Kim has spent almost a decade working for some of the most successful Fortune 500 companies. She has sold to entrepreneurs, business owners, and C-levels of international conglomerates. But it wasn’t until she left sales that she truly understood her desire to empower others to do sales in a different way in order to bring better, more reliable results. Today she talks to us all about LinkedIn and how people can leverage it to make more sales— and, of course, get famous.
Guest: Kim Orlesky
Topic: Getting Famous on LinkedIn
Hosts: Cam Schreiner & Tina Walczak
Will Walczak: Hii, you’ve arrived at the Hiilite Live podcast where we interview badass creatives and entrepreneurs. If you’re looking for marketing wisdom, our guests will help guide you down the right path.
Cam Schreiner: Hi, guys, welcome to Cam & Tina. This is where we interview amazing creatives and entrepreneurs talking about all the things that they specialize in because we’re still learning to we have our area of expertise, but we want to learn along with you guys. And today we have Kim Orlesky on who is Kim? Like, what are we talking about today?
Tina Walczak: Well, Kim is famous on LinkedIn. It kind of sounds weird saying that, but like she’s a superstar on LinkedIn and she specializes just in LinkedIn. And she’s going to tell us how you guys can be famous, how we can. And I’m super stoked to have her. So say hi to Kim. And if you have any questions for Kim about LinkedIn, please ask and put them in the comments and we’ll make sure we get to them during this.
Cam Schreiner: Yeah, we have we have our questions that we have like burning inside of us that we want to ask. But we don’t want to just be selfish. We want to make sure that you can get your words and your questions in as well.
Tina Walczak: So how’s it going? Tell him a little bit about yourself, because I think everyone wants to know, like, who is this mysterious Kim?
Kim Orlesky: Yeah. Yeah. So. So, yeah. So I am I own my own sales training company. We have a growing team. We’ve been doing this for a little while. It is gradually growing into a university as well as we’re creating a brand new company, which is going to be kind of like the uber of salespeople, if you will.
Kim Orlesky: Oh yeah, I know everyone’s super interested.
Tina Walczak: They’re here because they want to get famous. So why don’t we just start with the goodies? Like how how can someone get famous on LinkedIn and then we can move into the other questions.
Tina Walczak: Oh my goodness. How do you.
Kim Orlesky: That’s a fully loaded question if you have an Instagram influencer. Yeah. So I mean, I really captured LinkedIn. So I before I started my own company, I was kind of in that not dabbling of entrepreneurship and everything when it came to social media platforms. For me, LinkedIn felt like my most authentic self. And I know that sounds really, really odd, like when we talk about social media, because at any given time you want to feel like you’re always your most authentic self. But for whatever reason, I feel like you have certain platforms that are your personality or that allow you to scream at your personality more than others. And so so LinkedIn was very much that. I came from this corporate sales world. I was starting my own business. And at the time I didn’t know I was going to eventually become a sales trainer or on a sales training company. And ultimately, that’s that’s where it led to. Lots of blog posts. Lots of I was I was posting videos as well. Video was at the at the time Facebook Live was just starting to come out. For those of us who remember Periscope, which was Twitter’s live platform, I was just starting to come out and and I just said to myself, I was writing a lot and I said, but video was going to be that way of the future. And if I could post video on LinkedIn that I felt like that was going to be a channel that they were going to to harness. And they’re like, let’s be honest, it is only scratching the surface right now. And if LinkedIn feels like your most authentic platform or one of you, I feel like you can master you couple. Don’t try to be a master of everything. You know, you’ll end up flopping like a fish in the water outside of the box for me. I mean, that was that was very much it. And. Yeah, and so.
Tina Walczak: So you’re choosing everything to choose one platform, right? We were just talking and you’re like specialized focus on one. Don’t try to be the master of all of them.
Tina Walczak: Absolutely. I mean, yeah.
Kim Orlesky: Focus focus your voice on on one platform and try to I mean, use that as part of your of your your main like creative content and then feel free to use other platforms to repurpose that content. But don’t feel like you have to like I mean Gary has a team of whatever fifty people that are creating customized content for Instagram or LinkedIn for for tick talk now. Right.
Tina Walczak: And everything else and everything has its own little place. But he has a team and as a solo entrepreneur, as a small business owner, I mean, even with us, even though we have a team, it’s never it’s never enough. I’m going to see if my camera if I can take my camera with prettier hair and dark.
Kim Orlesky: I don’t know why it’s so dark. You can see you just fine. So can you OK, you’re talking about, like, your authentic self.
Cam Schreiner: What about LinkedIn? Made you feel like that was your place. That was your. Authentic self and maybe what about the other platforms, did you feel not as not as authentic or not as good with.
Kim Orlesky: So I mean, by my standard way of communicating is that very authoritative type of like, you know, this is this is how it is, or at least like, let me educate, let me teach. But in a very business esque type of setting, whereas I felt like Facebook had that Facebook was very that business to consumer. And I knew that my my business was never going to directly speak to the consumer. I could, but that was never where my scalability or my growth was going to be. Instagram had like this feeling of more consumer product or at least the sexiness behind it. And and I struggled with that as well, because I’m like, you know, like I can make sales sexy, but is like like learning sales. Is that part of it? I also asked myself, like, where is my audience and when are they when are they connecting with my medium? And majority of my audience was connecting with with my medium during that nine to five type of thing. Like like I come from when I look at my business statistics, I come from this really odd place where a majority of our content is being watched on desktop, which is an odd thing like for you as a marketing company, we talk about the value of mobility and being able to make sure that you’re communicating on a mobile network.
Kim Orlesky: But 50 percent of mine is on a desktop, whereas other people’s platforms are on a mobile platform. And so you want to make sure, like, where are people? What’s neat, your clients, where they are, not where you’re trying to get them to. And so that’s that’s just where where do I ultimately focus on?
Cam Schreiner: But I think it’s interesting, too, because not only did you make assumptions of where they would be, you actually back that up with data. It’s like they’re viewing us on desktop. I know that because the metrics are telling me that not like, oh, I think that business owners are on LinkedIn because it’s more like you’re taking the assumptions out by using data to find where you should show up and when you should show up and how.
Tina Walczak: And we and at the same time, we still played around with it. Right? I mean, we we said, OK, well, you know, instead of just assuming that Tuesdays at nine until 11:00 AM is where people are going to try to connect with us.
Kim Orlesky: Let’s see what happens if we change this or this. Right. What happens if we change our videos to be on a Thursday or Friday? And and what we found was that we weren’t getting as many views when we changed it to a Thursday or Friday, because LinkedIn has this long tail when it comes to a lot of content and it’s kind of changing a little bit. But it has is like this is unlike a lot of other social media platforms. Right? There is you look at Twitter and Twitter doesn’t have a long tail like its long tail is within a twenty four hour period. Look, that’s the long longevity. Instagram feels like very much the same thing, is that within twenty four hours you’re just not getting any feedback. Whereas LinkedIn has this like two and three day tail sometimes. Right. And sometimes even a week. And if we were posting creative content on a Thursday or Friday, we were missing out on people that weren’t going there on a Saturday or Sunday. And we tried mornings and we tried evenings. And it’s interesting to see how the dynamic of the platform is changing where LinkedIn live, what we’re finding in that platform, LinkedIn life is more powerful on the evenings than it is during the office hours, whereas posting video content that is consumable whenever it’s on a live platform is actually very effective in the mornings because people will find that they’re going to digest it during a lunch hour.
Tina Walczak: Typically, though, for you, like, can you tell us the exact sweet spot? Can you give us information?
Kim Orlesky: Well, I think for everybody it’s different. But what I find is, is if we post something on a Monday or Tuesday, it is going to get much more traffic than trying to post something on a Thursday or Friday. But that is informational, right? What we what we find is on on Thursdays and Fridays, fun things means just like, you know, things that are you have to think about how people typically work. If I’m sitting there on a Friday afternoon, I am honestly clocking down my hours. I’m like, OK, when do I get to leave my office? And so I’m going to continue to scroll through my my desktop as if I’m working and I’m going to digest that content in that period of time. And so what we’re looking for are things that are mindless at that point in time, but maybe still, maybe to a certain degree that still be informational. Infographics get really good traction on a Thursday or Friday, whereas blog posts, blog content, video content, educational video content, we’ll actually get more traffic on a Monday or Tuesday and then always as much. You can post in the mornings, especially for those of you that are in Pacific Time, because you’re trying to touch onto that Eastern Seaboard Time, but there’s a window as well, right? Because anything that you post, you want to make sure it gets traffic right away. So some ways that we’ll hack that is that we will post and then we immediately become our first two comments, because LinkedIn isn’t smart enough just yet to see that the comments that are coming through are from the exact same person that posted it. It just says, oh, look at this. This thing got posted and there’s getting comments right away. So we’re often liking liking our posts, commenting on our posts right away, or at least becoming an extension of that post within that comment so that you’re hacking the system a little bit like the last thing she said about like not just posting to like, hey, look, I posted in the comments, but adding maybe more to the post in the comment.
Cam Schreiner: That’s a really interesting fact for me.
Tina Walczak: Yeah. Yeah. And so so basically, when you comment on a post, if you add more information that will pop up on other people’s feeds. Yes.
Kim Orlesky: Yes. And so this is the power of LinkedIn, right. Because you unlike other other platforms where you really try to encourage people to share. Right. I mean, we’re constantly asking people to re tweet or share or like, you know, grab whatever it is. Just comments and comments are more powerful on LinkedIn than anything else and that you want people to comment as much as possible, because the moment you comment on my LinkedIn, you my post shows up on your entire LinkedIn because it now has said Tina has commented on this and it’s showing up. And so part of the hacks that we do specifically for our business pages is in order to get more people to to subscribe not only to your personal profile, but to your business page, is to go in there and actually start commenting a lot on your business profile so that people are more encouraged to not only follow you as a specific voice, but your business page as a different specific voice.
Cam Schreiner: And do find that you need to be adding some kind of value in those comments. Like do do people call you out if you’re just liking your post and giving yourself the fire emoji?
Tina Walczak: Like what? What kind of intention do you put behind the comments that you put on your own posts?
Kim Orlesky: So, I mean, like I said, I mean, this is very much like the extension of. Right. So oftentimes this will be an additional question that we might add. Right. Or it’s almost like you you continue the story on. Right. So so it depends on what the posting is. But like as a for instance, let’s say I wanted to share a slide deck, a document. Right. So in an Instagram, like you would do this as multiple posts. Right. Or you might do a as as different images. Right. On LinkedIn, you could do the same thing, but you would actually use like Kambah or something to create like these like very graphic PDF so somebody could go scroll, scroll, scroll, revive images. And and then what you would do as part of the comments is you would say like let’s say here’s the five questions that you should be asking and every single sales, every single sales cycle. And then you’d have that post and then at the bottom of it, you would as your first comment, you would put something along the lines of like the one time I use this question, this was the type of response that elicited from this client. Right. And then in the second comment, you might say, I did a video on this. Here’s the link to the video. Right. And and so you’re you’re almost comit you almost creating engagement where it’s like if you’re going to engage with the Post, engage with this specific question or this specific story, and if you if you want to learn more, I’m now going to push you outside of that. And so we’re trying to encourage people to then go to your YouTube channel, your blog, post your something else.
Cam Schreiner: Yeah, it’s kind of like when you when someone has a website, you’re trying to lead them from page to page to page, it’s like it’s like using all of your posts or your or your content that you’ve talked on the same topic and trying to weave them through all the rest of your content. I really like that approach. And that’s something that a lot of people missed because they just kind of what I’ve heard is like if they’re really new to it, they post and ghost, they post and then they wait for someone to apply to them and they basically ghost the platform until someone else makes that first move.
Kim Orlesky: Yeah, but I mean, this is there was an old video and it was about the idea that it was never the first person that took action, but the second person that took action that allowed that virility to take off.
Tina Walczak: And then the video is actually it’s a music festival where you have like the one guy who’s sitting there and he’s dancing. Right. And the one guy’s dancing and like he’s been dancing there for 30 minutes and nobody.
Kim Orlesky: But it was the second person.
Kim Orlesky: It was the second person that you that the crazy think was that I’m pretty sure it’s a guy dancing on a hill.
Tina Walczak: Yes. Yes. At a music festival. The music is called Sasquatch Music Fest. And it wasn’t the first guy nor the second or probably like the 10th. But I was there for that video and I didn’t know there because my friends kind of shared it around. Like I saw this post on this thing. I didn’t know the reach that that video had.
Tina Walczak: Can you please keep track of that?
Tina Walczak: Because we circle so great. So like to your point of, like, content being powerful and leading people through different paths, you don’t know how long and how Evergreen’s some pieces of content are or the reach they might have because that was one small video at a time that social media wasn’t even as prevalent. The one guy dancing and someone took it and made a point and made like a story out of it. Yes. Where that guy was probably just like drunk off his ass dancing. He didn’t know that that would be taken intention.
Cam Schreiner: Yeah, that would be taken to be like a metaphorical way of of followers and how things kick off. That’s that’s kind of funny.
Tina Walczak: Yeah. And so and we take that that example. I mean, this is why it’s so important to make sure that you’re not only just encouraging the first comment, but you’re encouraging the second comment. You know, and this is this is why I say, like, you know, not only post, but like, you know, provide like two comments, like right away.
Kim Orlesky: And now as you grow a team or as you create relationships with people, this is where it becomes really powerful to say, like, you know, like, would you mind commenting or tagging? But any time I find that we tag in a post, it’s you can only do it so often. Right. You want to use it for really specific reasons as opposed to trying to tag every single person in every single post, what you do, what you take.
Tina Walczak: I’ve heard some people who do not take me. This is super tacky, do not like it. And I would argue that sometimes it’s beneficial. Like when is it appropriate?
Kim Orlesky: Oh, you know what? I feel like it’s appropriate either. If it’s I mean, sometimes we spend a lot of time creating content. Right. And I look at so one of the things that we played around with last year and we were hoping to bring it back this year, but it’s going to be probably another year thing. We actually created a Web series specific for LinkedIn, because I could see like the future that I see with LinkedIn is that LinkedIn is going to have to create its own consumer channel the same way Instagram TV has. Right. Like IGY, TV and and so we we want to be able to to create that. So I said, well, if this is where the future is going to probably go, they’re going to be craving that long form video content. And long for video content is really anything above seven minutes, up to about 30. Let’s be honest, like nobody’s really going to watch a 30 minute video unless it was super compelling or a squirrel going through a matrix, one of the top twenty videos of twenty one. And and so so we wanted you know, we want we want to create that as a as a part of it. And so when it comes to long form content or that longevity behind it. Right. You want to that’s when it can make sense that to tag somebody. I’ve spent a lot, I’ve invested a lot. Please, please tag me. But I got to tell you, I think this is like the same like big like if I was a cartoon character, I would probably have, like, the question marks around my head because I don’t know which ones are going to go viral versus which ones are right. And and we spent a ton of money and a ton of resources and a ton of everything. And it just like it was like a lot war for us, you know.
Kim Orlesky: But I like, you know, like this I’m going to take somebody then I want it to be like my favorite episode. Right. And hopefully out of instead of taking them on all, I think we did twelve episodes or ten episodes out of I’m not going to take everybody on every episode. I’m going to choose one.
Kim Orlesky: And then from there, I’m going to comment on where people can find more, what they can do, and you put all your money on like the one in 10 or the one in 12 versus thinking like you’re going to take people on every single one because they’re just it’s noise. And the the thing about whether any social media is I can turn you off. Right. I can I can turn you off and and then it doesn’t even matter.
Tina Walczak: I was I’ve been listening to the seven habits of highly successful people. Think that’s one of those seven habits.
Tina Walczak: Yeah. There’s seven there’s a habit, technically a habit.
Tina Walczak: I think he created he created a whole book just on the 8th habit as his last piece of legacy before he passed away.
Tina Walczak: I began to read the habit.
Tina Walczak: But what he was saying is like, it’s better to nurture one relationship really well than to have one hundred relationships that you only nurture a little bit. Yeah, because if you really invest in that one relationship, you’ll see more benefit. So I think what you’re saying is started off small, really kind of get in touch with those people that you’re creating connections with rather than trying to do everything.
Tina Walczak: And and this this is about and this is the one thing I like about LinkedIn is that you really have to use that reciprocal relationship. Right? You really have to embrace that. Because if if I go ahead and tag somebody on one of my posts, but I never go ahead and in comment or engage with their posts, they’re going to stop commenting on mine after a certain point. And and so we want you want to make sure that you’re creating this.
Kim Orlesky: Now, the nice thing this is we’ll get eventually back to LinkedIn and everything. But the nice thing about LinkedIn versus I find other platforms is the way we can celebrate prospects, right. The way we can celebrate people that we don’t currently doing business with that essentially says, my eyes are on the prize, like you are a future relationship for me. And I’m going to start celebrating you now in hopes that we will get to that place versus let’s wait until after we have done business together.
Cam Schreiner: What’s what’s your favorite way that either you’ve done that or that you’ve seen that done for for so long? That is that prospect.
Tina Walczak: Oh, I mean, so this has happened in both ways. So as far as me as a prospect, I have I had one person that actually wrote like a huge thing about why they follow me. Right. And they like gear like, you know, here’s I think it was like some post and this is great. Like, this is great timing. It might be like the top twenty people of twenty twenty that you follow. Right. And you know. And why do you follow them and what would other people gain out of that. And when I look out of random it says like so-and-so has to do in a post like Yeah whatever like just another tag. And then I’m like oh I like the post is about me. Like that’s incredible.
Kim Orlesky: And and of course, like I when they call me up like two weeks later or something, I’m like, of course I’m going to give you the time of day. Of course I’m going to like get to know you a little bit more. On the flipside, we have also done that right where it might not be, just necessarily why we follow them. But it’s often times things like where we’re celebrating who they are as a business or what they stand for or I mean, we work with them in Alberta. Right. So, I mean, you can’t avoid working with a lot of companies that are either in the natural resources section or support the natural resources section. But many of them have mandates where they are giving back to charitable organizations or in sustainability and everything else. And and I think those are the good news stories that we truly need to hear. And whether the nice thing I say is like even when you’re celebrating your clients, the way the platform works on LinkedIn is that their clients are paying attention now. And they’re like, oh, I saw that you’re doing so-and-so for X, Y, Z company. Would you mind doing something similar for us or would you mind having a conversation with us that would help us on that same level? And it’s it’s really that ripple effect that you see beautiful.
Tina Walczak: I feel like there is just so much information in here.
Tina Walczak: If you’re just joining and you’re super curious about how to just become famous on LinkedIn, I advise that you failed because I feel like there’s a lot of really big gems and like content ideas that you could use from Kim.
Cam Schreiner: And I think I think if you’re thinking like, oh, well, I’m not an individual that wants to be famous. I have a business that is needing more sales, are needing to, especially in this kind of chaotic time, needs help. Kim’s giving really good advice and really good tips on how to make sure that your business shows up well on LinkedIn and how you can really take advantage of that platform.
Kim Orlesky: Yeah, we’re drop truth bombs, everyone.
Kim Orlesky: And the.
Cam Schreiner: And it’s funny because we have so many questions, it’s hard to make sure that we get the most important ones in, because every time that you you say an answer to one question, like ten more pop up, I was there one specifically that you really wanted to ask him? I think it’s it’s something to do with like everyone always asks. So I have I’m an entrepreneur and I own a business. Where do I put my effort and and does that differ? Because you talked about before being a solar panel versus having a team with a team, you can obviously grow two things at once. But how do you use LinkedIn first as an individual, as a CEO, say, and then and then as a business? And how does that differ?
Kim Orlesky: Yeah, yes. So so, I mean, like any platform, your your voice shouldn’t be dramatically different from an individual versus a business, although as your business really starts to take a life on its own. I mean, one of the conversations we had, we had two days of annual planning for my team. My company is still fairly young, is three years old, and at the same time, in the same breath, I actually started a second company, which is really funny because I’m living in this like, isn’t it nice to actually finally make money phase?
Tina Walczak: And at the same time like that, I’m back to bootstrapping corporate management. Yeah, yeah, yeah. Absolutely right.
Kim Orlesky: We we call a scale advantage group is like if they’re doing well at everything and I keep calling and we have the sales UNICOR that’s just at the beginning stages and I, we keep calling it monocoque right. We’re like Monacan, we need money from mom. Okay. All right. We’re, they’ll go through the other. And so this is interesting because I mean, the voice that I started off with, it was at the very beginning. It was indiscernible on whether it was Kim or Caywood manager like Kim was killed by this group. And actually today that is actually now a hindrance to our growth because oftentimes people think that I am my company.
Kim Orlesky: Whereas what I what we really should be looking at this is I am an element of my company, but my company is something completely bigger than myself. And now we’re at this level where we’re what is the voice of this organization. Right. If we had to personify it, like, are we informative or are we fun? Are we like, you know what?
Kim Orlesky: What is that consistent voice structure? And then at the at the solar panel side, again, sales unicorn, it’s we’re back to what does that look like. Right. And and how do we how do we educate it now as a serial entrepreneur, which now adds that that additional hard element, when I am personally posting content, which company am I ultimately which a company might ultimately speaking about? Or do I do I try to blanket both in the same pulps or do I come across as that? Very informative. I think at the end of the day, as long as we live by the rules like is a coin, is it as a teacher or is it informative? Is it is it educational? Right. Is it is it true? I think those are the biggest things that we always have to remember. And and people will end up following you, because not only are you helping to educate them, but your real right there, there’s a real element behind it. Right. I’m I’m a mother. I am a runner. I am a dog lover. I am a coffee drinker. I’m all these things. And and what I’ve also found with any type of voice on social media platforms is to be incredibly opinionated, never sit on the middle of the fence, even if you can see it from both sides. It provides, you know, value. People want to know that you are an extreme of something. And I struggled with this for a long time, right. Where I never wanted to say never, ever do this. It’s like, well, you could do this, but you could also do this. Right. And and that never resonates with anybody. You have to have a very strong, extreme opinion on certain things, like, I would never do that. So awesome.
Kim Orlesky: It’s hard.
Kim Orlesky: It’s hard. Right. But you have to. You have to because you have the if the intention of social media is to create engagement, that means that you have to have a strong enough opinion where people will argue or completely agree with you and therefore argue on your behalf when you can’t be there to to comment on every single post.
Cam Schreiner: Yeah, it sounds like you have to pull out someone’s emotions from one side or the other, because if you don’t, it’s just like you’re just kind of bland. It’s like boring. It’s like when all the people that, you know, you like them or you hate them because they’ve pulled your emotions. There’s people that haven’t done that. You’ll forget about them instantly. You absolutely haven’t left an impression like the dancing guy who goes up there and.
Tina Walczak: He just kind of does want to leave. Yeah, nobody would follow him, no.
Kim Orlesky: Yet you have to be you have to be big. You have to you have to be big. You have to be over the top. You have to be. And I mean, this is I mean, this is just I mean, we can talk about video entirely, right. Like you have to use your hands. Right. And if I was talking in and this is this is the now today’s in the days of zoom in virtual Selee. If I was in person and I was talking to you with my hands by my shoulder, you’d be thinking, holy crap, Kim is intense.
Tina Walczak: Like she is so intense.
Kim Orlesky: And and but because we don’t see anything beyond the chest, we have to hold our heads at a higher level so that we’re we’re still communicating. Because if I’m just sitting here having talking head and I’m talking to you like this, there’s nothing there’s nothing to engage with. Right. And it’s these little things that we become conscious of that we have to include in our.
Kim Orlesky: And speaking on an emotional side, I mean, this is why we we have to be cautious about certain words, which are words will invoke certain emotions. Never. Right. Never is a is a very emotional word. Right. Because you’re like, well, what do you mean never? You have to think about how do you how do you take that very strong opinion and announce that they’re all words with a post. Right. For four minutes, 30 minutes.
Kim Orlesky: Sometimes just trying to say if I get two lines because this is the power of LinkedIn, if I get two lines, I have to create something that is like that. You are going to want to challenge you either completely agree or you want to challenge it immediately. And and we’re looking for that specific language that is going to do that, at least in the first two sentences.
Cam Schreiner: Do you try to make sure that you are you know, you’re trying to be almost like you’re trying to be very opinionated, but are you trying to be any kind of click Baity or do you stay away from words or phrases that sound to click? Maybe because you feel people are like, oh, she’s just marketing to me, like she’s just grabbing attention for like an inauthentic reason.
Tina Walczak: I as much as possible try to go with click baby going to. And the only reason why is because some of the some will some won’t move on. Right.
Kim Orlesky: And if it’s click badly enough that you’re going to you’re going to and if it’s if you read it you’re like, oh that’s just click baity, you’re just going to move on regardless. Whereas nobody ever stopped to say, I want to check, I want to check out the guy who was just doing this like nobody stops in the street.
Tina Walczak: Right. You know, that this up the street, this guy is like doing this right. And it’s like some type of like it’s like some poor, like 11 year old playing like the violin. Right.
Kim Orlesky: It’s like, you know, so, you know, if you if you whether you want to be famous. Right. Or you’re just there to get your voice heard. I mean, at the end of the day, nobody stopped because they looked exactly the same. Right. They stopped because that was different.
Tina Walczak: That caught my eye providing I love that you have to that consistency thing that we were talking about, sometimes too much consistency is boring, tightened up a little bit and see what flies. See what you people with. Absolutely.
Tina Walczak: And I’m told you’ll be the person that stands out by just doing this because everyone’s doing crazy moves and you’re just the one doing this like that stands out. Why is that person doing that?
Tina Walczak: Well, absolutely right. You have you have to look at like what’s different, right? What is different.
Kim Orlesky: And and this doesn’t mean that you have to even your posts don’t have to always be business. Right. I mean, you need to I mean, one of the things that a lot of marketers will encourage companies to do is like, let’s showcase your team. Right. Who’s the chief dog officer. Right. Where’s the baby? Where like where where’s these things? And and it’s always funny because, I mean, going back to the comment about you don’t know which ones are going to become viral, I think one of my one of my posts was about so we have these large trees. So a large tree is like it’s a it’s a conifer that turns yellow and they actually lose all their needles. Right. I think they’re like the only tree that that does this. And so I’m like I’m running around and I know a lot of our following is from the States. Right. So they’re probably not used to this. And so I take a picture and I talk about just even being different. Right. You know, hey, be different. And like, it went viral, right? It’s like it’s silly. And you have to constantly think about what are these silly things or dangerous or whatever. Another one that went viral for us was I bought one of those, like blowing up candles or something. And it was like it actually looked like a little firecracker. And it actually says, like, don’t open it, like, don’t do this indoors and everything, but it’s cold outside.
Kim Orlesky: And I’m like, how bad could it be? And I always thought, how bad could this talk about?
Tina Walczak: How bad could this be? And so, you know, of course I like this thing. I have a glass of water just in case it’s too bad. Right. And I’m like, OK, like, you know, we’re going to. We have one shot, like let’s go on video or whatever, and I’m like, oh, crap.
Kim Orlesky: And, you know, and people love that, right? Because they’re just like, you know, it’s real, but it’s like it’s also something because, like, not everybody’s going to do it. So there’s these little moments that you can it doesn’t take you a long time to do. You just have to think, how do I do this differently?
Tina Walczak: I love it. I love it. I think we should do something like that on our live.
Cam Schreiner: Yeah. I wonder, like, how do you when you’re talking to businesses, what is your recommendation for how much someone is business, how much someone is selling, how much they lean into their culture or their personal like like is there a ratio? What does that look like when you’re talking to someone else? Because I know for yourself you’ll probably do a lot more testing or a lot more a lot more risks because you can fail on your own and not feel as bad. If a business fails on your recommendation, you’re like, oh shit, sorry.
Kim Orlesky: Yeah. So I mean, we go, we go with the rule of thumb A for one and then one. Right. So it’s either a four one one or just a four one. And then we, we eliminate the last day. So four of our posts need to be informative, fun, educational. Right. So this will be everything from the chief dog officer to sharing a and and or a another blog post or maybe another company, maybe one of our clients. This could be a nice little like suitable for work meme. It could be all sorts of different things. I’m watching this. Yeah. I can see where we’re OK, but we’re not OK. So I mean you you want to create something educational and everything else. Is this now one of those posts. All right. If we’re going to do a four one, one of them can be promotional and we have to be cautious. Right. Because whether that’s promotional as in like we’re having a deal with discount a sale. But I always try to stay away from that in the business to business round. Otherwise, it’s hey, don’t forget to check this out, right? Don’t forget to learn more about our programming or something else like this. This is where it is because you still need to do it enough that people aren’t just following you for sake of following you, but then also know who you are. Otherwise, it’s not a lead source. And I think this is where people start to get confused because they feel like they need to become famous or known on social media platforms. But they’re like, but I can’t talk about my business or I can’t talk about my products. I remember doing a was it a webinar or this is right when I was first getting started and I would do these like lives. Right, periscope. I would get like so many people on Periscope. And and then finally I’d be like, hey, if you want to follow up more about me, like do something. And there was some troll on there.
Tina Walczak: That’s a cash grab, cash grab. And I’m like, and finally I was like, I’m like, listen, I’m like, this is how I make my money. So yes, it is a cash strapped because if I don’t if I don’t make money, I can’t do this for you.
Kim Orlesky: And and so I mean and we can get into a little thing on like why to charge premium and everything. But but the reasons why I believe that we should be able to charge a premium is not only because we’re we’re giving you more, but because I have a few clients, a handful of clients that are paying me a premium that allows me to give more free time to the rest of everyone else until they either come to a place like I want to be that or thank you so much. I got what I needed. Right. And it’s not me that you need to think. It’s the people that are investing in me that you need to think because they’re ultimately the ones that are saying, we believe in this, that we’re allowing this next thing to happen.
Tina Walczak: OK, speaking of cash grab, here is your shameless plug.
Kim Orlesky: Oh, yeah. The cash from the Segway, right?
Kim Orlesky: Yeah. So so I mean, we are we are the. Oh, my goodness. We do a subscription based sales training specifically for business to business, high value services. So if you are selling, if you’re like a consultant, you are an H.R. professional I.T. marketing agency and you’re like, how do I get more of those clients that are going to pay top dollar in less time?
Kim Orlesky: We have the university that’s going to help you to do that. And come January, we’re actually expanding to even more sales instructors, even more sales content, because we want to create the culture of constant improvement for yourself as a business owner or for your sales team.
Cam Schreiner: It is amazing. And where do people find this? Like what is the first place that is your hub to find all things about Kim in her sales and her her university and.
Cam Schreiner: Yeah, it’s a yes.
Tina Walczak: Yes. So right now it’s Kim or Leskie dot com and there is information about Cale’s.
Kim Orlesky: Sales and sales you is both be the one to one sales platform. So because of the subscription model, you can take a month and try to gain as many classes. We have three to four classes running every single week. So you can take as many as you want in in a month long period. Or you can just join for as long as you want to cancel at any time, because I truly believe that education should be accessible to everybody who’s on honestly looking for it.
Cam Schreiner: That’s Maslova. I fully agree. And I think it’s people like you, they’re changing that education game because they there needs to be more opportunities like this. I think it’s awesome.
Tina Walczak: Yeah. Yeah. I mean, I’m passionate about sales. I love it. I’ve been doing it my entire life.
Kim Orlesky: And I the more we do this, the the irony behind it, so as far as I know, we’re the only subscription based sales training that is out there. Right. And as we continue to grow, we’re turning this into this university as well. And and it’s just it’s incredible to look at this because as we moved from this idea of how do you make it easier for your clients to quit. Right. Which is so backwards to how everyone else things like you worked so hard to get these clients and you’re like, hold on to them. And we’re like, no, no, let’s make it easy for them to quit, because if they quit easily, that means the mission is to be turned back on us. And and the irony behind that is we made it easier for our clients to quit. And in turn, it actually made it easier for more clients to join. And it was yeah, it’s it it’s it was hard to go through that mental shift and at the same time, it just only allowed our business to explode.
Tina Walczak: Beautiful. I love ending it off there. I think that’s absolutely perfect. And I feel like that’s some food for thought for everyone.
Tina Walczak: Thanks so much, Kim. Thank you. We appreciate you.
Tina Walczak: And Merry Christmas, my merry Christmas to everybody as well.
Cam Schreiner: I thank you all for joining us.