I sucked at Linkedin for years…

I tried everything….courses, YouTube videos, all the templates I could find from google, etc.

Fast forward to now, it’s my most successful platform.

Here are the top 3 questions that helped me go from Spamming to Leading. on LinkedIn.

1. How certain are you that who you are targeting is interested in what you offer right now?

Not certain?

Verified need for your services?

What I found out was that to get an audience that is truly the right fit you must look at more than just what they look like so you can have an audience that currently needs what you offer.

For this, we created an Opportunity Hotspot Finder inside of our Better Client Blueprint that has helped myself and clients get the best possible clients with target market research.

2. How well personalized is your approach to each individual?

Shotgun messaging?

Rolling out the red carpet?

To get people to want to talk to you in conversation, you must create messaging that is truly compelling.

For this we created a Sales Spark Sequence that has helped many of our clients get 50%+ response rates and wake up to an inbox of 600+ replies.

3. How certain are you that your most important message is getting to the right people?

Pitch slapping?

Intrigue stimulating?

To reach the most desirable level of prospect you must have a way of getting your key message to the people you most resonate with.

To accomplish this, I created a Targeted Delivery Sequence to get the right type of responses.

These questions helped me create real real relationships, roll out the red carpet, and become the guide to my ideal prospects making them the hero of the buyer’s journey.

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Looking to go from Lost to Thriving on LinkedIn? Book a call with me or a member of my team to see if you are a fit. 

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.

“What did he look like?” the investigator asks.

“He was between 5’2” and 6’8”“ says the suspect.

“Anything else?”

“Yeah, he had ears too”

It’s all incredibly vague.

Regardless of how vague, they draw it up and ask people if they have seen this person.

It’s a hilarious.

This bit is from one of my favorite stand-up comedians, Tom Segura., about the show “The First 48”.

If you haven’t seen the show, it’s where a TV crew follows real-life homicide detectives for the first 48 hours after a murder.

“It’s Wednesday, that was Monday, that’s old shit.”

What isn’t funny, unfortunately, is how similar this is to entrepreneurs.

One of the first questions I ask business owners is “what is your target market?”.

This helps me see how dialed in they are with their marketing so far.

It also gives me a good idea of how much dialing in is needed to get stellar results.

The more vague, the more vague their messaging etc will be.

The more potent, the better results we get.

In fact, someone we just helped with this reached out to me last December.

“We made more last month than the rest of the year combined” he said.

“What made the difference you think?” I asked.

“Honestly, I didn’t think it was going to work. I thought it would alienate a bunch of people. But instead it really compelled the right person and things blew up.” he said.

You see, narrowing down the audience unlocks deeper strategy.

If you have too broad of a target, it’s difficult to develop a deep strategy.

When you have the right target and right strategy, that’s where the magic happens.

Now for my client, this was a $10k workshop, but I want to give you the same experience for free as a bonus inside of “The Perfect 50 Leads”.

Because without the right target, you wont be able to get the right leads.

And my mission is to help you get better clients.

Clients that can not only pay you more.

But clients that you actually enjoy working with.

As far as I am aware, noone is doing this well besides us.

There are still a few spots left and it starts in a few days.

To get more info, make sure to subscribe to my newsletter, or if you want to get additional help, you can book a call with me.

Yesterday I was having this conversation on LinkedIn.

It was going well.

We were talking about tools to help with content.

Which is a fun topic.

Then he sends this: “Are you crushing it or could your course use a boost in sales?”

I immediately get that all familiar feeling.

“Awe man, come on” I think to myself.

All the momentum the conversation had was now gone.

Feels like we’re in a new conversation.

Like a train that derailed.

It felt “Salesy”.

And “How do I not be salesy?” is a common question I get.

We know the “ick” feeling, but how do we avoid giving it?

And “salesy” doesn’t actually give that much detail why mechanically it happens.

So I wold like to take a stab at breaking it down for you

As the saying goes, “people love to buy but don’t like to be sold”.

And what I believe that’s really talking about, is change.

You see, Instead of asking if I wanted to change, with a close ended question, he could have had a way higher chance of getting me as a client if he asked open ended questions around how things are going.

If I voice I want to change, that’s me moving to the next stage of the buyer’s journey.

There is no need to push people.

Lead them.

Being the guide in the market, making your ideal future-clients the hero of their own journey is exactly what we do inside of “Perfect 50 Leads”.

There are 9 days remaining, and we still have some spots remaining.

The journey to better clients begins with you.

To get more info, make sure to subscribe to my newsletter, or if you want to get additional help, you can book a call with me.

For years, I’ve utilized the principles outlined in “The Lost Art of Closing” as a cornerstone of my sales strategy.

What I particularly admire about this book is its focus on the internal commitments required in a sale, effectively separating the human experience within the sales process.

This approach has been instrumental in guiding clients through their decision-making journey in a way that’s both empathetic and effective.

However, I’ve noticed a gap when it comes to prospecting, especially on platforms like LinkedIn.

“The Lost Art of Closing” begins with the commitment to time, but in the realm of prospecting, the commitment for time is at the end not the beginning.

Recognizing this, I’ve adapted and expanded the framework to better suit the early stages of prospecting, emphasizing the gradual development of a relationship before seeking a commitment to time.

Connect:

Focus: Establishing a genuine connection with the prospect through LinkedIn groups, Sales Navigator, etc.

Emphasis: Building trust and rapport, setting a foundation for meaningful interactions.

Questions to Ask: “What inspired you to enter your field?” or “I noticed your recent post on [topic], what’s been your experience with that?”

Engage:

Focus: Actively participating in conversations and showing genuine interest.

Emphasis: Demonstrating involvement and investment in the prospect’s interests.

Questions to Ask: “What challenges are you currently facing in [a specific area]?” or “How do you see the industry evolving in the next few years?”

 >See more in my LinkedIn Prospect Primer<

Uncover:

Focus: Understanding the prospect’s needs and challenges.

Emphasis: Showing empathy and a deep understanding of their situation.

Questions to Ask: “Can you tell me more about your current priorities?” or “What has been a significant obstacle for you recently?”

Discover:

Focus: Identifying relevant topics or challenges the prospect is actively engaged with.

Emphasis: Initiating a conversation that feels natural and relevant.

Questions to Ask: “I noticed your interest in [specific topic], how are you planning to implement that in your strategy?” or “Your recent project on [topic] was intriguing, what were your key takeaways?”

Consider:

Focus: Encouraging the prospect to contemplate a deeper engagement.

Emphasis: Facilitating their consideration of how your offerings can meet their needs.

Questions to Ask: “Would you be open to a call to discuss how we might address these challenges?” or “Can we schedule a brief meeting to explore potential solutions for your current needs?”

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If you’re looking to customize this strategy further to suit your specific situation or if you’re seeking faster, more direct assistance, I encourage you to book a call with me. This one-on-one consultation will allow us to dive deeper into your unique challenges and opportunities, tailoring the approach to fit your exact needs.

“You take that one, I don’t want him.”

Negativity isn’t uncommon in the sales world.

The bottom 90% of salespeople are jaded, unfortunately.

I looked out at the window at a customer approaching the building.

“How does this sales rep who started around when I did, who has never met this customer before… somehow know already if they will buy or not?” I wondered.

It’s understandable after constant rejection that someone expects rejection.

I hoped he was wrong.

I saw sales as the opportunity to provide value and make a positive difference in the buyer’s journey, instead of being about rejection and bad news.

Determined to prove him wrong, I decided to take a different approach: focusing on helping people find solutions to their problems.

I wanted to keep an open mind and a positive attitude, so that I could be truly motivated to make sales.

I couldn’t assume what would happen.

With volume comes rejection.

Managing my perspective and energy.

“Success is walking from failure to failure with no loss of enthusiasm. – Winston Churchill”

The customer walks in.

I talk with them and uncover their situation, wants and needs.

That ended up being one of my biggest sales of the year.

Within a month, I was top 10% in the state.

This not only helped me in sales, but in relationships, health, etc.

Your lens determines your life.

Greatness is not only focusing on the grind but also enjoying the grind. – Jedidiah Collins

Sales is a grind already.

– Come from a place of service so as to not be attached to the sale.
– Manage your energy.
– Focus on solving problems and making an impact.

 Want to go faster? 

1. If you’re looking for traction on LinkedIn, the best place to start is with a free audit so you can know what you personally should focus on: → LinkedIn Audit 

2. Level up your messaging: → Prospect Primer Pack

3. Don’t miss out on potential clients on LinkedIn due to small details. Our white-glove service and proven frameworks ensure that no opportunity goes unnoticed. →  Blueprint Session