Are you collecting LinkedIn connections like you used to collect baseball cards? And are they just sitting there, like that box filled with baseball cards that's gathering dust in the closet?

Well, it's time to take action and use LinkedIn to maximize those relationships. Follow these six simple steps to create a win-win situation for you and your network.
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Step 1:  Define with whom you want to go deeper

Your LinkedIn network is made up of many types of people, and they've become part of your network for differing reasons. Start by choosing the people with whom you'd most like to meet or have a conversation.

For help with this, check out my worksheet Finding Your LinkedIn Target Audience (see below).

 

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Step 2:  Make a list of typical keywords they would have on their profile

What combination of keywords could you use to filter your entire network down to the perfect list? These would be words your target audience might include on their profile, like:
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• Titles
• Company name
• Location
• Schools attended
• Industry
• Certifications
• Educational majors
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Step 3:  Perform a "connection only" LinkedIn advanced people search

Put your cursor into the Search box in the top toolbar. Then choose the last entry in the drop-down list, Search for people with filters. Next, check "1st" under Filter people by Connections.

Now that you have a listing of your complete first-level network, additional filters are available in the right-hand column to narrow that list.

You'll find the Keyword filter to be quite valuable, but you'll need to click the down arrow to uncover all the available keyword options.

Be sure to take advantage of the other filters, too, including locations, current and past companies, industries, etc.
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Step 4:  Set a search alert

Once you have completed a search that gives you a really good list of the right people, click the Create search alert box. LinkedIn will then email you weekly with any additional people who meet your defined search criteria.
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Step 5:  Send a message offering your help

After you review the full profile of someone on this list that you're interested in chatting with, send a direct LinkedIn message and thank the person for being part of your network. If the person is merely a casual acquaintance, remind him/her how you came to know each other. Then mention ways you might be able to collaborate or help each other. You may even want to include a time that you're available for a meeting or phone call.

The easiest way to send a direct message is to click the Message button on their profile. You can also include attachments and links in this message to give your connection additional information.
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Step 6:  Set the appropriate follow-up

Your connection may not be ready to meet or chat right now, but that doesn't mean he or she won't be interested in having a discussion with you in the future. Consider setting up some type of follow-up reminder for yourself in whatever system you use.

Your LinkedIn network should be one of your most treasured business assets, not simply a "dusty" digital collection of random people. Once you follow the six simple steps outlined above, you'll realize just how valuable your network can be for accomplishing your most ambitious business goals.

Finding Your LinkedIn Target Audience Worksheet

Download (PDF, 130KB)