Getting the most from Who’s Viewed Your Profile page

Whenever I’m running training sessions, one of the areas we talk about that always gets a big thumbs up from the attendees is the “Who’s Viewed Your Profile” page on LinkedIn.

In almost all cases, when I ask if people check out who’s been looking at their Profile Page, I get a resounding “Yes!” from the majority of those in the room. That’s great! However, their reasons tend to be more personal interest than anything else and any solid action that they take afterwards, using the information they find there, is much less clear cut.

For me, I’d encourage you to make it as practical as possible. It’s a source of potentially very valuable information and if you are already using it as such, then congratulations! For me, that more how it should be used, something which is much more useful than a simple area of interest as the information it contains can lead to both new potential contacts and opportunities. (more…)

Active status on LinkedIn

Active Status LinkedIn headerYou may have noted that LinkedIn seems to have succumbed to an attack of the measles … green measles to be precise. For some they arrived last year only to disappear for a while, but then returned last week once again and are now back with a vengeance. For others, you may be seeing them for the first time and wondering what they signify.

Don’t worry, they’re not contagious. However, they do potentially offer us some valuable focus for our interactions on LinkedIn – so let’s get to the nitty gritty of what they are all about!

What do they mean?

This is part of the LinkedIn system that is called the ‘Active Status’ indicator and quite simply it shows when your connections are actually logged into the site and, to a certain point, also when they were last active.

They come in two forms: (more…)

Don’t connect on LinkedIn!

If you are not going to connect properly on LinkedIn then in many respects, it’s better not to do so at all – okay, that’s all a might harsh really, but as I mentioned in my post entitled Personalise your LinkedIn Invite, I really would encourage you to always, always write a message to the person you are contacting rather than just send out the generic “I’d like to add you to my professional network on LinkedIn”.

Think about it – someone walks up to you at a networking event or a Conference. They don’t say a word … they just look you squarely in the eye and force their business card into your hand … then they walk off again. How would you react? Cherish that business card and resolve to call the person at the first opportunity … or bin it?

Surely that’s just the same thing isn’t it?

I do understand why some people are doing it though … because there are so many places on LinkedIn where we are essentially being ushered into sending the generic invite because of an inviting and highly visible “CONNECT” button tempting us in.

So where does this happen so I can avoid it?

Well, I’m glad you asked – this happens in the following places: (more…)

How LinkedIn can help sales teams

linkedin-sales-teamsI’m going to start this with a bit of a reality check … call me a wet blanket if you must … but I need to clarify something right from the start. LinkedIn is not going to sell for you. Sorry.

LinkedIn is also not going to remove the need for you to talk to clients and allow you to sit in the office clicking around their site all day and still make target. Sorry again.

What it can do, however, is fundamentally change the way that you identify, listen to, approach and engage with prospects in your market. In the right hands – in your hands – it can quite simply run rings around traditional research and preparation, allowing you to spend more time in front of the right people, with a greater chance they will be willing to listen and work with you.

A short example

A quick story of one small way it can help. A client, where I was running some LinkedIn workshops, reported an experience of one of their sales team. He was going to an exploratory meeting with 3 directors of a potential client – ahead of the meeting, he checked their profiles on LinkedIn, only to discover all three were connected to the owner of a company that was already a client of his.

To cut a long story short, (more…)

Never have to cold call with LinkedIn … really?

Never have to cold call on LinkedIn I received a call last week from a lady who was interested in attending one of my public courses. She told me that she was interested in my LinkedIn for Business Success course because she had read on my website that that if she came on my course she would “never have to cold call again”.

I had to inform her that unfortunately she was mistaken as I knew I would never have written that on my website … you see, I hate the hyperbole that all too often gets written, overstating what LinkedIn can deliver.

“So, you’re telling me it isn’t true then?” she asked.

This was the moment when I had to ask myself if I should just stick my salesman’s hat on and go for it … or stick to my principles.

I stuck to my principles.

“No, it’s not true,” I replied. “At least not quite in the way you are looking for.”

It doesn’t feel good to deflate people’s expectations, particularly when they think that they have found the secret to automating their new business development without having to speak to people again. Or perhaps they think that the business can all be conducted on LinkedIn and they won’t need to move (more…)