Using LinkedIn (CONT’D FROM PAGE 32)
Optimize Your Personal Profile One of the first things LinkedIn members do when viewing content is click through to the poster’s profile to learn about them. Additionally, people who may have come across you somewhere else may land on your pro- file from a Google search. If a prospect visits your page, is it representing you effectively? Keep your profile current and ensure that you specifi- cally mention accomplishments associated with the mar- kets or industries you are targeting. Share relevant content Once your profile is current, start increasing your con- tactConnect with customers, past customers, networking contacts, business associates, colleagues, and so on. When you meet with a prospect or any contact that is meaningful to your target market, get into a habit of con- necting with them on LinkedIn. For best results, include a personal message with the request. Many people won’t respond to LinkedIn’s default connection request. Join Industry Groups Join industry groups that are of interest to your buyers where you can have meaningful dialog. Posting to industry groups allows you to reach thousands of people instant- ly. Avoid posting anything that sounds like a sales pitch. This could get you kicked out. The key is to influence the conversation to demonstrate your expertise, share insight, and build valuable connections. Build Connections Use your connections to meet new people. It is a quick way to get a warm introduction. Look at whom your con- nections are connected to, and if there are any people you think are good prospects, ask your connection how they know this person and if they can provide an introduction. If you don’t get a response from your connection and you still want to connect with their contact, you can up- grade to InMail, which allows you to directly contact an- other LinkedIn user that you are not connected to. If you do reach out without an introduction, make sure you have permission from your contact before dropping their name; if they didn’t have a good relationship, it could do more harm than good. According to LinkedIn, InMail has a 300 percent higher response rate than regular emails, so you are more likely to get a response. To increase your chances of connecting with a contact, you can use Active Status to know when your connections are active. A green dot next to their pro- file photo means they are currently on LinkedIn while a hollowed-out green circle means they are not on currently but have push notifications enabled to notify them when they receive a message. Use Linkedin Sales Navigator to Energize Your Process LinkedIn Sales Navigator is a more powerful paid sub- scription geared toward sales professionals. LinkedIn says it “features a powerful set of search capabilities, improved visibility into extended networks, and personalized algo-
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