leads within LinkedIn

@AnnmarieHanlon

20 Tips for Generating

BEFORE YOU START

@AnnmarieHanlon

#1 Don’t use the app to connect

The LinkedIn app is hopeless

It doesn’t facilitate templates

So one click and the invite you didn’t mean to send…is sent

Equally you may connect to someone with whom you didn’t mean to share your contacts…

@AnnmarieHanlon

#2 Wear your invisibility cloak

• Temporarily hide updates while you’re updating your profile, as ALL updates will be shared

• Over-sharing isn’t valued

@AnnmarieHanlon

#3 Sort out your profile

Proper sentences (spell-checked)

Decent photo

Good descriptions with plenty of keywords

And school doesn’t mean school in the UK

Review and refresh your profile each year

@AnnmarieHanlon

#4 Keep your network updated

• Share latest company blog updates

• Or share updates from company page

• Post status updates when you attend a conference or exhibition

• Add photographs from an event

• Post a PowerPoint presentation you have delivered

FOCUSING ON YOURTARGET CUSTOMER

#5 LinkedIn is a giant database of SEARCHABLE content

Add your relevant content

Consider keywords and keyphrases

Think about variations of your skill set or product area e.g. if you’re in PR, say ‘corporate communications’, ‘public relations’,

‘online press relations’, ‘reputation management’

Use the available word counts; type in Word and copy and paste

@AnnmarieHanlon

@AnnmarieHanlon

#6 Strategically connect

• Don’t be a LinkedIn raider!• LinkedIn can be a great icebreaker

if you've met someone at an event and wish to continue a business conversation

• Most contacts are easily searchable if you didn't have the chance to get their details

• Connecting on LinkedIn rather than by email can be seen as less formal

• It gives the person the opportunity to see your background more closely

@AnnmarieHanlon

#7 Who are your customers?

New customers often look like existing customersConnect to your existing customers

Identify their connectionsDo any look like a possible customer?

Pick up the phone and ask for an introduction

#8 Join or help with LinkedIn groups

LinkedIn groups are a useful way to position yourself as an industry spokesperson

Becoming an admin of an industry related group allows you to foster a platform for discussion

It is a good way to strategically feed your content to a receptive audience

Your position as admin puts you in control of proceedings, making sure that no infiltrators try and 'spam' the group

@AnnmarieHanlon

@AnnmarieHanlon

#9 Join the right groups

• Look at the groups to which your customers belong

• Join the group

• Listen before shouting

• Don’t join too many groups

@AnnmarieHanlon

#10 Adopt group Etiquette• Don’t spam groups • Don’t over-sell• Listen first• Advise don’t sell• Set aside one hour a month to

visit the group

#11 If you are seeking new customers in new markets

Build a digital persona

Add some detail; name, age, digital profile, job role, location, needs

See makemypersona.com

Search the job role / location in LinkedInAnd also Google

Identify the degrees of separation

@AnnmarieHanlon

@AnnmarieHanlon

#12 Mine your network

@AnnmarieHanlon

#13 Connecting tonew people

• Connect with care• Use the desktop (not the

app) version• Read the person’s profile• Check if they say ‘how to

connect’• Always add a message, not

the default template• And say why you’d like to

connect

#14 People you may know

• Is a dangerous area!• There may be some connections in

common• They may not be relevant• They may be competitors!• It’s not a business card competition • So don’t automatically click on ‘connect’

@AnnmarieHanlon

@AnnmarieHanlon

#15 In-mails

You can use In-mails with a premium accountBut you are rated!

Use with care

@AnnmarieHanlon

#16 Create a LinkedIn company page

• LinkedIn pages are a great way to extend your website

• And populate it!

• Think of it as a giant SEO machine

• Schedule regular and relevant updates that showcase your company’s expertise

• Add rich media

#17 Identify other companies

Find customer and potential customer LinkedIn pages and follow them

To get noticed, professionally share their relevant content

Review degrees of separation

@AnnmarieHanlon

TIPS TO BE SUCCESSFUL WITH LINKEDIN

@AnnmarieHanlon

#18 Join the dots

Add the LinkedIn button to your website and ensure it connects to the company page

Add your personal profile LinkedIn URL to emails when introducing yourself or mailing for the first time

@AnnmarieHanlon

#19 It’s ok to use the templates

Ensure the templates are personalized

Change the subject headings as well as the content

No spell check in LinkedIn – Use WORD to prepare your content

@AnnmarieHanlon

#20 Remember the 4Ps of LinkedIn

PROFESSIONAL It’s a workspace and

communications can be saved!

POLITERespond to enquiries,

even if it’s a ‘no’

PROUDShare your achievements

PRIORITISEConnect with care to relevant people

Follow me on Twitter @AnnmarieHanlon

THANK YOU!

Follow me on LinkedIn uk.linkedin.com/in/annmariehanlon