LinkedIn is a powerful tool to use in the B2B (business to business) world. It can be used for networking, sales, research, and getting answers to your business questions. LinkedIn isn’t Facebook so you can’t use the same tactics to get noticed, you have to think a little different. Here are 5 ways to get noticed on the worlds #1 B2B platform.
Put a head shot in your profile. This should be a no brainer but I see a ton of profiles without a head shot or even worse with an unprofessional head shot. A profile with a professional head shot gets 21 times more profiles views and also makes it 36 times more likely you will receive a message. Make sure it’s just you, not you and your team or you and your significant other. Business attire is preferred but depending on your industry you could get away with a work uniform. This is your first impression so make it a good one.
Add your skills. Get noticed by adding your skill set to LinkedIn. If you add your skill set your profile views increase 13 times. That’s a big jump for such an easy thing to do. If you list 5 or more skill that jumps to 17 times more views. This is the place to let people know what you do, it’s what LinkedIn is about. It’s even better when you can get colleagues to endorse your skills. The best way to make that happen is to ask.
Talk about what you know Get noticed by posting content, unique content is best. The LinkedIn algorithm loves unique content and content written specifically for its users. Influencers average 130,000 post views when they write on LinkedIn and you don’t have to be an influencer to get going and take advantage of this. You should write about things you know so people understand you can help them when the time comes. Get your posts out with proper tags and people will start to follow you for more information.
Join groups Do a little research and find the groups relevant to your interests or that contain the people you want to talk to. Ask questions, provide answers and be useful in the groups you join don’t just look for the sale. Hard selling tactics backfire on LinkedIn, you should be trying to show expertise without pushing for customers..
Personalize your connection requests Tell people why you want to connect with them or where you met in person so they know who you are and why they should click yes. A personalized invite makes you stand out. Most people will connect with you on LinkedIn and even more will connect if they know why you sent the request.
Pro tip: Don’t connect with someone then start selling, it is a good way to loose a valuable contact. Even if they don’t disconnect with you they will remember that first interaction and decrease the chances they will help you or buy from you in the future.
For those who interact with me personally, it will come as no surprise that 90% of my business comes from networking. I attend as many networking events as I can, I meet as many people as possible and I collect a lot of information about who they are and what they do which I then pass along to other networking contacts. This week we will be talking about networking again because I believe it is one of the most useful skills you can have as a business owner and one of the easiest things you can do to get more business. Every day we will talk about one aspect of networking as well as practical tips to becoming a master networker. Remeber the saying “It isn’t who you are, it’s who you know”. Make networking a habit. Your bonus tip for today is to devote 5 minutes every day to building your network and see how it grows.
Getting the introduction right during the first few seconds is important. This is when you are establishing yourself and setting the expectation for the rest of the conversation. Here are some tips on nailing the into during the first 30 seconds.
Some of you found my site through a link on your phone. How did I do that? There is a new marketing tool out there called Asirvia which uses proximity advertising to deliver messages to people near me. It’s easy to stop such messages and isn’t intrusive but can be a huge benefit to those who network a lot (like me) or have a location they are trying to generate engagement at. Imagine if your customers got a coupon for just walking by your storefront or 30% of the people at a networking event got a link to your website even if they haven’t met you yet. It is a powerful tool and is getting results for me (and I’m not even an ideal case). Check it out for yourself. Warning, they used an MLM model for their distribution but I am not signed up for that part, I just wanted the device. The compensation looks sketchy and they have unrealistic numbers for how to get paid. My advice is to use the gadget and leave the “unlimited earning potential” alone.
Leads are the lifeblood of any business. In Direct Sales, it is doubly important and at the same time almost twice as hard. DS gets a stigma which shuts down leads before they even have a chance to hear your message. Here are some places to get new leads. Remember, people buy from people they trust. Develop the trust, then develop the lead.
There is no one step solution to your Social Media Marketing needs but LinkedIn can be a force multiplier to your efforts especially if you are targeting other businesses. It should be a part of your strategy, not your entire strategy. Use it mostly for networking if your targets are consumers and not businesses. If you have content marketing as your primary strategy use LinkedIn as a way to gain credibility. LinkedIn is very versatile and businesses ignore it at their peril.
The Golden Rule of Networking: Don’t Keep Score. Great advice and the only way to approach networking events. If you worry about who owes you then you don’t get the point of networking. If you approach networking with a service attitude you will get more out of it. Relax, have fun, help out your fellow humans. It will increase your networking capital more than keeping score.
One of the requirements of networking is to meet people. In fact, that is the definition of networking. But where do you find people to network with? Here are 10 suggestions for locations to find potential clients. Make sure you aren’t just showing up to pitch, that’s sales. Network, meet, listen.
The most interesting thing I find about networking is how people don’t know they need you until they meet you. “You do custom software, I always thought of making an app for my business”. “You clean the sidewalks outside of stores? Mine are getting grungy and I hate doing it myself”. These are conversations I have heard and watched deals close. Of course, the longer you network, the better known you are and the more trusted you become. It’s an investment and will pay off over time.
Another reason to put efforts into networking is getting advice. Every networking event I have been to I get asked questions about marketing or sales and I freely give out good information. Almost everyone I interact with at the meetings does the same. I see thousands of dollars worth of consulting being handed out because we know each other and we ask. It’s also how we get more business. I ask a financial adviser for information, it turns out to be great information, who do you think I am going to hire?
For maximum effect, you should spend about an hour a day networking for your business. Dr. Misner found that people who said “networking played a role” in their success spent an average of 6.3 hours a week participating in networking activities.Conversely, the people who claimed that “networking did NOT play a role” in their success spent 2 hours or less per week developing their network.