You never get a second chance to make a first impression. And in today's digital world, that first impression isn't likely to be the first meeting or the first call. That first impression is made the moment your prospect types your name into Google or LinkedIn or Twitter or any other social media platform. For anyone in sales, having a LinkedIn profile that is optimised and written with the customer in mind is a must-do.
Too often, I see sales reps with either blank or generic LinkedIn profiles. I can tell from their job title that they're in sales, but that's about it. This might be because they don't know how or where to start on their profile, sometimes it's because the sales rep doesn't buy-in to social selling. Whatever the reason, ignoring your LinkedIn profile is no longer an option.
With an optimised LinkedIn profile, you have the chance to pull your ideal customer to you and nurture your prospects further along the funnel. 75% of B2B buyers use social media to support purchase decisions, so why not use your social profile proactively?
An optimised profile is only half the story. Add in regular and helpful content sharing and you're winning. A whopping 92% of B2B buyers are willing to engage with a sales professional who has established themselves as an industry thought leader according to research from LinkedIn.
While most of us are a long way away from achieving thought leader status, all of us can have an optimised LinkedIn profile and a strong content strategy.
There’s a good chance that when you first engage with a new prospect, they’ll take a peek at your LinkedIn profile and activities to learn more about you. What do they convey? Think of this as your opportunity to make a first impression before the first impression.