{"version":"1.0.0","segments":[{"speaker":"Ian Moyse","startTime":0.03,"endTime":5.28,"body":"It's figuring out and I call it"},{"speaker":"Ian Moyse","startTime":0.03,"endTime":5.28,"body":"being a Sherlock, it's finding the way in."},{"speaker":"Ian Moyse","startTime":6.16,"endTime":48.15,"body":"The clues are usually there, but most"},{"speaker":"Ian Moyse","startTime":6.16,"endTime":48.15,"body":"people act like the Strahd and miss them."},{"speaker":"Jonathan Green","startTime":49.69,"endTime":68.04,"body":"Thanks"},{"speaker":"Jonathan Green","startTime":49.69,"endTime":68.04,"body":"for making the time."},{"speaker":"Jonathan Green","startTime":68.07,"endTime":68.76,"body":"Glad the chat."},{"speaker":"Ian Moyse","startTime":69.63,"endTime":70.21,"body":"That's all right."},{"speaker":"Ian Moyse","startTime":70.23,"endTime":70.83,"body":"Not a worry."},{"speaker":"Jonathan Green","startTime":71.72,"endTime":75.41,"body":"What I think it would be"},{"speaker":"Jonathan Green","startTime":71.72,"endTime":75.41,"body":"interesting topic is if I have this right,"},{"speaker":"Jonathan Green","startTime":76.54,"endTime":78.18,"body":"your freelancing started in like 2012."},{"speaker":"Ian Moyse","startTime":78.914,"endTime":80.934,"body":"But the"},{"speaker":"Ian Moyse","startTime":78.914,"endTime":80.934,"body":"freelancing bet is over."},{"speaker":"Ian Moyse","startTime":80.934,"endTime":82.374,"body":"I've always had a permanent job."},{"speaker":"Jonathan Green","startTime":82.764,"endTime":86.394,"body":"I know they would be"},{"speaker":"Jonathan Green","startTime":82.764,"endTime":86.394,"body":"interested in the idea of, I always say,"},{"speaker":"Jonathan Green","startTime":86.564,"endTime":88.974,"body":"cause I lost my job in February of 2010."},{"speaker":"Jonathan Green","startTime":88.974,"endTime":90.324,"body":"I've been working myself for 10 years."},{"speaker":"Jonathan Green","startTime":90.764,"endTime":94.704,"body":"I would say I'm pretty much unhireable"},{"speaker":"Jonathan Green","startTime":90.764,"endTime":94.704,"body":"because I'm so used to being a"},{"speaker":"Jonathan Green","startTime":94.704,"endTime":96.954,"body":"boss and I make boss decisions."},{"speaker":"Jonathan Green","startTime":96.954,"endTime":100.295,"body":"I work when I want, I do what I"},{"speaker":"Jonathan Green","startTime":96.954,"endTime":100.295,"body":"want the thought of someone telling"},{"speaker":"Jonathan Green","startTime":100.295,"endTime":104.568,"body":"me what to do or what to wear it's"},{"speaker":"Jonathan Green","startTime":100.295,"endTime":104.568,"body":"like you can't join the army after"},{"speaker":"Jonathan Green","startTime":104.568,"endTime":105.828,"body":"you're 40, for the same reason."},{"speaker":"Jonathan Green","startTime":105.828,"endTime":107.463,"body":"It's you're not going to"},{"speaker":"Jonathan Green","startTime":105.828,"endTime":107.463,"body":"listen to some 18 year old."},{"speaker":"Jonathan Green","startTime":107.463,"endTime":109.113,"body":"So that would be interesting."},{"speaker":"Jonathan Green","startTime":109.143,"endTime":111.003,"body":"Or your expertise to sales."},{"speaker":"Jonathan Green","startTime":111.06,"endTime":112.89,"body":"You're really good at that."},{"speaker":"Jonathan Green","startTime":112.89,"endTime":116.7,"body":"I'd be interested in that for"},{"speaker":"Jonathan Green","startTime":112.89,"endTime":116.7,"body":"me personally, because I've"},{"speaker":"Jonathan Green","startTime":116.7,"endTime":118.0,"body":"been doing phone calls all week."},{"speaker":"Jonathan Green","startTime":119.052,"endTime":121.631,"body":"And that's the thing is that for"},{"speaker":"Jonathan Green","startTime":119.052,"endTime":121.631,"body":"a lot of us, when I got an online"},{"speaker":"Jonathan Green","startTime":121.631,"endTime":124.381,"body":"business, I was like, I never"},{"speaker":"Jonathan Green","startTime":121.631,"endTime":124.381,"body":"have to talk to other human again."},{"speaker":"Jonathan Green","startTime":124.571,"endTime":125.956,"body":"I can just live on my base and make money."},{"speaker":"Jonathan Green","startTime":125.986,"endTime":130.256,"body":"Then you realize it's 90% of my"},{"speaker":"Jonathan Green","startTime":125.986,"endTime":130.256,"body":"revenues, handshakes or friendships."},{"speaker":"Jonathan Green","startTime":130.646,"endTime":133.556,"body":"And now to grow my business,"},{"speaker":"Jonathan Green","startTime":130.646,"endTime":133.556,"body":"I'm doing phone sales again."},{"speaker":"Jonathan Green","startTime":133.556,"endTime":135.226,"body":"And it's this hurdle."},{"speaker":"Ian Moyse","startTime":135.596,"endTime":136.526,"body":"Let's talk about that."},{"speaker":"Ian Moyse","startTime":136.526,"endTime":139.376,"body":"Cause that's an interesting"},{"speaker":"Ian Moyse","startTime":136.526,"endTime":139.376,"body":"subject because I had that"},{"speaker":"Ian Moyse","startTime":139.376,"endTime":140.606,"body":"very conversation earlier."},{"speaker":"Ian Moyse","startTime":140.606,"endTime":144.926,"body":"Interestingly enough, that two"},{"speaker":"Ian Moyse","startTime":140.606,"endTime":144.926,"body":"things, one because of the nature"},{"speaker":"Ian Moyse","startTime":144.926,"endTime":147.986,"body":"of the technology world we live in."},{"speaker":"Ian Moyse","startTime":148.976,"endTime":155.306,"body":"That I think a lot of people confuse"},{"speaker":"Ian Moyse","startTime":148.976,"endTime":155.306,"body":"communication with conversation."},{"speaker":"Ian Moyse","startTime":155.876,"endTime":162.536,"body":"And secondly, COVID has accelerated a"},{"speaker":"Ian Moyse","startTime":155.876,"endTime":162.536,"body":"negative effect on people because people"},{"speaker":"Ian Moyse","startTime":162.536,"endTime":164.856,"body":"are hiding, I've become keyboard warriors."},{"speaker":"Ian Moyse","startTime":164.883,"endTime":165.963,"body":"And I get it all the time."},{"speaker":"Ian Moyse","startTime":165.963,"endTime":166.963,"body":"And this is the example I gave."},{"speaker":"Ian Moyse","startTime":167.113,"endTime":173.913,"body":"I watched the person, the person nodding,"},{"speaker":"Ian Moyse","startTime":167.113,"endTime":173.913,"body":"but I said, every day  I will get"},{"speaker":"Ian Moyse","startTime":173.936,"endTime":177.866,"body":"things such as a LinkedIn connection"},{"speaker":"Ian Moyse","startTime":173.936,"endTime":177.866,"body":"that will say something like saw your"},{"speaker":"Ian Moyse","startTime":177.866,"endTime":181.796,"body":"podcast on this, saw your video on"},{"speaker":"Ian Moyse","startTime":177.866,"endTime":181.796,"body":"this, saw you won this award, whatever"},{"speaker":"Ian Moyse","startTime":181.796,"endTime":183.506,"body":"it is, I'd really value connecting."},{"speaker":"Ian Moyse","startTime":183.506,"endTime":184.646,"body":"So, I can see your content."},{"speaker":"Ian Moyse","startTime":184.946,"endTime":186.596,"body":"That's valid, authentic."},{"speaker":"Ian Moyse","startTime":186.596,"endTime":186.836,"body":"Great."},{"speaker":"Ian Moyse","startTime":186.836,"endTime":187.286,"body":"Okay."},{"speaker":"Ian Moyse","startTime":187.706,"endTime":190.806,"body":"As soon as you let them in that door,"},{"speaker":"Ian Moyse","startTime":187.706,"endTime":190.806,"body":"you know where I'm going, right?"},{"speaker":"Ian Moyse","startTime":192.536,"endTime":195.746,"body":"Oh, there's the InMail with a sales pitch."},{"speaker":"Ian Moyse","startTime":195.776,"endTime":196.376,"body":"There it is."},{"speaker":"Ian Moyse","startTime":196.466,"endTime":200.008,"body":"There is because they've got"},{"speaker":"Ian Moyse","startTime":196.466,"endTime":200.008,"body":"this perception that digital  is"},{"speaker":"Ian Moyse","startTime":200.958,"endTime":202.838,"body":"different to real world, right?"},{"speaker":"Ian Moyse","startTime":202.838,"endTime":207.998,"body":"You would not in the traditional real"},{"speaker":"Ian Moyse","startTime":202.838,"endTime":207.998,"body":"world, turn up at an event and over"},{"speaker":"Ian Moyse","startTime":207.998,"endTime":212.258,"body":"pouring coffee or getting coffee from the"},{"speaker":"Ian Moyse","startTime":207.998,"endTime":212.258,"body":"machine saying oh morning, how'd you get?"},{"speaker":"Ian Moyse","startTime":212.288,"endTime":213.428,"body":"Oh, the traffic was bad."},{"speaker":"Ian Moyse","startTime":213.428,"endTime":213.738,"body":"Great."},{"speaker":"Ian Moyse","startTime":213.738,"endTime":217.942,"body":"So anyway, let me sound here, but"},{"speaker":"Ian Moyse","startTime":213.738,"endTime":217.942,"body":"that's what you're doing electronically."},{"speaker":"Ian Moyse","startTime":217.972,"endTime":223.602,"body":"People's behavior"},{"speaker":"Ian Moyse","startTime":217.972,"endTime":223.602,"body":"digitally is out of kilter."},{"speaker":"Ian Moyse","startTime":223.632,"endTime":225.742,"body":"There's several things going on."},{"speaker":"Ian Moyse","startTime":225.742,"endTime":226.312,"body":"I think one is."},{"speaker":"Ian Moyse","startTime":227.032,"endTime":230.062,"body":"Activity is being"},{"speaker":"Ian Moyse","startTime":227.032,"endTime":230.062,"body":"confused for productivity."},{"speaker":"Ian Moyse","startTime":230.632,"endTime":235.372,"body":"So, I read 40 emails to InMails"},{"speaker":"Ian Moyse","startTime":230.632,"endTime":235.372,"body":"today, and I've done, oh, I feel"},{"speaker":"Ian Moyse","startTime":235.372,"endTime":237.342,"body":"really busy, but it doesn't work."},{"speaker":"Ian Moyse","startTime":237.342,"endTime":238.789,"body":"It's not working for you."},{"speaker":"Ian Moyse","startTime":238.789,"endTime":240.336,"body":"And lots of activity."},{"speaker":"Ian Moyse","startTime":240.336,"endTime":241.716,"body":"It's the wrong activity."},{"speaker":"Ian Moyse","startTime":241.836,"endTime":246.146,"body":"Number one and two, what you're doing"},{"speaker":"Ian Moyse","startTime":241.836,"endTime":246.146,"body":"is communication, not conversation."},{"speaker":"Ian Moyse","startTime":246.841,"endTime":249.601,"body":"Conversation is something like this,"},{"speaker":"Ian Moyse","startTime":246.841,"endTime":249.601,"body":"where you can see a reflection."},{"speaker":"Ian Moyse","startTime":249.931,"endTime":252.4,"body":"And Jonathan, if I start saying"},{"speaker":"Ian Moyse","startTime":249.931,"endTime":252.4,"body":"this, you'd get inflection"},{"speaker":"Ian Moyse","startTime":252.4,"endTime":253.51,"body":"right of, oh, hang on a minute."},{"speaker":"Ian Moyse","startTime":253.74,"endTime":254.53,"body":"I pissed him off here."},{"speaker":"Ian Moyse","startTime":254.53,"endTime":255.46,"body":"He's angry or whatever."},{"speaker":"Ian Moyse","startTime":256.36,"endTime":260.47,"body":"If I do that on email, you can either"},{"speaker":"Ian Moyse","startTime":256.36,"endTime":260.47,"body":"interpret that I'm angry when I'm not"},{"speaker":"Ian Moyse","startTime":260.47,"endTime":262.448,"body":"really angry, but I'm just frustrated."},{"speaker":"Ian Moyse","startTime":262.448,"endTime":265.998,"body":"It's easy on the keyboard or vice versa."},{"speaker":"Ian Moyse","startTime":266.918,"endTime":269.808,"body":"I'm not coming across that way, but"},{"speaker":"Ian Moyse","startTime":266.918,"endTime":269.808,"body":"actually I'm really disappointed."},{"speaker":"Ian Moyse","startTime":269.928,"endTime":270.438,"body":"You can't tell."},{"speaker":"Ian Moyse","startTime":270.551,"endTime":273.311,"body":"And I think that's a big"},{"speaker":"Ian Moyse","startTime":270.551,"endTime":273.311,"body":"conversation right now with what's"},{"speaker":"Ian Moyse","startTime":273.311,"endTime":277.721,"body":"happened with COVID, you can't"},{"speaker":"Ian Moyse","startTime":273.311,"endTime":277.721,"body":"get hold of people as easy, right?"},{"speaker":"Ian Moyse","startTime":277.721,"endTime":281.141,"body":"Because unless you've already got"},{"speaker":"Ian Moyse","startTime":277.721,"endTime":281.141,"body":"their number, what you gonna do, phone"},{"speaker":"Ian Moyse","startTime":281.141,"endTime":285.03,"body":"their business and they can't transfer"},{"speaker":"Ian Moyse","startTime":281.141,"endTime":285.03,"body":"you because they go they're at home."},{"speaker":"Ian Moyse","startTime":285.48,"endTime":286.44,"body":"I'm not, I can't put you through."},{"speaker":"Ian Moyse","startTime":286.44,"endTime":287.43,"body":"I'll take a message."},{"speaker":"Ian Moyse","startTime":288.63,"endTime":291.51,"body":"So, it's harder to get hold of"},{"speaker":"Ian Moyse","startTime":288.63,"endTime":291.51,"body":"people in the sales environment"},{"speaker":"Ian Moyse","startTime":291.51,"endTime":296.67,"body":"prospecting today, because the"},{"speaker":"Ian Moyse","startTime":291.51,"endTime":296.67,"body":"default is it's easy to send an email."},{"speaker":"Ian Moyse","startTime":297.84,"endTime":301.243,"body":"Picking the email of some database"},{"speaker":"Ian Moyse","startTime":297.84,"endTime":301.243,"body":"or to send a LinkedIn message, or a"},{"speaker":"Ian Moyse","startTime":301.243,"endTime":305.323,"body":"social message, but there's a skill in"},{"speaker":"Ian Moyse","startTime":301.243,"endTime":305.323,"body":"doing that and people are misusing it"},{"speaker":"Ian Moyse","startTime":305.323,"endTime":306.523,"body":"and they're not getting the results."},{"speaker":"Ian Moyse","startTime":306.853,"endTime":307.803,"body":"So, they're doing it more."},{"speaker":"Ian Moyse","startTime":307.803,"endTime":312.048,"body":"If I get any more messages saying,"},{"speaker":"Ian Moyse","startTime":307.803,"endTime":312.048,"body":"did you miss my last message of the"},{"speaker":"Ian Moyse","startTime":312.048,"endTime":315.018,"body":"last message over the last message"},{"speaker":"Ian Moyse","startTime":312.048,"endTime":315.018,"body":"is the fifth one where they've said,"},{"speaker":"Ian Moyse","startTime":315.138,"endTime":319.128,"body":"just want to make sure you haven't"},{"speaker":"Ian Moyse","startTime":315.138,"endTime":319.128,"body":"missed out on that opportunity."},{"speaker":"Ian Moyse","startTime":319.223,"endTime":320.076,"body":"I haven't missed out."},{"speaker":"Ian Moyse","startTime":320.076,"endTime":322.266,"body":"I'm just blocking you"},{"speaker":"Ian Moyse","startTime":320.076,"endTime":322.266,"body":"because you're pestering me."},{"speaker":"Ian Moyse","startTime":323.076,"endTime":324.936,"body":"So, I think there's a"},{"speaker":"Ian Moyse","startTime":323.076,"endTime":324.936,"body":"whole subject around that."},{"speaker":"Ian Moyse","startTime":324.936,"endTime":326.046,"body":"We can talk about that."},{"speaker":"Jonathan Green","startTime":326.406,"endTime":328.076,"body":"You said eight"},{"speaker":"Jonathan Green","startTime":326.406,"endTime":328.076,"body":"things that I want to ask about."},{"speaker":"Jonathan Green","startTime":328.076,"endTime":329.246,"body":"Cause I'm very interested in them."},{"speaker":"Jonathan Green","startTime":329.246,"endTime":330.236,"body":"So, there's a couple."},{"speaker":"Jonathan Green","startTime":331.856,"endTime":333.326,"body":"So, I had my birthday last week."},{"speaker":"Jonathan Green","startTime":333.806,"endTime":337.196,"body":"And when you have a birthday on"},{"speaker":"Jonathan Green","startTime":333.806,"endTime":337.196,"body":"LinkedIn,  the best way to describe"},{"speaker":"Jonathan Green","startTime":337.196,"endTime":338.498,"body":"it as it feels like you're under fire."},{"speaker":"Jonathan Green","startTime":338.888,"endTime":341.228,"body":"Cause there's just messages"},{"speaker":"Jonathan Green","startTime":338.888,"endTime":341.228,"body":"coming in like crazy."},{"speaker":"Jonathan Green","startTime":341.228,"endTime":344.73,"body":"So, I'm in a weird situation where I"},{"speaker":"Jonathan Green","startTime":341.228,"endTime":344.73,"body":"have a lot of connections on LinkedIn."},{"speaker":"Jonathan Green","startTime":344.73,"endTime":347.315,"body":"Cause one of my friends is"},{"speaker":"Jonathan Green","startTime":344.73,"endTime":347.315,"body":"LinkedIn trainer and uses me as"},{"speaker":"Jonathan Green","startTime":347.315,"endTime":348.765,"body":"example of a super connector."},{"speaker":"Jonathan Green","startTime":348.98,"endTime":352.208,"body":"So, I have tons of connections to"},{"speaker":"Jonathan Green","startTime":348.98,"endTime":352.208,"body":"people and I have a really well-written"},{"speaker":"Jonathan Green","startTime":352.208,"endTime":355.538,"body":"profile cause he jazzed it up for"},{"speaker":"Jonathan Green","startTime":352.208,"endTime":355.538,"body":"me, but I'm not active on LinkedIn."},{"speaker":"Jonathan Green","startTime":355.538,"endTime":356.478,"body":"I'm not good at it."},{"speaker":"Jonathan Green","startTime":357.478,"endTime":359.828,"body":"The marketing messages"},{"speaker":"Jonathan Green","startTime":357.478,"endTime":359.828,"body":"are so unnatural to me."},{"speaker":"Jonathan Green","startTime":360.398,"endTime":363.248,"body":"I've only reached out to one or two people"},{"speaker":"Jonathan Green","startTime":360.398,"endTime":363.248,"body":"the same way we first met, like I do"},{"speaker":"Jonathan Green","startTime":363.248,"endTime":368.288,"body":"cold outreach and it's the same thing."},{"speaker":"Jonathan Green","startTime":368.758,"endTime":371.918,"body":"I only send three emails maximum if you"},{"speaker":"Jonathan Green","startTime":368.758,"endTime":371.918,"body":"don't reply to the third email, that's it."},{"speaker":"Jonathan Green","startTime":372.098,"endTime":374.888,"body":"And that's because if you"},{"speaker":"Jonathan Green","startTime":372.098,"endTime":374.888,"body":"email me three times, there's"},{"speaker":"Jonathan Green","startTime":374.888,"endTime":376.208,"body":"a very good chance I miss it."},{"speaker":"Jonathan Green","startTime":376.583,"endTime":379.763,"body":"But on LinkedIn, the"},{"speaker":"Jonathan Green","startTime":376.583,"endTime":379.763,"body":"alert never goes away."},{"speaker":"Jonathan Green","startTime":379.763,"endTime":381.333,"body":"So, it feels different to me."},{"speaker":"Jonathan Green","startTime":382.403,"endTime":387.3,"body":"I get these messages they're like"},{"speaker":"Jonathan Green","startTime":382.403,"endTime":387.3,"body":"sales letters, they have formatting"},{"speaker":"Jonathan Green","startTime":387.3,"endTime":389.01,"body":"and images and all this jazz."},{"speaker":"Jonathan Green","startTime":389.07,"endTime":390.99,"body":"And I'm like, I don't get it."},{"speaker":"Jonathan Green","startTime":391.11,"endTime":393.517,"body":"Like sometimes I get a cold"},{"speaker":"Jonathan Green","startTime":391.11,"endTime":393.517,"body":"email that goes hey Jonathan,"},{"speaker":"Jonathan Green","startTime":393.607,"endTime":394.477,"body":"we saw you wrote a book."},{"speaker":"Jonathan Green","startTime":394.477,"endTime":395.857,"body":"You need to learn how to make courses."},{"speaker":"Jonathan Green","startTime":395.917,"endTime":397.34,"body":"And I was like that's my expertise."},{"speaker":"Jonathan Green","startTime":397.34,"endTime":398.39,"body":"So, I know you've never"},{"speaker":"Jonathan Green","startTime":397.34,"endTime":398.39,"body":"been to my website."},{"speaker":"Jonathan Green","startTime":398.39,"endTime":400.46,"body":"That's literally the thing"},{"speaker":"Jonathan Green","startTime":398.39,"endTime":400.46,"body":"I'm most well-known for."},{"speaker":"Jonathan Green","startTime":400.88,"endTime":402.765,"body":"It's if someone cold email to you"},{"speaker":"Jonathan Green","startTime":400.88,"endTime":402.765,"body":"and says, look, we're going to"},{"speaker":"Jonathan Green","startTime":402.765,"endTime":403.905,"body":"teach you how to do phone sales."},{"speaker":"Ian Moyse","startTime":404.325,"endTime":407.445,"body":"I know I get people,"},{"speaker":"Ian Moyse","startTime":404.325,"endTime":407.445,"body":"Jonathan, I use that as an example,"},{"speaker":"Ian Moyse","startTime":407.445,"endTime":411.028,"body":"they reached to me saying, we want"},{"speaker":"Ian Moyse","startTime":407.445,"endTime":411.028,"body":"to teach how to do social stuff."},{"speaker":"Ian Moyse","startTime":411.075,"endTime":414.285,"body":"Number one is the first thing and"},{"speaker":"Ian Moyse","startTime":411.075,"endTime":414.285,"body":"social selling is listening, right?"},{"speaker":"Ian Moyse","startTime":414.285,"endTime":417.735,"body":"It's being Sherlock I call it"},{"speaker":"Ian Moyse","startTime":414.285,"endTime":417.735,"body":"is doing your homework, right?"},{"speaker":"Ian Moyse","startTime":417.825,"endTime":420.285,"body":"Or you haven't done your homework"},{"speaker":"Ian Moyse","startTime":417.825,"endTime":420.285,"body":"and you failed at social selling"},{"speaker":"Ian Moyse","startTime":420.285,"endTime":423.975,"body":"because it says on my profile, I teach"},{"speaker":"Ian Moyse","startTime":420.285,"endTime":423.975,"body":"people social selling, and I post on"},{"speaker":"Ian Moyse","startTime":423.975,"endTime":425.235,"body":"it and talk about it all the time."},{"speaker":"Ian Moyse","startTime":425.805,"endTime":427.335,"body":"So, you can't be any"},{"speaker":"Ian Moyse","startTime":425.805,"endTime":427.335,"body":"good at social selling."},{"speaker":"Ian Moyse","startTime":427.335,"endTime":428.265,"body":"You're trying to sell me."},{"speaker":"Ian Moyse","startTime":429.195,"endTime":430.545,"body":"It's the most ironic thing."},{"speaker":"Ian Moyse","startTime":430.575,"endTime":432.105,"body":"You can't be good at what"},{"speaker":"Ian Moyse","startTime":430.575,"endTime":432.105,"body":"you're trying to sell me."},{"speaker":"Ian Moyse","startTime":432.105,"endTime":433.992,"body":"Could you just prove that, by"},{"speaker":"Ian Moyse","startTime":432.105,"endTime":433.992,"body":"the fact you reached to me?"},{"speaker":"Ian Moyse","startTime":434.039,"endTime":435.177,"body":"Yeah, I get it all the time."},{"speaker":"Ian Moyse","startTime":435.237,"endTime":438.369,"body":"And people have moved off"},{"speaker":"Ian Moyse","startTime":435.237,"endTime":438.369,"body":"email to LinkedIn and think"},{"speaker":"Ian Moyse","startTime":438.399,"endTime":439.759,"body":"they can do the same behavior."},{"speaker":"Ian Moyse","startTime":440.129,"endTime":441.231,"body":"It stopped working on email."},{"speaker":"Ian Moyse","startTime":441.261,"endTime":443.841,"body":"Why do you think you can just move"},{"speaker":"Ian Moyse","startTime":441.261,"endTime":443.841,"body":"shift platform and do the same thing?"},{"speaker":"Ian Moyse","startTime":443.841,"endTime":444.441,"body":"It doesn't work."},{"speaker":"Jonathan Green","startTime":444.891,"endTime":448.031,"body":"So, what I'm"},{"speaker":"Jonathan Green","startTime":444.891,"endTime":448.031,"body":"interested in is two things."},{"speaker":"Jonathan Green","startTime":448.091,"endTime":451.136,"body":"Number one, how do I deal with the influx?"},{"speaker":"Jonathan Green","startTime":451.136,"endTime":454.276,"body":"Cause I don't pay attention"},{"speaker":"Jonathan Green","startTime":451.136,"endTime":454.276,"body":"to LinkedIn very often."},{"speaker":"Jonathan Green","startTime":454.576,"endTime":456.636,"body":"I always have these platforms."},{"speaker":"Jonathan Green","startTime":456.706,"endTime":458.815,"body":"I have one friend it's their"},{"speaker":"Jonathan Green","startTime":456.706,"endTime":458.815,"body":"main way of communication."},{"speaker":"Jonathan Green","startTime":458.815,"endTime":461.665,"body":"So, like my roommate from college,"},{"speaker":"Jonathan Green","startTime":458.815,"endTime":461.665,"body":"it's the only way he communicates."},{"speaker":"Jonathan Green","startTime":461.695,"endTime":466.345,"body":"I have a business partner who will only"},{"speaker":"Jonathan Green","startTime":461.695,"endTime":466.345,"body":"use Facebook messenger,  I haven't updated"},{"speaker":"Jonathan Green","startTime":466.345,"endTime":467.935,"body":"my Facebook picture in like 14 years."},{"speaker":"Jonathan Green","startTime":468.055,"endTime":470.519,"body":"We always have one person."},{"speaker":"Jonathan Green","startTime":470.519,"endTime":473.849,"body":"That's like the one friend who's still"},{"speaker":"Jonathan Green","startTime":470.519,"endTime":473.849,"body":"using MSN messenger, Yahoo messenger."},{"speaker":"Jonathan Green","startTime":473.849,"endTime":475.511,"body":"It's oh, now I got to keep"},{"speaker":"Jonathan Green","startTime":473.849,"endTime":475.511,"body":"that app just for you."},{"speaker":"Jonathan Green","startTime":476.021,"endTime":479.591,"body":"Like it's every once in a while, I get"},{"speaker":"Jonathan Green","startTime":476.021,"endTime":479.591,"body":"someone who still has an AOL email address"},{"speaker":"Jonathan Green","startTime":480.221,"endTime":482.321,"body":"and I'm like, wow, like you're dedicated."},{"speaker":"Jonathan Green","startTime":482.321,"endTime":486.5,"body":"Like they're like, I don't like"},{"speaker":"Jonathan Green","startTime":482.321,"endTime":486.5,"body":"change, and that's why I have it, but"},{"speaker":"Jonathan Green","startTime":486.5,"endTime":488.27,"body":"I'm wondering what's the right way."},{"speaker":"Jonathan Green","startTime":488.45,"endTime":490.55,"body":"So, I have a couple of questions"},{"speaker":"Jonathan Green","startTime":488.45,"endTime":490.55,"body":"about LinkedIn, because"},{"speaker":"Jonathan Green","startTime":490.55,"endTime":491.78,"body":"that very much interests me."},{"speaker":"Jonathan Green","startTime":492.2,"endTime":495.665,"body":"What's the right way to message someone."},{"speaker":"Jonathan Green","startTime":495.725,"endTime":498.763,"body":"So, my approach, as is if I want"},{"speaker":"Jonathan Green","startTime":495.725,"endTime":498.763,"body":"to approach someone to be on a"},{"speaker":"Jonathan Green","startTime":498.763,"endTime":503.473,"body":"summit or to book event with me,"},{"speaker":"Jonathan Green","startTime":498.763,"endTime":503.473,"body":"I look for their existing content"},{"speaker":"Jonathan Green","startTime":503.473,"endTime":504.403,"body":"and their area of expertise."},{"speaker":"Jonathan Green","startTime":504.403,"endTime":506.273,"body":"And I go, my name is Jonathan."},{"speaker":"Jonathan Green","startTime":506.293,"endTime":507.993,"body":"I'm the bestselling author of this book."},{"speaker":"Jonathan Green","startTime":507.993,"endTime":511.183,"body":"And I want my audience to hear your voice."},{"speaker":"Jonathan Green","startTime":512.728,"endTime":515.828,"body":"This is why like your book or this"},{"speaker":"Jonathan Green","startTime":512.728,"endTime":515.828,"body":"is why like your content or this"},{"speaker":"Jonathan Green","startTime":515.828,"endTime":516.578,"body":"is why it might be interesting."},{"speaker":"Jonathan Green","startTime":516.598,"endTime":518.428,"body":"And I look for people that are"},{"speaker":"Jonathan Green","startTime":516.598,"endTime":518.428,"body":"good at stuff that I'm not good at."},{"speaker":"Jonathan Green","startTime":518.968,"endTime":522.178,"body":"So, that's why I have lots of LinkedIn"},{"speaker":"Jonathan Green","startTime":518.968,"endTime":522.178,"body":"experts, or I have lots of other phone"},{"speaker":"Jonathan Green","startTime":522.178,"endTime":523.258,"body":"experts because I'm not good at that."},{"speaker":"Jonathan Green","startTime":523.708,"endTime":526.678,"body":"Or anyone who does, e-commerce not my"},{"speaker":"Jonathan Green","startTime":523.708,"endTime":526.678,"body":"area of expertise or anything physical."},{"speaker":"Jonathan Green","startTime":526.678,"endTime":528.048,"body":"So, I reach out to people like that."},{"speaker":"Jonathan Green","startTime":528.096,"endTime":530.136,"body":"And we're always looking at"},{"speaker":"Jonathan Green","startTime":528.096,"endTime":530.136,"body":"what's our response, right?"},{"speaker":"Jonathan Green","startTime":530.136,"endTime":532.866,"body":"So anytime there's wants rates"},{"speaker":"Jonathan Green","startTime":530.136,"endTime":532.866,"body":"lower, I look at the email and"},{"speaker":"Jonathan Green","startTime":532.866,"endTime":533.836,"body":"see if something went wrong."},{"speaker":"Jonathan Green","startTime":533.836,"endTime":538.326,"body":"Like we just did approach for a"},{"speaker":"Jonathan Green","startTime":533.836,"endTime":538.326,"body":"client,  and he was like, make sure"},{"speaker":"Jonathan Green","startTime":538.326,"endTime":539.646,"body":"you include the link to my website."},{"speaker":"Jonathan Green","startTime":539.646,"endTime":541.926,"body":"And he was like, there's other speakers"},{"speaker":"Jonathan Green","startTime":539.646,"endTime":541.926,"body":"that are going to be at this event."},{"speaker":"Jonathan Green","startTime":541.926,"endTime":544.416,"body":"And I was like, I recognize one of them."},{"speaker":"Jonathan Green","startTime":544.456,"endTime":545.576,"body":"He's been dead for five years."},{"speaker":"Jonathan Green","startTime":545.616,"endTime":548.156,"body":"If someone notices that it's"},{"speaker":"Jonathan Green","startTime":545.616,"endTime":548.156,"body":"going to kill your credibility."},{"speaker":"Jonathan Green","startTime":548.208,"endTime":551.156,"body":"It turns out I'm wrong because he"},{"speaker":"Jonathan Green","startTime":548.208,"endTime":551.156,"body":"had a picture of someone else who's"},{"speaker":"Jonathan Green","startTime":551.156,"endTime":552.746,"body":"been dead for over a hundred years."},{"speaker":"Jonathan Green","startTime":553.076,"endTime":555.401,"body":"So, one of the people emailed"},{"speaker":"Jonathan Green","startTime":553.076,"endTime":555.401,"body":"me back and I felt horrible."},{"speaker":"Jonathan Green","startTime":555.494,"endTime":557.337,"body":"I was really excited to participate"},{"speaker":"Jonathan Green","startTime":555.494,"endTime":557.337,"body":"your event, but you have someone"},{"speaker":"Jonathan Green","startTime":557.337,"endTime":558.707,"body":"who's been dead for a hundred years."},{"speaker":"Jonathan Green","startTime":559.267,"endTime":561.747,"body":"And I told the client, I was like,"},{"speaker":"Jonathan Green","startTime":559.267,"endTime":561.747,"body":"you got to erase his picture because"},{"speaker":"Jonathan Green","startTime":561.747,"endTime":562.907,"body":"no one is going to believe that."},{"speaker":"Jonathan Green","startTime":562.907,"endTime":566.397,"body":"I didn't realize he had found a picture"},{"speaker":"Jonathan Green","startTime":562.907,"endTime":566.397,"body":"of someone who's dead since before"},{"speaker":"Jonathan Green","startTime":566.397,"endTime":570.867,"body":"the internet, maybe even before the"},{"speaker":"Jonathan Green","startTime":566.397,"endTime":570.867,"body":"steam engine, but there's this idea"},{"speaker":"Jonathan Green","startTime":570.867,"endTime":574.697,"body":"that we have to establish credibility"},{"speaker":"Jonathan Green","startTime":570.867,"endTime":574.697,"body":"when really my approach was always."},{"speaker":"Jonathan Green","startTime":575.862,"endTime":578.802,"body":"I want to give value to you."},{"speaker":"Jonathan Green","startTime":579.102,"endTime":583.572,"body":"So sometimes you do the thing"},{"speaker":"Jonathan Green","startTime":579.102,"endTime":583.572,"body":"where you, like a post or leave a"},{"speaker":"Jonathan Green","startTime":583.572,"endTime":586.125,"body":"comment first to soften the ground."},{"speaker":"Jonathan Green","startTime":586.485,"endTime":587.802,"body":"And I wonder if there's on LinkedIn."},{"speaker":"Jonathan Green","startTime":587.802,"endTime":590.622,"body":"Cause I feel like everyone on"},{"speaker":"Jonathan Green","startTime":587.802,"endTime":590.622,"body":"LinkedIn is like wearing a suit."},{"speaker":"Jonathan Green","startTime":590.682,"endTime":593.631,"body":"That's why I've always imagining in"},{"speaker":"Jonathan Green","startTime":590.682,"endTime":593.631,"body":"my head that it's like James Bond."},{"speaker":"Jonathan Green","startTime":593.635,"endTime":596.288,"body":"If you imagine, if you walked into"},{"speaker":"Jonathan Green","startTime":593.635,"endTime":596.288,"body":"a bar in a tuxedo and you're the"},{"speaker":"Jonathan Green","startTime":596.288,"endTime":599.018,"body":"only one wearing it, like everyone"},{"speaker":"Jonathan Green","startTime":596.288,"endTime":599.018,"body":"would be staring at you, but on"},{"speaker":"Jonathan Green","startTime":599.018,"endTime":600.278,"body":"LinkedIn, that's my imagination."},{"speaker":"Jonathan Green","startTime":600.488,"endTime":605.318,"body":"So, I wonder what is the right"},{"speaker":"Jonathan Green","startTime":600.488,"endTime":605.318,"body":"way to form a connection."},{"speaker":"Jonathan Green","startTime":605.318,"endTime":608.408,"body":"Is there a process for looking at the"},{"speaker":"Jonathan Green","startTime":605.318,"endTime":608.408,"body":"type of person you want to work with?"},{"speaker":"Ian Moyse","startTime":608.828,"endTime":610.208,"body":"I think it varies."},{"speaker":"Ian Moyse","startTime":610.388,"endTime":612.338,"body":"I don't think there's one golden key."},{"speaker":"Ian Moyse","startTime":612.938,"endTime":617.098,"body":"And so, my answer is it all forms"},{"speaker":"Ian Moyse","startTime":612.938,"endTime":617.098,"body":"part what's called social selling"},{"speaker":"Ian Moyse","startTime":618.388,"endTime":623.488,"body":"and social selling is about using"},{"speaker":"Ian Moyse","startTime":618.388,"endTime":623.488,"body":"social media to instigate and"},{"speaker":"Ian Moyse","startTime":623.488,"endTime":625.394,"body":"bridge a real world conversation."},{"speaker":"Ian Moyse","startTime":625.427,"endTime":631.417,"body":"It's using social media as a"},{"speaker":"Ian Moyse","startTime":625.427,"endTime":631.417,"body":"supplementary method to the real world."},{"speaker":"Ian Moyse","startTime":631.837,"endTime":634.117,"body":"Not as people take care A."},{"speaker":"Ian Moyse","startTime":634.177,"endTime":637.297,"body":"To just bombard people using old"},{"speaker":"Ian Moyse","startTime":634.177,"endTime":637.297,"body":"techniques, it's a methodology,"},{"speaker":"Ian Moyse","startTime":637.297,"endTime":638.617,"body":"social selling it's a methodology."},{"speaker":"Ian Moyse","startTime":639.037,"endTime":641.017,"body":"A part of it you describe is triggers."},{"speaker":"Ian Moyse","startTime":641.617,"endTime":646.147,"body":"So, triggers are looking for things like"},{"speaker":"Ian Moyse","startTime":641.617,"endTime":646.147,"body":"where someone posts a bit of content"},{"speaker":"Ian Moyse","startTime":646.147,"endTime":647.977,"body":"that you authentically can comment on."},{"speaker":"Ian Moyse","startTime":648.006,"endTime":651.876,"body":"I talk about cloud computing and"},{"speaker":"Ian Moyse","startTime":648.006,"endTime":651.876,"body":"there's areas, which I have expertise"},{"speaker":"Ian Moyse","startTime":651.876,"endTime":655.026,"body":"in, but if someone posts something"},{"speaker":"Ian Moyse","startTime":651.876,"endTime":655.026,"body":"about latest accounting practice,"},{"speaker":"Ian Moyse","startTime":655.386,"endTime":656.946,"body":"I can't authentically comment."},{"speaker":"Ian Moyse","startTime":657.006,"endTime":658.676,"body":"I'd have to go and look up what to say."},{"speaker":"Ian Moyse","startTime":660.114,"endTime":660.834,"body":"Don't fake it."},{"speaker":"Ian Moyse","startTime":660.879,"endTime":663.639,"body":"But if there's something I can"},{"speaker":"Ian Moyse","startTime":660.879,"endTime":663.639,"body":"authentically comment on, whether you"},{"speaker":"Ian Moyse","startTime":663.639,"endTime":668.469,"body":"disagree, agree, or could add something"},{"speaker":"Ian Moyse","startTime":663.639,"endTime":668.469,"body":"to it, people notice it because"},{"speaker":"Ian Moyse","startTime":668.469,"endTime":671.549,"body":"they'll see a trigger that you will"},{"speaker":"Ian Moyse","startTime":668.469,"endTime":671.549,"body":"get an alert saying they comment it."},{"speaker":"Ian Moyse","startTime":672.414,"endTime":674.004,"body":"And if it's something sensible."},{"speaker":"Ian Moyse","startTime":674.124,"endTime":676.614,"body":"So, I have made lots of major"},{"speaker":"Ian Moyse","startTime":674.124,"endTime":676.614,"body":"connections over time, and"},{"speaker":"Ian Moyse","startTime":676.614,"endTime":677.784,"body":"there's a variety of ways, right?"},{"speaker":"Ian Moyse","startTime":677.784,"endTime":681.624,"body":"One is you have to like posts"},{"speaker":"Ian Moyse","startTime":677.784,"endTime":681.624,"body":"and to comment and to interact"},{"speaker":"Ian Moyse","startTime":681.984,"endTime":684.994,"body":"and to post something relevant"},{"speaker":"Ian Moyse","startTime":681.984,"endTime":684.994,"body":"and tag them into your posts."},{"speaker":"Ian Moyse","startTime":685.021,"endTime":690.346,"body":"If someone talks on there about, let's"},{"speaker":"Ian Moyse","startTime":685.021,"endTime":690.346,"body":"say social selling and I've written"},{"speaker":"Ian Moyse","startTime":690.346,"endTime":695.116,"body":"a blog on a different view on social"},{"speaker":"Ian Moyse","startTime":690.346,"endTime":695.116,"body":"something, I'll tag them in because I"},{"speaker":"Ian Moyse","startTime":695.116,"endTime":697.126,"body":"know it's there something they talk about."},{"speaker":"Ian Moyse","startTime":697.981,"endTime":700.141,"body":"So, it prompts them in their feed."},{"speaker":"Ian Moyse","startTime":700.141,"endTime":700.791,"body":"There's an article."},{"speaker":"Ian Moyse","startTime":700.801,"endTime":705.001,"body":"They look at it and they might"},{"speaker":"Ian Moyse","startTime":700.801,"endTime":705.001,"body":"share it by nurturing that and"},{"speaker":"Ian Moyse","startTime":705.001,"endTime":706.411,"body":"not trying to take a shortcut."},{"speaker":"Ian Moyse","startTime":706.411,"endTime":707.371,"body":"And that's what people do."},{"speaker":"Ian Moyse","startTime":707.371,"endTime":710.431,"body":"They'll go like a post, like I'll"},{"speaker":"Ian Moyse","startTime":707.371,"endTime":710.431,"body":"go on there, like 50 posts of"},{"speaker":"Ian Moyse","startTime":710.431,"endTime":714.286,"body":"someone and then blast them with"},{"speaker":"Ian Moyse","startTime":710.431,"endTime":714.286,"body":"no, you haven't earned the right."},{"speaker":"Ian Moyse","startTime":714.343,"endTime":716.003,"body":"You have to nurture it."},{"speaker":"Ian Moyse","startTime":716.273,"endTime":719.003,"body":"And this is why people don't like"},{"speaker":"Ian Moyse","startTime":716.273,"endTime":719.003,"body":"this method and why they get it wrong."},{"speaker":"Ian Moyse","startTime":719.393,"endTime":723.173,"body":"Fundamentally real basic is"},{"speaker":"Ian Moyse","startTime":719.393,"endTime":723.173,"body":"they haven't got the patience."},{"speaker":"Ian Moyse","startTime":724.313,"endTime":726.353,"body":"People want instant gratification."},{"speaker":"Ian Moyse","startTime":726.383,"endTime":730.073,"body":"I want to see that person"},{"speaker":"Ian Moyse","startTime":726.383,"endTime":730.073,"body":"that's who I'm going to sell to."},{"speaker":"Ian Moyse","startTime":730.373,"endTime":733.043,"body":"And now we'll have a"},{"speaker":"Ian Moyse","startTime":730.373,"endTime":733.043,"body":"conversation today, right?"},{"speaker":"Ian Moyse","startTime":733.058,"endTime":737.978,"body":"If you can pick up the phone or absolutely"},{"speaker":"Ian Moyse","startTime":733.058,"endTime":737.978,"body":"find a way to get that conversation"},{"speaker":"Ian Moyse","startTime":737.978,"endTime":739.868,"body":"that will work absolutely supporter."},{"speaker":"Ian Moyse","startTime":740.078,"endTime":743.618,"body":"Don't take the long road, but what"},{"speaker":"Ian Moyse","startTime":740.078,"endTime":743.618,"body":"do you do when that doesn't work?"},{"speaker":"Ian Moyse","startTime":743.648,"endTime":745.716,"body":"Which in the majority"},{"speaker":"Ian Moyse","startTime":743.648,"endTime":745.716,"body":"of cases, it doesn't?"},{"speaker":"Ian Moyse","startTime":745.716,"endTime":748.022,"body":"What they do is they do lots of activity."},{"speaker":"Ian Moyse","startTime":748.892,"endTime":751.952,"body":"I'll bombard them or send them three"},{"speaker":"Ian Moyse","startTime":748.892,"endTime":751.952,"body":"messages this week about it, and"},{"speaker":"Ian Moyse","startTime":751.952,"endTime":752.742,"body":"then another one and another one."},{"speaker":"Ian Moyse","startTime":752.972,"endTime":753.422,"body":"And you know what?"},{"speaker":"Ian Moyse","startTime":753.422,"endTime":754.922,"body":"Their wall goes up even more."},{"speaker":"Ian Moyse","startTime":755.312,"endTime":759.962,"body":"Whereas my technique will be, yeah, I'll"},{"speaker":"Ian Moyse","startTime":755.312,"endTime":759.962,"body":"try and find a short method, not tell you"},{"speaker":"Ian Moyse","startTime":759.962,"endTime":764.522,"body":"a couple of other ways in a second, but if"},{"speaker":"Ian Moyse","startTime":759.962,"endTime":764.522,"body":"I can't find one, I can't find a genuine,"},{"speaker":"Ian Moyse","startTime":764.522,"endTime":766.772,"body":"authentic way that'll shorten the process."},{"speaker":"Ian Moyse","startTime":767.252,"endTime":770.102,"body":"I'll treat that as one of the ones I'm"},{"speaker":"Ian Moyse","startTime":767.252,"endTime":770.102,"body":"going to need to nurture and the right."},{"speaker":"Ian Moyse","startTime":770.492,"endTime":774.122,"body":"And I'd tell you what, when you get"},{"speaker":"Ian Moyse","startTime":770.492,"endTime":774.122,"body":"someone that you want to speak to"},{"speaker":"Ian Moyse","startTime":774.362,"endTime":778.502,"body":"follow you back of their own volition,"},{"speaker":"Ian Moyse","startTime":774.362,"endTime":778.502,"body":"or post something back and tag you"},{"speaker":"Ian Moyse","startTime":778.502,"endTime":783.092,"body":"in, they're starting to open that door"},{"speaker":"Ian Moyse","startTime":778.502,"endTime":783.092,"body":"that yes, you could reach out, right?"},{"speaker":"Ian Moyse","startTime":783.782,"endTime":784.712,"body":"Because you've earned the right."},{"speaker":"Ian Moyse","startTime":784.712,"endTime":787.982,"body":"And they've said, by following"},{"speaker":"Ian Moyse","startTime":784.712,"endTime":787.982,"body":"you, I like what you do."},{"speaker":"Ian Moyse","startTime":787.982,"endTime":790.892,"body":"And I'll go, I've had many people"},{"speaker":"Ian Moyse","startTime":787.982,"endTime":790.892,"body":"reach out to me in the past."},{"speaker":"Ian Moyse","startTime":791.402,"endTime":794.612,"body":"Actually, I'm coming to London,"},{"speaker":"Ian Moyse","startTime":791.402,"endTime":794.612,"body":"book authors and stuff like this."},{"speaker":"Ian Moyse","startTime":794.792,"endTime":795.392,"body":"I'm coming to London."},{"speaker":"Ian Moyse","startTime":795.722,"endTime":797.65,"body":"It feels I happen to be in"},{"speaker":"Ian Moyse","startTime":795.722,"endTime":797.65,"body":"London around this time."},{"speaker":"Ian Moyse","startTime":797.65,"endTime":800.158,"body":"Would you meet, we'll have breakfast."},{"speaker":"Ian Moyse","startTime":801.098,"endTime":805.269,"body":"Because they feel like they"},{"speaker":"Ian Moyse","startTime":801.098,"endTime":805.269,"body":"know me because I've spent so"},{"speaker":"Ian Moyse","startTime":805.269,"endTime":806.529,"body":"much interaction with them."},{"speaker":"Ian Moyse","startTime":806.589,"endTime":808.259,"body":"It's become a natural progression."},{"speaker":"Ian Moyse","startTime":808.259,"endTime":814.629,"body":"So, I know lots of the big book authors"},{"speaker":"Ian Moyse","startTime":808.259,"endTime":814.629,"body":"on sales, and one of the big names in"},{"speaker":"Ian Moyse","startTime":814.629,"endTime":818.887,"body":"the industry, probably met eight of"},{"speaker":"Ian Moyse","startTime":814.629,"endTime":818.887,"body":"them, but not because I pestered them,"},{"speaker":"Ian Moyse","startTime":818.887,"endTime":824.137,"body":"whatever, because I earned the right, the"},{"speaker":"Ian Moyse","startTime":818.887,"endTime":824.137,"body":"other way of doing it is the people miss."},{"speaker":"Ian Moyse","startTime":824.797,"endTime":825.847,"body":"And it's the beauty of LinkedIn."},{"speaker":"Ian Moyse","startTime":825.847,"endTime":827.617,"body":"And I do it all the time."},{"speaker":"Ian Moyse","startTime":827.947,"endTime":831.457,"body":"There's an author called Joanne Black"},{"speaker":"Ian Moyse","startTime":827.947,"endTime":831.457,"body":"and she talks about no more cold calling."},{"speaker":"Ian Moyse","startTime":832.117,"endTime":837.382,"body":"What she means is it's not about"},{"speaker":"Ian Moyse","startTime":832.117,"endTime":837.382,"body":"not wanting to do an outreach."},{"speaker":"Ian Moyse","startTime":837.412,"endTime":838.922,"body":"It's make it non-cold."},{"speaker":"Ian Moyse","startTime":840.292,"endTime":843.852,"body":"And I've done this so many"},{"speaker":"Ian Moyse","startTime":840.292,"endTime":843.852,"body":"times, did one recently."},{"speaker":"Ian Moyse","startTime":843.852,"endTime":845.482,"body":"When I do cold calling of someone senior."},{"speaker":"Ian Moyse","startTime":846.052,"endTime":850.133,"body":"First thing I'll do is try and figure"},{"speaker":"Ian Moyse","startTime":846.052,"endTime":850.133,"body":"out who they're connected to that I know."},{"speaker":"Ian Moyse","startTime":850.673,"endTime":854.182,"body":"It's not rocket science, and I'll"},{"speaker":"Ian Moyse","startTime":850.673,"endTime":854.182,"body":"go through and I do this every time"},{"speaker":"Ian Moyse","startTime":854.212,"endTime":857.742,"body":"now looking for a job, I do the"},{"speaker":"Ian Moyse","startTime":854.212,"endTime":857.742,"body":"same and I've just had a call this"},{"speaker":"Ian Moyse","startTime":857.742,"endTime":860.677,"body":"evening with a VP of global sales."},{"speaker":"Ian Moyse","startTime":861.487,"endTime":864.157,"body":"And I initially approached"},{"speaker":"Ian Moyse","startTime":861.487,"endTime":864.157,"body":"his CEO yesterday."},{"speaker":"Ian Moyse","startTime":865.297,"endTime":870.157,"body":"Rob just put your invite in"},{"speaker":"Ian Moyse","startTime":865.297,"endTime":870.157,"body":"CEO with a reference to a joint"},{"speaker":"Ian Moyse","startTime":870.157,"endTime":872.927,"body":"connection CEO replied saying,"},{"speaker":"Ian Moyse","startTime":870.157,"endTime":872.927,"body":"okay, I want to talk to you."},{"speaker":"Ian Moyse","startTime":872.947,"endTime":874.957,"body":"He's coming to me this morning."},{"speaker":"Ian Moyse","startTime":875.197,"endTime":878.747,"body":"I had someone who used to work for"},{"speaker":"Ian Moyse","startTime":875.197,"endTime":878.747,"body":"me, send him a message that he doesn't"},{"speaker":"Ian Moyse","startTime":878.767,"endTime":882.797,"body":"know I know, to say I believe you"},{"speaker":"Ian Moyse","startTime":878.767,"endTime":882.797,"body":"might be able to have a conversation"},{"speaker":"Ian Moyse","startTime":882.817,"endTime":884.217,"body":"with, and he's applied to you guys."},{"speaker":"Ian Moyse","startTime":886.538,"endTime":889.118,"body":"Because what I'll do is I'll"},{"speaker":"Ian Moyse","startTime":886.538,"endTime":889.118,"body":"go through it and say, look, we"},{"speaker":"Ian Moyse","startTime":889.128,"endTime":893.228,"body":"got 20 shared connections there,"},{"speaker":"Ian Moyse","startTime":889.128,"endTime":893.228,"body":"which ones are my strongest?"},{"speaker":"Ian Moyse","startTime":893.228,"endTime":895.351,"body":"Oh, those three I'll"},{"speaker":"Ian Moyse","startTime":893.228,"endTime":895.351,"body":"ping all three of them."},{"speaker":"Ian Moyse","startTime":895.951,"endTime":900.571,"body":"Do you know this individual good enough"},{"speaker":"Ian Moyse","startTime":895.951,"endTime":900.571,"body":"to help me with this conversation"},{"speaker":"Ian Moyse","startTime":900.571,"endTime":904.471,"body":"I'm trying to have, and sometimes"},{"speaker":"Ian Moyse","startTime":900.571,"endTime":904.471,"body":"I get all three say not really?"},{"speaker":"Ian Moyse","startTime":904.471,"endTime":905.641,"body":"I can't remember where we linked."},{"speaker":"Ian Moyse","startTime":905.851,"endTime":908.791,"body":"Sometimes one of them will"},{"speaker":"Ian Moyse","startTime":905.851,"endTime":908.791,"body":"come back say bloody hell."},{"speaker":"Ian Moyse","startTime":908.791,"endTime":908.971,"body":"Yeah."},{"speaker":"Ian Moyse","startTime":908.971,"endTime":914.877,"body":"I used to work with him, we went"},{"speaker":"Ian Moyse","startTime":908.971,"endTime":914.877,"body":"to college together, fantastic."},{"speaker":"Ian Moyse","startTime":914.897,"endTime":917.657,"body":"Do you know what my conversation's"},{"speaker":"Ian Moyse","startTime":914.897,"endTime":917.657,"body":"going to be fairly quick?"},{"speaker":"Ian Moyse","startTime":917.717,"endTime":920.177,"body":"It's gonna be a cold call"},{"speaker":"Ian Moyse","startTime":917.717,"endTime":920.177,"body":"that's now a warm call because"},{"speaker":"Ian Moyse","startTime":920.177,"endTime":921.257,"body":"I'm going to get introduction."},{"speaker":"Ian Moyse","startTime":922.157,"endTime":924.887,"body":"I've just bypassed"},{"speaker":"Ian Moyse","startTime":922.157,"endTime":924.887,"body":"everything, it's figuring out."},{"speaker":"Ian Moyse","startTime":924.917,"endTime":926.447,"body":"And I call it being Sherlock."},{"speaker":"Ian Moyse","startTime":926.537,"endTime":928.947,"body":"It's finding the way in."},{"speaker":"Ian Moyse","startTime":929.867,"endTime":933.647,"body":"The clues are usually there,"},{"speaker":"Ian Moyse","startTime":929.867,"endTime":933.647,"body":"but most people act like"},{"speaker":"Ian Moyse","startTime":933.647,"endTime":935.207,"body":"the Strahd, they miss them."},{"speaker":"Ian Moyse","startTime":935.637,"endTime":936.662,"body":"They just don't see them."},{"speaker":"Ian Moyse","startTime":936.992,"endTime":937.682,"body":"I spot them."},{"speaker":"Ian Moyse","startTime":937.682,"endTime":938.912,"body":"I spot five things."},{"speaker":"Ian Moyse","startTime":938.912,"endTime":940.952,"body":"You put me against another salesperson."},{"speaker":"Ian Moyse","startTime":941.462,"endTime":946.022,"body":"I'm going to find five different angles"},{"speaker":"Ian Moyse","startTime":941.462,"endTime":946.022,"body":"of ways you might try and invoke a"},{"speaker":"Ian Moyse","startTime":946.022,"endTime":951.092,"body":"conversation that they'll miss, which"},{"speaker":"Ian Moyse","startTime":946.022,"endTime":951.092,"body":"is why they default back to what if"},{"speaker":"Ian Moyse","startTime":951.092,"endTime":952.502,"body":"they're going to sell something to you?"},{"speaker":"Ian Moyse","startTime":952.652,"endTime":953.252,"body":"And it doesn't work."},{"speaker":"Jonathan Green","startTime":953.612,"endTime":956.781,"body":"So, this is like a"},{"speaker":"Jonathan Green","startTime":953.612,"endTime":956.781,"body":"targeted thing where you look, a specific"},{"speaker":"Jonathan Green","startTime":956.781,"endTime":960.081,"body":"person that you want to sell to, or"},{"speaker":"Jonathan Green","startTime":956.781,"endTime":960.081,"body":"that you want to get a job for them."},{"speaker":"Jonathan Green","startTime":960.081,"endTime":962.391,"body":"And I love that because I know"},{"speaker":"Jonathan Green","startTime":960.081,"endTime":962.391,"body":"how to do that in real life."},{"speaker":"Jonathan Green","startTime":962.437,"endTime":965.141,"body":"I'm good at face-to-face"},{"speaker":"Jonathan Green","startTime":962.437,"endTime":965.141,"body":"networking so, I like conferences."},{"speaker":"Jonathan Green","startTime":965.141,"endTime":966.221,"body":"But I'm interested now."},{"speaker":"Jonathan Green","startTime":966.221,"endTime":970.811,"body":"So, how do you, number one, find"},{"speaker":"Jonathan Green","startTime":966.221,"endTime":970.811,"body":"that type of target or what's"},{"speaker":"Jonathan Green","startTime":970.811,"endTime":971.921,"body":"the kind of approach to do?"},{"speaker":"Jonathan Green","startTime":972.131,"endTime":974.111,"body":"Cause I'm just interested in"},{"speaker":"Jonathan Green","startTime":972.131,"endTime":974.111,"body":"bringing people into my profile."},{"speaker":"Jonathan Green","startTime":975.356,"endTime":978.373,"body":"And casting a wider net because my"},{"speaker":"Jonathan Green","startTime":975.356,"endTime":978.373,"body":"offer it's I don't know if you're"},{"speaker":"Jonathan Green","startTime":978.373,"endTime":981.633,"body":"interested or not, because it's not B2B."},{"speaker":"Jonathan Green","startTime":981.963,"endTime":986.503,"body":"Like the main thing I do is help people"},{"speaker":"Jonathan Green","startTime":981.963,"endTime":986.503,"body":"to write their book or build their first"},{"speaker":"Jonathan Green","startTime":986.503,"endTime":988.753,"body":"funnel or get their first custom audience."},{"speaker":"Jonathan Green","startTime":988.753,"endTime":991.463,"body":"And so, if you message everyone at a"},{"speaker":"Jonathan Green","startTime":988.753,"endTime":991.463,"body":"company like, hey,  are you thinking"},{"speaker":"Jonathan Green","startTime":991.463,"endTime":993.57,"body":"about quitting, thinking about starting"},{"speaker":"Jonathan Green","startTime":991.463,"endTime":993.57,"body":"your own thing, you try to work in there."},{"speaker":"Jonathan Green","startTime":993.57,"endTime":995.74,"body":"That's who my ideal customer is."},{"speaker":"Jonathan Green","startTime":995.74,"endTime":998.68,"body":"Someone who has a job and is tired of it"},{"speaker":"Jonathan Green","startTime":995.74,"endTime":998.68,"body":"and wants to start their own business."},{"speaker":"Jonathan Green","startTime":999.43,"endTime":1003.1,"body":"It has to be like a softer approach"},{"speaker":"Jonathan Green","startTime":999.43,"endTime":1003.1,"body":"because I can't send a direct"},{"speaker":"Jonathan Green","startTime":1003.1,"endTime":1004.84,"body":"mail because it will be funny."},{"speaker":"Jonathan Green","startTime":1004.84,"endTime":1007.9,"body":"But if I was like, thinking of quitting,"},{"speaker":"Jonathan Green","startTime":1004.84,"endTime":1007.9,"body":"quit your boss, and then I accidentally,"},{"speaker":"Jonathan Green","startTime":1007.9,"endTime":1009.37,"body":"I sent the same message to their boss."},{"speaker":"Jonathan Green","startTime":1011.221,"endTime":1017.606,"body":"Because also then I know they're"},{"speaker":"Jonathan Green","startTime":1011.221,"endTime":1017.606,"body":"a little bit interested, I know"},{"speaker":"Jonathan Green","startTime":1017.606,"endTime":1018.943,"body":"about having my profile jazzed up."},{"speaker":"Jonathan Green","startTime":1018.943,"endTime":1023.473,"body":"So, it says, this is what I do, this"},{"speaker":"Jonathan Green","startTime":1018.943,"endTime":1023.473,"body":"is what I work with, but how do I stop?"},{"speaker":"Jonathan Green","startTime":1024.813,"endTime":1027.633,"body":"Whether it's joining groups or"},{"speaker":"Jonathan Green","startTime":1024.813,"endTime":1027.633,"body":"sending out messages or posting"},{"speaker":"Jonathan Green","startTime":1027.633,"endTime":1032.223,"body":"content because everything on my"},{"speaker":"Jonathan Green","startTime":1027.633,"endTime":1032.223,"body":"LinkedIn feed makes no sense to me."},{"speaker":"Ian Moyse","startTime":1033.263,"endTime":1035.943,"body":"So, I'll tell"},{"speaker":"Ian Moyse","startTime":1033.263,"endTime":1035.943,"body":"you one of the tricks I do."},{"speaker":"Ian Moyse","startTime":1035.973,"endTime":1040.623,"body":"So, the problem with content is there's"},{"speaker":"Ian Moyse","startTime":1035.973,"endTime":1040.623,"body":"a lot of it and I look at what people"},{"speaker":"Ian Moyse","startTime":1040.623,"endTime":1041.913,"body":"post and I think why did you bother."},{"speaker":"Ian Moyse","startTime":1042.468,"endTime":1045.798,"body":"Because firstly, people post stuff"},{"speaker":"Ian Moyse","startTime":1042.468,"endTime":1045.798,"body":"without an image you're killing"},{"speaker":"Ian Moyse","startTime":1045.798,"endTime":1050.165,"body":"yourself because that scroll"},{"speaker":"Ian Moyse","startTime":1045.798,"endTime":1050.165,"body":"mechanism that feed is transient."},{"speaker":"Ian Moyse","startTime":1050.218,"endTime":1054.658,"body":"So, if I posted something this morning,"},{"speaker":"Ian Moyse","startTime":1050.218,"endTime":1054.658,"body":"you're not going to see it anyway,"},{"speaker":"Ian Moyse","startTime":1054.658,"endTime":1058.116,"body":"because when scrolls back that far,"},{"speaker":"Ian Moyse","startTime":1054.658,"endTime":1058.116,"body":"you typically scroll back a little bit."},{"speaker":"Ian Moyse","startTime":1058.546,"endTime":1060.836,"body":"There's a slider and that's it."},{"speaker":"Ian Moyse","startTime":1061.286,"endTime":1066.866,"body":"So, number one is create good content,"},{"speaker":"Ian Moyse","startTime":1061.286,"endTime":1066.866,"body":"any content you have the post schedule it."},{"speaker":"Ian Moyse","startTime":1067.211,"endTime":1068.111,"body":"People get into this."},{"speaker":"Ian Moyse","startTime":1068.111,"endTime":1070.751,"body":"I've seen this with companies"},{"speaker":"Ian Moyse","startTime":1068.111,"endTime":1070.751,"body":"that produce a great blog and"},{"speaker":"Ian Moyse","startTime":1070.751,"endTime":1071.891,"body":"I've advised companies on this."},{"speaker":"Ian Moyse","startTime":1072.401,"endTime":1074.231,"body":"I see you've tweeted it."},{"speaker":"Ian Moyse","startTime":1074.231,"endTime":1074.501,"body":"Yeah."},{"speaker":"Ian Moyse","startTime":1074.501,"endTime":1075.791,"body":"I've posted it on LinkedIn, Twitter."},{"speaker":"Ian Moyse","startTime":1075.941,"endTime":1076.901,"body":"I post that, right?"},{"speaker":"Ian Moyse","startTime":1076.931,"endTime":1077.351,"body":"Yeah."},{"speaker":"Ian Moyse","startTime":1077.471,"endTime":1080.471,"body":"Once, you said it's a"},{"speaker":"Ian Moyse","startTime":1077.471,"endTime":1080.471,"body":"great piece of content."},{"speaker":"Ian Moyse","startTime":1080.501,"endTime":1080.811,"body":"Yeah."},{"speaker":"Ian Moyse","startTime":1080.825,"endTime":1084.591,"body":"That's like creating brilliant"},{"speaker":"Ian Moyse","startTime":1080.825,"endTime":1084.591,"body":"TV advert and you run it once."},{"speaker":"Ian Moyse","startTime":1084.591,"endTime":1086.886,"body":"If it's the Superbowl,"},{"speaker":"Ian Moyse","startTime":1084.591,"endTime":1086.886,"body":"there's your exception."},{"speaker":"Ian Moyse","startTime":1088.116,"endTime":1091.526,"body":"But if it's not, you tell me"},{"speaker":"Ian Moyse","startTime":1088.116,"endTime":1091.526,"body":"you haven't seen the same TV"},{"speaker":"Ian Moyse","startTime":1091.566,"endTime":1092.757,"body":"advertisement multiple times."},{"speaker":"Ian Moyse","startTime":1092.773,"endTime":1093.883,"body":"That's what you need to do on social."},{"speaker":"Ian Moyse","startTime":1093.883,"endTime":1097.483,"body":"You schedule it, take the same"},{"speaker":"Ian Moyse","startTime":1093.883,"endTime":1097.483,"body":"piece of content I want to couldn't"},{"speaker":"Ian Moyse","startTime":1097.483,"endTime":1099.733,"body":"no, I couldn't do that because"},{"speaker":"Ian Moyse","startTime":1097.483,"endTime":1099.733,"body":"people will get fed up with it."},{"speaker":"Ian Moyse","startTime":1099.733,"endTime":1100.873,"body":"In other words, they won't see it."},{"speaker":"Ian Moyse","startTime":1101.533,"endTime":1101.833,"body":"Yeah."},{"speaker":"Ian Moyse","startTime":1102.043,"endTime":1105.073,"body":"The chances, any individual is going"},{"speaker":"Ian Moyse","startTime":1102.043,"endTime":1105.073,"body":"to see it more than once or twice."},{"speaker":"Ian Moyse","startTime":1105.073,"endTime":1106.033,"body":"It's pretty slim."},{"speaker":"Ian Moyse","startTime":1106.513,"endTime":1108.493,"body":"Schedule it using something like Buffer."},{"speaker":"Ian Moyse","startTime":1108.823,"endTime":1112.933,"body":"And I schedule two weeks ahead and"},{"speaker":"Ian Moyse","startTime":1108.823,"endTime":1112.933,"body":"I'll say here's a good bit of content."},{"speaker":"Ian Moyse","startTime":1112.933,"endTime":1115.693,"body":"It's a podcast we've done with"},{"speaker":"Ian Moyse","startTime":1112.933,"endTime":1115.693,"body":"something like this and I'll schedule"},{"speaker":"Ian Moyse","startTime":1115.693,"endTime":1118.583,"body":"it 20 times on LinkedIn, 20 times"},{"speaker":"Ian Moyse","startTime":1115.693,"endTime":1118.583,"body":"on Twitter over the next month."},{"speaker":"Ian Moyse","startTime":1119.083,"endTime":1122.608,"body":"Different times, different days,"},{"speaker":"Ian Moyse","startTime":1119.083,"endTime":1122.608,"body":"even at weekends, because guess"},{"speaker":"Ian Moyse","startTime":1122.608,"endTime":1125.698,"body":"what people do bloody glances"},{"speaker":"Ian Moyse","startTime":1122.608,"endTime":1125.698,"body":"at the thing at different times."},{"speaker":"Ian Moyse","startTime":1125.77,"endTime":1127.69,"body":"And it costs you nothing to do it."},{"speaker":"Ian Moyse","startTime":1128.35,"endTime":1130.0,"body":"And no one's going to see it every time."},{"speaker":"Ian Moyse","startTime":1130.03,"endTime":1131.19,"body":"So no, one's going to notice it."},{"speaker":"Jonathan Green","startTime":1131.5,"endTime":1131.97,"body":"That's fair."},{"speaker":"Jonathan Green","startTime":1131.995,"endTime":1134.635,"body":"No one's ever say anything like that to me"},{"speaker":"Jonathan Green","startTime":1131.995,"endTime":1134.635,"body":"before it just blew my mind a little bit."},{"speaker":"Jonathan Green","startTime":1134.635,"endTime":1137.755,"body":"Cause that's interesting because"},{"speaker":"Jonathan Green","startTime":1134.635,"endTime":1137.755,"body":"everything I always see as Jonathan,"},{"speaker":"Jonathan Green","startTime":1137.995,"endTime":1139.075,"body":"and this is why I hate social media."},{"speaker":"Jonathan Green","startTime":1139.075,"endTime":1142.481,"body":"It's like I have to come up"},{"speaker":"Jonathan Green","startTime":1139.075,"endTime":1142.481,"body":"with 40 pieces of content a day."},{"speaker":"Jonathan Green","startTime":1142.751,"endTime":1144.241,"body":"I have to put out dozens of contents."},{"speaker":"Jonathan Green","startTime":1144.241,"endTime":1145.331,"body":"I can never reuse content."},{"speaker":"Jonathan Green","startTime":1145.331,"endTime":1148.691,"body":"Because I've done a daily video"},{"speaker":"Jonathan Green","startTime":1145.331,"endTime":1148.691,"body":"for one of my social media"},{"speaker":"Jonathan Green","startTime":1148.691,"endTime":1149.921,"body":"channels every day for two years."},{"speaker":"Jonathan Green","startTime":1149.921,"endTime":1152.127,"body":"So, you can't ever reuse an old"},{"speaker":"Jonathan Green","startTime":1149.921,"endTime":1152.127,"body":"one, I'm like, are you sure?"},{"speaker":"Ian Moyse","startTime":1152.597,"endTime":1157.825,"body":"It's an interesting talk,"},{"speaker":"Ian Moyse","startTime":1152.597,"endTime":1157.825,"body":"social influencers, we all do it."},{"speaker":"Ian Moyse","startTime":1157.885,"endTime":1160.325,"body":"I do socially influence"},{"speaker":"Ian Moyse","startTime":1157.885,"endTime":1160.325,"body":"for lots of major brands."},{"speaker":"Ian Moyse","startTime":1160.915,"endTime":1164.645,"body":"The influence is we know each other right."},{"speaker":"Ian Moyse","startTime":1164.645,"endTime":1172.727,"body":"And we go, oh yeah, they've got"},{"speaker":"Ian Moyse","startTime":1164.645,"endTime":1172.727,"body":"me and you and Bob and Dave."},{"speaker":"Ian Moyse","startTime":1172.727,"endTime":1175.877,"body":"And so, you get to know each"},{"speaker":"Ian Moyse","startTime":1172.727,"endTime":1175.877,"body":"other and you compare notes."},{"speaker":"Ian Moyse","startTime":1176.007,"endTime":1179.582,"body":"And they all do it,"},{"speaker":"Ian Moyse","startTime":1176.007,"endTime":1179.582,"body":"you just spread it out?"},{"speaker":"Ian Moyse","startTime":1179.612,"endTime":1183.452,"body":"You don't do 10 and 10 in the same"},{"speaker":"Ian Moyse","startTime":1179.612,"endTime":1183.452,"body":"day, every hour, the same content."},{"speaker":"Ian Moyse","startTime":1183.902,"endTime":1184.872,"body":"You just knocked it out."},{"speaker":"Ian Moyse","startTime":1185.162,"endTime":1188.042,"body":"So, I've got what I've got is a word doc."},{"speaker":"Ian Moyse","startTime":1188.282,"endTime":1195.592,"body":"So, every podcast I do or blog or"},{"speaker":"Ian Moyse","startTime":1188.282,"endTime":1195.592,"body":"anything, I create the template"},{"speaker":"Ian Moyse","startTime":1195.617,"endTime":1197.567,"body":"for it, with the link and the tags."},{"speaker":"Ian Moyse","startTime":1197.777,"endTime":1199.037,"body":"And I just got this word doc."},{"speaker":"Ian Moyse","startTime":1199.037,"endTime":1201.529,"body":"So, I can just cut and paste at"},{"speaker":"Ian Moyse","startTime":1199.037,"endTime":1201.529,"body":"any point into buffer,  that one"},{"speaker":"Ian Moyse","startTime":1201.529,"endTime":1204.109,"body":"there dotted around, I've got"},{"speaker":"Ian Moyse","startTime":1201.529,"endTime":1204.109,"body":"images and videos to go with it."},{"speaker":"Ian Moyse","startTime":1204.409,"endTime":1205.209,"body":"You just spread them out."},{"speaker":"Jonathan Green","startTime":1206.109,"endTime":1209.399,"body":"If you posted the same"},{"speaker":"Jonathan Green","startTime":1206.109,"endTime":1209.399,"body":"thing 20 times do you have to change?"},{"speaker":"Jonathan Green","startTime":1209.419,"endTime":1210.589,"body":"Do you have to use 20 images?"},{"speaker":"Jonathan Green","startTime":1210.589,"endTime":1211.549,"body":"Do you have to change the image or?"},{"speaker":"Ian Moyse","startTime":1211.604,"endTime":1214.872,"body":"So, for"},{"speaker":"Ian Moyse","startTime":1211.604,"endTime":1214.872,"body":"example, perfect example."},{"speaker":"Ian Moyse","startTime":1215.232,"endTime":1215.862,"body":"I've got one."},{"speaker":"Ian Moyse","startTime":1215.862,"endTime":1217.092,"body":"Let me just find it now."},{"speaker":"Ian Moyse","startTime":1217.122,"endTime":1218.652,"body":"Cause I can read it off"},{"speaker":"Ian Moyse","startTime":1217.122,"endTime":1218.652,"body":"because I've got the doc open."},{"speaker":"Ian Moyse","startTime":1219.942,"endTime":1221.292,"body":"We sat on another screen."},{"speaker":"Ian Moyse","startTime":1221.622,"endTime":1228.222,"body":"So, I've just done one where I did"},{"speaker":"Ian Moyse","startTime":1221.622,"endTime":1228.222,"body":"a locally video on camera for an"},{"speaker":"Ian Moyse","startTime":1228.222,"endTime":1232.202,"body":"event 30-minute video, and I've"},{"speaker":"Ian Moyse","startTime":1228.222,"endTime":1232.202,"body":"got four different posts there"},{"speaker":"Ian Moyse","startTime":1232.622,"endTime":1234.582,"body":"for four lessons in conversations."},{"speaker":"Ian Moyse","startTime":1234.582,"endTime":1235.722,"body":"There's one with some tags."},{"speaker":"Ian Moyse","startTime":1235.962,"endTime":1237.552,"body":"What is being Sherlock in sales?"},{"speaker":"Ian Moyse","startTime":1237.792,"endTime":1238.812,"body":"What is a conversation?"},{"speaker":"Ian Moyse","startTime":1238.842,"endTime":1240.972,"body":"When is a conversation,"},{"speaker":"Ian Moyse","startTime":1238.842,"endTime":1240.972,"body":"not a conversation?"},{"speaker":"Ian Moyse","startTime":1241.212,"endTime":1243.072,"body":"Why you need to change"},{"speaker":"Ian Moyse","startTime":1241.212,"endTime":1243.072,"body":"the channel in sales?"},{"speaker":"Ian Moyse","startTime":1243.072,"endTime":1245.967,"body":"It's all the same video, different"},{"speaker":"Ian Moyse","startTime":1243.072,"endTime":1245.967,"body":"content, but because the video"},{"speaker":"Ian Moyse","startTime":1245.967,"endTime":1247.107,"body":"covers all of those things."},{"speaker":"Jonathan Green","startTime":1247.347,"endTime":1247.587,"body":"Right?"},{"speaker":"Jonathan Green","startTime":1248.037,"endTime":1251.097,"body":"So, you take the same piece"},{"speaker":"Jonathan Green","startTime":1248.037,"endTime":1251.097,"body":"of content and you repost it."},{"speaker":"Jonathan Green","startTime":1251.097,"endTime":1253.737,"body":"And you make it fresh and"},{"speaker":"Jonathan Green","startTime":1251.097,"endTime":1253.737,"body":"appeal to different people."},{"speaker":"Jonathan Green","startTime":1253.737,"endTime":1254.637,"body":"You change the headline?"},{"speaker":"Ian Moyse","startTime":1254.637,"endTime":1258.307,"body":"Change the title of the"},{"speaker":"Ian Moyse","startTime":1254.637,"endTime":1258.307,"body":"posting and grab a different image"},{"speaker":"Ian Moyse","startTime":1258.307,"endTime":1260.337,"body":"from it, if it's a video for sale."},{"speaker":"Ian Moyse","startTime":1260.667,"endTime":1264.197,"body":"And it looks like a different,"},{"speaker":"Ian Moyse","startTime":1260.667,"endTime":1264.197,"body":"fresh better content."},{"speaker":"Ian Moyse","startTime":1264.497,"endTime":1267.387,"body":"It's so rare you're going to get"},{"speaker":"Ian Moyse","startTime":1264.497,"endTime":1267.387,"body":"the same audience because people"},{"speaker":"Ian Moyse","startTime":1267.387,"endTime":1271.567,"body":"aren't sat there watching your"},{"speaker":"Ian Moyse","startTime":1267.387,"endTime":1271.567,"body":"stuff all the time on any platform."},{"speaker":"Ian Moyse","startTime":1271.977,"endTime":1273.067,"body":"That drop it in and out."},{"speaker":"Ian Moyse","startTime":1273.086,"endTime":1277.886,"body":"So, unless they come to my profile and"},{"speaker":"Ian Moyse","startTime":1273.086,"endTime":1277.886,"body":"scroll through it and people don't do"},{"speaker":"Ian Moyse","startTime":1277.886,"endTime":1279.386,"body":"that, they look at their general feed."},{"speaker":"Jonathan Green","startTime":1280.346,"endTime":1281.456,"body":"That"},{"speaker":"Jonathan Green","startTime":1280.346,"endTime":1281.456,"body":"happened to me this week."},{"speaker":"Jonathan Green","startTime":1281.486,"endTime":1284.046,"body":"I looked at my wife's Facebook feed"},{"speaker":"Jonathan Green","startTime":1281.486,"endTime":1284.046,"body":"for the first time I think since"},{"speaker":"Jonathan Green","startTime":1284.066,"endTime":1286.166,"body":"we got married and I was like,"},{"speaker":"Jonathan Green","startTime":1284.066,"endTime":1286.166,"body":"this is what you do on Facebook."},{"speaker":"Jonathan Green","startTime":1286.166,"endTime":1287.036,"body":"I was so shocked."},{"speaker":"Jonathan Green","startTime":1287.426,"endTime":1289.886,"body":"I had to look cause I think one"},{"speaker":"Jonathan Green","startTime":1287.426,"endTime":1289.886,"body":"of my relatives are asking for"},{"speaker":"Jonathan Green","startTime":1289.886,"endTime":1291.146,"body":"more pictures of our new baby."},{"speaker":"Jonathan Green","startTime":1291.476,"endTime":1293.161,"body":"And I was like, oh, let me"},{"speaker":"Jonathan Green","startTime":1291.476,"endTime":1293.161,"body":"check my wife Facebook feed."},{"speaker":"Jonathan Green","startTime":1293.161,"endTime":1297.038,"body":"I was scrolling down and I was"},{"speaker":"Jonathan Green","startTime":1293.161,"endTime":1297.038,"body":"like, you have a different life"},{"speaker":"Jonathan Green","startTime":1297.038,"endTime":1298.568,"body":"that I didn't even know about."},{"speaker":"Jonathan Green","startTime":1299.638,"endTime":1302.003,"body":"I realized I don't know"},{"speaker":"Jonathan Green","startTime":1299.638,"endTime":1302.003,"body":"if I've ever looked at it."},{"speaker":"Jonathan Green","startTime":1302.003,"endTime":1303.923,"body":"We've been together for eight years"},{"speaker":"Jonathan Green","startTime":1302.003,"endTime":1303.923,"body":"and I'm like, I may have never"},{"speaker":"Jonathan Green","startTime":1303.923,"endTime":1305.643,"body":"looked at your Facebook profile."},{"speaker":"Jonathan Green","startTime":1306.473,"endTime":1307.65,"body":"Cause we live in the same room."},{"speaker":"Jonathan Green","startTime":1307.65,"endTime":1308.98,"body":"Like I'm not looking at her feed."},{"speaker":"Jonathan Green","startTime":1309.0,"endTime":1311.76,"body":"And so, if I'm not looking at her feed"},{"speaker":"Jonathan Green","startTime":1309.0,"endTime":1311.76,"body":"I'm certainly not looking at any of my"},{"speaker":"Jonathan Green","startTime":1311.76,"endTime":1316.13,"body":"friends or my own, now that will say that"},{"speaker":"Jonathan Green","startTime":1311.76,"endTime":1316.13,"body":"I have no idea what's on my Facebook."},{"speaker":"Jonathan Green","startTime":1316.2,"endTime":1318.39,"body":"If I look at my profile, no idea"},{"speaker":"Jonathan Green","startTime":1316.2,"endTime":1318.39,"body":"it would be under the picture."},{"speaker":"Jonathan Green","startTime":1318.39,"endTime":1323.324,"body":"So, that's really good because the"},{"speaker":"Jonathan Green","startTime":1318.39,"endTime":1323.324,"body":"pressure that we all feel, whether"},{"speaker":"Jonathan Green","startTime":1323.324,"endTime":1325.234,"body":"we're a beginner or advanced is like."},{"speaker":"Jonathan Green","startTime":1326.224,"endTime":1329.519,"body":"Oh, if you've got to tweet 20"},{"speaker":"Jonathan Green","startTime":1326.224,"endTime":1329.519,"body":"times a day, and I do scheduling,"},{"speaker":"Jonathan Green","startTime":1329.669,"endTime":1330.709,"body":"but I always hear this thing."},{"speaker":"Jonathan Green","startTime":1330.779,"endTime":1333.209,"body":"You have to perpetually"},{"speaker":"Jonathan Green","startTime":1330.779,"endTime":1333.209,"body":"create new content."},{"speaker":"Jonathan Green","startTime":1333.209,"endTime":1334.459,"body":"You have to keep it rotating."},{"speaker":"Jonathan Green","startTime":1334.819,"endTime":1336.709,"body":"And it's everything."},{"speaker":"Jonathan Green","startTime":1336.877,"endTime":1340.167,"body":"I feel like the main social media"},{"speaker":"Jonathan Green","startTime":1336.877,"endTime":1340.167,"body":"approach, we all learn as the musket."},{"speaker":"Jonathan Green","startTime":1340.535,"endTime":1343.235,"body":"You get to shoot each bullet once and"},{"speaker":"Jonathan Green","startTime":1340.535,"endTime":1343.235,"body":"you get better keep making more bullets."},{"speaker":"Jonathan Green","startTime":1343.235,"endTime":1346.065,"body":"You spend more time making them."},{"speaker":"Ian Moyse","startTime":1346.354,"endTime":1349.144,"body":"For example, I can't use"},{"speaker":"Ian Moyse","startTime":1346.354,"endTime":1349.144,"body":"content that I did six years ago"},{"speaker":"Ian Moyse","startTime":1349.144,"endTime":1350.124,"body":"because it's probably not relevant."},{"speaker":"Ian Moyse","startTime":1350.143,"endTime":1354.362,"body":"But I'm constantly guesting"},{"speaker":"Ian Moyse","startTime":1350.143,"endTime":1354.362,"body":"on podcasts doing a new blog."},{"speaker":"Ian Moyse","startTime":1354.403,"endTime":1358.873,"body":"Maybe I write two blogs a month"},{"speaker":"Ian Moyse","startTime":1354.403,"endTime":1358.873,"body":"or now I've got some software and"},{"speaker":"Ian Moyse","startTime":1358.873,"endTime":1361.753,"body":"bits I can do play around with"},{"speaker":"Ian Moyse","startTime":1358.873,"endTime":1361.753,"body":"on here and put some titles on."},{"speaker":"Ian Moyse","startTime":1361.753,"endTime":1363.133,"body":"So, it'd make it a bit more professional."},{"speaker":"Ian Moyse","startTime":1363.133,"endTime":1366.403,"body":"So, I just need to get some sorts"},{"speaker":"Ian Moyse","startTime":1363.133,"endTime":1366.403,"body":"of there, but you can look at"},{"speaker":"Ian Moyse","startTime":1366.403,"endTime":1369.353,"body":"that and I can record and talk to"},{"speaker":"Ian Moyse","startTime":1366.403,"endTime":1369.353,"body":"camera for six or seven minutes."},{"speaker":"Ian Moyse","startTime":1370.288,"endTime":1370.928,"body":"And it's easy, right?"},{"speaker":"Ian Moyse","startTime":1370.938,"endTime":1373.158,"body":"It takes 10 minutes tops,"},{"speaker":"Ian Moyse","startTime":1370.938,"endTime":1373.158,"body":"put a few tiles on it."},{"speaker":"Ian Moyse","startTime":1373.168,"endTime":1373.978,"body":"I've got a bit of content."},{"speaker":"Ian Moyse","startTime":1375.178,"endTime":1378.328,"body":"So, it's creating new content,"},{"speaker":"Ian Moyse","startTime":1375.178,"endTime":1378.328,"body":"but it isn't about, you need to"},{"speaker":"Ian Moyse","startTime":1378.328,"endTime":1382.478,"body":"create three new pieces a month"},{"speaker":"Ian Moyse","startTime":1378.328,"endTime":1382.478,"body":"cause who the hell can do that."},{"speaker":"Ian Moyse","startTime":1385.468,"endTime":1391.078,"body":"The other trick I learned is to create"},{"speaker":"Ian Moyse","startTime":1385.468,"endTime":1391.078,"body":"professional looking imagery and video."},{"speaker":"Ian Moyse","startTime":1391.933,"endTime":1394.783,"body":"Very cheaply and I don't have the"},{"speaker":"Ian Moyse","startTime":1391.933,"endTime":1394.783,"body":"skills or I don't know how to use,"},{"speaker":"Ian Moyse","startTime":1394.873,"endTime":1397.513,"body":"forget the main packages people use,"},{"speaker":"Ian Moyse","startTime":1394.873,"endTime":1397.513,"body":"but with these graphic packages."},{"speaker":"Ian Moyse","startTime":1398.383,"endTime":1402.678,"body":"So, if you haven't come across it, it's"},{"speaker":"Ian Moyse","startTime":1398.383,"endTime":1402.678,"body":"two websites, Fiverr, and Five Squid, they"},{"speaker":"Ian Moyse","startTime":1402.688,"endTime":1405.718,"body":"both do the same, gig economy, websites."},{"speaker":"Ian Moyse","startTime":1406.588,"endTime":1410.558,"body":"And I have posted so"},{"speaker":"Ian Moyse","startTime":1406.588,"endTime":1410.558,"body":"many videos over time."},{"speaker":"Ian Moyse","startTime":1410.888,"endTime":1413.768,"body":"And if you look at my profiles and"},{"speaker":"Ian Moyse","startTime":1410.888,"endTime":1413.768,"body":"stuff, you'll see it regularly."},{"speaker":"Ian Moyse","startTime":1413.918,"endTime":1418.508,"body":"There might be one saying how you cloud"},{"speaker":"Ian Moyse","startTime":1413.918,"endTime":1418.508,"body":"it, it's a fantastic animation flying"},{"speaker":"Ian Moyse","startTime":1418.508,"endTime":1422.208,"body":"through a computer with you into cloud"},{"speaker":"Ian Moyse","startTime":1418.508,"endTime":1422.208,"body":"and software's, so you want to learn"},{"speaker":"Ian Moyse","startTime":1422.208,"endTime":1424.178,"body":"about and this is the blog to follow."},{"speaker":"Ian Moyse","startTime":1425.348,"endTime":1427.628,"body":"That costs me five bucks"},{"speaker":"Ian Moyse","startTime":1425.348,"endTime":1427.628,"body":"to get done on Fiverr."},{"speaker":"Ian Moyse","startTime":1428.228,"endTime":1430.088,"body":"All I did was gave him the"},{"speaker":"Ian Moyse","startTime":1428.228,"endTime":1430.088,"body":"text and what I wanted."},{"speaker":"Ian Moyse","startTime":1431.823,"endTime":1436.593,"body":"So many on that and they produce"},{"speaker":"Ian Moyse","startTime":1431.823,"endTime":1436.593,"body":"these high production, amazing video"},{"speaker":"Ian Moyse","startTime":1436.593,"endTime":1439.053,"body":"clips that you can post on social."},{"speaker":"Ian Moyse","startTime":1439.503,"endTime":1442.323,"body":"And I've had so many people"},{"speaker":"Ian Moyse","startTime":1439.503,"endTime":1442.323,"body":"reach out to me go and companies,"},{"speaker":"Ian Moyse","startTime":1442.743,"endTime":1443.763,"body":"oh my God, how'd you do that?"},{"speaker":"Ian Moyse","startTime":1443.763,"endTime":1445.073,"body":"We'd love to have something like that."},{"speaker":"Ian Moyse","startTime":1445.414,"endTime":1451.244,"body":"Did you do it, or, so I feel disappointing"},{"speaker":"Ian Moyse","startTime":1445.414,"endTime":1451.244,"body":"sometimes to say it costs five quid."},{"speaker":"Ian Moyse","startTime":1453.304,"endTime":1457.704,"body":"Because there's someone in"},{"speaker":"Ian Moyse","startTime":1453.304,"endTime":1457.704,"body":"Thailand or there is someone in"},{"speaker":"Ian Moyse","startTime":1457.734,"endTime":1461.504,"body":"the backend of nowhere, India,"},{"speaker":"Ian Moyse","startTime":1457.734,"endTime":1461.504,"body":"who knows how to do this stuff."},{"speaker":"Ian Moyse","startTime":1461.714,"endTime":1464.564,"body":"And to them, it's a good money and"},{"speaker":"Ian Moyse","startTime":1461.714,"endTime":1464.564,"body":"they're on this website and they're"},{"speaker":"Ian Moyse","startTime":1464.564,"endTime":1465.764,"body":"just do it, churning them out all day."},{"speaker":"Ian Moyse","startTime":1465.764,"endTime":1470.204,"body":"They sat somewhere, just"},{"speaker":"Ian Moyse","startTime":1465.764,"endTime":1470.204,"body":"churning this stuff out cheaply."},{"speaker":"Ian Moyse","startTime":1471.584,"endTime":1474.674,"body":"Anyone who got the skill you can go"},{"speaker":"Ian Moyse","startTime":1471.584,"endTime":1474.674,"body":"on, then you start at five pounds."},{"speaker":"Ian Moyse","startTime":1474.674,"endTime":1478.334,"body":"Some of the gigs will be 40 pounds for"},{"speaker":"Ian Moyse","startTime":1474.674,"endTime":1478.334,"body":"a video cause it's hot, different than"},{"speaker":"Ian Moyse","startTime":1478.334,"endTime":1479.844,"body":"that's what they decided to charge."},{"speaker":"Ian Moyse","startTime":1481.294,"endTime":1483.314,"body":"So, I do those all the time."},{"speaker":"Ian Moyse","startTime":1483.344,"endTime":1486.884,"body":"I've got a lot, I've done"},{"speaker":"Ian Moyse","startTime":1483.344,"endTime":1486.884,"body":"about 400 gigs on there."},{"speaker":"Ian Moyse","startTime":1486.884,"endTime":1491.984,"body":"Now over the years, creating video content"},{"speaker":"Ian Moyse","startTime":1486.884,"endTime":1491.984,"body":"and imagery to make my brand look more"},{"speaker":"Ian Moyse","startTime":1491.984,"endTime":1494.774,"body":"professional, but I haven't done the work."},{"speaker":"Ian Moyse","startTime":1495.054,"endTime":1496.334,"body":"It's cheaper to outsource it."},{"speaker":"Ian Moyse","startTime":1497.264,"endTime":1498.314,"body":"And that gives you adverts."},{"speaker":"Ian Moyse","startTime":1498.342,"endTime":1501.765,"body":"So, advertorials or videos, which"},{"speaker":"Ian Moyse","startTime":1498.342,"endTime":1501.765,"body":"grab people's attention when they're"},{"speaker":"Ian Moyse","startTime":1501.765,"endTime":1509.145,"body":"scrolling through of whoa, what's"},{"speaker":"Ian Moyse","startTime":1501.765,"endTime":1509.145,"body":"this, it's the MTV generation is"},{"speaker":"Ian Moyse","startTime":1509.145,"endTime":1510.625,"body":"grabbing that, is that advert."},{"speaker":"Ian Moyse","startTime":1511.375,"endTime":1515.07,"body":"What's going to grab your attention"},{"speaker":"Ian Moyse","startTime":1511.375,"endTime":1515.07,"body":"when you're scrolling to stop"},{"speaker":"Ian Moyse","startTime":1515.07,"endTime":1516.42,"body":"and look at my piece of content."},{"speaker":"Ian Moyse","startTime":1517.17,"endTime":1517.8,"body":"That's the game."},{"speaker":"Ian Moyse","startTime":1518.01,"endTime":1518.88,"body":"That's all it is."},{"speaker":"Jonathan Green","startTime":1519.45,"endTime":1519.84,"body":"Okay."},{"speaker":"Jonathan Green","startTime":1520.14,"endTime":1520.89,"body":"That's really good."},{"speaker":"Jonathan Green","startTime":1521.34,"endTime":1523.8,"body":"So, start putting out that content."},{"speaker":"Jonathan Green","startTime":1523.89,"endTime":1526.56,"body":"We reuse our content a lot, so"},{"speaker":"Jonathan Green","startTime":1523.89,"endTime":1526.56,"body":"we're not spending six hours"},{"speaker":"Jonathan Green","startTime":1526.56,"endTime":1528.3,"body":"a week just recording videos."},{"speaker":"Jonathan Green","startTime":1528.33,"endTime":1531.3,"body":"And then we start pulling people"},{"speaker":"Jonathan Green","startTime":1528.33,"endTime":1531.3,"body":"to our profile and getting"},{"speaker":"Jonathan Green","startTime":1531.3,"endTime":1532.35,"body":"them to follow us or friend us."},{"speaker":"Jonathan Green","startTime":1532.35,"endTime":1533.88,"body":"And I get all those requests all the time."},{"speaker":"Jonathan Green","startTime":1535.05,"endTime":1538.41,"body":"How do we then get them"},{"speaker":"Jonathan Green","startTime":1535.05,"endTime":1538.41,"body":"to interact with us?"},{"speaker":"Jonathan Green","startTime":1539.34,"endTime":1542.04,"body":"For, from like the pulling of the"},{"speaker":"Jonathan Green","startTime":1539.34,"endTime":1542.04,"body":"funnel approach, is it that I post"},{"speaker":"Jonathan Green","startTime":1542.04,"endTime":1544.29,"body":"something in the profile and say,"},{"speaker":"Jonathan Green","startTime":1542.04,"endTime":1544.29,"body":"click this link to watch my video?"},{"speaker":"Jonathan Green","startTime":1544.29,"endTime":1545.58,"body":"Or is it that I say message me?"},{"speaker":"Jonathan Green","startTime":1545.88,"endTime":1548.19,"body":"How do we turn it into a"},{"speaker":"Jonathan Green","startTime":1545.88,"endTime":1548.19,"body":"conversation with the right people?"},{"speaker":"Ian Moyse","startTime":1548.276,"endTime":1551.606,"body":"Firstly, it's define"},{"speaker":"Ian Moyse","startTime":1548.276,"endTime":1551.606,"body":"whatever you're doing, define"},{"speaker":"Ian Moyse","startTime":1551.606,"endTime":1552.608,"body":"what you want to be known for."},{"speaker":"Ian Moyse","startTime":1552.629,"endTime":1554.489,"body":"And is it obvious what"},{"speaker":"Ian Moyse","startTime":1552.629,"endTime":1554.489,"body":"you want to be known for?"},{"speaker":"Ian Moyse","startTime":1555.089,"endTime":1559.299,"body":"So, mine is cloud and"},{"speaker":"Ian Moyse","startTime":1555.089,"endTime":1559.299,"body":"sales stuff, that's it."},{"speaker":"Ian Moyse","startTime":1560.129,"endTime":1563.834,"body":"And it's pretty obvious if you look at"},{"speaker":"Ian Moyse","startTime":1560.129,"endTime":1563.834,"body":"my stuff, make it blatantly obvious."},{"speaker":"Ian Moyse","startTime":1563.834,"endTime":1564.764,"body":"That's what it's about."},{"speaker":"Ian Moyse","startTime":1564.764,"endTime":1567.254,"body":"And the content that I post"},{"speaker":"Ian Moyse","startTime":1564.764,"endTime":1567.254,"body":"is consistently about that."},{"speaker":"Ian Moyse","startTime":1567.824,"endTime":1570.974,"body":"So, what do you want to be known"},{"speaker":"Ian Moyse","startTime":1567.824,"endTime":1570.974,"body":"for, and then make it easy for people"},{"speaker":"Ian Moyse","startTime":1570.974,"endTime":1572.474,"body":"to interact with you on all play?"},{"speaker":"Ian Moyse","startTime":1572.714,"endTime":1574.994,"body":"So, in our instance, on"},{"speaker":"Ian Moyse","startTime":1572.714,"endTime":1574.994,"body":"all platforms, right?"},{"speaker":"Ian Moyse","startTime":1574.994,"endTime":1576.374,"body":"So, initially I was on LinkedIn."},{"speaker":"Ian Moyse","startTime":1576.854,"endTime":1579.404,"body":"I've now got profiles on"},{"speaker":"Ian Moyse","startTime":1576.854,"endTime":1579.404,"body":"all the major platforms."},{"speaker":"Ian Moyse","startTime":1579.734,"endTime":1581.114,"body":"They all look consistent."},{"speaker":"Ian Moyse","startTime":1581.114,"endTime":1583.214,"body":"So, if you look at any of my"},{"speaker":"Ian Moyse","startTime":1581.114,"endTime":1583.214,"body":"profiles, you'll know it's me."},{"speaker":"Ian Moyse","startTime":1583.244,"endTime":1585.794,"body":"Even if you took the name out,"},{"speaker":"Ian Moyse","startTime":1583.244,"endTime":1585.794,"body":"you'd notice the same person's"},{"speaker":"Ian Moyse","startTime":1585.794,"endTime":1588.234,"body":"profile and I cross-link them all."},{"speaker":"Ian Moyse","startTime":1589.059,"endTime":1594.169,"body":"I do everything I can to make it easy"},{"speaker":"Ian Moyse","startTime":1589.059,"endTime":1594.169,"body":"for you as the audience to find me,"},{"speaker":"Ian Moyse","startTime":1594.169,"endTime":1595.862,"body":"know what to interact with me for."},{"speaker":"Ian Moyse","startTime":1596.702,"endTime":1600.632,"body":"So, if you're into archeology, you're"},{"speaker":"Ian Moyse","startTime":1596.702,"endTime":1600.632,"body":"going to immediately know I'm not the guy."},{"speaker":"Ian Moyse","startTime":1601.232,"endTime":1602.683,"body":"If you're into Kyle computing, yeah."},{"speaker":"Ian Moyse","startTime":1602.713,"endTime":1608.623,"body":"This is the guy and I get myself into"},{"speaker":"Ian Moyse","startTime":1602.713,"endTime":1608.623,"body":"other areas anywhere there's anything"},{"speaker":"Ian Moyse","startTime":1608.623,"endTime":1613.843,"body":"where I can extend that personal brand,"},{"speaker":"Ian Moyse","startTime":1608.623,"endTime":1613.843,"body":"whether it be a podcast talking about it,"},{"speaker":"Ian Moyse","startTime":1613.843,"endTime":1616.053,"body":"whether it be doing a blog for someone."},{"speaker":"Ian Moyse","startTime":1616.053,"endTime":1617.973,"body":"I write blogs sometimes,"},{"speaker":"Ian Moyse","startTime":1616.053,"endTime":1617.973,"body":"and then posts it."},{"speaker":"Ian Moyse","startTime":1617.973,"endTime":1621.158,"body":"I find sites where you can post"},{"speaker":"Ian Moyse","startTime":1617.973,"endTime":1621.158,"body":"them, there's tech magazines for"},{"speaker":"Ian Moyse","startTime":1621.158,"endTime":1622.868,"body":"me, which will take my content."},{"speaker":"Ian Moyse","startTime":1623.858,"endTime":1628.838,"body":"So, I'm looking at, if I create a piece"},{"speaker":"Ian Moyse","startTime":1623.858,"endTime":1628.838,"body":"of content, how many places can I get that"},{"speaker":"Ian Moyse","startTime":1628.838,"endTime":1633.638,"body":"used and placed, ideally with backlinks"},{"speaker":"Ian Moyse","startTime":1628.838,"endTime":1633.638,"body":"to me, because I never know where my"},{"speaker":"Ian Moyse","startTime":1633.638,"endTime":1635.258,"body":"audience is going to go to find me."},{"speaker":"Ian Moyse","startTime":1635.798,"endTime":1639.008,"body":"The other thing is lots of tricks I"},{"speaker":"Ian Moyse","startTime":1635.798,"endTime":1639.008,"body":"use and trying to get to the site."},{"speaker":"Ian Moyse","startTime":1639.008,"endTime":1640.578,"body":"Now there's a site I use Tweak."},{"speaker":"Ian Moyse","startTime":1640.578,"endTime":1642.683,"body":"So, what Tweak allows you to do?"},{"speaker":"Ian Moyse","startTime":1642.683,"endTime":1646.523,"body":"There's lots of tools you can use, and"},{"speaker":"Ian Moyse","startTime":1642.683,"endTime":1646.523,"body":"it doesn't necessarily fit for everyone."},{"speaker":"Ian Moyse","startTime":1646.523,"endTime":1649.583,"body":"But Tweak allows you to"},{"speaker":"Ian Moyse","startTime":1646.523,"endTime":1649.583,"body":"create little batch jobs."},{"speaker":"Ian Moyse","startTime":1650.273,"endTime":1652.13,"body":"Okay just point and click on a menu item."},{"speaker":"Ian Moyse","startTime":1652.61,"endTime":1658.35,"body":"So, for example, if I want to grow my"},{"speaker":"Ian Moyse","startTime":1652.61,"endTime":1658.35,"body":"followers like cloud content, cloud"},{"speaker":"Ian Moyse","startTime":1658.37,"endTime":1663.321,"body":"competing content, would it be sensible"},{"speaker":"Ian Moyse","startTime":1658.37,"endTime":1663.321,"body":"to issue if someone is following"},{"speaker":"Ian Moyse","startTime":1663.321,"endTime":1666.729,"body":"another cloud computing influencer,"},{"speaker":"Ian Moyse","startTime":1663.321,"endTime":1666.729,"body":"that would be part of my audiences."},{"speaker":"Ian Moyse","startTime":1666.85,"endTime":1670.12,"body":"So, if you know someone like you,"},{"speaker":"Ian Moyse","startTime":1666.85,"endTime":1670.12,"body":"who's got the audience you want,"},{"speaker":"Ian Moyse","startTime":1670.12,"endTime":1671.68,"body":"you're not stealing their audience."},{"speaker":"Ian Moyse","startTime":1671.68,"endTime":1675.01,"body":"What you're saying is I want"},{"speaker":"Ian Moyse","startTime":1671.68,"endTime":1675.01,"body":"that audience to like me as well."},{"speaker":"Ian Moyse","startTime":1675.01,"endTime":1678.61,"body":"So, it's a little bit like Netflix,"},{"speaker":"Ian Moyse","startTime":1675.01,"endTime":1678.61,"body":"because you watch these three programs."},{"speaker":"Ian Moyse","startTime":1678.61,"endTime":1679.75,"body":"We think you'll like this one."},{"speaker":"Ian Moyse","startTime":1680.86,"endTime":1683.47,"body":"So, what I want is that audience"},{"speaker":"Ian Moyse","startTime":1680.86,"endTime":1683.47,"body":"to go because you're following"},{"speaker":"Ian Moyse","startTime":1683.47,"endTime":1685.51,"body":"those people, you might like me."},{"speaker":"Ian Moyse","startTime":1685.75,"endTime":1688.39,"body":"So, tweet for leisure, create"},{"speaker":"Ian Moyse","startTime":1685.75,"endTime":1688.39,"body":"that type of thing, because what"},{"speaker":"Ian Moyse","startTime":1688.39,"endTime":1691.36,"body":"it does, you can create a little"},{"speaker":"Ian Moyse","startTime":1688.39,"endTime":1691.36,"body":"batch job can put and click."},{"speaker":"Ian Moyse","startTime":1691.78,"endTime":1695.275,"body":"We said, I'm going to pick"},{"speaker":"Ian Moyse","startTime":1691.78,"endTime":1695.275,"body":"these four people because their"},{"speaker":"Ian Moyse","startTime":1695.275,"endTime":1699.205,"body":"audience is the audience that my"},{"speaker":"Ian Moyse","startTime":1695.275,"endTime":1699.205,"body":"content would be interesting too."},{"speaker":"Ian Moyse","startTime":1699.835,"endTime":1705.134,"body":"And what it will do is it will"},{"speaker":"Ian Moyse","startTime":1699.835,"endTime":1705.134,"body":"follow their audience, right?"},{"speaker":"Ian Moyse","startTime":1705.494,"endTime":1709.164,"body":"You can set to follow automatically"},{"speaker":"Ian Moyse","startTime":1705.494,"endTime":1709.164,"body":"like content of their audience."},{"speaker":"Ian Moyse","startTime":1710.254,"endTime":1713.384,"body":"It will do automatic triggering"},{"speaker":"Ian Moyse","startTime":1710.254,"endTime":1713.384,"body":"of people that are following"},{"speaker":"Ian Moyse","startTime":1713.384,"endTime":1715.904,"body":"them and you can D follow them."},{"speaker":"Ian Moyse","startTime":1715.904,"endTime":1720.704,"body":"So, you can say, go and follow"},{"speaker":"Ian Moyse","startTime":1715.904,"endTime":1720.704,"body":"this this individual here."},{"speaker":"Ian Moyse","startTime":1720.704,"endTime":1723.119,"body":"Their audience will probably"},{"speaker":"Ian Moyse","startTime":1720.704,"endTime":1723.119,"body":"will like my content."},{"speaker":"Ian Moyse","startTime":1723.419,"endTime":1727.559,"body":"So, every day go and follow a hundred"},{"speaker":"Ian Moyse","startTime":1723.419,"endTime":1727.559,"body":"of the people that's following them."},{"speaker":"Ian Moyse","startTime":1728.099,"endTime":1730.509,"body":"And three days later, if they"},{"speaker":"Ian Moyse","startTime":1728.099,"endTime":1730.509,"body":"haven't followed me, I unfollow"},{"speaker":"Ian Moyse","startTime":1730.509,"endTime":1733.469,"body":"them, or you'll be surprised how"},{"speaker":"Ian Moyse","startTime":1730.509,"endTime":1733.469,"body":"many followers you get pick up."},{"speaker":"Ian Moyse","startTime":1733.499,"endTime":1734.339,"body":"Cause it gives you a nice graph."},{"speaker":"Ian Moyse","startTime":1734.349,"endTime":1735.809,"body":"So, I used to do this on my competitors."},{"speaker":"Ian Moyse","startTime":1736.139,"endTime":1739.829,"body":"I set it to follow my"},{"speaker":"Ian Moyse","startTime":1736.139,"endTime":1739.829,"body":"competitive vendors followers."},{"speaker":"Ian Moyse","startTime":1740.429,"endTime":1744.029,"body":"And over time I'd say, oh no,"},{"speaker":"Ian Moyse","startTime":1740.429,"endTime":1744.029,"body":"I've picked up 400 followers from"},{"speaker":"Ian Moyse","startTime":1744.029,"endTime":1746.609,"body":"their account because it will show"},{"speaker":"Ian Moyse","startTime":1744.029,"endTime":1746.609,"body":"you which ones that you did it to"},{"speaker":"Ian Moyse","startTime":1746.609,"endTime":1748.139,"body":"have that account now follows you."},{"speaker":"Ian Moyse","startTime":1748.619,"endTime":1748.919,"body":"And it works."},{"speaker":"Ian Moyse","startTime":1749.999,"endTime":1752.819,"body":"It works because what it's doing by"},{"speaker":"Ian Moyse","startTime":1749.999,"endTime":1752.819,"body":"following them, a lot of them will"},{"speaker":"Ian Moyse","startTime":1752.819,"endTime":1754.889,"body":"then go, oh, and he just followed me."},{"speaker":"Ian Moyse","startTime":1756.379,"endTime":1757.319,"body":"Oh, that's interesting."},{"speaker":"Ian Moyse","startTime":1757.349,"endTime":1759.089,"body":"Oh no, all content I'm interested in."},{"speaker":"Ian Moyse","startTime":1759.099,"endTime":1759.869,"body":"I'll follow them back."},{"speaker":"Ian Moyse","startTime":1760.229,"endTime":1762.809,"body":"There's lots of little tricks"},{"speaker":"Ian Moyse","startTime":1760.229,"endTime":1762.809,"body":"you can do to do, which builds"},{"speaker":"Ian Moyse","startTime":1762.809,"endTime":1765.389,"body":"the audience, which over time is"},{"speaker":"Ian Moyse","startTime":1762.809,"endTime":1765.389,"body":"why I've got all the different"},{"speaker":"Ian Moyse","startTime":1765.389,"endTime":1766.649,"body":"followers on the different platforms."},{"speaker":"Ian Moyse","startTime":1766.649,"endTime":1767.639,"body":"It's finding those."},{"speaker":"Ian Moyse","startTime":1767.969,"endTime":1770.569,"body":"How do you automate this stuff"},{"speaker":"Ian Moyse","startTime":1767.969,"endTime":1770.569,"body":"within the rules that you can."},{"speaker":"Ian Moyse","startTime":1770.569,"endTime":1770.709,"body":"Okay."},{"speaker":"Jonathan Green","startTime":1771.379,"endTime":1772.779,"body":"That's really good."},{"speaker":"Jonathan Green","startTime":1772.779,"endTime":1775.678,"body":"We've given a really great tip to"},{"speaker":"Jonathan Green","startTime":1772.779,"endTime":1775.678,"body":"say a lot of good stuff that I'm"},{"speaker":"Jonathan Green","startTime":1775.678,"endTime":1776.968,"body":"like, I got to implement all of this."},{"speaker":"Jonathan Green","startTime":1776.968,"endTime":1783.178,"body":"I'll be so busy today now doing it because"},{"speaker":"Jonathan Green","startTime":1776.968,"endTime":1783.178,"body":"a lot of the time, the generally accepted"},{"speaker":"Jonathan Green","startTime":1783.178,"endTime":1788.858,"body":"ideas don't work or they require massive"},{"speaker":"Jonathan Green","startTime":1783.178,"endTime":1788.858,"body":"time investment, which I don't have, I'm"},{"speaker":"Jonathan Green","startTime":1788.878,"endTime":1793.978,"body":"already busy running a competent team,"},{"speaker":"Jonathan Green","startTime":1788.878,"endTime":1793.978,"body":"but it taught me some really good stuff."},{"speaker":"Jonathan Green","startTime":1793.978,"endTime":1797.638,"body":"I've got a lot of things to think about"},{"speaker":"Jonathan Green","startTime":1793.978,"endTime":1797.638,"body":"because I have a lot of connections"},{"speaker":"Jonathan Green","startTime":1797.638,"endTime":1798.958,"body":"on LinkedIn, but not very active."},{"speaker":"Jonathan Green","startTime":1798.958,"endTime":1800.758,"body":"I'm not really active on"},{"speaker":"Jonathan Green","startTime":1798.958,"endTime":1800.758,"body":"any social media platform."},{"speaker":"Jonathan Green","startTime":1800.758,"endTime":1801.568,"body":"I'm an email guy."},{"speaker":"Jonathan Green","startTime":1802.813,"endTime":1804.643,"body":"I definitely see there's"},{"speaker":"Jonathan Green","startTime":1802.813,"endTime":1804.643,"body":"a lot of potential there."},{"speaker":"Jonathan Green","startTime":1804.643,"endTime":1806.743,"body":"So, thank you so much for sharing so much."},{"speaker":"Jonathan Green","startTime":1807.813,"endTime":1810.433,"body":"Where can people find you where's the"},{"speaker":"Jonathan Green","startTime":1807.813,"endTime":1810.433,"body":"best people to learn more about you?"},{"speaker":"Ian Moyse","startTime":1811.033,"endTime":1814.021,"body":"Yeah, so there's another"},{"speaker":"Ian Moyse","startTime":1811.033,"endTime":1814.021,"body":"postal branding and a tip here as well."},{"speaker":"Ian Moyse","startTime":1814.049,"endTime":1818.429,"body":"So if you want to go to my social"},{"speaker":"Ian Moyse","startTime":1814.049,"endTime":1818.429,"body":"profiles, go to ianmoyse.co.uk"},{"speaker":"Ian Moyse","startTime":1818.429,"endTime":1821.199,"body":"or go to ianmoyse.cloud."},{"speaker":"Ian Moyse","startTime":1821.309,"endTime":1822.779,"body":"That'll take you straight to LinkedIn."},{"speaker":"Ian Moyse","startTime":1822.779,"endTime":1823.989,"body":"And my Twitter accounts."},{"speaker":"Ian Moyse","startTime":1824.129,"endTime":1830.161,"body":"So, I've created a domain name"},{"speaker":"Ian Moyse","startTime":1824.129,"endTime":1830.161,"body":"for all of my social accounts."},{"speaker":"Ian Moyse","startTime":1830.591,"endTime":1833.301,"body":"It cost a few bucks and I route it."},{"speaker":"Ian Moyse","startTime":1833.871,"endTime":1836.301,"body":"Now for me, my name's"},{"speaker":"Ian Moyse","startTime":1833.871,"endTime":1836.301,"body":"fairly easy to find, right."},{"speaker":"Ian Moyse","startTime":1836.301,"endTime":1838.371,"body":"So, if you went on LinkedIn"},{"speaker":"Ian Moyse","startTime":1836.301,"endTime":1838.371,"body":"and put my name, you'd find it."},{"speaker":"Ian Moyse","startTime":1838.821,"endTime":1843.471,"body":"But Jonathan Green, for example, or"},{"speaker":"Ian Moyse","startTime":1838.821,"endTime":1843.471,"body":"Paul Smith go on there and search that."},{"speaker":"Ian Moyse","startTime":1843.741,"endTime":1844.281,"body":"How many are there?"},{"speaker":"Ian Moyse","startTime":1844.281,"endTime":1845.931,"body":"So, I picked up ages ago."},{"speaker":"Ian Moyse","startTime":1845.931,"endTime":1850.311,"body":"Another little tip was why wouldn't I"},{"speaker":"Ian Moyse","startTime":1845.931,"endTime":1850.311,"body":"register my own domain it's so cheap."},{"speaker":"Ian Moyse","startTime":1850.641,"endTime":1853.401,"body":"I now own it and I can"},{"speaker":"Ian Moyse","startTime":1850.641,"endTime":1853.401,"body":"point it anywhere I want."},{"speaker":"Ian Moyse","startTime":1853.831,"endTime":1855.611,"body":"So, here's the thing."},{"speaker":"Ian Moyse","startTime":1855.631,"endTime":1859.151,"body":"I always use that now in"},{"speaker":"Ian Moyse","startTime":1855.631,"endTime":1859.151,"body":"any content I post, I want"},{"speaker":"Ian Moyse","startTime":1859.151,"endTime":1862.381,"body":"ianmoyse.co.uk put in there, right."},{"speaker":"Ian Moyse","startTime":1862.661,"endTime":1865.451,"body":"That name roots people to my"},{"speaker":"Ian Moyse","startTime":1862.661,"endTime":1865.451,"body":"LinkedIn profile, which creates more"},{"speaker":"Ian Moyse","startTime":1865.451,"endTime":1869.171,"body":"traffic to my profile, which means"},{"speaker":"Ian Moyse","startTime":1865.451,"endTime":1869.171,"body":"LinkedIn's algorithms pick that up"},{"speaker":"Ian Moyse","startTime":1869.171,"endTime":1871.541,"body":"and promote it more searches and etc."},{"speaker":"Ian Moyse","startTime":1872.291,"endTime":1873.071,"body":"Knock on effect."},{"speaker":"Ian Moyse","startTime":1873.611,"endTime":1875.861,"body":"So that's where they"},{"speaker":"Ian Moyse","startTime":1873.611,"endTime":1875.861,"body":"find me and follow me."},{"speaker":"Jonathan Green","startTime":1877.091,"endTime":1877.484,"body":"Awesome."},{"speaker":"Jonathan Green","startTime":1877.484,"endTime":1878.596,"body":"Thank you so much for being here."},{"speaker":"Jonathan Green","startTime":1878.836,"endTime":1879.406,"body":"I learned a lot."},{"speaker":"Jonathan Green","startTime":1879.406,"endTime":1882.826,"body":"I know my audience is going to love this"},{"speaker":"Jonathan Green","startTime":1879.406,"endTime":1882.826,"body":"and I can't wait for more people to learn"},{"speaker":"Jonathan Green","startTime":1882.826,"endTime":1886.216,"body":"more about social selling and to send"},{"speaker":"Jonathan Green","startTime":1882.826,"endTime":1886.216,"body":"me more appropriate LinkedIn messages."},{"speaker":"Jonathan Green","startTime":1886.216,"endTime":1887.506,"body":"So hopefully more people will learn."},{"speaker":"Jonathan Green","startTime":1887.506,"endTime":1889.006,"body":"So, I get less of those annoying messages."},{"speaker":"Jonathan Green","startTime":1889.156,"endTime":1890.416,"body":"Thank you so much for being here."},{"speaker":"Jonathan Green","startTime":1890.536,"endTime":1892.576,"body":"It was awesome as always."},{"speaker":"Jonathan Green","startTime":1892.726,"endTime":1893.386,"body":"Thank you so much."},{"speaker":"Ian Moyse","startTime":1894.211,"endTime":1894.631,"body":"Take care."},{"speaker":"Ian Moyse","startTime":1894.721,"endTime":1895.231,"body":"Thank you."},{"speaker":"Jonathan Green","startTime":1895.351,"endTime":1897.751,"body":"Thanks for listening"},{"speaker":"Jonathan Green","startTime":1895.351,"endTime":1897.751,"body":"to today's very special episode."},{"speaker":"Jonathan Green","startTime":1897.751,"endTime":1899.491,"body":"Traffic is a topic near"},{"speaker":"Jonathan Green","startTime":1897.751,"endTime":1899.491,"body":"and dear to my heart."},{"speaker":"Jonathan Green","startTime":1899.521,"endTime":1902.191,"body":"If you're just starting out or even"},{"speaker":"Jonathan Green","startTime":1899.521,"endTime":1902.191,"body":"if you're advanced and you could use"},{"speaker":"Jonathan Green","startTime":1902.191,"endTime":1905.521,"body":"a little more traffic, you're going to"},{"speaker":"Jonathan Green","startTime":1902.191,"endTime":1905.521,"body":"love my new free guide traffic bomb."},{"speaker":"Jonathan Green","startTime":1905.671,"endTime":1910.381,"body":"You can get it absolutely positively"},{"speaker":"Jonathan Green","startTime":1905.671,"endTime":1910.381,"body":"free right now @servenomaster/bob."}]}