While everyone is busy posting pictures of
their pets and catching up with friends over on Facebook, serious minded
business professionals are turning to LinkedIn as a way of staying connected
with associates. They are also discovering the benefits
of utilizing LinkedIn to expand their own customer/client base. There was a
time when dedicated salesmen would have to “work the phones” to generate new
leads. Today’s internet savvy sales force knows how to work the social media
networks. Here are some tips to help you use LinkedIn to get new clients.
1)
Share the News
The worst thing that a potential new client
or even a long time business associate should ask is, “What have you been up to
lately?” If that happens then it’s clear you’re not using LinkedIn to its
fullest extent. Whenever your business has a new product or venture you should post
the details on LinkedIn. You can also send industry news that is relevant
to your network or contacts. You can boost that announcement by adding a follow
up direct message to your contacts asking for the time to catch up through a
call or email.
2)
Make the Connections
After you’ve established your own social
circle of professional contacts on LinkedIn it’s time to go
exploring. Spend some time every day reviewing who your contacts are
connected to. Perhaps someone you once worked with are friends with a CEO you’d
like to get in front of. Armed with this information you can ask for an introduction
or use that connection as your “conversation starter” with the new contact.
Either way, you’re expanding your reach which is what LinkedIn is all about.
3)
Track Down Former Co-Workers
Over in Facebook everyone is digging up old
acquaintances from as far back as kindergarten. You should be doing the same
thing on LinkedIn but keep it focused on business. Take a trip down memory lane
and go looking for former business associates or fellow college grads. Where
are they working today? Would that be a valuable
connection to make?
4)
Ask for Introductions
Making a connection is easy but what if you
want to gain access to a company where you have no network? You’re essentially
making an old fashioned “cold call” reaching out to that company. Your network
is the best bet to be introduced to someone within a company. Find out who
knows who and ask
for an introduction. The best thing about LinkedIn is that it allows you to
see who is connected to whom. This
doesn’t mean you make a contact and then go for the hard sale. Let that
relationship build. (See hint #1!)
5)
Join the Groups
Every member of the
LinkedIn community has the opportunity to join groups built around common
interests. Here is where the community really comes to life through ongoing
discussions. Those groups could all contain potential clients. Get involved but
keep it professional. The best way to connect with strangers is to create your
own LinkedIn group. Revolve the group around a particular industry/category and
invite your peers to connect and share.
I know I don't utilise LinkedIn enough. Your tips are great though and give me a basis to do more. Thanks for sharing on Bizsugar.com
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