You’re using social media tools to look at your prospective clients. You’re using things like LinkedIn, Twitter, and Facebook to get an understanding of who your prospective client really is, what they’re thinking about, and how you might make a connection. And that’s all well and good; you should be doing those things.

But while you’re using the social tools to research your prospects, it’s important to remember that this channel works both directions. You’re looking at your prospective clients, and they’re looking back at you.

When you send that LinkedIn connection request to your prospective client, they’re pulling up your profile to review it before they accept. They’re trying to get some understanding as to why you want to connect with them, what you want from them, and how you might be valuable.

They’re looking at your picture. They’re checking out your headline and your job title. They’re looking at who else you’re connected to. And they’re looking at your recommendations. If your connection invite indicated that you share a group, they’re looking at what groups you belong too. They’re researching you.

Your LinkedIn profile, your Twitter feed, your Facebook page (and all your other social tools) are your own personal About page.

What does your About page say about you? Does it indicate that you’ve got business acumen and deep situational knowledge? Does it indicate that you’re a value creator with the ability to help your perspective client improve their business? Does it give them some indication of your past successes and what your great interests are? Or is it really an incomplete resume?

You’re looking at your prospective clients. And they’re looking back. What do you want them to see?

Sales 2013
Post by Anthony Iannarino on March 27, 2013
Anthony Iannarino
Anthony Iannarino is a writer, an author of four books on the modern sales approach, an international speaker, and an entrepreneur. Anthony posts here daily.
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