The LinkedIn Mistake That’s Costing You Clients

You’re scrolling through LinkedIn, and there it is—a post from a competitor, flooded with likes, shares, and glowing comments. You can’t help but wonder, “What’s their secret?” Here’s the truth: It’s not about being the loudest voice in the room; it’s about being the most trusted. And trust, my friends, is built on social proof.

Now, you might be thinking, “Have you seen my LinkedIn recommendations? I’ve got plenty!” or “I already post what my clients say about my work – Isn’t that enough?” Not quite. Social proof is more than a one-off client quote or a carousel of five-star reviews. It’s a strategic asset, a tool in your arsenal that can make or break your LinkedIn client acquisition efforts.

But here’s the kicker: not all social proof is created equal. A meme with a client quote might get you a quick laugh at best, but it won’t build long-term trust. And in the digital age, trust is your most valuable currency. So, how do you leverage social proof to stand out in a crowded LinkedIn landscape? Buckle up; you’re about to find out.

Why Social Proof is Your Secret Weapon

You’re scrolling through Amazon, your cursor hovering over the “Buy Now” button. But wait—you pause to read the reviews. Sound familiar? This isn’t just a shopping habit; it’s human psychology at play.

Our brains are wired to seek validation. . .

. . . a survival instinct that dates back to our days as hunter-gatherers. In the digital age, this instinct hasn’t changed; it’s simply moved online.

It’s simple really. Social proof is the idea that people make decisions based on the actions and opinions of others. In other words, if someone sees a group of people doing something, they are more likely to follow suit.

Why This Especially Matters to Solopreneurs and Small Businesses

When you’re a one-person show or running a tight-knit team, trust is your most valuable asset. You don’t have the luxury of a well-known brand name to back you up. Your LinkedIn profile, your posts, your interactions—they all become avenues to build this trust. And nothing fast-tracks trust like social proof. It’s not about shouting the loudest; it’s about resonating with the right people in the right way.

The LinkedIn Landscape

LinkedIn is more than a social media platform; it’s a bustling marketplace of ideas, services, and opportunities. With over 950 million users as of this writing, the competition is vast. Just getting seen is a challenge.  Standing out is critical. Simply having a LinkedIn profile isn’t a strategy; it’s the bare minimum. (See my other articles & posts about optimizing your Profile)

Standing Out in a Crowded Space

As a solopreneur or small business, you’re not just competing with others in your industry; you’re competing for attention. Believe it or not, your amazing services will not sell themselves.

Social proof acts as your digital credential, setting you apart from the sea of profiles. When people see others vouching for you, they’re more likely to stop, read, and engage.

You know that social proof is essential, but what’s the real-world impact? Let’s talk numbers.

The ROI of Social Proof

Numbers don’t lie. In the world of business, success is measured in tangible metrics— engagement, conversion rates, revenue, etc. Social proof isn’t just a “nice-to-have”; it’s a “must-have” that directly impacts these metrics.

According to both long-standing and recent research, customer acquisition will increase when your Social Proof is strong. To create social proof posts that are powerful, you need to understand  3 key psychological elements:

  1. Conformity. People usually want to fit in and follow the crowd to gain acceptance.
  2. Belonging. People are more likely to take action if it aligns with their values and beliefs.
  3. Trust. People trust the opinions of others while making decisions, especially in uncertain situations.

To appeal to these 3 elements, your posts must be:

  1. Genuine (like, actual client experiences)
  2. Relevant to your current target audience
  3. Timely – please no 3-year-old testimonials

Social Proof as Bragging: A Reputation Killer?

There’s a pervasive myth that showcasing your achievements and endorsements equates to bragging and that this kind of self-promotion will turn people off. This couldn’t be further from the truth, especially when you’re a solopreneur or a small business owner. In a competitive landscape, failing to highlight your unique value proposition is a missed opportunity for both you and your future clients.

Why Social Proof Isn’t Bragging

Let’s get one thing straight: there’s a world of difference between bragging and providing social proof. Bragging is self-centered and offers no value to the reader. Social proof, on the other hand, serves as a form of validation that helps others make an informed decision about your services.

Done properly, social proof is not about you; it’s about how you can solve a problem for your potential client.

Consider this – without effective social proof posts, how do you expect people to know what it is you actually do for others?

The Art of Social Proof – More than just showcasing

When you share a client testimonial or case study on LinkedIn, you don’t want to just flaunt your achievements. This doesn’t help anyone. With the intention to serve others and add value, you’re setting the stage for a narrative. But here’s the catch: it’s not your story you’re telling—it’s your client’s. You’re saying, “Here’s a real-world problem I’ve solved for someone just like you.” This isn’t just a shift; it’s a strategic pivot from self-promotion to solution-oriented storytelling.

Why does this matter? Because in the LinkedIn arena and beyond, trust is your most valuable asset. Your audience doesn’t just want to hear about your successes; they want to know how those successes can translate into solutions for their own challenges.

So, the next time you’re about to hit ‘post’ on that glowing testimonial or in-depth case study, pause. Ask yourself if you’re just showcasing or if you’re solving a problem. Your answer will determine not just the engagement your post receives, but the level of trust you build with your audience.

How to Use Social Proof Effectively

There are at least 5 types of social proof you can highlight with a LinkedIn Post.

  1. Customer Reviews (from Google or Trust Pilot e.g.)
  2. Recommendations on your LinkedIn Profile
  3. Direct Messages praising your work
  4. Comments that praise your work
  5. Awards & Recognitions

Each of these should be treated as case studies.  The point is to take your reader through the journey that brought on the transformation.

Client Testimonials: Master the Narrative

You’ve poured your expertise into delivering exceptional results for your clients, and they’re more than willing to vouch for you. But how do you leverage these testimonials without veering into the realm of self-aggrandizement or trivial memes? The answer lies in the art of storytelling.

Crafting Your Client Success Narratives

A testimonial isn’t merely a quote; it’s a micro-narrative that demands context.

When you share a client’s praise, accompany it with the backstory.

What challenges did the client face? How did your solution transform their situation? By framing the testimonial within a narrative, you elevate it from a mere endorsement to a compelling story, layered with credibility and resonance.

Case Studies: Beyond the Data

Case studies are the crown jewels of social proof, offering an unfiltered lens into your problem-solving prowess, backed by hard data. But how do you translate this into a LinkedIn-friendly format?

The trick is being concise without sacrificing impact. Use bullet points to clearly delineate the problem, your solution, and the tangible results.

The Nuanced Art of Business Storytelling

Stories, not data, inspire people to action. Think of your social proof post as a case study. Describe the transformative journey, one that guides the reader from a challenge to its resolution, all under the aegis of your expertise. This narrative strategy not only captivates but also resonates, especially with prospective clients grappling with similar challenges.

Telling the story of your client’s praises elevates a simple quote into a compelling tale, imbued with authenticity and relevance.

Use Images to Strengthen Your Social Proof Post

We all know that visuals are incredibly powerful tools for capturing attention and driving engagement. When it comes to social proof, images can amplify the impact of your message, making it more memorable and persuasive. Here are three creative ways to use images to strengthen your social proof posts.

1. Screenshot of a Praising Comment

A comment from a satisfied client or a respected peer can serve as a potent form of social proof. Take a screenshot of the comment and use it as the central image of your post. To add context and credibility, include a brief description of the project or task that led to the praise. This turns a simple comment into a compelling story.

2. Before-and-After Visuals

If your service involves a transformation of any kind—be it in business metrics, design, or any other measurable outcome—a before-and-after visual can be incredibly impactful. Use a split-screen image to show the “before” on one side and the “after” on the other. Accompany the visual with a concise caption that highlights the results, making it clear what value you bring to the table.

3. Carousel of One Client’s Experience

A carousel post offers a unique opportunity to deep-dive into a single client’s journey with your service. This approach can be incredibly powerful because it allows you to tell a more nuanced and compelling story, step by step.  Want a canva template for creating YOUR social proof carousel?

Type CAROUSEL in the comments and I’ll send you a link to a canva template for your social proof carousel!

Here are a few examples of graphics (click the picture to see the full post)

Your social proof posts are also a great opportunity to shine a light on the great services offered by your client! I like to tag my clients in my social proof posts. You will notice I didn’t put up a quote from Barbara. Instead, I chose to highlight HER business by sharing her profile and tagging her in the post.

Just to help you with inspiration when using a visual of the testimonial, here’s Barbara’s:

I challenge you to put up a social proof post THIS WEEK. Tag me when you do so I can comment on your brilliance and expertise!

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