The Real Reasons Why People Don’t Contact You Via LinkedIn
If you’re active on LinkedIn and you’re doing everything the experts tell you but you’re still not getting the type of engagement from prospects you’d expect, here are some clear reasons why this might be happening.
In my last blog, I talked about how a poor LinkedIn summary was likely to keep prospects away, but beyond that, there are other reasons why someone might not feel comfortable getting in touch:
1) You don’t outline what you do
As excited as someone is by your message and as curious as they are to know more, not saying exactly how you help clients will leave people wondering what to do next. They are unlikely to visit your website and dig around.
Help them out by saying it clearly on your profile in the Experience entry for the position you’re referring to.
2) They don’t know what to say to you
Without a clear invitation (or outline of services) people
Provide a clear call to action (invitation) that they can refer to and put a framework around a first conversation.
3) Inviting them to something they aren’t ready for
Even if you’re offering your time and expertise for free in a ‘Discovery call’, people still won’t take it up. If a person doesn’t yet trust or view you as an expert, they are unlikely to feel comfortable starting a dialogue or allocating precious time for a conversation with you.
Consider the buying journey of your prospect and provide information in the form of articles, slides or videos that will help a person learn more about your concept and get to know you.
4) They think you’re not approachable
If you appear ‘high-flying’ or too successful, it might lead a person to consider you unreachable.
Within your content imply who your ideal prospect is, and if necessary define who the call to action is and isn’t for.
5) You haven’t built rapport with your prospect
A profile that is too ‘matter of fact’ or clinical won’t build rapport with your prospect and create the type of trust you need to entice your prospect to get in touch or even refer you to people they know.
Use statements that make you appear real such as “I believe…” “Personally….” and “In my experience…” Terms like these invite people into your world and while this quickly builds rapport, it also creates loyalty and trust.