Wed, 19 September 2018
Does your agency struggle with an outbound sales strategy? Do you even have an outbound strategy? You can build a scalable outbound strategy using LinkedIn by making connections and delivering those prospects critical content. If your LinkedIn profile isn't getting you the results that you need, or if you're looking for a way to boost your sales, check this out. You don't need a big budget to grow your agency using outbound marketing. With a solid plan, an ideal client in mind, and a little finesse, you can use LinkedIn to dominate outbound!
In today's episode, we'll cover:
Today I chatted with Joey Gilkey founder of Tribe Prospecting; his agency which provides done-for-you prospecting and marketing solutions. Joey comes with a solid sales background that eventually turned into a love for marketing. He leveraged that into a position as a growth hacker and growth strategist with a HubSpot agency. Today, he's crushing it over at Tribe Prospecting, and he's here to share some tips on how to dominate outbound using LinkedIn.
It's always refreshing to hear from someone who loves outbound marketing because I think that too many people gloss over it when it comes to generating leads.
Let's dive right in... and make sure you follow us to the end for a great LinkedIn hack from Joey that will help your agency immediately start reaching out to clients in an impactful way without breaking the bank.
Does Your Agency Really Need a LinkedIn Outbound Strategy?
There are way too many agencies that have absolutely no outbound sales strategy. We all like to pour over the inbound marketing blogs then run out there and smash ads on whatever is this year's biggest trending inbound strategy is (I think you're supposed to be throwing money at micro-influencers this year?), but when it comes to having a dependable outbound strategy, most of us fall short.
The problem with outbound marketing is lead generation. You spend tons of money trying to get customers to your landing page so that they can start slowly worming their way down your funnel.
Now, imagine that there was a platform that was saturated with potential clients, lots of those potential clients were decision makers for their company, and those clients were already sharing content and looking for solutions. Ok great! Now, imagine it's totally free!
Here's why you should be hyper-involved with LinkedIn outbound marketing.
#1 Biggest Mistake You're Probably Making on LinkedIn
Stop using LinkedIn as a bragging platform!
Utilize LinkedIn as a lead generation tool or a landing page. Don't just talk about how amazing you or your agency is --- talk about the customer's needs. Give them a reason to want to stay and learn more.
Joey tells us to use a specific framework when you build out your profile:
How to Create a LinkedIn Job Story
We all know that you have to identify and understand your ideal client - those are the ones right in your agency's sweet spot. But, Joey talked about his pro-tip for helping you really focus in and get super specific. This trick will help your agency zero in on their pain points and motivations.
A job story is one sentence about your ideal customer that breaks down into 3 parts.
The formula is: When ____ + I Want _____ + So I Can _____
The full example of this job story would be:
When I am deciding on which sales software will help my startup most, I want a one that connects my sales team to potential customers the second they opt-in so I can crush my sales quota this year!
Why Getting Rid of Connections Will Land More Business
LinkedIn connections are a vanity metric. If you have 5 thousand connections but only 10% of them fit snugly into your ideal client's persona, start deleting. LinkedIn's algorithm likes to push your content out to a small sampling of your connections and see if it engages them. If half of your connections are doctors, but you want to target veterinarians, your white paper on neutering probably isn't going to generate a bunch of clicks. (Remember to use that job story!)
You want to make sure that you have a hyper-targeted connection list — one that you can push those sweet eBooks that you wrote onto. If you find connections that aren't relevant after you've pivoted your ideal client's persona, be merciless.
If you have quality connections, connecting to them is much easier. You can send them a message, share their content, give them content without bothering them for their email address because you already know that they are a perfect fit for you.
Having quality connections makes nurturing those connections a breeze.
Pro Tip: Joey's Super Secret Growth Hack!
Being the super cool guy that he is, Joey shared a little trick his agency uses to generate leads. This method takes advantage of LinkedIn, Facebook, and cold emails do you can triple down on outbound efforts.
Here's the rundown.
Want more on LinkedIn lead gen strategies? Check out these posts/podcasts:
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Direct download: How_to_Dominate_Outbound_Marketing_on_a_Lean_Budget.mp3
Category:general -- posted at: 5:00am EST