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...
*Other beverages are available.