The Ultimate B2B LinkedIn Strategy

The Ultimate B2B LinkedIn Strategy

What's up guys today, I'm going to walk you through the ultimate B2B LinkedIn strategy that you're probably not using, but you definitely should be, especially if you're trying to use LinkedIn to get leads and land clients. 

But First - Your Foundation

The ultimate B2B LinkedIn strategy is really just one shift, one thing you have to do. But before we get to that we have to talk about the foundations of LinkedIn. You may have heard this before. This isn't going to be a surprise for you. But if you don't have these things right then the strategy I'm going to teach you will not work.

So what I'm about to say is not going to be surprised at all, but it is super, super important. Before you do anything on LinkedIn, you need to consider three things.

1. Client-attracting Profile

So number one is your profile. Have you optimized it for attracting clients? Now, LinkedIn was built as a tool for people to network around, find a job, help employers find employees, and vice versa.

So you have to start viewing LinkedIn from a different point of view, in a different light. Right? You have to start looking at LinkedIn as how do I use these tools to attract the right types of clients? So we talked about optimizing your profile. You want to go in and look at your profile and say, okay if I was a potential client and I was looking at this, what would I want to see?

What would I want to see first? And then really just put those things front and center. So we're talking about like your photo, your banner, your headline, all those things really just make sure you're optimizing those so that you're attracting the right type of client.

It's not about you, it's about them. What are they looking for? And how can you put that just "bam" front and center?

2. Precision Connecting

Number two is connecting with the right types of people. So, LinkedIn is basically a giant networking party. Right?

So if you don't have the right people in your network, you're never going to land the right types of clients. So, LinkedIn has a ton of free tools that you can use to search for the right clients and there are lots of filters you can use to build actual lists of people that you can connect with.

I mean it's 100% crazy because if we were talking before LinkedIn if you wanted a list of potential clients, you would have had to pay hundreds or thousands of dollars for that list. LinkedIn will give it to you 100% for free. You just have to know what are the criteria that I'm looking for in a client and then put those into the search bar so that you populate the right list.

And then the goal here is that it's not enough just to have the list. You actually have to start connecting with these people and building your networks. You have to be proactive in connecting with new people. Now we have to take that one more step. Okay so first was to optimize your profile, second was to make sure you're connected with the right people.

3. Quality Conversations

Number three, you actually have to have conversations with these people, right? So we're talking about getting into the DMs:  messaging them, talking with them. And what I'm not talking about is that slimy, sleazy, MLM approach where it's like, "Hey, thanks for connecting. Would you like to buy my stuff?"  That is awful. That is the wrong way to go, okay? I'm going to talk to you about what you should do in just a second.

There's a big shift that I want to tell you and it's going to blow your mind. But before we get to that you have to get into the mindset of, "We're going to have conversations with people. We're going to talk with people." And that it's okay, especially if you're coming from like a world of Facebook and you're trying to get into LinkedIn more.  We've got this kind of feeling or idea that we post content but we don't actually talk to people and if we go into the dm without being invited, then we are somehow invading their personal space and you just have to switch off that feeling and change it around where instead of you invading it's you starting a conversation, being a real human being.

It's the "I care about what you're doing" types of conversations, right? If you're getting in there, just trying to sell people, it's going to feel bad. But if you're getting in there trying to build a relationship, man, we could have a whole video about how relationship building is the most important key when it comes to LinkedIn marketing, but that's maybe a different article. If your relationship is focused on that outreach those conversations will feel really, really good.

The Big Shift

Okay, once you have that foundation in place, once you have those three things in place, then you can introduce what is a major shift for most people on LinkedIn, but it's going to make a huge difference in your ability to land clients and that is to have a monthly live event.

So LinkedIn actually has tools to where you can create an event and it will create a landing page for you, much like a webinar landing page where people can come, they can register, they can opt-in, and you can actually collect their email addresses if you want. 

I actually have videos on my YouTube channel where we go through how to set up those events so that you get their email addresses. Make sure you check those videos out. But I just want to talk about the strategy right now because really when you base your whole LinkedIn outreach around a live event, then it solves a bunch of problems.

First of all, all these other gurus or people that are telling you, "Hey, just go call, dm, go cold message, a ton of people. There are a couple of problems with that. Number one is that it's 100% a numbers game. When you're just messaging, messaging, messaging, messaging, it's like, "Hey, buy my stuff, by myself, by my stuff," it feels really bad.

No one likes it. But it's also like 90% of those people don't even respond. So in order for you to get a client, you've got to be messaging like 5,000 people a month. And you know, I don't know the actual numbers, but like it's a huge number of how many people you have to reach out to in order to get a response.

That's a problem. 

Number two is that if you're starting all these conversations, you have to follow them through and if 90% of them aren't going anywhere, that means you're spending a lot of time invested in chit chatty type conversations that actually don't lead to sales. Now, there's nothing wrong with having a conversation just for the sake of a conversation. But if you're trying to get leads and you're trying to make sales, it is not a good use of your time.

By instead putting your whole strategy to revolve around a live event, you can create something that is really valuable. That feels really good to you to reach out to someone and say, "Hey, I'm having this event, I'd love to invite you."

Now suddenly that doesn't feel bad, right? Because it's almost like a party you're inviting them to. So now that whole feeling of feeling bad goes away. You've got something really valuable. You can invite them to register, they get on your email list, and then now they have become a lead because they've raised their hand and said, "I'm interested in the thing you're talking about."

So now after the event, you can follow up with them with really specific conversations that will lead you to a sale. So this strategy is 100% mind-blowing.  It will change the way you approach LinkedIn. If you're not doing this, you 100% need to be doing it. Focus your LinkedIn efforts around the live event, do it every month, and you'll just see your business start to grow and grow and grow.

That's what I got for you today. If you want more information about me or if you want to maybe implement the strategy or you want some more advice on it, go to BrightworksTraining.com and that's where you can find out more information about this.

Talk to you later!

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About the Author:

Craig Severinsen is a business consultant that helps entrepreneurs grow their business and reclaim their life. He is on a personal mission to end entrepreneurial burnout, and help every business owner live life to the fullest. 

Craig is best known for his innovative approach to building an engaged audience through Real Time Market Research, which helps entrepreneurs build better offers and more effective Marketing campaigns.

Craig is the founder of Bright Works Training, a business consulting firm based out of St. Louis Missouri. 

Bright Works Training’s programs focus on taking action, so that you can finally have the success, freedom and support you deserve - without sacrificing your personal life.  

Listen to the podcast at BuiltToScaleHQ.com