I’ve been in B2B Client Acquisition for 10 years now.

I went from getting 0 attention, to getting fortune 500 deals.

I’ve seen it all…what to do….and what not to do.

If you’re looking to acquire not just more, but better B2B clients, these are my top 10 tips for acquiring B2B clients.

1. Target Market Research

Understanding your market is the foundation of any successful sales strategy(not doing this is the #1 reason businesses fail).

Identify ideal clients that have the top revenue potential, alignment, and are also in-market, what their needs entail, and where they are most active.

2. Embrace Outreach

Content and Ads are great. However with outreach, you can personalize the entire approach to one person, making you more relevant than any ad or post they see.

3. Optimize Your LinkedIn Profile

Chances are, your ideal clients are on LinkedIn.

Tailor your profile to speak directly to your target audience’s needs and interests from the previous step.

A well-optimized LinkedIn profile doesn’t only attract, but converts ideal clients who are visiting your profile right now.

4. Become the Guide, Making them the Hero of the Buyer’s Journey.

Each individual you contact has unique priorities and challenges.

For instance, an employee at a large corporation might prioritize job security over taking risky decisions and needs a different approach.

5. Use a Non-salesy, Consultative Approach

Avoid “pitch-slapping”.

Instead, focus on initiating meaningful conversations that align with their current objectives and challenges.

This non-invasive approach helps position you as a helpful advisor rather than just another salesperson.

6. Use Multiple Channels to Connect

Diversify your outreach across emails, LinkedIn messages, and even phone calls.

This multi-channel approach increases your visibility and chances of making a successful contact.

7. Testing for Predictability

Not every strategy will work for every market segment.

Implement testing mechanisms to see what works best with your target audience.

This structured approach allows for refined strategies that are more likely to succeed.

8. Create Content that Creates More Than Just Attention

I see a lot of people creating content that gets attention, but doesn’t help get clients.

Create content that shifts beliefs and drives the buyer’s journey.

9. Be Consistent

B2B sales cycles can be lengthy, especially when working with sales cycles of larger organizations.

They have legal, finance departments, etc.

Maintain consistency in any outreach and follow-ups.

Patience and persistence are essential in building trust and credibility over time.

10. Start the Right Conversations

I can do much more with the right conversation with the right person than I can with an opt-in, especially in B2B.

B2B is different than B2C. It requires a bit more strategy, patience, and communication.

These are the top 10 tips I have from the last 10 years.

Anything I missed? Let me know.

Your future clients need your help.

They need your help understanding options, knowing what to look for, what to avoid, and all the other obstacles during their buyer’s journey. 

Some do this already, but sadly, this journey-driven leadership is fading in a world increasingly driven by superficial tactics.

I see a lot of coaches and consultants trying to get attention, hoping people buy from them.

Unfortunately, this leaves buyers “stuck” in the journey. 

Your audience also needs help answering their internal questions.

And if you can’t answer them, they will go find some influencer to help them at which point you aren’t the thought leader anymore. 

I am on a mission to catalyze the way coaches and consultants help their ideal clients navigate the buyer’s journey. 

Afterall, coaching and consulting is needed before the sale.

Over the course of my 10 year career in the high-ticket space, I’ve been lucky enough to work with some amazing people and businesses. 

All of my work has a nucleus that is this: Understand,map out, and help the underserved buyers in the market by being their guide, making them the hero of their own journey.

Imagine this scenario: you stumble upon a LinkedIn profile that piques your interest after liking a post. 

Excitedly, you click on it, hoping to learn more about the person behind the profile. 

But to your disappointment, all you find is content solely focused on what they sell, nasically reading a brochure. 

Now, let’s be honest, if you’re still in the early stages of your buyer’s journey, this profile won’t resonate with you. 

And that’s the issue.

Here are a few internal questions that your audience needs to answer before they can start working with you:

• What do I need? Identifying personal or business goals, challenges, and what success looks like.
• Is coaching or consulting right for me? Assessing if this approach fits their learning style, business needs, or personal growth plans.
• Can I afford it? Evaluating budget, potential ROI, and exploring pricing or package options.
• Who is the right coach or consultant for me? Researching qualifications, experience, and compatibility.
• What results have they achieved with others? Looking for testimonials, case studies, and success stories.
• How do they work? Understanding the coach or consultant’s methodology, tools, and communication style.
• What commitment is required? Considering the time, energy, and changes needed to make the most out of the engagement.
• What are the alternatives? Exploring other methods, coaches, or solutions to achieve the same goals.
• How do I get started? Figuring out the process for initiating services, scheduling, and payment.
• What should I prepare? Preparing personal or business information, goals, and questions to maximize initial meetings or sessions.

As coaches and consultants, our goal is to guide individuals on their unique journey. 

Compete not just on positioning, but PROXIMITY to where they are at within the buyer’s journey.

To do that successfully, we need to be relevant to them at each stage. 

By solely focusing on the end result and skipping the buyer’s journey, we miss out on the opportunity to demonstrate our value and expertise.

Don’t miss the opportunity to give your market a taste of how you work by leading them through the buyer’s journey. 

Unless you don’t want to be a leader 😉

I believe in you. 

P.S. Want to see how to find the low-hanging fruit in your market on LinkedIn and be the most relevant option they come across? Book a time with me and I’ll show you the process.

Was talking to  a friend the other day. 

“Would you consider your company to be a marketing or sales company?”

It’s a great question. 

I replied to him with this.

“I actually sit at the crossroads of both, combining them into my own strategy.

Instead of focusing on just the buyers journey(marketing), or the sales process, we actually align the two and focus on driving results. 

Next I showed him our journey mapping tool, where we literally align the sales process and buyers journey. 

My M.A.P.S. Framework is broken down into key stages, each designed to seamlessly integrate sales and marketing efforts.

Here are some of those stages with some examples.

CONNECT: The First Encounter

Sales Process: This is about making the initial contact with the prospect.

Marketing Content Example: Share an insightful article or post on LinkedIn that addresses industry trends or pain points, inviting discussion and interaction.

ENGAGE: The Conversation Starter

Sales Process: Here, you’re actively engaging in a dialogue, showing that you’re paying attention.

Marketing Content Example: Create polls or thought-provoking questions related to your industry to stimulate engagement and show genuine interest in your connections’ opinions.

UNCOVER: The Insightful Inquiry

Sales Process: This stage involves digging deeper into the prospects’ needs and challenges.

Marketing Content Example: Post case studies or customer testimonials on LinkedIn that subtly show how your services have solved similar challenges.

DISCOVER: The Value Proposition

Sales Process: You’re identifying and discussing solutions that can help the prospect.

Marketing Content Example: Share short videos or infographics that clearly demonstrate the unique value proposition of your offerings.

CONSIDER: The Reflection Point

Sales Process: Prospects are contemplating your solutions and how they fit into their 

requirements.

Marketing Content Example: Write articles or posts that detail success stories, focusing on the benefits and outcomes of your service or product.

ALIGN: The Strategic Partnership

Sales Process: It’s time to align your offerings with the prospect’s goals and demonstrate how you can achieve them together.

Marketing Content Example: Use LinkedIn Live to host a Q&A session, discussing industry challenges and showcasing your expertise in providing solutions.

COMMIT: The Closing Phase

Sales Process: You’re finalizing the deal and establishing the terms of the partnership.

Marketing Content Example: Personalized direct messages that recap the value discussed and the next steps, reinforcing the benefits of the partnership.

Not only did we make things easier for him in his sales and marketing efforts, but he was now confident because we plugged any holes or sticking points in the buyers journey.

This is only a small piece of what we go over inside the “M.A.P.S. Framework” inside the Better Client Blueprint.

Not only do we show how to align your sales journey to their buyer’s journey, but it shows how to find the best clients on LinkedIn, which Kevin used to get a record month.

Click here to learn more about the Better Client Blueprint.