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Turning Your B2B Leads into Revenue — Transcript

by TK Kader · 2,833 words · 555 segments · language en · Watch on YouTube

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0:00Lead generation used to be pretty easy.
0:02You go into zoom info, Clay and Apollo,
0:05and you generate a thousand leads,
0:08and then you load it into a sales
0:09engagement tool.
0:10You spin up a multi-touch sequence,
0:13and boom! In came the responses.
0:16And the meetings used to be pretty easy,
0:18but today
0:19you get about a 1% response rate,
0:21which means you have to go out and email
0:24maybe like 50 to 100,000 people
0:26to get a few meetings,
0:28and then you've burned your brand.
0:29Well, that was the old way of doing it.
0:33So here's a big question.
0:34How do you actually generate leads
0:36and turn them into revenue today
0:38in 2026 and beyond?
0:40How do you stand out?
0:41How do you beat the 1% response rate?
0:44Well, in this episode,
0:45I'm going to walk you
0:45through what I call the trifecta.
0:47The trifecta strategy
0:49of turning leads into actual revenue.
0:51And when you implement this playbook,
0:53you're going to learn
0:54how to
0:55turn leads into revenue in this era
0:57without having to go outbound,
0:59without having to go cold,
1:00without having to spam
1:01all your target customers
1:03and burn your brand.
1:04And when you implement
1:05this trifecta strategy,
1:07you're going to be able to excel
1:09your path to the next growth. Intro.
1:19What's everybody?
1:20Welcome to my channel.
1:21I'm T.K.,
1:22the managing director here at TK capital.
1:24In this channel, I teach everyone
1:25what I'm learning
1:26about generating leads
1:28and turning them into
1:29actual pipeline and revenues.
1:30So if you're new to
1:31this channel, welcome.
1:32I drop an episode every single Sunday,
1:34so be sure to hit the subscribe button.
1:36And that bell icon.
1:37We'll get notified
1:38every single time I drop an episode,
1:39what they call the TK energy.
1:41If you're already part of this community,
1:42my people, welcome back.
1:44It's really awesome to see you over here.
1:45All right, so let's go right into it.
1:47Step number zero
1:48in this trifecta strategy is you likely
1:51have some sort of a lead list.
1:54This is your leads.
1:55And these are the good leads.
1:57The Glengarry leads,
1:58if you know what I mean.
1:59Now the problem is
2:00you can take this lead list
2:01and you can go cold
2:02email to these people.
2:04And I know cold email really well
2:05because I started one of the first sales
2:07engagement platforms.
2:08Tell them we're backed by the likes of
2:10and recent Horowitz,
2:11Jackson Square Ventures.
2:12We amassed 100,000
2:13salespeople on our platform
2:14and then we sold the company today.
2:16Fast forward to today.
2:17Sales engagement platforms
2:18aren't as effective.
2:19It's not the platforms fault.
2:20It's that inboxes are smarter
2:22and pretty much everyone
2:23is getting hit up with cold emails,
2:25and everyone's
2:25just putting it in the spam folder.
2:27So we need a new strategy.
2:28We need a new strategy
2:29to turn these leads into revenue.
2:32Step number zero
2:33in this trifecta strategy is
2:34you have leads.
2:35And instead of cold emailing these leads,
2:37what you want to do
2:39is turn these into a custom audience.
2:44So basically you
2:45figure out where you'll lead, spend time.
2:46This could be LinkedIn.
2:47This could be one of the meta properties.
2:49This could be X.
2:50And you upload that list
2:52as a customer list
2:53and you create an audience.
2:55You basically tell these properties. Hey.
2:57These are my ideal customers.
2:58I would love to run
2:59ads targeting these specific people.
3:02Once you do that, that's
3:03when the
3:03trifecta strategy comes into play.
3:05There's three strategies
3:06we run today
3:07across our portfolio companies.
3:09This is what we teach our clients
3:10to do on our platforms
3:11that is working incredibly well.
3:13The first strategy
3:14that I'm going to number these
3:16so that we can follow along.
3:19The first strategy
3:20that you're going to run is thought
3:24leader
3:26ads
3:28with lead magnet.
3:32So let me explain what this is.
3:34Basically what you're going to do
3:35is you're going
3:36to get people in your company
3:37to post content,
3:39educating your target customers
3:41about the problem that you solve,
3:43the unique transformation
3:45that you bring in the market
3:46and why they should trust you.
3:48And then you offer them
3:49an educational lead magnet.
3:51This will start as an organic post,
3:53and this could work inside of LinkedIn.
3:56This can work inside
3:57of the meta properties.
3:58And this can work inside of X.
4:00And then you take those posts
4:01and you don't wait around
4:02for the algorithm gods to promote
4:05you and make you go viral.
4:06You basically go to these
4:07platforms and say, hey,
4:09this is my custom audience.
4:11These are my posts.
4:13I want you to promote these posts
4:15to this custom audience.
4:16So they become inbound leads for me.
4:18So that's strategy
4:19number one for the trifecta.
4:21So once you get that going
4:23you basically have inbound
4:25leads coming in.
4:26And you don't just wait for that.
4:28The second strategy
4:29that you put into play is live
4:33paid workshops.
4:36And this strategy works
4:37well whether you are selling services
4:40or you're selling software or AI.
4:43In any one of these cases,
4:45we're at a stage in the market
4:46where people want to learn.
4:48And the biggest thing
4:49that you can do to separate out
4:50the tire kickers
4:51from the people with actual budget
4:53is run a paid workshop.
4:55What we recommend
4:56is you run a live workshop for $100
5:00and then sell the replay for $50.
5:03What this basically does
5:04is it separates out
5:05the people
5:06that are just looking for free stuff
5:08and are not really in the buying mindset,
5:10and are never going to buy
5:11from the people
5:12that are not yet ready
5:13to buy your solution, but has money,
5:15has budget, has enough of a problem
5:17where they'll pay
5:17$50 or $100
5:19to learn on how to solve the problem.
5:21So step number
5:22one of the trifecta is running
5:25these thought
5:25leader ads with the lead magnet.
5:26This gets inbound leads flowing.
5:28What this does is it
5:30takes your lead list.
5:31And usually you know,
5:31if you're
5:32downloading this list
5:33of leads from Apollo or Clay or whatever
5:37data provider,
5:38they don't know about you,
5:39but what this does is it
5:40turns it into something
5:41where they come to you,
5:43and then you offer them
5:44a live paid workshop to say, hey,
5:46you got this lead magnet.
5:47You clearly have this problem.
5:49We're running a paid workshop
5:50where we're going to teach you
5:50everything we know, from
5:52serving our customers
5:52on how to solve these problems.
5:54Come attend.
5:55And it's $100,
5:56which should be a rounding error
5:58compared to what
5:59your actual product costs.
6:00So if they are not willing to pay $100
6:03or even a $50 for the replay, chances are
6:05these people were never going
6:06to buy your actual solution.
6:07So it's a good filter.
6:08So these two alone,
6:10what this is going to do
6:11is basically turn people.
6:14That is essentially
6:15a static list of people
6:17that don't know about you
6:18to actually knowing about you
6:20coming and spending time with you
6:22and already spending money.
6:24Now, from here,
6:25you'll want to figure out how
6:27you can actually sell them
6:28your actual solution.
6:29The easy thing to do is position
6:31in your lead magnet
6:32to book a demo, or start a trial,
6:34or book a consulting call.
6:36Depending on whether you're
6:37selling services or software,
6:39you can do that right in the lead magnet.
6:41You can also do that
6:42in the paid workshop.
6:44They come to the paid workshop.
6:45You give them a ton of value,
6:46and at the end of it
6:47say, hey,
6:47if you would like to
6:49explore our actual solution
6:50that solves these things in an in-depth
6:52way, come book a call with us
6:53or start a trial.
6:55In some cases,
6:55you can also offer
6:56a free trial of your product
6:58as part of the paid workshop.
6:59Any one of these things
7:00can get you closer to revenue.
7:02This alone,
7:03without even going into the third
7:04one, gets you from a lead list of people
7:07who don't know you,
7:08and you downloaded their list,
7:09and so did your competitors,
7:11and you're trying to call email them
7:12to try and get their attention.
7:14You flipped the script and you said,
7:15hey, I'll just pay the platforms
7:17to get their attention
7:18and I'll give them value.
7:19I'll teach them
7:20and they'll turn into an inbound lead.
7:21They'll come to my workshop, and already
7:23I have built trust with them,
7:24they've spent money with me.
7:25Therefore,
7:26they're more likely to spend more money
7:27with Now, before I go to the third one,
7:29let me pause here for a second.
7:30This is the new playbook.
7:31This is how you turn
7:33static lead lists of people
7:34that have never really heard about you,
7:36that you've
7:36downloaded from the platforms,
7:37and you turn it into actual engagement.
7:40Build actual trust
7:41so that you can earn their business.
7:43This is super powerful
7:44because instead of trying
7:46to bend
7:46the algorithms
7:47to your will
7:49to target the right people,
7:50you're literally giving the algorithms.
7:51This is the target list of people
7:53that I really want
7:53have as customer,
7:54so I will pay you
7:55to get in front of them. Super powerful.
7:57If you're getting the power of this,
7:59can I just get a
8:00yes in the comments below?
8:02I love the comments.
8:02That's my love language.
8:03If you're getting an moment,
8:04if you're getting a question,
8:05if you have thoughts around this,
8:06if you've tried this
8:07and it's worked really
8:08well for you as well,
8:09put it on the comments below.
8:10It's my love language
8:11and I answer all questions
8:12that people ask,
8:13so I always thumb through those
8:14to answer those questions personally.
8:16If you're also getting value
8:17from this smash that like button.
8:19The common thread is my love language.
8:21The like button is the love language
8:23of the YouTube algorithm,
8:25I create these videos to serve
8:26as many marketers
8:27and founders out there
8:28that are trying to turn leads into
8:30real revenue.
8:31So smash that like button
8:32and put it in the comments.
8:33Also,
8:34you want to learn
8:35how to implement these pieces
8:37step by step.
8:38Recently I ran a live workshop.
8:40I ran a live inbound
8:42demand acquisition workshop.
8:44So you can get the replay to that
8:46and you can watch it step
8:47by step on demand at your own pace.
8:49Implement all of this.
8:50You don't have to go anywhere right now.
8:51I'll link to it in the description below.
8:53I'll also tell you more about it
8:54at the end of this episode.
8:55Let's go to the trifecta.
8:57The third one,
8:58the thing that makes it the trifecta.
8:59the third one,
9:00this is the powerful one, is what I call
9:03warm outbound.
9:06So instead of
9:07doing the default playbook
9:09where you're cold
9:09emailing these people
9:10and you get a 1% response rate,
9:12which means you have to spam
9:13the planet to get, you know,
9:14hit your number.
9:15You turn it into a custom audience,
9:17and you get offer them a lead magnet.
9:19You offer them a paid workshop
9:20and you get them to come to you.
9:21Well,
9:22the other thing you can also do is by now
9:23they know you.
9:24They know your brand.
9:25They know your offering.
9:26You've built trust with them.
9:27You've given them value.
9:28So then you can call email them.
9:30Except at this point
9:31it's not a cold email.
9:32It's warm, outbound
9:33because they know about you.
9:35They've looked at your emails already
9:36because when they became a lead,
9:38you emailed them.
9:39When you promoted your paid workshop,
9:41you emailed them,
9:42they clicked on it, they engaged with it.
9:44And therefore,
9:44by the time they see your name.
9:46It's no longer cold. It's warm.
9:49And by the time they see your name,
9:50you're not sending an email saying, hey,
9:53I'm so and so. It's so and so company.
9:55The thing that makes us wildly different,
9:56which, by the way, gets marked
9:58as spam really quickly
9:59because people can tell it's a pitch
10:01and so can the AI.
10:02Algorithms you warm up on.
10:03Emails are going to sound way different
10:05because you already know about
10:05you're not introducing yourself,
10:06which means that it won't trigger
10:08the spam filters.
10:09this is the third piece on this trifecta
10:12of turning leads into revenue,
10:15where you do warm outbound.
10:17All right,
10:17so let's recap this whole playbook
10:19that's working really well
10:19across our portfolio companies.
10:21It's working really well for our clients.
10:23You take your lead list,
10:25which is awesome.
10:25You turn into custom audiences
10:27on your platform of choice.
10:29Pick the platform
10:29where your ICP spends time.
10:31We've seen it work
10:32really well in Facebook.
10:33We've seen it work
10:33really well in LinkedIn,
10:34and the X ad platform
10:36is starting to get better and better
10:37and starting to look really promising.
10:38Then the first thing you do is do posts
10:41under your actual names,
10:42your actual accounts,
10:43not under the brand.
10:44And you educate these people
10:45and you link them to a lead magnet.
10:47This is super powerful.
10:48They work better than ever
10:49because 95% of your market
10:51is not buying right now.
10:52But they want to research.
10:53They want curated information.
10:55So they'll
10:55become a lead
10:56and do these lead magnets
10:58in a way
10:58where you're not telling them to comment
11:00because people with real budget are
11:02lurkers online.
11:03They're not trying to comment and say,
11:05give me the guide.
11:05They don't do that.
11:06Like people with money don't do that.
11:08Only the tire kickers do that.
11:09So link to a landing page,
11:11convert them to a real lead,
11:12then pitch them on a paid workshop
11:15$100 for live, $50 for the replay.
11:19This separates out
11:20the people
11:21that were never going to buy
11:22from the people that say, yeah, like $100
11:24like nothing.
11:25I will pay that to get the
11:27detailed information
11:28to see if this is a fit for me.
11:29Or they'll wait for the replay
11:30and they'll pay the $50.
11:31It's separates out
11:32the people with actual budget versus,
11:34quite honestly, people
11:35that are just going around
11:36with no budget and wasting your time.
11:38You build more trust
11:39both with the lead magnet
11:40and the paid workshop,
11:41and then you drive to revenues.
11:43And then the third thing you do
11:44is you do warm outbound.
11:45So by this time came to you.
11:46They're coming to your workshop.
11:48So then you do warm outbound
11:49and you say, hey,
11:50you grabbed a copy of our lead magnet.
11:52This is what we covered. What?
11:53It makes sense to get on a call
11:54and talk through your unique challenges.
11:56So this does two things.
11:58One, they already know you.
11:58You've built trust. It's not cold.
12:00You separate yourself
12:01from the competition.
12:02But more importantly,
12:03the spam filters don't trigger
12:04because it doesn't sound like a pitch.
12:06Because it's not.
12:06So it works really, really well.
12:08So that's the trifecta.
12:09That's the strategy
12:10that's working to turn
12:11leads into revenue today.
12:12Now, what you may not know is
12:14how do I structure these thought
12:15leader posts?
12:16What should my lead magnet look like?
12:18How do I actually do the warm outbound?
12:20How should I structure these workshops?
12:21What do they look like?
12:22Well, I held a live workshop recently
12:27on how to do this playbook,
12:28how to do inbound demand acquisition.
12:30This is what we call it
12:31demand acquisition.
12:32So if you want to grab a copy
12:34of the replay, just go to use Instant
12:38Workshop, use instant.com workshop.
12:40Inside of this workshop
12:42that I held,
12:43I walk you through this exact framework.
12:45I walk you through
12:46step by step on
12:47why it works, why
12:49the traditional ways are not working,
12:50and how to actually implement
12:52this using the actual tools that we use
12:54and how you can put it all into play.
12:56So just go to use instant.com/workshop
13:00and you'll get all the details.
13:01if you got value from this video
13:02please smash that like button
13:03for the YouTube algorithm.
13:04If you have a fellow marketer,
13:06if you have a fellow founder
13:07that would get value from this video,
13:08please share this with them.
13:09Also, I drop an episode
13:10every single Sunday
13:12with actual strategies
13:13and tactics from the trenches
13:14and how to grow your business faster.
13:16So be sure to hit the subscribe button
13:18and that bell icon.
13:19We all get notified
13:20every single time I drop an episode.
13:22Also,
13:22after you grabbed a copy of the workshop
13:25and if you're in that binging mode,
13:27grab a copy of that workshop first.
13:29You'll get on demand access.
13:30You can watch it on your own pace.
13:31You get some additional resources
13:33with that as well,
13:33but also check out this video.
13:35Inside of this video,
13:35I show you how to increase your sales
13:38by 30%
13:39within 30 days
13:40using this demand acquisition framework.
13:42And lastly,
13:44thank you everybody for watching.
13:45I'll see you on the next one.
13:46Take care of everybody.

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