3 Ways to use LinkedIn to Guide Clients Through Their Buyers Journey To Your Offer

Half of the battle on your way to making sales is getting your products and services in front of your buyers. Buyers have more options than ever before and these options are also easier to find, so time is of the essence. 

The typical buyer’s journey starts with the realization that they have a problem and the search for a solution. The key is remaining visible during this search: anticipate their problems and show them how you can solve them. Stay ahead of the competition by using LinkedIn to guide your buyers through their journey and right to your valuable offer, in the following ways: 

Be clear about the business problem you are solving 

The first step is to discuss with your team exactly what it is that you should be focusing on fixing for your client base. If you haven’t already, gathered in-house data to determine who benefits the most from what you have to offer. This will help to guide sales and open up a more direct path. From there, it’ll be much easier to send your message directly to your target audience. 

Use blog posts, LinkedIn articles, and videos to open up the conversation about the services and products you offer. Make yourself and your company more visible and show your clients that you have exactly what they need in order to be successful and solve their problem(s). 

As you aim to drive sales, human connection should always be in the back of your mind. Honesty and transparency will go a long way in acquiring the right clients, retaining them, and sustaining long-term growth. Share posts, articles, and videos often. Open up a dialogue and keep the conversations going. Personal connections are invaluable. 

Discuss the cost of not solving this problem 

No matter what you’re selling or who you’re selling it to, go above and beyond in showing them all of the ways that you can help. In the conversations you have and the content you share, show them how you can solve their problem, but also discuss what it will cost them if they don’t solve this particular problem. 

For other companies, the cost of not solving their problem may be a low retention rate or a loss of revenue. For individuals, the cost may be similar: wasted money and time. Give the most well-rounded description of your services and products and what they do for your clients, and you’ll stand out from the crowd. 

Now would also be a good time to describe how your solution can be used to combat their problem. We’ve already outlined what the problem is and why it needs to be solved; showing them how it can be solved is the next step. This can be done in as little as one or two short paragraphs and it can be worked into existing shared content or it can serve as a post of its own. 

Show your clients their expected ROI

While it may not be possible to accurately predict the exact return on investment for each of your clients and their businesses, you can give them an accurate estimate. Use the data you’ve collected within your own company and from other clients to show what your unique solution can change for them financially. 

Gather information each time you walk a client through this process and what happens next, it can be used later as a real-life success story and as an accurate measure of expected ROI. Be sure to factor in the amount of time it will take to deploy these newly implemented strategies and work through phased rollout plans.  

Creating a buyers’ journey strategy guide for each client can make them feel valued, heard, and understood. Be sure to include: 

• An explanation of the business problem you’re solving 
• The cost to the business when the problem goes unsolved 
• Details on how your solution will solve their problem
• Information regarding expected ROI
• Success stories from other clients 
• CTA options (call to action ...via phone call, email, webinar, in-person meet up etc.) and contact lists for your company 

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Kim has attracted an audience of over 235,000 professionals from around the globe on LinkedIn and is the CEO of Linkability, Inc. She is a dynamic Entrepreneur, Global Business Communications authority, and three-time business founder. Linkability is a strategy and consulting firm that provides world-class Intrepreneurs, Entrepreneurs, and organizations with consulting, services, and products that helps to grow robust networks and drive tangible results in sales, marketing, and thought leadership positioning.

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