Empower Your Research & Development Team with Sales Lead Generation Outsourcing for R&D

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are you ready to scale and outsource your business okay let's go welcome to the outsourcing and scaling show I'm your host Nathan Hirsch a show where we talk about everything Amazon shopify ecommerce and digital marketing let's get started welcome back to the outsourcing scaling show today's episode is all about lead generation and I have Tyler Kemp Tyler how you doing today hey how's it goin Nathan good CA good to have you on Tyler has been marketing for top producing salespeople from nearly a decade it has gone from participating in the marketing advisory board of a 16 billion with a B company to helping software startups scale national sales force he now operates a sales accelerator service exclusively for b2b sales helping them generate predictable leads on LinkedIn for as little as $99 a month Tyler I'm excited to talk to you all about LinkedIn lead generation but first let's take a gigantic step back what were you like growing up are you a rebel where you're a straight-a student did you always know that you wanted to be an entrepreneur oh man I was a nerd big-time nerd totally still em yep and I'm not sure if that's a good thing or a bad thing but that's just how it is yeah how'd I do at school boy am I gonna have to be honest about this my mom might be listening but if she is though you had that you have you are a nerd well you see I was a theater nerd so there's a big difference music you know things like that and when it came to when it came to school I think I was the type who did the kind of things I wanted to do and almost nothing else so at least not until college in which case at that point it's you know you just go for it so that was great yeah right so walk us through the journey a little bit how did you find out that you wanted to be an entrepreneur what was your first entrepreneurial endeavor yeah honestly I started my first company back when I was about 22 that's almost a decade ago with my father yeah so he was running a marketing company he was a career marketer for 2530 years and he was kind of getting tired of it and I was like hey why don't you come do this thing with me and we'll go we'll go all in and he said sure so he dropped what he was doing which was he was kind of in WordPress development stuff at the time and we ran this little podunk company for three years and by the end of that I realized I was good at one particular thing and that is generating deals bringing in new business and I wasn't I wasn't great at kind of the rest of the stuff I just didn't like it as much I'd be much more fall into a category of the salesperson than I would the operations manager and so yeah that was kind of my background and things went from there how do you divide up sales verse lead generation and where does that kind of merge because I feel like there's some people who are great at lead generation but I can't close a deal there's other people that can close the deal but they need to leave brought to them there's other people that can do both how would you break that down yeah what a good question I would say that in the end sales and marketing are definitely two sides of the same coin because you might find yourself doing either at any one moment right I am I'm selling in one moment I'm doing marketing in another but at the same time when it comes to to being a finder okay so lead generation is kind of like the finding wheat when you are generating leads you're you're bringing people who don't already know you who might not ever have known you into your sphere and into your ecosystem and getting their attention sales takes over when well I've got their attention now I've got to close that deal I've got to get this person to to know like trust me and if it's a good fit work with me so yeah lead generation definitely takes care of I would say that first effort of I'm gonna go and get people's attention when they don't know me right now how did you become good at because I think everyone gets their a different way for example I just kind of got thrown in the fire I was a sales intern they said hey sell these credit cards and I I these car services and I knew nothing about cars and I just did it until I figure it out and other people read books and they study and they follow a mentor how did you become good at it yeah trial by error and trial by fire I think so I ended up joining kind of forces with a with some people in the mortgage space and this was after I'd run my first company I'd met a gentleman and I he and I used to network a bunch and he mentioned that he needed some marketing support I was about to make a career transition into just full force marketing and he had been doing a hundred million dollars in loan volume every single year this guy was a beast complete beast and he and I had this arrangement based on some of my past success at the time where I was like what are your goals where do you want to be in five years and he has like five years I really want to be at a hundred and twenty million in low-volume and he showed me his books I checked things out and he was like we kind of made this arrangement where I was like well what if we got you to that point in one year can we do that and at that point he was like dude if you can get me to 120 million in a year yeah we got a deal so I joined his organization we actually got to 120 million that year in 12 months and I learned from him I would say how to be a really good closer and when you're working with lenders career lenders they definitely it's a competitive field right so you have to get good or you're you're gone yeah that makes a ton of sense so you get to the point where you're a good closer and this is the outsourcing scaling show I think a lot of people listening they know how to close but they're wondering how do I use virtual assistants how do I use freelancers to help me get leads to generate leads and to that I can use my closing skills so how do the Virtual Assistants how does a remote freelancers come into play here yeah so I would say that anyone trying to do any marketing it's it comes down to what do you really need to do yourself and what can you leverage your team for there's really only so much especially if you are in sales or if you are a sales CEO that you can handle to do and if you are at all successful I think one of the first thing you should do is reinvest into a team because there are so many things that need to be done that are just beyond our bandwidth to take care of like for example social media marketing is just a really simple you know generic thing that is not complicated to be active on social media but which of us has time to sit down and write new content come up with stuff every single day if we're dialing for dollars if we're if we are actually booked enough to have business coming in the door that stuff becomes really really hard to do on a consistent basis so how do you use freelancers to generate new deals I would say identify what what kind of role do you want them to fill because as you know they at least in my experience there's a lot of Direction necessary so you almost have to have your strategy and your tactics and your methods worked out beforehand and then when it's time to bring in more support I found a lot of success in plugging people into my system where it's like here's how we do things XYZ can you just do this a thousand times and or find someone who's like really good at that one thing better than I am that I need to actually get done and work with them to get it done does that make sense yeah so I always say there's three different levels of people who can hire you can hire the followers the virtual assistants the non-us bas you can hire the the mid-level specialists the graphic designers maybe they're good at a social media channel or they're good at writing and then you've got the experts the PPC experts Amazon whatever it is so are you saying for lead generation your tailor more towards those followers the the non-us Virtual Assistants you know it depends it depends on where you're kind of at in your business I would say if I were a salesperson and and I'm actually making any kind of money at all I would say the first thing I would do is actually work with people who are doing it because there's so many there's so many ways you can do it wrong so many so much learning involved in generating leads I think most business owners have tried to generate leads I mean obviously that's that's the lifeblood of our business right and if you're struggling with it and you haven't been able to do it successfully then it's gonna be really hard for you to tell someone else who's a follower what to do now if you are maybe kind of more of like you know a brilliant marketing mind and you're like hey this is I I got it plenty of leads I just can't manage it that's when you can bring on followers to do it but if you need if you need someone to take you from zero to leads then you probably need to be on the higher end of the agency spectrum that makes sense so let's say that a service provider they're listening this podcasts are saying I I want leads where do I go to get my leads or there's so many different channels from from Facebook to LinkedIn which I know you specialize in to go in at conferences how do people figure out where they should be spending their time and where their leads are located sure I mean if I would start with who what kind of leads are they are they consumer leads because if you are a let's just say selling some kind of protein shake okay ecommerce LinkedIn might not be a place to go right you might want to start on Instagram you might want to start on Facebook do some paid advertising do partnerships things like that but if you are a b2b sales professional LinkedIn becomes an absolute no-brainer if you sell to other businesses or even if you can get referrals from another business that is something we've had a lot of success in is use LinkedIn to to network a lot of people think of it like a resume it's just a virtual resume but actually it's a it is a business network it's kind of like you go to a networking group with people you don't actually know right now and except at hundreds and hundreds of thousands of these people and you know everything about them just by looking at their profile or by using LinkedIn's advanced search filters so you know we started off we don't she didn't begin in LinkedIn we began more broad you know Facebook ads were definitely the the propellor for my career for a very very long time because you know if we if you and I were talking five years ago we would be talking about Facebook Ads right now and that would be the thing that that is the big buzz but I think what we're finding right now is that LinkedIn is starting to generate that buzz because I can generate a lead without a landing page without any paid ads or complicated funnels without any kind of variable cost of any kind in fact for our customers we do lead generation at a fixed cost so there's no there's no question how much it's gonna cost them there's no hourly anything it's all flat rate and that's really really hard to do in any other platform that makes it so when I think of LinkedIn I think of all the spammy messages I get right if I open up my messenger right now I have a ton of messages from service providers and I think some people are just sick of getting them how do you stand out how do you deliver a good message how do you get in front of your lead without turning into all the other spammy messages that people get oh man another fantastic question I think it I think everyone gets a little tired of those to be honest right in the end you there's one thing that is gonna separate you and your message from the pack and that is relevancy you need to be relevant to somebody the other thing is to be different they've always had a philosophy which is different is better than better to be different is better than to be better and in in an area at least like ads right if you serve an ad you ask the same question how do I get my ads seen instead of all the other ads all over the place how do I get them to click that link instead of all the other things and and I believe that human connection is what's going to continue to win in the end can you give us an example of how we will stand out with one of your clients yeah absolutely so we think of an example here let's take a one of my clients is using LinkedIn to recruit new directors so this is a VP who wants to hire new directors and bring them on to their program I would say in order to cut through the noise you have to do a couple things one you need to nail your targeting ok so using the way you nail your targeting on LinkedIn is to use LinkedIn sales navigator that is their mid-level premium program so you you pay LinkedIn it's about $80 a month or so and it does two main things it gives you access to advanced filters and it uncaps your account so if you're on the free version of LinkedIn it's gonna be really hard to use it as a legion tool because you can only reach out to so many people every day that you don't know if you have LinkedIn sales navigator LinkedIn wants you to reach out to people that you don't know that is the whole name of the game its sales so you can filter down based on targeting and really dial in and say I want to see people in this particular industry with this particular title this particular you can even say I want to know people at this company so maybe there's a broad company and you want to do a count based marketing to that company right let's just even say it was mortgage and I want to target all of the loan officers across the country in let's just say guild mortgage company ok then LinkedIn can give you not just a number of all of these people but an actual it'll show you their actual profiles to select faces with names so getting that specific that targeted is your first step the next step is to get yourself in front of them and actually get into their network so there's a variety of things you can do to actually like be successful with connection requests that are cold but it begins with tailoring make sure that you actually know something about them whether that be where they live whether that be the company they work for if you are just copying and pasting a message that doesn't contain any any variable component it's gonna be less effective it's not that it won't work but it will be less effective does that make sense so far Nathan yeah it does okay and so once you've got that connection it's it's going to be actually even before the connection your your job is going to be how do I get myself in front of that person and get them to connect and one of the factor here before I move on to kind of a nitty-gritty is your profile so if your profile isn't tuned for sales but without being too salesy meaning you don't want your profile to be a bunch of noise you do want your profile to be relevant and specific I would say my best advice to someone tuning up their profile is don't make it about you make it about your prospect if you're in sales use your description use your title and all of the space you have to resonate a singular message with your prospect their pain and problem not yours and that is going to really help you when you're reaching out to somebody you don't know to get them to actually connect with you sorry Q guard no yeah well that's okay I was gonna say quote from there I guess the next stage is the next stage is how do you build that relationship because you can connect with somebody then they never hear from you again and you're not doing do any business with that person right so really cutting through the noise in your follow-up messages at that point is going to be the the first step that you would do so how do you cut through the noise and same principles apply be irrelevant be human and intimate and make sure that you're not pushing a sales message in your first your first message unless unless you're dealing with a certain company that if you just really don't want to waste your time and you're just like some people it actually works best to just introduce hey I do this any interest at all and that can work but but honestly I would I would focus on relationship first always relationship first especially in any high ticket sales what are some of the common mistakes you see that people make on LinkedIn I mean I'm sure you deal with this all the time you're viewing lots of people's profiles you're working with different clients across different industries what are those mistakes yeah I think you actually brought up one of the first and most important mistakes which is being too salesy too quickly right if someone feels like they're being sold or that they're just about to be sold that's that just doesn't work it's not going to continue to work as much as being authentic and being human if someone looks at you and they say hey you know what I can resonate somehow with this person that's gonna be better than by now by now by now and all of these buying signals that you're trying to push down their throat so that's the first one don't be too salesy the second thing is treat LinkedIn like a networking tool and not like a resume like we spoke about don't use LinkedIn just with people that you already know I think a lot of us even just a few years back have kind of had this mindset like I'm only gonna connect with people that I know but if you do that you're never going to you're watching let's not say never you're just gonna miss out on a huge opportunity to meet people that you don't know that are right there to be had there's all of these people and they're on LinkedIn and LinkedIn has amazing organic reach better than any other platform that I've seen at least right now and to miss out on that would mean missing out on sales so if if you have this mindset that I'm only going to connect with people that I that I know that would be a mistake then I guess the final mistake that I would think of is make sure make sure that make sure that you're actually investing in content generation so if you connect with somebody and LinkedIn is a place where you have all of this organic reach all of this potential but you say nothing and you're invisible then you're not going to be building influence I think we live in an economy where influencers are on the rise that is the kind of marketing that really is working right you Nathan you are an influencer I want and try to always be an influencer and that if we are building up these personal brands on LinkedIn even if you work at a massive corporation people are gonna buy from you so serve content to make sure that people consume value before trying to make that sale Tyler this has been great I learned a lot about LinkedIn where can people find out more about you and what are you most excited about for the rest of the year ah man I am I'm just pumped man we people can find us or me at venture tactics dot-com we're actually going to be going through a rebrand here pretty quickly we are at that stage of growth where we're just dialing in doubling down and expanding our brand so we're gonna be changing some things so look out for that but I am most excited I just we are we are on the verge of figuring out some things on how to get massive amount of people into into our ecosystem and massive amount of people into the ecosystems of our clients I think I'm so excited just to see how big and how far can can this go right how how far can lead generation on linkedin go i can't promise that it's to be effective in five years I mean how how many things changed in social media in five years I honestly don't know what I do know is that right now this is working like crazy I mean better than our Facebook Ads our Instagram ads YouTube ads combined this strategy for b2b sales is just crushing it so I've just I'm excited about seeing what we're where this goes where it leads how many people we can serve and help get more business and get more deals and how low we can keep the cost right now we can generate leads for as low as $99 a month flat rate up to $1,000 a month flat rate so we keep it pretty streamlined to go for a volume and yeah that's where we is we hope to be able to keep it awesome thanks Tyler Thank You Nathan hey everyone thank you so much for watching did you enjoy this content if so click like leave us a comment and subscribe to our channel so we can continue bringing you great content all about higher