Today, Carlos Caro joins us on the pod.
Carlos is a former executive at Credit Karma and Capital One.
But in February…he launched his startup New Market Growth.
It’s an agency that helps lenders and credit card issuers acquire more customers through credit marketplaces like Credit Karma, Experian, and NerdWallet.
And…that’s why I invited Carlos to join us.
I wanted to hear from someone in the trenches who’s successfully finding and closing their first customers.
What’s Carlos’ go-to-market strategy?
The simple answer:
Posting content on LinkedIn consistently.
How’s he doing it?
Carlos breaks it down for us. He also talks about how his math background and being a semi-pro poker player have shaped his approach to entrepreneurship and sales.
So, get ready for this fascinating conversation on Episode 15…of the Systematic Selling Podcast!
📝 Sean’s Notes:
Carlos’ 7 Steps to Landing New Customers on LinkedIn
Based on our conversation, I would summarize Carlos’ LinkedIn progression in these seven steps:
Step 1: Start
Carlos started writing content every day on LinkedIn in March 2022. He wrote about lessons learned as an analyst, poker player, from his failed startup, etc., without necessarily having a focused area of content initially.
Step 2: Commit
By the end of the first year of consistently posting content, his network on LinkedIn doubled from around 2,500 to 5,000 connections.
Step 3: Focus
That’s when Carlos shifted his focus to write specifically about affiliate marketing strategies for lenders, which was his area of expertise from past corporate roles.
Step 4: Engage
Over time, people he didn't know started reaching out to him saying they enjoyed his posts on affiliate marketing and wanted to discuss further or get his advice.
Step 5: Connect
He would hop on calls with these inbound leads from LinkedIn and freely provide advice/tips. If they expressed interest in working together, he would share more about potentially hiring his agency.
Step 6: Share
His openness to share expertise freely via content allowed him to build trust and credibility with potential clients before ever pitching to them.
Step 7: Sell
By the time he quit his corporate job earlier this year to go full-time on his agency, he already had an inbound pipeline and a couple of paying clients from the leads generated via his LinkedIn content strategy.
The Bottom Line
Notice that “Sell” is the last step.
Too many founders and sales reps make the mistake of selling on LinkedIn way too soon in the process.
Instead…
Be patient. Build trust. Bring value.
When you do, “Step 7” will come naturally.
Additional Resource
Check out our new book, Collaboration Effect on Profit: Overcoming Founder’s Syndrome to Achieve Sustainable Success, here.
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I’ll leave you with this:
Always remember…When you fix your systems, you’ll fix your sales.
See you next time!
Sean
About the Host: Sean M. Lyden is the founder and CEO of Lyden Communications LLC, an Orlando, Florida-based sales training and media company for founders looking to systematize their sales and scale their business.
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