It's Game, Set & Match For Predictable Sales . . . Turn Your Website & LinkedIn Into Your Most Effective Salesperson

What's was the first thing you did when you set up your business?

For many it was setting up a website so they can get found by their dream clients and get lots of lovely clients coming in through the door.

Sadly though, it's not always as simple as '?????????? ???? ?????? ??????? ???????? ????????'.

?? So how can you help your dream clients find you and actively want to work with you?

?? What will help create predictable sales without spending hours networking, creating content, having 121s or doing cold outreach that feels icky and isn’t scalable or repeatable?

?? And what's it got to do with LinkedIn? Well LinkedIn is also a website. A free online presence for your business ??

Thankfully, I was joined by Samantha Stones on a recent LinkedIn LoveIn Live to share with us her top tips for ensuring that both LinkedIn and your website is your most effective salesperson to help you rev up your sales in 2024.

Sam uses a 7-step framework and we looked at 2 of the steps, namely Message & Offer and Reputation & Referrals as well as the role of content in helping you generate sales.

Watch the LinkedIn LoveIn here or see below for a recap of what Samantha and I talked about.

Sam's Top Content Tips

Websites are often designed to look good and attract people but to generate sales, your website also needs a conversion strategy for converting website visitors into a conversation. Very much in the same way as LinkedIn. How do we get profile visitors off LinkedIn and into a conversation.

Content Is King

Firstly we need to be creating content in the form of free offers (lead magnets) and downloads where website or LinkedIn visitors can opt in to receive valuable content that will help solve a problem and at the same time add them to your email list where you can then nurture the relationship and keep them engaged until they are ready to buy.

Showcasing Your Expertise

In order to generate sales, your content also needs to showcase your experience, expertise, authority and trustworthiness. This aligns with Google’s E- E-A-T (Experience, Expertise, Authority, Trust) guidelines. Case studies, reviews and testimonials are great examples of content we can use here.

Sam's 7 Step Sales Strategy For Predictable Sales

Sam uses a 7 step framework with her clients to create a predictable sales strategy for their website. The steps include:

1. Message and Offer: Clearly define your message and what you offer.
2. Prospecting and Lead Generation: Focus on where your target market is and don’t spread yourself too thin.
3. Closing the Sale: Refine your sales process to make it scalable.
4. Delivery with Excellence: Ensure your delivery is exceptional to get 5-star reviews and success stories.
5. Retention and Revenue: Maximise customer lifetime value.
6. Reputation and Referrals: Use LinkedIn to build your reputation and get referrals.
7. Data and Reporting: Track where your clients come from and what activities bring the most rewards.

The steps we felt were most relevant to LinkedIn are the Message & Offer and Reputation & Referrals steps . . .

What's Your Messsage & Offer?

When it comes to messaging, Albert Einstein sums it up as follows: "If you can't explain it simply, you don't understand it well enough!"

Bascially you need to be able to explain simply what you do and how you help. And it starts by knowing your audience and the problems you are solving for them.

Your Messaging

Sam recommends brainstorming all the problems your ideal clients have that you solve with your product or service.?

Next write down all the transformations your clients have, and all the steps that takes the from where they are now to where they want to be.

Sam's Tip Top: Speak to one person. Make your messaging personal by using using You and Your.

Your Offer

Your offer is basically taking all the things your clients need and packaging it up into a really irresistible offer or series of offers, both free and paid.

Having free resources that people can download form either your website or LinkedIn is a great way for people to experience you and what you offer, as well as getting them onto your email list where you can continue to nurture the relationship.

Sam's Tip Top: packaging your offers into resources that help your dream clients overcome small problems, gets you known as an expert and an authority they can trust.

Reputation & Referrals to build trust

LinkedIn is a great platform for underpinning a reputation and referrals strategy.

Reputation of course is case studies and making sure you're asking for those recommendations on LinkedIn.

Case studies document the challenge your client was experiencing when you first started working together, how you solved the problem and the results achieved.

Sam recommends making the process easier by documenting what you doing whilst you're working with your client to deliver the solution they need.

Showcasing your case studies on your website and on LinkedIn then is proof of your expertise and reputation. It also demonstrates clearly the problems you solve which others in a similar situation will identify with.

Case studies and recommendations are a great for converting enquiries into sales!

Recommendations and case studies are also a great way of converting enquiries into sales. Especially if you find you're one of 3 consultants a potential client is looking at. By having recommendations and case studies it builds more trust and narrows down their choice to just you :o)

How Do You Get More Referrals?

Whenever I ask business owners how do you generate leads, 95% of the time, the number 1 answer is word of mouth referrals/recommendations.

So, if you are on the look out for more referrals, the first step is having a great LinkedIn profile, with your messaging and offer clearly explained so that when you are recommended by someone in your network, or those word of mouth referrals check you out, your profile clearly positions you as the expert and the right person for them.

Another way to get more referrals is to ask for them . . . especially from your clients.

This means having a referral strategy in place, so that when you're working with your clients you ask them for a referral at the right time. Doing this means you're not constantly chasing new leads all the time and instead maximising the potential you've already got from your existing audience

In summary, could you're website and LinkedIn be working harder for you to help generate more enquiries and sales?

?? Is your messaging clear?

??Do you have free offers for your dream clients to download?

?? And are you asking for those all important recommendations AND referrals from your existing clients?

If you need more help with your website, your messaging and offer or referral strategy get in touch with Samantha Stones here on LinkedIn.

?? If LinkedIn isn’t working hard for you or you’re not sure where to start with using LinkedIn, email [email protected] or connect with me on LinkedIn to chat about how I can help.

Or book a virtual brew here and let’s make LinkedIn work for you . . . ?

JUDY Parsons Independent LinkedIn? Training & LinkedIn Marketing Mentor AKA The LinkedIn? Lady

#LinkedInMarketing #LinkedInTraining #LinkedInStrategy #LinkedInTips #LinkedIn

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