How to Convert B2B Leads on LinkedIn Systematically
Today I am sharing a very simple but effective secret about LinkedIn: The system to spot and convert B2B leads into actual customers!
This area highlighted in the screenshot above is a GOLDMINE that no one knows about. Let me explain that in deep detail.
First, How Do You Generate Those “Hot” Leads?
It is through content!
My formula says CCC = Consistent Content for Conversations.
So, first of all, before aiming to convert B2B leads, you should be sharing relevant and relatable (I call this RR) content. This content should solve a specific problem for your specific target audience. This way, you build the positioning of your personal brand, and in return, you gain the “Trust” of your audience. You should be doing this with high consistency, not once in a while.
Great, So What is Next?
Look again at the screenshot above. When you share useful content, your audience will engage with your content.
Here is the secret: Keep an eye on people who engage “consistently”. These are your hot leads. These are “potential customers” who come to your shop every day and keep looking at it from the outside. These people are one of two types.
If You Do Not Know Them, Invite Them In!
So if these people are not first connections, send them a connection request thanking them for their engagement with your content. However, it is not the best time to convert B2B leads. Your focus should be to invite them to “enter” your shop rather than staring at it from the outside.
They will appreciate your focus and “personal gesture” to them! Remember: It is called “social media,” so the value is being truly social, not just a pump of daily content.
If You Know Them, Help Them!
The second option is to spot people that you already know or they are 1st connections on LinkedIn. These people are your hottest leads. These are your primary focus when trying to convert B2B leads. Send them a direct message thanking them for their engagement. Initiate a conversation to understand what they are looking for.
You can ask them why specifically your last post resonated with them. What was the problem they were trying to solve? What was the goal they were trying to achieve?
Remember: Your main goal here is to “help,” not to “sell”. The difference is huge. Because when your goal is to help, you can take the conversation further. You can move it outside of LinkedIn to a phone call or a Zoom meeting. This is where you take the chance to actually convert B2B leads.
Congratulations, you now have a potential customer who is super excited to know about your product/service!
From “Help” to “Sell” Naturally: How to Convert B2B Leads
Agitation of Problem
On the phone call or zoom meeting, delve deep into their motivations and fears through thoughtful questioning. This not only reveals their needs and challenges but also positions you to pinpoint their exact pain points – the cornerstone needed to convert B2B leads.
Keep the conversation focused on your prospect’s challenges. This constant reminder amplifies their discomfort, making them yearn for a solution. It’s like a classic storytelling structure: Problem, Agitation, Solution. You’re building anticipation for your grand entrance as the hero with the answer.
Quantify the Pain
To gauge their urgency, ask, “On a scale of 0 to 10, how important is solving this problem right now?” A score below 6? Politely end the conversation. A higher score? Dig deeper. Why isn’t it a 10? This intensifies their focus on the issue, setting the stage for your solution.
FCNWD
Always be on the lookout for FCNWD – Fears, Challenges, Needs, Wants, and Desires. These are your golden opportunities. Resist the urge to rush into a pitch. Patience is key.
The Grand Reveal
After thoroughly understanding their world, subtly introduce your solution through a relatable story. Highlight the transformation your product or service brought to a similar customer. Then, with confidence, ask, “How can we start working together?” You’ve flipped the script; they’re now seeking your help.
Remember, the goal is to become a trusted advisor, not a pushy salesperson. This is how you smoothly professionally convert B2B leads!
What if they negotiate your pricing? then utilize my win-win strategies to handle negotiations like a pro!
Finally, Here Are Three Immediate Ways I Can Help You Today.
1️⃣ I am thrilled to announce that I have launched my LinkedIn personal branding course! Join me to learn how to unlock your opportunities using LinkedIn.
2️⃣ If you want to learn more about personal branding, here are some quick online courses to put you on the right track quickly.
3️⃣ Do you want to start making money on Linkedin? Here is my “LinkedIn Influence and Income” online consultancy program. Book your slot here to tailor this program for you!
