Pre Sell Your Service

60% Of The High Ticket Buying Decisions Happens Before The First Meeting

• Why do people network? Join golf clubs, members clubs, or exclusive alumni networks?

• Why do people publish books, win awards, and create blogs and podcasts?

• Why do people speak at conferences and run webinars and events?

Because when selling B2B high-ticket services, 60% of the decision is made before a meeting.

92% of B2B prospects are open to speaking to a thought leader about their challenges.

How do you beat out the big brands?

• Network

• Become a thought leader

• Create distinction and authority.

LinkedIn is the 24/7 networking event, conference platform, and digital publishing company of your dreams.

Adding new leads daily, sharing valuable content weekly, and running regular events, webinars, and invitations to a conversation monthly, even the smallest consultancy can stack its calendar full of conversations.

If you would like help pre-selling your service to leads using the biggest networking platform for B2B decision-makers, comment below, and we can set up a time to chat.

Pre Sell Your Service | Jen Bishop consulting best lead generation agency

Automation Vs. Human

Many B2B consultants resort to automation tools to facilitate outreach at scale.

We fall for the promises of automation SaaS companies preaching that sales will cascade from heaven with the help of their little bot or monthly subscription.

In my experience over the past two and a half years of experimenting with a range of LinkedIn and cold email outreach tools and methods, is that for a high ticket consulting or agency offers, NOTHING beats a human being.

But as the founder/ owner of your company, you cannot spend 40 hrs a week prospecting, researching, messaging, and responding to messages.

So what is the solution?

What automation can do:

✅ Create AI-generated personalized email lines

✅ Clean email lists

✅ Send templated emails to a list

✅ Like and comment on posts.

✅ Send LinkedIn connections and messages.

✅ Trigger workflows such as sending automated email sequences after call bookings or logging leads into your CRM or database

What automation CAN NOT do:

⭕ Research leads and create lists

⭕ Research deeply personalized lines for leads

⭕ Navigate internal relationships of a corporate structure

⭕ Set up and send email campaigns

⭕ Reply to emails

⭕ Set up and send Linkedin campaigns

⭕ Reply to LinkedIn messages

⭕ Book calls

⭕ Follow-up leads

Automation can do parts of this workflow but not combine them.

You’re left to handle still and manage the software stack and respond to messages with creativity, intuition, and intelligence.

Tools add up too. Automation tools can easily cost $49-$99 a month [from cheaper to more expensive], and combing a few, such as LinkedIn outreach plus personalization software, can quickly become a $200-$400 per month investment.

And you still need a human to assemble them and handle the workflow.

I have discovered that for a high ticket B2B consulting or agency offer [$5k per client or more] that hiring and appointing a VA is a much more time and cost-effective endeavour.

A trained VA will cost about $500 a month and can do all of the above [with or without the help of automation].

They can handle the required human elements, such as researching, personalizing, replying with intuition and intelligence, and integrating all the workflow pieces sequentially and sensibly.

All while making your prospects feel they are not talking to a bot.

And freeing you up to work on the more essential parts of your business - strategy, growth, client engagement, content creation, and more.

If you’d like to discuss hiring and appointing a VA for your B2B outreach and appointment setting, comment below or DM me on LinkedIn, and we can chat.

Automation Vs. Human | Jen Bishop consulting best lead generation agency

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Looking for Guarantees

We sometimes get prospects asking us for work guarantees or payment by commission per qualified lead secured.

They ask this because they have had a bad experience with lead generation agencies, charging high fees and generating low or no paying clients.

However, we don’t work on a commission basis and charge each month upfront.

We do this because we are doing a lot of work, hiring and training a team, designing campaigns, researching leads, warming inboxes, doing outreach, and following up with leads.

This alone is of value, even before the call is booked, and we value our work.

When prospects come to us asking to pay ONLY for qualified leads that turn up to the call, this usually reveals a few things about their business.

They haven’t done it before themselves and want others to solve the problem for them and guarantee the results.

This is because they don’t know their target demographic, company size, revenue, and staff headcount in-depth and cannot estimate their total addressable market.

They might have good case studies, but business secured by referrals or word of mouth is quite different from business won by cold outreach alone.

Second, they do not know who to message, what decision maker is the right person to target, or what messaging is working to secure interested prospects wanting to buy.

This is usually where a company wants a lead generation agency to help out - to come up with the magic words to say to get others to buy. But messaging is simply articulating an offer, and if the offer is not proven, no magical messaging with solve this problem.

Third, they do not know basic metrics like the number of outreach messages, to the number of calls booked. Or the number of calls booked to the number of contracts signed. Without these numbers, they are flying blind.

Again this is where a company wants a lead generation agency to provide proof and guarantees, or to work on a commission basis.

They don’t realize that their inexperience alienates the good lead-generation agencies that will value their time.

There are a lot of hyperbolic claims in the marketing spaces [We guarantee 30 qualified leads per week] because this is what companies want to hear.

It’s like saying I will guarantee your perfect body in 30 days with a miracle diet.

This leads to disappointment and general distrust of the marketing world.

Lead generation goals and metrics should be set by the company, not by the lead generator.

A company that knows its numbers can assess if there is a good ROI in paying a contractor or specialist to do the work and happily agree up front to pay for work delivered.

Of course, a company wants to know that a contractor has skin in the game or is incentivized to book calls and share the upside of generating new business.

Once numbers are understood by both company and contractor, a base plus commission service can be negotiated, or even a pure commission-only model.

However, if you are a company that has yet to learn about lead generation, you will need to focus first on experimenting and testing until you have some solid numbers or are willing to pay a contractor to do the experimenting with you until you know your market better.

Looking for Guarantees | Jen Bishop consulting best lead generation agency