Accelerate 2021 was a 2-day virtual summit that featured 12 sales leaders and coaches, hailing from the hottest B2B companies. An event that brought together the top minds in sales whom everyone loves.

This is a blog series where we cover the speaker's speeches from Accelerate. Today, we’ll run through Daniel Disney's (Author, The Ultimate LinkedIn Sales Guide) talk on ‘The Amazing SDR Trifecta.’

Transcript 

David Youngblood

All right, we are connected. We are good to go. We're here. You're here for the last session of the first-ever Accelerate summit by Outplay, you made it this far. We have another speaker, yet another one that is available. And we're going to be talking today about a very, very interesting topic that all of us in sales development, love, like and appreciate and typically always want to know more about. So, we thought about who we could reach out to right who possibly would have and be the penultimate truths sayers and form it on this topic. So, we found none other than and friend of  Outplays, Mr. Daniel Disney, who's going to be coming on and talking about top LinkedIn and social selling trends for 2022. Again, feel free to use the chat, and use Q&A. With this session, we will be saving Q&A as a follow-up to the event just due to time and, and a couple of other contributing factors. So, your questions will get answered just not during this event, unless I happen to know the answer. But other than that, here we go. With no further ado, we're going to bring in and bring on Mr. Daniel Disney with top LinkedIn and social selling trends for 2022. And when he's done, and I come back, we'll see you for a very special wrap-up and closing for Accelerate 2021. So, stay tuned.

Daniel Disney 

Hello there and welcome to my session today, which is the top 10 LinkedIn and social selling trends for 2022. We are heading into a whole new year very soon. And I want to equip you with all the tools, skills, and knowledge so you can leverage LinkedIn and social selling to its full potential next year. So let me give you a quick introduction to who I am. My name is Daniel Disney, I am not related to Walt Disney. But I am a LinkedIn and social selling trainer, speaker, and author I've written and published two books, the ultimate LinkedIn Sales guide, and the million-pound LinkedIn message. My passion, as I'm hoping you'll see by the end of today's session is helping companies’ sales teams and salespeople get the most from LinkedIn as the amazing sales tool that it is. I'm also the founder and owner of The Daily Sales, which is LinkedIn, his most popular page for salespeople, and an audience surpassing 775,000 followers and growing. I've achieved a lot on LinkedIn over the last seven to eight years, I've created a lot of content, built big brands, and generated a lot of revenue that has come directly from sales created on LinkedIn. And I'm going to be sharing with you what I see being the big focus areas on LinkedIn and social selling next year in 2022, which is just around the corner, we are so close to getting to the New Year 2021 has seen some huge changes on LinkedIn and in the world of social selling. And as we go into the new year, there are going to be new things that are going to be happening and new things that you should be thinking about and focusing on. Some of the things that came into LinkedIn this year, still aren't being adopted. There are a few things you'll see. And I'll talk to you about them and we get to them that came out this year in 2021. But the vast majority of people and I imagine most of you watching this, haven't even applied them. So, as we go into the new year, there are things that came up this year that we want to focus on, but also some trends that are worth keeping an eye on for next year. So, without wasting time, let's dig in. Let me get in and share with you my top 10 social selling trends for 2022. Now, this first one is a controversial one. What I will say is the last one number 10 is my personal favorite. It's the one when I deliver my corporate LinkedIn training sessions. It's the one that gets the biggest reaction. Usually, a lot of people open their eyes and go - yes, that's it. So, the last one's gonna hopefully be a nice one that you'll connect with. But this first one is controversial.

Love it or hate it. My first top trend for LinkedIn and social selling is LinkedIn polls. And I imagine there'll be some of you that love LinkedIn polls, think they're absolutely amazing. And there will be some of you. I don't doubt it for a second that don't like LinkedIn polls. I see people usually once or twice a day writing a post on LinkedIn about how much they hate LinkedIn polls and or LinkedIn polls just stop and all kinds of complaints about them. Here is the reality, let's take opinion and emotion out of the equation, regardless of what you think they work. Now, if you're in a position where you don't need to generate any more customers, or any more sales, or any more brand awareness in 2022, absolutely don't worry about LinkedIn polls. But if you do want to business, if you do want to generate more customers, then it's hard to justify not leveraging them. And what I've seen over the year, beyond the amazing results that they've generated for me and the companies that I work with, but even the people that really hated LinkedIn polls earlier on in the year, and now starting to share them, because they work. Here is the thing right now, the LinkedIn algorithm is supporting and pushing LinkedIn polls. So, they are generating significantly higher reach than any other form of content, not just reach, but conversion. Conversion into leads, into new followers into reach, into inquiries. All these things are coming off the back of good LinkedIn polls. And that's the bit I want to focus on. Now. LinkedIn polls are good. They're a very effective piece of content. And when done right, did good bits of content. When done right. What most people hate, and I fully understand this are bad LinkedIn polls, and there are bad ones, for example, asking your LinkedIn network what they had for breakfast that day, has no relevance unless you work in the breakfast trade, and you sell breakfast options, then, of course, that is a relevant poll. But for the vast majority of people that do that poll, it's not relevant. Polls work when they're insightful, when they're relevant to your industry, to your customers, to your prospects to your network. There are so many different ways you can create good, insightful value-giving polls, and that's where the potential lies. Not just are they great pieces of content in their own sense, but they create future content. So as an example, the poll that I put in the slide was one I ran recently, when you're using LinkedIn at the weekends, are you working? Are you just browsing, I could take the data from that and share it as a future post? So maybe 57% of people that use LinkedIn at the weekends are just browsing, and I could share my thoughts on that, and how LinkedIn has changed. So, we're creating future content as well.

So top Trend number one, and you know, for some of you, this might be uncomfortable to admit, LinkedIn polls, we're gonna see the traction continue, it's not going to last forever. I personally think we've got no more than three more months by the end of March 2022, I do believe we will see the engagement drop on LinkedIn polls, as LinkedIn will start to push other forms of content. But for now, there is a wave and LinkedIn polls is your surfboard. And you really don't want to miss riding that wave. You could gain a lot of business whilst that wave exists, whilst LinkedIn is pushing polls, or you can miss out. And you really want to get to next year and feel like you've missed out on opportunities. I personally wouldn't. So, embrace the polls, do good ones, create good, insightful, strong polls relevant to your industry, and then leverage the results that come off the back of them. So, number one, LinkedIn polls.

Number two, personal brands. The single biggest opportunity for businesses for salespeople, and for sales teams, are personal brands. Gone are the days when marketing held all power on social media. Now the power has been dispersed into all of the individuals and you as a salesperson, sales team, all of your company, the employees individually, they carry so much opportunity and potential on LinkedIn. And as we go into 2022, more companies are going to see this, some of the biggest companies are waking up to this and investing in the right structure, support and training for their team to make sure they're building their brands on LinkedIn. And the results of the companies that are building their personal brands obviously is incredible. So, as we go into next year, I'd encourage you to start building and investing time in your personal brand. I want you to think about a few key activities. Number one is being active consistently. If you want to build a brand. If you want people to get to know you, you need to show up regularly and consistently at the very least two to three times a week. Doesn't have to be every day. Some of the best personal brands only post two to three times a week, that's fine any less you'll struggle. But if you do, build traction, if you do enjoy it, then you can go up to once per day as well. Be consistent, be reliable.

Most importantly, give value. If you want people to look at you in a credible way if you want them to look at you in a way that they're going to trust you and potentially want to buy from you. You need to Lead with a value-giving mindset. There are no big personal brands where all they do is sell something you have to give first. So, when you're sharing content, when you're writing comments on people's posts, give value, and make sure it is all relevant to your audience, your network, your prospects, and your customers. So, number two is personal brands, now's the time to start investing in your personal brand and building it ready for next year.

Number three better LinkedIn profiles, the standard of LinkedIn profiles is forever increasing what was a good LinkedIn profile five years ago, isn't a good LinkedIn profile anymore. And so, tip number three, my trend for next year, the standards of LinkedIn profiles will continue to rise and so it's important for you to make sure the standard of your LinkedIn profile meets those standards. So, let's just look at some of the key areas. Number one, professional photos, a lot of people still don't have professional headshots either have it done professionally or use your phone, most phones have a very powerful camera in them. Ideally, you want shoulders and above facing the camera smiling, and ideally against a plain color background. If you can't, if you don't have access to a plain colored wall, you can take a photo in front of anything and have it digitally added in. And it makes a big impact. It amplifies you in the picture. Number two on brand backgrounds. So, the banner image, and the background image behind your photo are also really important. That is your own personal billboard or your corporate personal billboard. And it's a chance for you, in a nutshell, to tell your prospects and customers what you do. What is it you sell? What service do you offer? What problems do you solve? How can you help them? So as soon as they land on your profile, that information is right their crystal clear. And they're able to know from the get-go, what it is you do. What that does is it filters people in and out. If they are your ideal customer profile, they'll stay in and they'll read on. If they're not, they'll wash away and not waste your time or their time. Then we need optimized summaries. This is the 'About you' section. There's a lot of space there. If you head to my profile after the session, you will see all the information that can be put into a LinkedIn summary. The biggest thing with this is it needs to be less about you and more about them. They don't really care about you; they care about what you can do for them. So, make it more customer-focused, customer-facing, make it more about what you can do for them. The final one and this is why I can almost guarantee 99% of everyone watching this right now won't have a cover story video yet this was introduced this year in 2021. Everyone has the ability to do on that most people haven't got around to doing it yet. And this is one of the biggest opportunities for salespeople, sales teams, businesses, and entrepreneurs - cover story videos, it's a feature that allows you to upload a 30-second video into your profile photo. So, when people go on your profile, they can click on it and see a 30-second video review where you can tell them in a nice engaging way, what it is you do for them. If you're curious, head over to my profile, and you'd better take a look at my cover story video. By the end of next year, lots of people will have these. So, if you want to get ahead of the curve, if you want to get ahead of your competition, now is the time to start thinking about recording yours. It's 30 seconds, it doesn't take a lot too long to plan it and record it and upload it. This isn't a huge task. But it's something that's going to sit on your profile. And you might have hundreds of people viewing your profile could be a lot of people viewing that video. So, take the time, make the effort and get a good cover story video to upgrade your LinkedIn profile ready for next year.

Number four video messages. I'll put in here audio as well, video and audio messages on LinkedIn are growing. They're gaining incredible traction, and they're delivering incredible results for two big reasons. Number one, is novelty. Can you imagine being the first salespeople to ever make cold calls back in the day? I bet people loved having conversations with salespeople. I bet there was none of the negativity that we get nowadays. I bet it was - Oh, yes, I'd love to talk to you. This is how exciting it was? This is the opportunity that is available for salespeople now with video messages and voice votes for a lot of people, they're not receiving them. And so, the novelty is making them really effective. Some of the replies I get. I didn't even know you could do this on LinkedIn. Dan, yes, I'd love to get some more information. People are genuinely excited about receiving them. So, this is a novelty approach that's gonna have a huge impact. But number two, it's engaging, and people have different preferences. There are some customers of mine who only communicate through voice notes. We could send emails they could bring me up, they could send me a video, but they prefer voice notes. That's how they communicate with their friends and family and that's how they want to communicate with me as well and that's fine.

My role as a salesperson is to adapt to my customers. Same with video. Some people will prefer videos, some people prefer audio, and some will prefer written. And so, it's important we adapt. This is part of our cadence as part of a multi touch cadence that we do in sales. Final tip with video and audio messaging, hyper personalize it, make it about them just like your profile. They don't care about what you're selling, they care about what it can do for them. So, make your messages about them, how are they going to benefit from talking or working with you. But going into next year, start leveraging video and audio messages, I have some content that can help if you're interested, ping me a message and I will send it over.

Number five bigger networks. The average network, I believe in 2021 was 967. Around that number might be off a little bit. But it's around that number. It's just under 1000. As we go into next year. What I'm seeing at the tail end of this year, and I know is going to be a big thing next year are people are growing their networks, and they're investing time to grow their LinkedIn networks. And I think we'll see the average go from two to 3000. Plus, I'm seeing people start to grow audiences of over 5000 Just salespeople in general sales teams, they're growing their audience, and now's the time to invest in yours, your network has a value if you fill it with the right people. Think of it as an investment. I am forever grateful for the investment I made seven, eight years ago, and the commitment I made to grow my audience. Because I'm reaping the benefits. I have been reaping the benefits every year since and as long as I continue to nurture it and grow it, I will continue to reap the benefits, it generates my income, and it has a monetary value. And yours could and should have the same. So, start looking to grow your audience with the right people. Again, think of it from a marketing perspective. If I'm a marketing manager, I have a company page on LinkedIn, maybe it has 1000 followers, if I'm lucky, you know, that's my reach. But then I have 20 people in the company.

Imagine if they each had 1000 connections and actually 2000, 3000 the reach is incredible. So, the marketing department should start to wake up to the fact that they are going to stand more of a chance of results. If they market through the team instead of just through their own marketing channels. There is a short-term and long-term value - you'll be generating results pretty quickly. But you want to think about your future self-one year, two years, three years down the line. That person is going to be grateful for the decision you make now to start investing and growing a bigger network.

Right number six social selling 24/7. LinkedIn used to be a Monday to Friday, nine to five platform. People would log in as and when they were at their desk at work. Now across 2021. Especially LinkedIn is a 24/7 platform. People are running it every day, on weekends, mornings, day, evenings, late early, every single day of the week. And as we go into 2022 a lot of salespeople, a lot of entrepreneurs, sales leaders, and people are using LinkedIn again to start using it a lot more outside of those core working hours. People logging in after work, before work, at the weekends, and engagement during those times is rocketing weekend engagement is at an all-time high right now. In fact, for some people, some of their most successful posts are done at the weekends. So, the potential is huge outside of the Monday to Friday, nine to five. So, something you need to think about. I don't have the answer to this for a lot of salespeople that contracted to work Monday to Friday nine to five and that is quite restrictive. As we go into this new modern sales, digital sales landscape hybrid working, we need to start opening our minds to the reality that sales are not nine to five, sales stopped being nine to five years ago, before social media. But this has helped speed up that process. I have customer interactions at any hour of the day. Now I balance it out. That's the important part. I don't work 24/7. No one should work 24/7. But we should be able to talk openly as a company as a team about a more flexible style of working, results-driven working whatever it may be. I don't have the answer. But I want to plant the seed. And the reality is there are opportunities on LinkedIn. And for some of you some of your prospects, you will stand more chance of engaging them outside of the nine to five than you would inside the nine to five so it's something to figure out how that could work for you.

Daniel Disney 

Number seven is social selling technology. Now for the first few years, I was social selling on LinkedIn, there were no tools you could use. Yes, there was Sales Navigator, but that was it. Now we're seeing an influx of tools and that is exciting. Lots of new tools and technologies to help us sell better on LinkedIn. Some of my personal favorites. Obviously, video platforms, Vidyard has been doing LinkedIn videos for about a year now. Video works is a new platform. They're going to be integrating LinkedIn early next year, and they make sending video messages super interactive and super easy to do. Oneshot.ai was probably my favorite tool for 2021. And I can see it starting to impact a lot of sales teams in 2022. They help automate the personalization of LinkedIn messaging, through connection requests, in-mails, and messages. And it's a phenomenal tool the AI built into it is incredible. And I have pretty high standards on LinkedIn messages, I wrote a book about them. And trust me, this is the one and only piece of software that I personally have used myself and use quite commonly. So Oneshot.AI is one of my favorites, Hootsuite or Buffer, or auto-scheduling tools. So over Christmas, I'm going to be taking some time off to spend with my family and my kids. But I will have content going out on LinkedIn that will be scheduled in advance on Hootsuite, or what I use Buffer I've used Hootsuite before both are fantastic platforms, it helps you with consistency.

Building a brand, and generating business on LinkedIn, a lot of it comes down to being consistent. These tools allow you to be consistent without having to live on LinkedIn. So do check those out. Subtitle allows you to add subtitles to your videos so people can read when you share video content. Canva is the best content creation platform out there completely free to use as well. It'll help you create image-based content for LinkedIn. And trust me, I'm not a graphic designer, I'm a salesperson. My experience comes from knocking on doors and making cold calls. But Canva is easy to use it is drag and drop. It is simple. If I can do it, then anyone can do it. Shield analytics will help you get a deeper understanding of your content and its performance on LinkedIn. I would only recommend that if you've been sharing content for six to 12 months consistently, and you're generating some level of results.

The final one is Sales Navigator a lot of people don't realize they're separate tools. LinkedIn and Sales Navigator are not the same thing. And Sales Navigator creates a whole host of new opportunities for leveraging LinkedIn and social selling. It's fantastic. It's not for everyone, and there is a right time to look at investing in it. If you want, I did a whole webinar about this one-hour webinar on when the right time is for Sales Navigator, ping me a message on LinkedIn, and I'll send you the recording with no issues whatsoever. Right, we're getting close to the end. Now sales creators, regardless of what position you have people becoming more creative focused on LinkedIn is going to be a big part of next year. A few reasons for this number one, LinkedIn is investing in this themselves. They are putting a lot of resources, people, and even incentives for people to become more creative on LinkedIn. So, you can tell if they're doing it because they've got a long-term plan for creators on the platform. It's also important for your personal brand we are in a competitive world, there are a lot of people posting on LinkedIn now. And if you want to stand out if you want to cut through that noise, if you want to break through, you need to find creative ways to share your content. Think about better storytelling. Think about how you write. Think about your copy. Think about photos. If you're taking and sharing a photo, try and get it at the right angle, with the right lighting, etc. Think about your own unique individual style. Think about what makes you different. Think about content that's going to stand out and what is going to help you stand out from your competitors. You need to tap into your inner creativity, everyone has one not everyone's going to be you know super confident on camera doing these really great videos. Some people write really well. Some people draw. Some people like me make memes. Some people are clever with words and quotes. Some people like data and facts and knowledge that they can share. Everyone has something they can bring to the table; it is on you to dig out with trial and error practice. But then find your creative voice. Everyone has one, once you find it, the world is your oyster on LinkedIn. And as we go into next year, more and more people will be finding their inner voice, as you see that are building their personal brands on LinkedIn.

Number nine, this is a really important one, hyper-personalization, these standards of messaging are rising faster than LinkedIn profiles in the sense that your customers and prospects are inundated every day with terrible sales messaging. And these are all based on old playbooks and old cadences and old touchpoint software systems. It's a style that is becoming less and less effective. And what we're seeing is to get responses to get results, you need to make your messaging more about them. It's not enough to just put their name in and then pitch your product. It's not enough to put their name and put their company name in and pitch your product. You need to make your messaging whether it's phone calls, social selling, written LinkedIn message, audio, message, video, message, email, whatever it is, you need to make it more about them.

The more you make it about them, the more chance you have of getting a reply and the more chance you have of progressing it through the sales process. So, you need to look at investing in personalization, you need to commit time to do more research, and you need to find information that no one else is finding out. While most salespeople are copying, pasting, and sending terrible templates, you need to be the one that goes a step further, that goes the extra mile that looks deeper looks in their profile, deeper looks into the content that they're sharing, does research on the website, on the company pages content. Maybe digs into other people in the team as well. Dig as deep as you need to reflect the value that prospect is to you. But make your messaging about them, show them that you've made an effort, show them that you're not just trying to sell to anyone and everyone, but that you genuinely believe that you can help them. There is a whole host of information on LinkedIn, there's a goldmine of information, you can look through their LinkedIn profile and find a ton of information. You can go on their activity feed, you can see what they're posting, what they're commenting on, and what they're sharing, you can get a lot of information on them. Maybe I send you a message - Hey, Sarah, love that post you shared on LinkedIn last week. Really liked the story. I can really show her that I actually consumed the content. Instantly, you stand out to Hi, Sarah, my name is Dan, I work for this company, and this is what we sell, which they're instantly going to shut off from start talking start starting conversations, not pitching products. Hyper personalization is going to be a key factor in success in sales next year and social selling. So, make sure it's part of your strategy, make sure you're making a bit more effort than you may already be making. Because that effort could be the decision between whether they respond to your message or delete your message. We want them to respond to your message.

The last one is number 10 and there are a few final tips to share after this one, number 10. This is an important one, this is a big one, the personal professional balance, there is a trap that a lot of salespeople and general LinkedIn users are falling into. Now, the scales that exist on LinkedIn are the personal and professional scales. The trap that people fall into, is when you share personal content, sometimes vulnerable personal content, sometimes really deep topics and stories, it can gain a lot of traction and get a lot of engagement. The trap is people then think, great. If that's what's working, I'm just going to do that. And I'm just going to be really open and vulnerable and really focus on those key points. These sales exist. And if you go too much in that camp too much in the personal camp, yes, you might get tons of likes, you might get loads of followers, but you will struggle to generate business from it. Because whilst they may like you as a person, whilst they may sympathize with your story and your circumstances, that doesn't necessarily build confidence, trust, or credibility. Now, if we flip it over to the other scale, you've got professional, if you go too professional, with your content, probably going to be boring. You will struggle to generate any engagement, and thus will struggle to generate any result as well. The sweet spot. And the key to success in 2022 is that sweet spot in the middle, the balance the perfect balance between personal and professional. Yes, you want to share professional content, valuable insight, build your credibility, and show that you know what you're talking about, that you believe in your product or service that you're passionate about your industry. But at the same time, show yourself, let them see you as a human being not just another salesperson trying to sell something that is a real person, someone that they can get to know people buy from people, show yourself again, remember the sales and avoid the trap. Don't get too personal. Just find that balance in the middle. That's going to be the sweet spot for salespeople for sales teams, for anyone looking to generate business on LinkedIn.

Be aware of it. Don't be tempted. There'll be an adrenaline junkie, we think oh, yes. Or I like those likes. I like the comments. I like the followers, and want to be LinkedIn famous. There are lots of people that you might even be following right now they get tons of engagement that aren't generating any business from LinkedIn or barely any business from LinkedIn. Yes, it's quite easy to get likes to create viral content is hard to generate sales and build a personal brand that's credible, long-lasting, and able to generate good business. It comes from that sweet spot. Personal professional content, make sure you're sharing both. Get that done right. Next year, there is a huge social selling opportunity. And if you're not doing it already, now is the time to get started. Now is the time to take this seriously. LinkedIn is a goldmine of opportunity, an organic opportunity. We don't have to spend money on adverts and things like that, that you can just go on by being consistent by giving value all these things make an impact. So, as you go into 2022 Here are my tips Plan time for LinkedIn. Tip one. Not really tip one I've given you loads of tips in this session, tip number whatever took time in your calendar. I recommend this for everyone watching this right now go into your calendar. I have Google Calendar, click on Monday, find a time that you can do on a daily basis consistently for LinkedIn, and book half an hour to an hour, that's all, I put it as LinkedIn time. Schedule it Monday, Tuesday, Wednesday, Thursday, and Friday, as a recurring meeting for the entire year, book LinkedIn into your calendar for the whole of 2022. That will encourage and nudge you to make sure you're consistent on LinkedIn. When you do use LinkedIn in those times, start to do some of the things that we've covered today. Learn how to do it properly. There is a whole host of resources out there, there are free resources. There are podcasts, my own podcast, there are YouTube videos, I have a YouTube channel as well as many other LinkedIn trainers, and there is a whole host of free content.

Next step up when you're ready to invest a little bit in have a look at books, there are some great LinkedIn and social selling books, I can recommend you plenty obviously mine, the ultimate LinkedIn Sales guide is the most up to date comprehensive LinkedIn guide out there that's available on Amazon, in hardback and in Kindle digital. Then look at other things if you want to invest and really take it to the next level. Most of us LinkedIn trainers offer online courses, virtual courses, live courses, etc. Learn how to do it properly, and be consistent. When you plan it in, hopefully, you'll start to increase your consistency. Lead with value. Don't go on LinkedIn to sell go on there to give then pitch your products, and solve people's problems. Lead with a value-giving mindset. If you want to generate traction, if you want to create opportunities you need to give more than you take when you give. People tend to want to follow you when they follow you. If you, do it the right way, you're going to get business from it. So, lead with value. Finally, uncover your inner creativity. They're in there somewhere. And it's on you to start digging that out. Being creative is fun, it's enjoyable, it's rewarding, but it's a key component of successful social selling. So have a look at tapping into your inner creative. Find what you enjoy what you're passionate about, and how you can bring that to LinkedIn. Do those things. And I hope you will make 2022 your best year ever more leads to more sales. And what you will do is start sowing the seeds for your future. What you achieve in 2022 will then lay the framework for 2023. The things you do over the next year, the new connections you grow the audience that you grow, the personal brand you build the content, you share, the messages you send will all lay the foundations ready to make 2023 Even better, and 2024 and 2025. Think about all the things you do as an investment.

Hopefully, the sessions helped. Hopefully, it's given you some good starting points, some things to go away, think about planning, strategize, maybe even start on now ready to use next year. I hope you have enjoyed the session. For anyone who's interested. Both of my books are available on Amazon. If you have any questions about them, just ping me a message. But beyond that, I hope it's helped go and use LinkedIn to its full potential and any questions you've got pop me an email, shoot me a LinkedIn message, and send me a connection request. I'm here to help if you need help on LinkedIn. That's what I'm here to do. I hope you enjoy the rest of the event here. I hope you've enjoyed this session all the other amazing sessions and I look forward to hopefully seeing you your business your sales teams on LinkedIn in 2022. And I hope to see you generating lots from it. Thank you Take care, and I will see you later.