Think about this for a moment... I bet all of us have encountered the broken storefront window. Just for a second or two doesn't this affect our thought process? What happened? Who did this? When will this get fixed?
Track with me... As a sales rep when your LinkedIn profile offers no clear path for visitors (your prospects or clients), that's the exact impression you give about you and your ability to help their business. You're affecting their thought process.
With nearly every business transaction in the United States today starting out as an online search or visit to a website, how much business are you potentially missing out on because your LinkedIn profile has a broken window? When referring to “nearly every transaction,” that’s because "89% of B2B transactions begin online", according to Google research.
Look at your LinkedIn profile... Pretend you’re a potential client...
- Are you presenting yourself as a helpful expert?
- Are you capturing your target audience with value centric messaging?
- Are you clearly explaining your services?
- Are you providing educational content?
- Are you explaining why someone should meet with you?
- Does your story resonate with your prospects?
- Are you leaving your prospect with a feeling they know, like and trust you?
- Is there an easy way for them to contact you?
Is your LinkedIn profile about you or is it about helping your customers and prospects? Are you conveying how you help or are you just telling them what you sell?
If your LinkedIn profile is designed for YOU incorporated, you’re doing it wrong.
Now, go ahead and take a look at your LinkedIn profile keeping those questions in mind and ask yourself...
Would I buy from me based on what I currently see on my LinkedIn profile?
If the answer is NO, then I urge you to ask yourself, “What am I doing to do to repair the cracks within my LinkedIn profile?"
As sales professionals we constantly have to be practicing, improving; becoming sales masters. Look at all the adjustments and levels of practice professional athletes go through. Whether it is baseball, basketball or football; today’s athletes must practice to perfect their craft or fear being replaced and or traded.
Learn how to crush sales quotas by modifying your current sales style to take advantage of the latest social selling trends
All of this reminds me of my first podcast I did last year The Funnel – A sales and marketing podcast with my dear friends Lindsay Kelley of Prospect Builder and John Shea of The Alignment Group, I share how I leveraged my story in a digital format through LinkedIn to sell over $650,000 in net new sales revenue in 2014! This was 50% of my sales revenue for 2014. You can listen by clicking here
Just remember: If your LinkedIn profile doesn’t pass the online sniff test by your prospects and further more enhance the value you bring to your current clients... it’s a failure.
Repair The Cracks and Grow Your Relationships
This is a great time to be in sales. There are countless methods available to you as a sales professional to help nurture and build relationships with your clients and prospects. Let's face it, the relationships you start and build upon may just start online. Therefore, think about the first impression you portray... Is your potential prospect looking into your business window through shattered glass or a clear tempered window?
Repairing the cracks... A clear tempered LinkedIn window
- Amplifies your reach out into the business community
- Demonstrates and establish your level of expertise
- Allows you to be found - Attraction - Visibility - Value
- Allows you to nurture new and existing business relationships
A special shout out to Bryant Duhon, the Content Strategist for Prospect Builder for the inspiration behind this post.
If you enjoyed please share your comments. Look forward to connecting and starting a conversation.
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In 2016, Larry was recognized by ENX Magazine, "The Difference Maker" as someone who is making a difference inside the copier channel. Larry is passionate about helping sales reps succeed in creating their online brand image
I appreciate getting the opportunity to share my LinkedIn stories. Integrating the use of LinkedIn was my “game-changer” in the highly competitive copier world. With great pride I transform and coach copier sales professionals to grow net new business by helping them tell their story and communicate on LinkedIn. My commitment is to help independent office technology dealers thrive in a changing marketplace. You can follow me on LinkedIn, Twitter, as well as at the Social Sales Academy
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