LinkedIn Lead Generation by Alex Hormozi: Strategy for B2B Growth

[00:00:00]the LinkedIn magic the Professional Network where all people are serious but no one really is Alex hosi just dropped a bmsh about LinkedIn that changes everything the average user spends about 6 minutes per day on the platform but here's what's interesting while everyone's chasing vanity metrics on Twitter and Instagram the smartest business owners are quietly making millions on LinkedIn now how do I know that's because after managing and generating over 4 million in client Revenue just through Linkedin I can tell you hosi is AB absolutely right I recently made a video actually discussing homo's thoughts on LinkedIn but after watching this latest one I just had to show you it so in this video I'm going to break down his new LinkedIn strategy and show you three main things one why the 6-minute video is actually an advantage two the hidden growth hack most people miss and then three why LinkedIn has the highest conversion of any other platform so let me show you exactly how we can use these insights to generate 30 plus qualified calls for your business or how we do it for our clients every single month next question is how many people in the United States are on LinkedIn and this one was kind of surprising to me it was 30% so I actually thought it'd be way lower than that because I figured no one uses LinkedIn but it turns out a lot of people use LinkedIn just not as much as you'd think in terms of per day and so the average amount of time spent on LinkedIn per day per LinkedIn users is about 7 minutes so way lower than a lot of the other platforms so in that very short clip there was a lot of very interesting data one was there are a lot of people using LinkedIn now I think kosi forgot to mention the fact that the concentration of decision makers using on LinkedIn is extremely high so even though the number might be whatever it is what percentage of that population are CEOs Founders CE CFOs CMOS any people that can make decisions on budget and buy your services is actually a very high proportion so LinkedIn is a very concentrated dense place to find decision makers to buy your products now the second Point hosi mentioned is the 7 Minute user time now yes that may seem small compared to Instagram or t talk but is it really so firstly let's consider the power users of LinkedIn their SAS Founders their agency Founders their marketing leaders their sales leaders their Professional Services now these people are using LinkedIn a lot more than 6 minutes I can tell you that for a fact because they're using it for prospecting they're using it for marketing these people are also buying your services so this 6-minute number is probably correct on on average but probably not correct to the people you want to sell into and if that's decision makers that are high up in companies they're spending a lot more time on LinkedIn another point to consider is what type of content are they consuming on LinkedIn now on Instagram you might be watching memes and reals but on LinkedIn you learning how to grow your business you're learning how to book in more sales calls how to improve your finances there is a much deeper level of content and so for it's not a big surprise that the usage time is a bit lower so if you are posting content on LinkedIn don't post hey here's 42 Leadership Lessons post really specific content that speaks to your ICP because if you only got 6 minutes or whatever time you have you better make it worth your while so here's an example post from Paulo my co-founder where we were selling into agency owners so he said I have sold 500,000 in agency deals via Linked In DMs like we could have made a very top funnel post but this is very specific this is talking about selling deals to agencies via DMS there's only a very small percentage of people that can ever resonate with this post so when I'm creating content for a small viewership time I'm trying to be very specific with who sees my content so yes 6 minutes it's a small amount of time yes there is a small amount or large amount of people on LED in but really it's the people that you want to sell to and that's what makes it incredibly valuable so let's talk about growth so growth for me and growth for you should probably be incredibly important because if the point of advertising is to let people know about your stuff you want platforms that let way more people than already know about you know about your stuff and so I give LinkedIn a medium to high and I'll explain why so LinkedIn is super sharable and very connection driven and so the part that I would say is high about it is that there's a lot of people who share on it's very common to share stuff it's kind of like a sharing culture and when you create high value stuff people want the association with that value and then they share public because it makes them look like they've got you know their thought leaders now the flip side is the reason that I I I still have this medium anchor is that because it's connection driven so think about it like a a hinge so if you have 10 people a lot of your posts will get shown to people who are friends with your connection so hosi is exactly right LinkedIn is a connection algorithm them so what that means is when you make a post let's say you have a th followers or connections your post is initially distributed to those thousand people not all thousand people will see it maybe 100 maybe 200 now depending on the engagement that those people give to your post if it exceeds a certain Milestone LinkedIn then passes it into the next band so it further extends it to maybe your wider first-degree connections and throughout this process it begins to let it expand to your second degree and third degree connections so these are people that are connected to the people that you know now yes this is a limit because your post can't go outside your network but isn't this actually a good thing you're able to now have your post go out to people that more or less know who you are already in a connection growth mechanism so let's say my first degree connection comments on my post and their friend sees the post because of that comment now yes that's a limiting factor because it only went so far but isn't that a good thing now if a second deegree connection saw my post it's actually a good thing because they're seeing it in the lens that they are already connected to me in a indirect way through my first degree connection so it actually helps my Social proof and it helps me build a network faster now you may be thinking oh what's the point of posting if I can never get outside my first degree connection well that's incredibly wrong so firstly you can grow your connections with outbound campaigns so you can set up a connection automated campaign we do this for all our clients and we do it to target the people that we want to speak to so we start planting seeds in the networks we want to grow and that's incredibly powerful mechanism and the second thing we do is we do viral lead magnets what we do with viral lead magnets is we create an amazing resource we give it away and with the fuel of everyone commenting on this post it ends up creating an amazing effect and that effect is that lots and lots of people see the post you get lots and lots of Impressions and in doing so you can explode your network every week or so to massively expand so yes hosi sees this as a limitation somewhat but there are hacks to get around it and when you're the only one using those techniques you grow faster on the platform so let's get on to the drum roll of conversion now LinkedIn so think about think about like you know Tik Tok is like a a bomb or like a sprinkler right LinkedIn is like you've got a hose with a a laser pointer on it and you can shoot whoever you want with it all right and so the conversion ability on LinkedIn is extremely high all right and I'm going I'm going to talk about this in a couple couple couple different vectors so number one is it's very high because there's a ton of sophisticated tools LinkedIn is built for outbound meaning you can get incredibly targeted with your search ability criteria for prospects and so if you want to find hedge fund managers who are in this state and above this age you can do that and so LinkedIn has something called sales navigator that you can use 40% of B2B marketers say that this is their primary channel for getting customers so exactly right LinkedIn is an incredibly good conversion platform you can get incredibly narrow of who you speak about in your posts but as hosi mentioned you can get incredibly narrow about who you Outreach to so I'm going to very quickly show you that on screen for example you can do very quick account filters so you can find every company for example that is a software company let's say that has has 200 employees so you can that appr proxy for Revenue that is growing let's say 10% so you know they got a budget that maybe let's say is in the United States and you instantly have a very very clean list of people that you can speak to there's 414 very good companies here you can also do lead filters so you can do the same stuff but you can look for you know all the CEOs of that company like that's incredibly powerful so if I put CEO again now I can see that there are potentially around 2,500 CEOs that work at those types of companies so again incredibly incredibly powerful so our M strategy to book calls giving this data is to go out and to connect with them first with the blank connection request we don't want to say anything in the connection request we don't want to come off as salesy now once we have that connection request we do two paths one is we create awesome content for those connections and sometimes they just come inbound they see our content they like it they engage with it they come inbound the second way we do it is we send them a message to icebreak basically a message that doesn't try to sell them anything it just basically asks them a very easy to answer question so for example say if they were a company that was using a certain CRM and we wanted to be someone that helped install that CRM we would say hey are you using that CRM we know kind of know if it's going to be a yes or no but we begin to start that conversation now when we do that process we end up having a lot of conversations with qualified leads and when you want to qualify leads before you reach out to them it's very easy again because you have this tool that lets you do it you can literally input all the filters you need you can say they post on LinkedIn and as a result you end up getting very specific about who you speak to both in your content and in your DMs which makes conversions a hell of a a lot easier we typically get anything from a 30 to 60% acceptance rate on connection requests and we're typically able to book anything from 15 to 30 calls a month through a combination of content and DMS again depending on the N depending on who you're selling into and before I move on to results I want to give you a little hack here for the growth one of the biggest growth methods right now in LinkedIn is getting large accounts to comment on your stuff and so if a large account comments on your thing it gets shown to all of their following and so it's a massive leverage Point like think about a comment almost as a collab and so you want to do whatever you can to attract those bigger accounts and I'll tell you an easy hack for this write about them talk about how great this person is or how great a particular piece of content they made is like actually write something significant and you have a high likelihood that they will say like hey thanks or this was awesome and the longer their responses the more engagement draws to you so again hos is exactly right the LinkedIn algorithm is fueled by comments so the more comments you receive on your post the better it performs and the more reach it gets now do I agree with Rosy's advice that the way to get influential people to comment on your posts is to write about them no I don't the reason why I don't is because that ruins your Authority in frame if I was a person posting about how amazing hosi is which I can do and it works to some degree on topfunnel I'm not speaking about how amazing I am or my businesses that's not going to serve the point and is hosi going to comment on one of my posts that is trying to sell myself very unlikely so we use it as a top funnel piece and you can think of it this way but I don't recommend doing it and we don't really do it either on the other hand how do you get influen your people to comment on your posts well you write really good damn posts the better the post you write the more engagement you attract so it's it's a chicken and egg situation you actually want to create better content to get people to see you as opposed to trying to hack it and just talking about the awesome people but as soon as you start talking about yourself they'll never comment anyway so it doesn't really solve anything now the reason why hosi is mentioning it this way is because I think someone wrote about him and then he comments on their posts and he sees their engagements explode so that's his degree of visibility our degree of visibility on 40 plus LinkedIn accounts is it doesn't really work that way because we want to sell stuff down the line so drum roll for the results and this will surprise you over 9% plus of my traffic to my site comes from LinkedIn and the average session duration of these people is over 40 seconds all right so it's higher than every other platform besides YouTube all right so really strong in content from these people now let me give you the Thousand IQ move that is the reason that I like LinkedIn a lot so for me we have a portfolio of companies at acquisition.

[00:11:38]comom right now it's just under 10 companies that do uh over $250 million a year in revenue and so we constantly are recruiting highlevel talent for our portfolio companies and for our holding company to acquisition and so the biggest unspoken Roi that I get from LinkedIn and that Lela gets from LinkedIn is that our DMS are about recruiting so we can go Direct ly head hunt some of the best people in the world and because we have followings because they can look at the stuff we put out there the respones that we get are higher than any other platform for talent boom so I've actually seen this firsthand we've more or less built our whole team using LinkedIn to find amazing talent to then work at our LinkedIn agency now the way and the reason why this works so well is because as H mentioned you have all this social proof and you have all this clear explanation of what you do and you're effectively marketing outwards so also candidates see that marketing and they like that marketing and they want to work for your company that's like Piece One Piece two is like LinkedIn is actually a job platform in the grand scheme of things recruiters use it people use it to find jobs so the frame of mind is correct to be getting in a team and the final point is when top tier Talent wants to hang out they hang out on LinkedIn they want to learn more they want to be better at their job and that's where they learn about their job the other cool point that homoi mentioned is that the time duration of people coming from LinkedIn into his website is just under YouTube like that's big it presents such a small amount of traffic in his whole mix and that's because I don't think he's doing it completely right but it presents a small traffic in his mix but it clearly results in a huge amount of dwell time or time spent on his website now I don't know how that correlates into leads or down the funnel but that's incredibly valuable so how do we use LinkedIn to generate Roi and results through hiring well we put out amazing posts that basically say we're looking to hire this person these are the benefits we're going to give you this is why we're so awesome as a company find the application link down below and you can scroll through our post and I'll scroll on the side and you can see those posts as well they work really well we potentially fill out are hiring pools simply by doing these posts and running LinkedIn job ads very very easy now our best clients love us for this our best clients are actually always searching for talent so when we do this for them they get better Talent into their pool they end up closing more Talent into their business and then they can come back to us and we can get them more leads for their business so they can grow faster so it's actually a very good place where you can solve acquisition and you can solve fulfillment of your business at the same time so look there's a reason why hosi is speaking about LinkedIn at all it's because it's an absolute golden M for him it's about hiring for other business it's completely about acquisition so you can either keep posting random content that doesn't stick waste the six minutes of time that you have available to you from your audience or struggle to get quality leads or you can Implement what I've shown you today and start getting results immediately you can start booking in between 15 and 30 calls per month from LinkedIn as an inbound funnel all you need to do is check the links down below