LinkedIn – Warm up Cold Calls

What is your process to warm up cold calls?

With 30% of the over 300 million users in the United States, isn’t giving LinkedIn worth a try? This 2013 Harvard Business review looked at some of the statistics with salespeople and LinkedIn.  With that many people at your disposal, you would be foolish not to at least give LinkedIn a look.Warm up your cold calls.

My suggestion is to make use of every part of LinkedIn to warm up cold calls. Back in the day when LinkedIn was just getting it’s legs, users were advised to have a minimum of 150 users. That minimum has now been boosted to 500 or more. The average salesperson has more people than that in the contacts on their phone!

Take a look at your connections connections. This will give you a good idea of who might be able to help you in your pursuit to warm up the cold call. There are two tactics you can use after you find the contact that you wish to reach:

  1. Ask your contact to make the introduction, either through LinkedIn or in an off-line method. This puts much of the work on the other person. With busy schedules, many people may balk at the thought of doing that much for someone else.
  2. Send your contact a message, either through LinkedIn or in an off-line method, asking them if it would be acceptable for you to mention their name in a communication you will be sending to the sought after contact. If there are a number of their contacts you would like to reach, you could send the list in one email. Using this method requires your contact to send you a yes or no response. Easy peasy!

Afterward, all you have to do is send a message or make the phone call to the desired communicant, mention the mutual connection, and give them a moment to recognize the name.  Share a LinkedIn profile

Another very useful method is to share a profile. I often do this when I want to make an introduction between my contacts. Use this as a “pay it forward” tactic. If users know this option, it is an easy way to share your skills and talents with the person to whom you want to connect. CAUTION: Make sure that your profile is something that you want shared!

Last but not least, you can follow the company that you need to reach. Check the people in the list of how you are connected. This is especially beneficial if you have an appointment scheduled. Find the people from the company and do a bit of research before you show up for your appointment.

If your profile leaves something to be desired, or you would like some one-on-one tutoring on how to use LinkedIn better so that you can warm up cold calls, I am available to help you. Just send me a message.

You need endorsements AND recommendations

Endorsements vs. Recommendations

In September of 2013, I wrote an article about endorsements and recommendations. Since that time, LinkedIn has does some remodeling and the part of the article that addressed product recommendations is no defunct.

Let’s revisit endorsements and recommendations.

Who gives endorsements? Have you written any recommendations? Have you ever shared someone’s profile with another connection? Do all three from a visit to one of your connections profile. Pick the down arrow next to the “Send Message” box.Endorse Recommend Share Profiles on LinkedIn

Endorsements

LinkedIn’s search algorithms use keywords from three locations to help boost you in the search results. One of those areas is your Skills and Endorsements. If you aren’t using the endorsements feature, you could be missing a valuable part of your ability for people to find you in a keyword search on LinkedIn.

I would caution you to carefully choose the items for which you endorse others.  I suggest that you only endorse them for the skills they have selected instead of suggesting skills for them. I would also encourage you to endorse them for the skills that you know they possess. I hear from attendees in my class that they don’t like when people endorse them for things about which they have no knowledge whether the person owns that skill or not.  If you are one of those people, take a look at this post about managing your endorsements http://time2mrkt.com/linkedin/linkedin_endorsements/.

Recommendations

Recommendations are harder to come by.  Many people find it difficult to ask someone to say kind words about them. In our hectic lives, we often forget to say kind words about others. Use the recommendation feature to write a sentence or two about someone with whom you have worked.  The recommendation just needs to include a few of the keywords that the person has used on their profile.

If you are seeking a recommendation about a particular thing, you could send the request and include the keywords in the body of the request. Heck, you may even want to include an example sentence or two that the person could just copy and paste!

Sharing

One feature that I think is often overlooked is the Share Profile option.  Endorse Me for LinkedInThis lets you send the profile of your connection to another connection.  So many times, I am asked who do I know that does X. I go through my list of connections (that I have tagged) and share the profile.  Other times, a connection will ask me to recommend them to a group of my connections. I go to their profile, select share, and send it off with a short message about why I am sending the profile to them.

So many options from which to choose.  Which one do you need? All of them!

By the way, if you are feeling the urge, I could use a boost on my profile for just one of my skills. If you feel inclined, please visit my profile at http://linkedin.com/in/deereinhardt and click the Plus next to the word LinkedIn.

LinkedIn Groups Updates

Have you seen the latest LinkedIn Groups Updates

Today in LinkedIn, I clicked on Groups and noticed there has been a significant LinkedIn Groups Update.

See the image below, but to summarize:LinkedIn Groups appearance has changed

  • The groups to which you belong are listed across the top
  • Click “See More” to view all of your groups
  • Check the number of groups to which you belong – remember you can join up to 50 groups
  • Follow the conversations from your groups in a stream below the list.

Now one of the best things that this change has brought about is that if you want to start a discussion in more than one of your groups you don’t have to go from group to group to start the discussion.  For example, this is especially useful if you are sharing a job posting.  Click here to read about how to Share a Post that you see in your updates stream or from company updates.  What is great about the new feature is:LinkedIn Group Discussion

  • you type in your headline,
  • type in your message,
  • pick whether it is “General”, “Promotion”, or “Job” and then
  • Select the “Choose a group” to you see the drop-down list of your groups!

This is a great time saver if you don’t have an update to share from a company. It is a great way to gather information from multiple groups for research or to obtain an answer to a questions for which you just cannot find the answer. Share a workshop or other event to appropriate groups.

As a reminder, some groups moderate their discussions, so your post may not appear automatically. Be careful not to appear spammy so that you are cut out of the loop!

Happy posting!

LinkedIn – Send direct messages

In LinkedIn, one of the best features is you can communicate with your network.  How can you accomplish that besides posting a status update or creating a discussion in a group?  That is the topic of this post:

LinkedIn – Send direct messages

You have decided to point out a particular feature of your company, or perhaps a new showcase page for your company, maybe a featured post you found on LinkedIn. Other than posting it to a group discussion or taking the chance that someone will see your status update, you may want to send direct messages to specific people.  Now if you have taken the time to Tag your connections, you can send it to a tagged group of up to 50 people at one time.  If you haven’t tagged your connections (read more about doing that here), or you just want a few people from different within your connections you can do that as well. Follow these steps:

1.  Select the message iconLinkedIn Send Direct Messages

2.  Select Compose message

3. Start Typing Names

4. Use your address book for additional names (additional image below)  You are limited to 50 addresses in one email.

5. Compose your message – use a generic Salutation so that you can include multiple people without having to send each one individually.  If you are sending the message to more than 50 people copy the body of the message for the next email.

6. Who will see – At the bottom of the message window is a box to select or deselect that determines whether the other message recipients will see each others name.  If you want the message to appear as if it was a “singular” message, you will want to uncheck the box.  If you are sending the message to a group of people to whom you would normally send a message, you leave it checked.

7. Send your message. Repeat the steps until you have sent your message to everyone to whom you wish to send the message.

LinkedIn address bookAddress book lists your connections alphabetically.  Move through the alphabet as you add people to your “To” list. When you check the box next to their name, it automatically adds them to your list and tells you how many you have left in your “50″.

 

 

 

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Sharing LinkedIn Company Posts

Have you heard?  The products and services page of your company page will be retired on April 14, 2104.  That doesn’t mean you have to stop sharing LinkedIn Company posts, it means you have a new place from which to share!  A great thing to do is to post your most recent blog post to your company page.  Now with the addition of the Showcase pages, you can post to a specific showcased item.  Follow how to share your posts with the bullets here, or follow the images below, or check out the YouTube how-to on my channel.

Sharing LinkedIn Company Posts

  1. In the tool bar select Interests > Companies
  2. In the Company Home Tab, find the post you would like to share
  3. Find the “Share” link at the bottom of the post
  4. Click “Share”
  5. Pop-up opens
  6. Select the box to “Share” to your personal profile
  7. Select the box to “Share” to groups
  8. Groups > Type the alphabet and the groups to which you belong will start to appear. If you want to select more than one group that starts with a letter, you have to re-type the letter again.
  9. Select Individuals if you wish to notify a specific Individual of a link. They will receive an email about the post.

Follow along with the images below.

LI share 4 LI share 5 LI share 6 LI share 7 LI share 8 LI share 9 LI share 10Interests > Companies

 

 

 

 

 

Select Share

 

 

 

 

Showcase pages can share items in addition to Company page posts.

 

 

 

From the post itself, you select the share option.

 

 

 

 

Select share

 

 

 

Follow the same steps as for the company page posts.  Comment to share to your personal feed.

 

 

 

 

 

To share to groups to which you belong, begin typing the alphabet and the groups will show up.  Select a group.  If there is more than one group in a letter, you just type the letter until you have added all the groups that you would like.

Happy Sharing!

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