Using LinkedIn for B2B Lead Generation

Why LinkedIn for B2B Lead Generation?

Lead generation is a numbers game. There are approximately 550 million people on LinkedIn and around 19 million companies. If you sell business services then you should be using LinkedIn for B2B lead generation.

What is the best way to reach them?

Use Your Profile as a Landing Page

Your LinkedIn profile can both be a landing page and a sales letter. Here are some great suggestions for optimization.

  1. Add a professional head shot to your profile.
  2. Add a booking calendar link.
  3. Create a quality profile banner.
  4. You need a great headline.
  5. Your profile needs to be a sales letter.

Let’s Talk Copy

Your headline is your core message and your key to success whether you are using Twitter, Facebook, Direct Mail, LinkedIn for B2B or any other marketing platform. You only have one sentence to grab your prospects attention, you need to get this right. Brevity is of the utmost importance.

Your headline should be able to pass the following tests.

  1. The “So what” test. Can your prospect easily say ‘so what’ to your headline?
  2. The “Yes” test. Are you giving your prospect something to say yes to?
  3. The “Question” test. Does your headline ask a question to engage your prospect?
  4. The “Specificity” test. Does your headline offer a specific solution to a specific problem to a specific group of people?
  5. The “You” test. Is your headline all about you or is it about your prospect?

So hypothetically let’s compare two different headlines.

A) Digital Marketing Consultant specializing in Adwords, Facebook and LindedIn lead generation.

Can you say ‘so what’? Yes you can. Is there something to say ‘yes’ to? No there is not. Does it ask a question? No. Is it specific? Nope. Is it all about me? Yes.

B) If I could 100% guarantee 2-4 paying clients for your PPC services every month would you be interested?

Can I say ‘so what’? Nope. Is there something to say ‘yes’ to? You bet. Does it ask a question? Yup. Is it specific? Yes. Is it all about me? No.

By being specific you are qualifying your prospect.

A Sales Letter not a Resume

Rewrite your profile with the following four paragraphs –

  1. Here’s what I got.
  2. Here’s what it’ll do for you.
  3. Here’s our USP (Unique selling proposition.)
  4. Here’s how you get it.

Be bold and to the point, with language like… “I’ll get the point..” or “Here’s the deal…” or “We have the lowest fees in the industry…” etc.

Important Tips

You don’t want anyone who has visited your profile to see your competition or they may easily leave your profile and will most likely never return, so you must disable the ‘People also viewed’ section of your profile.

Picture of people also viewed section

To do this you must go to the me icon.

Picture of LinkedIn me icon

In the drop down menu choose settings and privacy.

Pic of settings and privacy on LinkedIn

And disable the ‘viewers also viewed’ section.

Pic of the privacy section on LinkedIn

Super Important

Also, make sure to disable the sharing profile edits section. This way when you make changes, LinkedIn will not send out automatic notifications to all your followers.

Pic of profile edits section.

Content Marketing as a managed service

Content marketing has come into its own. Distribution used to be very expensive when newspapers, TV and radio were the only options. The mobile internet has changed that. Distribution is no longer the problem. The problem now is management of these distribution channels.

Projections of this market show that it is growing at around 16% annually. That’s huge. In 2019 300 billion will be spent on content marketing and an estimated 54% towards outsourced service providers. This is a big marketing opportunity.

Who Needs Content Marketing?

Everybody needs content marketing, but many businesses are not investing in this service in house. Content is the currency of the internet and customers prefer native content to paid ads. We call advertising ‘native’ when it looks like it is part of the website and not paid advertising. Paid advertising seems desperate. Businesses need to meet customers where they already are, on their cell phones on Facebook and Instagram and Twitter and LinkedIn.

Business need blog posts that share knowledge and experience and educate people. Customers want to feel like they have discovered your business, B2C or B2B – from restaurants to lawyers, business big and small can all benefit from content marketing.

There are lots of platforms out there, like iWriter and Upwork, where you can find writers for a very cheap price. This is however not optimal. In order to really write properly on the internet you need to understand search engine optimization- how to format things properly on site, with the proper JASON LD and Schema mark up, as well as off site SEO linking strategies, etc. The need for content providers that understand how the internet works is significant. Video is another type of content that is huge on the internet and steadily becoming an absolute necessity. The majority of businesses have no interest in evaluating writers, helping them with research or formatting and posting their content or creating video assets to go with their blogs.

In this article I will outline the strategy and the tools I use to create and manage content.

Some Powerful Software Tools

Please check out Story Chief, an incredible writing software that not only assists writers in the writing but helps you optimize for search engines.

It has a very clean writing canvas.

Pic of Story Chief writing area
The writing area

You easily add pictures and videos, rich media like Twitter and Instagram posts, sign up forms and so much more.

Pic of Story Chief integrations list

It provides easy to use tools to help you optimize for SEO.

Pic of Story Chiefs SEO tool

It is also has collaboration tools. With Storychief you can easily invite other writers to work on your stories with you.

Pic of Story Chiefs user invite tool

You can also provide an editorial brief, so that all collaborators will both figuratively and literally be on the same page.

Pic of Story Chief Editorial brief tool

A way of instantly emailing all the people who may need to approve of the piece.

Pic of Story Chief Approval request tool

Once the story is approved it is a matter of one click to instantly publish the piece to person websites of all sorts.

Pic of Story Chief Website integration tool
This is a partial list

Various content hubs.

Pic of Story Chief Content Hub tool

Also to Facebook, Twitter and Linkedin.

Pic of Story Chief Social Network tool

A feature that is only available to those that have Marketer plan is the ability to do referral marketing, by instantly inviting brand ambassadors, these are people who are fans of your brand and who you know will share your content, as well as being able to instantly send your piece to a press list for press release.

Pic of Story Chiefs Referral Marketing tool

You can also instantly send your writing to the following supported email auto responders so that you can send it the people on your email list.

Pic of Story Chiefs Email Marketing tool

And it also integrates with the following accelerated mobile pages services, so your content will load super fast on mobile devices.

Pic of Story Chiefs Mobile Platform tool

It also has the ability to create user accounts for your clients that you can manage for them.

Re-purposing Content as PDF’s and Videos

The great thing about content as that it can be re-used. A reasonable goal for a company when it comes to content marketing is to create one blog post a week, but why not turn you blog posts into a PDF or eBook for free give away as lead generation tool? Once you have the blogs written this can be easily done with tools like designrr.

Turning you blog posts into videos is also a really great way to get the most out of you content marketing. Tools like Lumen5 use A.I. to turn your blogs into videos.

Conclusion

In short – more and more companies need these types of service and the opportunity for providers of these services has never been greater.

How to become a digital Entrepreneur

We live in the age of the Entrepreneur

The hard sell is not what is working anymore. Consumers want useful content and actual value. For the last year I have been a member of several amazing Facebook private groups that I would like to tell you guys about. In this post I want to talk about Chad Nicely, he is an Entrepreneur from Las Vegas Nevada and he is brilliant.

Picture of Chad Nicely Entrepreneur
Chad Nicely

 

Please click on his picture and check out his blog. He is a great example of the kind of modern business person who has made a success through offering real value and truly helping others. I have purchased several of his products and through his private Facebook groups he has offered truly valuable leadership.

Warning to the Entrepreneur – could be addictive!

Chad is one of the super-stars of JVZoo. If you haven’t heard of JVZoo – here is how they describe themselves…

‘The global technology that drives online sales. Providing the network, tools and solutions essential for building a successful and profitable internet business.’

JV platform for Entrepreneur

The instant affiliate network

Again, click on the image to be taken to there website, but be warned my friend, you will become addicted. Entrepreneur types from around the world sell digital products on this platform, both educational products and software platform products. Beware, the products are so good, so compelling and promise such great financial return that you end up buying the next coolest thing just for the emotional rush of discovering something new. It produces something called ‘shiny object syndrome’ – which is a real bonafide addiction.

I must confess that I am an addict, I need to go JV anonymous – the problem is this thing called the Sales Funnel. Honestly – the sales funnel thing is a real peach. On JVZoo, the way it typically goes is you are sent to a landing page where you see a video of an amazing product and are told that the price is going to go up in two days or something and that if you buy now, you get it for $17 of $27 – an ‘early bird’ price. And this is true. The thing is that once you buy you get taken to the OTO. This is the ONE TIME OFFER!!! And typically it offers some kind of upgrade that you can’t resist- this for only $49 or something, then to another OTO and finally to an exclusive offer for $997 or something -by the time your finished you can have spent a lot of money. I do want to be clear that this is done often through Paypal and generally there is a 30 day money back guarantee – but still – entrepreneur rabbit hole.

Building My Own College

Having said that I have purchased some truly valuable products and I have no regrets. The most valuable of all or those I have purchased from Chad Nicely. Everlesson is one of these products.

Membership site for entrepreneurs

It really is the best membership site

I was lucky enough to get this product from Chad early on. I love learning. I am a learning junkie actually. With this platform I have created my first membership site, which I would like to share with you guys here.

Entrepreneur member site.
Google My Business entrepreneur course sign up

This is the course I have created

Please click the link above to be taken to the sign up page for my free Google My Business course. The truly great thing about this platform is that all the marketing and sales funnels are included. It has it’s own email autoresponder – but can also integrate with many other autoresponders like MailChimp, GetResponse -etc.

Picture of email sign up page in everlesson

It makes it really easy

You just fill in your details to the pre-made email templates and they are automatically sent out to your new students. It’s freaking awesome.

Because I got in early, I also have EverFunnels.

Everfunnels screen capture

Everfunnels

Here you can add pre-made sign up pages, membership sign up pages, and webinar funnels. It is a very powerful platform and I have no regrets buying this. I have a yearly subscription. The learning curve is not small, but not huge either.

At the same time, with Chads advice, I am integrating this into a Facebook group. When anyone signs up they will become members of the FB group, and what Chad does is he goes live regularly in the group, and it’s really something else I have to say.

My face book private group for entrepreneurs

Join me!

So the idea here is to build a tribe by adding true value to people, just helping people as much as you can. This Google My Business course is free and it has some amazing information – check it out!

This is the intro video

The Most Useful Software Ever

There is another software product that I got in on early with Chad that is one of the most useful platforms I have ever come across. I am presenting here my branded version of this platform. Appointment Engine.

This software was designed to do many things. On the front end it is a really cool digital business card.

Virtual Business Card

Click the image to get a free card.

Looks super cool, super easy to share. It is connected to a super useful desk top app.

Here is a list of things this virtual business card can do.

  1. You can create surveys and applications online, so when someone fills out a survey online, in your email or on your website, you get notified immediately via the accompanying mobile app.
  2. It integrates with google calendar and clients can instantly make appointments with you, again when this happens you get instant notification.
  3. You can integrate a web form, so when anyone fills out on online form, lets on a Facebook of Google ad, you get instant notification.
  4. I has a tagging system, you can fire tags when to send an email sequence through an email auto-responder.
  5. You put all you leads into a sales pipeline.
  6. You can brand the system with your own company brand.
  7. You can assign leads to different employees.

I am very happy with this system, and I have an agency licence. This app will be forming the basis for my business. I am creating offerings that will involve both the learning platform, selling courses at the same time as offering yearly memberships to the app.

Written by John Wojewoda – Digital Entrepreneur

Picture of author John Wojewoda

John Wojewoda