I am not a LinkedIn expert, but I do have more than 26,000 LinkedIn connections and almost 30,000 followers. How many do you have?
I may have more visibility and notoriety than you do, but we are equal in exposure and linking possibilities on the LinkedIn platform. And almost all of my LinkedIn connections are the result of people wanting to connect with me because of the value of the messages I consistently post.
I do not accept everyone. I click on everyone’s profile before connection. Many are impressive. Most are average or less. Some are pathetic.
Here are some questions to ask yourself if you want to evaluate your LinkedIn success: Are you utilizing the power of LinkedIn, or just “on” LinkedIn? How compelling is your profile? How many recommendations do you have? How are you communicating with your connections? How expert are you at searching for leads and connections? How many sales leads are you able to secure? How many sales appointments are you able to secure? How are your connections helping your sales numbers? How are your connections helping your career? What are you posting? How often are your postings being liked, commented on and reshared?
Your LinkedIn profile is a powerful social media image – maybe your most powerful. And you choose exactly what it is and what it says. When others search for you on Google, LinkedIn is one of the first links they click on. You have a chance to make an immediate, positive business and social impression.
When I realized the business significance of LinkedIn, I immediately sought professional help. I hired an expert to help me with the keywords, layout and what to include on my profile page. But I didn’t keep up.
Several years later, my friend and partner Jen Gluckow told me my LinkedIn profile page was terrible. She showed me how the new LinkedIn worked and the significance of having a powerful search-engine-optimization page. She also taught me what and how to post.
It must be working. I had about 21,000 connections and was “LinkedIn flat.” In the two years since I’ve hired her, I have attracted more than 5,000 organic connections. Or should I say, more than 5,000 potential customers. Huge opportunity. At an acquisition cost of zero.
Here are some things about LinkedIn to make you think and act:
n Your picture is not an option. Show a professional, but approachable, image. Be proud of who you are. Smile.
n Have a LinkedIn profile that gives me insight, not just history. Not just what you’ve done, but also who you are and how you help. Your profile is both an affirmation of your expertise and your pathway to attracting connection.
n Do not use stock LinkedIn messages. It shows your laziness, lack of creativity and overall lack of professionalism. Standard LinkedIn messages need to be replaced with your own – every time.
n If you’re looking for leads, I use the keyword feature (rather than the job-title option) in the “advanced search” link to the right of the search box. It’s free, and you’ll find hundreds of people in your industry or in your backyard that you never knew existed.
n Why are you sending me an e-card on Easter? I’m Jewish. Not a good move. Three words that will help you: Know your connections. Three words to ask yourself with any message you send or post: Where’s the value? E-cards are a total waste, unless it’s family. I don’t want a birthday card; I want a sales lead or a referred connection.
n If you’re asking me (or people) to join your group, tell me how I will benefit.
n If you’re asking me to connect you with one of my second-degree connections, don’t. The only way to ask (and the only way I refer) is from first to first. And tell me in a sentence or two why you want to connect. Don’t ask people you don’t know to make connections for you. You have to have a deep connection with your first-degree connection first.
n Allocate 30-60 minutes a day to utilize this vital business social media asset.
LinkedIn is the business social media site of today and tomorrow. Harness its power, do not abuse its options, and you will reap its rewards. •
Jeffrey Gitomer is the author of 12 best-selling books, including “The Sales Bible.” He can be reached at salesman@gitomer.com.
