Digital communication has become a vital tool in the sales toolbox. Your customers still want to engage you and understand the value you deliver but it must be at their convenience.
Those who fall behind in using e-mails, social media and other internet-based tools effectively face the danger of losing touch with their customers. One of the most important Social Selling tools available to you is LinkedIn. In this article I will guide you on creating a profile that attracts potential customers to you.
In a 2005 report called: The death of a (B2B Salesman), Forrester delivered a clear warning that customers are relying more and more on the internet to do their research in support of buying decisions. The attraction to them is easy and immediate access to information. This is enabled through search engines and social media.
LinkedIn is the perfect tool for this level of research. Your personal and company profile ranks high on any search engine and properly written can provide readers with links to information they need to help them solve their challenges.
Choose your profile photo wisely
Your photo, for any social network, needs to be high quality and high resolution, so your eyes can be the focal point of the photo. Within seconds, buyers will skim their emails and social messages, and look at related social profile photos. Within seconds, their subconscious minds will determine if you’re trustworthy or not. Focus on the eyes and smile.
Your headline needs to explain how you can help them
It is not a place to repeat your job title at the top of your profile. Your buyer doesn’t care that you’re an account manager, sales executive, or customer success specialist.
Your headline needs to describe:
- What you do
- How you do it
- Why you help better than others
It is also important to end with your company name to avoid confusion. As an example, here is the headline on my Tim Keys profile:
Find new customers, close more sales | Results-based Sales training and coaching | Sales Institute
Use the Summary to explain the value you offer
Start with a value statement: What problems do you solve and for whom? (Remember to keep it short and simple.
Provide examples of companies who you have helped. People want to know how you’ve solved problems for companies just like theirs.
Outline a clear call to action – make it easy for people to reach you.
Here is an example from my LinkedIn profile:
We help sales professionals achieve outstanding results through practical training, coaching, and supporting tools and resources.
- New Business Developers: Engage and win over new customers
- Inside Sales: Sell effectively using the phone and the internet (including e-mails)
- Account Managers: Grow sales with existing customers and close more opportunities
- Sales Managers: Improve the effectiveness and performance of your salespeople
We work with organisations of all sizes:
Microsoft | UCT Graduate School of Business | Dimension Data | Oracle | Standard Bank | Sanlam | Woolworths Financial Services | First National Bank | Ecowize | Silicon Overdrive | The Taj | CapeGrace
Email | email@example.com
Phone | +27 (0)73 226 6527
Your LinkedIn profile can act as your personal website, and keywords embedded into your profile can add value to your SEO. Those keywords at the bottom of your summary act like tags that describe features, functions, benefits, strategies, and industries you serve.
Sales Training | Sales Training in Cape Town| Sales Training in Johannesburg | New Business Development | Prospecting | Professional Selling | Relationship Selling | Sales Coaching | Key Account Management Training | Sales Management Training | Writing skills | Presentation Skills | Introduction to Sales | Advanced Sales Training | Selling for start-ups| Sales Training Online
If you would like feedback on your profile or would like more information on our Social Selling and Write to Sell workshops, you know how to find me.