I wrote a post about social selling on LinkedIn the other day offering my thoughts on what it is and more importantly, what it isn’t. If you haven’t read that post you might want to read that first and come back because this post is a continuation of that series and is probably the most important change you need to make if you want to begin effectively using LinkedIn as a sales tool.
The very first change you need to make when you get serious about using LinkedIn as a sales tool is the way you think about your LinkedIn profile itself!
Using LinkedIn as a Sales Tool Not a Resume
Linkedin is not an online resume. Stop thinking about LinkedIn as your resume! Linkedin is your own branded website. It is the genesis of all of your social selling efforts and the most powerful tool in your social selling arsenal!
I want you to completely erase your perception of LinkedIn as an online resume. I’m asking you to think about the value that LinkedIn can offer you in regards to building your brand, your funnel, and your bottom-line. I’m asking you to see yourself as a micro brand, as a business entity, as an online thought leader, that’s where using LinkedIn as a sales tool begins.
Put Prospects First When Using LinkedIn as a Sales Tool
What do I mean by that? I mean Instead of viewing LinkedIn as a resume platform, think of LinkedIn as a sales tool. Think of your target audience, not as recruiters but prospects.
Prospects don’t care that you crushed your quota, that you beat your plan by 20% this year, or that you excel at cold calling and lead generation. Leads and prospects don’t care because they’re asking themselves, “what’s in it for me”?
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Now that your target audience is no longer a recruiter. Start thinking about your main audience as prospects and understand that your Linkedin profile needs to represent that. The information on your profile needs to reflect their interests. The content that you post to your feed needs to speak to their interests.
Mirror Your Prospects When Using LinkedIn as a Sales Tool
Using LinkedIn as a sales tool is most effective when you understand that potential leads and prospects want and expect to feel that they’re looking in the mirror when they visit your profile and see your updates in their feed.
When prospects are viewing your LinkedIn profile they need to feel like you understand their wants and needs. They need to feel that you have the answers and solutions to their problems. When prospects view your LinkedIn profile, they need to identify with you, because people buy from people they like, and people like people just like themselves. That is key to developing the trust factor you need to successfully use LinkedIn as a selling tool!
Changing the way you think about your LinkedIn profile is the first and most important step in using LinkedIn as a sales tool! Watch for upcoming posts where I’ll outline more steps you should take to optimize your Linkedin profile and the specific actions you should be taking on a daily basis to implement a solid social selling strategy and really start using LinkedIn as a sales tool effectively!
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