LinkedIn: Goals and Strategies

© 2014 Practice Boomers

www.PracticeBoomers.com

Presented by David Ackert@DavidAckert

• Target – Prospect potential clients and allies

• Attract – Draw opportunities appropriate to a niche practice area or specialty

• Brand – Broadcast yourself broadly to an extended network

• Service – Focus on the needs of your clients

What is Your Goal?

Not a strategy

What is Your Strategy?

General Counsel, Technology

Targeting: A Search Strategy

Pick up the phone and ask for the

introduction.

Also, I see we have Mo Rahani in common.

Hi James. I'm working on another blog I think you'll like.

He’s great. Do you know him well? - Anne

I will send it to you when it is done.

reference the connections you have in common

conclude with a question

Other Targeting Strategies

• Only accept invitations from people from whom you would be willing to ask for an introduction.

• Don’t assume that everyone responds to LinkedIn Alerts.• InMail from a new contact is 30% more likely to be opened

than email.• If a prospect has viewed your profile, send them an

introductory note and ask them how you can be of help.

Sales Navigator

1. Save searches2. Organize profiles into categories3. Receive alerts when prospects fitting your

description enter your extended network4. Integrate LinkedIn into CRM (Sales Force)5. Gain more access to information about who has

viewed your profile

Attracting Strategies

• Accept invitations from anyone who could have access to relevant business opportunities, especially other LION members.

• Join groups that align with your areas of interest and expertise. Participation in groups is 3+ more likely to drive relevant traffic to your profile.

• Start groups to attract appropriate connections for dialogue and follow-up.

• Enrich your profile with multimedia (Slideshare or videos of presentations) - provide a sense of your expertise and differentiate from the competition.

• Post blogs, articles, announcements, press releases, and relevant alerts to your LinkedIn connections using your LinkedIn feed.

• Drive attention to your content by posting it to your discussion groups and asking a question that begins a dialogue.

• Watch for new syndication guidelines.

Branding Strategies

Service Strategies

• Connect with clients on LinkedIn.• Match content and connections to their needs. • Use the “Job” search function to help them build their team.

Target

Attract

Brand

Serve

Don’t try to do it all.

Choose a primary LinkedIn goal and a manageable number of strategies to accomplish it.