B2B Lead Generation Secrets: How To Sell High-Ticket Services On LinkedIn

So you might be wondering why I’m writing an article about generating leads on LinkedIn when my main offer is more relevant to video marketing & YouTube.

Well to cut a long story short, I’ve had a heap of experience using LinkedIn to generate leads and make sales - PLUS you can actually use videos in your LinkedIn strategy to get results.

Way back before I started my first business, I was using LinkedIn as a business development manager to sell IT products and services, or more specifically, cybersecurity.

LinkedIn was in its infancy back then, there was a lot less spam than there is now, and it was pretty easy to get people to book sales appointments straight from the platform.

I’m not gonna lie, I had a lot of success with LinkedIn, and in the first 6 months of working for this one particular company, I helped them secure a multi-million dollar deal.

When I started my first business, a Facebook ads agency for technology companies, I used LinkedIn almost exclusively to grow my business and took it all the way to $25k per month in just 12 months which at the time was life-changing.

Now, with Video CEOs, I still use LinkedIn regularly to grow my business although I’ll admit it’s a lot harder to get results now - everyone’s woken up and realized how profitable LinkedIn can be for them.?

More competition obviously makes life more difficult, which is why you need to come up with new and exciting ways to sell on LinkedIn.

It’s also why I recommend in almost all of my videos that you focus your marketing efforts on video marketing, or more specifically youtube marketing.

Despite what most people think, it’s still early days for YouTube. It’s kind of like how LinkedIn was a few years ago.?

Most businesses don’t record and upload videos, and if they do, they’re not consistent or they’re not getting any results.

This makes YouTube a blue ocean opportunity for practically any business in any industry vertical and if you’re not making big plans to start marketing on YouTube then you’re making a big mistake - this is the time to get started!

So if you want to learn how you can dominate YouTube without touching a camera or showing your face then just check out this free training.

But until then, this is an article about generating leads on LinkedIn so I’m going to share some of my best strategies that are working for me today.?

Firstly, your profile.

A lot of people trying to sell products and services through LinkedIn have absolutely no idea how to craft a profile that generates leads and sales for their business.

If you build your profile correctly you’ll be able to generate inbound leads or sales appointments which is really everyone's goal - because direct marketing on the platform, although it can still work, has just become a spam fest - which you need to overcome.?

The reason why your profile is so important is that it’s the first thing people see when they interact with you.

Whether you post a comment, send a connection request, or send a message, before anybody interacts with you the very first thing they’ll do is check out your profile.?

When it comes to building out your profile you need to focus on key areas of importance.

The banner at the top is vital real estate. Do not waste this space. It’s your chance to state your big promise and how you can help people viewing your profile.?

Next, your display picture and tagline.

The tagline is often where people will put their ‘position’ in the company. The problem with this is that, unless you’re looking for a job, nobody cares what your role is in the company.

If you’re in sales or business development, it’s an immediate red flag to prospects. If you’re a CEO or business owner, who really cares except the people trying to sell to you?

Instead, you want to create a tagline that says, in as few words as possible, what you do and how you can help someone.

The reason why this is important is that every single time you comment on something, everyone will see that tagline right below your name.

If you’re a regular user of LinkedIn and you’re commenting on a lot of people's content, this is your golden ticket to inbound leads.

If someone resonates with your message, their natural instinct will be to visit your profile.

Now I could make an entire video about your Linkedin profile because almost every area is important but it’s gonna take way too long here and I want to keep things short.

You need a display picture. Preferably a professional close-up so people know whom they’re interacting with.?

There’s an ‘about’ section, skills, experience, and recommendations…these are all important in their own right but there are two KEY things I want to touch on while reading this article.

The first is your featured section. It’s here where you can add popular posts, newsletters, links, media like videos and images, and even LinkedIn articles which I’ll get into next.

Do not sleep on this section!

You want to include content that explains the benefits of your products and services, case studies, testimonials, lead magnets, VSL, and even calls-to-action like booking a call!

95% of people don’t use this section correctly and if you’re struggling to get results with LinkedIn but don’t have a SOLID featured section then you need to fix that up immediately!?

Now, LinkedIn Articles. My oh my. These things are amazing. They have always been amazing and I have no idea why most self-elected gurus don’t talk about these more often because they have only got better with time.

Here’s how you dominate with LinkedIn Articles.

Figure out what your ideal customers are searching for, record a video talking about that thing or solving that problem, upload that video to YouTube and then embed it into a LinkedIn article with the transcript.

If you want more potential customers to find YOU before you find them, then LinkedIn articles are your savior!

The articles you publish will not only be found by people in your network, but people searching for those keywords and topics on Google will be able to find them too!

It’s quite literally a no-brainer.

Next: Sales Navigator.

Now, I’m not gonna go into too much detail about using Sales Navigator in this video because again, time is precious, but I’ll make a video about this in the future if there’s enough interest.

What I will say is that if you’re in a sales or marketing role and not using Sales Navigator then why are you even wasting your time on LinkedIn?

It’s one of the best tools to find your dream customers and connect with them.

When used correctly, the filtering options are insane, but only if you really understand who you’re trying to sell to.

Sometimes it might feel like it’s broken but LinkedIn has done a great job improving this over the last few months.

The only problem is, you can only connect with a limited number of people per week these days, so your connection strategy and your profile is even more important than ever.?

The best way to boost your connection rate is to get personal. I know it sucks, it takes time, but it’s really one of the best ways.

?A short message, with a compliment that is relevant to that person, their role, or their business works better than most everything else. Simple is key.

So you have a great profile, you’re connecting with your ideal customers regularly, and publishing articles - now what?

Well, there’s a lot you can do here.

Post content that offers value and helps you build trust. Comment on other people's posts to reach more audiences, and send direct messages.

Your direct messages have to be relevant to the people you’re interacting with. Generalized messages will get you nowhere and automation will get you banned.

There is no ‘one glove that fits all’ strategy.

What works this month might not work next month. If you work in a sales or marketing role, stop being lazy and test different approaches. If you’re a business owner, hire an appointment setter to do that for you.

LinkedIn at the end of the day is a numbers game.

It takes time, effort, energy, and testing to get results - and you will never catch a break.

It’s unfortunately one of the only drawbacks of the platform. Although it can be profitable, it shouldn’t be your only marketing focus.

That’s why I can’t urge you enough to start a YouTube channel for your business. Creating videos, uploading them to YouTube and embedding them into your LinkedIn articles will put you miles ahead of your competitors in the long run if you’re consistent.

The problem with most business advice is that it’s all based on quick tips or new methods that get you hooked but end up running out of steam once everyone figures it out.

I’m not one to judge, I fall for these sweet tricks all the time and even if they work initially, they end up breaking at some point.

The only way to truly build your business is to be in it for the long haul. That’s why video marketing, YouTube and LinkedIn articles are so important.?

They’ll stick around forever, and help you generate inbound leads and sales forever so you can stop worrying about the next LinkedIn gimmick.

So those are my secrets for selling high-ticket services on LinkedIn.

If you have any questions just ask me in the comments below and I’ll do my best to answer those personally for you.

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If you need help doing this for your business,?check out this free training!