Post and Pray?
LinkedIn is not social media in the commonly used post and pray method of social media and there are five things every CRE Broker must know. LinkedIn is social selling! It’s the bonding and building rapport step of a sales process that begins in the virtual space and results in real money you take to the bank. Ignore LinkedIn at your own risk- Your LinkedIn profile page is your billboard to literally thousands of B2B professionals.
LinkedIn is a gold mine of perspective clients as well as business and referrals partners when used correctly and consistently. The latest DNA of CRE report says, “For the third year in a row relationships are the biggest stimulus for winning business.” Further the report states: “This is unsurprising for an industry with high dollar transactions and isn’t likely to change anytime soon. Seventy-five percent of all respondents said relationships are their biggest stimulus for winning business.”
There’s no better place to build virtual, leading to real relationships, than on LinkedIn, because the numbers speak for themselves. • 90% of decision makers never respond to cold-calls. • The average cold-call-to-appointment rate is under 3%. • 74% of buyers select sales reps that are 1st to add value. • Social sellers surpass quota 23% more often.
Facebook vs LinkedIn
LinkedIn is Not Facebook – You can think of Facebook as friends over for a BBQ and Twitter is more like the local loud pub. LinkedIn is your B2B professional virtual office meeting room. It’s the ideal stage where one is in front of peers in a generally trusted environment. It’s the place to build your brand and for the committed CRE Broker, the number one virtual platform, to systematically develop new leads and new business partners.
Branding, branding, branding
LinkedIn is Personal Branding – It all starts with your LinkedIn profile. It’s NOT a resume or advertisement. Nobody really cares about what you’ve done in the past. They care about what you can do for them today. A sticky profile features your value proposition without being a boring pitch. Sticky means your profile grabs attention. Your LinkedIn profile shows up on the first page of Google. Each section of your profile is an opportunity for your target market to get to KNOW you. Your headline is 122 critically important characters. The summary section is written in the first person even if you’re part of a large company. The experience section is more formally about the company and your role.
Do you want people to contact you?
Update Contact Information – It continues to amaze me how many people stay hidden on LinkedIn because they’ve simply failed to update contact info. It takes less than 5 minutes to add the correct information in the contact section. The new interface (yes they’re changing the look again) makes it easier for viewers to see your contact info.
Go Virtual to Real – Someone once asked me at the end of my live LinkedIn Training (Prospecting for Profits) “Now that I’ve done all that on LinkedIn, now what?” My answer was simply “pick up the phone.” LinkedIn turns a cold call into a warm call! It’s the front end of a systemized sales strategy because 77% of buyers begin their journey online. LinkedIn helps you open the door, engage, and finally go off-line to close more deals and make more money. In my opinion, this is the number one thing you need to know about LinkedIn.
Guest Blogger: Marilyn August, Founder of StickyProfiles.com
Marilyn August is a profit attracting expert. She is the founder of Sticky Profiles, a LinkedIn Marketing Company, that grew out of her clients’ need to generate a thriving sales pipeline in the digital marketing age.
She has a talent for identifying her clients’ unique value proposition and personally writing their branded LinkedIn Sticky Profiles. In addition, she offers her LinkedIn Lead Machine Account Management to a select number of committed clients.
Marilyn has been featured in the Los Angeles Times and Orange County Register newspapers as well as OC Metro Magazine. Her professional background includes over ten years as a corporate trainer for international companies such as American Honda Corporation and AAA-The Chicago Motor Club. Ms. August holds a Master’s degree from Northern Illinois University.
Her motto: “You can’t grow your business without growing yourself.”