Let’s talk about winning more work more clients through LinkedIn. If you are an adviser, an accountant or a lawyer and you want more clients through LinkedIn, stick around because this message is just for you.
If you want to win more work on LinkedIn, there are three things that you need to be doing consistently, day in and day out. They are connection, contribution, and conversations. Let me just talk very briefly about each of those.
The first one is a connection – you need to be actively growing your network in your targeted space. LinkedIn has some really great filtering and search capability and if you’re clear about who it is that you want to talk to, who it is you want to be engaging with as a prospective client, then you can find them on LinkedIn. But you’ve got to reach out and you’ve got to actively grow your network.
The second thing is the contribution. LinkedIn rewards those who engage with the platform. So your contribution to the platform can happen in one or two ways. You can either add value by producing your own content so that your audience can see it. Or you can engage with other people’s content, you can like comment, share, and other people’s content. And that not only adds value to the people that are contributing, but it adds value to your network as well. So you’ve got to actively contribute because LinkedIn loves it, LinkedIn rewards it.
The third thing you’ve got to do is you’ve got to have conversations, and you got to get people offline, it’s unlikely that people are going to engage with you, you’re going to get passive sales through LinkedIn. So at some point in the process, particularly because you’re an adviser, you’ve got to get your prospects to a conversation. That typically will happen through messaging, but there’s any number of ways where you can put calls to action, any material that will call people out and get them on the phone. Sales happened in conversations.
That’s the three:
I’m Andrew Abel.