Presented at the Dayton Accounting Show for CPAs, May 2012.

1. Top 10 Business
Development Tips for CPAs
by Andrea Dale
LinkedIn Trainer & Guru
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2. Today’s Topics
Why LinkedIn? 5. Invites: Ask Why &
Offer Why
1. Complete LinkedIn
Profile 6. Respond to Emails
from LinkedIn Members
2. Seek meetings &
conversations via 7. Use LinkedIn
LinkedIn Smartphone App
3. Join 3-5 Groups 8. Complete LinkedIn
Company Profile.
4. Build an “Aligned”
Network 9. Be Consistently Active
10. Use LinkedIn to
Research Prospects,
Clients & Competitors
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3. Why Use LinkedIn?
Within 50 Miles of Dayton
Downtown zip code (45409)
• 35,000+ Business Owners or
Partners
• 62,000+ Executives, VPs or
Directors
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4. Why LinkedIn
49% of all LinkedIn Members live
in households earning more
than $100,000 a year.*
* 2012 Consumer Electronics Show Survey
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5. 1. Complete Individual LinkedIn
Profile
Your LinkedIn Profile
=
Your Prospect's First
Impression
Your Business Suit & Handshake
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6. 1. LinkedIn Profile
Incomplete Profile
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7. 1. LinkedIn Profile
Credibility Crushing
Incomplete LinkedIn Profile
• No Photo
• Only a “Job Title” Headline
• No, or Choppy Summary
• One Liner Experience
• No Testimonials
• No Services
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8. 1. LinkedIn Profile
Complete Profile
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9. 1. LinkedIn Profile
Credibility & Visibility Building
Complete Profile
• A Smiling, Close Up Photo
• Making a Difference Headline
• “Getting Found” Keywords: Titles,
Summary & Skills/Expertise
• Testimonials from Clients & Peers
• Uses complete sentences, not
“resume copy” in Summary.
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10. 1. LinkedIn Profile
Credibility & Visibility
Increasing LinkedIn Profiles
Receive More Invites to Connect
Have More of Your Invites
Accepted
Gain More Business
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11. 1. LinkedIn Profile
Ensure
You
Standout
Against The
Competition
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12. 2. Seek and Ask for Meetings &
Conversations
LinkedIn itself does not bring you
business…
The conversations
and meetings from
LinkedIn bring you
business.
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13. 3. Join 3-5 Groups
Exponentially increases your exposure &
opportunity to link to others.
• Begin with your “local” LinkedIn Group
such as: LinkedInDayton group,
LinkedInCincinnati, etc.
• Join groups devoted to your referral
partners & ideal clients.
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14. 3. Join 3-5 Groups
Indiv. Indiv.
Profile Profile
Indiv. Indiv.
Profile Profile
LinkedIn Group (i.e.
LinkedCincinnati)
Indiv.
Indiv. Indiv.
Profile
Profile Profile Indiv.
Indiv. Indiv.
Profile
Profile Profile Indiv.
Indiv. Indiv.
Indiv. Profile Indiv.
Indiv.Profile Profile
Indiv.
Profile Profile
Profile Indiv.Indiv. Indiv. Profile
Indiv. ProfileProfile Profile Indiv.
Profile Indiv. Indiv. Profile
Indiv.
Profile Profile
Profile
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15. 4. Build an “Aligned” Network
Seek “Gateway” Your Referral
Connections Partners
• Your Natural Referral Partners Attorneys
• Competitors with a strong Financial
LinkedIn Presence (a zillion
connections).
Planners
• Past & Current Clients with a Investment
strong LinkedIn Presence. Advisors
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16. 5. Invites: Ask Why & Offer Why
Key Tactic to Establish a Relationship:
Ask “Why?”
• When sending or receiving LI Invites,
ask or offer why you want to connect.
• For highly desired contacts, ask for a
conversation or meeting.
• Do not connect when “pitched” without
intro. conversation.
Encourage vs. Discourage
Conversations & Meetings
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17. 5. Invites: Ask & Offer Why
Knowing Your “Aligned” Network =
Increases Results
• Help others because you know their
interests.
• Introduce colleagues to each other, to
their and your benefit.
• Gain a much greater response to
queries, events you promote & requests
for help.
• Gain more referrals.
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18. 5. Invites: Ask & Offer Why
Go
? Go
Friends &
Colleagues
Business
? Prof. You
Go DON'T know
Prospects & Referral
Partners You KNOW
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19. 6. Respond to Emails & Invites
from Other Members
• Don’t wait until your profile is “ready.” They
have already seen it. Just connect.
• Unanswered emails are unknown
opportunities
• Prospects sometimes ask to connect before
asking to meet with you. Asking “why”
prevents missed opportunities
• You look unresponsive when you don’t
respond within a couple of days
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20. 7. Use LinkedIn SmartPhone App
• Respond quickly to invites and queries.
• Follow-up post networking with invites
to connect
• Check in on Groups, News & LinkedIn
Communications
• To Find: Click on the
“Mobile” link at the bottom
of your LinkedIn page
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21. 8. Complete LinkedIn Company
Profile
• Company Overview & Logo
• Include a comprehensive list of specific
services, including YouTube videos and
company contacts
• “Getting Found” Keywords in
Overview, Specialties & Services
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22. 9. Be Consistently Active
Get Noticed & Increase Visibility
• Post an update to your profile at least
once a week
• Promote your events to connections
• “Share” relevant news, articles and your
newsletter with your network and groups
• Link to and update your blog
• Don’t forget to update your Individual and
Company LinkedIn profiles…
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23. 10. Research Prospects, Clients &
Competitors
• Research your contacts on
LinkedIn before you meet
• Discover what influential contacts
you have in common with key
decision makers
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24. To The Point Marketing Services
LinkedIn Services
• Individual & Company LinkedIn Profile
makeovers
• One on one & group training
• Business development consulting
• Speaking engagements
Marketing, Sales & Copywriting
• Marketing consulting, coaching &
mentoring.
• A six month marketing & sales
coaching program
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25. To The Point & Andrea Dale’s
Contact Info.
Link with Me
LinkedIn Profile at:
www.linkedin.com/in/andreadale
Web Site
www.tothepointwriting.net
adale@tothepointwriting.net * 513-561-2642
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