How to Get More High End Clients Using B2B Marketing Strategies That NO LinkedIn Marketing Expert Is Teaching You

How to Get More High End Clients Using
B2B Marketing Strategies That NO
LinkedIn Marketing Expert Is
Teaching You...
Presenter: Hung Le

Here’s What You Will Learn Today:
● How to leverage the most underrated LinkedIn advertising
platform that barely anyone is talking about.
● How to instantly differentiate yourself from other B2B
marketers and be perceived as an expert, authority and
strategic advisor.
● How to reach high level decision makers who can actually
say YES!

Even IF You HATE:
● Cold Calling.
● Dealing with “tyre kicker” prospects.
● Working 100 hour work weeks.
● Creating endless amounts of CONTENT.
● Charging less than what you are worth.

Who is Hung Le?
● Born and raised in Perth, Western Australia
but now a digital nomad (Philippines,
Singapore, Australia and United States).
● Engineer (Mechanical) turned Entrepreneur
since 2009.
● Built and sold 2 companies:
○ Mobile app business (6 figures) in
2012.
○ Digital marketing agency with 40 staff
in the Philippines (7 figures) in 2014.

Who is Hung Le?
● Spent >$1.8M in online advertising (FB Ads,
and Adwords).
● Top 1% of most viewed LinkedIn Profiles
since 2012.
● Business growth advisor, licensing
strategist, deal maker and mentor who has
helped 36+ entrepreneurs build multiple 6
and even 7 figure businesses.

DISCLAIMER:
I am NOT guaranteeing you will achieve the
same results.. However..

Here’s ‘WHY’ I do what I do...
[2 “Winning” Case Stories]

Case Story #1: Brendan
Closed a $29,500 deal.
Pinpointed the right ‘niche’ that
inevitably amplified his strengths.

Case Story #2: Mark
Scaled rapidly from $17k/month to
$60k/month in less than 6 months
(+250%+ growth) NOW on $200k/month+
Pinpointed Mark’s leverage points and
removed core constraints (both personal
and business).

Shift #3: Messenger Apps
http://www.businessinsider.com/the-messaging-app-report-2016-4-23/

You may be feeling..
● Frustrated with where you are financially in life.
● Confused about what path to take - pulled in all different directions.
● Lonely because you don’t get to do all the things you want to do or see
the people who matter most in your life.
● Self-doubt and wondering ‘what’s wrong with me?’
● Tired of all the hyped up courses out there that over promise and under
deliver leaving you more frustrated and in debt than when you originally
started.

I personally made this for..
● Frustrated B2B marketers, agency owners and
entrepreneurs.
● Dissatisfied with traditional cheesy LinkedIn tactics,
clunky FB ads or never ending content marketing
tactics that take forever..

● Predictable, repeatable and scalable yet simple system
helps you get more high end clients without worrying
about where your next client will come from.
● Unlike the common talked about LinkedIn spammy and
self-centered tactics that the 'gurus' teach you.
● My system helps position you as the go-to expert,
authority and strategic advisor.
I personally made this for..

Let’s make a deal..
● NO “get rich quick”.
● NO “do nothing, get paid”.
● NO “MLM // pyramid”
scheme lovers.

Back in the good old days.. (2012)

Discovered B2B FB Ads.. (2014)

Brought 7 Figures in Coaching & Consulting Deals..
Without any
hardcore
promotion

R.I.P: ‘Employer’ targeting..

R.I.P: Partner Categories..
https://www.wsj.com/articles/facebook-says-its-ending-use-of-information-from-outside-data-brokers-for-ad-t
argeting-1522278352

As a result I created..
4 Steps “LinkedIn Leverage” System

What Are The ‘Gurus’ Teaching Us?
You trust me..
right.. right???

Guru Method #2: Connect with Anyone
and Everyone Possible.. F*@!#$
cockroaches!

Guru Method #3: Scrape Emails
SH*T..

What’s the ‘Secret’ Sauce?

4 Steps - here we come!
The “LinkedIn Leverage” System
(Quick overview)

Step1: LinkedIn Sponsored inMail

Step4: Pitch Executive Briefing.

Marketing 101
● Commit to serving a niche.
● Perfect pitch-market fit.
● Set up LinkedIn Company Page.

Questions to Ask:
1. Who (niche?) do I care most about helping in order to solve a painful
problem which will empower me to provide the fastest and best results
possible?
2. Who is already investing money in my services or an alternative
solution to solve the problem in 1).
3. Do any of my ‘current clients’ or members of my current network
appeal to 1) and 2). (Tip: current testimonials are pure marketing
GOLD).

Master Your ‘Pitch’:
1. “I/We help [niche] achieve ‘x’ outcome in ‘y’ time
without ‘z’ (biggest fear/pain).
2. “We help enterprise software companies win big
accounts in 90 days or less without hindering their
current revenue run rate.

https://business.linkedin.com/marketing-solutions/ads
Click ‘Create Ad’

Click ‘Add account’ when ready..

1) Click ‘Create’ (dropdown menu).
2) Click ‘Campaign’

Click ‘Select’ and let the magic begin..

‘Campaign group’ is similar to
‘ad sets’ on other platforms..
‘Lead Gen Forms’: no need
for landing page = maximum
conversions!!

Always put a ‘face’ to the name. Remember, H2H?

Here’s my
‘Million Dollar Template’:

Click ‘No’ unless.. Ready? Click ‘Next’

Click ‘Create new
form template’

Don’t bother..
Ready? Click ‘Next’.

Daily budget
Bid 6 cents higher..
Click ‘drop down menu’

Ensure ‘Optimize for clicks’
is selected.
Ready? Click ‘Next’.

https://zapier.com/apps/linkedin-lead-gen-forms/integrations

Zapier helps you integrate Linkedin Lead Gen forms with
your favorite CRM’s/Autoresponders..

Automated - First ‘opt-in’ email:
Subject title: as per our LinkedIn conversation:
Email body:
Great to hear from you, [Name].
So tell me - where are you least clear
in knowing how to [achieve desired result]?
Happy to help.
-name.

Automated - First ‘opt-in’ email (example):
Subject title: as per our LinkedIn conversation:
Email body:
Great to hear from you, Susan.
So tell me - where are you least clear
in knowing how to win more big accounts?
Happy to help.
-Hung.

Manual email follow up (1st response):
Thanks for sharing, [First name]. Our current clients have also experienced
[common frustration in industry].
Moreover, what other options have you tried in order to [achieve desired
result]?
-[Name]

Manual email follow up (1st response example):
Thanks for sharing, Susan. Our current clients have also experienced the
constant worry with regards to whether their revenue run rate would sustain
the long sales cycle of trying to win more big accounts.
Moreover, what other options have you tried in order to win more big
accounts?
Talk soon
-Hung

Manual email follow up (2nd response):
Seeing as [options 1,2, 3, etc.] didn't produce favorable results,
and if I were to wave a magic wand - what would the perfect
solution look like?
Talk soon.
-[Name]

Manual email follow up (2nd response - example):
Seeing as cold calling and trade shows didn't produce favorable results,
and if I were to wave a magic wand - what would the perfect solution look
like?
Talk soon.
-Hung

Manual email follow up (3rd response):
I just had a lightbulb moment as you mentioned [perfect solution].
If I send through some ideas and resources, would you be open to spending
3 mins with it?
Happy to help.
-[name]

I just had a lightbulb moment as you mentioned “a real-time dashboard that
compares length of sales cycle with cost per acquisition of account”.
If I send through some ideas and resources, would you be open to spending
3 mins with it?
Happy to help.
-Hung
Manual email follow up (3rd response - example):

Ideas and Resources (Slidedeck)

1. The BIG Idea (one-line benefit statement)
2. What’s Changing (3 market forces: economic, social
and technological)
3. Problem (what significant problem(s) is nobody else
solving?)
4. Generic Solutions (existing alternatives/status quo)
5. Our Solution (insert screenshare VIDEO here)

6. Value Proposition (company specific value proposition)
7. Economics (potential for gain)
8. Social Proof (existing case studies, testimonials, media
mentions,etc. = trust leverage)
9. Prizing (exclusivity is on a first-come first-serve basis)
10.Call to Action (i.e. invite for booking a meeting)

Manual email follow up (4th response):
[Name],
Here is the link to the overview: https://slidedeckorPDF.com
If you agree that it is worth talking about and the fit may be there,
let's have a follow up call.
Have you got your calendar handy?
Here's mine: www.scheduleonce.com .
Thought it'd be easier rather than going back and forth.
Looking forward to connecting.
-[Name]

Manual email follow up (4th response - example):
Susan,
Here is the link to the overview: https://slidedeckorPDF.com
If you agree that it is worth talking about and the fit may be there,
let's have a follow up call.
Have you got your calendar handy?
Here's mine: www.scheduleonce.com .
Thought it'd be easier rather than going back and forth.
Looking forward to connecting.
-Hung

Why an Online Scheduler?
1. Automate bookings (i.e. avoid the ping pong
conversation).
2. Reduce no-shows (+take a deposit in advance).
3. Pre-framing and future pacing.

Online Scheduler:
www.ScheduleOnce.com

Online Scheduler:
www.YouCanBook.me

Set the frame (extremely crucial..)
● “Hi [name], I’m extremely excited that we could both
set aside 18mins to talk today about the future of
[company] and whether we are a good fit in moving
forward towards a YES.
● Here’s what I know today (recite a summary of recent
email interactions).
○ Do you still feel the same about that?

Strategic Discovery
1. If we were to have this conversation in 12 months time,
what would have had to happen in order for you to be
happy with our results?
2. What ‘one’ obstacle has prevented you from achieving
[desired result]?
3. How long have you operated with this not working for
you?

Strategic Discovery
4. If you didn’t make a change within the next 6 months,
how would that impact [company name] across all
departments?
5. Is it possible for you to change this on your own?
6. Tell me in 1 minute or less, EXACTLY how you’re going
to turn [company name] around?

Strategic Discovery
7. What are you willing to do to make it happen?
8. So, how SOON are you looking to achieve [desired
result]?
a. “Right now” - high desire.
b. “Other” - what has excited you to delay our success
to get you the results you want?

Strategic Discovery
9. Here’s how I can best help you: lay out game plan..
10. I’d love to charge you $100k.. However, the
investment is only $35k. [PAUSE].
-> How would you like to proceed?

Post Executive Briefing - STAND OUT.
Whether the prospect
says ‘yes’ or ‘no’. Do
this ONE thing to
differentiate yourself
from the rest of the
herd.Purple Cow - Seth Godin

Purple Cow #1 - Thank You Card.
www.SendOutCards.com

[One-Page Handwritten Letter Template]:
___________________________________
Hi [name],
Glad we have now found the missing piece to
[company name]’s [problem] puzzle.
Looking forward to solving it together.
-Name
-Contact email.
-Contact number
Purple Cow #2 - Oversized Gift(s)

Why Purple Cow ‘Gifts’?
Because he/she will NEVER forget that
conversation and now you have empowered
your prospect to have a ‘story worth sharing’
within the organization (future business?)

Recap.. 4 Steps “LinkedIn Leverage”:
Step 1: Setup LinkedIn Sponsored inMail campaign.
Step 2: Perform Email Follow up.
Step 3: Set Appointment.
Step 4: Perform Executive Briefing.

OR… the “link” in the description
Would You Like Me to Personally
Help You Build a Million Dollar
Client Attraction System?

Let’s crunch some numbers..
★ Cost Per Send:
○ $0.50 (Can dramatically reduce via relevance).
★ Cost Per Open:
○ $1.0 (50% open rate: Good subject line..).
★ Cost Per Click:
○ $5.0 (20% click through rate: Not selling anything).

Let’s crunch some numbers..
★ Cost Per Lead Gen Form:
○ $12.50. (40% opt-in rate: Compelling offer).
★ Cost Per Appointment:
○ $125. (10% booking rate: Industry average).
★ Cost Per Client:
○ $500 (25% close rate: varies..).

CPA = $500???
Yes, if that’s an issue THEN..

Fortune is in the follow up..
“What if prospects don’t take me up on my irresistible
offer right away?” Great question...

10X strategies
● Email Marketing (personalized outreach) - send a ‘re-engagement’ email
every 30 days.
● Warm Phone Call - every other week.
● Direct Mail (every other week) - Send them a ‘cute’ gift alongside a
thought provoking letter via FedEx (e.g. Rubix cube, magnifying glass,
mini-calculator).
● LinkedIn connection request - input your email lead into LinkedIn to find
them.

THANKS!
How did you go?
Comment ‘YES’ below if you are excited
to begin landing more high end clients!

How to Get More High End Clients Using B2B Marketing Strategies That NO LinkedIn Marketing Expert Is Teaching You

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How to Get More High End Clients Using B2B Marketing Strategies That NO LinkedIn Marketing Expert Is Teaching You