Communication That Closes Deals
Feb 15, 2023
Have you ever submitted a proposal to a new clientā¦and you thought you would most certainly hear back quickly and never didā¦and then come to find out - the work went to your competitor?
Orā¦have you ever written an email or a social media post that didnāt get the traction you thought it would get?
Iāve been there myself on BOTH occasions, and I was left wondering, āwhere did I go wrong?ā
Have you ever felt this way?
Most oftentimes, itās the way we communicate with others that is the problem - itās not the proposal or pretty graphic for social media.
A dear friend (partner at a large accounting firm) recently reached out to me and told me that he has landed TWO six-figure deals recently and both were from individuals reaching out to him from LinkedInā¦
ā¦and one of the deals could easily be a million dollar client too.
He was telling me that he had incorporated some of the strategies that I train on in the copy (these are the words - not a graphic - on social media) on his LinkedIn posts.
WHOA. Two six-figure deals from LinkedInā¦all because of his posts over the past 6 months?
You betcha.
And hereās what I trained him to do to land these big deals.
1ļøā£ PERSONALITY: Yesā¦even on LinkedIn you need to incorporate your personality in your posts every so often. Every two weeks or so, you should incorporate a personal post that connects to your work life.
For example, tell a story about how you chose your profession and talk about the person in your life who helped you down that path. Tell a story about a ālesson learnedā with a client youāre working with or a colleague that helped shape your career/life.
When you share your personality, it draws people to you. When you share the emotions and feelings in your stories, your audience will feel those emotions as well.
This is exactly what my dear friend did in his posts. Even though heās a high-powered managing partner of a large practice unit, heās HUMANā¦and his posts have emotion incorporated into them so his audience sees him as a living person who has thoughts and feelings.
People buy from people - not companiesā¦and by sharing stories, your audience further develops the know, like and trust factor with you.
2ļøā£ TAG RELEVANT CONTACTS: If youāre telling a story or sharing information about your firm or business, be sure to ātagā relevant people in that post.
What is tagging? When youāre typing the words in your post, type the @ sign and the personās name you want to tag. This way, your post will show up in their social media feed as well. What does this mean? MORE EXPOSURE.
For example, if youāre sharing a story about a client or colleague and want to share their name in your post, be sure to tag them in it.
3ļøā£ SHARE PICTURES/IMAGES: This is a must. No one enjoys reading paragraphs of words on social media without a visual to lend context. Thatās boringā¦and your audience will scroll past your post.
Share a picture or an image/quote, etc. in your posts that are relevant to the content youāre sharing. If itās a link to an article, copy the link in the post and the graphic from that web page to the link will pop up. That works too!