How To Get 2-3 Clients A Month With LinkedIn Lives
I’ve been doing LinkedIn Lives for six years. They’ve brought me roughly 125,000 leads. About 20,000 a year. All organic. No ad spend.
I’ve been doing LinkedIn Lives for six years. They’ve brought me roughly 125,000 leads. About 20,000 a year. All organic. No ad spend.
And they’ve consistently delivered two to three clients a month.
Let me show you how it works.
Why LinkedIn Lives Work
We operate in a low trust environment. People have been scammed. People have been burned. If you want clients quickly and you don’t have a big network or a big audience, you’ve got to build deep trust fast.
Showing your face and giving value in a long form format builds that trust faster than anything else. People see you. They hear you. They get a sense of who you are. And they become more open to talking to you.
Where else on earth can you get 100 to 150 people to pay attention to you for 30 to 60 minutes, and have them be exactly your target audience?
That’s the power of LinkedIn Lives.
The Five Things You Need To Get Right
If you want two to three clients a month from LinkedIn Lives, you need to hit five milestones:
An outcome-centric title
Build the event and get 100 people signed up
Send reminders
A structured delivery that sells the why
Follow up
Miss any of these and it falls apart. Nail all five and you’ve got a client acquisition system.
1. The Title Sells The Live
Your title has to attract people who want what you’ve got to offer.
I’m doing one soon called “How To Build A Personal Brand That Sells, Even If You Hate Self-Promotion.”
I know people want to build a personal brand.
But they don’t want it for vanity.
Sure, we all love the likes and followers. But when it comes down to it, they want clients. They want money.
So I’ve put together a title where if somebody signs up, I know I can help them. And they know what they’re going to get.
Your title does the selling for you. If people resonate with it, they sign up. If they don’t, they won’t. So spend time on this.
2. Build The Event And Sign Up People
I always do the event on my own profile, not a company page.
I want to concentrate the brand awareness on me. People might forget your company name, but they won’t forget you.
I do them as LinkedIn Lives, not external links.
Show up rates are better. Rewatch rates are better. And it helps build your brand on the platform because people stumble into them.
Then I invite people. You can invite up to 1,000 people per week. You don’t need to invite 1,000 to be successful. I usually aim for about 100 sign ups.
Here’s the key: invite people who fit your target market.
You can filter by industry and location. Don’t just blast your whole network. Be selective. The quality of attendees matters more than the quantity.
Give yourself at least four weeks before the event.
And give yourself free time before you go live.
You don’t want to be running around like a lunatic. You need that breather to prep yourself.
3. Send Reminders
People are busy. They sign up and forget. You need to remind them to show up.
LinkedIn will send some reminders automatically. But you should send your own too. A couple of days before. The morning of. An hour before.
Simple reminders make a big difference to your show up rate.
4. A Structured Delivery That Sells The Why
This is where most people get it wrong. I know because I got it wrong for ages.
When I first started doing these, I thought if I gave people loads of information and tips, they’d want to work with me. Educate them and they’ll buy.
It didn’t work that way.
What actually happened was people would appreciate all the value and then go try to do it themselves.
I’d build huge trust, but I’d inadvertently push them further away from having a conversation with me. I’d given them a little meal they could eat. They didn’t need me anymore.
So I shifted. And this is a big concept that’s hard to wrap your head around.
Focus on why content, not how content.
If you share how-tos, you’re giving people stuff they can go and do themselves.
When they fail, the logic is they’ll come back to you. Some do. But if you want conversations quickly, why content is better.
Why content helps people see the importance of doing something. Why certain things are happening. Why certain things matter. Why they shouldn’t overlook certain things.
To us, this feels empty. We take it for granted. But for someone struggling with a problem, helping them understand why is powerful. It makes them hungry for the how.
Here’s the difference:
How content: “Here’s how to write a LinkedIn headline. Use this formula. Put your job title, then who you help, then the result you deliver.”
Why content: “Most people’s LinkedIn headlines describe what they do, not why anyone should care. Your headline is the first thing prospects see. If it doesn’t speak to a problem they have, they scroll past. That’s why your headline matters more than almost anything else on your profile.”
See the difference?
The how gives them a task to do. The why helps them see the importance. It builds urgency. It makes them want the how.
So on my events, most of my delivery is talking about why it matters.
Why things are going wrong. Diagnosing their situation. Helping them see the value.
5. Follow Up
Don’t wait for people to come to you.
After the event, follow up with attendees. Start conversations. See who’s interested. See who has questions.
If you don’t follow up, you won’t get clients. Simple as that.
The event builds trust. The follow up converts it.
A Few Other Things
Don’t be too slick.
Don’t hide behind PowerPoints. Be conversational. Share little stories. Talk about successes and failures. Weave in objections you’ve heard from clients.
Someone said to me the other day, “Dean, I’m not good at presenting on LinkedIn. It takes me ages to put PowerPoints together.”
You don’t need a PowerPoint.
Sometimes when we try to be professional and polished, it disconnects us from the audience.
Being a bit gung-ho actually works better. People feel like they’re having a conversation with you, not watching a stiff presentation.
The System
This is what I do every single week. Same thing. Over and over.
125,000 leads over six years. Two to three clients a month. All from doing simple LinkedIn Lives.
Just posting content, as much as I love it and get a kick when a post goes well, I’m not building anything. I’m not building pipeline. LinkedIn Lives build pipeline.
You could do this on other platforms. Facebook. Substack.
But LinkedIn is the only place where you can select and reach your target audience this quickly and easily.
So if you want two to three clients a month:
Create an event with a title that speaks to a specific outcome
Invite the right people and get 100 sign ups
Send reminders
Deliver why content, not how content
Follow up
Hit all five and you’ve got a system. Miss one and you’re leaving clients on the table.
That’s how you get two to three clients a month from LinkedIn Lives.
Great points Dean. If you do it as a LinkedIn live how can get the signups and send reminders when there’s no registration required for a live?