You’re never going to sell anything on LinkedIn. You need to get prospects offline first. But, imagine you had to.
Imagine you had to explain your product in writing, overcome objections in writing and demonstrate your understanding of the marketplace, in writing, video, audio and images online.
Your customer is turning to the internet and social networks to conduct initial purchasing research and vet options before deciding who to call and talk to further. So, actually, we’re in a business world, where selling yourself and your product online should already be an integral part of your business development and sales expertise.
Once you’ve got your LinkedIn Profile looking bright and shiny, what else can you do?
Writing a LinkedIn article is the next natural step. By demonstrating you have something interesting to say (that your company didn’t write) and that you can communicate at all is an effective way to differentiate yourself, and ensure you get a call or meeting offline.
What Should I Write?
1. What’s the most most common question your prospects ask you?
Write an article answering that question.
2. What’s the most common objection you get to buying your product or service?
Write an article with reasons countering those objections. (In an educational, non-combative tone.)
3. What’s the latest change impacting buyers in your industry?
Write an article on the best ways to manage that change.
There are many other ideas, but these are three good ones to start.
If you’re insecure about writing, just start. Create an outline, fill it in and then share it with a colleague, spouse or friend for editing and proofing. Even professional writers have editors. You may want to check out Ann Handley’s book, Everybody Writes if you’re struggling.
Celina Guerrero is founder of Los Angeles-based coaching and training company, Social to Sales. We help you transform your expertise into revenue through professional branding, social selling and online influence.
Interested in learning more? Contact Celina at 310-994-8099, email her at firstname.lastname@example.org, or sign up for our weekly e-news and blog updates by clicking HERE.