#270 Matt Lakajev - How to Instantly Drive More Sales (Sell-by-Chat Framework)
Feb 20, 2025
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Matt Lakajev, a top-ranked lead generation expert in Australia, dives into the untapped potential of LinkedIn for sales. He reveals his Sell-by-Chat strategy, emphasizing how personal connections can drive revenue without needing extensive content. The discussion also touches on building trust, overcoming fear in sales, and the importance of a compelling LinkedIn profile. Through personal anecdotes, Matt explains how a mindset shift can lead to significant success and why many content creators struggle to monetize their efforts.
Only 3% of potential customers are ready to buy, emphasizing the importance of long-term lead generation strategies for businesses.
Building trust by providing value before pitching is crucial, as most prospects aren't ready to buy immediately.
Offering free resources can attract clients and foster trust, effectively turning leads into paying customers over time.
A professional online presence enhances trust and authority, making it essential for businesses to craft a compelling digital persona.
Deep dives
Understanding Market Readiness
Only 3% of potential customers are currently ready to make a purchase, while the remaining 97% will eventually be ready. This highlights the need for businesses to adopt long-term strategies rather than seeking immediate sales. Many small business owners experience desperation due to insufficient leads, leading to price reductions and negative employee treatment. By prioritizing lead generation, businesses can alleviate many other operational challenges.
Value Before Selling
Building trust with potential clients is crucial, especially since most people aren't ready to buy immediately. Pitching in the first message often alienates the majority of prospects who might be interested later. Instead, reaching out to provide value without a sales pitch fosters better relationships. This approach to networking can significantly increase the number of leads compared to traditional sales tactics.
Leveraging Offers and Free Resources
Providing free resources or courses can attract a larger audience and create a conversion mechanism into paid programs. By offering valuable educational content, businesses not only build trust but can also gather valuable insights about potential clients. For instance, a free five-day email course on LinkedIn selling has successfully attracted thousands of participants. This strategy demonstrates the effectiveness of offering genuine value before transitioning to a paid model.
The Psychological Pull of Reciprocity
The principle of reciprocity plays a significant role in converting free offers to paid ones; when individuals receive something valuable, they often feel compelled to give back. This can manifest as referrals or positive endorsements, even if they don't make a purchase themselves. By establishing a framework where value is shared first, businesses can enhance their reputation and attract future customers capable of paying for additional services. This understanding of human psychology is vital for sales success.
The Importance of Personal Branding
First impressions matter; a professional appearance and well-curated online presence significantly influence potential clients' perceptions. Many potential clients are deterred by unprofessional profiles or inadequate branding, which can adversely affect trust. Investing time in refining one’s online persona through quality images, clear messaging, and solid branding can lead to increased opportunities. Positioning oneself as an authority in a niche through effective branding can create a distinct competitive advantage.
Mental Models and Positioning
Positioning is fundamentally about clarity and specificity; being clear about who you serve and how you help them can lead to a more effective business strategy. Instead of trying to cater to everyone, focusing on a specific niche allows for deeper connections and greater trust. Understanding competitors in the field can also inform how to position oneself better in the market. Narrowing focus typically leads to increased credibility and easier marketing outreach.
The Relative Value of Content and Prospecting
While content creation is vital, potential clients won't engage with content that doesn’t resonate with them directly. Prospecting through direct communication often yields better results than solely relying on content to attract leads. Tailoring outreach messages to specific interests and needs can create more meaningful connections than blanket content strategies. Just as effective as creating engaging content is ensuring that the right people see and interact with it.
Continuous Learning and Adaptation
The business landscape is constantly changing, and entrepreneurs must adapt by embracing new tools and techniques that enhance their service offerings. Learning from mentors and other successful business owners can provide insights into strategies that work. Furthermore, leveraging technology and intelligent systems can streamline operations, allowing business owners to focus on high-impact activities rather than administrative tasks. Continuous improvement and innovation are essential for sustained growth and success.
Even if you’re posting every single day, you’re still letting leads slip through.
You’re doing the hard stuff: - Scripting content - Finding funky hooks - Posting consistently
But something’s off.
You’re not turning leads into customers.
That’s where Matt Lakajev’s Sell-by-Chat strategy comes in.
Matt has booked thousands of meetings and closed millions in revenue—through DMs alone.
The crazy part? You don’t even need content to get started.
If your Stripe account looks dead and you’re tired of chasing leads, this 90-minute episode with Matt will change how you think about sales forever.
We recorded this live in Bali, and it’s filled with everything you need to know about sales, psychology, and turning conversations into cash.
And if you get value from it, drop a comment below!
(00:00) Preview and Intro (00:32) Why People Struggle with Sales (01:51) LinkedIn Lead Generation Strategy (03:35) How to Build Trust and Convert Clients (07:59) The $3.5M Business Model Breakdown (10:22) The Competitive Advantage in Sales (14:36) The Right Way to Start LinkedIn Conversations (20:28) Why Most Content Creators Don’t Make Money (22:55) How Matt Lost $180K Before Finding the Right Business Model (26:14) The Power of Brand vs. Cold Outreach (29:53) Overcoming Fear and Rejection in Sales (32:52) Mindset Shift For Success (39:45) Need-Based vs Curiosity-Based Growth (42:18) Why Most People Stay Stuck in Mediocrity (47:49) Sales as the Ultimate Survival Skill (53:08) The Fastest Way to Validate a Business Idea (55:05) The Truth About LinkedIn Growth & Lead Generation (01:02:24) Using LinkedIn for High-Quality Leads (01:08:37) The Rise of LinkedIn Entrepreneurs (01:12:37) How Licensing & Education Models Scale Faster (01:14:40) Why Hiring a Sales Team is the Ultimate Growth Hack (01:15:22) The Secret Behind High-Ticket Coaching Success (01:22:13) How to Use a Podcast to Build an Online Business (01:26:00) The Mistake of Choosing Random Niches (01:29:31) How to Automate and Scale a Podcast Business (01:35:02) How to Test Niches and Pick the Best One (01:42:08) How to Use AI to Improve Productivity (01:47:03) How AI Can Optimize Sales Conversations (01:50:57) Why AI Won’t Replace Human Creativity
