How To Win Clients on LinkedIn

You’ve sent the DMs and got limited results.

You’ve posted content on your profile and company page and been left disappointed.

Everyone knows LinkedIn is a space with massive opportunity, but why does the success on LinkedIn seem to elude so many.

…or at most seem consistent?

There are some reading this who may be sceptical as they have spent time posting and growing their network but struggled to get anything from it.

In this article I hope to explain why people struggle and explain how I’ve helped thousands of people turn LinkedIn into a systemised and consistent revenue channel.

Despite the rumours and the crap that goes down on LinkedIn you can still get inbound leads and paying clients from LinkedIn.

In 2019, I was telling people that the easy ride of LinkedIn was soon to be up and despite more than one hundred million new members, LinkedIn still has space for you to make money.

In times gone by, you could cold pitch people on LinkedIn and get a decent response. I remember in 2017, I would send a message and get about 50% of those people onto calls… Today, you’d be lucky to get 1% onto a call.

What has changed?

Like any new ‘hack’ or ‘strategy’ when a large group of people start doing it, it becomes less and less successful.

The more cold pitches you receive, the more desensitised you become to them. It also doesn’t help that people are not targeting their messages. I get tons of sales pitches from LinkedIn trainers telling me how they can transform my business.

When I reply, they quickly block me to avoid the embarrassment.

We all make mistakes, but the mistakes in targeting are happening too much and so they have weakened the benefits of a LinkedIn inbox.

That doesn’t mean DMs are dead….

Not by a long shot!

So, with the platform being busier, what does it take to win your next client on LinkedIn…

Today, I get more than ￡600k of new business a year just from my content… now some of you will say, yeah but he has 50k followers….

I’ve been doing this for 5 years. I didn’t have 50k followers in 2017… but I still made 50% of my sales using LinkedIn.

Let’s quickly look at 3 ways you can get clients from LinkedIn, and I’ll share with you the vital keys to achieve success with thes at the end.

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Posting Content

I have spent more and more time posting content. Content consistently makes me money…. It brings leads into my inbox and enquiries to the Maverrik team.

I’ve seen and heard a lot of excuses for people not posting content or doing lame shares of their company content….

They usually boil down to…

• I struggle to come up with ideas – we can fix that (see later)
• Will my prospects not get fed up me posting – No, you are assuming a) they see everything b) they give a toss about you.
• I think quality is better than quantity – That’s an excuse and it’s a false argument… nobody intentionally posts rubbish. Also, can you really prejudge what quality is? Surely that’s for the audience to decide right?

I want to go off on a tangent with that last one, because I could tell you so many reasons that argument is wrong.

The reality is, you must post consistently, you must understand the mechanics of posting and you must have a clear message (more on this later).

The right content will:

• Attract followers
• Attract prospects
• Create Demand
• Create Leads

The mechanics of posting are simple…. ATTENTION…. INTENT.

You must post content which gets the attention of your target audience and exposes their intent (need). There is too much to go into here as I teach this in my 4-hour intensive training… details here

Currently across all my content efforts, I’m pulling in around 200 inbound leads per week. Of course, my following helps, but last week I worked with a client who has 5000 connections and generated 150 leads in a month.

The key is to use your content to attract high-quality, right fit clients… if you get your content right the quality of your leads and inbound goes up… get it wrong and you get tyre kickers, lowballers and timewasters…if you are lucky.

Direct Outreach

Direct outreach in the DM’s is not dead, but you need to have a smarter approach. Just sending a seven-paragraph generic message telling people how amazing you are and asking for a call won’t cut it.

You need something sharp, personal (not copy and paste) and relevant…. You also need to appreciate the timings.

Every user leaves breadcrumbs across LinkedIn, on their profile, activity, groups, and content that tells you how to approach them… most don’t even consider using these breadcrumbs for their advantage.

They just pitch.

The logic here is… “if I pitch people, I’ll find the people who are interested” - this again is a stupid argument.

Any talented salesperson will tell you; most prospects aren’t looking… it’s only in conversation do you unlock an opportunity.

A Cold DM is basically like trying to find a needle in a haystack.

The number of clients who tell me “If we get a call with someone, we are pretty good and converting them into opportunities” – yes, they fumble and do stupid things in the DMs.

The key with a DM is not to get people to say “yes I want to buy” but to make them curious to have a call.

Smarter DMs work, I get about 25% of my DMs onto calls. Why? (we’ll cover that later; I know I keep saying that).

Again, if you want to learn about this in more depth, check out my 4-hour masterclass session

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LinkedIn Events

I have a beef with LinkedIn Events…. But they are still one of the best ways to get leads and clients. Let me tell you about the beef first…

Every week I get around 2000 people sign up for my free training events on LinkedIn. These cover the basics. We do a lot of work as a team to host these events… and every week, we see LinkedIn Gurus and Social Media Marketers spamming attendees trying to sell their services.

?Some may call that a ‘hack’ I call it desperation from people who have no idea how to get leads for themselves.

?That said, I get a lot of new business from them, and it has some amazing brand and authority benefits.

Hosting events weekly, as I do has helped me build my brand, develop my thought leadership, and get recognised by LinkedIn as a ‘Sales Influencer’ and featured in Forbes.

There are some keys to building a crowd for these events, but I’ll come to that next…

The Real Key to Success on LinkedIn

There are three keys to success on LinkedIn that unlock the clients and revenue you want…

?They aren’t features of the platform, but keys which translate across all sales and marketing…

?Without these keys on LinkedIn, you will fail.

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Key No1 – Your Audience Value Proposition

This is about you have a deep understand of WHY a client needs your services FROM THEIR PERSPECTIVE.

?Often, we tout our sales waffle and messaging which means nothing to prospects… it’s good you’re posting about your awards, but they only mean something if a client is trying to assess your credibility.

We also speak to an educated audience…. We talk to ourselves. Our prospects should be less educated than us in what services we bring… otherwise, why do they need you? You are the experts.

If you didn’t like the last paragraph, you certainly won’t like this one – you must deeply understand the motivations of why your prospects need to buy from you…

?HINT: Your state of the art, proactive, family values, quality service isn’t it.

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Why should someone buy from you?

What issues do they have that motivates them to buy?

?If you cannot articulate these in your profile, content, and messaging – you’ll get no leads and no clients!

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Key No2 – Priming Your Market

If you want a consistent flow of leads, you need to ask yourself, how many clients do I need in the next 6-12 months…then use a model of priming your prospects in advance of any outreach.

They say it takes 7 hours of content consumption to get a client. I believe it. Some will go…. ‘Really? I’m not doing that’…. Then you are a fool.

Imagine if you grow your network and consistently post… let’s say you average just 300 views per day….

As an FYI… when you learn my content method, you’ll likely average at least 1500 views per day, if not more – check out the workshop

If you’re getting 300 views per day… that’s 1500 views per week…. You are moving a large group of people forwards with you… now let’s imagine your connections are growing and full of potential clients… that 7 hours can go quickly.

You can also use that to setup prospects for the future, 6, 12 and 18 months down the line.

Priming with content must be built from Key No1, but it works well and quick. I’ve seen people getting leads in the same week and month… it all comes down to your audience value proposition and leveraging it in content.

When it comes to DMs, the priming method works there too. You can engage your prospects in advance of your sales outreach. Not the day before but strategically engaging a week or so ahead to establish some rapport.

We teach a methodology called the seven steps… a step-by-step approach to priming prospects pre-pitch.

?It improves your connection acceptable

It increases your reply rate…

…oh, and did I forget to mention?

?When you prime your prospects…. They see your content more… it’s like a double whammy…. You create a relationship and educate them through content about the value you can bring to their business.

?All this happens before you ever write a sales pitch.

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Key No3 – Human Nature

The big key is human nature… you cannot be successful in marketing and sales whilst going against human nature.

Corporate stuff does not sell.

Impersonal stuff does not sell.

If you want the attention of human beings, you must do what will get the attention. People pay attention to what matters to them.

The smart thing about LinkedIn is you can grow your network with potential clients and use your content to teach you how to sell to them. Just recently I did an exercise in one of our classes and we literally got prospects telling us how to sell to them better.

I call this field testing…. You can use your content to refine your message… once you see what works…. You go all in.

• For you to get an inbound enquiry… a human being must be curious.
• For you to get a call with a prospect… you must find their intent.
• For you to get a sale… a human must see their NEED for you.

All those three are possible on LinkedIn…. If you have your AVP and Priming Strategy in place.

?I’ll say with confidence… in the next 12 months, LinkedIn has the potential to double your business… if….

If… you have a strategy and a plan you implement consistently.

I’d love you to join me on my next masterclass, where we dig into this in detail….

I’ll show you how to

·??????Build your Audience Value Proposition

·??????Convert that into content that converts.

·??????Leverage LinkedIn Events to get leads.

·??????Create an outreach process that gets your meetings

·??????A Live Lead Gen Demo – A Real time demo of leads coming in.

As of the time of writing I had 7 places left… so if you want in register here