There is a common mistake sales people make when using LinkedIn for business development. In this episode of the Sales Management Minute, learn how to avoid this pitfall.
Sales people often tell me that they want to use LinkedIn for business development…to increase their sales. After hearing that, I immediately pull up their LinkedIn profile with one question in mind. “What message does his profile communicate?”
More often than not, my review of their profile leaves me confused…wondering if this person is looking for a job or prospects. If your intent is to use LinkedIn for business development, the message that your profile screams must be exactly that. If in your profile, you try to leave yourself open for job inquiries as well, consider this…
Why would a prospect want to conduct business with you…when you are looking to be elsewhere?
As you construct your LinkedIn profile, remember that there’s no law that says that everything that you’ve ever done in your life must be presented in it. Only share information that aligns with your business development objectives. When you develop your profile summary, write it with the prospect’s interests in mind and be sure to address how you create value for your clientele.
If a prospect were to read your LinkedIn profile, what message would he derive from it?
See you next time on the Sales Management Minute.
AUTHOR: LEE B. SALZ
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.