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LinkedIn Riches
Copyright 2014, 2016 John Nemo
Published by John Nemo
St. Paul, Minnesota 55125
Revised Edition April 2016
ISBN 10: 149738401X
ISBN-13: 978-1497384019
All rights reserved. No part of this publication may be reproduced,
stored in a retrieval system, or transmitted in any form or by any
meanselectronic, mechanical, digital, photocopy, recording, or any
otherexcept for brief quotations in printed reviews, without the prior
permission of the publisher.
Book cover and interior design by Gregory Rohm
Printed in the United States of America
EXCLUSIVE
bOOK bONUS:
Free Video Trainings, Scripts, Tools and Templates!
IMPORTANT NOTE: To get the most value and benefit
from this book, make sure you visit www.LinkedInRiches.
com/Bonus to access the FREE LinkedIn Riches book bonus
materials. I created these to help you best implement the
concepts and strategies youll discover in the book, plus that
way I get to add new tips, tools and techniques as they emerge
on LinkedIn, given that its an ever-changing, digital platform.
EXCLUSIVE
bOOK bONUS:
Free Video
Training
Series!
W H AT O T H E R S A R E S AY I N G
John Nemo took my LinkedIn profile page and ignited it in a way
I hadnt seen done before. After witnessing Johns expertise up close
and personal, its easy to see why hes been crushing it on LinkedIn
the past few years. Simply put, when it comes to LinkedIn, John
Nemo is the real deal. Cant wait to share more of his LinkedIn
knowledge bombs with the rest of Fire Nation soon! John Lee
Dumas, Host, Award-Winning Entrepreneur on Fire Podcast, BestSelling Author
When it comes to LinkedIn, there are pretty much three people I
listen to, but only one has ever dropped new business right in my
lap the way John Nemo did. You know me. I dont recommend
people lightly. John Nemois worth your time. Jump on this book!
Chris Brogan, New York Times Bestselling Author & Speaker
Bottom line is that I can attribute just over $20,000 in the last
4-5 months to using LinkedIn based on Johns program insights. I
have another $10,000 in outstanding proposals that I feel confident
will land in the next few weeks.There is not a week that goes past
when I do not have new leads generated from my continuing to
follow this programs advice! Paul Copcutt, Personal Branding
Consultant & Speaker
After completing Johns LinkedIn Riches training and setting up
his system, I started receiving leads immediately ... within 90 days
my business was at 100 percent capacity. I literally had to turn new
prospects away. I can now easily generate all the leads Ill ever need.
Thank you, John! Karen Nierlich, Small Business Owner
In a very short amount of time, Ive added 90 new connections,
landed3 solid leads had more than 30 phone and in person
meetings with prospects. Ive turned my LinkedIn network into
a lead generation machine thanks to you, John! Your expertise
and insight is second to none. You dont try to pass off BS to your
followers. Your system is so simple even for the average Joe. Thank
you! John Barton, Director of Sales
John I should tell you that I just sold my largest consulting gig
ever. It came from LinkedIn, and it came from being proactive on
LinkedIn and following your tips! Thank you!
Dave DeVelder, FasTrac Revenue
Thanks to Johns strategies, I wasable to increase my monthly
LinkedIn profile views to well over 2,000 per month, which
jumped my connection requests through the roof! I went from
212 connections to over 2,000+ connections in just a few months.
I NEVER ONCE requested the connection it was all people
who are interested in what I offer. I am seen as an authority in my
space now. Ive also done a radio show interview and I dont think I
would have been noticed for it, had I not read and used the info
I learned from John Nemo. Thanks John!
Matt Johnson, SEO Consultant
When it comes to LinkedIn, John Nemo is a marketing genius.
His system has brought in dozens of new clients and generated an
ongoing stream of qualified sales leads are looking forexactlythe
type of services we offer. I cant recommend John and this book
enough! Thomas Backal, Lazarus Financial Group
Since taking your online course, Ive revamped my LinkedIn
profile and noticed a HUGE increase in the number of people
looking at my profile! Its helped me close new deals, and when I
talk with or email potential clients, I seetheyve checked out my
LinkedIn profile. Best of all, I now have people contracting MY
services to rewrite THEIR LinkedIn profiles! Thanks to LinkedIn
Riches, I now understand the power of LinkedIn and prefer it to
any other social media platform for business use!
Amanda Shaw, Webrunner Media Group
John, I incorporated your advice on the One sentence you must
have into my profile, and within two days I had three targeted
prospects calling me! It was the psychology of your sentence that
made the prospects move forward. Thank you for your insight!
Roger Smith, Coach and Consultant, Financial & Legal Services
A l so b y J o h n N e m o
F i c tion
Millers Miracle
Jumper
N onfi c tion
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Table of Contents
12
Dedication
13
Preface
14
20
25
61
98
117
119
121
D E D I C AT I O N
I dont have adequate words to describe how much Jesus
Christ means to me. Throw all that religious nonsense out the
window Im talking about Jesus Christ as my hero, savior
and best friend. Jesus, your inescapable grace, your tender,
patient way of loving me, your steadfast refusal to give up on
me no matter how often I stumble and fail and falter and flail
around how do I put that into words?
Where does love like that come from? Who gives us grace
like that? Jesus, just writing this makes me a blubbering mess
of gratitude. Thank you. My hero. My God. My savior. Im a
mess. Im broken. And Im saved. And Im safe.
We are made right with God by placing our faith in Jesus
Christ. And this is true for everyone who believes, no matter
who we are. Romans 3:22
12 | LinkedIn Riches
P R E FA C E
Jesus is a tough act to follow, but Ive got to thank some
other folks too. Ill start with John Morgan, who has been
an indispensible part of my life and business for the past few
years. Reading his book Brand Against The Machine changed
the entire way I approach marketing and business, and his
advice and inspiration remain incredibly important to me.
Thank you, John.
I want to thank my parents (both English teachers) for
fostering a love of story and books early in my life. I literally
grew up in a house that had floor-to-ceiling bookshelves
lining the walls of our family room.
To my gorgeous wife, Sara, and our three wild boys Jacob,
Alex and Bailey thank you for making me the luckiest guy
on the planet. Thank you Sara, especially, for believing in me
and encouraging me to chase my dreams. I cannot put into
words how amazing, beautiful and fun you are!
Preface | 13
14 | LinkedIn Riches
INTRODUcTION:
Why LinkedIn?
18 | LinkedIn Riches
Legal Disclaimer
With all that said, Ill take a moment to say Im not here to
make any crazy claims, guarantees or wild promises that youll
instantly become a millionaire or make money hand over fist
simply by reading LinkedIn Riches. Again, I am not here to
mislead you or promise a get-rick-quick scheme or anything
of the sort!
Instead, Im going to lay out for you exactly how I used
LinkedIn to build a six-figure business from scratch in less
than 90 days inside a tiny niche. Ill also show you how, in
the years that followed, hundreds of Small Business Owners,
Entrepreneurs, Coaches, Consultants and others have used
my strategy to generate sales leads, clients and revenue on
LinkedIn.
Sound like a plan?
Introduction | 19
20 | LinkedIn Riches
My Story
22 | LinkedIn Riches
My Story | 23
24 | LinkedIn Riches
se c tion 1
Profile:
If, like me, you grew up during that hilarious decade, youll
instantly be transported back to the days of tube socks pulled
up to your knees, short shorts, a fistful of quarters and Ms.
Pac-Man, Defender, and Donkey Kong awaiting your best
effort at the local video arcade.
Here I was, in fact, at the height of my 1980s glory. Note
the extra short shorts:
28 | LinkedIn Riches
Heres the point of my trip down 1980s memory lane: FixIt Felix is one of the most popular video game characters in
Wreck-It-Ralph.
And Felix is beloved by everyone he encounters because if
anything breaks he fixes it! Armed with a golden hammer,
Felix spends his days fixing his customers problems. (See where
Im going with this?)
Or, as another late 1980s and early 1990s icon of eloquence
put it: If you got a problem, yo Ill solve it, now check out the
moves while my DJ revolves it!
Ice, Ice, baby.
Yes, Vanilla Ice was a lyrical poet, and Miami was indeed
on the scene in case you didnt know it. But Vanilla and Felix
are trying to convey a timeless sales and marketing truth to
us: You must make your LinkedIn profile about the problems you
solve for your customers!
With that in mind, I want you to refocus, repurpose and
reframe every sentence of your LinkedIn Profile to answer this
question:How does what Im saying right now help YOU (my
ideal client or customer) make more money?
Now, before you hit the panic button, I want to share some
good news: I have scripts for you! Theyre simple, fill-in-theblank templates you can utilize like those Wacky Mad Libs
books see, I knew I could work in another 1980s reference!
Now, before I share those templates so we can make your
profile more client-facing, we first need to address something
even more critical your appearance!
Section 1: Profile | 29
36 | LinkedIn Riches
Section 1: Profile | 37
Section 1: Profile | 39
Especially here in the 21st Century, when our ultraconnected, always on, stream-of-consciousness scrolling
through one social media profile and update after another
gives marketers precious few seconds to grab our attention.
LinkedIn is no different.
With that in mind, lets dive into my template for your
LinkedIn Summary.
Well start with the very first sentence:
WHAT I DO: I help [TARGET AUDIENCE] achieve
[THEIR GOAL] by providing [PRODUCT/SERVICE].
See how simple and clear that is?
Using that approach, the first sentence of your LinkedIn
Summary instantly identifies your target audience, tells
that audience how you help themachievetheirgoals or
solvetheirproblems, and it explainshowyou do it (the service
or product you provide).
In addition, here are a couple of examples from LinkedIn
Riches students of mine:
WHAT WE DO: We make it easy to please co-workers,
partners and clients with gorgeous and delicious desserts that
make *you* look good. Our desserts will help you seal deals, keep
your employees happy and nurture lasting business relationships.
Its a beautiful thing! (Brennen Lukas, Whipped Bakeshop)
WHAT I DO: I help growing consulting firms, Government
Contractors and nonprofits improve profitability, increase
capacity, improve cashflow, develop sustainability, ensure
compliance and achieve a return on investment. (Lisa Anderson,
CPA, Virtual CFO)
Section 1: Profile | 41
42 | LinkedIn Riches
Section 1: Profile | 43
44 | LinkedIn Riches
Section 1: Profile | 45
You, as the person doing the selling, work as hard as you can
to make sure the prospect feels like he or she knows, likes and
trusts you before a sales pitch ever enters the conversation.
While you cant set up personal, face-to-face encounters
with 400 million different LinkedIn members, youcanmake
yourself more unique and showcase your personable, human
side by adding video to your profile page.
In fact, just a quick, 90 second long, Welcome to My
Profile! video will do the trick.
Heres how it looks on your profile page:
profile page. Of all the media types you can add, video is my
favorite, because its the most personal and trust-building type
of content you can create.
56 | LinkedIn Riches
profile, theres no reason you cant copy and paste them onto
your main website as well, right?
60 | LinkedIn Riches
se c tion 2
Prospects:
But all those tools and techniques are worthless if you dont
understand the psychology of LinkedIn and how to sell on the
platform.
So we need to start there.
Section 2: Prospects | 73
74 | LinkedIn Riches
Know, Like and Trust. If you put more of your personality into
your professional life, you become much more memorable and
likable to potential clients.
Sure, youll also repel some people in the process, but who
wants to work with those stiffs, anyway? Life is too short!
Find ways tomix in more of your personal life(family, hobbies,
etc.) onto your LinkedIn profile page and status updates.
There are many ways to stand out, of course, but my best
advice is this: Be yourself! Dont hide who you really are out of
fear that people wont like you or want to do business with you.
Instead, its being yourself that is going to make or break your
long-term success and sales.
The reason is simple: The more memorable, likable and
trustworthy you are, the more people will want to do business
with you.
And note I said memorable, not gimmicky. So be true to
who you are let the lines blur a bit between your business and
personal life. Put yourself out there, as scary as it might feel.
LinkedIn and make it likely that he or she will listen when I offer
more tips or solutions in the future.
Also, make sure that with the text of your actual invitation,
you treat the big shot like a normal person. Dont fawn and
gush over him or her. Instead, acknowledge what you like
about his or her work, why he or she will want to connect
with you and why youre reaching out. Save the hype and
hyperbole be straightforward, friendly and professional in
tone.
Note: If the big shot doesnt allow random connections
(meaning you have to have his or her personal email to send
a LinkedIn invite), Ive got a way around that too. Look at
his or her individual profile page on LinkedIn, and see what
Professional Groups he or she is in.
Go and join one of those Groups, and once you do, within
a few days of becoming a member of that Group you cansend
the big shot a 1-on-1 messagesince youre both members of
the same group even if you arent connected.
(Note: The big shot might have turned off the ability
for other Group Members to send him or her messages, so if
thats the case see the additional steps below.)
Finally, if none of the above free approaches work, you
can always pay to send the big shot a LinkedIn InMail as
well. (You get several InMail credits each month when you
purchase a premium LinkedIn account. InMail is basically
LinkedIn giving you the ability to force feed a 1-on-1 message
into a persons inbox even if youre not connected to him or
her on the platform.)
Either way, LinkedIn affords you several methods to
reach your big shot directly. In my case, I reached out
92 | LinkedIn Riches
94 | LinkedIn Riches
Section 2: Prospects | 95
level are like in the business world what makes them tick,
what to watch out for, and much more.
And while some big shots didnt want me to publicly
mention I rewrote their profile, theydidagree to serve as a
private reference when I approach other A-List types in their
area of the business world.
Like anything, every single attempt doesnt always result
in a home run. But I learn something in each instance, and
improve the next time out.
With that said, Im already busy cultivating several more
relationships with big shots that I think will catapult my
business and brand to A-List status, and its not by accident.
Section 2: Prospects | 97
98 | LinkedIn Riches
se c tion 3
Publishing:
Image + Text
Following in the footsteps of Instagram, Pinterest and
other popular visual sharing platforms, LinkedIn has made it
easy for users to directly upload images to individual status
updates, company pages, profiles, blog posts and more.
SlideShare Presentations
Much has been written about SlideShare and its value for
both SEO and visual appeal, so I wont belabor the point
Section 3: Publishing | 107
Videos
As I noted earlier, short of meeting someone face-to-face,
theres nothing better than video when it comes to doing
business online. When done well, video humanizes you
and your brand/company, triggers powerful emotions and
engagement with your viewers and builds the type of trust
and likability that are critical to moving someone from
stranger to paying customer. Its also fantastic for Search
Engine Optimization (SEO) remember, Google owns
YouTube and integrates those videos into search results.
Also, as of this writing, LinkedIn has taken a page from
Facebook and sets the videos you share in your status updates
to auto play inside the overall news feed for everyone else.
That means your ideal prospects and customers will see your
108 | LinkedIn Riches
se c tion 4
Parting Thoughts
Ive spent this entire book trying to drive that point home.
Its the result of having spent the past 48 straight months of my
professional life selling products and services on LinkedIn, testing
out every possible strategy and tool until I discovered the most
efficient and effective strategies available.
Ready for some great news?
You can do this.
You can!
Its not rocket science. Go back and read the testimonials at the
front of this book.
Those are regular people, regular professionals. People just like
you and me.
Remember, Im the guy who started his business with 1 client,
a wobbly folding card table and an empty Super Pretzels box in an
upstairs bedroom.
I talk about this quite a bit in my book Fired Up! (www.
FiredUpLive.com), and its more true now than ever: You live in
the single greatest time in all of human history to make a living
doing what you love.
The Internet, technology and social media platforms like
LinkedIn have leveled the playing field in a way never before seen.
The gates are gone. The doors are open. All you have to do
is believe enough in yourself to step through and apply what
youve learned in this book and what youll pick up from the free
training videos in the bonus area.
Are you ready?
Great!
Step through, and Ill see you over on LinkedIn!
118 | LinkedIn Riches
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I cant wait to read it!