ship, but it was so awesome. Oh my gosh.
Claire M Davis: What were you
Dan Mott: recording about? Um, so we did like my entire five pillars of LinkedIn social selling and we like broke it down.
Like, um, we like broke, I think it was ended up being three episodes, but we kinda like broke it down between those three episodes. Yes. Um, yeah, it was really cool. He’s uh, we’re still waiting for them to be published, but yeah, that was, that was, that was an intense and awesome
Claire M Davis: experie. Oh, I’m sure it was.
Well, I remember we tried to go through your program now, if you guys haven’t checked out, Dan’s social set, I’m gonna plug you right here. And now on your own show, this is why I brought Claire on and cue the plug. Okay. So now that we’ve, we’ve completely, uh, lifted the veil, um, your course was so helpful for me because it was just like to the point quick snippets.
But I do remember when we were trying to talk through like the entirety of what you teach. In one power hour episode. I just remember us being like, oh my God, we should have broken this up into like a week’s worth of episodes. There’s so much here, but you did it.
Dan Mott: You feel a lot. I was like, I was, I was struggling to breathe in between
Claire M Davis: we’re in the back channel.
Like how quickly can you talk about the third pillar? yeah, I was like,
Dan Mott: we’re like 90% of the 90% of the way through the episode. And I’m like 25% of the way through the presentation.
Claire M Davis: We’re like we got this. We got this. No big deal. No big oh my God. Oh Laurie. Oh, it’s so good to see you guys, Steve. Hey Tegan.
Hmm. Oh, so Claire, we kinda about business
Dan Mott: things. All right. Yeah. Well, yeah, we we’re here for a reason. We need to talk about something automation. So this is your biggest, um, priority at the moment, which I love. Right? There’s there’s already so many things that I’ve automated in my. Um, we actually started the conversation because I had you come on as a guest and I automated the, on the, the guest onboarding workflow for power hour.
And then obviously did the same for this show. Yes. Um, and like totally, uh, full transparency here. Totally scrambled did not have the show plan. Claire commented on my post yesterday, like yes, more Dan video. And I was like, you don’t know what you just got yourself on to you’re going library tomorrow. but I had that’s how, but I had the entire process laid out.
I didn’t have to think about it. I literally sent her a link and boom, we had everything scheduled and ready to go for today.
Claire M Davis: So, yeah. Yeah. You know, I think that, um, for anybody who is. in sales. If any, for anybody who owns a business, I think there becomes a point where, you know, once your business starts to grow and especially if you’re a, so entrepreneur, so for anybody here, who’s a, so entrepreneur, you’re gonna immediately get this.
It’s like one of those things, like when you get it, you get it. But there’s only one of you. . And so once you start to see that growth happen, you really can’t obviously create more time. So automation becomes your best friend and you can’t automate everything because I mean, how many of us hate calling a company and getting the phone tree?
Like you can’t automate everything. People will not wanna do business with you if you automate everything, but there are some parts of automation. Think can not, can help us in two ways. Number one, it gives us a little bit more time to be creative, to create, to do the things we want to do to bring our clients to the next level that we can’t do.
If we’re constantly answering, you know, every little, um, piece of the journey with our own personal touch, like there has to be. Space that you create for yourself so that you can, you can really get your clients to the next level. Um, but the other piece of it too, is I think that automation also lends itself to credibility.
Because there’s something and, and it must be a psychology factor here, but there’s something about when there’s enough automation on the user experience side that says, okay, this person has done this before. Um, and there is a process and we trust we, we naturally trust processes. So for, for, for example, um, you know, if you work with me for all my clients, if anybody’s popping in here, I know a couple of folks were gonna try and join us today.
But if you work with me, a large part of telling your story is developing the system you have for success and believe me. Everybody has one almost no one has put it down on paper, unless you own your own business, cuz you haven’t really had to. You’re just sort of doing it naturally in the moment it, but, but when you get that system down and you can start laying it out as your personal process, like this is how I have generated results throughout my career.
Now I know what that is to bring to you. One, you can, you can approach and attack any problem because suddenly you have your system that you use. So they start, start thinking, okay, well, you know, maybe she or he hasn’t been in this particular niche focus, but this is how they’ve approached and gotten results for all these other industries.
Of course, they can now take that same approach and apply it to my situation. And then. They trust you more because you have it, you have a process you’ve really thought through it. So, um, I just remember that’s my long winded way of saying I was so grateful because when, when we started power hour, you jumped in so quickly and you knew how to get it set up in a way that gave all of us the time we needed to create, to grab GA great guests to network, to.
Enjoyed the show and enjoyed creating the show because you had the back end figured out. Yeah. It was amazing. You were amazing. you’re
Dan Mott: Claire no, I think that’s, that’s such a good point though. Right? Um, like there’s some things that just don’t scale and the only way to scale them is by investing more time in them.
So in order to make the time to be able to invest more in those activities, All the stuff that’s being create creative and networking, right? Like those are the two main things, like big, big categories that I think of and client engagement, right? Like, same thing, just like personal interaction. Those are things that just simply don’t scale mm-hmm and to be able to automate outsource or put like systematize any, everything else in your business to make more room for that.
I mean, even too, like for me, I, I think the, the biggest thing for me was when Lily was born, I took less than a week off of work. that was my maternity leave and that sucked. And I lit, I literally like wrote down like pages in my journal, like how this was such a problem and completely like to a, a little over a year now later, but completely transformed my business.
Not only the, the internal processes, but like the way that I sold my services and the way that I work with my clients. That’s why I’m much more focused on, uh, my product as opposed to like, I don’t even do coaching anymore. Mm-hmm because it’s like, I took. I took a week off for vacation. I then went out to go see my parents.
I then had I for my other company, we had an onsite, it was three days I got back and then my wife went away to a bachelorette party. So like the last, like three weeks I barely worked it all my business was impacted zero by that, because everything like, I batched everything, everything was automated.
Everything was like driven out. I knew what are the, what are the bare minimum things that needs to be done in order for me to take off. And literally it was the greatest feeling in the world for. Only a year later for me to have that complete and utter change by just simply like changing the, the way that I approach my business and the little processes on the back end that help me do that.
It’s it’s really cool.
Claire M Davis: There’s like, absolutely nothing that makes you prioritize your productivity like children. Yeah. Right. Damn sure. I mean, yeah. I mean, I remember when you, I, I remember being so impressed when Lilly was born because you one took the time, which. Was like, yay. You get to have some really good fraternity time.
Right. Even if it’s half a week, just being able to give your wife that help. Yeah. And being able to be with your child, you know, and then uniquely you’re home. You’re working from home. Like my husband was, was not at home. And so part of me thought. You know, I’m glad he was able to go into a place of work because you have to be really careful with your time when you work from home.
Yeah. , it’s full of distractions. Right. And, and, and valid ones who doesn’t wanna play with Lilly. Hello. I’ve been virtually snuggling Lilly for like over a year now. And, um, I think that, you know, you’ve, you’ve gotta. Able to put those processes in place to some degree so that you can be present in, in all of the areas, right?
Not even just business. Um, you know, yesterday I had, uh, I, I took in three clients. I ended up having some, some time in between. And my business is now automated to a point where once I work with, once I bring somebody in, there is a process that they will go through that I’ve already pre-recorded. I I’ve, we’ve been through the pitfalls.
So now I know with questions they’re gonna have generally and what they need to get to me for us to begin. But the beauty of that is I was able to go and take a bike ride with my husband. Right after lunch, which if you had asked me this a couple of years ago, like, forget it, you know, I was in front of the computer, like typing away and ramble yeah.
And I was there for 12 hours a day typing, you know? And so now, um, I think it’s almost, you know, it’s a, it’s an inevitable necessity yeah. To be able to automate pieces of your business. That make sense. Yeah. Um, and so that’s yeah, so that’s what I’m, I’m prioritizing this here.
Dan Mott: Because that that’s a really good area, too, client onboarding, because I think that that does need to be a hyper consistent process, right.
To know, to set this expectation, right. Like from like, even from before the sale, like closing, onboarding, going through the program and then everything afterwards, right? Like, yeah. That’s kind of like the, like the, the, the first impression happens, like during the sales process, but like Kate now, I’ve, I’ve signed, I’ve given you my money.
What can I expect that onboarding process is hyper critical? Oh yeah. And all it takes is like one bad day, right? Like if the kids are pulling your hair and like you send some shitty emails and like, you know, to, to have to like be at a hundred percent, every single day of every single hour of the year is just absurd.
An absurd ask. So to be able to, to automate that process, I think is huge. So, so tell me more about like your, your new client onboarding workflow. Like what does that whole process.
Claire M Davis: Yeah, well, um, you know, while I, while Gabe and I are trying to clone ourselves, if you, if you look at the comments right now, we’re working on those genetics.
if we can,
Dan Mott: I’m, I’m out pressing that to you, Gabe. So when you figure that out,
Claire M Davis: please let us know that’ll be a whole LinkedIn live in its own. But, um, so, so now what I do is, you know, once you are, you’ve probably heard of the thousand hour or 10,000 hour rule, right? So my husband and I. Calculating this the other day.
Um, and we’ve discovered that I’m well over the 10,000 hour rule when it come to resumes and medical sales careers. So that’s a good thing because it allows me to know ahead of time what a lot of people’s questions are. And, um, it’s really interesting when I get clients that call in and they’re like, Claire, I have a really complicated story and situation.
I’m sure you’ve never heard this before. And. More often than not. It is a version of something I have heard before, because even though we feel that we’re just so alone in careers and in our challenges often, it’s something that a career coach has heard many, many times in some way. So that’s really number one.
That’s the benefit for anybody who’s on the fence about working with a coach? I mean, Believe you me, I’ve heard some crazy stories and we figured them out together. So no big deal, but I mentioned the 10,000 hour rule because I don’t think I would’ve been able to develop the automation with, um, as much accuracy as I have without having heard the same questions over a million times.
Right or, or without having been so deeply ingrained in one specific industry like I am. And, you know, if I I’m sure I sound like a broken record, but for me, I am squarely within the medical sales industry, biotech, pharma, um, bio Theranos, you know, Biotherapeutics um, and device and med tech. Right. Because I’ve spent so very much time there.
I could start to see the patterns. And once I identified the patterns that people needed to know and the kinds of things I needed them to give me, then I was able to create this automated process. So if you. Say you are interested in getting your resume redone or you want some help with your personal branding on LinkedIn for your medical sales career.
Typically the process goes one of two ways. Either somebody will send me an email to Claire traction, resume.com or they will DM me in the comments of. Or on LinkedIn, which is great. All of that is wonderful. And so the very first thing I typically will do. So if anybody’s like a client of mine listening to this right now, they’re probably like, yes, I went through this exact thing.
um, the first thing I wanna know is what you wanna do next. That’s what I wanna know. And from there it can take, you know, it, it can go a couple of different ways. Some people have a resume that needs to be completely overhauled or it’s not updated at all. So since they have that document in some form, I have them send it right over to me and then kicks in the next part of my process.
For me at that point, I will actually do a video review for my clients of their resume. And I know, I think that you might have done this for me, Dan. I think I, I think you and maybe one other LinkedIn coach, um, had sent this just to my inbox out of the blue. And it was, Hey, I noticed a couple things on your LinkedIn profile.
You might want to think about updating this area and this area. And for me, that’s where my personalization comes in for my resume clients, because it gives me an opportunity to show them live. How, you know, I I’ve developed my triples system. It’s worked for thousands of medical sales reps, but I have to show them.
How I apply it to them specifically. And so that’s what the video allows me to do. And, um, I’ve got a lot of great response out of it because it’s somewhat automated, right. So I can do this and then I send it over to them when I’m ready. Um, and then also it’s still a personal touch point because I’m looking at their career experience and their career gaps and their questions and their actual document.
So that’s the beginning of my process. What are.
Dan Mott: What do you, so what, what tools do you use to enable all that? So like, if someone sends you, someone sends you an email or a DM mm-hmm , um, and then your, so like what, what’s the next step from there? You’re asking them to then send you the resume. So then they send that to you via
Claire M Davis: email.
Yeah, they can email it to me or sometimes I just have them now, you know, now that people are getting more comfortable with LinkedIn. Yeah. Um, even though there are a lot of lurkers out there, I know who you are. Um, but if you, if you want, you can just send it to my DM. So a lot of people will just attach it in the, in the direct messages.
Yeah. And I will. Take that, and I’ll open it up on my computer. And then I’ll use a program called loom, which is a recording program. I was gonna
Dan Mott: next question. What are you using to
Claire M Davis: record? Yeah, so I like loom and in fact, I got this question yesterday from a client who is embracing video as her social outreach, which guys this is so big video has been out on LinkedIn, at least video messages for four.
But almost nobody does it. And every time I do, I get about 60%. Of people right back to me like, wow, I loved your video. I didn’t know. You could do video. So you guys, if you have the gut, give video a try, send me or send, see I got the pointing. Right. Send Dan
Dan Mott: you gotta write this time. Yeah. Yes.
Claire M Davis: Send us a video note because, um, you know, we’ll, we’ll be your Guinea pigs and, uh, sorry, Dan.
I just offered you up to get a bunch of videos, but it. It really sets you apart in a big way. And it helps people to get to know you and trust you a lot quicker than, you know, just words on a page. So I use loom. Um, the other piece that I like using, um, loom for is when I’m doing any kind of outreach, or if I’m trying to connect with somebody who I’m not yet connected with as a, as a connection on.
I will use loom or even ARD and I’ll record a quick message to that person, you know, make it personal, I’ll read their profile or I’ll address whatever I’m trying to connect with them over and you can drop that link in their messages. Right? You can message that to them. You can put it in your connection request as that link, because until you’re connected as a first degree connection, you can’t.
Video native video and audio notes, which are the ones that, and, you know, obviously Dan’s the expert here on LinkedIn, but the, the ones that you record from the DMS, you see that little, teeny, tiny little, um, microphone, when you do that, you already have to be connected with that person. So if you’re using a third party service like loom or Vard, then you can just insert that link.
So even if you’re not yet connected, they can still get to know. Visually and, and, you know, through audio too.
Dan Mott: Oh, good. And you, and you know, I love, uh, data too. So when you actually use tools like that, you can actually see what the click through and like how much they’re actually watching of your video, which is really cool, because then that gives you a lot more insights into, well, how do I improve these messages going forward?
And I think, right. Like, and I’m sure you probably have more so for the, um, For the video introductions, as opposed to the video reviews of, of your client’s resumes, cuz that’s probably a lot more custom mm-hmm , but I would assume that you have some sort of like even template or, or like some sort of like repeatable process that you use for what you’re gonna say in that message and then just kind of customize it for that person.
Right.
Claire M Davis: I was shooting from the hip. Dan? No, I do have a process. that’s OK. He’s like, and this interview is over. Um, OK. so,
Dan Mott: no, but even when you do that too, cause I do this too right where I’m like, I don’t have it necessarily templetized but. I say the same thing over and over again, because I know it works and I’m like, all right, I’ve tried it enough to know that this message is gonna convert better than this one.
So,
Claire M Davis: oh, a hundred percent, you know, you’ve gotta get the reps in. And when you do, you kind of naturally see what’s, what’s converting and what’s really connecting with people and which things are, you know, not really working and you just right. Cause you do it so so many times. And, um, I’d say probably the next part after that more custom touch is the.
More automated piece, which is where I will, uh, send a calendar link. If they feel like, you know, I always have them confirm me, is this something you want, do you want to work with me? Do you think I’m a good fit? And if so you just respond I’m in and I’ll send you more details to get started. See, I could say this, like in my sleep, cause you just looked food a lot.
You’re like, okay, this is, this is what people on to. Yeah. And so once they do. choose to move forward to talk more. Then I send a calendar link and from the calendar link, that’s really where the automation starts with my program. Yeah, because I’ve, uh, coordinated a few follow up emails through ly. That’s how I schedule everybody.
And my calendar emails that follow the setup of the appointment. Walk my clients through what to send me. What they can expect and then a couple reminders of our call. And then I’ve got a few that are, you know, I think they’re scheduled for about three weeks out. So by that time, a lot of times we’ll have been, we’ll have completed the project.
But what I’ve found after doing this for so long is, you know, when we were talking about networking before. Well, a lot of times people are really well intentioned with networking, but get stuck when they’re not sure where to start. And so I have one last little bit of automation where after we work together, it’ll be about three weeks.
Your package will be complete by then. and I actually send them a series of videos on how to network effectively, because if there is one thing I know for sure, it’s that networking can save your career. In my case, it’s saved my life. And so I don’t feel like for me, it’s something they need to buy from me.
I. Everyone to have these kinds of tools and ideas. So I just add it to the automation and it, it kind of it’ll populate in their inbox about one week after we’re completed with their resume. So they’re excited. They’ve got their brand together, you know, they’re pump they’re, they’re looking for jobs. And then I pick on them gently and say, if you’re stuck with networking, try watching this video.
And then there’s a series of five. That’s
Dan Mott: awesome. I love that a lot because that. that’s like the cherry on top at the end, right? Like it it’s, I’ve already received the full value. I’ve already thoroughly enjoyed working with you. I’m getting, you know, I’m really happy with the results so far. And then boom, here’s going to be something the next step that’s going to continue to advance you.
Yeah. That is doing so much more for your clients and also for your reputation, which is great. Um, do you ask for any testimonials in that?
Claire M Davis: I, I mean, I would like to do that more routinely, but I.
Dan Mott: You saw that as part, like, add that either to that touch. Is that the last touch point or do you have another one after
Claire M Davis: that?
That’s the last touch point. So follow up so far has all been, you know, Personalized has all been just, you know, me and going back through, but I would really like to make that piece automated. Just one. So I can routinely check in with people because as you know, the market is insane right now. I mean, we’re, we’re getting all kinds of reports of it.
It’s the lowest num it’s the lowest unemployment number. I think it’s around 3.4 right now, um, for a long time, but there are big companies making. Cut right now. And so, um, you know, the, the market, depending on your industry is very volatile. So keeping up with the inbound clients of people who really need help.
Right. Um, and then also making sure to go back and connect with those people who I’ve worked with one and two and five years ago. That’s what I would like to automate. So they, so I can keep in the loop with them.
Dan Mott: Yeah. Do you
Claire M Davis: do this. No. Do you have automation for your testimonials?
Dan Mott: Um, So it’s something that I need to build into, and I’m actually gonna build it into the course itself as opposed to because the, my onboarding pro, so like your automation is built for the entire, uh, like customer life cycle.
Mm-hmm for, for that particular opportunity where mine is really. So, like, I have people that buy my course and then don’t actually fully like, take it or stall and don’t get started. Yeah. So my onboarding workflow is more about activating them and getting them started mm-hmm so. I still could, but it’s super hard because people consume.
Very differently. Right? Like someone might, um, purchase it and like literally watch through all my videos and then be done with it. Yeah. Um, someone might like I’ve purchased courses and then like purchase them and then didn’t even start watching them until like three and a half months later. So yeah, it’s super hard.
So there’s, um, I’m experimenting now with more triggers within the course itself. So like, Having the onboarding workflow being triggered by the fact that you signed up for the course and getting you engaged further into the course and getting you involved and like, oh, that’s a good idea. Like, I, I should, I should go check out this particular video if I’m struggling with XYZ or whatever.
Um, but then when you hit like certain milestones in the course use that as another trigger to kind of. Have a second call to action. And that’s where it’d be better for me to put like a request for testimonial, because I know that you’ve already consumed so much of the course. I know that you’re fresh into it because you’re doing it.
Um, so that’s like ideally where I need to put it in my process.
Claire M Davis: I think that’s smart. And you know, I’ve taken a course like that. That’s had a midway testimonial ask and uh, also one that’s had a mid. Book, uh, review ask because the course was, or, sorry, in that case it was an audio book. So I did a course like this and then an audio book like this, where right.
Smack dab in the middle, you know, they said, Hey, if you are enjoying this, the best compliment you can pay me is to help others find it too, click on this link, you know, and so on. And really, I. I think that’s perfect cuz you’re catching people right in the tide of, of, um, enjoying and absorbing the content and getting excited about what they’re reading.
So, um, what’s this, what sort of strategy, if you care to share, um, do you think you’re gonna use as far as where you would put that within your course? Is there like a point where people are like, oh Dan, I love your course, but like this is my favorite part. Would you put it there? Would you put it before they have to do some homework or
Dan Mott: after.
Yeah, it’s, it’s, it’s weird, right? Because I mean, you’ve been through my course and, and like only so many people will know this, but my course is, is not like a linear journey. It’s more of a kind of build your own experience where it’s like, all right, you need to figure out in the beginning what you’re struggling with.
And then I point you in that direction of what you need to focus on right now. Mm-hmm so it’s, it’s hard to say that there’s a definitive middle in my course, um, because all the content is like, I could start here. I could start there and end here versus there. Mm. So it’s, it’s weird. Like I see. And this is another thing we can talk about, right?
Like automating upsell opportunities. Mm-hmm so like that I have more strategically planned out for like, all right. If you make your way through the pro like through the, the profile section, then I can upsell like a profile review or something like that. Right. that is very targeted strategic, because I know you just went through this content.
Here’s something else that if you need. If you haven’t, if the course hasn’t been able to help you self serve and you still need that extra touch, you want that? Just like the feedback, the human, uh, the human, like the one-on-one coaching out of it. Yeah. Then that would be like a good opportunity for that.
But in terms of testimonial, it’s super hard because I’d have to put it in. The introduction section, because that’s the only thing where you truly do start mm-hmm . Um, and I don’t actually have a cuz my, you know, my course is kind of like I’m always building it and improving it. I don’t have like an outro section, but if I like, that’s probably where I’ll put, put some more of that stuff where I’ll make a request for testimonials, I’ll put additional resources and things like that.
So mm-hmm, .
Claire M Davis: I think that’s smart. I like the offer. I like the upsell area because a lot of times, um, for, for example, the scout I was chatting with yesterday, you know, she would be interested in create going through my course, which is still in beta. Everybody. Don’t worry. It’ll come out. I know. But, um, she wants to go through the course, but she doesn’t wanna create her brag book.
She wants me to create the brag book. So in that case, you know, if somebody’s like, all right, I wanna dig into my resume. I’ve got this great template that comes with it. And then midway, I re you know, always remind if you guys, if. If you’re listening here and you don’t yet have a brag book. And what I mean by that is a professional portfolio.
So at least 10 pages of your best projects, the stuff you’re most proud of. Um, and certainly any, any numbers you wanna tout. And some social proof too, get your brag books together. They will serve you all career long. You can position them for whatever future job you wanna go after. But you know, if you want them to be designed, that could be something that I could offer within the course to say, Hey, you know, you’ve got your resume.
If you want me to design your brag book to suit, then we can do that. So, oh, Lori, so great to see. Yeah. Yeah. So let’s see.
Dan Mott: Yeah, she, she was commenting on that. The testimony building has testimonial the course. Yeah. Which I love. Yeah. I think that’s so good. Um, because I think right. It’s, it’s engaging and there’s the best time to ask is when someone is like in the throes of it.
Um, so like having those triggers in a course to send an email, like I did that, um, with Justin Welch’s course when you hit a certain milestone. Yeah. Um, he sends you an email and it’s like, you’re. When it’s, it’s funny when you’re sitting here, like I’m, I’m looking at this screen and I’m, uh, like I’m, you know, like going through his core stuff and then I have my phone like right here.
Yeah. And it just like pops up in his name with an email and it’s right. Like, you are so likely to open up that email than any other time because of that, just like I’m consuming one thing on this screen and then boom, it pops up on another screen. So having those triggers is, I think anything that can be triggered is, is a great place for automation.
Right? Where, where the, the customer, the prospect. They take an action. And then as a reaction, you’re automatically doing that. And it’s like, yeah. I mean, you see it like in, you know, like in B B2C all the time, right? Like if you leave stuff at a cart, they’re gonna send you an email about that. Cause they want you to come back and buy it.
So, um, right. Like capture people’s attention when you have it or hold people’s attention when you have it, I think is critical. .
Claire M Davis: Yeah. So has anybody noticed that once you log off of LinkedIn, after being a little bit active, that suddenly you’ll start getting notifications to your phone? Hey, did you know Dan just commented on this thing you haven’t seen yet?
I mean, it, you know, it’s truly, um, it’s truly all a, uh, a piece of psychology, I think. And probably it would be, um, great because I know when I took your course, I think that I blew up your DMS to tell you how much I loved it. and instead it would be nice if I would’ve just sent you the recommendation or the testimonial right then and there too.
So,
Dan Mott: yeah. Yeah. Okay. Well, Heather, you still have to do a testimonial for me.
Claire M Davis: I will do a testimonial for you. This is what I’m saying. I need the automated
Dan Mott: reminder. I know, see, look that’s case in point, right? If you don’t wanna make that process, if you don’t catch that person’s attention while they’re doing it.
I’ve been, I think I’ve been chasing Claire for testimonial for months.
Claire M Davis: OK. But what he won’t tell you is if you looked at our DMS, he’s probably like stop gushing about us. Okay. stop gushing. I know you love me. I know you love the course. We should just screenshot it and I’ll make that the testimonial testimonial I’ll do it today.
LinkedIn, keep me accountable. I’ll have it by the end of the day.
Dan Mott: Yeah. Right. Awesome. Um, okay. So I know we’re, we’re coming up on time here. I want to talk about your area of expertise, personal branding. Um, I know from experience doing it, myself, working with other people doing the same thing, right? Like coaches, consultants, what we teach to our clients is very process driven.
Right. But like when we apply these principles to ourselves, we typically are kind of ahead of the curve because we need to. We need to be the Guinea pig, test out the strategies, make sure they work before we actually give them to our clients. So yeah, personal branding, you are an expert in this, you, this is what your clients pay you to do.
How do you take that approach to personal branding for your own business? How do you apply it to
Claire M Davis: yourself? Oh, this is such a great question. And for anybody here who has, who is in medical sales or in, you know, a provider of some kind, what I love about. This industry is how passionate people are about what they do.
But if you were to look. The profiles of folks in this particular industry, we are terrible about sharing that passion with our social network. And in fact, 99.9% of the posts specifically around medical sales are either gonna be. Resharing something, um, resharing data that has been launched internationally, or it’s gonna be resharing that there’s gonna be a conference coming up or resharing that there is a job available for so, and so’s team period.
There’s really a ton of runway for anybody in medical sales, who is willing to just dip a toe into personal branding. And so I like that because there is a ton of opportunity there for people to really set themselves apart and get known for what people already love, doing business with them for anyway, on social media.
And it really is truly a unique time. Right now is the first wave of physicians who all, even the new physicians all grew up with this in their hand. so everybody is comfortable. Now, all physicians are comfortable now with some kind of digital aspect of work, whether it’s, you know, um, we were all forced to be using electronic medical records within the last 10 years.
Right. So it’s, it’s a great opportunity for medical sales professionals to. Start using, uh, personal branding for their benefit. And the way that I try to kind of get ahead of that is I I’ll show them, you know, I’ll show them the differences between the posts, where I talk about very cut and dry medical sales procedures, or if I post about, you know, something that’s just, you know, I’m just seeing in the, or, or something versus.
Posts where I allow my network to get to know me for what I stand for in business and as a coach. And the difference is, is like staggering. Um, in fact, the other day it was funny cuz one of my, uh, dear friends was saying, you know, you don’t post about, specifically about medical sales a lot. And I said, well, I know, but when it comes to doing business with somebody, what I’m focused on is helping people to be known beyond the name tag.
And what I mean is I would love it. If you’re in medical sales, there is something special about you because it’s not just sales, it’s sales, but at the end of the day, you are actually impacting somebody else’s health. It’s a, it’s a, um, it’s a heavy commit. And it’s a really important one. So tho those who are drawn to it, I, um, I commend you because it’s really not for everyone.
You know, it’s not the same when people say, if you can sell one thing, you can sell anything, not in medical sales, because you literally have to align with a physician, a provider of some kind. To make sure that someone else comes out healthier on the back end. So it’s a little bit different, but here’s the deal is you can’t settle to just be the figurehead of your company.
You’ve got to let people get to know you as an individual. And that’s really where the traction starts. And I see Jeff in here. I know Jeff totally gets this concept and it’s been amazing to see when people start to take hold of who they are beyond just specifically what they’re selling or beyond the specific conference they’re going to and apply.
Their personality to it. Um, give people something to, you know, chew on and think about that’s about them. That’s relatable, but not just business. Then the sky is truly the limit, but what’s really great about this industry is for, you know, for anybody listening. Now, this is the perfect time to step into that personal branding and it doesn’t have to be, you know, sharing about.
Things that are too personal. Like, you know what I mean? Like you don’t have to share every time you get a cavity, but you know, if you can at least take off the super corporate, I’m afraid to even share a personal story hat and start to step into the idea that, you know, People love to do business. People like to do business with who they like.
And if you let people get to know you, it’s easier for them to know, like, and trust you too. So that’s really where, um, we’ve been focusing a lot this year. We started with resumes and now we carry it through to personal branding for your entire career, wherever, whatever name tag you wear. We go beyond the name tag with your personal
brand.
Dan Mott: Claire for whoever told you that you don’t talk about medical sales enough, I’m gonna go back through the transcript and, and, and count how many times you said medical sales in this episode. yeah. And then, and then you’re gonna send him that quote he’s he is gonna bite his tongue.
Claire M Davis: I’m a little obsessive about the industry.
I’ll I’ll admit, but, uh,
Dan Mott: it’s a great one. Steve says personal branding, networking and engagement are all tied together. For those of us who work in sales, this is a constant, never did necess a hundred percent, right? Like I think. It’s always about relationships. Um, being there for people being, you know, not just there.
And I think you said it really well. I’ve been on this kick. , you don’t have to sell your product. You don’t have to sell your product. You don’t have to sell your product or your service. You have to sell yourself. And that’s the most important part. And that’s where that’s very much networking, right? That is building relationships, getting to know people and truly wanting to help those people that you can.
Claire M Davis: So, yeah, I think so. And you know, I think part of it too, is recognizing that even if you’re not actively, you know, storytelling on LinkedIn or sharing a ton, your brand, if you’re on social media in any way, and even if you’re. If you’ve ever called on a customer more than one, you already have a personal brand.
It’s what people say about you when you’re not around, which I know sounds cliche, but that’s the gospel truth. Your personal brand exists. So once you, you know, come to accept that it’s there, but you have the ability to curate that message so that you can position yourself for your own future. I mean, the sky’s the limit it’s.
Yeah, for
Dan Mott: sure. Claire, thank you so much for being on. I always have so much fun talking with you. Thanks. Really glad we covered. We covered a lot of stuff here, so I, I hope it was helpful for everyone. Um, if you wanna connect with you afterwards, uh, where’s the best place to do so I think I know the answer, but yeah.
Claire M Davis: You know, um, I’m gonna surprise you a little bit, so if you wanna connect with me, please do, um, you can just go over to my LinkedIn profile and I can pop the LinkedIn, uh, link in the comments, but for anyone who’s a little bit. You know, confused or wary of, you know, okay, who am I? What is this personal brand she’s talking about that I already have?
Like, what is this big secret? I have a free worksheet. You’re welcome to grab as well. It’s on my website and I’ll add the link as I’ll add the link to the chat, but it’s traction, resume.com. Slash DIY dash resources. And you can start to sort of put these pieces together for yourself and really help to bolster your career and your personal brand.
Dan Mott: Awesome. Claire, can you drop that in the comments on the live? Yeah. And then when I push this to, uh, website content, I’ll put the call. I’ll put the, the link there as well.
Claire M Davis: Done. You’re giving me a lot of homework here today. Dan, I don’t know
Dan Mott: about . I told you, I warned you when you met, when you commented.
Claire M Davis: uh, well, I’ve been, um, I really enjoyed being live with you again. Um, I don’t know if anybody here, I know Steve has been to a power hour. Uh, Gosh, not that long ago, I just dropped those two links into the chat, you guys. But, uh, Dan, it’s always such a pleasure to talk with you live, you know, I consider you a, a friend, but really, truly, I have to say that when I started getting to know you and talking with you regularly, you really helped me up my game in business too.
So thank you for all that you do friend
Dan Mott: right back at you, Claire. You’re awesome. cool. Um, So if you are a, so entrepreneur, who’s looking to talk business strategy, collaborate and find new opportunities with people like Claire, myself, and more, um, join the conversation on slack. Uh, we have free membership and you can join the link, uh, right on my profile.
If you come check up my page, uh, be sure to send me a DM while you’re there. And thanks for joining everyone. Have a great day.
Claire M Davis: Thanks, bye.
