Power Formula LinkedIn Blog

Here Are The Steps You Need to Take in 2022 for LinkedIn Success

Posted on December 4, 2021
Wayne Breitbarth

Whether you've had lackluster results this year or great results and you want to keep things rolling in the new year, I've got good news for you. If you follow these simple LinkedIn tips, 2022 just may be your best year ever.

And these suggestions are not just for salespeople and business owners. If you're looking for a new job, in need of volunteers or donors for your nonprofit, or interested in growing a strategic network to accomplish your professional goals, these tips are perfect for you, too.

And here's the really good news. You can do it all with a FREE LinkedIn account.

Outlined below are the "low hanging fruit," the strategies that will produce the most significant results in a short period of time. "Pick" a few and get started today.

Note: I will be covering these strategies and so many more at my upcoming two-hour virtual workshop on December 13. Check out the details and register here.
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Five LinkedIn strategies that bring big results

After the broad comments, you'll find a link to an article with step-by-step details for executing each strategy.
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1.  Reach out to targeted members of your network

This strategy works well if you've done a good job of building a network that includes some people with whom you have a high level of trust and will thus be more likely to respond to your request.

Do a search of your first-level connections, and use filters like location, title, industry, current company, etc. Then you'll have a great list of people you can contact with a LinkedIn direct message or by email, phone, etc. and invite them to an event, share important industry news, let them know you'll be in their area, or ask for help with your job search.

I find that many people don't take advantage of this strategy because they don't know how to use LinkedIn's advanced search function.

Additional Resource:  Your LinkedIn Network is a Gold Mine of Opportunity

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2.  Leverage the networks of your current clients or other referral sources

This is the ultimate referral strategy on LinkedIn. Once you see who knows whom, you can ask for an introduction.

Start by identifying your connections who are well networked and love connecting people with each other. Next, do filtered searches of their networks, and put together a list of six to twelve people you think could improve your chances of landing a new client or that new job. Then contact your connections and ask them to introduce you to the people you've discovered.

Additional Resource: LinkedIn Is the Best Referral Tool You've Ever Had

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3.  Improve and expand your profile Headline to 220 characters

Headlines are meant to draw attention to the full article or in this case your full profile. Have you taken advantage of the 100-character expansion of this section? If not, get this done right away, including things like additional descriptions of your products and services, your job skills, or a specific call to action (more on that next).

Additional Resource:  How Much is Your LinkedIn Headline Helping You? 

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4.  Revise your profile to include specific calls to action

Most people's LinkedIn profiles look like resumes—and many times they aren't even good resumes. Don't be one of those people!

Start by thinking of your profile as your main online marketing tool or your weapon to win the professional battle. No matter what your current LinkedIn objective is, you should have several specific calls to action strategically placed in your profile to move readers from being interested to taking action—visiting your website, downloading resources or your resume, viewing video, listening to a podcast, etc.

Additional Resource:  Great, You Viewed My LinkedIn Profile...Now What?

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5.  Engage directly with LinkedIn users who have viewed your profile or invited you to connect

You'd be surprised how many people do absolutely nothing when others attempt to engage with them on LinkedIn. Granted, there will be spammers who check out your profile or invite you to join their networks, but most people are legitimately interested in engaging with you.

If you're already connected to people who viewed your profile, you may want to send them a note to ask how you can help them.

If you notice that interesting people outside your network have viewed your profile, invite them to join your network and offer them something of value (free quote, white paper, informative video, etc.) or ask if they'd be interested in a phone call or meeting with you.

When you receive an invitation to connect from people you'd like to have in your network, accept their invitation, thank them for reaching out, and propose one of the next steps outlined in the above paragraph.

Additional Resource:  Are the Right People Waiting to Hear From You on LinkedIn?

Now that you know about the "low hanging fruit" on LinkedIn, get busy and put some of these strategies into practice. Then on New Year's Eve 2022, you just may be celebrating one of the best years you've ever had.

A final reminder that I will be sharing a live LinkedIn demo of these strategies and more at my upcoming two-hour virtual workshop on December 13. Check out the details and register here: https://linkedinsalesdec2021.eventbrite.com

And all registrants get a link to the recording, so you don't have to attend live to get the benefit of this workshop.

 

Very Best Strategy for Finding Great Employees on FREE LinkedIn

Posted on November 13, 2021
Wayne Breitbarth

It's amazing to me how many people have been on LinkedIn for six, eight, even ten years or more and still don't know how to find the exact right person on LinkedIn—and it doesn't even require a premium account to do it!

If that sounds like you, I'm about to show you (step by step) how easy it is to search into LinkedIn's 780 million profiles and find top-notch candidates for your job openings. I'll also give you a template for starting conversations with those potential employees.

To learn all of my best strategies for capitalizing on LinkedIn's recruiting potential, join me on Monday, November 15, from noon-1:30PM CT, for my webinar Using LinkedIn to Recruit Top Talent Without a Premium Account.

If you can't attend live, no worries, because you'll receive a link to view the recording at your leisure. Seating is limited, so grab your seat now at https://linkedinrecruitingfall2021.eventbrite.com.

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Simple steps to discover highly qualified candidates

The key to this strategy is taking advantage of LinkedIn's robust search capabilities and sending a short message (300 characters) to a potential candidate as part of an invitation to connect.

Here are the steps:

To get to all the free Advanced People Search filters, put your cursor in the top search box > click Enter or Return on your keyboard > click the People button on the left of the new toolbar that shows up right below the main toolbar > choose the All filters button on the right of the same toolbar. What then floats in from the right are all the available filters to get yourself the very best list of candidates.

Use these filters when building your Advanced People Search:
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  • Title. Be sure to try some different words for the same job.
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  • Keywords. Here you can get very creative, using things like specialty software, skills, specific industries, territories or regions of the country, etc. Find interview-ready candidates by including words like pursuingseeking or looking.
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  • Companies. Put your competitor's name(s) here. You can choose current or past, based on your desire to hire someone who is still there, has left their employ, or either. This is really helpful. It's how I found the last employee I hired.
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  • Connections of. Drop the name of one of your connections in this filter box, and then use any of the other filters to get a great list of potential candidates that he or she knows.

Once you find a combination of filters that produces a good list of qualified candidates, spend time reviewing details on the individual profiles of the best-looking candidates.

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How to engage with impressive candidates

The next step is to click either the Connect button on their profile, or if the Connect button is not on their profile, click the three dots to the right of the Message button, and then you'll have a choice in the drop-down that says Connect.

LinkedIn will then ask if you want to forward a message to the individual (maximum of 300 characters), and in it you can share with them your desire to have them consider your position. This message can vary, but try something like this:

Hello, [insert first name]:

Based on a review of your profile, I think you might be a great fit for an outstanding opportunity at our company. If you'd like to have a CONFIDENTIAL conversation about this, let me know. In the meantime, I'd be honored to have you join my network. 

I hope to talk to you soon.

Wayne

By simply cutting and pasting the message and inserting each candidate's name, you can quickly reach out to lots of prequalified candidates without spending a dime.

To learn more quick, easy, and FREE strategies to fill your company's open positions with top-notch people, join me on Monday, November 15, for my webinar Using LinkedIn to Recruit Top Talent Without a Premium Account. 

 

LinkedIn Can Help You Recruit and Hire Top Talent—for free

Posted on October 9, 2021
Wayne Breitbarth

LinkedIn could quite possibly be the greatest tool you have to address all of the openings you currently have at your company, and I don't mean just paying LinkedIn to post your open positions.

So how much time did you spend on the site last week taking advantage of the world's largest professional network with over 775 million members?

Don't feel like you're alone if you answered "very little time." I find that most people still don't know how to take advantage of LinkedIn to find and reach out to people who could be just the right fit for openings they have.

In this article, I will share with you some of the best strategies to do just that—and you don't need a premium LinkedIn account.

To learn all of my strategies for capitalizing on LinkedIn's recruiting potential, join me on Monday, November 15, from noon-1:30PM CT, for my webinar Using LinkedIn to Recruit Top Talent Without a Premium Account.

If you can't attend live, no worries, because you'll receive a link to view the recording at your leisure. Seating is limited, so grab your seat now at https://linkedinrecruitingfall2021.eventbrite.com
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Four easy ways to recruit on LinkedIn

1. Individual Update.  Post an update to ask your network if they know of anyone who is qualified for the position you're attempting to fill. After all, this is your network, and the people in your network know you well and understand the nature of your company. If someone in your network is aware of a prospective candidate, he/she should be able to quickly introduce you to the candidate.

This is the easiest and most efficient way to find your next hire. That being said, I would not post this update every day, but try to limit this update to a couple times per week at different times of the day, maybe even once on the weekend.

To get additional exposure, ask a few of your most connected coworkers or friends to like, comment on, or share the post. That will get the post in front of their connections as well and increase your organic reach.

I know a president of a local company who found a new VP for his company in just five days after using the status update to ask his network for help. Think of the time and money that saved him.

2. Company Update.  On your company page, post a similar update. This shares the information with some of your company page followers. Job seekers interested in working for your company are probably among your followers.

To get more viewers of this update beyond your company followers, ask all employees in the company to like, comment on, or share this update so their connections may see it as well.

Consider “pinning” your status update to the top of the update feed.

3. Company Followers.  Review the list of your company followers periodically to look for good candidates. Several HR directors have told me they found the exact right candidate (sometimes working for competitors) in that list of followers just waiting to be contacted.

If you are an administrator of your company page, you can view a list of your followers, in reverse chronological order of when they began following your company. Go to your company page, and just click the word followers next to your number of followers (see screen shot). If you find someone interesting, consider sending a connection request (or InMail) with a message asking them if they might be interested in a role with your company.

4. University Page.  Here you can find potential candidates who attended a specific school. Fellow alumni of the schools you attended is a good place to start.

Access this by clicking the name of one of the schools on your profile. Once you’re on the university’s page, click the Alumni tab.

You can sort the individuals by:
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  • Where they live
  • Where they work
  • What they do
  • What they studied
  • What they're skilled at
  • How you're connected

Reach out to qualified candidates about your job openings. Because most people have warm, fuzzy feelings toward fellow alumni, they'll probably respond to you if they're interested in a new job.

On Monday, November 15, I'll cover these strategies in-depth and many more. Join me, and be one of the smart companies that use LinkedIn to recruit and hire top talent without spending a dime.

Get more info about the webinar and register here: https://linkedinrecruitingfall2021.eventbrite.com

 

How Many of These 10 LinkedIn Mistakes is Your Company Making?

Posted on October 2, 2021
Wayne Breitbarth

One plus one equals two, right? Well, not in the LinkedIn world.

For the most part, LinkedIn members have 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.

Note: Don't miss your last chance this year to register for my virtual workshop Optimize Your LinkedIn Company Page & Effectively Market Your Business. 

Also, 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 this 15-page eBook, I address common mistakes, provide solutions, and give tips for using LinkedIn to grow revenues, find new employees and suppliers, and maintain a consistent brand in the ever-changing online world.

Download your copy of my eBook here.

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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 and formulate a specific strategy for your company, be sure to check out my October 4 virtual workshop Optimize Your LinkedIn Company Page & Effectively Market Your Business.

 

10 Easy Ways to Get More LinkedIn Company Page Followers

Posted on September 25, 2021
Wayne Breitbarth

Your LinkedIn company page has several important purposes and none more important than to share, influence, educate, and attract your target audience—but none of that will be effective unless people make the choice to "follow" your company.

Note: I will be covering these strategies and so many more at my upcoming 90-minute virtual workshop Optimize Your LinkedIn Company Page & Effectively Market Your Business on October 4. Check out the details and register here.

Here are the best ways to get more company page followers.

1.  Install a LinkedIn Company "Follow" Button on your website and blog.

2.  Ask people to "follow" your company in your other channels of corporate communication (snail mail, email, newsletters, advertising, etc.). And it's kind of lame to simply say, "Please follow our company page on LinkedIn." Instead, share with them what's in it for them. For instance, explain what interesting information you're going to make available to followers, like special promotions, job postings, articles, video, checklists, events, etc.

3.  Get more employees from your company to join LinkedIn, and be sure they correctly list and attach to your company as their current employer. This has been done correctly when your company logo shows up on their profile, and it will then click through to your company page.

4.  Allow employees who may have a large number of individuals in your company's target audience to invite people to follow your company page using the new Invite Connections feature. More details on this very helpful feature here.

5.  Show your employees how to include a link to your company page in their email signature.

6.  Discuss with all employees the importance of liking, sharing, and/or commenting on status updates that come from your company page. Your company's updates will then go to each employee's network—of course, based on the LinkedIn feed algorithm. More views = more followers. (Note: Employees are automatically followers of their employer's company page.)

You can use the new employee notification feature. This is one of the best new features LinkedIn has come up with for improving the effectiveness of your company page posts.

7.  Mention and link your company page on your other social media platforms.

8.  Refer to your company page when interacting with people in your LinkedIn industry groups.

9.  Share good, helpful resources and information via company status updates on a consistent basis. If you do this well, over time you will acquire lots of followers. LinkedIn has shared great information on what people want to hear about in its Publisher Pocket Guide—How to Spark Meaningful Conversations on LinkedIn.

10. Attract new followers by offering unique content that is only available to your LinkedIn company page followers.

In three weeks, I picked up close to 300 followers Free PowerFormula LinkedIn eBookfor my company page when I shared my free ebook 10 LinkedIn Mistakes Companies Make. I gave my followers access to it before I released it to anyone else.

If you haven't gotten your copy of 10 LinkedIn Mistakes Companies Make (and how to fix them before they damage your company's reputation), click here to download your free copy.

If you want more solid LinkedIn corporate marketing strategies like these, be sure to sign up for my upcoming 90-minute virtual workshop Optimize Your LinkedIn Company Page & Effectively Market Your Business on October 4. Check out the details and register here.

 

Are You Seeing Poor or No Results From Your LinkedIn Company Page?

Posted on September 18, 2021
Wayne Breitbarth

Over 59 million companies have LinkedIn company pages, and that's a great place to start, but you may not get the results you desire from your company page alone. The road to real corporate marketing success begins with company employees presenting a consistent branding message on their personal LinkedIn profiles.

But if you're company management, how can you help your employees share the responsibility for promoting your company's products or services?

It starts with creating LinkedIn best practices guidelines and sharing them with all employees. The guidelines should include profile standards as well as simple LinkedIn activities that will be helpful for the employees as well as the company.

A LinkedIn training session is a quick and easy way to share the guidelines with your employees—and they will be more likely to follow the guidelines if they understand the strategy behind them and see the personal value in addition to the corporate value.

Of course, I've provided LinkedIn training for hundreds of companies and would be happy to assist you and your company as well. Click here to check out the details and register for my upcoming virtual workshop Optimize Your LinkedIn Company Page & Effectively Market Your Business.
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What to include in your company's LinkedIn best practices guidelines

The first six items below are typically one-time profile updates that all employees can quickly and easily perform. The last item includes activities employees should be encouraged to engage in on an ongoing basis.

1. Photo. Bring in a photographer and get professional headshots. You only get one chance to make a great first impression, and the photo is the first thing people see when they view someone’s profile.

2. Background photo. Design a standard company background image that all employees can put on their personal LinkedIn profile. This could include your website address, physical address and phone number, photos of your products or facilities, etc.

3. Keywords. These are critical on LinkedIn, and if you expect your people to show up in a search, you have to give them a list of five to ten of the most searched-for terms for the company—these are usually your products, services, brands, etc.—and then encourage your employees to place them in the right spots on their profile.

4. Standard company description paragraph(s). Share with them one succinct paragraph to be included in their Summary section and a more detailed two or three paragraphs to be included in their job description for their current job at your company.

5. Add media to Featured and current job experience entries. Give them videos, slide shows, photos of your best work or products, customer testimonials, etc. that they can display on their profile by uploading a file or linking to the information.

6. Each employee’s job entry correctly attached to your company page. Make sure your company logo shows up on their job entry for your company. This is must-have branding. If it doesn’t show up, it means (1) they added this job entry prior to your business having a company page with a logo attached or (2) they selected the wrong company or no company when adding this entry to their profile. This is simple to fix. The employee simply edits that job entry and selects the correct company page when LinkedIn autofills as (s)he is typing in your company name.

7. Sharing, liking and/or commenting on company status updates. This is a bit hard to monitor because it is ongoing and not a one-time profile change. But the more it’s done, the more sets of eyes your company updates are seen by, and we can all agree that is a good thing.

For additional LinkedIn company branding ideas, be sure to check out my upcoming virtual workshop Optimize Your LinkedIn Company Page & Effectively Market Your Business.

 

If you haven't given serious thought to what location and industry you've selected on your LinkedIn profile, you're probably leaving money on the table. Why? Because you aren't coming up in the search list when your target audience uses them to search for someone like you.

Most people haven't given this choice a moment's consideration since setting up their profile many years ago. I suggest now is a good time to reconsider what you've selected so you can be sure your choices are helping you accomplish your current goals and your goals going forward.

Note: I will be covering these strategies and so many more at my upcoming two-hour virtual workshop on September 13. Check out the details and register here.


The options are limited but very important

LinkedIn allows you to choose only one industry and one location. Since many of us wear more than one hat and do business nationally or even globally, this can be quite challenging.

(Note: Currently the industry you select is not displayed on your profile, but it's still important because it's one of the most used search filters.)

In addition, they're extremely important when people search with Google and other search engines as well.

Industry and Location are two of the filter options when you use the LinkedIn advanced people searching function. They're frequently used by people who are looking for your products, services, expertise, and—especially if you're looking for a job—YOU.
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How to choose the best location and industry

Start by putting yourself in the shoes of people who are searching for you or someone like you. What location and industry might they put in the advanced search boxes? Here are some strategies to help you get started:
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  • If you're a job seeker and thinking about relocating or working in a new industry, use the new location and industry.
  • If you're a sales professional who sells your products and services in a certain part of the country or world or to a specific industry, consider using that location and industry. In other words, think about your customers' industries and locations. This may take priority over your personal industry and location.
  • If you're not seeking a new job and aren't directly selling anything, select the broadest but still correct location (e.g., select Greater Milwaukee Area instead of Thiensville, Wisconsin).
  • If you have multiple industry and location choices that are equally good, consider changing them out from time to time to your alternative choices.
  • Consider mentioning multiple cities, regions or industries in other profile sections to improve your search ranking and your chances of being found. The sections that work well for this would be your About, Job Experiences, Job Locations, Interests, and maybe even your Headline if it's important enough.
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  • Share your thought process for your location and industry choices with others at your company, industry associations, networking groups, etc., and get their feedback. There probably isn't only one correct answer, so getting the opinions of other knowledgeable people who know your situation is a no-brainer.
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How to enter or adjust your location and industry

Follow these simple steps, and you'll greatly improve your chances of being found by your target audience.

Go to your profile by clicking the Me icon in your top toolbar.

Click the View Profile button.

Click the pencil to the right of your profile photo.

Select your country from the drop-down menu.

Type in your postal code.

Select either a region or city that is provided from the Locations within this area box. I suggest you select the larger of the two choices LinkedIn shares with you once you put in your desired zip code.

Select your desired industry from the drop-down menu.

Click Save.

Don't make the mistake your competitors are probably making—not taking the time to carefully choose their industry and location or, worse yet, letting LinkedIn make the location choice for them.

Granted, because of LinkedIn's limitations, there's probably no perfect answer. But making a conscious, thoughtful decision about what location and industry to choose is sure to give you a leg up on your competitors.

A final reminder that I will be sharing a live LinkedIn demo of these strategies and more at my two-hour virtual workshop on September 13. Here is the link to check out the details and register:  https://linkedinsalesfall2021.eventbrite.com

By the way, all registrants get a link to the recording, so you don't have to attend live to get the benefit of this workshop.

 

Planning a trip? Better get on LinkedIn first.

Posted on September 4, 2021
Wayne Breitbarth

Travel is coming back, and whether it's travel for fun, work, or maybe a little of both, you want to make sure you get the best bang for your travel buck. For me, that means trying to spend time with as many important people as I can fit into my schedule.

LinkedIn has some great ways to help you find those potential candidates who just might make a big difference down the road.

So grab your itinerary, your map, your calendar, and your LinkedIn account, and let’s go searching.


Find your connections

Click your cursor in the big, white search box in your top toolbar, and click your Enter or Return key. Next, from the new white toolbar that shows up below the main toolbar, choose People. Then choose All Filters from the far right of that toolbar.

Next, click the 1st box in the Connections filter, and also enter the city you'll be traveling to in the Locations box. When the city shows up in the drop-down menu, choose that entry. Then click the blue Show results button.

LinkedIn will display all of your first-level connections in that city or area. You can then message these people through LinkedIn and let them know you'd like to make a real, old-school connection with them on your upcoming trip.


Find your connections' connections

These are your second-level connections, and this step requires a little help in the form of an introduction from your friends (i.e., your first-degree connections). However, many times this introduction is exactly what makes the meeting so effective.

Follow the same steps as mentioned above, but this time click the 2nd box in the Connections filter. Before you click the blue Show results button, you may want to filter this list further by using the additional search filter boxes, like TitleCurrent companies, Past companies, etc. This will help you find exactly the right people.

Once LinkedIn serves you up this list of “friends of friends,” look through the profiles and decide whom you want to meet. Then contact your shared connection and ask whether he/she will virtually introduce you to this person prior to your trip. Once you've been introduced, you're on your way to starting what will hopefully be a mutually beneficial relationship.


Find your classmates

Type the name of the school you attended in the white search box in the top toolbar. When you click the name of the school from the drop-down list of results, you'll be forwarded to the school's University page. Click the blue Alumni button. Then go to the Where they live column, and either click the name of the city you're visiting or type the name of the city in the search box that appears when you click + Add.

You can narrow the list even further if you filter by the company they work at, date of attendance, year of graduation, or what they do.


Find people at your targeted companies

In the white search box in the top toolbar, type the name of a company you're interested in. Choose that company from the drop-down results, and you'll be forwarded to their Company page.

If you click the XXX employees, you'll be forwarded to the Advanced People Search page, which is a listing of all the employees. Click the All filters button, and then type the cities you'll be visiting in the Locations filter box. LinkedIn will then display all the employees at the company who have LinkedIn accounts and live in that city. Feel free to use additional filters for titles, schools, etc.

After doing all this work, you may need to extend your trip a day or two!

Happy travels!

Want more actionable strategies like these?  Then join me for my upcoming two-hour virtual workshop Using LinkedIn to Generate a Steady Stream of Sales Prospects on September 13. Here is the link to check out the details and register. https://linkedinsalesfall2021.eventbrite.com

By the way, all registrants get a link to the recording, so you don't have to attend live to get the benefit of this workshop.

 

There’s Still Time to Make 2021 Your Best Year Ever

Posted on August 28, 2021
Wayne Breitbarth

Are you frustrated with your results thus far in 2021—or have you had a great first half and want to keep rolling through year's end?

Well, I've got good news for you. If you follow these simple LinkedIn tips, 2021 just may be your best year ever.

And these suggestions are not just for salespeople and business owners. If you're looking for a new job, in need of volunteers or donors for your nonprofit, or interested in growing a strategic network to accomplish your professional goals, these tips are perfect for you, too.

And here's the really good news. You can do it all with a FREE LinkedIn account.

These are the "low hanging fruit," the strategies that will produce the most significant results in a short period of time. "Pick" a few and get started today.

Note: I will be covering these strategies and so many more at my upcoming two-hour virtual workshop on September 13. Check out the details and register here.
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Five LinkedIn strategies that bring big results

After the broad comments, you'll find a link to an article with step-by-step details for executing each strategy.
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1.  Reach out to targeted members of your network

This strategy works well if you've done a good job of building a network that includes some people with whom you have a high level of trust and will thus be more likely to respond to your request.

Do a search of your first-level connections, and use filters like location, title, industry, current company, etc. Then you'll have a great list of people you can contact with a LinkedIn direct message or by email, phone, etc. and invite them to an event, share important industry news, let them know you'll be in their area, or ask for help with your job search.

I find that many people don't take advantage of this strategy because they don't know how to use LinkedIn's advanced search function. Learn how simple it is with this resource:

Additional Resource:  Your LinkedIn Network is a Gold Mine of Opportunity

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2.  Leverage the networks of your current clients or other referral sources

This is the ultimate referral strategy on LinkedIn. Once you see who knows whom, you can ask for an introduction.

Start by identifying your connections who are well networked and love connecting people with each other. Next, do filtered searches of their networks, and put together a list of six to twelve people you think could improve your chances of landing a new client or that new job. Then contact your connections and ask them to introduce you to the people you've discovered.

Additional Resource: LinkedIn Is the Best Referral Tool You've Ever Had

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3.  Improve and expand your profile Headline to 220 characters

Headlines are meant to draw attention to the full article or in this case your full profile. Have you taken advantage of the recent 100-character expansion of this section? If not, get this done right away, including things like additional descriptions of your products and services, your job skills, or a specific call to action (more on that next).

Additional Resource:  How Much is Your LinkedIn Headline Helping You? 

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4.  Revise your profile to include specific calls to action

Most people's LinkedIn profiles look like resumes—and many times they aren't even good resumes. Don't be one of those people!

Start by thinking of your profile as your main online marketing tool or your weapon to win the professional battle. No matter what your current LinkedIn objective is, you should have several specific calls to action strategically placed in your profile to move readers from being interested to taking action—visiting your website, downloading resources or your resume, viewing video, listening to a podcast, etc.

Additional Resource:  Great, You Viewed My LinkedIn Profile...Now What?

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5.  Engage directly with LinkedIn users who have viewed your profile or invited you to connect

You'd be surprised how many people do absolutely nothing when others attempt to engage with them on LinkedIn. Granted, there will be spammers who check out your profile or invite you to join their networks, but most people are legitimately interested in engaging with you.

If you're already connected to people who viewed your profile, you may want to send them a note to ask how you can help them.

If you notice that interesting people outside your network have viewed your profile, invite them to join your network and offer them something of value (free quote, white paper, informative video, etc.) or ask if they'd be interested in a phone call or meeting with you.

When you receive an invitation to connect from people you'd like to have in your network, accept their invitation, thank them for reaching out, and propose one of the next steps outlined in the above paragraph.

Additional Resource:  Are the Right People Waiting to Hear From You on LinkedIn?

Now that you know about the "low hanging fruit" on LinkedIn, get busy and put some of these strategies into practice. Then on New Year's Eve 2021, you just may be celebrating one of the best years you've ever had.

A final reminder that I will be sharing a live LinkedIn demo of these strategies and more at my upcoming  2hr virtual workshop on September 13.  Here is the link to check out the details and register.  https://linkedinsalesfall2021.eventbrite.com

By the way, all registrants get a link to the recording so you don't have to attend live to get the benefit of this workshop.

 

Is LinkedIn Sales Navigator Really Worth the $79.99/month?

Posted on August 21, 2021
Wayne Breitbarth

LinkedIn is contacting more and more companies and trying to convince them to upgrade their sales teams to Sales Navigator accounts. In addition, LinkedIn is putting more limits on the better features of their free accounts. Thus, more and more business professionals are asking me, Is LinkedIn Sales Navigator really worth the $79.99/month?

I've been using Sales Navigator for about seven years. Since it's a fairly expensive upgrade, I've put together some facts, figures, and personal thoughts to help you figure out if it's right for you.

Note: These comments do not address all of the Sales Navigator features but merely the ones I feel might justify the significant monthly investment. As part of my upcoming workshop on September 13 Using LinkedIn to Generate a Steady Stream of Sales Prospects, I will include a live demo of these and other Sales Navigator features. You can check out the details of this two-hour workshop and register here.
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What is Sales Navigator?

Sales Navigator is LinkedIn's stand-alone business development platform that works in conjunction with your regular LinkedIn account. LinkedIn says that Sales Navigator will help you "target the right buyers, understand key insights, and engage with personalized outreach."

Users don't have a separate profile or separate login. You access Sales Navigator by simply clicking the Sales Nav icon, which will appear at the far right of your top toolbar after you upgrade your account.

There are three levels of Sales Navigator (with increased features and capabilities), beginning at $79.99/month. A free, 30-day trial is typically available. Click here to check out the differences between the three options. I pay $79.99 per month, and my comments here relate to that version.
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You should consider upgrading to LinkedIn Sales Navigator if:

You're tired of LinkedIn limiting your people searches each month. If you're taking advantage of LinkedIn's expansive database and doing lots of searches, you've probably reached the commercial use limit. No one outside of LinkedIn seems to know how many searches you can do before reaching the monthly limit, but it sure seems to have been reduced over the past couple years. This is the number one complaint I get from people who are hanging onto the free account but should probably consider upgrading to Sales Navigator.

You can avoid the commercial use limit by upgrading to Premium Business ($49.99/mo), but I'm not convinced this upgrade is valuable enough to justify the investment. You cannot avoid the commercial use limit by upgrading to Premium Career($29.99/mo).

You want more helpful filters when searching for people. As part of Sales Navigator's Lead Builder function, there are currently 25 very specific filters available—and they're adding new ones all the time. This is one of the main reasons you might want to upgrade.

In my opinion, the best filters to help you find just the right people are Company headcount, Postal code, Years in current position, Years at current company, Posted content keywords, Changed jobs in last 90 days, Posted content in last 30 days.

Searching for people with the free account, where you need to use Boolean search rules, can be quite challenging, but it's very easy with Sales Navigator.

You'd like to save more than three people searches. Once you've done a good job of figuring out the right filters for a people search, it's usually helpful to save those search criteria for future searches. This saving function is no longer available on free or premium LinkedIn as it was in the past. With Sales Navigator, you can save fifteen searches, and LinkedIn notifies you daily, weekly or monthly when new people meet your preselected search criteria.

This is, hands down, one of the most useful Sales Navigator features. It's like having a virtual assistant who's looking for the right people for you 24/7.

You want to send messages (InMails) to people who aren't first-degree connections. Sometimes you just don't want to connect with someone in order to send him/her a message. A Sales Navigator subscription includes an allotment of InMails. I get fifteen InMails per month, and they carry forward if I don't use them all before month-end.

You'd like to track only certain people (leads) or companies (accounts) and avoid extraneous information. On your Sales Navigator home page, there is a feed that looks similar to the feed on your regular LinkedIn account but with one big exception—the only information in that feed relates to people (leads) or companies (accounts) you've designated.

In other words, there's no advertising and a lot fewer posts that really don't interest you because you handpicked the people or companies, and you get everything they share because there's no feed algorithm where LinkedIn decides what you want to see.

Also, you can designate people or companies that aren't part of your network. In other words, they don't have to agree to connect with you, but you can still monitor their activity. Then, if you use some of the information you've learned about them, you might be able to convince them to engage with you.

So, as you can see, the answer to the question of whether Sales Navigator is worth the $79.99 or more per month is yes, no or maybe. For me, it's definitely worth it, because I do a lot of searches for prospecting purposes. This synopsis should help you decide if it's right for you.

If you'd like a personal tour and custom evaluation of Sales Navigator, sign up here for one of my specially priced, $197 one-on-one, one-hour LinkedIn phone consultations. I will share my computer screen with you during the call.

Also, before the call, I will critique your profile and send you a marked-up copy of it, and we can discuss it during the call.

There are limited spots available, so don't delay. Book your session today by clicking here.