8 ways to become a LinkedIn rock star (Part 2)

Last week, I shared four steps to help you separate yourself from the pack on LinkedIn in part one. Doing little things right, like optimizing your LinkedIn profile, utilizing LinkedIn tools, and maintaining an active presence online, are just a few. Here are four more ways you can use common social selling techniques to amplify your experience on LinkedIn.

1. Prospect smarter by using advanced search. Identify relevant prospects through filtering – by region, industry, title, etc. Also, target second-degree connections first to help leverage introductions by your close contacts.

2. If you prospect weekly, or even daily, on LinkedIn, consider saving your searches to save time and setting up alerts when people leave or join companies. The Save Search button is available in the top right corner of the advanced search tool.

3. LinkedIn Groups provide a place for professionals to join relevant conversations, educate themselves in a market or on a topic, and provide insights and thought-leadership. Add value to discussions, and you may find a captive audience of prospects.

4. Amplify your expertise by leveraging the Skills & Expertise feature of LinkedIn. Having a helpful skill listed on your profile helps add to your credibility and increases your appearance in relevant search results.

Consider the four tactics I shared in part one, and try tackling these items this week. How are you working toward becoming a rock star on LinkedIn?

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Stay ahead of the social media curve

I really liked this article recently posted by wealthmanagement.com that praises early adopters of social media. While you and I may not be a part of the coveted 8% of advisors that met the criteria to be considered an early adopter, we can learn to build on some characteristics of one.

Use social media daily
We recommend spending between 15-30 minutes a day. Develop a plan or a checklist and stick with the routine every day and week. Adding connections, sending messages and reviewing scheduled content can all be included in this plan.

Gather information on clients
The article notes using LinkedIn and other social networks as a way of profiling clients while gathering information about them. While establishing a personal relationship, advisors can uncover potential second- or third-degree connections.

Research prospects
Through researching potential connections on LinkedIn, Google and other social networks, you can get a better understanding of the person to help you make a good impression.

Uncover business opportunities
There are many people who can provide you a jumping point for new opportunities: family, friends, alumni, former colleagues and other centers-of-influence. Run advanced searched on LinkedIn and follow local companies.

Get introduced offline
Another helpful article from wealthmanagement.com can help you use LinkedIn as an online tool to get offline personal connections.

Acquire new business
Get involved. When a new opportunity arises, follow these steps and take the relationship offline.

From online to offline thru social media

While it’s important to foster strong relationships online through social media, it may be even more important to transition those online connections to offline. Your ultimate goal should be to find and research affluent connections, cultivate a friendship that will lead to more face-to-face interaction. Social media does not change that; instead, it is a competitive advantage that can be used as a communication tool to help build that network.

I really liked this article from WealthManagement.com. The author offers great suggestions for directing conversations toward offline connections.

Please note: I derived the action steps exactly from the original text as these are great suggestions for future interaction on social media.

Quality vs. quantity
There are two approaches to online networking. Quantity is key if you purely want to grow your numbers. While a lot followers and likes is important, we more-so value quality. It’s much more rewarding to advance personal connection through relationship marketing. Focus on building a few relationships at a time and strengthen existing connections.

Action step: Connect with all clients, prospects, and centers of influence (COIs) on social media.

Use intelligence to build rapport
Use social media as another component of your relationship management strategy, suggests the author. Use LinkedIn and Twitter to start conversations in an effort to learn more about clients and prospects. By managing your relationship on a personal level, you will have the opportunity to gather additional information. Use LinkedIn and Twitter, in addition to Google and Internet searches, in your research.

Action Step: Before your next meeting, identify a topic you can bring up in conversation based on the information you’ve gathered from their profile, post, or comment.  

Value conversation
Now that you’ve established the personal element, be pro-active by engaging with a business focus. The author suggests asking your connections if there is anything in particular they’d like to see you post more about.

Action step: Contact three clients you are connected with on LinkedIn and have a value proposition conversation.

Get personally Introduced
If you notice that a potential client or a target connection has a mutual friend, see if you can be personally introduced by the mutual party. You can either do this personally via phone call or in-person, or LinkedIn offers a feature called “Get Introduced” for meeting new connections.

Action step: Ask for one LinkedIn personal introduction a week.

Use LinkedIn as an excuse to get face-to-face with prospects
LinkedIn is a great conversation starter and the perfect opportunity to take the next step with a phone call. The author suggests saying something like: “Knowing everyone personally in my LinkedIn network is important to me.”

Action step: Contact two LinkedIn COIs/prospect connections a week and use the LinkedIn excuse for getting together.