Multiple studies tell us 50-70% of the buying process is being conducted online.
People are evaluating you online, and deciding whether they’re going to call you or not, even in the case of referrals.
Have you recently needed a new Doctor?
You go on his website, see his picture, learn where he went to school and maybe a few personal things about him. And, you might, say to yourself, “He’s too young!” Or you might say, “He plays golf, and I’m a golfer. Should be a good fit.”
With so many provider options available to people today, everyone is just looking for a sign that says, this is the right person for me!
Don’t you feel that way when you’re looking for the right doctor? “Pleeeze, let this doctor look like someone I would want to see!”
Likewise, buyers want you to be the right one! They want a trusted advisor that can solve their problems quickly and thoughtfully.
Are you sending the right signals to your ideal buyer on your LinkedIn profile?
How do you send the right signals to your ideal buyer that says “I am the right provider for you!”?
1. Make sure your picture projects an image your buyer wants to see.
A Eg. friendly, smart, confident, efficient. I cannot overstate the importance of your photo.
Remember, our brains process visuals 60,000 times faster than text. Image matters.
2. In the first sentence of your summary, write who you help and how you help them.
Often, and especially on mobile, only the first sentence of your summary is visible. The reader should know immediately whether they fit the description of who you help.
3. Explain in your Summary and Experience sections the business change you’ve already made for your clients.
When people read stories of how you helped clients and the results of that work, they’ll more easily picture how your work might impact their results too. (And more readily contact you for help.)
As a seller, you are a buyer too. Think about what signals you are most likely to pick up on when you’re looking for a provider.
Then make sure you’re sending signs your ideal buyer will know were meant for them.
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 email@example.com, or sign up for our weekly e-news and blog updates by clicking HERE.