Get LinkedIn: How to Turn Connections into Clients

Get LinkedIn: How to Turn Connections into Clients

April 11, 2012

Lisa Snedeker Director of Communications and Public Relations, School of Law

Gretchen Edwards Assistant Director of Digital Engagement, University Advancement

Welcome

•  Thank you for being here today! •  A little housekeeping:

o  We are recording today's webinar o  The slides and recording will be posted online

following the webinar

Your facilitators

Lisa Snedeker brings more than 25 years of media/ communications experience to her position as the law school's communications and public relations director. Before coming to Wake Forest, Lisa worked as a reporter and editor for The Associated Press, the St. Louis Post-Dispatch, the Las Vegas Sun and The Fayetteville (N.C.) Observer, among other newspapers, magazines and broadcast outlets. She has a BA from Saint Mary-of-the-Woods College in Indiana and a MA from the University of Illinois at Springfield.

Gretchen Edwards promotes alumni advocacy and engagement through web based media and electronic tools as the alumni office's assistant director of digital engagement. She began her work at Wake Forest sponsored by Cisco, where she liaised between the company and the institution to foster the adoption and assess the effectiveness of collaborative technologies within the University community. She graduated from Wake Forest in 2010 with a BA in History, and minors in Journalism and Global Trade & Commerce Studies.

How to ask questions

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Learning objective

After attending this session,

you will know how to make the most of your virtual connections

on LinkedIn.

Skills you will learn

To learn how to make the most of your virtual connections on LinkedIn you need to know: 1.  How to increase your virtual visibility 2.  How to build & nurture relationships with clients and

referral sources 3.  How to build an extensive network of connections

who can be expert witnesses for your clients 4.  How to build relationships with the media

But first, register for LinkedIn!

Helpful hint

Consider having your LinkedIn network open in real time

during this webinar!

1. How to increase your virtual visibility

1.  To increase your virtual visibility you need to know:

A.  How to optimize your profile

B.  How to participate in groups

C.  How to participate in blogs

D.  How to use the answers section

1. How to increase your virtual visibility

1.  To increase your virtual visibility you need to know:

A. How to optimize your profile •  Make presentable •  Tailor for SEO •  Update frequently

1. How to increase your virtual visibility

1.  To increase your virtual visibility you need to know:

B. How to participate in groups •  Take part in discussions •  Contribute comments

1. How to increase your virtual visibility

1.  To increase your virtual visibility you need to know:

B. How to participate in groups •  Consider starting with Wake Forest LinkedIn

groups: •  Wake Forest School of Law Students &

Alumni •  Wake Forest Alumni •  Wake Forest Career Connectors

1. How to increase your virtual visibility

1.  To increase your virtual visibility you need to know:

C. How to participate in blogs •  Establish yourself as an expert •  Target your comments

http://www. shipmanandwright.com/category/attorney-cory-reiss/ Also check out: http://southernlawyernc. blogspot.com/

1. How to increase your virtual visibility

1.  To increase your virtual visibility you need to know:

D. How to use LinkedIn’s Answer Section: •  Ask and answer questions relevant to your field •  Make use of advanced search

2. How to build & nurture relationships with clients and referral sources

2.  To build & nurture relationships with clients and referral sources you need to know:

A.  How to network

B.  How to educate

C.  How to become an influencer

D.  How to create groups for your clients

2. How to build & nurture relationships with clients and referral sources

2.  To build & nurture relationships with clients and referral sources you need to know:

A.  How to network

•  Focus on your specialty •  Example: business lawyers

can reach out to accountants and business advisors

•  Example: attorneys in real estate can connect with realtors

2. How to build & nurture relationships with clients and referral sources

2.  To build & nurture relationships with clients and referral sources you need to know:

B.  How to educate

•  Share information and expertise so that potential clients will want to come to you

2. How to build & nurture relationships with clients and referral sources

2.  To build & nurture relationships with clients and referral sources you need to know:

C.  How to become an influencer

•  Contribute to the conversation on what’s happening in your industry

•  Join groups that peers, colleagues, and competitors are active in

•  Use this information to build an idea bank for articles, press releases, and blog posts that can promote your firm and/or personal brand

2. How to build & nurture relationships with clients and referral sources

2.  To build & nurture relationships with clients and referral sources you need to know:

D.  How to create groups for your clients

•  Add value to the client-attorney relationship •  Provide ongoing, exclusive content and

information for clients only •  Answer client questions

3. Build an extensive network of connections who can be expert witnesses for your clients

3.  To build an extensive network of connections who can be expert witnesses for your clients you need to know:

A.  How to build connections in your law specialty

and with experts in related industries •  Reach out to experts in your field •  Cultivate an ongoing conversation and build

a relationship •  This added benefit gives prospects and

clients another reason to hire you

4. How to build relationships with the media

4. To build relationships with the media you need to know:

A.  How to offer media information they can share with their audience

B.  How to be a source

4. How to build relationships with the media

4. To build relationships with the media you need to know:

A.  How to offer media information they can share with their audience

•  92% of all media professionals are on LinkedIn

•  Invite them to your groups so they see the information that you can offer their audience

4. How to build relationships with the media

4. To build relationships with the media you need to know:

B.  How to be a source •  Make yourself available •  Introduce yourself locally •  Talk in layman’s terms

Review

1.  How to increase your virtual visibility 2.  How to build & nurture relationships with clients &

referral sources 3.  How to build an extensive network of connections

who can be expert witnesses for your clients 4.  How to build relationships with the media

You now know how to make the most of your virtual connections!

Questions

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Contact

We look forward to hearing from you!

Lisa Snedeker •  on LinkedIn

Gretchen Edwards •  on LinkedIn