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Yesterday a colleague of mine said to me “This guy is making a bucket load of money. I don’t feel so bad about my profile now if you say his is bad!”, raising the question – can you really get away with a bad LinkedIn profile? Here’s the breakdown of it.
When we do sales right, we take the time with our prospect to understand their pain and diagnose the situation to make the right recommendation – to work with us or not.
The conversation (sales appointment) is usually offered for free. However, just because no money is exchanged, doesn’t mean it is free for our prospect.
Beyond investing their time in the call, they also have to be open to sharing their confidential information and being vulnerable with us.
And that is not free. In fact, it’s the most expensive part of the exchange.