You’re prospects and clients are on LinkedIn, and they’re looking for Trusted Advisors.
If you want to build relationships with them you’ll have to learn a new way of selling. It’s called Social Selling!
One of the first steps in creating a social selling presence, is making sure your LinkedIn profile entices, educates and nurtures your clients and prospects.
In many cases, your professional LinkedIn profile might be your prospects first point of contact with you.
Buyers have changed. They are reading your LinkedIn profile before they return a phone call or set up a meeting.
Knowing and recognizing this fact, is different from acting on it.
Successful social sellers know this and use their profiles to build trust and authority.
To create a client-centric profile you have to think like your ideal client persona.
Why are they on LinkedIn?
What issues are they trying to solve?
What are they trying to learn?
What kinds of discussions are they having?
If you know this kind of information, it’s much easier to build a profile that match their needs, and opens the door for building trust and authority.
Your clients and prospects want to learn from you. They want to learn about why your products and services are something they should consider. They want to know that you understand their needs. They don’t want to be sold!
5 Quick Tips:
1. Create a Headline that speaks to your prospects. What problems do you solve?
2. Use your Summary section to build relatedness and sell you authority and strengths.
3. Use Rich Media videos, presentations, blog posts, or sales & marketing pdfs to education and engage your prospects.
4. Use updates to share stories and articles that are relevant to your prospects.
5. Make a daily practice of connecting with people in your industry, prospects, clients, fellow employees, and other industry professionals.
In a Social Network environment, your prospects want “subject matter experts” not “revenue producing experts”.
