The 4 C’s: Connect and Communicate with Credibility and Commitment

The first impression with the prospect is made within seconds.  This established trust and respect is essential to keep your prospect engaged and wanting more, which makes them willing to give you more.

But what happens when you are not present?  As a salesperson you are encouraged to do research about your prospects to help prepare for the questioning process or maybe to even disqualify them and move on to the next one.  Do you think your prospects are checking you out too, perhaps with the same outcome?

What questions are they asking about you, your company, your service, your record, your process, etc.?  Besides typing your name into Google, they are probably looking you up on LinkedIn.  What do they want to see?  I submit to you they are looking for evidence of your commitment; commitment to your career, company, service, and clients.  Does your LinkedIn profile tell them about your commitment?

Prospect’s fears include being hustled, losing control, paying too much, losing respect from superiors and colleagues, etc.  Perhaps prospects view your profile with skepticism and disqualify you and move on.  How can you hold them and keep them interested in discovering more about you?

Here are a few ideas to consider:

  • List all your relative job Experience in detail.  Include your entire job description and don’t forget the last item, “other duties and tasks as requested.”  Here is your chance to brag about all the extra work you did for the same pay.  More experience shows more adaptability and versatility.
  • List Organizations you are involved in – past and present.  This shows your commitment to support organizations by giving back and community involvement without compensation.  This personal integrity is transferable to your job, role and clients.
  • List Awards and Honors.  Top awards are best.  Even team awards show you can complete and compete with others.  However, don’t be tempted to include ninth place ribbons. 😉
  • LinkedIn just came out with Skills and Expertise.  These skills are easy for your connections to click and endorse.  If you are not receiving the right ones, email your closest connections and ask them to endorse the areas you want to promote and emphasize in your career direction.
  • Join Groups and Associations. There are two types of groups.  One is industry focused on your career development.  The other is focused on client development.  Learn from your industry ones and post into your client development ones.  Show and share your knowledge and experience.
  • Lastly, ask for Recommendations from clients.  This carries the biggest influence and shows what prospects receive when they become clients.  The best time to ask is after you receive a compliment or just finished a job and the client is at the high point of satisfaction.

There are many other ideas to help build your LinkedIn profile to be your silent campaign manager to help you get elected.  Sometimes you are not present to make that first impression.  When you connect with prospects, your LinkedIn profile can communicate it with credibility while demonstrating your commitment to your career, company and clients.

If you would like to learn more, attend our lunch and learn on Thursday, Oct 18th ($39).  Click here for more information.