Why Referrals Never Call
Use your Current Experience Entry on LinkedIn to build a vital bridge between you and your prospect, and overcome their objections so they pick up the phone and call.
How many times have you been told: “I’ve introduced you to someone who really needs your help” but you never hear from that person? It would be easy to assume that the person doesn’t really require our services and that’s why they didn’t call. Actually, the reason is a lot more complex.
People with problems are busy. Along with trying to figure out how to solve the problem itself, but they are also busy dealing with the consequences of the problem.
Continually in fire fighting mode trying to keep their head above water, anything new that comes to them needs to be clear and easy, and not add any more stress to their day.
So if your prospect says “Yes I could hire that expert to help me, but it would end up taking me more time than its worth” they will keep trying to solve it on their own and ignore you.
Make your LinkedIn Profile work for you
This is why it is so important to outline your packages on your LinkedIn Profile. The right place to put this is in the Experience Entry for your current position i.e. your business.
Making it clear that this text is different from the text in your Summary, will ensure it gets read. If it seems similar people will skim over it and move on. Find out more here.
In your current Experience Entry for your current position i.e. your business. Making it clear how you help people by focusing on what they need to know most. Consider what your prospect’s objections would be to working with you, and then explain how you work with people so you overcome this objection.
For example: “I just think working with this expert would take more time. By the time they’ve liaised with me, and then my accountant and then they’ve done this…and that…and then…well I might as well have done it myself”.
In this scenario, you might write something like:
“Simply send us the contract and the invoice, and we’ll get started collecting the money in accordance with your terms and conditions. Using our online portal you can track all communications going out, and if you require, approve them before being sent. Our aim is to make this as simple as possible so you can focus on what you do best.”
When your LinkedIn profile answers people’s natural objections to hiring you and creates a clear picture of what working with you would involve, the prospect moves closer towards you. They begin to see that working with you will save them money, and for a little time invested up front (calling you and sending the information in this instance), its worth it.
Your Current Experience Entry needs to leave people with a good understanding of the packages you offer, and what working with you would involve. We want to them to be able to see themselves working with you.
Now you just need to make it easy for them by telling them the best way get in touch with you. But we’ll leave that for another day.
Remember the person introducing you knows your business and they know the pain the prospect is in, but what they can’t do is handle objections for you and start the relationship.
Your LinkedIn profile is the perfect bridge between your prospect and you, giving you the chance to get in first and put their mind at rest.
Want more information on how to write your LinkedIn Experience Entry for your current position? Click here.
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