How Do I Create a LI Profile that Customers Want to Visit?

Got this email last week from someone who recently attended one of my 2 Day Business Development Masterclasses ....

"Hi Chris,

First of all, I'd like to thank you for your enthusiasm, your passion, and energy. Your insights have been invaluable to the team, and I'm excited to begin implementing them in our daily routines.

You mentioned during your session that a good-looking LinkedIn profile can do a lot for you. Something I've never paid much attention to in the past, assuming my customers wouldn't care. However, your explanation made me reconsider.

So - Where can I find resources for enhancing and creating an engaging, visually appealing LinkedIn profile? What specific elements should I update, modify, or refine to create a profile that is not only concise but also valuable and attention-grabbing? I would be delighted if you could help me with this.

Thanks in advance for your help."

My Answer

OK - Let's get everyone up to speed who hasn't been on one of my business development masterclasses before.

I believe that your LinkedIn profile can ONLY achieve one of two things at any one time. It can either....

1) Help to get you a new job - or

2) Help you to grow your business and attract more prospects and customers

But - IT CAN'T help you to attract new customers if it looks like you're trying to find yourself a new job!

So, if you're happy at work - stop making your profile look like your CV - and use it as your personal, professional website and landing page for your ideal customers.

I also believe that - in this day and age - if you book an appointment, or engage with anyone in a business to business environment - THEY WILL CHECK YOU OUT ON THIS PLATFORM BEFORE MOVING FORWARD.

Now, there's a couple of great reasons for getting this done.

If you polish up your LI profile page - you will..

1. Elevate your professional brand: Your LinkedIn profile will become a magnet for potential leads and clients.

2. Build credibility and trust: You'll gain the confidence of your connections by showcasing your expertise.

3. Expand your network: Your profile will open doors to meaningful connections in your industry.

4. Boost engagement: You'll foster meaningful interactions with your audience.

5. Stand out from the crowd: Your profile will shine in a sea of mediocrity.

6. Drive sales like never before: You'll witness a surge in qualified leads.

There are 6 initial steps to creating an extraordinary LinkedIn profile - 4 are dead easy - 2 need a bit of a deeper explanation.

With that in mind, let's start with the 4 easy ones....

1. Your Profile Picture

Choose a high-quality, professional (looking) photo that exudes confidence.

Try to avoid;

• group pictures (hen parties etc),
• the back of your head (I don't know why - some people just do!?!?!)
• things that hide who you are (like sunglasses)
• Passport photos

2. Request Recommendations

I have no idea why people push back on this advice - 'cos it's dead easy - and super effective.

Encourage your favourite, happiest clients to leave glowing recommendations for you.

You don't have to create ANYTHING - LinkedIn has a button and template in place for you - just visit the individuals profile page and click on the "more" button and follow the directions.

3. Personalise Your Profile Header

There is no excuse not to have a professional looking profile header (it's the bit across the top behind your photo) - so don't blame your marketing department for being useless - it is so easy to do it yourself.

Head over to CANVA.COM - and set up a free account.

Type "LinkedIn Header" into the search box - and choose a template.

Slap your company logo into the far right corner and upload the header onto LinkedIn.

Optional: Include something else you feel is relevant or interesting while creating it in Canva (such as famous quote, company motto etc)

4. Relevant Examinations, Awards, and Industry Recognition:

Showcase your expertise with relevant skills and recognised awards.

Just so you know - nobody really cares about your cycling proficiency certificate or the junior high jump bronze medal you got when you were ten years old (unless you are now a professional cyclist or high jumper - and if you are - then it's probably a bit if old news anyway - isn't it?).

OK - let's handle the last 2 points - these need a bit more detail - but they're SUPER important (and not difficult).

5. Create a Compelling Headline (underneath your photo)

You need to craft a captivating headline that reflects WHAT YOU'VE ALREADY DONE - for -

YOUR HAPPIEST EXISTING CUSTOMERS - at the -

COMPANY YOU CURRENTLY WORK FOR - so that -

it RESONATES with your prospects.

Here's a short summary of how to do it:?

a). Be Clear and Specific: Clearly state your role and how you help your clients.

b). Highlight Your Strengths: Describe the unique value you bring . Mention your strengths or specialties, such as "Expert in ....."

c). Quantify Achievements: When I say achievements - I mean what you have achieved for your clients - not your business - and if you can associate a measurable number with that, even better (your customers don't care how often you hit target).

d). Include Relevant Industry Keywords: Use keywords and phrases that demonstrate your expertise and resonate with professional buyers in your field.

e). Show Personality: Inject some personality into your headline, but keep it professional.

Remember: Your LinkedIn headline is the first thing people see, so make it compelling and reflective of your skills and achievements and how you help people just like them.

6. Draw them In With an Engaging Summary:

Write a concise yet compelling summary highlighting your unique selling points.

a). Start with a Strong Opener:

Begin your summary with a compelling hook. This could be a powerful statement, a question, or a brief story that will grab your ideal prospect's attention.

b). Highlight Your Unique Value:

Clearly articulate what sets you apart as an individual within your arena of expertise - and as you as a person. ?

c). Tell Your Story:

Share a bit of your professional journey. Discuss your career progression, significant achievements, and key experiences that demonstrate your expertise - but do it so it sounds like you.

d). Show Passion and Enthusiasm:

Express your passion for what you do for a living - why you love it so much - and that you are committed to helping clients succeed.

Let your enthusiasm shine through your words.

e). Quantify Achievements:

As with the headline, include quantifiable achievements or results - that you have achieved for your current customers - not your business.

f). Connect with Your Target Audience:

Tailor your summary to resonate with your target audience. Speak to the pain points or challenges your ideal clients face and how you can help address them.

g). Include a Call to Action:

Encourage readers to connect with you, contact you, or explore your work further. A subtle call to action can lead to meaningful connections.

Most of all don't make it difficult for a potential customer to get in touch and become a paying customer.

How do I contact you?

Do you have a calendar link or head office number I can call, an email address or contact form (but remember - keep yourself safe when you decide what you're willing to openly share - just don't make me work too hard to find you - 'cos customer won't)

If you take this advice – Your profile stands a decent chance of attracting a steady stream of prospects and customers, and you will allow your sales pipeline to flourish.

If you don't do this – You risk being lost in the crowd, missing out on valuable opportunities, and watching your competitors thrive.

But when you pull this off:

- You'll see your connection requests soar.

- Engagement on your posts will skyrocket.

- Your sales conversations will be more meaningful than ever.

So, do you want to be the individual who is a stranger to their account base and industry?

Or - do you want to be a sales superstar, with a thriving network, a growing pipeline of business opportunities, and a reputation that precedes you?

Making this transformation isn't difficult; it just requires a bit of focus.

Start by updating your profile picture, crafting a compelling headline, and writing an engaging summary.

It's these small steps that pave the way for monumental success.

Now - many people feel that this process is a bit too challenging due to their fear of "the new" or nervousness about what to write.

If that's you - take a look across the profiles of the people in your network - hey, drop in on the profiles of your competition - what do you like? What don't you like? What are they doing better than you? What are they saying that really draws you to read more? What turns you cold?

Final point about resources and guiding lights on the subject.

I highly recommend you follow the work of Daniel Disney and Brynne Tillman - sign up to their newsletters and read their regular posts - they are both BRILLIANT and experts in the field of using LinkedIn as a sales superpower.

You can also listen to the interviews I did with them on The Extremely Successful Sales Club Podcast for even more great ideas, short cuts and strategies

I hope that goes some way to answering your question ??

To your success

Chris

PS: My 2 Business Development Masterclasses are a complete sales course. We work together to create a steady pipeline of business with 21st century prospecting techniques and then you'll get a deep dive into all things sales - questions, overcoming objections, closing - you'll walk away with a business development plan that will work for you in the real world - take a look at the testimonials here for proof of what we achieve .

UK events happen about six times a year - Manchester , Glasgow and London are happening really soon.

The 1 Day Strategic Key Account Management Workshop is focused more on customer retention, cross selling and up-selling for anyone who manages a portfolio?of regional or national account customers - and if you're busy spinning those plate, you'll know exactly what I'm talking about - this link includes some of my previous clients experiences to give you and idea of the content

The next UK Strategic Key Account Management Masterclass will be taking place soon in Birmingham .

And my 1 Day Leadership Masterclasses are designed to help anyone who manage a sales team??- from making sure they hit your target, to keeping them motivated and navigating the tricky business of effective (and legal) disciplinary procedures - this link includes feedback from sales managers and sales directors who have joined me recently .

They take place across the UK - with the Manchester and London events coming up in the next couple of weeks