1705 – How to Attract Perfect Clients on LinkedIn with Nate Morse from Apex Conversion

0:28Hey there, thoughtful listener. million in revenue. Just head to upmyinfluence.com and watch my free class on how to create endless high-ticket sales appointments. You can even chat with me live and I'll see and reply to your messages. Also, don't forget, the thoughtful entrepreneur is always looking for guests. Go to upmyinfluence.com and click on podcast. We'd love to have you.

0:58with us right now we have the founder of apex conversion system it's nate morse nate you're also found on the web at natemorse.com and of course apexconversionsystem.com nate it's great to have you thanks for having me josh super with the audience oh i'm so sorry what did you say i was saying super happy to be here like i love the episodes and how you do things Well, thank you. And what the audience doesn't know is, shoot, I don't know if my editor has access to what we were talking about earlier. I might want to see if you can tack that on the end. We were having a really great conversation just about the nature of, you know, obviously what you do, you know, lead generation, you know, and what's working today.

1:36But this idea of what we observe leaders doing today, true leaders doing today versus folks that might be dealing or looking at business growth and attraction, sales attraction and so forth in more of a scarcity mindset. And I'm telling you, if you can just learn and do what leaders do, you're going to make life so much easier for you. Agreed. Yeah. Nate, tell me what you do at Apex Conversion Systems. So Apex Conversion, we help coaches, consultants, and agencies flood their inbox with whale clients on LinkedIn. And as a company, we believe that revolutionary industry leaders, and what I mean by that is the people who are coming to the market with an impact.

2:22So they have the value, there's people who can experience it, but it's the stuff in the middle that they're trying to figure out. And so we believe that they deserve to enjoy every client. And what I mean by that is they deserve to enjoy acquiring them. They deserve to have like the perfect client because the clients that they have make a huge impact on what their business becomes and really what the impact that they're trying to create in the world. So what we do is help them find what are their perfect clients and find and guide them so that they can be their clients. And that makes a bigger impact in the world.

2:50So that's our driver in what we do. Yeah. So very tactically, can you explain maybe a little bit more about the mechanism of what that work ends up looking like? Totally. So we work in three phases. The first is a discovery phase. So we work with the business, figure out what drives them, what are their values, who are the perfect people. And then we actually go and create a list of people that fit that, but are also in the market right now. So they're not just demographically the right role, but they're actually in the buyer's journey. So then what we do, once we found those, it was, we actually create messaging, things like outbound campaigns that's rolling out the red carpet to each person so that they can bring in clients that are going through an experience that's more relevant to them than anything else that they're experiencing on the market.

3:36So we do that in capacities of helping them where it's done for you, where they're basically just hopping in when that prospect is ready to talk to them, or we help them implement the same methodologies that we've created and tested into their own business if they want to run internally. Yeah. Why is that so important to do that pre-work first? Well, if you're not talking to the right people, then like the rest doesn't matter. And unfortunately, when I went into the LinkedIn side, I was actually, it was kind of like around COVID where I was like, okay, I'm running this business. I can't like go in person.

4:10Cold calling is taking forever. and so how do I do that? And yeah, if you're not talking to the right people, you don't have the right messaging, the rest doesn't matter. And a lot of people on LinkedIn or any really outreach thing, it seems like that they're just grabbing these big lists and then just saying, hey, it's like the numbers. And so the list is vague, then the messaging is vague. And so nothing really drives relevancy. And I think the relevancy is what drives the urgency. Because even when I cold called and I was doing door knocking, it always had to be something that made them know that I was genuinely interested in them specifically.

4:43And that was like a big key. How do we make that happen without all the work of trying to research each individual person? So if we can do that for you and we can help you get to that point where they're interested and then they want to talk to you and I can put you in that position and that's where you're going to be most effective. Because these people that want to make an impact, like I said earlier, where they have the value and then there's the people that need that value, that stuff in the middle is something that they have to do, but they don't really want to. want to focus on the impact they're making yeah specifically um i think all anyone listening to this knows what bad behavior is on linkedin specifically um how do we not be a pest how do we you know how can we show up in a more generous way how can we cultivate more authentic relationships using a platform like linkedin obviously again the other stuff you have to have that you know um you know, that foundation.

5:38But yeah, so sometimes, you know, when I talk, when I hear people talk about LinkedIn market, I'm like, well, I can tell you what I don't like. Hopefully you don't do that. Yeah. So I think the, I think that's really an intention question. Cause you have one guy who's just going and just going, Hey, this is the right person. And I, I have an offer that they can benefit from here. I'm just going to just start spamming them with it. Right. That would be the approach like that we don't want. Right. That's like walking up to, cause it's, it's just like relationships. That's like walking up to a girl, you know, wherever you're at and you want to talk to her.

6:10And your first thing is like, Hey, like, here's all the reasons that we should get married. That's just not going to work that well. I don't think that works that well in person. But if you're actually able to like ask questions, learn about that person, do your research ahead of time. Cause you have their profile. You can see like what they're engaging in different things. Then you can create something that's like actually for them, because if it's like made for you and you felt like someone took the time and they're taking this approach that really has to do with you, that's something that you want.

6:35It's actually like helping you because everyone's on this buyer's journey and there's different stages in between that people are just not serving. And I found that a long time ago when I was actually, I was working at a car dealership and then I actually got a, I like had a seizure. And so I got epilepsy and things went super crazy. And so I had to actually get a work from home job. So I worked for a online RV company and it's there that I noticed that the online world doesn't really look at the buyer's journey in the same way. If you go look at any classified site, you really can't become a lead until you've narrowed down that you want to work with them.

7:13But who is helping lead through all the different options that are out there and actually helping them through the buyer's journey to make the decision, not just be there for when they make the decision? So I think if you can really understand your avatar and what are the areas that they're underserved, you can make it so that your profile, your messaging, and everything is relevant to that stage that they're in. Does that make sense? Yeah. So who does Apex Conversion work with today? What types of clients? So we work with coaches, consultants, agencies, but we have non-profits. We have a lot of financial advisors.

7:49There's really a lot, but it has to be people that, because we're talking about this buyer's journey. So if you're selling shampoo, that doesn't have that big of a buyer's journey. So it's probably not going to work out that well. But if you have like a high ticket product and it works with, you know, with people and you're the one, just like if you're, you know, if you're a coach or consultant, a lot of it has to do with who you are. So if you can connect with them as an individual, that makes this like they're way more pre-sold once they actually get to you. So you can spark that. Your book, the LinkedIn high ticket handbook, bridge the gap between you and high ticket clients using strategies, frameworks, and even AI.

8:28That was way before ChatGBT came out. Yeah, right, right. I just downloaded it. Share a bit about who should be reading that book and what you would expect the transformation would take place. Yeah, absolutely. So a lot of people know that they should be on LinkedIn. They know that their avatar is on LinkedIn, but they don't really know where to get started. And so that book does a great job at helping, you know, okay, how do we optimize our profile so that if someone finds us or they're looking, at least we aren't like getting looked over because Google LinkedIn actually shows up in SEO. So if they're looking up you or your competitors, even if your profile is crap and someone else is optimized, that can make the difference.

9:08So how do you make it so that your profile is speaking in this way that we're talking about? And then what are some like initial first steps of kind of like perception wise, like how are you going to go and build your audience and then actually start converting them? because you don't need to make a ton of content on LinkedIn. There's actually no feed. So a lot of it is about networking and how do you actually reach out to the right people? And then they'll see your content, right? So they're both in there. Some people just do content, but I think that you need to do both. I think that people thinking everything is just inbound, there's people that sit in the back of the class and are never going to sit in the front.

9:42You know, sometimes you have to reach out to them. How do you leverage, Nate, it looks like one strategy that you may use is leveraging LinkedIn groups. Is that true? And if so, what do you do? Because I can tell you that I don't. I would say I'm pretty poor at that. And there's probably maybe some missed opportunity for me. I don't know. Yeah. Yeah. So LinkedIn has a limit of how many people that you can reach out to in a given week. It's about 100. But the groups, I don't personally have a group because you'd have to maintain all of it. But in the groups, there's actually a good amount, depending on what vertical you're in, There's a good amount of people engaging in there and reaching out to those people.

10:24I think that LinkedIn is promoting that because that doesn't count against the just general reach out limit. So once you've gotten the people that are those whale prospects that you're going after, then that next layer would be looking at, okay, who are people in groups? Because that doesn't count against, that kind of ups your threshold of how much prospecting you can do. Yeah. Nate, for someone that's been listening to our conversation and they're like, okay, well, yes, I know that I need to have more conversations. What is kind of that first discovery call? What questions are you asking or what would you imagine that conversation sounds like?

11:06their first discovery call? Yeah. Yeah. Let's say someone, again, someone's listening to us and they're like, okay, well, Nate's definitely talking about a problem that we know we have right now. I know that we're not using LinkedIn effectively. There's probably some underlying reasons why in addition just to the tactics. But what do you normally talk about in that first conversation? Yeah. So everything, we're huge on things being hyper relevant. So I'm not going to give just like an overall giant speech. It's actually going to be that we're going to research into the market and find what the opportunity is so that we are confident that everything is going to work well.

11:41And then we're going to audit your LinkedIn account on the call. And then actually show you based on what has worked with our clients, the methodologies that we've used, what we see out there, what the best path is forward, and what areas need improvement. And in terms of like size, a company that you work with, Do you appeal to, you know, when you're talking about coaches, consultants, is it something that would be appropriate for someone that's relatively new or usually working with people that, no, you've probably been around a little bit? So there's a stage of new where someone switches from figuring out if they want to be an entrepreneur to committing to being an entrepreneur and like operating systematically.

12:24those people, once they've started to build a team and it's more than just them, that's the perfect time for us to hop in because we can either teach them to do it or we can help them because they've probably been building and getting content, whatever they've been doing and kind of moving this hamster wheel that revolves around them constantly. So we help them add on another piece that doesn't really take up much of their time and their team will really help with that because we'll help them grow. So that's kind of the threshold on the low side. But we have, I mean, we have many clients that we have to sign NDAs for because they're too large because it's only like, you know, one or two other players in their space and they can't know that we use them.

13:00And so they both work really well. We have really great strategies for both. But, yeah, they have to be established. This is something that I think that if you've never sold your product before, this may not be the right move for you. But if you have, then, yeah, this is a great spot to be. Yeah. And in terms of Apex itself, what are your goals over the next year to two years? And obviously, you seem very growth-focused, but I would assume you use some of your own tactics internally. That's how we go. from that, what do you use to grow and where do you anticipate that Apex is going over the next couple of years?

13:41Yeah. So on a higher level, I'll always use Apex to bring in the clients I want, even if I started another company. And I've always liked the growth methodology side of things. So how do you take hypotheses? How do you prioritize them? And how do you have a growth structure? And so the next level for us would be when Apex gets to the right size, then we will enter the mergers and acquisition space because we really like operations. We really like growth methodology. And so at that point, we'll be looking at things to kind of vertically integrate and move from there. And I think that that'll be the growth methodology within the private equity space, I think, will be the end goal.

14:23Yeah. You've got some really good resources. and it looks like maybe some of those or most of those are gonna be at natemorris.com. What things, I guess for someone that's been listening to our conversation, what things have you designed or made available that you'd recommend? Yeah, so the LinkedIn high ticket handbook is on there on natemorris.com slash gift. So that's for free on there. That's great. I would definitely check that out. First, if you're a consultant, there's a consultant worksheet that helps. There's a lot of people that go from corporate to consultants and kind of struggle on that in between figuring it out.

14:56There's the LinkedIn group navigator, which is a guide of how to go through groups, find people and what to say. So you can start bringing on clients and then work with us at a higher capacity. And then there's also a section that says like the LinkedIn leadership newsletter. And so that I send out articles of steps and what to do. You can also find the previous articles. There's an essays button in the navigator up there. Yeah. Or in the header. in the header, yeah. So your website, say that one more time, Nate? I was saying, we continue to add more, so. Yeah, no, I can see, like, I'm actually grabbing, you've got the LinkedIn group navigator.

15:37I definitely want to grab that and get that to my team because it's, again, I think it's potentially a goldmine for us that we haven't been using. We have a couple of clients that use groups very, very effectively. We just haven't talked about what they're doing. Yeah, they're just networking rooms. Yeah. Yeah. That's what LinkedIn is. I think there's a mindset thing with people that they get. They have to realize that LinkedIn is way different than any other social media network. It's already professional. You don't have to, you can be straight up. You don't have to talk about their dog and then transition to it.

16:05You can go a bit more direct. One final question. This is your post. Winston Churchill believed in having two real hobbies outside of work. What's your non-business hobby? All right. So just, just one. So the main one for me is a, is a Brazilian jujitsu. I've been doing it for six years. I'm insanely addicted to it. Yeah. Why do you think, I mean, again, as someone who's, you know, is passionately involved, why do you think hobbies are valuable for business leaders and entrepreneurs? So as a kid, up until I think the beginning of this year, I felt like I was operating in scarcity. And so I basically optimized my whole life to hedge in the output of what would happen if I just went all in on business.

16:51And then I realized over time that that was not the healthiest thing. And it really impacts because what you see is what you get. And so if you're looking through a lens that's kind of off a little bit, you might not see things, you know? And so I think that being more holistic and having things like that and actually being able to detach, I think that makes a world of difference. Yeah. Yeah. Nate, your website, natemorse.com, and then as well, Apex Conversion. M-R-S-E, just in case anyone else wants to go M-O-R-R-I-S. Yeah, Nate, thank you very much. And by the way, to our friend that's listening to our conversation right now, you could go ahead and click on the show notes, a little click on I, more details about this episode.

17:34We've got those direct links, Nate, directly to your websites. And again, natemorse.com and apexconversionsystem.com. Nate, it's been great having you as a guest. Thank you so much for the conversation. Absolutely. Thanks, Josh.

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