Two Easy Steps to Effective LinkedIn Engagement

linkedin engagement

Whenever I do a webinar or training on using Linkedin, inevitably I get the same question:

“Is there a way to find members on LinkedIn and export them into my email list?”  

Yes there is, but I’m not going to tell you what it is because people who do that drive me up a wall.

Your focus should be on nurturing and growing your Linkedin engagement, that is where the real power is.

While LinkedIn can be a great lead generation machine – it’s not a place to scrape unsuspecting prospects and shove them into a newsletter list they never signed up for.

You are never going to sell your stuff on Linkedin.  Linkedin is about relationships and engagement – always has been, and I hope always will be.

Of course you can pay for ads to target prospects and move them into your email funnel, and you can certainly run and InMail campaign using some of LinkedIn’s more premium memberships to target your market, but really the power of LinkedIn comes down to finding an engaging one-on-one with the people you want to do business with.

 

Boolean Searches

To find these individuals I recommend using LinkedIn’s Advanced search combined with Boolean search strings.

LinkedIn has a great PDF on Boolean search here: http://premium.linkedin.com/content/dam/premium/sales/static-assets/pdf/ExpandingandNarrowingYourSearch.pdf

In case you’re not in front of a computer right now, how it works is; the modifiers AND, OR, NOT, “quotation marks” and (parentheses) allow you to adjust your search so that you can find a better quality of prospect and more relevant search results.

  • Quotes – Use quotation marks to hold words together. If you’re looking for a sales manager – and you don’t want LinkedIn to look for a bunch of people in sales and a bunch of managers, put  “sales manager” in quotation marks and LinkedIn will know to only look for that particular phrase.
  • OR – Use OR when you don’t know the exact title of the person you’re looking for.
  • AND – Use AND to narrow your search to a specific niche, vertical, market or industry.
  • NOT- NOT is perhaps the most useful modifier of all allowing you to exclude any and all individuals, titles, positions, industries, or companies you’re not interested in seeing in the search results.

So if you were looking for the sales manager of a software company but you were not interested in working for Google or Apple,  your Boolean search string would look something like this:

 “Sales manager” OR “sales director” OR CMO OR “chief marketing” OR “VP sales” AND software NOT Apple NOT Google NOT “job seeker” NOT consultant

 

LinkedIn Introductions

Once you have found the individual you’re looking for, a great way to meet them is through an introduction.

Introductions are a little hard to find.  Maybe that’s why so few people use them:

  1. To the right of the “Send InMail” button on your prospect’s LinkedIn page, there’s a little drop-down arrow. Click on that.
  2. You’ll see a link that says get introduced. Click on that.
  3. Choose the person you know best that you also know uses LinkedIn.
  4. Send that person a message and ask them if they actually know the person you want to get introduced to, and if they’re willing to do that introduction.
  5. If say yes, go back to your prospects profile, click on the get introduced button,
  6. Choose your friend, and then say something like this:

Thanks so much Albert for agreeing to go out of your way and introduce me to Bob. I have long been an admirer of (Bob’s company.)

Bob – I don’t mean to intrude, but I was really hoping either you or someone in (your company) would have five minutes to talk to me about (give your reason here.)

Thank you both for your time

And then sign with your name and contact info.

If Bob does in fact agree to a phone call, now you might just send a quick invitation request to him as well. It’s great to have Bob as a member of your network for certain strategies that we will talk about later.

But in the meantime, make sure that you do actually follow-up with Bob in an email or a phone call and start building that relationship.

You should never use an introduction to just to sell your wares. Ask for an interview, ask for a resource, ask for a quote, all of that is fine. But you would never want to say, “Hey Bob  – good to meet you.  Buy my widget.”

It may take more time to individually reach out to your prospects in this manner, but the actual connection and engagement is much richer and much more effective than an email blast.

It’s a wonderful tool if you know how to use it correctly!


 

John Paul Aguiar

Blogging Entrepreneur that Helps Bloggers and Small Business Owners with Blog Marketing, Twitter Marketing and Social Media. I'm also a Kidney Transplant Recipient 2002

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