Business owners know that to sell more of their products and services at the optimum price they have to create clear value in their offering. Lots of people strive to do this in everything that they do because selling more at a higher price sounds good, doesn't it?
LinkedIn is often overlooked or underused as a business tool to build value. These simple tips will help you create additional value personally, through your company and in the products and services that you sell.
Show credibility and expertise
An up to date profile that shows what you do and how you can help others. Highlight your professional and commercial experience. Don't forget your professional qualifications and achievements that highlight you as the credible "go to" person in your industry. Spend time thinking about how you present yourself on LinkedIn and how this looks to potential customers.
Have a company page
Set up a company page that highlights what products and services that you offer and ask for recommendations for them (this is a powerful endorsement of your offering). Make sure your company pages reflects your general marketing of your business.
Share important and useful information
Nothing shouts out "expert" more than sharing key information to potential customers. You are helping them before you meet or sell to them. For example, imagine you are in property rentals targeting landlords. There is a huge range of activity that will put you in the forefront of landlord's minds. This might include creating a stream of information on changes in tenancy laws, useful checklists for new tenants, links to regional and national events and signposting support and help for new landlords.
Recommendations
Not just the ones you get, but the ones you give! Think about those that you recommend on LinkedIn. It is a reflection of your professional approach. Well thought out recommendations establish you as someone who wants to build relationships and understands the power of networking. Getting recommendations is vitally important. When your biggest most influential customers say great things about you it builds massive credibility and value for you.
Connections and what you do with them
Look at your current connections on LinkedIn, what can you do to help them? Who could you introduce them to? What information could you pass them? What events could you point out to them? All of these things show you are adding value to your connections and whether you call it Karma or the law of reciprocity the value you add in will come back to you many times over.
Think about these five areas on how you can create value in what you do on LinkedIn. Creating value in your brand (personal or company) will help you position your products, sell more and sell more at a higher price.
And finally please connect on LinkedIn and say hello – we like talking to new and interesting people!
Article by Nevil Tynemouth of New Results Training.
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