LinkedIn should be a major tool in your arsenal for attracting new business. Yet, I guarantee most who read this article are going about their LinkedIn networks all wrong.
People do business with those they like, know, relate to, and trust — we’ve heard that a million times, right? So, why do we do such a poor job getting people to do all those things?
Who amongst us would be unhappy if paying clients just landed at our feet? I would be tickled, actually, but that’s not how the world of business works. Some business haphazardly finds its way to our doorsteps, but mostly, we claw and scratch our ways to securing the rest.
Resume writers must have some degree of sales ability to grow their businesses. There’s no way around it.
Experts have also drilled into our heads that selling isn’t selling at all. It’s relationship building. It’s about being present when the prospect has a need and is ready to buy. It’s about making “deposits” (offering help and guidance) into the people around us before we can eventually make that “withdrawal” (take them on as clients).
Are you making deposits, or are you merely accepting those LinkedIn invitations, upping your number of connections, yet relentlessly ignoring them? I dare say most resume writers in our industry are making many mistakes with their LinkedIn networks. Probably the first on the list of blunders is doing little or nothing with their networks. I was guilty of this. Up until fall of 2011, I did little with my LinkedIn page too.
So, my question to you is this: why have something so powerful at your fingertips only to do minimal with it?
Today, that’s about to change.
Here’s today’s challenge:
Make things happen with those in your LinkedIn network, instead of waiting for something to happen in your absence. Here’s how to accomplish just that:
1. Avoid a stagnant LinkedIn network that offers minimal value to your business. You might be connected to 2,000 people, but how does that number translate to relationships that eventually generates revenue? If you want to “kick up some dust” with your LinkedIn network, look into resources such as LinkedSelling to grow your connections and master LinkedIn’s features for building relationships.
2. Start applying tags to everyone you connect with — and use them! Tag everyone you connect with as a prospect, recruiter, hiring manager, friend, or whatever best describes them. But don’t stop there. Apply more than one tag, creating a make-shift follow-up system for prospects, clients, and everyone in between. Since LinkedIn allows you to create up to 200 tags, find ways to use tags effectively, thoroughly, and profitably.
3. Communicate! For prospects to like, know, relate to, and trust in you, they really need a reason to do so … and if you “stand in the corner” with one of your biggest networks, waiting for people to approach you, then you can’t expect much to happen can you? I’m not talking about merely posting the occasional update, possibly seen by a tenth of those in your network. I’m talking about direct LinkedIn emails for the sheer purpose of touching base and offering help. Did you know that people in your network are losing their jobs, experiencing job stress, and facing job dissatisfaction? If you don’t reach out, don’t build those relationships, and don’t make those “deposits” I mentioned above, you’re missing out many, many profitable opportunities.
If you missed my last blog post and challenge, simply click “What Resume Writers Should Know About Their Customers.”
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