The second installment of a two-part series on best practices for using LinkedIn.
July 22, 2022
Last week, we discussed some general tips for using LinkedIn more effectively. Due to the positive responses, I wanted to go deeper so you can level up your LinkedIn skills.
Did you know that you can send videos in LinkedIn messages? First, you need the LinkedIn app. Then, you open up a message and click on the little paperclip icon. From there you can either take a video or attach a pre-made video.
There are also many third-party applications you can use to embed videos on LinkedIn messages. One downside to using the native LinkedIn app is that you have to already be connected with the recipient. Whether you use LinkedIn’s app or a third-party option, adding a video to your LinkedIn message is a great way to renew a prospect’s interest who has gone cold or excite a brand new one!
Building trust is key in any relationship. Unfortunately for sales professionals, we begin most of our professional relationships with the other person distrusting us. Sure, we can try and reassure them with honeyed words, but it will probably just come across as self-serving. It’s generally better to get someone else to vouch for you.
LinkedIn allows you to do this through their recommendation system. Recommendations help you show that you are who you say you are and that you are good at what you do. Have a colleague, former boss, or a client leave recommendations on your profile. This will help you build up trust quicker. It is also great for recruiters and hiring managers to see when you are looking for a job. Recommendations show what other people think of you and your personality. Social proof is a powerful thing, whether you’re selling products, services, or yourself.
Before sending someone a connection request, see if you have any mutual connections. If you do, ask that person to make the connection for you. Every salesperson knows that warm leads are easier to close than cold leads. Most people are willing to make an introduction—all you have to do is ask.
Even if your mutual connection can’t make an introduction, you should still mention them in your connection request. For example, “Hey Aaron, I saw that we are both connected to David, so I thought that we should connect. You might be interested in ABC Company because we help IoT companies like yours solve complex data problems.”
A criminally underused LinkedIn capability is the advanced search feature. You can use this to build out complex contact or company searches using the built-in Boolean search functionality. You can filter by whether they are a first-, second-, or third-level connection; their location; what company they work for; what school they went to; and more. It’s a great way to discover what you have in common with a prospect. It can also help you find companies that match up with your best customers. If you have not been using advanced searches on LinkedIn, then you should start now.
Once you have found an ideal prospect, do more than simply send them a message. Explore their profile for valuable data. On the righthand side of every profile, there is a section titled, “People also viewed.” Here you will find profiles that are very similar to the prospect whose page you’re on. Use this list to build your own list of new leads.
LinkedIn is a great resource. Are you using it to its full potential? I hope I’ve given you some new ideas on how you can use them to find even more leads and make more connections.
What features have I missed? Reach out and let me know at mastery@maestrogroup.co.
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