Did you know that you may be missing out on LinkedIn opportunities without realizing it?
If you are on LinkedIn, it is because you want to achieve something: more clients, a new job, a better job, partners for your idea, more business volume, learn something, ...
Whatever the reason for your presence on LinkedIn, I invite you to avoid these situations like a mad dog when sharing content, commenting on third-party posts, or in your own updates.
You will notice the difference! and ... you will feel better.
Among others, I think these are the 3 unknown reasons why you MISS opportunities on LinkedIn:
1. YOU LOSE OPPORTUNITIES IN LINKEDIN BECAUSE… YOU CRITICIZE AND RIDICULE YOUR POTENTIAL CUSTOMER and/or COMPETITION.
It is incredible how many times I read and hears managers, salespeople, or professionals criticize their potential clients saying phrases like:
- "People have no idea ..."
- "With how easy solution X would be ... for this problem you have"
- "I don't understand why my client doesn't buy X if it is the perfect solution to their problem ..."
- "Then they complain that X happens to them ..."
- "They are not able to understand my product X: ..."
- "I don't understand how they don't see the need to…."
- "They actually go from solving their problems ..."
And this list of excuses that I hear is endless when IN REALITY the reasons why these people do not sell to their potential clients is because of the WAY in which they are communicating with them. With this recent example, you will see how opportunities are lost on LinkedIn:
I once published a post on LinkedIn in which that one of my products had been plagiarized. The issue was solved, but I wanted to convey the anger I felt and the importance of reviewing where you buy a digital product from.
The post reached almost 100,000 visits, 350 likes, and more than 100 comments. An opportunity for patent companies, intellectual property registries, or someone who helps entrepreneurs to protect their works/products/services to prove their worth and help in the market. To position itself as a reference and an expert on the subject.
My surprise came when I read a row as a comment in my post in which he complained about how Spanish businessmen do not take intellectual property into account, he complained that then we collapse the courts because we do not have training in the subject, he compares us With other more advanced countries that do things better, he expressed that it is a matter of common sense (that is, we do not have it) and that this is the punishment for our malpractice. We do not know how to plan. Finally, he says that let's see what we are going to complain about then ...
Well, after reading such a row, I wonder: what was this person trying to write this comment? Win clients? o, Unburden yourself?
What do you think?
I think he got the latter, but not the former. Missed a great opportunity to get clients. I'm not saying this person wasn't right, that he probably was. But being right does not make you communicate better with your client or understand him better, nor does it generate empathy with him ♥.
In the same post, another professional responsible for another patent company answered questions, recommended actions, and even sent me a private message in case I needed more help…. This last person was sowing good seed, he was adding value, he was giving away his time informing readers of the thread.
Don't get me wrong: I've been there too. I have also thought: “How is it possible that this or another company does not see the good of my service?… Until I changed my question to: How could I BETTER communicate what I do so that this company WANTS my help?
Do you see yourself reflected with what I have? I myself have previously fallen into this trap of thinking that the rest of the world is the one who does not "understand" my service or offer when in reality it is that I WAS NOT COMMUNICATING IT IN THE RIGHT WAY or to the right audience.
If you criticize your competition, indirectly you are also criticizing all the people who buy from that “competition of yours”. It is better to demonstrate the value of your work with facts or examples than to try to make the other person look bad to position yourself as the best option and thus gain “unfair” opportunities on LinkedIn.
2. YOU LOSE OPPORTUNITIES IN LINKEDIN BECAUSE… YOU ARE SEEN BY YOUR POTENTIAL CUSTOMER AS “ANOTHER SELLER”.
Have you ever stopped to think about how your potential client sees you? What is it that differentiates you from the rest of the "salespeople" out there? From other "job applicants"?
Perhaps you are still using the old sales model, the one that 99% of salespeople have taught us.
Keep in mind that your potential buyer lives in a time when they are connected to hundreds of channels, constantly receive advertising impacts,
24 hours a day 365 days a week from your mobile, email, social networks ... Are you one of them?
Your client has the ability to know everything about your product or service, at the click of a button. You can compare prices, compare features.
If your sales technique is to tell your customer that they must buy your product, you are using the old sales method.
What is the solution? I tell you in point number 3 ...
3. YOU HAVE BECOME A "SELLER OF SOMETHING" INSTEAD OF A "TROUBLESHOOTER".
We must change the chip and try to help that potential customer, create a RELATIONSHIP with that customer. That he sees us as an expert or specialist in a subject. As someone who can be of help. Offer value. Nowadays it is easier than ever to do it thanks to the internet, social networks, and the use of technology.
It is not easy because we have been taught the opposite. We have been told that if you call 100 people and get a sale if you call 200 you will get 2 sales. We have been told that we have to make our presentation passionately and tell about all the wonderful features of our product. We have been taught to ask vague questions like "What do you need?" or "If I can help you with something ..." and then talk only about what interests us. They have taught us to combat objections (logical when we act like this) with a thousand and one tricks. They have taught us to close sales and pursue that closure … to infinity.
These techniques were good and they worked… .a a few years ago.
Before the seller had information that could NOT be found at the click of a button , so these presentation techniques were more necessary. Now we don't need someone to tell us what the product is like but to help us solve our problems. A good salesperson is one who knows what those problems are . THIS is how you earn opportunities on LinkedIn.
As it does? There is only one way: that the potential client "opens up" to you. And this is only created when there is trust when there is a connection when there is a relationship.
BUT, how to build trust on LinkedIn? it is actually a sum of many actions. Some of them that can help you:
- Target your LinkedIn profile to your ideal client.
- Speak in terms that your client can understand (and make sure they are), forget about the technicalities of your profession if your client does not understand them.
- Write one by one to your network . Ask them about something specific, send them relevant information for them. Comment on their LinkedIn updates, thank them when they go through your profile or tag your contacts when you go to talk about them.
- Create a free course on a specific topic that is related to your services or products and that helps your client.
- Have a place on the web (your website, your social networks, your company, and your professional profile on LinkedIn ) where you say who you are, what you have done so far, and why you do what you do right now.
- Include your photo on your LinkedIn profile, write, videotape, and upload it.
- Show what your office is like, tell how you work with your clients. How about an update on LinkedIn?
- Blog or blog on LinkedIn .
- Share useful content, share useful content, share useful content… for nothing.
- Create an email marketing system that allows you to talk to your potential clients or talk to them through the LinkedIn messaging system.
- HUMANIZE YOUR COMPANY. Spend more time on your professional profile and talking to people than on your "company" profile to try to sell. Spend time or staff or money to care for your customer. Talk about your values, your vision, and your successes, but also about your fears, failures, or challenges. About the way, you build something, about the process.
- Make your profile more engaging and unique, different from others, use fancy font generator to get LinkedIn custom fonts.
Today's marketing should help you create that relationship between your company and your potential client. For me, that is the meaning of marketing today. It is not concrete action. It is a set of actions that start from a strategy to achieve a goal.
Remember the following process:
The most important thing is to HELP YOUR CUSTOMER.
[STEP 1] To do this, you must know what their problem is.
[STEP 2] In order for me to tell you what their problem is (really), your client must open up to you in a safe environment.
[STEP 3] For that, you must build trust.
[STEP 4] To build trust, you must humanize your brand.
[STEP 5] Once that trust is earned, your client will tell you about their problem.
When you know their problem, you can communicate in a clear way. You can convey how you help, how you help, what you have for that person of value. And then the magic will happen:
→ You will start receiving valuable invitations to connect on LinkedIn and they will accept you when you send them.
→ You will begin to gain the attention of your contacts, their time and interest. Which is the seed of everything else.
→ You will start receiving messages asking for your services or products.
→ Companies will want to hire you.
→ You can choose to work with the clients you are most comfortable with.
→ You will work with a sense. ♥
Soon I will launch LINKEDIN IN THE OFFICE, a free weekly newsletter that will teach you how to use LinkedIn strategically and transform strangers into customers.
Join the more than 4,000 entrepreneurs that we are already inside. I'll wait for you!