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um in in this session i wanted to talk about linkedin and how you use linkedin to win commercial contracts so um linkedin is you know im getting lots and lots of questions from people um asking um how to build a commercial side of their business so whether its people setting up commercial cleaning businesses whether its people switching from residential to commercial so um before we jump into actually using linkedin i just wanted to cover off why it is so challenging to build commercial and the primary reason is this first point here is is something called the the sales cycle so um the uh the long sales cycle refers to the fact that if you are contacting say office managers today say you contact 100 office managers today a very small percentage of those office managers will actually be in a position ready to buy your service today and get started straight away the reality is that most people are not ready to buy now you know they will have um a commercial cleaning company in place