 It's great to do this on prompt you because then you can just follow my lead because I know you'll you you'll get it So I Despite the fact that I have a lot of videos. I'm not the most social person. Actually this guy. You don't like a crowd either I hate a crowd. I like being in front of the crowd me to hate a crowd That's what things me and bread heaven comment. Yes So today I am going to be in a crowd which is not as comfortable But we're here for some business B2B networking because there's a speaker today at a business networking event And one thing I talk about though is everyone says how do you generate leads? How do you generate good leads is probably I should more qualify that and it's not through LinkedIn cold balls No, there's all these people think these oh, this is the secret sauce this script will do it ad targeting Right you get some great price shoppers people who are running around looking for an IT company on Facebook ads Are they price shoppers? They Facebook ads are price shoppers, but here's the funny thing How many of you have gotten one of those scripts and been the recipient of one? What do you think about it? Yeah, I think they're awful. I if you have a generic script that you took no time to research me about I'm just kind of puts you in the spam box and you'll never be able to message me again Right that's my general rule for those people if they took the time. Hey Tom I see you have a YouTube channel and they take some level or I see you have an MSP business I looked at your last blog post and they know something about me. That's an actual oh good way to open a script You can build a relationship But in person people buy from people they like they kind of have to physically have some trust levels with you And that's what we're about to go do is build some relationship Build some relationships. It's to know like and trust about it Tom, right? Yeah, they have to know and like you before they can actually trust you so Understanding that you on LinkedIn is a great way to connect with people But building that relationship actually talking with people having conversations face-to-face Sometimes on the phone, but face-to-face gets you the best result. So we're gonna go do that now Let's go. Yeah videos about it. We better do it. We better we're gonna go inside and actually face our fear and being Being a crowd of people crowds aren't fun. Crowds aren't fun bacon Bacon I got my plate. Yeah, so that's the first thing we got to do is get some food I'll actually show you though the I'm gonna set my camera down in here People sitting in here. I'll talk to the person who organizes this because I know he'll like being on video We'll cut here you have to sit in the front row and the reason why is because that's so you can you know be the center of Attention and face your fear of being uncomfortable. Matter of fact, Brett who's holding the camera now is sitting in a front row as well Hi there. Yeah So you sit in front row. I've got my bacon I was already having some conversations and there's a bunch of other people here and some of them don't know me So they're wondering why there's some guy filming me talking to a camera That's gonna be the first question, right? So the yeah, so we'll get we'll get to that in a second. I'll find some people that don't mind being a camera It is the next morning and I did not have any time to film anything else yesterday in terms of that event I was at so yes, it's the next day I always start out with these goals like hey I want to show more about networking and this is where it can be a little bit challenging To try to bring some of this content, but at least I can tell you what happened So my goal was to talk to mark did not have time to talk to mark because as I was there And you know like I said I sat in the front row People talked and etc. Etc. I had some good conversations with people matter of fact We got in a whole discussion about business process and procedure That's important that I bring that up because I didn't spend my time geeking out talking about tech Now that is really what I like to do obviously and hell That's why I have this YouTube channel But when you want to go and get leads be to be leads be to be networking You have to go be personable come out of your shell a little bit and you know Have interactions with people we actually talked about personal finance with one person who Worked in the mortgage and talked about getting your credit score. Yeah, this was actually very interesting conversations not a subject I know a ton about a little bit, you know, I've got a good credit score But having these personal conversations and from that They run around handing out cards to people I don't like to be that person who runs around and just dishes out the cards, you know Like you're dealing a poker game. That's just not my style and a lot of people are very turned off about that I will tell you they take the card and they go well, I don't know why he gave me his card I don't know anything about the person or why I should even Interact with them, but because I had a few people who you know, you they know what I do They know I do technology we landed a very good potential deal which I sent an email on and across my fingers I gotta do some follow-up on that Another person with a mortgage company needs some small office support so smaller deal, but hey a good potential there But the other thing that came out of this and this is why I didn't have any more time to film was I got a message on Facebook now Yes, Facebook you can convert leads and I said that very beginning video that you don't get good leads But that's because I wasn't using Facebook ads. I got a message So one of the things I've tried to curate on Facebook is having a good circle of people that I follow or become friends with and many of them own businesses and a Particular person that I have been friends with for a couple years. They've seen my posts several times about wiring and things like that Now this is not an ad this is not some advertisement He'd seen for it, but because he was looking he said hey I've seen you post about wiring you guys do office wiring building blah blah blah and by the way one of the things about my Personal Facebook. Yes, it's public-facing You won't find a bunch of political crap under you won't find me arguing with people over things like that You will find me discussing what we do maybe in an interesting way sharing a video about how we do some wiring cabling That's what drew interest, but that was kind of a fun, you know, I was at the event I was talking to a couple people and Almost as soon as I'm talking someone says hey Would you like to come bid this I see you do some wiring? I would like to come bid my office. I'm like sure and they don't have a dedicated IT staff Or they don't know anyone who does wiring, but they're a successful company And they're growing quite fast and they've realized they need a little bit more technology. So I happen to be Two miles from where I was at at the event. So they said how soon you'd be here I said I could be there in like, you know 15-20 minutes Which cut things a little bit short in terms of my plans for filming at that event, but went over there Ended up shaking hands right away and a rough estimate. I got to send over the formal estimate This is back in the morning is something I have to do now because from there I went to several other events and then I kind of forgot there was even a camera in my car So I didn't really film any of those other events, but they also are less worth filming But this is kind of what I'm talking about when it comes to I kind of get excited when I do get on my show Kind of kind of stays on a roll where I'm going here going there and everything goes really well And I feel good about it It's you know, it's hard to get away from behind the keyboard to generate leads everyone's looking for some You know secret conversion sauce of I will put this ad on Facebook LinkedIn or this cold script will Bring me those great B2B clients and I think it works great when we did Facebook ads and Google ads one years ago And we haven't done them in a couple years But we were doing them to gather retail clients when we did the retail store and we're really pushing towards it We've watched the margins on a retail go down so low in this area that they weren't worth running ads for it Just wasn't the clientele we wanted so we kind of quit doing it I've not found that it was ever good for the B2B side because I just don't see in case in point the person who messes me on Facebook They weren't googling, you know wiring that would have been a Last-ditch effort is starting to Google that and we do get people who are price shoppers And they're obviously not the ones you're really looking for where they're spending their time trying to find the lowest bidder on everything and We that's not us so I can tell you that right away We are not the cheapest people when it comes to doing things and those are not the kind of clients You really want you take them if you have to have them if you really need the business But as you grow as a company, it's always the goal to have the clientele you want that are a better fit a better match for you And that B2B that more personal touch when you go out and network and leave yourself from behind the keyboard Go shake some hands is substantially better. It's you know, it's one of the ways that we've worked I've been doing this for like I said a long time And I want to default back to behind the keyboard all the time, but I feel good that I did leave my I don't know that I'm an introvert, but someone who just doesn't want to be in a crowd of people I don't mind standing in front of a car. I don't want to be in them and But it's worth it. That's you know, people ask how do you generate leads? How do you generate leads? That's how that is our big jobs that we do some of the larger projects some of the best paying projects Have come from that B2B lead generation YouTube's a whole nother thing I've talked about before and that's not for everyone so to speak I'm not saying you can't do it But you have to really think about a strategy around YouTube and it's it's a long journey It's a difficult one and it's required just to get to where I'm at me posting almost 900 videos to get To the point where YouTube generates leads and actually brings us quite a bit of Wonderful clients that we've met and things like that It's it hasn't exceeded what we do on the B2B side locally here But it's quickly racking up and rivaling up to that which is also pretty cool So that's my thing for the B2B leads and how we generate them And why you should probably get out from behind your keyboard once in a while and quit looking for that ultimate solution I mean if you have a software product, you're in a different category You're not trying to do that and you're trying to get pinched people to convert that way Sure that that whole that's a whole different dynamics a different type of business But what I'm specifically talking about is how do we get good B2B IT leads the best ones come still the best Come from all these interactions meetings and things like that I got my fingers crossed because I emailed one of the people and it's four locations They're looking for a new MSP because their current MSP is making a lot of mistakes And so I'm hoping to get that deal if I get it Maybe I'll do a video about and talk more about that particular if that all lands But that's what I'm most excited about that came out of it Just because I sat next to the person who also sat in the front row That's they they never met me before and we had a great conversation and Crossed my fingers that will get all their locations and the MSP deals it would be a pretty sizable deal I'd be pretty happy about it and they were super nice people will the person there and she does She's not the only decision-maker So I only I have another meeting where I got to win over more people But you know, I don't mind I don't mind doing that but going out and sitting down and talking with people face-to-face That's how you close it and I definitely enjoy it That's the part I do enjoy sitting down there and talking about the services because what better subject than talk about the things We do thanks and thank you for making it to the end of the video If you like this video, please give it a thumbs up if you'd like to see more content from the channel Hit the subscribe button and hit the bell icon if you like YouTube to notify you when new videos come out If you'd like to hire us head over to Lawrence systems calm fill out our contact page and let us know what we can Help you with and what projects you'd like us to work together on if you want to carry on the discussion head Or to forums dot Lawrence systems calm where we can carry on the discussion about this video other videos or other tech topics in general Even suggestions for new videos. 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