How to Sell LinkedIn Marketing Services

By Alzay Calhoun

If you have a firm grasp on the LinkedIn platform, there are some clients who would love to receive your services, but you’ve got to package them in a way where it’s easy to say yes. Let’s talk about that in today’s video.

Do you truly understand the LinkedIn platform?

Hey, it’s Alzay Calhoun with Coveted Consultant. If you’re in the B2B niche and you understand the LinkedIn platform, there are some clients who could really appreciate your expertise and what you have to say, offer, and sell in this space. If you don’t package your services well, then you just become another digital marketing expert with lots of theories and tools and toys. How do we make that shift? Let’s do that right now. You know that you got to plot out your services better. Your clients begins at a certain place and they want to be at this end place. Your services must take them there as fast as you possibly can. How might that play out? Let’s look at a few examples. A common place where clients need help is with their actual profile.

People don’t understand the platform well and they don’t know how to leverage their profile, so they need someone like you to help them do both things, get a better profile so they can make better use of the platform. What might that service look like so you can get them to their desired result quickly?

Possibility: Improve their LinkedIn profile

They want an improved profile. Now, what I want to remind you about that improved profile is that you need to be measuring something at the end. It can’t just be do you like it? Yes, I love it. Do you like it? No, I don’t. It’s really hard to assess quality. Whether it’s speed, how fast you can deliver the improved profile, whether it’s a number of new connections that they make, whether it’s a number of new views to their profile, you got to consider that.

Make sure that whatever you create at the end can be measured so that you and your client both know if you have a win. Going backwards, there’s no way you can create the improved profile unless you have edited the actual copy. What goes on the profile? Literally, what words are we going to use? There’s got to be some process where you can draft a couple of edits and then our client can improve it or disapprove. Going backwards from there is that in order to write a great profile, you got to be clear about what you want to highlight about their background. What are their best projects? What have they worked on in the past? What experiences or successes do they want to highlight? You’ve got to have that conversation, but you can’t do that until you clearly understand what goals are most important to them.

You may have had this conversation where you try to figure out what are you really trying to say because maybe you have multiple backgrounds, things you could highlight, where are you trying to go, who are you trying to be aware to, how do you want to be aware of you, etc., etc. You got to have that conversation. Let’s look at LinkedIn from another perspective. Now, let’s look at LinkedIn in terms of lead generation.

Possibility: Lead generation

If what your client wants are a certain number of leads at the end of the day, then how might your service work to get them there as fast as you possibly can? Again, I want to remind you if we’re talking about lead gen, we got to put a metric on that. It can’t just be you got a lead or two. If they want 10 leads, well then we got to call that out.

If they want two leads, then we got to call that out. At the end of the day, make sure that whatever you create can be measured. You must make sure that you and your client can agree on an objective win. Now, let’s move backwards. You can’t generate leads unless you are distributing something, so there’s some sort of campaign. Some messaging is going out to someone in someway. Maybe, you’re putting content in groups, maybe you’re reaching out individually, many ways to do it. You’re the expert, but there’s going to be some process to this. Going backwards, are we creating this content or are we curating this content? Who’s making it? Does the client already have it or do you already have it? Can you make it for them?

How does all that work? You’ve got to be clear about that and you can’t create or curate anything unless we’re clear on who we’re targeting. Are we trying to reach 10 clients or 10 prospects or trying to reach 10,000? Because if your client sells $100,000 software services, there may only be 10 clients that they need to reach out to. If they sell cake baking services, where there could be 100,000 clients that they reach out to, you’ll understand where I’m coming from. The point here is that you have a step by step process that gets them to an agreed upon goal. Your job is to make sure that not only are you clear about this when you describe your services when you market it to people, but that you can execute it with this same level of clarity.

If we’re talking about the improved profile, you’ve got to have a method to get clients clear on their own goals because they might not be clear on their own goals. Whatever method you apply has to get them clear on their goals. Whatever method that you have must get them clear on whatever best projects that they want to market or make people aware of. You got to have a preface for that. Don’t assume that they just know what their best projects are. However this process works in your world, you’ve got to be clear on what your method is, what your process is for getting this copy not only created, but quickly approved so you don’t find yourself making 47 edits. Then, we can talk about where we are and if you want to do this, you could do this on a month to month basis.

Same thing down here. You’ve got to be able to quickly get your client to a target list. You go to quickly get your client to creating new content or curating content. Your method, your internal method of delivery has to get them clear and distribute the content for them then you can talk about these lead generation numbers. There are a number of ways to organize your services. You could do more of these steps or fewer these steps. You’ve got to be not only clear in how you explain it, but clear in how you deliver it. The more organized you are in that process, the easier it is for better and better clients to say yes, and that’s what I want for you. You’re the LinkedIn expert. You know what to do. Take a stab at it. I’ll see you in the next video.

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