You might have spotted ModernSelling.com's Cholmondley-Warner guide to LinkedIn, and be wondering "What's in it for me"? So I'm here to tell you that it could be more than you think and that, for me, we're talking about TEN MILLION POUNDS!
Actually it's more than £10m. That's just when I stopped counting.
Here's how I did it...
| "Trick" No 1, Click on -> James Potter |
I connected with people, understood their goals and businesses not just added them as a ‘connection’ on LinkedIn – that is almost pointless. Interacted with them online at first, ‘chatted’, established rapport and only then met. Do you recall that it takes seven to ten interactions before people buy? Why meet them face to face every time, so many miles, so much time and a considerable coffee bill*
Invested a little time, shared a coffee* and understood what they wanted and what they needed. We had a discussion about the parallels in the values, value and solutions I have put into other clients and referenced these. I’d introduce them to other people that might help them in other ways, perhaps suppliers, partners or even customers (for why check my blog)
Inevitably you have to put in a proposal for some work, but by then you have deep understanding of what they want (what they really really want, as the Spice Girls would say), and some rapport. Typically they gave me a small project to prove I could do what I said I could and how I said I would.
After the first small project we met again, shared a little time and more coffee*, understood a little more about each other’s needs and businesses. I maintained the relationship and next time they thought I could help they called me, we met, had coffee* – it’s not rocket science.
It's about valuing your relationships, recognizing the value in your connection – not a collection of contacts but a connected network and investing a little now and again.
By the way, this is exactly the kind of stuff that sales people have been told to do on courses for years – two ears one mouth or listen and add value.
It's much more effective than saying 'do you want a red one or a blue one? I'll do it cheaper'.
I don't do "selling", I make it easy for people to buy– it's so much easier and you never have to cold call.
Why did I get onto LinkedIn? I wanted to :-
- Communicate regularly and personally with my clients, I was time poor and needed to do it in as little time as possible.
- Make my time more productive and effective, I charge by the hour, spend an hour faffing? On social media? Or billed? Easy choice.
- Identify, research and engage new potential clients without cold calling or blockers, I wanted LinkedIn to email me easy to reach potential clients.
- Remind my clients all the aspects of what I do, they forget as soon as you leave an pigeon hole you, forgetting the breadth of value you represent.
- Explore the potential of huge professional audience, now over 110,000 Million globally, over 6.6 Million UK with over 750,000 Directors and business owners, and easy to work, when you know how.
My top three conversations?
"James I am on LinkedIn but don't look at my profile" - don't worry about me I see and write lots of profiles it’s the other 100+ Million that look at it, what does your profile say about you? Does it get you found? Get your enquiries?
"James, I am on LinkedIn and I've got X hundred connections!! (lean closer) – How do I make it work though?" – simple, a recent article said 5% of users use it well and use it properly. Learn to use it. Check out my recommendations on LinkedIn there are over 180 of them, must be doing something right. Learn to make it work, learn to make it pay, effectively and efficiently.
"But if I don’t pay I can't do .... can I?" – yes! – you can do most things with a free, yes free membership on LinkedIn, make that work first and then pay, not the other way around.
| Loadsamoney - but not by going "bosh, bosh, bosh" |
It amuses me that most of my enquiries from Sales Directors are for LinkedIn Advanced training, yet when we explore (with an online or phone chat) they barely scratch the surface of the platform. Did you know it can email you potential easy to reach clients? It has an events system? A rich company profile function? A public Q&A? Free tools? And so much more, it can take me up two days to teach it all. The essentials course is a fabulous start. I'm warning you though that, after half a day, your brain will probably ache as you then start to see and think about what other aspects you could use.
If you want five more top tips to make it work then get in touch anyway you like, including logging in here with your LinkedIn profile (don't worry, I'll help you if it's "not quite ready yet"), and asking me something. I have many more free tips and, as your reward for saying hello, if you put your email address in "disguised", if you like, like this...
james @ thelinkedinman.com
...with spaces, and I will email you some.
But if you want some help to make it really work then it will (and should) cost you some money and your time, and I'd be happy to advise on that too. Just tell me a bit more about your needs, wants and desires.
And my other "multi-media sales communcation channels" are...
T: +44 (0)7802 392925
E: james@thelinkedinman.com
W: www.thelinkedinman.com
*Other beverages are available.
Questions & Comments
Yes Please
would love to have a copy of your five top tips
fionamsavage @ yahoo. co .uk
best Fiona
Posted by Fiona Savage on
Leads from social media
Very interesting article James, thank you. I often hear the line "but how can social media possibly get me business?" To which I reply with a recent real life example. I was frustrated with finding a good mobile business account - tweeted my woes, had a reply, sent an email, made a phone call and a few days later signed up to T-mobile. Cost of acquisition - zero...
Posted by Kevin Elliott on
Nice post James
Nice post James ...a true social media pioneer!
Posted by Sean Weafer on
Login with LinkedIn
...and if you use the Login with LinkedIn option now Sean (I know you have one!) - yet more magic is revealed...
Posted by Neil Warren on
Thanks
to all for the kind comments, Fiona, you have email on its way.
Dear Sean, lovely to see you hear my friend and lookf forward to a coffee soon. Coming your way in August for a 'gig' so can do local to you perhaps for a change?
Dear Neil, thanks for the kind post and yes the LinkedIn log in plugin is good as is the business card and more to :)
Best wishes,
James
Posted by James Potter on
Might be even more than £10,000,000!...
Saw this...
http://www.emarketer.com/Article.aspx?R=1008459
...and thought of you, James.
That stuff is nearly always Business to Consumer (B2C) revenues and "social media" like Facebook rather than Business to Business and "business-social-media", like the lovely ModernSelling and LinkedIn, of course, but still - looks like a lot of shekels to me!
Posted by Neil Warren on
LinkedIn Group feeder discussion...
Thought of you James, and did this...
http://www.linkedin.com/groups/Do-you-take-pride-in-1328087.S.62843976
...which might get some traction and traffic, we'll see.
Posted by Neil Warren on
Yes please
5 top tips is a good place to start for someone with little idea about leveraging linkedIn
Posted by Bob Unsworth on
Tip #6
Also try the "Login with LinkedIn" option on the site here Bob - more smoke and mirrors! ;-)
Posted by Neil Warren on
Me too please James!
Nice article James, intriguing.
The lure of the possibility to match or exceed your massive income using LinkedIn is also very enticing too, and... you deliberately don't mention your sold product(s) or services here though - dare one ask?
I dare. Would you clarify? ;)
Thanks!
jim @ jraam-dot-com
Posted by Jim Matthews (HARE) on
Always happy to help
Dear Bob,
Apologies for the tardiness I have been runnning around talking. If you could let me have your email address I will happily send them over..
Dear Jim,
Tips sent, what clarity would you like?
For example 86% of people surveyed don't trust a LinkedIn profile with anything other than a photograph of them .. you might wnat to change yours :) Head, shoulders, business dress, normal smile (not lunatic take me away smile) plain background (assuming you're not overtly young or old - otherwise different advice) and stand two feet away from the wall so flash goes behind you.
In a nutshell clients are terrible people they forget what you do, LinkedIn let's you remind them and in the process get thousands or in some cases hundreds of thousands of free advertising impresssions to your target audience.
If you build connection (yes connection not a collection) with your network they will happily introduce you to the people that they know, that they forget you might want to know, if you just ask, LinkedIn identifies these people and will even email you a list of prospects that your network knows if you get it set up right.
If you craft a good profile, my version of good :), you will get found, possibly even when they are looking for your competitors.
You can also use LinkedIn to research targets, collectively analyse the business mix, the time the employees have been in the business, their academic credentials, their competition, where the staff come from and go to etc etc
LinkedIn is like all good tools or platforms - fabulous if you know how - you would never ask me to do brain surgery (i'd be use less) but I can make LinkedIn stand up, do what it should in a little time and make sales teams and people money - it is what, in fact, all I do.
Increasingly all over the world, kind of spooky, just working on getting a client in Brazil (one of the fastest growing markets, UK still one of the fastest).
Already got Holland, China, US, New Zealand, Australia, Eire and more - but the coffee isn't as good as Brazil ...
Best wishes,
James
The Linked In Man
Posted by James Potter on
LinkedIn Tip Number 7
Good morning James and all, and yes indeed, it does start to get busy once you've got a bit of traction James eh? ;-)
Jim is also talking to us all in the LinkedIn Group, specifically about his avatar...
http://www.linkedin.com/groups/Do-you-take-pride-in-1328087.S.62843976
...and the other thing that might not be apparent to everyone is that when you do change appearance, that'll also change your appearance here, and anywhere else that your avatar (YOU), have said or done anything - including here, which you might have thought was "historical" and set in tablets of stone, but is, in fact, a rolling "live" link back to the real and current you - just click the name links and/or watch the photos change.
Tip #8 - changing almost anything, in fact, gets aggregated into a summary sheet which is sent out (weekly is it James?) to ALL your direct connections - e.g. Jim's got a new face, job, tagline, experience, qualification, etc. etc..
Posted by Neil Warren on
Great article
A really interesting James, I thoroughly enjoyed reading it. I too would be grateful to receive the further five tips from you. It would be very much appreciated.
Thank you,
Andy
aperkins @ millerheiman.com
Posted by Andy Perkins on
Edit: Great article
Sorry, the opening line should read "A really interesting article James..." Although I am sure you are a really interesting James as well!
Posted by Andy Perkins on
Really good article.
I have only just started a business (with very little budget) and most of my enquiries/leads/meetings have come from linkedin for free.
I would love to know your 5 top tips.
Posted by Jamie Panter on
Looking forward to connecting
I enjoyed the article very much and would be grateful if you could send me your top tips too please James.
I've never really used Linkedin for business development, more Twitter, but Linkedin seems to have developed so much recently that I'm looking forward to getting involved.
Posted by Paula Dauncey on
Emails please and opt out of LinkedIn social advertising
Dear Jamie, if you would let me have your email I will happily send them over.
Dear Paula, thanks for the connection invite see reply on LinkedIn and also if you would let me have your email address I will send over the top 5 tips for you.
Dear all,
Please don't forget to log into your LinkedIn accounts, go to settings (top right under your name and log in again ofr security) and then go to account and untick the social advertising option. It is bad news, opt in for everyone automatically to have their image used in bespoked advertising, umm no thanks :)
Best wishes,
James
The Linked In Man
Posted by James Potter on
What's the average LinkedIn profile for UK sales people & management?
Hi James - I was checking out with Mrs W the chances of us being able to supplement some of our telephone research for The Sales Direction Database (5+ non-retail sales teams in the UK) with internet work. We already have most of the company websites included on the database, but I was then thinking about giving our customers access to people (and companies) via their LinkedIn presence.
So I searched for the top of the current cleaning list, and came up with Nigel Stagg here...
http://www.linkedin.com/pub/nigel-stagg/22/533/59b
...(not picking on you Nigel, if/when you see this, because I'm sure you're far from alone, and indeed may even be advanced!).
But I'm also aware that there are 580,000 UK people with a "sales" keyword on there now and yet can only see mostly my direct or second-level contacts, who do look rather better "equipped" and "connected" than that - so just thought I check with you "at the coal face" James.
What kind of state are the "average" profiles in, do you find?
Posted by Neil Warren on
Those email addresses to get your LinkedIn Tips
I've just been speaking with (shouting with actually - car phones - ha!) James, and we're noticing something of a problem here folks.
If you do not include an email address - he cannot send you the tips!?
It's not poisonous, or dangerous, as tip-recipients on tax matters with Mark Telford here...
http://www.modernselling.com/management/economic-outlook-analysis/use-of-home-as-office-tax-relief-calculation-spreadsheet-Mark-Telford-Associates-20113997.aspx
...and in LinkedIn here...
http://www.linkedin.com/groups/Ive-got-great-use-home-1328087.S.50584596
can attest.
And you can even protect yourself from any lurking robots and phishing things, be breaking your address up a bit, for example like...
neil.warren @ modernselling.com
...because James can easily clip that back to real, and then send.
And he also told me just now that he is working with the highest and mightiest in the land (and 4 out of 10 as a profile score is still "exceptional"!) - so my advice is definitely to get in ahead of the crowd, and stay there.
(And did I even ask for and get mine? No! So yes please James - me too ;-)
Posted by Neil Warren on
Would like to learn more on this
Hi James and all, Thanks for the precious advices on how to make the LinkedIn account effective. I am lucky to have read this great stuff. Would appreciate to receive further tips from you. Thank you.
Posted by Yang Bill on
This is great
Wow this is great, thanks Neil and the LinkedIn group.
I would love to have a copy of your 5 free tips James.
charlotte.baillie @ enigen . eu
Thank you
Posted by Charlotte Baillie on
James - really keen to learn more
Hi James
Can I take you up on the offer 5 free tips
Many Thanks
craigt @ activeconsultancy.com
Posted by Craig Thomas on
Sorry for the delay
Apologies for the tardiness, tips are flying out the door now to your email addresses.
I can only blame leave on the line, bad weather or just being manically busy- you choose :)
Yang, if you could let me have your email address I will happily send them over.
Best and festive wishes,
James
The Linked In Man
Posted by James Potter on
Adding Skills to LinkedIn Profiles
This was another little doozie you sent me James...
http://www.linkedin.com/skills/your_skills
...that I think we should share?
Posted by Neil Warren on
Oh yes
Skills is a massively under utilised section, I do find it depressing that so few sales people "get" that LinkedIn is a great toolset to reach easy targets via referral from the desk, but that is just me :)
The other two useful bits I have put out recently are:
Why you shouldn't tweet into LinkedIn (http://www.thelinkedinman.com/wordpress/608/should-you-link-twitter-to-linkedin/)
How to add a view my profile button on LinkedIn (http://www.thelinkedinman.com/wordpress/579/how-to-add-a-linkedin-signature-button-to-your-email-in-outlook/)
And if you want to be kept up to date join the mailing list here :) (http://www.thelinkedinman.com/wordpress/contact-us/mailing-list/)
Best wishes all,
James
Posted by James Potter on
How to add LinkedIn to your signature
Hi James
Thank you for the step by step guide for inserting your LinkedIn profile into your signature...great help.
Thank you :-)
Kind Regards
Charlotte
Posted by Charlotte Baillie on
Just watch the blog
Thanks for the kind comments Charlotte et al, do keep an eye on the blog as there will be a post comign up in the next 48 hours which everyone needs to see and action :)
Teasingly mysterious .... only as it hasn't gone live yet, but seriously it is really important for all users. I will put the link in here and please do share it with everyone you know, they will be grateful.
Best wishes,
James
Posted by James Potter on
Sitting..... watching......waiting
Hi James,
I look forward to seeing what you post :-)
You will be pleased to hear that I have put all that you have taught me into the Financial Services Event on the 6th Match in London, into good use!
I already have 20 confirmed attendees which is I am pleased with so far.
The agenda details is available at.....
http://linkd.in/xGW5d6
People are signing up by email so if anyone is interested then please do at
charlotte . baillie @ enigen .eu
Posted by Charlotte Baillie on
Linked in, Help!
James, just spent the better part of the last 2 hours chatting with Neil Warren on B2B marketing and he recommended I have a read through your Linked in top tips. Please can I have a copy? richard @ thepartnership . eu. com
Posted by Richard Eccles on
Apologies
Sorry Richard, just back from a few days break in amongst the mad rush between helping corporates make LinkedIn work for their sales teams.
It is a really interesting time and fascinating to be working with globally leading organisations that simply don't know what to do to make it work.
Best wishes,
James
The Linked In Man
Posted by James Potter on
KEEPING YOUR FINGER ON THE SOCIAL MEDIA PULSE - FREE LIVE BUZZIENT WEBINAR
Hi All,
Happy Easter everyone, I hope you all enjoyed the long weekend.
With all the talk about social, very few companies have stepped forward to show how social media can be leveraged with existing application infrastructure. This webinar has been designed to show this. So check it out and as always I would love a hand in spreading the word.
April 26, 2012 at 12:30 PM - 1:00 PM
http://linkd.in/Hhlksk
Many thanks,
Charlotte
Posted by Charlotte Baillie on
"Social" selling
Dear Charlotte,
Thanks for sharing the link, I did some research for a client on Buzzient some while ago and it is a really good platform if used in the right setting
Buzzient is a good platform, particularly for B2C with its tight integration into Facebook and Twitter and the process that it brings behind the scenes, if a process relationship works for your clients.
The slight downside in this thread is that it currently doesn't work with LinkedIn :)
If you know, like and trust someone there you might also want to suggest they get in touch as there own LinkedIn company profile is poor and I Would only score 1.5 out of 10 if I was reviewing it as I do corporates.
Best wishes,
James
The Linked In Man
Posted by James Potter on
Valuable advice
Dear James,
I do indeed have someone I could have a chat with and point them in your direction. Having been fortunate to have some time with you I know how valuable it is.
I also believe the discussion of LinkedIn and Buzzient is being constantly discussed so watch this space....
Best wishes
Charlotte
Posted by Charlotte Baillie on
Thanks
Thanks Charlotte, you are most kind.
Company pages are often overlooked yet contain a rich picture of the business, its focus, its credibility and corporate brand :) especially for an organisation in the social space they should be perfect right down to different views for different audience groups :)
Best wishes,
James
Posted by James Potter on
Reminder
Dear James,
We need to work on ours, its on the to do list ....promise :-)
Best wishes
Charlotte
Posted by Charlotte Baillie on
Thanks
Hi James,
Thanks for sending through the document 'top tips for linked in'
Rgds
Richard
Posted by Richard Eccles on
B2C or Business to Consumer v B2B or Business to Business
Hello all, and valuable and exciting stuff, methinks.
For ModernSelling.com, the difference between a UK sales professional - or supplier to same - "dressed" in Facebook, Google+ or even some Twitter "profiles", versus how we all look, and can be assessed, as buyer or seller, in our LinkedIn Look, is absolutely vital and fundamental.
I was in the UK Marketing Lounge LI Group yesterday and, prompted by a member's search for a decent CRM for a UK SME, went and found this (recent) Salesforce.com integration with LinkedIn...
http://www.youtube.com/watch?v=07BAfZx7W8I
But the self-same stuff was behind a ModSell LI Groupee's (Paul Barstow) search for effective web sites that talk with people in the Construction Industry, and that one cropped up here...
http://www.linkedin.com/groups/How-Seth-Godins-2012-book-1328087.S.98809099
...leading here...
http://www.oneall.com/services/single-sign-on/
...and which gives us all the options we might want for many / most B2B or B2C markets and audiences.
The "guess" I made that got us here, to this discussion, was that with an increase between November 2010 and today, from 390,000 to over 750,000 LinkedIn People who live in the UK and have a keyword "sales" in their profile, whatever alternative platform / community has got a lot of catching up to do, with zillions of combined person-hours of personal linked to corporate current and historic information entered and being maintained.
Naymz, Plaxo, Xing, Viadeo, et al, eat your heart out, in short. And Google+ and Facebook is for "consumers".
Posted by Neil Warren on
LinkedIn - ModernSelling.com - The Sales Direction Database
Also, having just scrolled back up and down some of the earlier points we raised on here (and noting how long a relevant and evolving and interactive page can work out here on the main site!) - readers may also be interested to see how that's all evolving, in terms of blending together our old magazine circulation lists, telephone researched over a couple of decades to be the ultimate "push marketing" tool, and now blending together to give people a presence in, and knowledge of, the same UK sales profession, only now with "pull" (and push and post and huff and puff I guess ;-) selling and marketing and PR (as per "eselling")...
http://www.modernselling.com/news-and-events/sales-editorial-comment/modern-selling-multi-media-pack-sales-direction-database-2012-eselling-challenger-sale-video-discussion-Neil-Warren-20124059.aspx
Posted by Neil Warren on
Through the Channel B2B sales toolkit
Hi Neil,
You should have a look at this company.
http://www.channelmechanics.co.uk/
Although salefore.com has the monopoly in this market the technology is very thin and can be massively time consuming for salespeople, effectively turning them into administrators, again.
Quote 'Channel Mechanics is your gateway to expertise, experience and tools to transform the effectiveness and profitability of your sales channels. Our approach can accelerate your time to market in bringing pricing, programs and promotions to market by removing the operational challenges you face today.'
The Channel Mechanics team is highly experienced in the manufacturing industry in defining, building and managing successful channels for vendors that use distributors and resellers in the resale of their products.
rgds
Richard
Posted by Richard Eccles on
Yes Please
Hi James, just been talking to Neil, and would love a healthcheck and some free tips. My email is henry @qmatrixtool.com
Posted by Henry Forde on
My Question / Comment Is...
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