Write Your LinkedIn Profile for Your Next Customer, Not Your Next Boss
59% of SMB business owners and decision-makers conduct online research about the salesperson that calls on them before taking a meeting, according to SalesFuel’s Selling to SMB study in 2019. 27% of them will check your LinkedIn profile.
What will they find there? A mundane listing of tasks and responsibilities? Or will they find proof of your experience – not just in years, but as a sense-maker and a problem solver?
As I outline in my book, SalesCred, what the internet says about you is the foundation of your credibility in the eyes of the prospect. It’s how they see you before they see you. And you can never hope to earn “trusted advisor” status without a high degree of sales credibility.
Think Like Your Buyer When You Write Your LinkedIn Profile
Instead of posting just another online resume, update your LinkedIn profile with the buyer’s eyes in mind.
- The types of businesses that you’ve created solutions for. If you’re allowed to use names, even better!
- How you solve problems for your clientele.
- Case studies of how you’ve helped create positive business outcomes.
- Testimonials and recommendations from past and current accounts.
- Any/all certifications and education that relates to the target buyer’s business category.
- Original articles and video content that prove your knowledge of your high value prospect’s industry.
- Memberships in trade associations and relevant LinkedIn groups that show you are actively involved.
- 1 in 7 buyers is also influenced by the awards you have won, so include these as well.
Highly accountable people want to do business with highly accountable people.
When you focus your LinkedIn profile what your next customer thinks, you’ll likely have less worry about using it to find your next job.