Posts Tagged ‘LinkedIn profile’

Possibly Your Email Automation Messages Are Killing Sales?

Most of us have experienced those email automation messages.  We download something and then we get an automated message for some follow-up or worse yet a direct sales pitch. Yuck.

Email Automation Reality

These  automation messages probably kill more sales than people realize.  Today I download some sales enablement research for an article I was writing.  I received the following message:

Leanne, I noticed you have downloaded the CSO Insights Sales Management Enablement study. What triggered your interest in this paper? Would you like to arrange a call to see if there is a fit for me helping you with your objective?

Now this was not someone from CSO Insights, but another firm that had access to this particular study. Did you notice the not so subtle sales pitch?

I did respond with the following:

Thank you, I write a column for the Chicago Tribune as well as other publications. I am quite fine with my objectives, thank you.

The return personal response was “Okay.”  Do you think this salesperson gave up too easily?

Now here was the perfect opportunity to do some further research before responding.  This individual could have checked out my LinkedIn profile or undertake a Google search.  He might have realized I am a possible sales influencer.  Instead he let this sales opportunity pass because he saw my response as a sales obstacle.

Email automation messages serve a purpose. They are the first step to discovering unqualified sales leads, qualified sales leads or centers of influence.  The next step is to make a second outreach to confirm the initial discovery.  This second step is the one many people fail to undertake.

What happens is salespeople are busy and in some instances truly crazy busy. All this being busy becomes an excuse not to do any additional research.  Possibly this is why most salespeople only make two contacts and then go onto the next sales lead?

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Realtors Who Want to Increase Sales Are on LinkedIn

Over the years I am continually surprised by the realtors who fail to leverage LinkedIn to increase sales. This is especially true for those selling higher value residential real estate to professional executives.

Now many realtors will tout the marketing advantage of Facebook to increase sales. Yet when it comes to sending traffic to your home page, LinkedIn substantially outperforms Facebook and Twitter.

Marketing Fact: LinkedIn sends nearly 4 times more people than Facebook or Twitter to your home page (Source: iQ Investis)

Specific marketing demographics on LinkedIn provide additional insight (source: LinkedIn):

  • One out of every three executives are on LinkedIn
  • 56% of members are male
  • 44% of members are female
  • 13% of LinkedIn users don’t have a Facebook account
  • 59% of LinkedIn users don’t visit Twitter
  • 13% of millennials use LinkedIn
  • 41% of users visit LinkedIn via mobile
  • LinkedIn users spend 26% of their time on LinkedIn using the mobile app

Of course, these marketing demographics mean nothing if you lack an Ideal Customer Profile.  This profile is the result of a thorough and complete strategic plan.  Unfortunately, many realtors and other small business owners engage in the role of Captain Wing It by spraying their marketing messages all over the wall and then praying something will stick. This spray and pray approach will not increase sales, but rather drains limited resources of time, energy, money and emotions.

Industry insights is the most in demand content by six out of 10 LinkedIn users. (Source: LinkedIn)  What this means for realtors is executives who are buying higher value residential real estate want to know what is happening within the industry or industries of where they are seeking real estate to purchase.  Writing articles or just posting updates  (content marketing) about school performance, taxes, community activities, etc. all provide insight these potential high value buyers are seeking.

One Quick Tip to Improve Visits to Your LinkedIn Profile

Beyond having a headline that goes beyond “realtor” but provides some insight as to why you are different, having a photo secures 21 times more profile views.  Also those LinkedIn Profiles with photos get 36 times for LinkedIn messages.

If you are a realtor and want to increase sales for those higher value residential real estate, then it may make sense to invest some time on LinkedIn just by using the free account.

Want to speak with Leanne to learn more about how to increase sales? Just CLICK HERE to schedule a FREE 30 minute strategy session.

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In Sales, the Problem with the Word “Help”

How many times in the course of a sales day, do you read or hear “I help…?” In reviewing visitors to my LinkedIn profile, I can say over 50% of the headlines use this common verb of help.

The problem with this word is it does not differentiate you or your business from all the other people and businesses helping other people and businesses. With the very crowded marketplace and where 97.7% of all businesses have under 20 employees, differentiation is key to growing any SMB.

Sales Coaching Tip: Differentiation is essential to attracting sales leads

When any word is used too frequently, people become immune to the word.  It does not take hold in their minds and in some instances creates a negative, emotional reaction. Your sales goal should Be the Red Jacket in the Sea of Gray Suits.

There are a plethora of verbs that can be substituted for this word of help such as:

  • Facilitate
  • Build
  • Expand
  • Connect
  • Strengthen
  • Work
  • Align

Additionally a goal statement could be equally effective as in “Our Goal” is to:

  • Connect you with the right decision makers to increase sales
  • Strengthen your internal customers to reduce high, costly turnover
  • Align your people and processes to ensure efficiency, effectiveness while increasing profits

The goal statement demonstrates not only what you do, but the desired end results of your solutions. How many salespeople fail to include the results in their messaging be it their 30 second infomercial, their positioning statement or their value proposition statement?

Sales Coaching Tip: Potential customers want the end results of your solutions.

Sometimes we must rethink what we say and how what we say is received by our intended audience (think ideal customer). Words do matter and even more importantly the impact of those words really matter.

So if you are determined to use the word help, then connect it to the results of your solution.

Reach out and schedule a call with Leanne by CLICKING HERE.

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To Engage or Not to Engage, the LinkedIn Quandary

LinkedIn for B2B professionals does matter.  For the last few years I have been conducting my own private research and learned, at least for me, the top 5 reasons why people ask to be connected.



#1 Engagement

The super majority of people (nearly 60%) send me invitations because I have engaged with them or with one of their connections.  Since LinkedIn changed its groups policies, these engagements are overwhelmingly from update posts.  Prior to this change, the invitation outreach was through groups.

Additionally within this reason for connection, I have included those profiles I have visited.  When a second or third degree connection has visited my profile, I usually return the visit.  In quite a few instances, I will then receive an invitation to connect.

#2 LinkedIn Pulse Articles

Even with all the people publishing on Pulse, my articles still continue to drive a significant amount of invitations to my In Box. Right now approximately 25% of all LinkedIn invitations are because of these articles. What I have also observed is quite a few people within this community will follow me first and then extend an invitation to connect.  Content marketing for B2B is a proven marketing method for attracting attention and beginning to build relationships.

#3 Direct Outreach

Sometimes either through a personal one on one meeting, I will receive an invitation to connect or I will send an invitation.  These invitations represent around 7%. Also within this group are those who are connected to one of my first degree connections and believe it may make sense to connect with me as well.

#4 Referrals

As my network has grown, I have begun to see an increase in referrals from other colleagues.  Those within my existing contacts also have made suggestions for others to connect with me. Where in the past this percentage was nominal, today it also hovers around 5%.

#5 Suggestions

Finally, around another 3% of my connections now originate from LinkedIn’s suggestions to connect. This is the smallest percentage. And for me has always been the smallest percentage.

For those engage in social selling or better yet social marketing, then it makes sense to be engaging on LinkedIn.  Share the update posts of others.  Comment on those posts.  My other suggestion is to keep track of those who visit your profile, research their profile to determine if an invitation to connect is warranted.

P.S. Please make sure your LinkedIn Profile is complete and engaging.  Many profiles turnoff more sales leads or prospects than they turn on. And no you do not have to accept all invitations.


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LinkedIn Summary, Why the Third Person or Queen’s We?

If people buy from people they know and trust, why in the world would any reasonable thinking salesperson speak in the third person on LinkedIn?  I can appreciate the third person’s biographical summary on a publication or book.  That makes sense. To speak in the third person on probably the most recognized B2B social media site is beyond comprehension.

LinkedIn-SummaryThe third person’s summary ranks up there with the Queen’s We Summary.  Using this prime marketing space to speak at a distance instead of up front and personal really is such a waste.

The LinkedIn summary is the rest of YOUR story.  This is not a regurgitation of your resume.  No, this is your chance to touch a potential sales lead with your unique story.

What makes you different?

What specific skills do you have?

Why should people take that next step to reach out to you?

The rest of your profile can detail your work history, your education to even your endorsements and referrals. Leave your summary to be a powerful story.

If you are stymied, consider using the six (6) sentence Pixar approach that Dan Pink outlines in his book To Sell Is Human. In this approach you tell a tale that begins with Once upon a time and then illustrate the problems faced by your clients. The last sentence is the results of the impact of your solution.

Your summary has 2,000 characters. This is prime marketing space and should not be wasted.  Use as many characters as possible.  You want the read to keep reading beyond the summary to your work history, your education and your interests. LinkedIn is a powerful sales prospecting tool.  Like any other sales tool, use it wisely.

P.S. If you read my LinkedIn profile summary, you will learn I start with a question.  Personally I find those summaries that begin with the letter “I” to be somewhat ego driven with the focus on the individual and not the reader. Again, that only is my opinion.




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In Sales SMB Marketing Is First Person Not Third

Every morning I check my marketing statistics to keep better track of my sales results.  Part of this routine involves reviewing my LinkedIn Profile respective to people who visit my profile among other statistics.



Today I noticed how many LinkedIn Profile summaries are written in the third person. From a SMB marketing perspective, this does not make any sense because people buy from people they know and trust.  A third person summary distances the buyer from the seller.

Common Example

(Name of person) is a certified business coach and executive coach (insert role) based in (location). She or he helps leaders and teams in companies as well as non-profit organizations discover what needs to be developed or changed, and how this will be done, in order to reach better individual and organizational results. 

The summary goes on about experience, education, blah, blah, blah.  This is not emotional marketing copy to encourage any sales lead to reach out.

LinkedIn has become a proven marketing channel especially for SMB owners, executives and sales professionals.  Speaking in the third person on a personal profile does not make sense.  Third person belongs to the LinkedIn business pages.

Summary Tells the Rest of Your Story

As Paul Harvey said “And the rest of the story.” The LinkedIn summary is free and prime marketing real estate.  To waste it on a third party perspective is just plain ridiculous.  LinkedIn Coaching Tip:  The summary is NOT a regurgitation of your resume.

Here is where you can tell the rest of your compelling story that markets you from an emotional perspective.  Who cares how many years of experience you have. What people want to know is about you from a human perspective.

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Leanne Hoagland-Smith is the Trusted Authority for Forward Thinking SMB owners, executive and sales professionals experiencing repetitive people and process problems.  She supports executive leadership in bridging the sales culture gap of people and processes that restricts SMB sales results.

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Realtors – Ignoring LinkedIn Is a Competitive Disadvantage

As we are in the process of relocating, our home is up for sale. I must admit I have learned a lot about realtors and especially how many ignore LinkedIn as a marketing and selling opportunity. I do believe ignoring this social media channel places these realtors at a competitive disadvantage, let me explain.

LinkedInYesterday, we had another “showing.” The realtor left her card and I immediately checked her profile out on LinkedIn. As in about 50% of the realtors who have shown our home or those I have come to know, she was not on this social media, lead generation and professional validation website.

Even though LinkedIn is for B2B professionals, it is also a good platform for B2C.  B2B professionals who actively use this site will automatically check other professionals they meet or are exposed to as in my case with this realtor.

To effectively use this social media channel does require having both marketing and selling plans. Given many SMBs including realtors who are independent sales professionals do not engage in planning, this may be an obstacle.

Additionally, understanding what makes a compelling profile is equally important.  One local realtor I know leverages his profile and does not commit the sin of “regurgitating” his resume.  Another local realtor has no summary and uses this marketing channel as a resume with an emphasis on keywords. She lacks a summary and her overall profile shouts “Me, Me, Me.”

With so many realtors being incompetent according to their own National Association of Realtors’ Danger Report, having a strong LinkedIn Profile would help to counteract that data. A strong and emotionally compelling profile, just might help struggling agents or even successful ones be even more successful.

If you are a realtor, then I would encourage you to run not walk to updating your profile. Invest some money and hire someone to help you so that you stand out to be the Red jacket in the sea of gray suits instead of just another gray suit.



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Please Stop with the Cold Calling Social Selling Emails

I don’t know who is teaching these SMBs to send cold calling social selling emails, but I wish they would stop already.  On any given day I receive as few as two (2) to as many as 10 personalized emails all from complete strangers.



Here are three facts from my perspective about sales in general:

#1 Fact: People buy from people they know and trust.

#2 Fact: Social selling is really social marketing.

#3 Fact: Cold calling works provided you have done your homework and have a compelling marketing message.

Today I received this email and I have removed all names to protect the guilty.

My name is…. I consult with small businesses and assist them with building an online presence. Our main service is designing custom websites that are built to rank well on major search engines and help bring in additional business. Most of our work is with other small – medium sized companies and summer normally starts a busier season for us.
We are looking to bring on some additional projects before our busier season begins. I reached out last month, as I thought this might be a good fit for you. If we are able to offer a discount on our pricing or break up the cost into manageable payments, would this be something you would be interested in?
Either way, send me a quick email or give me a call at (phone number). I can go over your different options and hopefully help get you started with the project. You can also check out some samples of our at (website)
You can also email me “Remove” if you wish to be taken off my list.
I look forward to hearing back from you, (Contact Information Follows)
Beyond being a complete stranger, he now wants me to remove my name from his list via a return email.  What might have been better is “If I don’t hear from you within 48 hours, I will remove your name from this list to respect your privacy and time.”
What is even worse this particular person considers himself an expert in social media.  Really?  Looking at his LinkedIn profile, I have some serious reservations.  All of this information only further reaffirms my decision to turn him down. Here was my response:
(Insert name) I do business with people I know and trust. Offers like yours from complete strangers I receive on a daily basis.
My suggestion is to first establish a relationship before you make a sales pitch to an absolute stranger unless of course your message is so emotionally compelling it would cause the recipient (stranger) to take positive action.
Possibly if more SMBs who receive these cold calling, social selling or rather social marketing emails would take these actions, our inboxes would be less cluttered and we can return to our own sales.
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Prospecting at LinkedIn? At Least Read the Profile

Salespeople in B2B industries from the smallest firms to even some of the largest ones prospect for new sales leads, centers of influence every day through LinkedIn. However, many anxious salespeople fail to read the profiles. This failure leads them to being viewed as unauthentic.

LinkedInToday I received another LinkedIn invitation with a scripted email about “The business universe is vast and wide, who knows we might be mutually of help to each other in the future.”  I knew this was not only scripted, but the person failed to read my profile when she continued with:

“Just in case you are thinking about getting your first home, refinancing your current home loan or investing in a property, message me for a consultation. It’s FREE and we can schedule it on your most convenient time, over a cup of coffee maybe.

If you know someone who is, I’ll highly appreciate a referral.”

Sounds good except for this one, itsy, bitsy, teeny, weeny factor:

This person is in Australia and I am just outside of Chicago, IL, USA.

Now if she had written “over a virtual cup of coffee” and removed the email sales pitch about getting the first home, etc., I would have been more inclined to accept her invitation. Here was another person failing to understand:

Marketing is not selling; but selling is marketing.

Her scripted email sales pitch also raised other concerns within me about her professional credibility and business ethics.  Why would anyone ask someone thousands of miles away in a different country to make referrals specific to buying a home in a foreign country?  Her pitch was not about investing in residential real estate; that would have generated a very different response from me.

Also if she emailed me this sales pitch, would she do the same with my first degree and second degree connections as she had a premium membership?

Reading a LinkedIn profile takes maybe 3 minutes as most.  Sending email sales pitches as part of the invitation message may work if the script is directed to the right person and the other necessary sales buying criteria.

I wonder if people like this individual and others realize they only have 3,000 invites and once an invite is issued your total outstanding invites decline one more number?  This individual just wasted an invite not because she was in Australia as I have many connections outside of the U.S. No, because she failed to do her due diligence by reading the LinkedIn profile and adapting her email sales script.

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Leanne Hoagland-Smith is THE People and Process Problem Solver. She supports forward thinking leaders in bridging the gaps between the two problems restricting strategic business growth – people and processes. Leanne can be reached at 219.508.2859 central time USA.  Follow her on Twitter or check out her profile on LinkedIn


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Real Estate Marketing, Are Self-Portraits Really Necessary?

Drive the local roads to even major thorough fares and you will come across the smiling faces of local realtors on outdoor advertising. In real estate marketing, the use of these self portraits not only dots the billboards, but business cards and direct mail pieces.



People definitely want to buy from other people they know and trust.  A self-portrait helps to establish some connectivity with the ideal customer.

Yet, I wonder in today’s marketplace are self-portraits really necessary on every piece of real estate marketing?

Through my own marketing research, the blog postings with pictures of people usually receive from more traffic than graphics without people.  However I never use a self-portrait of myself.

Of course there are always exceptions. One example is a LinkedIn profile. As this social media site is a directory of professional people usually business to business, a picture of one’s self is part of a complete LinkedIn profile.

Returning to the question being asked, possibly a recent blog by Seth Godin may help to better answer this question. Godin shared 7 questions that marketing must answer.

The first question of who are you trying to reach is essential.  He also stated if the answer is everyone, then he advised to start over.  Real estate marketing in many instances makes that fatal mistake.

Question number three of what story are you attempting to tell is also essential.  Self-portraits tell a second story if not a primary story of “it’s all about me.”

Years ago in speaking with a very successful real estate agent and her partner who was also her husband, they shared people bought their results.  Their marketing built on the established brand and this did not included any self-portraits. Also all of their business was generated from sales referrals, satisfied clients, who appreciated their professional services and results of finding the right home.

As my husband and I are relocating, we are selling our home here in Northwest IN.  The majority of direct mail marketing pieces I have received included self-portraits.  What is not included are specific results.  Yes people buy from people and more importantly people buy from people who deliver results.

Maybe it is just me, but if real estate marketing focused more on the results and less on the self-portraits possibly there would be greater success for real estate agents?

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Leanne Hoagland-Smith is THE People and Process Problem Solver. She supports forward thinking leaders in bridging the gaps between the two problems restricting strategic business growth – people and processes. Leanne can be reached at 219.508.2859 central time USA.  Follow her on Twitter or check out her profile on LinkedIn



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