Andy Neary tells how Tom won a competitive advisory pitch. The prospect's president never attended the presentation but decided based on LinkedIn profiles alone. Tom's genuine post about helping small businesses beat two competitors who had no photo or posted self-promotion.
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Tom was in a finalist presentation going up against two competitors, and unbeknownst to Tom, the president of the prospect was not in the finalist presentation. So Tom left the presentation a little skeptical, a little pessimistic that he had a chance to win. But days, weeks later, he got the call that he had been selected, and it's what the president told him that I want to share with you today. The president called Tom and said, listen, I know I wasn't in the finalist presentation, but after we received all of the presentations from the 3 advisors, including you, I looked at all 3 of your LinkedIn profiles to help me make my decision. And I wanted to share with you what I saw. He said, I looked at the first advisor's profile and I didn't even see a profile picture. So he was out. He didn't even get a shot. He said, I looked at the second advisor's profile who worked for a very large national firm. And all I saw was content that talked about how great he was and how great his firm was. And he said, I gotta be honest, I was a little annoyed by that. And then he said, Tom, I looked at this post you made, and if you are that passionate about helping small businesses, you're my guy.
