JEAN-MICHEL TOURNIER, PHD, MS, PE
a/k/a the linkedin rocket scientist
Professional LinkedIn Trainer
Career Development & Business Coach
Supercharge your LinkedIn B2B Marketing and Lead Generation
with our Proprietary System - ❝BREAKING THE ICE❞
☛ Why use LinkedIn Marketing for Lead Generation?
If you are a marketer, sales professional, coach, consultant or business owner struggling to fill your B2B sales calendar with qualified appointments, this is for you.
In the past 5 years, I have done hundreds of consultations, offering and implementing PRACTICAL and ACTIONABLE steps to improve my clients’ lead generation and inbound / outbound marketing. It’s an obsession of mine! Actually, my clients affectionately call me the ❝LinkedIn Rocket Scientist.❞
That’s true: I was an energy and aerospace engineer and software developer, I used to design spacecrafts to send astronauts to Mars and Jupiter!
Since then, I have designed and perfected very powerful marketing strategies geared to Impress, Connect and Engage (ICE) your target audience, boost your exposure on LinkedIn, accelerate your Lead Generation and propel your business to the next level!
☛ Did you know ?
- 80% of Business-to-Business (B2B) leads come from LinkedIn, while 13% come from Twitter and only 7% from Facebook?
➜ If you are in the B2B space, LinkedIn social media marketing should be your primary focus.
- 61% of B2B marketers say their biggest challenge is generating high-quality leads.
➜ I can show you how to effectively leverage the unmatched powers of LinkedIn for branding, targeting and engaging.
- LinkedIn marketing generates three times (3 X) the website visitor-to-lead-conversion rate than Facebook and Twitter (2.74% conversion rate, versus 0.77% for Facebook and 0.69% for Twitter).
➜ LinkedIn can help you generate website traffic, which in turn raises your ranking on Google.
- 73% of all B2B leads are not ready to purchase.
➜ Building trust, a long-term relationship and staying TOP-OF-MIND with your prospects is key. LinkedIn offers unique and natural engagement opportunities, like Congratulations and Skills endorsing.
- 80% of future revenue will come from just 20% of your existing clients.
➜ Stay in touch and continue to engage with your LinkedIn connections: follow-up email FUNNELS are 5 TIMES (5 X) MORE POWERFUL with open rates from 67% to 90%.
- You are 70% more likely to get an appointment with someone on an ❝unexpected sales call❞ if you are in a common LinkedIn GROUP!
➜ Your LinkedIn NETWORK and GROUPS are a primary source of business opportunities!
What Some of Our Clients Have to Say ...
❝The SERVICES PROVIDED ARE PRICELESS; WE ARE BOOKING 3 to 5 DAILY APPOINTMENTS!❞
Jean-Michel is a one stop shop for anything you may need on LinkedIn. His creativity and attention to detail will help anyone create an eye catching profile with rich content. My profile was very basic before I started working with Jean-Michel, with less than 300 connections. He provided very straight forward instructions on how to build my LinkedIn presence and attract meaningful connections and contacts.
I can proudly say that after 6 months of working with Jean-Michel I now have over 11,000 connections and potential business opportunities flowing in every week. We are booking 3 to 5 daily appointments, about 20 on a good week.
If you would like to increase your presence on LinkedIn and capture business leads, there is no better coach/mentor than Jean-Michel. The services provided are priceless!
❝ JEAN-MICHEL should be YOUR FIRST GO TO LINKEDIN EXPERT for LEAD GEN & BRANDING ❞
Jean-Michel is a dedicated professional who is truly passionate about what he does, helping people to be the best they can be and driving results. Having attended several LINKEDIN strategy presentations from other coaches, I was naturally confident in what I was doing. I was therefore hesitant to engage one more specialist; however, I am so very glad I did!
From the beginning, Jean-Michel wanted to thoroughly understand my overall goals, and we worked together to develop strong LinkedIn targeting and engagement strategies which delivered results that even exceeded my expectations. I would not have been able to accomplish such results on my own if Jean-Michel had not provided such insightful value and expertise throughout the entire process.
It is therefore without hesitation that I highly recommend Jean-Michel, owner of SPOTLIGHTING YOU. Whether you are looking to target leads to build your sales pipeline, or develop your personal brand, he should be your FIRST GO TO LINKEDIN EXPERT. Thank you Jean-Michel!
❝ MY BUSINESS VOLUME and TEAM GROWTH have SKYROCKETED and WE ARE ONLY 35 DAYS IN !!! ❞
I don’t know where to start with Jean-Michel! He helped me brand myself to the next level. He listened to exactly what I was looking to accomplish. Then quickly showed me a path to the desired results!! It was custom to my needs and GAVE ME 5 HOURS BACK IN EACH DAY FOR MY BUSINESS. This has allowed me to be laser focused on those who want to work with me.
Since working with Jean-Michel, my BUSINESS VOLUME AND TEAM GROWTH HAVE SKYROCKETED and WE ARE ONLY 35 DAYS IN!!!
What is more exciting is the fact that I now have more time with my family and I am no longer chasing people, they are coming to me and booking meetings on my calendar. HIGHLY recommend Jean-Michel!!!
☛ Why you should seriously market with LinkedIn
- Most complete, SEARCHABLE and AUTO-UPDATING B2B database!
- Professionals are 25 X MORE LIKELY to connect and engage on LINKEDIN than opt in your list.
- LASER TARGETING with the LINKEDIN and GOOGLE search engines;
- AccessTRUE EMAIL ADDRESSES of all 1st-level connections and build a TARGETED list!
- FREE LinkedIn messaging with 100% DELIVERABILITY!
- Engage with 5 X MORE POWERFUL follow-up email funnels with 67% to 90% open rates;
- LinkedIn also sends a duplicate of the message BY EMAIL, to their active Inbox!
- People on LinkedIn are not interested to know what you ate for breakfast (!), they are here to DEVELOP their CAREER and BUSINESS.
When you Invest in LinkedIn,
you Invest in your Future.
Break the ICE: ✦ Impress! ✦ Connect! ✦ Engage!
In the past 5 years, we have perfected our breakthrough Nurturing Marketing Proprietary System.
You could say it’s ❝Online Networking❞ on steroids!
✦ Impress!
The ❝I❞ in ICE stands for IMPRESS. Before engaging your target audience and prospects, ❝wear your best suit.❞ You only have 6 seconds to make a good first impression; make sure it’s a good one!
To IMPRESS requires a well developed LinkedIn profile with strong authority, a clear value proposition and CTA (Call-To-Action).
Also optimizing your profile for the LinkedIn and Google Search Engines (SEO) could increase your traffic and exposure by another 40% or so (it did for me, and for my clients, too). I can help you with that, it is one of my specialties. Have a look at some of my clients’ profiles on the Testimonials Page.
The Psychology of LinkedIn and the Client Journey
To use LinkedIn properly to target, engage and close your ideal prospects on LinkedIn, you need to implement the following steps and follow them every day (consistency and dedication are the keys to success!):
- TARGET: Identify and target your ideal prospects using the advanced search engine (titles, industries, location, keywords) and joining appropriate LinkedIn GROUPs;
- IMPRESS: Branding, value proposition, CTA, posts;
- CONNECT: View profiles or send a personalized Connection request;
- WELCOME: Send a personalized ❝Welcome❞ or ❝Thank You❞ message to new connections, offer value;
- SHARE: RSS feeds, Google News, Youtube Videos, repurposed content or your own articles or posts;
- ENGAGE: Build and nurture the relationship (endorse skills, congratulate, post, follow-up, send a promotional message, build LinkedIn and email follow-up funnels,…);
- CONVERT: Move conversation to
, 
, 
, or face-to-face and close the deal!
If you need help developing and implementing your LinkedIn Marketing Campaign, give me a call or schedule an appointment or a consultation on my calendar to inquire about our Done-4-You program.
✦ Connect! ✦ Engage!
The ❝C❞ and ❝E❞ in ICE stand for CONNECT and ENGAGE. This is where most marketers and consultants typically fail.
If you follow the steps of my ❝Break the ICE❞ proprietary system, you will achieve the sales funnel statistics shown on the right. It will literally propel your business to the next level. With a simple follow-up email, you can then easily double the number of clients out of the same pool of 100. I know I do!
Would you like to see ICE in action and learn how to generate B2B targeted leads, engage them and replenish your sales funnel quickly? If so, schedule an appointment or a consultation on my calendar. I look forward to showing you the ropes!
But... What About the Other 74 Leads?!?
Email Drip Campaigns for Lead Nurturing
Because the majority of your prospects are not ready to work with you today, you need to build long-term relationships and stay top-of-mind through LinkedIn and email nurturing campaigns.
Furthermore, many professionals do not actively use LinkedIn or social media messaging, you will find them to be more responsive through email. Therefore, a dual approach ensures a more complete sweep of your prospects & strategic partners leveraging the 2 most effective engagement channels: LinkedIn and Email.
We recommend you also initiate an email drip campaign to those non-responsive professionals that have connected with you on LinkedIn but have not replied or engaged on the social media platform. This strategy can increase the open rate from 15% on LinkedIn to 40–60% for the email portion alone.
An email drip campaign consists of a sequence of 3 to 5 emails sent at suitable intervals until an email response is received. Similarly, the goal of the email drip sequence is to get your prospects to Know you, Like you and Trust you, by introducing your services and sharing value and resources.
These emails will be designed based on leveraging your marketing collateral resources, such as:
- video introduction,
- invitation to a free webinar series,
- sharing a free informative ebook, a great article / blog, or an online survey or assessment which touches on their pain points (which can used as pre-qualification tools!),
- sharing a case study or client testimonial in the same or a similar industry,
- highlighting your target audience pain points and proposing solutions,
- an invitation to a free consultation…
An important consideration for a successful email drip campaign is the deliverability of your emails to your prospects’ Inboxes; the right technology needs to be used to avoid the low deliverability of typical CRM / autoresponders (typically about only 35% of emails are delivered to the Inbox).
Need Help? Ready to Supercharge your LinkedIn B2B Marketing & Lead Generation?
If you are:
- starting a new business,
- weary of relying on word of mouth and referral marketing, or
- looking to build a consistent stream of leads and clients and
- grow your business systematically,
then this is for you and we should talk.
❝Success Comes to those who are Proactive,❞ so if you take action now, I know you will succeed! And I am with you every step of the way.
TOGETHER, we can make a huge difference in your life and business!
Thank you for reading! I look forward to talking with you soon, learning about your superpowers and challenge, and doing some LinkedIn Magic together!
~Jean-Michel, Founder and CEO – Spotlighting You on the Web