Andrei Zinkevich

How to attract high-

quality B2B clients in
2017
5 proven lead generation strategies

made with
Table of Contents

1. How to attract 2. How get free 3. Mind-blown

high-quality B2B PR from Forbes client acquisition
clients and Inc strategy

4. 200 customers 5. Marketing 6. How to acquire

from a facebook strategy that got high value clients
group in 1 day 1.25 mil visitors on LinkedIn

7. About Andrei 8. Interested in

Zinkevich proven B2B
marketing
strategies?
How to attract high-quality
B2B clients

Do you know that 80% of B2B marketers report their lead generation efforts are
only slightly or somewhat effective?

Actually, B2B marketing is hard.

You have long sales cycle. You must nurture, educate and score leads before even
sales qualification.

You should provide value on each stage of customer journey because 95% of B2B
buyers chose a solution provider that “Provided them with ample content to help
navigate through each stage of the buying process”.

This means you can‘t architect traditional sales funnel, run PPC and enjoy sales!

And that‘s exactly the reason why more than 80% of companies from B2B markets
don‘t have a stable and steady stream of high-quality leads and have a poor
marketing ROI.

For 12 years in B2B marketing, I‘ve tested hundreds of different strategies.

Some of them came out from well-known marketing gurus but led to epic fails,
some - generated results I‘d never expect.

In this ebook I'll share with you 5 mind-blown lead generation strategies which will
help you to attract high-quality B2B clients.

Read them, implement and share your results!

Andrei Zinkevich

P.S. I've also created a private Facebook community for B2B marketers and
founders. You are more then welcome to join the community: http://bit.ly/getleado
How get free PR from Forbes
and Inc
A 6-step guide on how to get free PR from Forbes, Inc and others

Dmitry Dragilev

There’s an old rule of thumb: 20% of companies get 80% of the market, and the #1
company controls approximately 52% of the market.

The next rule of thumb: your company must be well-known to be included in this
20%.

What does this mean for you?

If your company is unknown, you will definitely struggle to attract new leads and
grow your business!

But do you know that one channel can immediately boost your authority, credibility
and leads? Publicity from high-authority “big guys”!

Imagine if tomorrow, Forbes, Huffington Post, Inc and Entrepreneur wrote about
your business. Would that be a game-changer?

“But Andrei, I don’t have a budget to pay for that kind of PR!” you might tell me.
But you don’t need a budget to be mentioned by these giants. You can get free
press for your company!

Interested?

Today we’ll walk through 6-step guide written by experienced PR marketer Dmitry
Dragilev from Justreachout.io. Dmitry used his PR techniques to grow a startup
from 0 to over 40M page views – and then to get acquired by Google.
THE 6-STEP GUIDE TO GETTING FREE PRESS
1. Perfect Your One-Sentence Pitch
Use this template: My Company <name> is developing <offering> to help <target
audience> <solve a problem> with <a secret sauce>.

Good example: “Airto is developing a web-based social seating check-in platform to

help air travelers see who’s on board their flight and use Facebook and LinkedIn to
assign all flight seats in one click.”

2. Compile a Checklist of the Most Relevant Reporters

You should to find reporters who relate to what your product/app/service does.
Use Google News and Buzzsumo to find relevant articles and copy the reporter’s
name and a link to the article into a spreadsheet.

3. Write an Email Pitch

Use the email to pitch. 81% of writers prefer to be pitched via email.

Your email should be 200 words or less. 88% of writers prefer pitches less than 200
words.

The Subject line is key. 85% of writers open emails based on their subject lines.

The Subject should be 45-65 characters. Your subject line should be direct, concise
and descriptive.

Dmitry recommends that each email answers the following questions:

How does your startup/pitch relate to what the reporter has written about
before and what‘s in the news today?
Your startup Name:
Your website URL
CrunchBase Profile URL (if pitching TechCrunch)
A description of your startup in 75 words or less, from your one-sentence pitch
Possibly a founders’ bio in 75 words or less.
Have you launched?
 Who are your main competitors? Why are you better?
Got funding? Yes or no? If yes, who from and for how much? TC won’t cover you
if you have undisclosed funding.

4. Figure Out The Best Time To Reach Out

6:30am or 7am local time is the best time to reach out to reporters, because 69%
of journalists prefer to be pitched in the morning.

Use YesWare to check who has opened your email, and Boomerang to schedule
emails at appropriate time.

5. Guess Reporter’s Email Address

Use Rapportive for Gmail to send contact data about journalists directly to your
inbox. You can also use https://toofr.com and http://www.emailfinder.io. Just type
in the reporter’s first name and last name and domain.

6. Reach Out
This proven framework helped Dmitry grow 2 startups (one of which was acquired
by Google) and get mentions for himself and his clients in Lifehacker, Business
Insider, Unbounce, Inc, TechCrunch, Growthhackers, Forbes, Enterpreneur and
Huffington Post.
Mind-blown client acquisition
strategy
Mind-blown client acquisition strategy you must try in 2017

Vin Clancy

The second strategy I‘ll share with you is mind-blown customer acquisition strategy
you must definitely try!

Andrew Medal, the founder of creative digital agency Agent Beta, used it to attract
such monsters like Microsoft, Warner Bros., and Proctor & Gamble.

So here is Andrew‘s strategy:

1. Andrew figures out the exact company he wants to work with (for example,
Nectar).

2. He creates an article for Forbes, Inc., or Huffington Post where he shares ideas
how they could grow more- e.g. “10 ways Nectar can scale to become a globally-
recognised brand”.

3. Of course, he writes about methods his agency can fulfill :)

4. Such article will immediately get target prospect‘s attention. They look at the
different ideas he created and reach him out.

5. If they don‘t reach out, he creates Linkedin ads using the next technique:

+ He finds his target (e.g. the Marketing Director at Tilly’s)

+ He grabs their profile picture from LinkedIn

+ He makes super-targeted ads aimed at everyone in his target’s Linkedin audience

+ The ad says “Hey! Do you know Kevin Hunter? Tell him I need to get in touch
with him” and a link to a landing page.

You can probably guess that that’s a pretty unignorable method :)

200 customers from a
facebook group in 1 day
How Josh Fechter generated 200 customers for Autopilot from one
facebook group without spending a dime

Josh Fechter

Imagine, you‘d be able to gather a small stadium of leads who trust you and are
ready to listen to your pitch. And your pitch generates you over 100k $ in sales!

How‘d you feel? :)

Recently I found really interesting case study how one guy did this. Josh Fechter
has generated 200 customers and over than 200 000$ in sales for Autopilot from
one post in the facebook group which had app. 10 000 group members.

But this wasn‘t typical facebook group with regular promotions and endless links to
blog posts.

Interested?

Bellow, I‘ll reveal his strategy.

1. Figure out ideal group member by answering these

questions:
+ What is the job title?

+ What income level should they have?

+ What industries should they be working in?

+ What habits and routines should they have?

+ What social activities should they take part in?

+ What type of friends should they have?

+ What past accomplishments should they have?

+ What social platform should they be the most active on?

+ Where do they live?

2.Figure out what value they enjoy consuming on Facebook

(e.g., eBooks, podcasts, and video).
3. Optimize your social profiles.
Publish valuable content, add photos with influencers, use a professional headshot,
update profile bio, add a cover photo with social proof (e.g., speaking at the
conference).

This‘ll help you to look like a leader of your community.

4. Invite core members to the group.

These guys should fit 2 criteria:

+ They can produce high-value Facebook content relevant for your target network

+ They’re already connected to, at least, one hundred individuals in your target
network

5. Regularly reach to new members who fit your group

member avatar and grow your group with these tools:
+ Giveaways

+ Backlinks in guest posts

+ Backlinks in Quora posts

+ Inviting your existing network

+ Backlinks in your LinkedIn profile

+ Backlinks in your email signature

6. Check every incoming request and don‘t add to the group
those who doesn‘t fit group member avatar.
7. Add value and use different types of contents.
+ Ask questions

+ Provide giveaways

+ Use Facebook live video for interviewing authorities, etc.

8. Reinforce The Selling Point Of Exclusivity

Josh let only original content get posted in his group. This makes the group feel like
a secret hub of like-minded individuals.

Here’s how he did this:

+ He only let links from Google Drive or a little-known tool get posted beside
native content.

+ He stopped giveaways in exchange for inviting members after I reached 1,000

people.

+He removed all content that doesn’t perform well (likes, comments, shares).

+He didn‘t allow members to publish posts without him looking at it beforehand.

+He didn‘t allow members to automatically add members. He must approve them.

9. Offer value instead of sell.

After building credibility and reaching 10k group members, Josh has partnered with
Autopilot. The day before he wrote a post in his group offering his best collection
of growth hacks (50 guides) for those who:

+ Already are an Autopilot‘s customer

+ Test out the free trial and send him well-thought-out feedback.

Josh received over two hundred responses of people trying out the product with
pictures of features and feedback on their onboarding experience.
Because Autopilot has a subscription model priced on the number of email
contacts, Josh asked for the average CLV then multiplied that number by the
average order size of the people who purchased - $200,000 in sales :)

From my point of view, this is the best lead generation strategy I saw last year.

Definitely worth trying!

Marketing strategy that got
1.25 mil visitors
Marketing strategy that got MeetEdgar 1.25 million visitors and 100k
subscribers with 0 budget

Daphnie Sidor

As marketers, we are always seeking for untapped marketing channels that can
drive the stable flow of leads with a minimal budget.

But it can take years and dozen experiments to find such ones. Not to say your
efforts might be ineffective at all.

What would you say if I told you that there is one perfect untapped channel which
you can use to drive traffic and leads without spending a dime?

This exact strategy MeetEdgar used to got 1.25 million visitors and 100 000
subscribers.

So here is their approach.

1. MeetEdgar found relevant to their business podcasts on iTunes. They focused on
podcasts which have at least 50 000 downloads per month, high domain authority
for their website stable schedule and tons of reviews.

2. They pitched podcasters, followed up those who didn‘t reply one month later
and 6 months later.

3. They‘ve created lead magnets for each podcast appearance and mentioned them
in the podcast.

As the result, MeetEdgar has appeared in 100 podcasts, got 1.25 million visitors
and 100 000 subscribers.

Here is their sales pitch.

How to acquire high value
clients on LinkedIn
Proven strategy which can help you generate high quality leads from
LinkedIn

Josh Fechter

You definitely have heard a lot about LinkedIn as the best place to generate high-
quality B2B leads. Meanwhile, not everybody successes from it.

I saw a lot of companies tried "proven" strategies and wasted time and budget.

So today I want to share you one effective tactic which really works on LinkedIn
and will help you to generate high-value B2B leads.

Here it is.
1. Build up a list of potential customers on LinkedIn by using tools like https://data-
miner.io/

2. Filter out the ones you want to focus on the most and start following their Pulse
feeds.

3. Spy on the type of content your potential clients are sharing. It is easy to spot
patterns.

4. Prepare your “interesting news” link to share with your potential customer. By
now you already know the type of news or links they simply can’t resist clicking on.

5. Wrap the “interesting news” link into a https://snip.ly/ link with your message
and call to action.

Make sure the sniply call to action is relevant to your potential customer and
related to the article you shared with them so it looks as though you are helping
out and surprisingly giving a link with a hidden bonus they didn’t even expect.
6. If you are 100% sure you have a hot lead, you can use https://www.zopim.com/
to integrate live chat into your Sniply enhanced “interesting news” link and by the
time your customer finishes reading the helpful information you will hopefully
catch their attention with the popup chat and all the goodies and solutions you
have to offer.

Want more proven B2B marketing strategies?

Join Getleado – my Facebook community for B2B marketers and entrepreneurs:
http://bit.ly/getleado
About Andrei Zinkevich

I help companies from B2B markets generate qualified leads and increase sales with
inbound marketing.

My background:
+ 12 years in marketing&sales including 7 years in Kimberly Clark Corporation and
Biosphere Corporation

+ System marketing expert

+ Inbound and email certified

+ CEO and founder of Getleado - Facebook community for B2B marketers and
founders

+ CEO and founder of Ad.Wize - system marketing for business

+ Marketing consultant

In 2017:
I've helped Slovak manufacturer of hygiene products to enter the new market and
make 220,000 EUR in sales turnover in the first year.

I've helped B2B e-commerce company from Cyprus to optimize and automate
marketing and sales funnel which increased conversion in closed deals.

I've helped Russian manufacturer of plumbing to increase sales volume in one

region from 5, 000, 000 RUB to 13,000, 000 RUB in half a year.

My core skills:
+ Marketing strategy and planning
+ Customer's journey creation and optimization of marketing and sales funnels
+ Lead nurturing
+ Marketing automation
 Interested in proven
B2B marketing
strategies?
Join Getleado –Facebook community for B2B marketers
and entrepreneurs.

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