Practical business development and networking techniques for consultants and sales professions to get more leads and deepen business relationships with LinkedIn.

1. 13
Ways
to
Grow
Your
Consulting
Practice
with
LinkedIn
In
2013
1/22/2013
Chris
Reilly
Unleashed
Online
Marketing

2. Agenda
* The
state
of
LinkedIn
and
business
social
networking
in
2013
* 13
ways
to
grow
* Questions/Answers

3. About
Unleashed
* Largest
team
of
Google
Certified
AdWords
Professionals
in
WA,
ID,
&
MT
* In
operations
since
2009
* Search,
Social,
Display,
Video,
and
Mobile
Ad
planning,
logistics,
and
optimization

4. The
State
of
LinkedIn

5. The
State
of
LinkedIn

6. The
State
of
LinkedIn

7. The
State
of
LinkedIn

8. The
State
of
LinkedIn

9. Build
a
better
profile!
* Your
online
“first
impression”
* Add
photos,
videos,
presentations,
languages,
education,
certifications
&
more
* People
tend
to
look
for
company
names,
number
of
connections,
and
titles
first.

10. Improve
your
company
page
* Post
a
photo
and
nice
description
* Link
to
individual
products
or
services
on
your
website
and
seek
recommendations
* Spend
some
time
with
your
“Insights”

11. Participate
in
Groups
* Belonging
isn’t
enough!
* Join
local
groups
or
industry
relevant
ones
anywhere
in
the
world
* Post
useful
content
and
answer
questions

12. Answer
People’s
Questions
* Demonstrate
your
expertise
* Be
thorough,
prompt,
and
precise.
* Linking
to
blog
with
detailed
answers
can
be
helpful
* Nobody
likes
self-­‐promotional
answers

13. Share
content
updates
* Post
relevant
articles
that
help
your
potential
customers
* Find
content
with
niche
forums,
Reddit,
StumbleUpon,
and
Twitter
* Use
RSS
to
manage
time
effectively

14. Advertise
your
practice
* LinkedIn.com/DirectAds
* Target
a
large
enough
audience
* CEO’s
are
hard
to
reach
via
LinkedIn
Ads
* CPC
is
safer,
but
CPM
can
perform
better
* Write
ads
with
strong
calls
to
action

15. Find
projects
via
Jobs
* Search
for
Jobs
in
your
area
of
expertise
* Reach
out
with
an
InMail
to
the
decision-­‐
maker,
not
recruiters
* Include
references
from
similar
projects
* Works
great
on
Craigslist
as
well

16. Reach
Out
With
InMail
* Use
Search
to
find
great
prospects
* Write
a
very
personalized,
soft
intro
* Include
references
from
similar
projects
* Avoid
selling,
just
ask
for
a
meeting

17. Endorse
and
Recommend
Others
* Endorse
friends,
partners,
and
clients
* Each
person
you
endorse
gets
an
email
* Recommendations
carry
more
weight
* Associate
yourself
with
strong
brands
by
writing
recommendations
on
their
pages

18. Learn
to
love
Profile
Views
* See
who
is
looking
at
your
profile
* Follow
up
with
InMail
or
offline
contact
* Don’t
mention
you
saw
their
“view”

19. Congratulate
people!
* Send
messages
to
people
when
they
join
new
companies
* Write
a
personal
note
when
somebody
updates
their
title
* Ask
open-­‐ended
questions
to
see
if
there
are
opportunities

20. “People
Also
Viewed”
* Find
what
businesses
are
similar
to
your
best
customers
on
their
company
page
profile
* Ask
for
a
recommendation
from
your
best
customer
* Send
an
InMail
to
similar
company,
referencing
the
work
you
did
for
your
best
customer
and
asking
for
a
meeting

21. Grow
your
reach
with
Rapportive
* RAPPORTIVE.COM
* Follow
people
in
seconds!
* Check
out
what
is
happening
in
their
social
world
and
have
something
to
mention
* Only
works
with
gMail

22. QUESTIONS?