- Find out how to engage with intentional prospects that will turn their no into a yes
- Learn more about the new LinkedIn and how you can get non-stop qualified leads
- Understand why you should segment your prospect list and warm yourself to prospects first before everything else
- To learn more on how you can gain non-stop and high-quality leads with LinkedIn, click here: https://www.facebook.com/groups/LinkedInB2BMastery
Has marketing or pitching in your ideas to prospects been a struggle for you? Do you feel like you’ve been spamming messages but not getting enough responses?
Turning prospects into clients shouldn’t at all sound spammy and salesy, a good conversation at the right place and at the best time with a little bit of warmth is all you need to turn a no into a yes!
Tyron Giuliani uses tried and tested B2B business development methods on LinkedIn to win clients.
Find out how to turn unwanted no’s into amazing yes’s with Tyron’s tips on how you can pitch your offer without spamming and sounding salesy through LinkedIn and get a continuous flow of clients.
Check out these episode highlights:
- 01:26 – Tyron’s ideal client: I primarily work with small to mid-sized business owners that offer, you know, B2B services to other companies, or they’re kind of targeting skilled professionals like if they were selling to lawyers, or CPAs, for example.
- 01:48 – The problem he helps solve: What I solve is, you know, how to get into situations where you can pitch your offer wall, right, to people that are actually showing intent to solve the problem that you solve, and doing without ever sounding spammy and salesy.
- 02:33 – The symptoms of the problem: when people reach out and try business development on LinkedIn, they tend to experience a number of the same kind of challenges. One, no idea kind of wants to write without sounding like everyone else on the platform.
- 03:57 – Clients’ common mistakes before consulting Tyron: The big thing is not segmenting their prospect list, you know. They search, they pull up a search result, and then they treat everyone on the list the same way– same message, same outreach, same technique. It’s a huge mistake.
- 05:08 – Tyron’s Valuable Free Action (VFA): This one will absolutely solve a huge one. When building out your sourcing list of prospects, use the event function on LinkedIn. It is a goldmine now!
- 06:41 – Tyron’s Valuable Free Resource (VFR): To learn more on how you can gain non-stop and high-quality leads with LinkedIn, click here: https://www.facebook.com/groups/LinkedInB2BMastery
- 07:17 – Q: What’s one thing you can do on LinkedIn to avoid looking spammy in Messenger on LinkedIn? A: The advice is, to ask yourself this, “With what I know about this person and what my relationship is with this person, would I say it in real life?” And if the answer is no, don’t type it in Messenger.
Tweetable Takeaways from this Episode:“No one is attending an event on LinkedIn about a problem if they didn't have it, and they didn't have a desire to fix it.” -Tyron Giuliani Click To Tweet
(Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)
Tom Poland 00:10
Welcome, everyone, to another edition of Marketing the Invisible. I’m Tom Poland beaming up to you from the sunny Sunshine Coast in Australia, joined today by Tyron Giuliani. Tyron, g’day mate! How are you? Where are you hanging out?
Tyron Giuliani 00:22
Good day, Tom. I’m in Tokyo, Japan!
Tom Poland 00:25
Tokyo, Japan! Now, when I saw Tyron’s name, I imagined he was an Italian living in New York, but it turns out, he’s an Australian living in Japan. So, wherever you are, Tyron, it’s great to have you on the show! For those of you who don’t know Tyron, he’s got wicked, smart, clever, B2B business-developed methods, and it includes landing high premium clients from LinkedIn. So, it’s a very clever, well thought out, methodical, step-by-step method that you and I can use to land quite a high-fee paying clients from LinkedIn. So that leads us nicely into the title, Tyron, which is, “How to Pitch Your Offer Daily to Warm, High Intent Ideal Clients on LinkedIn Without Sounding Spammy, or Cheesy or Salesy”. So, let’s kick off, Tyron. Our seven minutes is going to start, any moment now, finding the link. We’re going to start now! Question number one, sir, who’s your ideal client?
Tyron Giuliani 01:26
So, I primarily work with small to mid-sized business owners that offer, you know, B2B services to other companies, or they’re kind of targeting skilled professionals like if they were selling to lawyers, or CPAs, for example.
Tom Poland 01:40
Perfect! Most of the folks listening to this are going to fit that, the profile, ideally. So, question two, six and a half minutes left, tell us about the problem you solve for them.
Tyron Giuliani 01:48
Yeah. So, what I solve is, you know, how to get into situations where you can pitch your offer wall, right, to people that are actually showing intent to solve the problem that you solve, and doing without ever sounding spammy and salesy.
Tom Poland 02:05
Right. And there are some key points there, folks, warm conversations with people who have demonstrated intent to want to have that conversation. So, it’s more inbound marketing than it is outbound, manipulative, selling techniques. Key points to note. So, six minutes left, question number three, how would someone know that they need to know more about your strategy? What are some of the typical symptoms that a B2B marketer is going to be experiencing that this is, “Yeah, I need to learn more about this”?
Tyron Giuliani 02:33
Yeah. So, when people reach out and try business development on LinkedIn, they tend to experience a number of the same kind of challenges. One, no idea kind of wants to write without sounding like everyone else on the platform. But the second big thing is, you know, they see less than 10% response rates, maybe even as low as 5% response rates to their messaging. And then the huge majority of the response is “No thanks”. And the third thing is that they’ve got no idea how to actually search for and find and segment prospects to ensure that they’re really focused on high-intent people, right? They just- and rather than going after dead and dormant accounts.
Tom Poland 03:14
So, it’s all about random and pin-the-tail-on-the-donkey stuff.
Tyron Giuliani 03:17
And then no system to scale it.
Tom Poland 03:19
No system to scale. So, failure to identify people who are likely to be in the sweet spot and the target market, a lack of response, no system to scale, I imagine a hell of a lot of frustration, and copying and pasting, and, you know, hearing crickets. So, we’re talking about people here who are growth orientated, They’re marketing. They want to, you know- they’re happy to roll the sleeves up and do some marketing. So, they’re going to have tried stuff. What would you say are the common mistakes that folks are making, in doing their marketing, particularly on LinkedIn? You’ve mentioned a couple already. Four and a half minutes left. Anything you want to add to that in terms of the sort of mistakes, you see quite often?
Tyron Giuliani 03:57
The big thing is not segmenting their prospect list, you know. They search, they pull up a search result, and then they treat everyone on the list the same way– same message, same outreach, same technique. It’s a huge mistake. The second thing is no pre-warming of prospects with an intentional engagement before they ever speak and connect to someone. They might just go in there and do some random, like the last three posts, and then reach out and offer and pitch. It’s just its poor performance. And the last thing is many will use the kind of multi drip fed messages. And you know, they continue to get ignored, but they keep on sending them over and over four or five times. No one’s paying attention to the first three! They’re not going to pay attention to the next three.
Tom Poland 04:43
Yeah, if it doesn’t work, I’ll just do four times as much of it.
Tyron Giuliani 04:47
And then it’s left in the messenger as a history of spam. So, when you go back to them, there’s a history of six spammy messages. You’re not getting a second try on that one.
Tom Poland 04:55
Yeah, okay. So definitely a mistake! So, let’s flip it. We’ve just got over three minutes left. One valuable free action, like a top tip, you could recommend someone could, not going to solve the whole issue for them, but it might take them a step in the right direction.
Tyron Giuliani 05:08
This one will absolutely solve a huge one. When building out your sourcing list of prospects, use the event function on LinkedIn. It is a goldmine now! So, what you would do is go search for events that are addressing the problems that you solve, or an event where your ideal client would attend, right? Register for the event. When you register, you’re actually able to pull up the entire attendees’ list. You can then filter for your ideal prospects. You can start strategic outreach on those leads, and you can message them without even being connected to them. So, you’ve got to remember this, no one is attending an event on LinkedIn about a problem if they didn’t have it, and they didn’t have a desire to fix it. Right? And the beauty of it is more and more events every week, new events pop up. It’s this renewable source of high-intent leads. It’s the biggest trigger I see on LinkedIn today, that shows you someone has a problem and they want to solve it.
Tom Poland 06:10
Absolutely brilliant! Because, as you said, they’ve already put their hand up and said, “I have a problem. I am interested in a solution to the point where I’ve registered for the event.” So, if you’re offering something similar, pretty good chance they’re going to be interested in what you’re doing as well.
Tyron Giuliani 06:22
And you get 75% of the goodness of the event without even putting it on.
Tom Poland 06:28
I love this! So, question six, one minute, and 40 seconds left. Let’s direct people to more resources where they can find out more about what you do and how you can help them get clients through LinkedIn. You’ve got a Facebook group, by the way.
Tyron Giuliani 06:41
Yep, the easiest way! Go to Facebook. I’ve got a group of there’s over 7000 entrepreneurs in there. It’s called LinkedIn Sales Funnels for Entrepreneurs. LinkedIn Sales Funnels for Entrepreneurs. Go there, search that, and you’ll get, like my page, join. I do weekly thing training. This week, we’re going to have a workshop this Friday, going down. So, if you join, you can attend that.
Tom Poland 07:02
Wonderful! And, folks, there is a link underneath the video if you’re on our website. Otherwise, it’s to go to LinkedIn- sorry, go to Facebook. LinkedIn Sales Funnels for Entrepreneurs and join the group. Question number seven, sir, 55 seconds left. What’s the one question I should have asked you, but didn’t?
Tyron Giuliani 07:17
Okay, so what’s one thing you can do on LinkedIn to avoid looking spammy in Messenger on LinkedIn? The advice is, to ask yourself this, “With what I know about this person and what my relationship is with this person, would I say it in real life?” And if the answer is no, don’t type it in Messenger. Simple as that!
Tom Poland 07:42
It’s a great top tip. Tyron, sorry, thank you so much for your time! It’s been very insightful and very helpful. Cheers!
Tom Poland 07:51
Thanks for checking out our Marketing The Invisible podcast. If you like what we’re doing here please head over to iTunes to subscribe, rate us, and leave us a review. It’s very much appreciated. And if you want to generate five fresh leads in just five hours then check out www.fivehourchallenge.com.