A little while back, pre-lockdowns and before working together, Dale’s lead generation involved literally boarding a plane bound for Hong Kong, and lining up a face to face meetings where he could.
Aside from the time and expense, it was exhausting.
Plus co-ordinating meetings with senior banking executives whose calendars are jam-packed (and where a gatekeeper is in charge of diarising), was a hit and miss affair.
Even once these high level meetings were locked in and had happened, there was a delay until he returned to Hong Kong to continue the sales conversation.
Deals took months to close.
The lifetime value of a new client was $100k usd, but there had to be a better way.
When the pandemic hit, and travel was no longer an option, Dale was forced to transform his marketing funnel and put “Digital Dale” to work.
More on that in a sec.
Fast forward to now…
Dale is systematically reaching his ideal clients via LinkedIn (with no gatekeeper involved). In fact there are hundreds of ‘Dream 100’ Lists in his Tracker for each vertical, and it’s growing every day.
Plus he knows exactly what to say, ask and deliver to these prospects — to audition them and understand their situation — without needing to fly to Hong Kong and meet face to face.
Dale’s marketing ecosystem (ie outreach scripts, workflows and targeted research), coupled with ‘Digital Dale’ (aka his digital assets, videos, recordings and resources) do the heavy lifting.
By the time ‘real-time Dale’ interacts in-person, the prospects are super qualified, and deals are closing in a matter of weeks. Remember lifetime value of these deals is $100k+.
The strategies Dale implemented:
‘Optimised Profile’ — ensure your LinkedIn profile is speaking directly to your target audience and puts your best foot forward.
‘Dream 100’ — find your exact ideal future clients using LinkedIn or ideally Sales Navigator.
‘Daily Outreach’ — make a habit of connecting with 10-20 new people each day. (A virtual assistant is a game changer here).
‘Flagship Content’ — release a valuable, and concise resource that helps your prospect go from A to B.
‘Shake The Tree’ — craft a succinct but powerful message to uncover if the recipient has the pain (that you can solve) or the aspiration (that you can deliver).
Since closing the initial deals, Dale has developed a close relationship with his new clients and they want to refer him.
This means he’s progressed to more leveraged strategies – in this case small group Zoom workshops.
Today, Dale can confidently get a small group of highly qualified prospects on a private Zoom session.
When prospects arrive, they already know Dale (…because of ‘Digital Dale’), and are warm, pre-educated and actively want to know about the ‘bridge’ to get them to their goals.
All this happens from the comfort of Dale’s study, with no need to fly to Hong Kong.
But it didn’t happen by magic, he simply followed a methodology and put the right building blocks in place. As Dale says, “the system works, we just need to rinse and repeat!”
If you’ve got a proven high value offer (worth $10k+) and a clearly defined ‘ideal client’ in a specific business niche, let me show you how we can implement a robust marketing engine together.
Please reply “INTERESTED” and I’ll take it from there.
By the way, if you notice you are getting my emails twice, please let me know so I can update my CRM, and merge your records into one.
Adam Franklin +61 424 329 132
Founder Bluewire Media
Author of Web Marketing That Works
5. Let’s brainstorm how to build a hands-off marketing pipeline. Book a 20 min slot to talk on Zoom
About Us: Bluewire Media Pty Ltd works with professional services consultants, advisors & business owners, like you, to build a ‘marketing engine’. This marketing engine produces a pipeline of qualified leads and high value clients. If your marketing engine is missing, broken or could improve, let’s chat.
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