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How to Get More High End Clients Using B2B Marketing Strategies That NO LinkedIn Marketing Expert Is Teaching You

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Full presentation at: https://www.youtube.com/watch?v=JptIVXWV8o0

Moreover, would you like me to personally help you build a million dollar client attraction system? Let's connect: https://manychat.com/l8/TheHungLeFan

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How to Get More High End Clients Using B2B Marketing Strategies That NO LinkedIn Marketing Expert Is Teaching You

  1. 1. How to Get More High End Clients Using B2B Marketing Strategies That NO LinkedIn Marketing Expert Is Teaching You... Presenter: Hung Le
  2. 2. Feeling stuck? Excuse me sir?
  3. 3. Here’s What You Will Learn Today: ● How to leverage the most underrated LinkedIn advertising platform that barely anyone is talking about. ● How to instantly differentiate yourself from other B2B marketers and be perceived as an expert, authority and strategic advisor. ● How to reach high level decision makers who can actually say YES!
  4. 4. Even IF You HATE: ● Cold Calling. ● Dealing with “tyre kicker” prospects. ● Working 100 hour work weeks. ● Creating endless amounts of CONTENT. ● Charging less than what you are worth.
  5. 5. Who is Hung Le? ● Born and raised in Perth, Western Australia but now a digital nomad (Philippines, Singapore, Australia and United States). ● Engineer (Mechanical) turned Entrepreneur since 2009. ● Built and sold 2 companies: ○ Mobile app business (6 figures) in 2012. ○ Digital marketing agency with 40 staff in the Philippines (7 figures) in 2014.
  6. 6. Who is Hung Le? ● Spent >$1.8M in online advertising (FB Ads, and Adwords). ● Top 1% of most viewed LinkedIn Profiles since 2012. ● Business growth advisor, licensing strategist, deal maker and mentor who has helped 36+ entrepreneurs build multiple 6 and even 7 figure businesses.
  7. 7. DISCLAIMER: I am NOT guaranteeing you will achieve the same results.. However..
  8. 8. Here’s ‘WHY’ I do what I do... [2 “Winning” Case Stories]
  9. 9. Case Story #1: Brendan Closed a $29,500 deal. Pinpointed the right ‘niche’ that inevitably amplified his strengths.
  10. 10. Case Story #2: Mark Scaled rapidly from $17k/month to $60k/month in less than 6 months (+250%+ growth) NOW on $200k/month+ Pinpointed Mark’s leverage points and removed core constraints (both personal and business).
  11. 11. The Game Has CHANGED..
  12. 12. 3 Significant Shifts..
  13. 13. Shift #1: Attention Anyone?
  14. 14. Shift #2: H2H
  15. 15. Shift #3: Messenger Apps http://www.businessinsider.com/the-messaging-app-report-2016-4-23/
  16. 16. You may be feeling.. ● Frustrated with where you are financially in life. ● Confused about what path to take - pulled in all different directions. ● Lonely because you don’t get to do all the things you want to do or see the people who matter most in your life. ● Self-doubt and wondering ‘what’s wrong with me?’ ● Tired of all the hyped up courses out there that over promise and under deliver leaving you more frustrated and in debt than when you originally started.
  17. 17. I personally made this for.. ● Frustrated B2B marketers, agency owners and entrepreneurs. ● Dissatisfied with traditional cheesy LinkedIn tactics, clunky FB ads or never ending content marketing tactics that take forever..
  18. 18. ● Predictable, repeatable and scalable yet simple system helps you get more high end clients without worrying about where your next client will come from. ● Unlike the common talked about LinkedIn spammy and self-centered tactics that the 'gurus' teach you. ● My system helps position you as the go-to expert, authority and strategic advisor. I personally made this for..
  19. 19. Let’s make a deal.. ● NO “get rich quick”. ● NO “do nothing, get paid”. ● NO “MLM // pyramid” scheme lovers.
  20. 20. Quick story..
  21. 21. Back in the good old days.. (2012)
  22. 22. Discovered B2B FB Ads.. (2014)
  23. 23. Brought 7 Figures in Coaching & Consulting Deals.. Without any hardcore promotion
  24. 24. Then 2 Massive Changes ..
  25. 25. Tidal Wave 1: Sep 2017..
  26. 26. R.I.P: ‘Employer’ targeting..
  27. 27. Tidal Wave 2: Mar 2018..
  28. 28. R.I.P: Partner Categories.. https://www.wsj.com/articles/facebook-says-its-ending-use-of-information-from-outside-data-brokers-for-ad-t argeting-1522278352
  29. 29. R.I.P: Granular targeting..
  30. 30. Little old me..
  31. 31. Felt stuck.. Excuse me sir?
  32. 32. Back with a vengeance!
  33. 33. As a result I created.. 4 Steps “LinkedIn Leverage” System
  34. 34. What Are The ‘Gurus’ Teaching Us? You trust me.. right.. right???
  35. 35. Guru Method #1: Spam Groups
  36. 36. Guru Method #2: Connect with Anyone and Everyone Possible.. F*@!#$ cockroaches!
  37. 37. Guru Method #3: Scrape Emails SH*T..
  38. 38. What’s the ‘Secret’ Sauce?
  39. 39. 4 Steps - here we come! The “LinkedIn Leverage” System (Quick overview)
  40. 40. Step1: LinkedIn Sponsored inMail
  41. 41. Step2: Email Follow up.
  42. 42. Step3: Set Appointment
  43. 43. Step4: Pitch Executive Briefing.
  44. 44. Marketing 101 ● Commit to serving a niche. ● Perfect pitch-market fit. ● Set up LinkedIn Company Page.
  45. 45. Questions to Ask: 1. Who (niche?) do I care most about helping in order to solve a painful problem which will empower me to provide the fastest and best results possible? 2. Who is already investing money in my services or an alternative solution to solve the problem in 1). 3. Do any of my ‘current clients’ or members of my current network appeal to 1) and 2). (Tip: current testimonials are pure marketing GOLD).
  46. 46. Master Your ‘Pitch’: 1. “I/We help [niche] achieve ‘x’ outcome in ‘y’ time without ‘z’ (biggest fear/pain). 2. “We help enterprise software companies win big accounts in 90 days or less without hindering their current revenue run rate.
  47. 47. Ready?
  48. 48. Step1: LinkedIn Sponsored inMail
  49. 49. https://business.linkedin.com/marketing-solutions/ads Click ‘Create Ad’
  50. 50. Click ‘Add account’
  51. 51. Click ‘Add account’ when ready..
  52. 52. 1) Click ‘Create’ (dropdown menu). 2) Click ‘Campaign’
  53. 53. Click ‘Select’ and let the magic begin..
  54. 54. ‘Campaign group’ is similar to ‘ad sets’ on other platforms.. ‘Lead Gen Forms’: no need for landing page = maximum conversions!!
  55. 55. Always put a ‘face’ to the name. Remember, H2H?
  56. 56. Here’s my ‘Million Dollar Template’:
  57. 57. Million Dollar Template
  58. 58. Million Dollar Template
  59. 59. Click ‘No’ unless.. Ready? Click ‘Next’
  60. 60. Click ‘Create new form template’
  61. 61. Ready? Click ‘Next’
  62. 62. All good? Click ‘Next’
  63. 63. Don’t bother.. Ready? Click ‘Next’.
  64. 64. Daily budget Bid 6 cents higher.. Click ‘drop down menu’
  65. 65. Ensure ‘Optimize for clicks’ is selected. Ready? Click ‘Next’.
  66. 66. Step2: Email Follow up.
  67. 67. https://zapier.com/apps/linkedin-lead-gen-forms/integrations
  68. 68. Zapier helps you integrate Linkedin Lead Gen forms with your favorite CRM’s/Autoresponders..
  69. 69. Automated - First ‘opt-in’ email: Subject title: as per our LinkedIn conversation: Email body: Great to hear from you, [Name]. So tell me - where are you least clear in knowing how to [achieve desired result]? Happy to help. -name.
  70. 70. Automated - First ‘opt-in’ email (example): Subject title: as per our LinkedIn conversation: Email body: Great to hear from you, Susan. So tell me - where are you least clear in knowing how to win more big accounts? Happy to help. -Hung.
  71. 71. Become an ‘Email Barista’
  72. 72. Manual email follow up (1st response): Thanks for sharing, [First name]. Our current clients have also experienced [common frustration in industry]. Moreover, what other options have you tried in order to [achieve desired result]? -[Name]
  73. 73. Manual email follow up (1st response example): Thanks for sharing, Susan. Our current clients have also experienced the constant worry with regards to whether their revenue run rate would sustain the long sales cycle of trying to win more big accounts. Moreover, what other options have you tried in order to win more big accounts? Talk soon -Hung
  74. 74. Manual email follow up (2nd response): Seeing as [options 1,2, 3, etc.] didn't produce favorable results, and if I were to wave a magic wand - what would the perfect solution look like? Talk soon. -[Name]
  75. 75. Manual email follow up (2nd response - example): Seeing as cold calling and trade shows didn't produce favorable results, and if I were to wave a magic wand - what would the perfect solution look like? Talk soon. -Hung
  76. 76. Manual email follow up (3rd response): I just had a lightbulb moment as you mentioned [perfect solution]. If I send through some ideas and resources, would you be open to spending 3 mins with it? Happy to help. -[name]
  77. 77. I just had a lightbulb moment as you mentioned “a real-time dashboard that compares length of sales cycle with cost per acquisition of account”. If I send through some ideas and resources, would you be open to spending 3 mins with it? Happy to help. -Hung Manual email follow up (3rd response - example):
  78. 78. Ideas and Resources (Slidedeck)
  79. 79. SlideDeck Resources
  80. 80. Ideas and Resources (Slidedeck) 1. The BIG Idea (one-line benefit statement) 2. What’s Changing (3 market forces: economic, social and technological) 3. Problem (what significant problem(s) is nobody else solving?) 4. Generic Solutions (existing alternatives/status quo) 5. Our Solution (insert screenshare VIDEO here)
  81. 81. 6. Value Proposition (company specific value proposition) 7. Economics (potential for gain) 8. Social Proof (existing case studies, testimonials, media mentions,etc. = trust leverage) 9. Prizing (exclusivity is on a first-come first-serve basis) 10.Call to Action (i.e. invite for booking a meeting) Ideas and Resources (Slidedeck)
  82. 82. Manual email follow up (4th response): [Name], Here is the link to the overview: https://slidedeckorPDF.com If you agree that it is worth talking about and the fit may be there, let's have a follow up call. Have you got your calendar handy? Here's mine: www.scheduleonce.com . Thought it'd be easier rather than going back and forth. Looking forward to connecting. -[Name]
  83. 83. Manual email follow up (4th response - example): Susan, Here is the link to the overview: https://slidedeckorPDF.com If you agree that it is worth talking about and the fit may be there, let's have a follow up call. Have you got your calendar handy? Here's mine: www.scheduleonce.com . Thought it'd be easier rather than going back and forth. Looking forward to connecting. -Hung
  84. 84. Step3: Set Appointment
  85. 85. Why an Online Scheduler? 1. Automate bookings (i.e. avoid the ping pong conversation). 2. Reduce no-shows (+take a deposit in advance). 3. Pre-framing and future pacing.
  86. 86. Online Scheduler: www.ScheduleOnce.com
  87. 87. Online Scheduler: www.YouCanBook.me
  88. 88. Step4: Pitch Executive Briefing.
  89. 89. Set the frame (extremely crucial..) ● “Hi [name], I’m extremely excited that we could both set aside 18mins to talk today about the future of [company] and whether we are a good fit in moving forward towards a YES. ● Here’s what I know today (recite a summary of recent email interactions). ○ Do you still feel the same about that?
  90. 90. Strategic Discovery 1. If we were to have this conversation in 12 months time, what would have had to happen in order for you to be happy with our results? 2. What ‘one’ obstacle has prevented you from achieving [desired result]? 3. How long have you operated with this not working for you?
  91. 91. Strategic Discovery 4. If you didn’t make a change within the next 6 months, how would that impact [company name] across all departments? 5. Is it possible for you to change this on your own? 6. Tell me in 1 minute or less, EXACTLY how you’re going to turn [company name] around?
  92. 92. Strategic Discovery 7. What are you willing to do to make it happen? 8. So, how SOON are you looking to achieve [desired result]? a. “Right now” - high desire. b. “Other” - what has excited you to delay our success to get you the results you want?
  93. 93. Strategic Discovery 9. Here’s how I can best help you: lay out game plan.. 10. I’d love to charge you $100k.. However, the investment is only $35k. [PAUSE]. -> How would you like to proceed?
  94. 94. B2B Power Tip: Serendipity
  95. 95. Post Executive Briefing - STAND OUT. Whether the prospect says ‘yes’ or ‘no’. Do this ONE thing to differentiate yourself from the rest of the herd.Purple Cow - Seth Godin
  96. 96. Purple Cows Anyone?
  97. 97. Purple Cow #1 - Thank You Card. www.SendOutCards.com
  98. 98. [One-Page Handwritten Letter Template]: ___________________________________ Hi [name], Glad we have now found the missing piece to [company name]’s [problem] puzzle. Looking forward to solving it together. -Name -Contact email. -Contact number Purple Cow #2 - Oversized Gift(s)
  99. 99. Why Purple Cow ‘Gifts’? Because he/she will NEVER forget that conversation and now you have empowered your prospect to have a ‘story worth sharing’ within the organization (future business?)
  100. 100. Recap.. 4 Steps “LinkedIn Leverage”: Step 1: Setup LinkedIn Sponsored inMail campaign. Step 2: Perform Email Follow up. Step 3: Set Appointment. Step 4: Perform Executive Briefing.
  101. 101. OR… the “link” in the description Would You Like Me to Personally Help You Build a Million Dollar Client Attraction System?
  102. 102. NUMBERS!
  103. 103. Let’s crunch some numbers.. ★ Cost Per Send: ○ $0.50 (Can dramatically reduce via relevance). ★ Cost Per Open: ○ $1.0 (50% open rate: Good subject line..). ★ Cost Per Click: ○ $5.0 (20% click through rate: Not selling anything).
  104. 104. Let’s crunch some numbers.. ★ Cost Per Lead Gen Form: ○ $12.50. (40% opt-in rate: Compelling offer). ★ Cost Per Appointment: ○ $125. (10% booking rate: Industry average). ★ Cost Per Client: ○ $500 (25% close rate: varies..).
  105. 105. CPA = $500??? Yes, if that’s an issue THEN..
  106. 106. OR… the “link” in the description Would You Like Me to Personally Help You Build a Million Dollar Client Attraction System?
  107. 107. Most FAQ?
  108. 108. How do I 10X my results?
  109. 109. Fortune is in the follow up.. “What if prospects don’t take me up on my irresistible offer right away?” Great question...
  110. 110. 10X strategies ● Email Marketing (personalized outreach) - send a ‘re-engagement’ email every 30 days. ● Warm Phone Call - every other week. ● Direct Mail (every other week) - Send them a ‘cute’ gift alongside a thought provoking letter via FedEx (e.g. Rubix cube, magnifying glass, mini-calculator). ● LinkedIn connection request - input your email lead into LinkedIn to find them.
  111. 111. What to DO Next?
  112. 112. OR… the “link” in the description Would You Like Me to Personally Help You Build a Million Dollar Client Attraction System?
  113. 113. Remember this:
  114. 114. THANKS! How did you go? Comment ‘YES’ below if you are excited to begin landing more high end clients!
  115. 115. OR… the “link” in the description Would You Like Me to Personally Help You Build a Million Dollar Client Attraction System?

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