The 7 mindsets of Fanatical Prospectors

When it comes to prospecting, many people in business don’t dedicate the time and effort it takes to bring success. Some prioritise other tasks over prospecting, and others outsource the role entirely.

However, there are so many benefits to becoming a prospector, and with LinkedIn, you could make the job much easier.

As a company dedicated to research and development of LinkedIn Training In Edinburgh and across the country, we love seeking out little gems of articles and research material for our clients, and one such resource we have come across is Jeb Blount’s book on Fanatical Prospecting.  And more specifically, his thoughts on the mindset of top earners and prospectors. Here, we bring you a short synopsis of Jeb’s 7 mindsets that most fanatical prospects seem to have:

They’re enthusiastic and optimistic

Bitter, cynical and defeatist attitudes are not the way to find success. Going at each day with verve and enthusiasm ensures that they seize opportunity and brush off any negativity, pushing themselves to make call after call.

They’re competitive

This may sound like a no-brainer, but it takes a hugely competitive nature to bring success. Beginning each day with a battle plan to win attention from prospects away from competitors is essential to getting results.

They’re confident

Uncertainty, fear, and doubt are managed well by confident people, and those with confidence and self-control can persuade prospective clients to join in sales conversations when they may have not been planning to.

They’re Relentless

Persistence pays off, and this is truer than ever when it comes to prospecting. In sales, rejection is rife, but eschewing the negative emotions rejection – according to Jeb – can bring, allows a person to relentlessly pursue that next sale with as much enthusiasm as the last.

They Never Stop Learning

Whether it is LinkedIn Training, coaching or feedback on their progress and approach, or deep research into information that might improve them as a prospector, successful people are always looking for something new to learn.

They’re Efficient and Systematic

Organised, structured, and focussed – the best prospectors have a rigid structure as to how they go about organising their strategies. By blocking off their time, focusing on specific activities and planning and executing a certain number of tasks within a set period, they are able to get the most out of each day.

They’re not inflexible

Jeb reveals that Using the three As – Adopt, Adapt, Adept, means successful prospectors are well able to move with changes in situation very quickly. They will research and develop existing strategies, adapting them to their specific situation, and becoming adept at executing these new strategies.

Do you recognise these mindsets in yourself? Are you dedicated to making yourself a better prospector?

Why not invest in LinkedIn training to help develop you even more as a prospecting fanatic?

Miles Duncan

CEO & Founder, LinkedIn Success Systems

LinkedIn Success Systems are the only LinkedIn training provider in the UK to be awarded full CPD accreditation for all courses.

Please connect with me and extend your digital reach HERE

Click here to attend one of our free courses
https://www.linkedinsuccesssystems.co.uk/free-linkedin-events

 

LinkedIn Success Systems are simple, workable, business development systems that ”work” for business growth and brand building. Designed for businesses of all sizes – all sectors – by business development experts. A combination of 30 years’ experience and many, many clients has perfected these systems.

LinkedIn Success Systems is in no way associated with LinkedIn Corp. We are a third-party organisation helping companies and individuals to improve their performance of using LinkedIn through online training and face-to- face coaching. All trademarks recognised

The Law of Need & the LinkedIn Product ”Pusher”

In his book “Fanatical Prospecting”, award winning writer Jeb Blount defines the Law of Need as: “the more you need something, the less likely you are to get it”.

This Law of Need can be the enemy of many a salesperson who finds that their leads have dried up and their deadlines and targets are looming.

Jeb goes on to explain that the need for connections and sales can turn into desperation very quickly which, while possibly making the salesperson work harder to see each prospect turn into a sale, actually increases the probability of failure.

Potential acquisitions and decision makers can smell desperation a mile away and are instantly turned off.

A desperate salesperson appears less trustworthy and they are also less focused and less likely to make logical decisions, according to Jeb.

As a user of LinkedIn, I myself have connected with salespeople who have launched straight into a sales pitch right from the off. This is a huge no-no and very off putting as it gives the impression of desperation.

LinkedIn is primarily a platform for connecting and relationship building. Our LinkedIn courses in Edinburgh and Glasgow cover how to use LinkedIn to begin and expand on existing relationships which may lead to sales.

LinkedIn training in Glasgow, Edinburgh or wherever else you may be based will help you to avoid the Law of Need by continually allowing you to tend to your relationships with the decision makers you believe are most likely to turn into future clients. Having a plethora of opportunities in your pipeline will keep you a cool, calm and collected salesperson.

Come to one of our FREE events and learn how to use LinkedIn for Business Development and Marketing View events HERE

Check out a brand new One Day LinkedIn Sales Acceleration Workshops HERE

Miles Duncan

CEO & Founder, LinkedIn Success Systems

Please connect with me and extend you digital reach HERE

LinkedIn Success Systems are business development systems for business growth and brand building. Designed for businesses of all sizes – all sectors – by business development experts. A combination of 30 years’ experience and many, many clients has perfected these systems.

 

It’s all about balance

 

This morning Breakfast TV had a feature on “Sharenting” – the practice of parents sharing every aspect of their children’s lives on Facebook. The piece was presented with representatives from both sides of the argument. The supporter of the practice vehemently defended their actions on the basis that Facebook is the modern way of “talking over the fence to your neighbour” and the person against was seemingly bored with the whole “social media” thing – preferring the way sharing children’s achievements was in the “old days”.

This got me thinking about LinkedIn training, the platform itself, and how it has become an important tool for B2B networking and Business Development but only as part of the “mix”.

The most fundamental change in Business Development over the years has been in how we engage with new prospects and clients. It is still all about relationships and credibility but the way in which we make that initial contact has changed.

When I first started in sales, I was handed a telephone and a stack of Yellow Pages with the instruction “here are your prospects, off you go”

Since then, much has changed. We still need to engage with new prospects to maintain a healthy sales pipeline but these days 90% of decision makers don’t respond to cold calls. They do, however, respond to relationship builders and will recognise those who bring value to them in some way or another – and since LinkedIn is one of the most widely used professional networking platform, it makes sense for those involved in marketing their business to be using it to its best advantage – one of the reasons there’s so much need for effective LinkedIn training.

Most buyers are using digital media to be more informed these days, and therefore it is important to have a first-class digital presence and activity. However, some assume their presence and activity on LinkedIn should be the sole focus of their marketing efforts. “Social Selling” is the new kid on the block but LinkedIn is not social media. It IS a powerful B2B networking tool that can be used strategically, positioning yourself and your business to network across its wide Database of contacts and engage with them productively, BUT, it is still only part of the Business Development and Marketing mix. We still need to make phone calls, meet people and nurture relationships the “old fashioned way”, but with the right LinkedIn Training, these calls and meetings are warm – not cold.

Broadly speaking, as with any business strategy, it’s all about balance. The digital age is with us, and we need to embrace it but also realise that the “old skills” still have a part to play.

Learning to use LinkedIn productively and integrate it in to your Business Development and Marketing Strategy is a vital part of doing business in the digital age, but it’s essential to remember that the human touch goes a long way too.

LinkedIn Success Systems are business development systems for business growth and brand building.

Designed for businesses of all sizes – all sectors – by business development experts.

A combination of 30 years’ experience and many many clients has perfected these systems.

Easy to learn through a choice of learning methods to suit teams or you.

Come along to one of our free Events

https://www.linkedinsuccesssystems.co.uk

Please connect with me Lester Young Associate Partner – London, Slough, Guildford, Croydon, Tunbridge Wells, South East UK

Why your employees should be on LinkedIn

LinkedIn profile

A LinkedIn profile is your key to controlling both your own professional reputation and helping control the image of the company you represent. A company with a LinkedIn presence, but few employee profiles connected to it, screams out ‘We don’t understand digital media!’ and can negatively affect the first impressions of prospective clients and potential new hires.

Effective Profiles Mean Positive First ImpressionsLinkedIn proflie

As I have written here previously, over half the UK working population have a LinkedIn account. Yet this still means a large number of employees are leaving their professional reputations open to interpretation from new clients. Moreover, the companies they represent may end up with profiles that look like rooms with no furniture: not a great first impression.

Align and Optimise Profiles

To best take advantage of LinkedIn and its potential to pull in enquiries from Google searches, employees must have profiles that are both aligned to the company message and optimised to top the search rankings. When employees add their company name to their Current Experience, LinkedIn automatically pulls in the company logo and they become followers of the company.

Myth: Employees Are No More Likely to be Poached on LinkedIn

Employees who engage with LinkedIn are not automatically at risk from being poached by rivals, contrary to what many companies believe. Instead, these employees help reflect their part in the positive feedback loop of being connected to their employer. Employees feel better connected and in tune with their workplace, outsiders see the company LinkedIn profile full of positive interaction, and the result is a win-win-win for employees, employers, and prospective clients. Research by Ciceron backs this up in numbers with significant gains in the metrics that demonstrate employee loyalty and will to work.

LinkedIn profile
Source: http://www.ciceron.com/2015/02/employee-advocacy-come-pride-not-pity/

Brand Ambassadors: Profiles Make a Big Impact

There are many digital access points to your organisation today, through your website for example. LinkedIn should be at the top of the list. How you look on LinkedIn at the employee level (profiles) or corporate level (company page) is now critical. Profiles that are congruent and consistent with your company and core value propositions make you look forward-thinking and help to generate trust, professionalism and credibility. Your current employees are your most powerful advocates and they do the heavy lifting in terms of advertising your company brand and culture.

Don’t Push, Lead by Example

I personally don’t recommend that companies demand interaction from their employees on LinkedIn, but I would start by educating them about the huge benefit it can have, and the best way to do this is to lead by example.

In short, LinkedIn is the canvas, you are the artist, and you have the power to put a masterpiece on show to the world.

LinkedIn profile

 

Is your profile making a great first impression? Get your own FREE profile health check.
miles-02Miles Duncan, CEO & Founder of the LinkedIn Success Systems

A unique and effective business development system that shows you how to use LinkedIn.

 

Why your company should be on LinkedIn

LinkedIn workshops

In my LinkedIn workshops I am still surprised to find that while many attendees have individual profiles, the company they represent does not have any presence whatsoever. In my view, these companies are not simply missing a trick, they’re missing a veritable bag of tricks. Business is passing them by in favour of rivals that give prospective clients the information they require. Prospects find out what the company does and who works there, which are all things that are usually not on a company’s main website. Also it offers someone to follow your company, yet not be connected to an individual.

Learn How to Leverage LinkedIn’s Reach

Learning to leverage the rich and powerful tools of LinkedIn can put your organisation at a considerable advantage over your competitors who either lack a profile entirely, or fail to understand how to use it properly. However, the main reason LinkedIn is underutilised is because you need to learn how to use it.

Full Profiles Improve PerceptionLinkedIn workshops

Putting your company on LinkedIn means you must be all in. Companies that have profiles that lack full connection to their employees can attract a negative perception: is your leadership lacking or does your company fail to understand digital media?

First Impressions Always Count

Today, it is likely first encounter an individual will have with your company will be online and the employees, complete with the company culture, need to shine through. Visitors want to see good peer to peer relationships and beyond the standard metrics of salary and benefits. The benefits are backed up by research that show significant boosts to a company’s sales and ability to attract the very best in new hires.

LinkedIn workshops
Source: http://www.ciceron.com/2015/02/employee-advocacy-come-pride-not-pity/

Adding Followers, Communicating Clearly

Adding your company to LinkedIn not only advertises to potential hires, but prospective clients too. The better your profile, the more followers you will attract, which boosts visibility both on LinkedIn and on Google searches where people are likely to find you first. Anything your company shares—and you should share—on LinkedIn gets boosted by the number of followers you have, effectively creating an on-brand and on-message new channel. LinkedIn allows you to establish trust and credibility; don’t assume that anyone knows the great work you do, make an effort to show them and let it shine in the sun.LinkedIn workshops

Exercise thought leadership and demonstrate that you lead the industry and sector in knowledge and expertise, and show that your company is a great place both to work for and do business with.

Sign up to our quarterly newsletter for early bird notification of FREE events, advice & tips.
miles-02Miles Duncan, CEO & Founder of the LinkedIn Success Systems

A unique and effective business development system that shows you how to use LinkedIn.

6 barriers for professional services getting into LinkedIn (and why it’s important to overcome them)

LinkedIn expert

In professional services, there is historic reticence regarding technology, yet technology is here to stay and evolving at a rapid pace. Broadly speaking, six barriers exist that prevent professionals from creating their LinkedIn presence and getting results.

Fear of change

First, there is the issue of change. Change is risky and exciting, but it can also foster self-doubt: is this effort worth it? But LinkedIn is now no longer optional for professionals. It is the digital business card, but offers a whole lot more in terms of creating new business, strengthening existing relationships and moving yourself and your practice up the Google search rankings. LinkedIn is the first place that other professionals look when they have problems to solve, so not having a presence—lacking even a foot in the door—could mean that your competitor gets the brief, not you.

Desire to leave it to someone else

“I don’t have the people skills” or “I didn’t train to be in business development” you may say. However, you must upskill because direct relationships are what people now want, not through a middleman. You must not only excel at your profession but grow your business, tapping into nascent skills or developing new ones. Once you and your business understand this basic reality, you are ahead of the game.

MisconceptionsLinkedIn Expert

On the face of it, LinkedIn can appear like a glorified Facebook. The reality is, like Facebook, many people use it — 22 million in the UK alone. It is tailor-made for professionals and the services you provide and is the number one B2B database in the world. For the most part it is free and represents an efficient way to foster new professional relationships.

Lack of time

Time. You don’t have enough of it, and creating an effective LinkedIn profile demands some of your most precious resource. But there are shortcuts available and content can be repurposed. Just small bursts of time each day—think of it like going to the gym—help keep your profile lean and focused, so your activities are effective and pay dividends.

Fear of going public

Another barrier is the fear of putting yourself out there in public, to many millions of people. You have full control over what people see, but this control requires skill and it is not simply a case of plug and play with LinkedIn. You need to bring online what you do offline.

Lack of skills

Finally, you don’t need digital skills to make your profile accurately mirror your professional life. This can be done with baby steps to build confidence and—most likely—outside help from other professionals that can help you get that boost that a LinkedIn profile provides.

Many professionals fear using LinkedIn or do not think it is worth their time. But it cannot be ignored anymore because building your LinkedIn presence effectively can put you and your business out in front.

Find out how to get more from LinkedIn by downloading the LinkedIn Explained PDF.

The next complimentary events are both in November, with the first on Tuesday 15th November 2016 at Collabor8te (Glasgow), followed by an event at The Dome (Edinburgh) on Tuesday 22nd November 2016. Registration is now open and on our events page.

Edinburgh Delegates learn to optimise their LinkedIn profiles for Google searches

Edinburgh business professionals gained some advanced LinkedIn skills at a special masterclass given by Miles Duncan on Wednesday 4th May.

The invitation only LinkedIn training event for professional services, held at the Dome on George Street, enabled the LinkedIn Success Blueprint co-creator to highlight some of the ways that the delegates could improve their profiles for LinkedIn and Google searches.

One of the delegates said: “It was a terrific opportunity for me to learn from an expert. I didn’t realise that I could take control of my profile and optimise it for search engines.”

Another added: “Miles showed us that he has been able to claim some page one rankings on Google for his skills.  He explained the simple process that he has used to achieve this.”

Miles explained: “People are often surprised to discover how much of their profile is being viewed by the search engines. There are five key areas where you must develop if you want to get your profile and you can really boost your chances of ranking highly in LinkedIn and Google searches.”

Miles added: “I extend my thanks to the delegates for contributing to the success of this first masterclass and for giving me the opportunity to share some insights from the LinkedIn Success Blueprint.”

LinkedIn Success Blueprint masterclasses are invitation only events for businesses that are ready to implement LinkedIn in their business development strategy.  Contact Miles to learn more about our masterclasses.

LinkedIn training seminar in Glasgow: Are you missing out on new business?

“I didn’t know that I was missing out on winning new clients on LinkedIn because of a simple mistake”, said one of the delegates at LinkedIn Success Blueprint’s recent open training session in Glasgow.

The delegate told Miles Duncan and LSB’s Glasgow man, Donald Munro, that they had received several valuable tips from the presentation that they were certain would make an instant impact on their business.

The delegate explained: “I realised that I have not been implementing a keyword strategy throughout my profile and, in fact, I had just been using my job description instead of conveying the value that my services offer to my clients.”

Another business owner told Donald: “We need to find cost effective ways of reaching new clients and this event convinced us that LinkedIn is the best tool for our company to use for business development.  One of the take homes, was that we are not using it as well as we could and that we could also use LinkedIn to help us to recruit talent and to influence stakeholders in our sector.”

Miles explained: “LinkedIn is not the ‘be all and end all’ but it should be an important cog in your business development.  Many businesses could be using it to find new suspects, prospects and clients – and growing influential networks.

“More than 20million people – that’s half the UK working population – are already on LinkedIn and this represents massive opportunity for businesses.  All they need to do, is to take the next steps in learning how to use it properly.”

He added: “This event was over subscribed and some firms were unable to attend, to ensure that no one misses out I have some helpful training materials that I can give to all anyone who connects with me or Donald.” Connect to Miles (click here)   Connect to Donald (click here)

LinkedIn Breakfast Seminar in Edinburgh: Building Trust and Credibility

“LinkedIn is all about building trust and credibility,”  Miles Duncan told the audience at the LinkedIn Breakfast Seminar on December 2nd.

Miles told the delegates, at the event held at the Edinburgh Training and Conference Venue, that LinkedIn can really help lawyers, accountants and financial service professionals to grow their business and expert status.

Miles explained: “LinkedIn is perfect for accountants, lawyers and financial services, as it provides them with a platform to demonstrate their expertise and to cultivate relationships.”

He said that LinkedIn is ideal for those working in professional services as it also helps them to keep in contact with their client base, make new connections without leaving the office and grow their ‘go to’ expert status.”

One of the delegates asked about how they should conduct themselves online and start building a network, as they were wary of social media.

Miles explained: “LinkedIn is not like social media – in fact it is the opposite – it is an online professional networking site and you must not act like you would do on Facebook or Twitter.  It is a really a great and underused tool for building trust and credibility and this is the real currency of LinkedIn.”

He added: “Nothing has changed – except for the technology – people buy people and accountants, lawyers and those working in financial services really stand to gain the most form adopting LinkedIn.  Just remember to act professionally, as you would if the person were directly in front of you.

“Take the time to nurture and build the relationship and it will pay off.”

One delegate said: “Miles shared some great strategies from the LinkedIn Success Blueprint that showed how to start building trust and credibility without making a connection and we will definitely be putting these into practice.”

Book your place at Miles’s next Complimentary Live Event by emailing him now and asking to be put on the early bird invite list (all live events in 2015 were over subscribed):

Glasgow; this will be in February 2016 and will most likely be at the Grand Central Hotel again

Edinburgh: this will be early April 2016  and will most likely be at the Edinburgh Training & Conference Venue again

Please email;

miles@linkedinsuccessblueprint.com

www.linkedinsuccessblueprint.com

Working out in the LinkedIn gym

“LinkedIn is like a gym…you don’t have to work out on all of the equipment all the time.”

aaeaaqaaaaaaaantaaaajdjkmwe2mdbhltc4n2etndjiys05n2e3lwrjndgxytgyzjdmzq-180x180During our presentations and training sessions on our LinkedIn Success Blueprint we often use the analogy of comparing LinkedIn to the gymnasium and for good reasons – LinkedIn has many different ‘pieces of shiny equipment’, all vying for your attention and with persistent and focussed effort it is possible to ‘get in shape’ and achieve phenomenal results.

But what items should you work on and how much work do you have to put in to get real results?

You have be in it to win it
Like almost all areas of human endeavour, LinkedIn can only really deliver results if you are prepared to put in the work but this doesn’t mean that you have to spend endless hours and hours on punishing ‘work outs’ – we believe that it is possible to achieve success with a persistent and focussed effort.

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If you go to the gym in January, you will see the people who have made a new start and invested in membership as a step toward their goals – many will be going for it and ‘hitting it hard’ – However, it is not easy to maintain enthusiasm when the going gets tough and how many of this bunch do you think will still be there in March?

For some people, simply the act of having the membership gives them comfort that they are moving forward – but as we know this is not enough. If we return to the LinkedIn gym, it is easy to understand that if you rarely engage with the platform, fail to perform basic relationship maintenance tasks and don’t share valuable content – you are unlikely to be happy with the results.

Getting in shape
In the LinkedIn Success Blueprint we provide insight on how to get your profile fit for purpose, looking great and in shape to show you off at your best. The process we outline for creating a winning profile is easily achievable for most people and could be done in a couple of hours. Also, once you get past any initial discomfort, you will find it gets easier!

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If you look around the LinkedIn gym, you will soon find some “January people” with unfit profiles, who most probably have given up before they have had a chance of getting any success on the platform.

But I’m an allstar!
There is a potential trap that many fall into while starting out in the LinkedIn gym, during the creation of their profiles. The site mechanics during the sign-up/new account creation stages incentivise basic data entry with points toward you gaining “allstar” status. This has made many convinced that their profile is in shape – when it is often just a version of their CV online.

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Success secrets
A successful profile is one which acts as a first-rate digital calling card, as a ‘convincer/reinforcer’ when you are looked up following an initial meeting. It also should immediately convey the value you offer to your target audiences and be keyword optimised for Google and LinkedIn searches.

However, having a phenomenal profile will not be enough to guarantee that you achieve the kind of results enjoyed by our clients.

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In the next article in this series we will go further into the LinkedIn gym and show you what ‘gym’ equipment we use and when and will give details of a 20-minute workout that is proven to get great results.

LinkedIn: A marathon in 20 mins

LinkedIn may sometimes make you feel like you are running in a marathon but the way to ensure you cross the winning line is to compete in 20-minute bursts.

In our previous article, we discussed how LinkedIn is like a gym and we considered the traits that lead to success on the platform; Our main assertions are that you don’t have to use every piece of the equipment but that you must regularly attend and ‘workout’ if you want to get the rewards.

Make no mistake, finding potential prospects, clients, generating more referrals and cultivating ‘go-to’ expert status is a long distance race, but that doesn’t mean there won’t be victories along the way. It is key to ensure that you pace yourself.

“Having a plan and tracking your progress will lead to success.”

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aaeaaqaaaaaaaabyaaaajdjhzmfhnjjmlwm1ndytngy1ny1imjq1ltgwodmwyzg0ywe3za-300x197Often LinkedIn newbies, excited by the opportunities presented by the platform, go at it hard and start connecting with everybody, posting loads of content, in effect using every piece of equipment in the gym – however, this scattergun approach soon leads to disappointment and exhaustion.

 

While teaching the LinkedIn Success Blueprint, we have found that people who have a plan and who track their ‘workouts’, are those who seem to get more out of LinkedIn.

Having a workout plan

If we continue the gym analogy, it is easy to see that new starts are often given specific workout plans by their fitness instructors. This ensures that they have a manageable workload, achieve even development and this is all tailored to meet their specific goals.

aaeaaqaaaaaaaaxjaaaajgi0mzq1mdk1ltmxy2etndkxyy1hm2u3lwm2mzvmzmi2m2vjnw-150x150So, taking this back to LinkedIn, we see that we must first have a clear idea about what we are trying to achieve, then select the equipment best suited to deliver on the plan and have a regime that fits in with our schedule.

Who do you want to communicate with and why? What are you trying to achieve? Is it more important to promote your skills, people or products? Find new clients? Generate expert positioning?

Perhaps it is all of these goals? Defining what ‘success looks like’, will greatly improve your chances of remaining focussed and on track.

20-minutes is all you need

The next stage is to break down the marathon into 20-minute stages.

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We map out plans for our clients that are tailored to meet their goals and that they can actually achieve within the time constraints of their busy lives.

This is key is to devise a plan of activity daily and weekly tasks, such as content sharing, commenting in groups, making connections, thought leadership blogging, etc that is tailored to meet your business development goals.

aaeaaqaaaaaaaawsaaaajdrmngqxotuzltu4zmetndhiyi1hndfiltq1mtgzzdlhymvlng-150x150We believe that it is possible to make massive progress on LinkedIn with a daily workout regime of just 20 mins. Consistency and daily attendance is vital to helping you spot trends and opportunities.

Track your progress

In the LinkedIn Success Blueprint we provide tracking tools to enable our clients to chart their progress. Keeping a record of how many connections you make, comments, sharing, blog views etc – is a great way of ensure that you will go the distance. It provides a visual record of your progress and keeps you accountable.

To recap with the ‘take homes’ from this article;

LinkedIn is a long distance race that can be run in stages
Create a plan that is tailored to meet your needs
Ensure that it achievable within your workflow
Turn up everyday
Track your progress

Glasgow LinkedIn Training Seminar: Segmenting your connections to boost your success

LinkedIn Success Blueprint extends its thanks to the 80 Glasgow-based business professionals who attended our training seminar at the Grand Central Hotel earlier this month.

The enthusiastic delegates heard two sessions from Miles Duncan on how to really get to grips with LinkedIn to help grow visibility, referrals and to find new clients.

Miles said that it was important to understand that there is much more to LinkedIn than just having a profile, he explained: “Having a great profile, that’s keyword rich and that instantly conveys the value you deliver to your target audience is vital for success on LinkedIn but this is just the tip of the iceberg.

“One of the secrets to getting much more for the platform is to ensure that you have a connection strategy and that you use the tagging feature to help to segment your audience.”

Miles told the audience that most people fail to maximise their chances of getting real results on LinkedIn because they do not create a structure to help them manage their connections.

He said: “Most people do not take advantage of the tagging tools which enable you ‘work’ your connections.”

Miles explained that he can instantly send and share content and reach out to segments of his connections, such as accountants or CEO’s because he has used the tagging tools to give order to his contacts.

He told the delegates: “I use a tagging structure that closely matches my business development goals and I have a connection and communication strategy to help me to nurture my relationships with my target audiences.”

Miles added: “So, have a think about your business development strategy and take the time to think about how you will create a tagging system to help you to segment and work your connections.

“This will really help you to get much more from LinkedIn and will help to ensure that you are in control of your business development.”

Contact us to learn more about how tagging can help you achieve much more on LinkedIn.

LinkedIn Success: Allstar is the tip of the iceberg!

We believe that LinkedIn is the best tool in the world for finding new suspects, prospects, generating referrals and cultivating ‘go-to’ expert status. However, getting to the breakthrough point where all this happens consistently requires a lot more than just having a great profile.

But I’m an Allstar!

aaeaaqaaaaaaaarsaaaajdvmzwe3owixlte4yzqtndq0ni1hzjc4ltu5yzriytgwyme2mq-300x180It can be argued that LinkedIn perhaps sets a potential pitfall for some users by encouraging them to think that they have written a great profile through the reward of Allstar profile status. In fact, this mainly just recognises that boxes have been filled out and sections have been completed and is in no way guarantees that you will enjoy success on LinkedIn.

In our view, a winning profile is one that instantly conveys the value that your skills, products or services brings to your target audience, communicates this clearly -and in the language THEY use.

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Your profile should also be keyword optimised for Google, LinkedIn and search engine results to ensure that you gain maximum visibility and position you as a ‘go to’ expert.

Out of the almost 19million users of LinkedIn in the UK, less than 1 per cent have taken the time to optimise their profiles and yet this is just the tip of the iceberg.

If you take the time to optimise your profile, you will almost instantly find that you will start to receive more profile views and gain higher visibility in search results. In the LinkedIn Success Blueprint we call this phase Profile Builder and this is the stage where success BEGINS to happen. But to ensure that you generate massive and ongoing success we need to look below the waterline of the iceberg…..

Below the waterline – where success happens

Success stories from our clients have shown us that the largest part of the LinkedIn success iceberg is composed of repeated action in two key areas – we call these network or funnel building and communications building.

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Are you just operating on the tip of the iceberg?

Here are some questions that will show if you are really getting the most out of LinkedIn.

Do you have a strategy for connecting?

Do you know who you want to connect with and why?

Do you build value networks or are you just collecting scalps?

Do you tag connections so that you can place them in business development funnels?

Do you have a communications plan of targeted messaging to move connections along your ‘loyalty ladder’?

Do you adapt your messaging/content for specific audiences?

Do you measure the success of your efforts and adjust your tactics based on feedback?

If you had more than a couple of ‘no’s to this list above, then it is almost certain that you are only operating on the tip of the iceberg and are not realising your true potential on LinkedIn.

In the next article we will look in more detail at Funnel Building…additional information about the structure of the LinkedIn Success Blueprint can be found here http://linkedinsuccessblueprint.com/online-linkedin-training-courses/