Do you get stood up frequently? Do people schedule appointments with you and then simply not show? Or worse, do they show up but seem completely uninterested?
A lot of that could have to do with your social presence.
Your online presence is pre-selling (or pre-killing) your deals before you even meet.
The Research Reality:
Here's what happens after someone schedules an appointment with you: They immediately start researching. They're going to your LinkedIn page, your Facebook profile, your company website – anywhere they can find information about you.
What are they looking for? Evidence that you can solve their problem.
The Social Audit:
If your pages don't demonstrate expertise, if they're empty or unprofessional, if there's nothing indicating you're qualified to help them, the odds of them not showing up skyrocket and the odds of them buying plummet.
The Pre-Meeting Psychology:
Between scheduling and meeting, prospects are either:
- Building confidence in their decision to meet with you
- Creating doubt about whether you're worth their time
Your social presence determines which direction they go.
The Essential Elements:
Professional Headshot: Shows you're serious about your business
Clear Value Proposition: What problem do you solve?
Client Testimonials: Social proof of your results
Industry Insights: Content that demonstrates expertise
Success Stories: Examples of how you've helped others
Regular Activity: Shows you're actively engaged in your field
The LinkedIn Optimization:
- Headline that clearly states what you do and for whom
- Summary that addresses your ideal client's pain points
- Regular posts sharing industry insights and client wins
- Recommendations from satisfied clients
- Professional background and credentials
The Facebook Foundation:
- Business page (not just personal profile)
- Consistent branding across all platforms
- Content that educates and builds trust
- Client success stories and testimonials
- Regular engagement with your community
The Content Strategy:
Educational Posts: Share insights that help your target market
Success Stories: Highlight client wins (with permission)
Industry News: Comment on trends affecting your prospects
Behind-the-Scenes: Show your expertise in action
Value-First Approach: Always give before you ask
The Credibility Cascade:
Strong social presence → Higher show-up rates → More engaged prospects → Better close rates → Increased referrals → Stronger social presence
The Implementation Plan:
Week 1: Audit your current social presence
Week 2: Update profiles with professional photos and clear messaging
Week 3: Start sharing valuable content consistently
Week 4: Engage with prospects' content before meetings
Your Social Presence Challenge:
This week, Google yourself and review your social profiles as if you were a prospect. What impression would you form? What evidence of expertise do you see?
Make the necessary improvements to ensure your online presence is pre-selling, not pre-killing your opportunities.
Remember: Your social presence is your 24/7 sales representative. Make sure it's working for you, not against you.
Comment HELP if you're experiencing high no-show rates and want to learn how to optimize your social presence to pre-sell your expertise.
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