First impressions happen before you meet!

If you are like me and remember when LinkedIn launched in 2002, you will probably also remember that back then there was no option to add a profile picture, even when this was introduced, it was considered to be only for the egomaniacs. Now we look at profiles without headshots with a certain level of suspicion! 

At the very start, I used LinkedIn as a place to find names of people at companies I was prospecting. It wasn't that sophisticated, but it was better than the telephone book. Back then my sales process looked something like this:

1. Find a name from LinkedIn 
2. Get an office telephone number from Google (or AltaVista..lol)
3. Make the call and try to book a meeting.

It was on that initial cold call that the first impression took place. I guess this would have been based on if I sounded confident, did I know what I was talking about and was I able to explain my value proposition? In honesty, I was happy with this system and wasn't looking for it to change. I was maybe even good at it!

For most industries, however, this process has gone entirely out of the window. I am not necessarily someone who believes that the telephone is a dead medium for selling. However, there are some facts that we can't ignore. These include.

• Senior executives often only use mobile phones.
• Meeting culture means people are busier than ever.
• People often only answer numbers they recognise.

So, as I said, the phone isn't dead, but I am sure that it's less effective than it was in 2002. Sophisticated selling is now all about using an 'Omni' approach by not only utilising email but also social. 

Regardless of the tools, the reality is that in the past, you were there for the first impression. Now, this first impression happens the moment someone thinks 'who is this person that is trying to make contact with me, and why should I respond? With just a few clicks, they are presented with your 'online self', and this is when the first impression happens. 

It's also worth pointing out that this isn't just relevant for salespeople. At times we all have to adopt the role of a salesperson. This could be because you are applying for a new job, seeking investment or even just looking to persuade someone to join your business. 

I once had someone apply for a job for DSMN8, and a simple Facebook search presented me with a whole string of views that were definitely not aligned with that of our company. Yes.. yes.. I know this is an extreme example, but we can not escape the fact that we all make judgements that will impact the likelihood of us wanting to further engage with someone. 

I appreciate that making weekly videos and writing blog content isn't for everybody. If you're not ready to become a full-time social seller, there are some absolute basics that you can start doing today. These include:

Your Headshot

You can use services like https://www.photofeeler.com to see what first impression your photo gives. Last week I uploaded my current profile picture to this website, and I did not score well. It turns out that I look neither competent or likeable! We have photographers coming to DSMN8 HQ next week to rectify this!

Your Headline

LinkedIn automatically defaults this 120-character headline to your most recent position. But, this doesn't do justice to describe who you are and what you do. After reading your headline, your audience should know how you could bring value to them. It is an area the search engine rates as key in establishing your profile's ranking in search databases. It should capture your target position and most critical skills.

A Header image

Your background photo appears behind your profile photo in the introduction card on your profile. Your cover photo should be eye-catching and contribute to your story. And that could be just about anything other than the LinkedIn default cover image of geometric shapes set against a blue background.

Recommendations

Gather recommendations from clients, colleagues, business partners, coworkers, etc. to increase your credibility. LinkedIn doesn't consider your profile 'complete' until you've obtained at least three recommendations.

Contact Information

Don't make it hard for people to reach you, so complete all the elements of the Contact Info section. Make it easy for people to connect with you by stating your email address and social media handles.

Creating a vanity URL on LinkedIn is an excellent step towards establishing your brand. To generate the URL, use a combination of your first and last name.

Activity

Make sure that you have business related activity on your profile for two reasons: (1) to show people what you're passionate about, and (2) increase your visibility/ranking on LinkedIn. If you are lucky enough to work for a company that uses DSMN8, a lot of the hard work will be done for you.

All of these things take a small amount of time, but unless you are about to retire to your beach house in Malibu and sleep on stacks of cash, then it would seem that having the right professional social presence would be of value to you! 

Please let me know if you think I have missed any critical ingredients to a good first impression,