For advisors and brokers, and even plumbers and welders for that
matter, LinkedIn can be a valuable tool for connecting with prospects. These 7 tips can help you grow your network and your business.
1. Prepare your escalator pitch and include it in your profile. When you’re on an escalator, as opposed to an elevator, you’re out in
the open where everyone can hear you. The same goes for social networks. Consider
your main audience which is your ideal prospect and the secondary audience,
which is basically the entire internet or in our escalator example the entire
mall. The secondary audience may not be who you're looking for but they may
know someone who is. Once you're dialed in on the pulse of the audience, tell your story using as few words as possible to sum up what you are
all about.
Fictional Example: “We help people make the most of their
retirement and health benefits. Our goal is to put more healthy people at the
beach when it comes time to retire.”
2. Connect with everyone you know (and maybe even some you don’t).
If you invest a minute or so each working day clicking the
"connect" button on the "People You May Know" you will expand
your network.
Everyone you talk to about business or meet during the course of
the day is a potential LinkedIn connection. If a friend brings someone new into
your golf foursome, add them to your network. You never know where it could go.
That person you shared a sand trap with may just have a cousin with a
friend that has an opportunity for you.
3. Follow to be followed. There was a time when following people was creepy, but today it's more of a complement, at least when it comes to social networking. Follow your
current clients and prospects. Spend a couple minutes every few days
looking them up. If they have a page, follow them and stay up to date on their happenings.
4. Lend your expertise. Join groups
and use this as a strategic way to add value to others, share
insights, and build out your network with prospects. If your prospects are looking for answers, take advantage of these
opportunities.
5. If you post it they will come. Post an update every
couple days. Use the daily update to share a link to an article or a video that
is relevant to your prospects and customers. Be careful to hold back the
sell when you post updates. Add value and share expertise instead. This tells a
better story and the story is what sells.
6. Shock and Awe. Praise and Applaud. When you come
across a news story or post that offers good news about your client or
prospect, or any key contact, give it a like, post a comment or share the news
as a status update.
7. The recommendation heard round the world. Recommending a colleague, client or
contact is a great way to send some positive energy their way and almost always
results in some form of reciprocation.
Just getting started
is a step in the right direction. Don’t think about it too hard. The most important thing is to be out there so people who are looking for your expertise or service can find you. The more you put into it, the more you will get out of
it.
The Author: Cole Thompson
Marketing Specialist
cthompson@abg-mn.com
Disclaimer: This blog is of an
informative and educational nature, and should not be considered legal,
financial or operational advice. Please contact the appropriate parties
for those services. Thank you.
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