How To Get B2B Leads & Clients On LinkedIn – Module 1 – Lesson 3 – LinkedIn Unlocked

Today is another day of LinkedIn unlocked, where I break down how to generate more followers, turn those business connections into leads and customers. And today we're going to be breaking down the third lesson of the week, which is B2B versus B2C. You can, in theory, use LinkedIn for a little bit of both.

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Now, before we get started, you have to ask yourself, are you in the B2B space or B2C space? And how to market each because that'll help you generate more sales. And we'll discuss, as I mentioned today, B2B versus B2C, and how you can use LinkedIn for both of them.

So selling B2C includes lower price points, shorter sales cycles, fewer decision makers, selling direct to the consumer. 95% of your sales would typically happen on your site or platform or in sales and you usually don't have too much interaction with people.

Selling on B2B is a little bit different. It's wholesale, distributions, large chain retailers, selling to organizations, much longer sales cycle, higher price points, and typically 80 plus percent of the time, you're going to be having to go through salespeople.

Since we've already covered marketing in the B2C space in the last few modules, this time around, we're going to be focusing on B2B. Now, granted, it works for B2C, but it's more effective in B2B and in general, it's just a really public social network that everyone should be using. So let's take a look at the typical B2B model.

Well, in business to business, you know, they could buy on your website, which is a fraction of the people. But in most cases, you're going to get a lead that turns into a discovery call. If the discovery call is qualified, it then goes into strategic plan or a presentation.

And then from there, it usually goes into a decision meeting. There's a lot of steps in between these five boxes, but that's usually how it ends up playing out and your sales cycle could be six months, could be one year, it could be two months or three months or even two weeks, but you'll find that there's a lot of different steps within these boxes, and the longer the sales cycle, the more followups, the more calls you'll have.

So with your call preparation, you need a goal for you. Your goal is to receive lead or confirm appointment. You want to match the prospect to ideal buyer profile. Is a lead, a qualified lead? What's your website, what's your budget? How many employees do they have? How big is that organization? Do they need a product or service that you're offering? You want to understand their business cause that'll help you determine if they're a good fit or not. Then the goal for the prospect.

They need to know what's in it for them, what benefits them by working with you. Then you have your homework.

In essence, your reps need to cancel bad or fake leads cause you're going to get them. I don't care what industry you are, you always get bad or fake leads. And you want to make sure you're going through all the leads to make sure they're high quality and you're focusing your time on the people that are super qualified that you shouldn't be closing.

So the discovery call. What's your goal for the discovery call? Well, it should be that you want to get to know them on a personal level. You want to understand what products they're interested in, and what issues and problems they have and how you can help solve them.

The goal for the prospect is to understand their own problem because if they don't understand their own problem, then you're going to have a bad first call cause they're not going to really know how you can help them.

All of that is super important and if you don't do this right, it's going to be harder to close these deals. So if you haven't done this, go check out the last lesson where I broke all of this down and you can find it at

Setting up a step by step approach to reaching out to influencers and connecting with them. And of course, case studies, so you get and a good understanding of who to follow, what you can learn from them and how you can replicate their results.

I want you to download and track your leads with the B2B Deal Tracker and I want you to download your B2B script and modify it based on your products or services.

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    15 Responses to How To Get B2B Leads & Clients On LinkedIn – Module 1 – Lesson 3 – LinkedIn Unlocked

    1. PC Smart Assist October 31, 2020 at 2:04 pm #

      you are really so amazing, Ive learned so much from you about SEO, posts and how to do so much over the past year. Thank you and your really quite an inspiration for me here in South Africa. Keep up the great work

    2. RITA BENJAMIN TV October 31, 2020 at 2:11 pm #

      LinkedIn is an amazing platform for us to promote our business and find our target audience

    3. Vinod Trivedi October 31, 2020 at 2:12 pm #

      So, many experts like you always show us about the seo, digital marketing, internet marketing etc.
      But nobody teaches us about the website design, landing page design, so, please teach us on this.

      • Paddy McCann October 31, 2020 at 8:49 pm #

        I rekon Neil has enough on his plate. Let me show you about web design. I’ve had an agency for 16 years so I have some knowledge to share and Neil is an inspiration. Follow Bookmark on Youtube and I will be posting soon. 🙂

    4. Vinod Trivedi October 31, 2020 at 2:15 pm #

      You are a jeff bozos of blogging world but please as Mr bezos says become customer centric and work backward before launch any business.
      So, how analytics, machine learning could help us in audience finding.

    5. Vinod Trivedi October 31, 2020 at 2:18 pm #

      Nobody wants to reveal their secrets and I know so, as you also but believe me empowering others makes you more powerful so, share your wisdom with us in detailed manner.

    6. Social Sadhu October 31, 2020 at 2:24 pm #

      LinkedIn is beyond networking, finding business leads. just manage linkedin creatively everyday with content that helps you to get more and more client.

    7. Jade Choi - Million Dollar Challenge October 31, 2020 at 2:30 pm #

      LinkedIn is the best platform to find clients for B2B

    8. Lemmür Musica October 31, 2020 at 2:30 pm #

      So does this app work if I am a musician?

    9. Muna Mohamed October 31, 2020 at 5:41 pm #

      Where can I learn to make money online?

    10. Chisom Nwanonenyi October 31, 2020 at 5:45 pm #

      Please do Twitter next Neil

    11. peter Lambrechts October 31, 2020 at 7:00 pm #

      Video is much more about generic B2B sales process than about LinkedIn B2B leads creation

    12. peter Lambrechts October 31, 2020 at 7:01 pm #

      All of a sudden you speak about [Sales Navigator]. Do you think people know this?

    13. 24SevenMarketing October 31, 2020 at 7:32 pm #

      I TOTALLY agree with you that LinkedIn is an amazing B2B marketing tool. Over 10 years ago I was getting ready to launch a new marketing system for Realtors. I talked about it in a FEW groups on LinkedIn and within TWO weeks I had over 500 requests for more information. Unfortunately, I handed those leads over to a guy who was going to be my partner in launching the system and he completely screwed up those leads. I learned two valuable lessons from that experience. First was to completely vet the credentials of people BEFORE inviting them to become a critical part of your business. The second was that whenever I have a project that requires ANY B2B marketing, my first choice for doing a launch AND for ongoing B2B marketing is to depend on LinkedIn. it has proven to be a powerful way to grow several businesses.

    14. Stefan Kostic October 31, 2020 at 9:46 pm #

      Thanks for the amazing Linkedin Tips as always! Btw, B2B script in PDF is not available on the website, will you upload it soon? thanks

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