Power Formula LinkedIn Blog

Are You Serving Up Leftovers On Your LinkedIn Profile?

Posted on November 21, 2015
Wayne Breitbarth

Have you been treating the Interests section of your LinkedIn profile like a plate of Thanksgiving leftovers?iStock_000030910468_Small

Interests is a subsection of the Additional Info section and can include up to 1,000 characters. It’s typically displayed way down on the bottom of someone’s profile, and people tend to put the “leftovers” there–statements or terms that don’t seem to fit anywhere else on their profile.

The Interests section can actually be quite valuable, and here are a few tips to turn those leftovers into something beneficial.

Screen Shot 2015-11-19 at 6.41.31 AM

Words here are included in the In Common feature.

When you are viewing someone’s profile, LinkedIn grabs the words in that person’s Interests section, compares them to the words in your Interests section, and displays your common interests. This provides great ice-breaker topics for your next conversation with that person.

Words here are clickable.

Each word or series of words that you separate with commas is clickable and will open an Advanced People Search window.
Screen Shot 2015-11-19 at 6.45.21 AM

So, if you want to find some fellow fishermen on LinkedIn, just click the word fishing in the Interests section, and LinkedIn’s Advanced People Search function will provide a list of every LinkedIn member who has the word fishing somewhere on their profile. You can then filter the list by company, title, region of the country, etc.

These words can help your search ranking.

Since LinkedIn’s search algorithm seems to favor words that appear Screen Shot 2015-11-19 at 6.53.48 AMmultiple times on your profile, this is a great spot to include some of your most important keywords.  I suggest that you include your keywords after you list your other hobbies and interests like fishing gardening etc.

These words help you look like a real, genuine, interesting person.

I don’t want to go all “Facebook” on you here, but I think it is important to let your professional world get a small peek into you the person, not just you the accountant, lawyer or professional LinkedIn speaker. In other words, include a few of your more typical interests–like reading, golfing, tennis or time with grandkids–along with a few that are just downright interesting and show your uniqueness–like drummer in a classic rock band, seashell collector or competitive BBQ chef.

Follow these simple tips, and you’ll not only be seen as more interesting, but you’ll improve your LinkedIn productivity as well.

Have a wonderful Thanksgiving, and I hope you also find some interesting ways to use the leftovers from your Thanksgiving feast.

You Better Look at Your LinkedIn Profile Right Away

Posted on November 14, 2015
Wayne Breitbarth

Your LinkedIn profile should be like a resume on steroids. In other words, you should go way beyond your one- or two-page traditional resume. You’ll want to share lots of relevant information about yourself and your company, and it should iStock_000019974855_Smallbe especially compelling to your target audience.

I suggest you start with the most important sections of your profile. If you can’t answer “yes” to all of the questions below, get busy and beef up your profile with the help of the resources I’ve provided.

1.  Photo. LinkedIn’s research says your profile will be viewed 14 times more frequently if you have a photo. Some people will not even connect with a person who doesn’t have a photo.

  • Do you currently look like the person in your photo?
  • Is your photo a head shot?
  • Are you smiling?
  • Are you dressed in your typical workplace attire?

For a more detailed look at the best practices for LinkedIn photos, read “A Professional Photographer’s Guide to Getting the Right LinkedIn Profile Photo.”

2.  Headline. These are the most important 120 characters in your profile. If you don’t edit this yourself, Screen Shot 2015-11-11 at 9.45.20 AMLinkedIn will grab your current job title and company until you take the time to write a dynamic 120-character explanation of who you are and where you’re trying to go.

  • Does your headline clearly state your current business or explain why you’re actually on LinkedIn?
  • Does your headline include a few of your most important keywords?
  • Does your headline encourage people in your target market to want to read more about you?

For additional help with your headline, download my free worksheet “The Definitive Worksheet to Optimize Your LinkedIn Profile Headline.”

3.  Summary. This section is your virtual cup of coffee with your readers or the cover letter for your job application. You have 2,000 characters to summarize the best stuff on your profile and clearly tell readers where you’re trying to go and how they might be able to be part of your journey.

  • Is your Summary written in the first person?
  • Does the first paragraph of your Summary clearly tell me why you’re on LinkedIn?
  • Does your Summary include several of your most important keywords?
  • Does your Summary include at least one call to action for the reader?

For more guidance on improving your Summary, be sure to read Chapter 7 of my book, “The Power Formula for LinkedIn Success.”

4.  Current Experience – (Job) Title. You’re missing a big opportunity if you simply put your official title here. Maximize the 100 characters LinkedIn allows in this section. LinkedIn’s search ranking algorithm gives extra weight to the Screen Shot 2015-11-11 at 9.47.38 AMwords in your job titles, and the extra words will increase clarity as well.

  • Are your most important keywords in your current job title?
  • If you’re a salesperson, did you include a few of your products and services?

For additional examples of good job titles, check out my LinkedIn profile.

5.  Current Experience – (Job) Description. This section has a 2,000-character limit and should include specifics about your individual position (use keywords) and additional information about the company you work for so the reader clearly understands both of these important points.

  • Have you included a detailed listing or discussion of your specific job duties and responsibilities and used your most important keywords?
  • Have you included specific awards, honors or recognition you have received?
  • Did you describe the promotions you’ve received?
  • Have you gotten two recommendations for this job?

For more helpful tips, check out “Does the Experience Section of Your LinkedIn Profile Impress Anyone?”

Make good use of these five important LinkedIn profile sections, and you’ll get more exposure than even a top-notch resume can garner.

What Do You Want People To Do After Reviewing Your LinkedIn Profile?

Posted on November 8, 2015
Wayne Breitbarth

After someone looks at their LinkedIn profile, most people would like the reader to call them, email them, or send them a LinkedIn connection request. Those are good action steps, but wouldn’t it be iStock_000045310570_Smalleven better if they’d buy millions of dollars worth of what you sell, hire you right away, or do something else that’s really big?

But what if the reader is not quite ready to take that big step? What if he needs more information about you, your company, or your products/services before he picks up the phone or reaches out to you with an email?

This is where calls to action (CTAs) come in. What is a CTA? Wikipedia says this:

“A call to action, or CTA, is a term used to describe a banner, button, or some type of graphic or text on a website meant to prompt a user to click it and continue down a conversion funnel.”

Hubspot, one of the world’s leaders in designing websites that concentrate on lead generation and inbound marketing, says:

“Calls to action (CTAs) are one of the key lead generation elements, and they should be used in each and every one of your marketing tactics: emails, social media updates, press releases, trade shows…”

What actions might you call people to take?

There are lots of possibilities, depending on your business purpose, but here are a few examples:

  • Download an informational document
  • Watch a video or listen to a podcast
  • Go to your website
  • Read your blog
  • Read a product review
  • Request a quote
  • Pick up the phone and call you

How can you incorporate calls to action in your LinkedIn profile?

Your LinkedIn profile needs to have several CTAs to help move your reader down the conversion funnel and closer to that all-important step of contacting you. And if you have a company page, you’ll want to put CTAs there as well.

The best sections on your profile to include your CTAs are:Screen Shot 2015-11-05 at 6.44.02 AM

  • Headline
  • Summary
  • Job Experience
  • Contact Info
  • Advice for Contacting
  • Projects
  • Publications
  • Long form Published Posts

Here are examples of CTAs I’ve included in the Summary section of my profile using the LinkedIn add media feature.

Here is a unique way I’ve also included a call to action in my Screen Shot 2015-11-05 at 5.54.54 AMProjects section.

For examples of other great places to include CTAs (Websites section, Publications, other applications), check out my full LinkedIn profile.

For more specific sales-related ideas, you’ll find some great tips in this article from the LinkedIn blog: Make Sure Your Profile Calls the Prospects to Action.”

Did You Know LinkedIn Could Do This?

Posted on November 1, 2015
Wayne Breitbarth

This week I’m preparing to present to a group that invites me back each iStock_000035934070_Smallyear, and they always want to learn about the secret, hard-to-find, really cool LinkedIn features I’ve discovered over the past year.

I hope you learn some new tricks from this sneak peek of my presentation outline.

“In Common With.” This LinkedIn feature shows you at a glance what you have in common with another person (e.g., schools, groups, companies, locations, skills, causes, and interests). No more fumbling around looking for conversation starters to break the ice.

And here’s a little secret. Birds of a feather like to flock together–and they also like to do business with each other. When you’re viewing someone’s profile, just look in the right-hand column to see just what you have in common with that person.

Special LinkedIn profile sections. LinkedIn is a great personal Screen Shot 2015-10-19 at 3.27.51 PMbranding tool, and it’s easy to put your best foot forward with the help of the following special LinkedIn profile sections: Volunteer Experiences, Publications, Test Scores, Patents, Projects, Causes You Care About, Courses, Languages, Honors & Awards, Certifications, Supported Organizations, Organizations, and Personal Details.

Include these sections in your profile to get a leg up on your competition and boost your credibility with potential customers, employers–everyone who views your LinkedIn profile.

Advanced People Searching. Because LinkedIn’s Advanced Screen Shot 2015-10-19 at 3.29.05 PMPeople Searching feature shows you who knows whom, it’s easy to:

  • See if anyone you know is connected to a company that just received your resume
  • Turn a cold call into a “warm call” by getting a personal introduction from someone in your network
  • Find potential donors or volunteers for your favorite nonprofit
  • Recruit the best candidates even when they aren’t actively looking for a job
  • Discover new vendors and suppliers
  • Find experts who can answer your questions and help you solve your problems.

Saved searches. This LinkedIn feature is like having a 24/7 virtual assistant that constantly searches LinkedIn’s 380-million-person Screen Shot 2015-10-19 at 3.32.03 PMdatabase and periodically sends you a list of people who meet your specific search criteria. And best of all–this virtual assistant doesn’t demand a salary and benefits.

Download your LinkedIn data. Get a zip file of all of your most important LinkedIn information, including a spreadsheet of your first-level connections, including their email address.

Just follow these four simple steps:

  • Scroll over your small photo (or headshot icon if you don’t have a photo) on the right side of your top toolbar.
  • Choose Privacy & Settings from the drop-down menu that appears under your photo.
  • Click the Account tab near the bottom of the page.
  • Under the Helpful Links section, choose Request an archive of your data.

LinkedIn keyword treasure chest. Although LinkedIn doesn’t have an official name for this feature, it is truly a treasure chest.Screen Shot 2015-09-30 at 2.27.37 PM Simply put, it is a single web page with loads of LinkedIn data on a particular topic or keyword.

To access the treasure chest, simply cut and paste this URL into your web browser:


Then enter the keyword or keywords you’re interested in researching–for instance, https://linkedin.com/topic/search_engine_optimization. If you have multiple words, like search engine optimization, be sure to try it with a space between the words and underscores between the words, and also try abbreviations–for example, https://www.linkedin.com/topic/seo. I have found that each approach will result in different useful information.

How many connections is 500+? You can now get reasonably Screen Shot 2015-10-19 at 3.40.19 PMclose to the actual number by going to the person’s profile, scrolling over the small down arrow, and then clicking View recent activity. The number of followers will appear in the upper right-hand corner. Followers are defined as connections plus people who have clicked the Follow button on someone’s profile. Thus, the number isn’t exact, but it should be pretty close to the number of connections the person has.

What are they talking about? If you go to View Recent Activity and follow the same steps outlined in the preceding paragraph, you can see what the person has been sharing in his/her updates for up to the last couple months. If you want to automatically get the person’s updates going forward, just click Follow.

Did you know LinkedIn could do all THAT?Explode Home Page Widget-01

If you liked these somewhat hidden LinkedIn features and want more of this type of guidance and training, be sure to check out my online video-based course “Explode Your Revenues Using LinkedIn.”

For a limited time, you can get full access to this course for up to one year for only $97 (use promo code SALES). You’ll feel like I’m standing over your shoulder and personally guiding you through a maze that will lead you to the customers and profits you’ve been trying to reach. Click here for details.

Is Your Company Making These 10 Deadly LinkedIn Mistakes?

Posted on October 24, 2015
Wayne Breitbarth

One plus one equals two, right?

Well, not in the LinkedIn world. For the most part, LinkedIn members iStock_000018277957_Smallhave been using the site to pursue their individual goals and objectives. It’s now time for the company to gather up the troops and bring all these individuals together—with their connections and their voices—and put forth a consistent company message. There is immense exponential value when the employees and company work together.

To help business leaders corral this potential value, I have written an eBook titled “10 LinkedIn Mistakes Companies Make and How to Fix Them Before They Damage Your Company’s Reputation.”

In the eBook I address common mistakes, provide solutions, and give 3D Ebook 2nd Ed Cover-01tips for using LinkedIn to grow revenues, find new employees and suppliers, and maintain a consistent brand in the ever-changing online world.

How many of these mistakes are you and your company making?

1.  Unprofessional or poor quality employee profile photos–or, worse yet, no photo at all

2.  Sharing incorrect or inconsistent information about the company

3.  Poor participation–all company employees are not on LinkedIn

4.  Failing to keyword optimize employee profiles and company page

5.  Sharing poor status updates–or failing to use this powerful tool

6.  Not using LinkedIn to search for customers, employees, suppliers, strategic partners, etc.

7.  Failing to monitor employees’ profiles and activity as well as what’s being said about the company through LinkedIn

8.  Not joining or participating in LinkedIn groups–particularly significant industry groups and customers’ industry groups

9.  Underutilizing the features and tools available on the company page–or not even having a company page

10. Having a woefully inadequate corporate social media policy–or none at all

To learn how to address the mistakes you’re making, download your FREE copy of the eBook by clicking here.

7 Ways to Share Your Expertise on LinkedIn

Posted on October 18, 2015
Wayne Breitbarth

Have you or your company created a helpful resource that displays Blog concept illustration in flat design styleyour knowledge or expertise–a checklist, video, white paper, customer testimonial, survey results, etc.? This is a great way to not only build credibility but also to promote yourself and your company.

But once you’ve created the awesome resource, how can you get it into the hands of people you know and people you’d like to know?

LinkedIn to the rescue!

7 simple ways to share your resourcesScreen Shot 2015-10-08 at 4.18.30 PM

1.  Individual Status Updates. Because everyone in your network will not receive or read every status update you post, share your best resources regularly. This also gives people who are new to your network an opportunity to see your best stuff.

Screen Shot 2015-10-08 at 4.39.39 PM2.  Add media to your profile. A well-displayed document on your profile will stop them in their tracks when they are scanning through your profile.

3.  Use the Publication or Project profile sections. These special sections are yours for the asking. Think outside the box Screen Shot 2015-10-08 at 4.04.05 PMhere. It doesn’t have to be a publication or project in the truest sense of the word. And you can move these sections to a more visible place in your profile if you really want to grab someone’s attention. Check out my profile for some great examples.

4.  Publish an article. This is the newest way to share your thought Screen Shot 2015-10-08 at 4.07.15 PMleadership. It’s like having your own blog that is shared with your network when you post an article, but it also stays on your profile. Therefore, when people view your profile, they’ll see your expertise on display.

5.  Status update on Company Page. This goes out to your company page followers, and it’s also posted on your company’s home page. See my company page for examples of this.

6.  Post a discussion in a group(s) or share a comment on an ongoing discussion. Remember–these are discussions, not in-your-face marketing. Post a thought-provoking question for which your resource provides an answer. Then share the resource in an attached link.

Keep an eye out for discussions relating to the topic your resource addresses. This isn’t too hard if you focus on groups in your industry or your customers’ industries. When the opportunity presents itself, share your knowledge and your resource.

7.  Comment on someone else’s published article or status Screen Shot 2015-10-08 at 4.12.02 PMupdate. Find someone else who is sharing information in your area of expertise, and then share your two cents along with a link to one of your resources that relates to the topic.

If you take advantage of these seven LinkedIn features, you will not only help your audience and increase your credibility, but you’ll also increase traffic to your website.

Do You Want to Know How to Crank Up Your LinkedIn Referral Machine?

Posted on October 11, 2015
Wayne Breitbarth

Don’t you just love referrals?

Whether it’s a referral to an exciting new customer with big potential, Screen Shot 2015-10-07 at 10.04.12 AMa new supplier or vendor with a more effective solution, or a referral to your next great employer, referrals are not only highly effective but they are usually fun as well.

I trust you’re already aware of many LinkedIn features that will help you get more referrals. For instance, it’s easy to take a look at your target’s profile and gather valuable intelligence. You can then look at your LinkedIn network, see if anyone in your network is connected to your target, and then request a referral to your target.

You can also get some great insights that will lead to referrals by perusing the People Also Viewed and People Similar To sections of your LinkedIn account.

5 Simple Steps to Start Your LinkedIn Referral Machine

I recently made a presentation for American Family Insurance Company’s Business Accelerator, which is a business toolbox designed to help small business owners and entrepreneurs build and grow their businesses.

Here is an overview of the five steps I discussed that can get your LinkedIn referral machine started:

1.  Get your “LinkedIn store” (profile) prepared for customers.

2.  Be sure you are connected with all of your best potential referral sources.

Screen Shot 2015-10-09 at 4.55.59 PM3.  Perform a keyword search into the network of one of your referral sources. You start this process by clicking the magnifying glass in the person’s Connections section.

4.  Politely ask your referral source to tell you the best way to initiate the referral to the target.

5.  Be sure to complete the process by showing your appreciation to your referral source for the introduction to the target.

Watch the complete video

To learn exactly how to execute these five simple steps, here’s a link to a free video of my American Family Insurance Business Accelerator presentation (37:13).Screen Shot 2015-10-07 at 9.44.13 AM

On the Events page, click the green Sign Up Today! button. Then enter your name and email address, and set up a password. Find the event box for this event, click the blue More Details box, and you should be good to go.


I hope this video helps you crank up your very own referral machine. Enjoy the show!

Your LinkedIn Treasure Chest is Waiting to be Found

Posted on October 3, 2015
Wayne Breitbarth

iStock_000010469717_SmallLast week I stumbled upon a hidden treasure chest, and I could hardly wait to share it with you. LinkedIn hasn’t given it a name, so let’s just refer to it as the LinkedIn Keyword Treasure Chest.

To access the treasure chest, simply cut and paste this URL into your web browser:


Then enter the keyword or keywords you’re interested in researching–for instance, https://linkedin.com/topic/search_engine_optimization. If you have multiple words, like search engine optimization, be sure to try it with a space between the words and underscores between the words, and also try abbreviations–for example, https://www.linkedin.com/topic/seo. I found that each approach will result in different useful information.

What treasure will you find?

If you’re interested in search engine optimization–finding a vendor, checking out what your competitors who specialize in SEO are doing, or perhaps looking for a job as an SEO specialist–your treasure hunt will uncover:
.Screen Shot 2015-09-30 at 2.27.37 PM

  • Popular articles about SEO that are posted on LinkedIn
  • People who have listed SEO as a skill on their profile and the name of the school they attended
  • Topics similar to or related to SEO
  • Popular SlideShare presentations on SEO
  • LinkedIn groups you can join related to SEO
  • SEO jobs posted on LinkedIn
  • LinkedIn Company pages that have search engine optimization in their name or description

Screen Shot 2015-10-03 at 7.19.55 AMThe Keyword Treasure Chest appears to be a work in process at LinkedIn because the format of the page and the information on the page can vary. However, despite these variations, you can discover some extremely valuable information.

Observations and action steps

This may seem like a lot of random information, so let me share some ideas about how you can use this information to advance your business and career.

1.  Skills. Ask yourself, Have I listed all applicable skills in my Skills section?

2.  Presentations. Check out what your competitors are sharing with their audiences, and make sure what you’re sharing is equally valuable to your market.

3.  Individuals. Check out the profiles of key individuals on the list. Does this give you any ideas about information you should add to your profile? If the person is a competitor, you may want to change your “select what others see when you’ve viewed their profile” setting to anonymous before stalking him/her. Then the person won’t know that you’ve scoped out his/her profile.

4.  Groups. Check them out and consider joining any groups that are relevant to your business or job search. Remember–birds of a feather flock together.iStock_000031736840_Small

5.  Jobs. If you’re a job seeker, this could be the yellow brick road to your very own Oz.

6.  Companies. If you’re a salesperson or a job seeker, check out the Company page and see what’s going on. Then click the Follow button so you can be informed of future happenings at the company that may give you an inside track to a potential sale or job opportunity.

7.  Articles. Read them and learn, but also take note of the authors and ask yourself, Am I publishing articles like this about my area of expertise–and, if not, why not?

I definitely need to join you in capitalizing on this LinkedIn Keyword Treasure Chest. I need to go beyond my more obvious keywords–LinkedIn, LinkedIn speaker, LinkedIn consultant, LinkedIn consulting, LinkedIn trainer–and keep thinking of new keywords to try, like social selling, sales training, keynote speaker, etc. I have lots to do! How about you?

Do You Want to Know How to Double Your LinkedIn Profile Views?

Posted on September 27, 2015
Wayne Breitbarth

Most people will agree that LinkedIn is the best marketing tool on the planet for business professionals. And part of your marketing strategy, whether marketing yourself and/or your products and iStock_000064068585_Smallservices, should be to encourage marketing events or interactions with your target audience.

One of the most important marketing events on LinkedIn is profile views. When someone views your profile, it’s like they walked into your store, ready to do some shopping.

So, how do you attract more shoppers to your store?

Long-term strategy

Of course, almost everyone who checks out your profile could be a potential client/customer or at least know someone who might be interested in you and what you have to offer. However, ultimately you’re looking for views from people who quite likely can help you achieve your business goals.
Screen Shot 2015-09-24 at 6.54.06 AM

To get on the path to long-term success, it’s important to connect with your target audience and share great information, thereby nurturing the relationship and increasing your thought leadership status. Then, when they are ready to engage someone who has your expertise, you have earned your way onto their list–and hopefully it’s a very short list!

Short-term strategy

In the short term, here are ten simple ways to get more of the right people viewing your profile.

1.  Optimize your LinkedIn profile headline. A headline is meant to grab the reader and encourage him/her to read more. If you need help with this, download my free worksheet The Definitive Worksheet to Optimize Your LinkedIn Profile Headline on the free resources page of my website.

2.  Make frequent changes to your profile. Your connections will usually be curious about what you changed or added, so this one–if you don’t overuse it–works great.  Screen Shot 2015-09-24 at 6.41.13 AM

Make sure that the Notify your network button on your profile is set to green.

3.  Share your thoughts in a group discussion that has lots of previous comments. If there are lots of previous comments, then lots of folks will get notified when you make a comment–so make it a good one.

4.  Look at other people’s profiles. When people see you’ve looked at their profile, it’s quite likely they’ll take a look at yours if your headline suggests you might be an interesting person to meet.

Be sure your Screen Shot 2015-09-24 at 6.43.50 AMSelect what others see when you’ve viewed their profile setting is on the recommended setting of full disclosure. Then they’ll see your full name and headline versus something like Insurance agent at Northwestern Mutual.

5.  Post your own status updates daily. This doesn’t take as much time as you think if you simply use the Share button on an interesting article you’ve read. Add a personal comment about the article, and you’ll get even more action from your network.

6.  Share, “like” or comment on other people’s status updates or published posts. This isn’t quite as powerful as posting your own status update, but the time commitment is a lot less. It only takes a second to click “like,” and it’s an easy way to stay top of mind with your network.

7.  Put more of your most important keywords in your profile–and put them in the right spots. For help with this, download my worksheet Keywords: The Key to Being Found on LinkedIn on the free resources page of my website.

8.  Endorse people. Not everyone is a fan of this feature, but it does spark lots of engagement–which usually results in more profile views.

9.  Include your LinkedIn URL in your email signature and Screen Shot 2015-09-24 at 7.04.39 AMon your business cards, resume, and other social sites. If you make it easy for people to find your profile, they’re more likely to take a peek at it.

10. Start writing longform articles using the LinkedIn publishing feature. Admittedly, this will take some work, and many of us shy away from writing, but over time this will get you more profile views. Also, one of the best ways to establish your thought leadership is to share your thoughts by writing.

Take action

So, which of these steps are you going to take to increase your LinkedIn profile views? And keep in mind that if you get more profile views, you’ll then get more traditional interactions (phone calls, emails, meetings, etc.). Of course, this will result in improved ROI for your time spent on LinkedIn.

For more easy strategies to improve your ROI, be sure to check out my video-based online LinkedIn training course Explode Your Revenues Using LinkedIn which is available for a limited time for just $97 when you use the promo code SALES at checkout.

Here’s a LinkedIn Setting You Better Think Twice About

Posted on September 19, 2015
Wayne Breitbarth

As I was consulting with a corporate sales team this week on the best LinkedIn features for finding prospects, I added a new one to the list. iStock_000006003382_SmallIt’s the People Also Viewed box in the right column of your profile.

This tells you who else people are looking at besides you–and it’s probably people who have similar characteristics to you.

Now, LinkedIn doesn’t share exactly how it works (other than this interview with a LinkedIn data guy), and you have no control over who appears on your profile. However, you can take it off your profile. More on that later.

So, why is this such a great prospecting tool? Well, if you look at a client’s or prospective client’s profile and scroll down to People Also Viewed, the list could be a target list of people very similar to the Screen Shot 2015-09-17 at 9.08.19 PMperson whose profile you are viewing.

An additional benefit for those of us who are not on one of the most expensive premium accounts: If you click the name of someone on that list and that person is more than three degrees away from you, you will be able to see his/her full profile. Typically you can’t look at full profiles of people who are more than three degrees way unless you upgrade your account.

Action Steps

1.  Decide whether you want People Also Viewed to show up on your profile. The default setting will put the list on your profile.

Personally, since I was tired of my competitors showing up on my profile, I unchecked the box. I feel pretty good about my decision because it doesn’t stop me from seeing the People Also Viewed list on other people’s profiles (unless they’ve also unchecked the box). And if my competitors haven’t unchecked the box, I can still show up in the People Also Viewed list on their profile.

It seems like a no-brainer to me. Click here to learn how to change your setting.

Over time, if more and more people do what I’m suggesting, this feature will become less helpful. But, trust me, LinkedIn will probably change something before we get to that point. Take advantage of it while you can.

2.  Check this list out often on your clients’ and prospective clients’ profiles, and add some of these names to your master prospect list. And, hey, why not try to connect with the ones you are not connected with using a custom five-star invitation.

To learn more simple ways to find new customers and grow your bottom line, check out my very popular online course Explode Your Revenues Using LinkedIn. Use the promo code SALES to save $50 and steal this comprehensive course for only $97.