A number of people log into LinkedIn and do a search for people or business roles. Why is that?
Many people today use the Internet whenever they search for information. Generally, they’ve something in mind, something they really want, a problem or need they have that they want solved or satisfied. Searchers can be divided into two different groups: Pleasure Seekers (looking for gain, profit, pleasure, enlightenment, entertainment, etc.) or Pain Avoiders (looking to avoid illness, sickness, pain, costs, liabilities, problems, etc.).
The searches on LinkedIn will no doubt be made by people who have both negative and positive motivations. This short article takes aim at only the negative side. We will concentrate on “Pain Avoidance” and look at three things, points or mistakes you should work hardest to avoid.
The rational for avoiding these three common “mistakes” is that in doing so it will; help you in building your social media profile, building your online reputation and successfully connecting with others, ultimately helping to grow your business.
Why should I care and what is the big deal? Do this as a test. Take a few minutes to read through some of the connections you may already have, or just do a job title search and look at the profiles of the people that come out on top and compare it to some towards the bottom of the search. You should know when you review many profiles you will commonly observe many of these mistakes, however when you come upon a profile that has been done well and is minus these mistakes, you will take notice.
So what’s to avoid here? And just how is it that we avoid it?
When you know you have to invest the time required to build or revamp your profile as well as any missed business opportunities that may occur if your profile doesn’t connect with people, then clearly you’ll want to take the time to build and follow a strategy which will provide you a solid basis for all you do, not only on LinkedIn, but also on the other social media channels you decide to participate in.
So, with that background and analysis, here are the 3 points you really need to carefully avoid:
To start with, not having developed and put in writing a solid social media strategy. The reasoning behind that is the strategy will create a framework for not only your profile, but also and more importantly, determining your target audience. You need to start with WHO you want to connect to, and then build your message and profile around this. Think about WHO your best or your perfect client would be, then create the WHAT – always looking at it from their viewpoint.
Just how much avoidance do you need in skipping this key step? In my opinion, going into social media without a strategy is really wasting your time. That’s truly how important I believe this item is. I believe it would be like piling the family in the car for vacation without ever making a single plan – not knowing where you were heading, what to bring, or even do I have enough money. Maybe the free spirit in the family would be happy, maybe it would work out, but I believe there is a greater chance that most won’t be too happy with the overall results of the trip.
Second, not putting your clients or potential client’s needs first in all you do in social media. Why? If you don’t do this, then you’re really just always selling and not being social. Being social, building your reputation and trust was the idea here, wasn’t it?
Just how can we know if we’re actually doing this? Are you having active “conversations” with others using discussion within Groups? Are the questions you’re posting getting comments and interaction? And finally, I believe that when having interactions with people using LinkedIn, you will get to the point when additional interaction, typically offline from LinkedIn and one-on-one is requested.
Third and last, but not necessarily least, placing your title and company name in the headline box. It is because this is what will show up in searches, when you’re in discussion rooms, when you are showcased in email updates, and so forth. You need to place your value/solution, another value/solution or offer, something to support your credibility and trust, and then maybe your title. This will enhance your opportunity to show up highly during searches by others.
O.K. just how could we tell if this is being avoided sufficiently? Do a few searches as if you’re a customer (or have a coworker do it for you) and see if you come up on page one. If not, then you may not have the correct keywords, or other searchable information inserted in the headline box.
Avoid these three things and you’ll have largely eliminated the negatives. This can go a long way in helping you solve, remove or avoid the issues that caused you to look for more success in using LinkedIn or even doubt that LinkedIn could help you.
What do you think? Do you have different items to avoid with LinkedIn that you feel are more important than those listed here? I’d love to hear from you and get your feedback.
Learn the best way to enhance usage and success for LinkedIn by going to this sales tips and social media tips web site at www.sellingres.com.
Good Selling!
Larry Scott
Revenue Enhancement Strategies
Are you in sales? Looking to hone your skills or keep up with the latest sales news? Check out our Sales Social Media Hub at www.sellingres.com.
our Business, the Givers Gain BNI Chapter in Greensburg PA, provided me some feedback. Within the first week following the presentation two of the members used the Get a Response from Non-responders technique on three prospects. They told me that much to their surprise (not mine), they received a quick response from all three prospects. One prospect told them they wouldn’t be proceeding yet, but the other two gave positive responses and are moving forward. They even reported that one of those two prospects had a sense of urgency following the message.
