A common objection you will hit earl on when selling to potential clients is that they want to know who you are. This is entirely understandable, and they are really asking… ‘why should I trust and listen to you’.

 

Most people will make a mistake here of trying to sell themselves to the potential client which shows neediness and raises the resistance of the potential client. Not what we want.

 

Why a LinkedIn Profile?

As someone with a powerful service that is life-changing for businesses and has a world of opportunity with clients, you should not be pandering, justifying, and over-selling to a client.

 

It’s essential to give the impression that you have options and talent so the potential client begins to understand your value, and opens up to what you have to say and offer.

 

So how do you address the ‘who are you’ question without overselling or looking needy? You simply send them a link to your LinkedIn profile and continue with qualifying the client.

 

For example… ‘You can find out about me on my LinkedIn profile.[LINK]

 

*Example LinkedIn profile templates are included in the second section of this document. Your gut feeling might be telling you that the first thing you need is a website which is full of information about what you do and the services you offer…

 

BUT A WEBSITE IS NOT WHERE YOU SHOULD START, AND HERE’S WHY:

 

Websites Can Be Too Sales!

A website can give the salesy impression and be somewhat pushy. It immediately sets the frame that you are selling and gives away too much information removing all curiosity.

 

This has the possibility to change the direction of the conversation away from qualifying and make you work extra on setting it back on track.

 

During the sales process, you would want to set the frame of the conversation between you and your potential client in a qualifying manner. This means you are trying to decide if you are a good fit for each-other to enter into a B2B venture.

 

A LinkedIn Profile is simply a brief and overall description of your work and is eliminating the salesy impression which helps you to have a more free-flowing conversation. Do not chase a sale to begin with, you are a busy person who qualifies their potential clients.

 

LinkedIn is The Safest Way to Say Who You Are

During the qualifying process and often before the interview begins a common question that comes up is “who are you” which can make you start qualifying yourself to your potential client which is NOT what you would like to do. It is the exact opposite of what you should be doing.

 

A LinkedIn Profile will allow you to explain your specialty and your work in a very brief and widely recognizable structure that is appealing and easy to read for the potential client.

 

A website, however, will just come across salesy and remove intrigue and curiosity. They will make a quick conclusion as to whether they want your service, and then move on.

 

A website is fine to have for positioning, but it’s not where you want to draw the client’s attention initially unless you are very experienced in the sales process and your website is very well written and optimized. Ultimately, a website creates a lot of opportunities to mess up the sale.

 

For people starting out they succeed a lot quicker when they leave the website for later.

 

Invested Time vs Income

It is common sense to think about how much time you invest into your work and to determine if it is paying off in the end. You have to think about working toward moving the cash needle so it starts to point upwards from zero and to do that in a most efficient & quickest way possible!

 

The effort and time needed to build a website is simply not worth it when you are starting out, especially when you have a much easier approach that will bring more results to you.

 

This can be done with a well-structured LinkedIn profile. A LinkedIn profile can be done in minutes, while a web-site development can take weeks, even months sometimes. And we all have a tendency to over-scrutinize, tweak the design and optimize a website.

 

It’s about getting started QUICKLY and not getting things perfect before starting. A common objection we hear about needing a website is that it gives you authority and helps close the sale, however, a LinkedIn Profile gives you 80% of that in a tiny fraction of the time.

 

A LinkedIn Profile is all you need to get you started.

 

Focus On the Sales Process

Having a website makes it very tempting for you to just give clients the link, especially when they insist on ‘just sending the information’. If you don’t have a website, however, it forces you to work through the sales process which is way more effective.

 

Ultimately having a website makes you lazy and skip the sales process, resulting in less sales.

 

 

A LinkedIn Profile To Get You Clients

 

1. Recognize the Type of Your Niche

There are 2 main different types of niches which you have to be able to recognize as they will carry different text along with them inside the description of your LinkedIn Profile.

 

This is mainly because of the different interests of your clients. The different types are either more Professional (ex: Medical Aesthetics, Dentists, Law Offices etc.) or more Hands-On/Blue Collar (ex: Plumber, Electrician, Builder etc.)

 

Here is the common reasoning as to why this is:

-An Electrician business would not be really interested into being a part of the media, but rather only in their reputation and getting more jobs; therefore, your LinkedIn profile description should be adjusted accordingly to meet their interests. Whereas:

 

-A Medical Office, would gladly be a part of the media.

 

2. Be Specific and Specialized in Your Service and Your Niche

Don’t offer multiple services, rather create a specialized profile where you offer 1 service and to certain type of businesses, and do this in one niche.

 

Offering multiple services can be confusing to a client so they don’t make a decision, and can also attract clients who want to micro manage you.

 

This is not what you want, instead you want to specialize and have multiple low maintenance clients so you can grow faster.

 

And by targeting a specific niche you sound like the expert for your niche and stand out against your competition that is general. This is covered in our training on picking niches…

 

3. Add Connections From Your Niche

Add as many connections as you can from within your niche market, and then you can reach out to them to sell them services, and many will just contact you outright.

 

So if you are selling to plumbers, then start adding plumbers as friends on LinkedIn.

 

4. Don’t mention SEO

Mentioning SEO is usually linked to a negative context for most local businesses. They have been let down and sold to heavily by SEOs in confusing ways, and generally don’t trust SEOs.

 

It also encourages technical theory conversations with potential clients which slows down the sales process. It is an easy choice of words you should have instead, try “I help businesses grow using my connections in the media” or ‘I get plumbers new jobs’ and it will be infinitely more effective.

 

5. Only Sell Gently

It is important that you are not writing your profile with salesy content. Being salesy raises resistance and can look desperate. Your LinkedIn profile should consist of useful, professional and specific information describing your work and the benefits you bring, and invite people only to see if they qualify.

 

6. Create (& Promote) Valuable Content

It turns out that producing content is the most effective strategy to attract new customers. Yes, you should focus on making and promoting content that people will want to share on LinkedIn.

 

A video demonstrating your company’s approach or a blog article detailing your agency’s prior successes with clients are two examples.

 

To attract new customers, you need to show them a new side of your business with informative and engaging content. Sharing relevant case studies on LinkedIn is highly recommended.

 

If you want people to see your article when they do a search for a certain set of skills in a particular sector or location, you need to make sure it has the correct titles and terms.

 

7. Join LinkedIn Groups

Joining relevant groups on LinkedIn, a site where professionals gather to network and exchange information, is a great way to expose your brand to potential customers.

 

Getting involved in such groups is a fantastic method of introducing yourself and your business to potential customers. It’s crucial to add value to your LinkedIn postings by commenting on the posts of others and asking questions about relevant subjects in your field.

 

Again, if someone is impressed by what you have to say, they will likely forward your message to their friends.

 

 

 

 

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