LinkedIn Client-Attraction & Lead-Generation Strategies

LinkedIn
Client-Attraction Strategies
Presented by: E.G. Sebastian
www.getMoreClientsAcademy.com
Social Media
Marketing Strategies

Why Should You Use Social Media?

www.myCoachingCenter.com
Training / Resources / Exposure
When used correctly, you can reach
100,000s of millions of prospects through
social media.

Giving your message a viral “slant”
helps – your connections will share
with their connections… who in turn
will share it with their connections…

Here are some tips to help your message become
viral:
 Funny, shocking, entertaining, controversial
 Research based – provides important data
 News based – provides info that most
probably want to know or should know
 Thought provoking
 Stirs positive (or negative) emotions

While it will be great to send out a viral
video – or other type of viral message -
every day, creating a viral campaign takes
skill and brains… well.., skills… and luck


Whenever you see a message or video
that went viral, try to break it down into
elements and find out why it went viral –
see if you can duplicate those elements in
your own messages…

Today we’ll focus on proven social media
strategies…

Don’t get lost in the social media “sea” –
pick one and get better and better at it
daily… Study it… work it… see who
does a great job at it and duplicate it…
develop a system.

Here are the top 5 Social Media platforms
that can bring best results for your business:
 LinkedIn
 FaceBook Fan Pages (with opt-in landing
page)
 Twitter
 YouTube
 Pinterest

I use primarily LinkedIn:
- Group with 8000+ members
- Member in 50 targeted groups (where my ideal
clients hang out)
- Send out valuable info to most groups several
times per week
- Answer group members (prospects) questions
(stay visible, raise trust/know/like factor)
- Grow # of subscribers by 100+/week
- Connect weekly with new (and existing)
prospects

Today we’ll focus primarily on LinkedIn,
though you can ask questions about any
of them (put questions in the comments
section below, if listening to the
recording)

Use LinkedIn to…
• Meet other like-minded (business) people
• Use LI Groups to discuss business strategies
• Ask for help for your most burning (business-related)
questions
Most importantly:
• Find prospects & develop a relationship with them
• Keep your prospects engaged with value content
• "Ask” for prospects’ business - mention some of your
services or products at the end of your value-driven
content (article, video, checklists, blog post, etc).

Let’s dive into it, and let’s get you
some new prospects and clients
through LinkedIn…

LinkedIn
Client-Attraction Strategies
Presented by: E.G. Sebastian
Social Media
Marketing Strategies

Create a Client/Niche-Friendly Profile
•If you haven’t done so, go to
http://www.LinkedIn.com
and create a profile. Make sure that your
profile contains the following elements:

a. A professional – or great looking – picture
Make sure that the picture is of appropriate
resolution (it should not be blurry) and as
much as possible you should pick a picture
where
you smile (for some reason most of us feel
safer developing relationships with people
who have a smiling profile picture).

b. A customer benefit-driven profile description
Instead of listing a description of your
credentials and accomplishments, focus your
description on how you can help your
clients. When a prospect reads your profile,
they should whack themselves on the forehead
and exclaim – “This is exactly what I was
looking for!”

• For example, if you are a Publishing Coach: “I work with
authors who want to make their books a bestseller. I’ve
been helping people from all walks of life transform their
books into a client-generation tool and a source of repeat
highly paid speaking engagements…”
Your whole profile should be all about how can you help
me, the prospect.
Most authors – this person’s target market – will instantly
want to connect with this person...

Think how will your ideal client benefit from your
services and create a profile description based
on that… (feel free to pass it by me, I’ll be glad to give
you some feedback – support[at]egSebastian[dot]com –
the quickest way to connect with me is on LinkedIn)

c. As you create your profile, try to include keywords
related to your niche. For example, if you are a
relationship coach, make sure the term “relationship
coach,” “relationship coaching,” and “relationship
development” are included in your profile description as
often as possible, WITHOUT making it sound weird.
I, for example, by following this strategy, I come up on the
first two pages for several keywords; for example for the
terms Conflict Management, Workplace Bullying, or
Leadership Development, I come up on the first page (is
that cool or is that super cool?)

• Do a search for your keywords and see who comes up on the
first page – get inspired by how they describe their business.

This will get you started. Go ahead, create that
LinkedIn profile; or if you have one, optimize it as
described in points b. and c. above…

Once you create your profile the way described
earlier, you‟ll start showing up in search results
on the first page, and hopefully on the top of
the page…
You can keep tweaking your profile, including
more of your keywords, till you show up on top of
the search engines.
Here‟s how this strategy helped me:

How would it help your efforts to get
more clients – and grow your
credibility – if you consistently came
up on the first page of search results?

Make sure to implement the above
tips step by step in order to get similar
results (again, having a clear niche will
help you tremendously in accomplishing
this – even getting better results than me)

How to Get Warm
& Hot Prospects through LinkedIn

Join the Groups where
Your Prospects Hang Out…
• Go to www.LinkedIn.com and click on
“Groups” on the navigation bar (top of page,
under the LinkedIn logo). Once the new page
comes up you’ll have a new sub-navigation bar
(Groups You’ve Joined / Following / Groups
You May Like / Group Directory / Create a
Group)

• On the top, right – under your name
– there is a search box, which at this
point should be set to “Groups”
automatically (since you clicked on “Groups”
– if it’s not, click on the drop-down menu and
choose Groups)
• …in that search box type in keywords that
relate to your ideal client (having a clear
niche and target market definitely helps ).

• Carefully examine the groups that come
up. Let’s take for example if we search for the
term “leadership,” today I got 11,244 results.
• Notice that they are listed in order of which
groups have the most members (most groups on
the first page have between 15,000 to 50,000
members).

• Read the description of the groups with the largest
number of members.
• Your goal is to join the groups that seem to have your
prospects, while also having large number of
members… Ideally, 10,000 or more,
• For very specialized groups, such as parenting,
coaching, and some others, join the groups that have
the largest #s of members – often in the high hundreds
or 1000+ -- MAKE SURE THERE’S ACTIVITY IN
THE GROUP!

•Join the maximum # of groups you can join

• Most groups will need to approve your
membership, which can take anywhere from a
minute to a month (usually in a day or two you’ll
get approved for most groups.

• Some of the groups are open to be visited by
anyone. When you hit the “Join Group” button,
you’ll either get a message that says “Your
Request To Join this Group is Pending” (or some
similar message) or you’ll be taken directly to
the group (if it’s an open group); in which case,
you are free to browse the posts. If this is your
target market, you’ll see people discussing
issues that you have solutions to. Chime in to
their discussions (at this point you can’t post
your own discussion, but you can comment on
others’ discussions).

• For example, I recently joined a consulting group
and even though I was not allowed to post my
own discussion yet, I noticed a discussion thread
that read “How do you differentiate yourself from
the competition?”
Interestingly enough (seriously) just that morning
I wrote a post on How to Stand Out the Crowd /
How to be the Obvious Choice for Your Prospects
(http://yoursuccesschecklists.com/make-yourself-
the-obvious-choice/) – now that’s synchronicity at
its best  – so I wrote a few comments and
directed the readers to read more at my blog…

LinkedIn Strategies - Part 2
How to Build Your Tribe of
“1000” Followers Using LinkedIn

The Concept of “1000 True Followers”
A gentleman named Kevin Kelly came up
with the concept of building a following
of 1000 true fans; the concept being that there
anyone can build a following of 1, 10, 100,
1000 “true” fans – individuals who totally like
what you are providing (your sevices, products,
etc) and one should be able to make a
comfortable living by developing a relationship
with your fans (through teleclasses, webinars,
newsletter, mailings, contests, etc).

The original concept of 1000 True Fans
was developed for artists, authors, etc.;
the same concept is applied daily by
thousands of successful businesses

Seth Godin, the author of Tribes, and mega
successful entrepreneur, embraced the idea and
has been promoting the concept of “Building a
Tribe of 1000 True Followers” as a way to build
a prosperous business…

•How does all this relate to us? What does this
have to do with LinkedIn groups?

• By now you are a member of a couple of
groups… That is, if you followed through
with the last few assignments…And why
wouldn’t have followed through, right? After
all, you are dead serious about growing a
following and transforming some of your
followers into clients…

• So let’s explore some ways on how to capitalize
on your membership in the groups you joined
• And we’ll keep it simple and create a do’s and
don’ts list that will ensure that you nurture
relationships and not become viewed as a
(constantly promoting) pest

5 Things to Avoid
when Starting a Discussion:
In a moment we‟ll explore how to start
building your list of 1000 True Followers – or a
list of qualified prospects; but first let‟s go over
the few activities that you should avoid within a
group…

1. Don’t just post the name of your site and a
link to your site’s Home Page, your Services
page, or your About page – it’s annoying and
your posts will be deleted… and if you keep
doing it, you can be banned from the group

2. Don’t post links to paid teleclasses, webinars,
or live events (most group managers allow
posts/links to free teleclasses, webinars, or live
events…)

3. Don’t post topics that do not relate or benefit
the group in some way

4. Don’t start more than 2 to 3 discussions
a day (per group – ideally, start one good
discussion)
• If you do the first three actions mentioned
earlier, you’ll be viewed as a pest by many of
your group members AND it is very likely that
the moderator will a) put you on the moderation
list – your post will not show until he or she’ll
approve them, or b) you’ll be banned from the
group

5. Don‟t use too salesy language –
Focus instead on providing value…
The more value you provide… the more
visible you are… the more you‟ll be
recognized as a Thought Leader… and the
more your group members will start
trusting you…

• As some of you know, I’m the moderator of the
Coaches’ Support Group [on LinkedIn
4000+ members], and I regularly have
a few members who repeatedly – even after
chatting with them about it – keep on posting
links to their “About Joe Doe” page or to their
paid services pages. All of these members are
on my moderation list and their posts go
directly into the Promotion section.
You don’t want your posts to be sent into the
Promotions section as very few people read
that section…

So why should anyone join these groups if
can’t promote your services… or whatever you
want?
You CAN promote your paid services through
the groups, but do it wisely…

5 Ways to Engage Group Members,
Gain Their Trust, and Transform
them into Dedicated Followers:

1. Do post links to articles or videos that provide
great value to your prospects. The most
effective ones are the ones with titles such as
“The 5 Secrets to…” or “3 Easy Shortcuts to…”
or “7 Ways to Improve…” (I highly recommend
purchasing – or borrowing form your local
library – the book Phrases that Sell – You could
also do a search online for power phrases –
tweak those as titles for your articles)

The “Slap on the Forehead” Effect
• Each of the titles you post should be worded in a
way that would result in the reader whacking
themselves in the forehead and exclaim “This is
sooo cool – this is exactly what I was looking for”
• Understand what thoughts/worries keep them up
at night, and address those worries
• Again, use powerful titles – using headline copy-
writing techniques – your title should literally force
the ideal client click on the link to find out what
you have to say next…

• 1B !!! This is an important one !!!
Do put a byline under your articles, videos, Top
10 Tips…, etc. that lead to your services or opt-
in offers. It could be as simple as “Robin Smith
is a Retirement Coach – download her “Life
Starts After Retirement” 155 page eBook at
www.LifeAfterRetirment,com”

• 1C Do have an irresistible offer on your page
where your visitors will get once they click
on the link you posted in the LI group.
• I’ve been getting in average about 30 to 50 subscribers
a day to this with this method alone… It’s not a stellar
number, but for a little guy like me, that’s really super!
• Your opt-in rate will go up if you include a little twitter
and some FaceBook promotion – in my case they are
both set on posting my blog posts and youtube videos
automatically… Post some youtube videos too for
even more opt-ins…

2. Do post regularly replies to others’ posts.
If it’s a question and you have answers, share
with the group. If you don’t have an answer but
it’s something that you’d also really love to know, put
there some remarks such as “Shirley, I’ve been trying
to figure that out myself, I hope we’ll get some good
input from some of the other group members.”

• LinkedIn can at times feel like a lonely
place when no one answers your questions
or no one comments on your posts. Except if
we’d stop just posting and get involved in more
conversations, then we’d have less “lonely”
moments in cyberspace.

• Lead by example: DO post comments
to others’ discussions, questions, etc.
• The more you comment on others posts, the
more you’ll be recognized and hopefully liked
and/or respected. And that’s what you want –
you want your group members to start knowing
you, so when they’ll see an offer from you
they’ll trust you enough to invest in your
product or service.

3. Occasionally post a cool quote that you found
and ask the group’s opinion on it; or just leave it
to speak for itself…
(don’t overdo this!)

4. Do post once in a while interesting
articles (not written by you) that you ran into
AND it relates to the purpose of the group
* - As much as possible don’t post links to
articles of your competitors

5. Do offer your help whenever possible.
You joined this group because your target
market hangs out here…
So whenever you got a chance to shine, SHINE!
Either give the solution there in the forum, or –
ideally - refer them to an article on your website
(even if you just made it up a few minutes
earlier); or ask them to contact you privately…

LinkedIn Strategies - Part 3
Start Your Own Group
long-term strategy…

• Today we’ll discuss perhaps the most
powerful* client attraction strategy on
LinkedIn; one that has the potential for the
greatest rewards of your time investment:
• Consider starting a group!
* - “Powerful” strategy but need some “luck”

Having your own group has several benefits:
• It’s the most powerful way to developing
a following… and the trust of your ideal clients
• Instantly positions you as the expert to your group
members
• Can send out regular communication to your group
members (which after a few years can be in the
thousands or even 100 thousand+ members)

• It’s one of the most effective ways to
develop a great relationship with your
“followers” (and work towards growing your
“Tribe of 1000 True Followers)

• You perhaps think “Why would anyone
join my group?” or “Who the heck am
I to start a group?” or a dozen of other
self-limiting thoughts. I say to that “Hush
those voices and just do it!”
I started four groups and I gave up on two of them
after about 2 years. I did have a few hundred members
in each of them, but there was zero activity in them;
however, one of the four groups turned out to be a hot
one: The Coaches’ Support Group (4000 members and
growing by about 200 members per month)

In Worse Case…
• No one joins your group
• You wasted 20 minutes of your time setting up
the group

In Best Case…
• Your group grows to a few hundred of
members… or few thousands… (or
hundreds of thousands…)
• You become known as “the go-to-guy” in
your niche by your group members…
• You put on webinars, with a sales twist, to
your group members and attract a ton of
repeat customers

• So…, in my case, success with one out of four groups
is not too bad

So Let’s Build a Group…!

• Decide who do you want to serve/attract
… your Target Market, of course 

• Decide on a name for your group
For example, if your ideal clients are small business
owners, start a group called “Small Business Owners’
Support Group” (hey, that similar title worked for me –
maybe it will work for you too); or “Small Business
Owners’ in Search of Life-Balance”; name it whatever
describes your target market and potentially your niche
as well (“life-balance” coaching in our last example).
The Maker or Breaker of Your Group…

• Go to www.LinkedIn.com and click on “Groups”
on the navigation bar
• Click on “Create a Group” and fill out the info it asks
for
• To create a logo, use a professional to create it for you,
or use an online logo-creator
(e.g. www.LogoMaker.com or www.VistaPrint.com); or create a large logo
in PowerPoint (as large as your page) and then click on Save As, then on the
2nd dropdown in the Save As box, click on Save As Jpeg, then click on the
Save As button… then on the Save This Slide Only…
Set up your group
(really simple – less than 3 minutes)

• Voila! You got your group ready - Congrats!
Post a welcome message and a few articles from your
blog (or from your hard drive where they were
collecting “dust”)… and/or links to a few of your
youTube videos… or other valuable content

Get Members to Your Group
• Invite your LinkedIn, FaceBook, Twitter, ect.
connections to join you in your group
• Put a short description of your group in your email
signature and an invitation to join
• Mention your group in your byline each time you
publish an article online or offline
• Mention it under your YouTube videos
• Mention it in all forms of communication you use…
• Have more ideas on how to attract more members to
your group? Post them in the discussion box below…

Remember I said you needed a little “LUCK” to form
a successful LinkedIn group…

INVITING TITLE
SUPPORTIVE ENVIRONMENT
ACTIVELY ATTRACT NEW MEMBERS
KEEP „EM ENGAGED
My LI “LUCK” Formula:

Keep Your Members
Engaged and Active
• Post insightful and engaging questions
• Invite members to comment or ask follow-up
questions
• Invite them to training webinars
• Reward most active members of the week
• Stay visible and be generous with valuable
information – it‟s the shortest way into the hearts
of the group members

• There you have it! Get down to work and start
growing your Tribe of 1000 True Followers
(a.k.a. your list)… Follow all the LinkedIn
strategies I shared with you and you can’t go
wrong…

• That’s it for today! I hope you found today’s tips
useful. Please post your reaction, questions, comments
in the comments section below…

Your assignment:
Apply at least one strategy that you
learned today and send me a link to your
“campaign”

Access Your 90-Days
Coaching Business-Building
Blueprint… FREE!

Do You Want to Accelerate
Your Coaching Business Growth?
Contact me at
http://my.vCita.com/getMoreClients and set up
a time to chat… (30-minutes No-Strings-Attached
Marketing-Planning Session; or discuss how to
remove a current stumbling block)
… or contact me through LinkedIn
(www.LinkedIn.com/in/egSebastian)

LinkedIn Client-Attraction & Lead-Generation Strategies

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