“6 easy steps to a linkedin® profile that will attract ... · my purpose for being on linkedin...

“6 Powerful Tips for Leveraging Your

LinkedIn Network to BUILD Your Coaching Practice”

E-Book

www.GetLinkedInNow.com

Creator: Donna Schilder, PCC, Business Coach Coaching Website: www.DonnaSchilder.com

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“6 Powerful Tips for Leveraging Your LinkedIn® Network to Build Your Coaching Practice” E-Book

@2012 Glacier Point Solutions, Inc. Get LinkedIn Now! Video Training Programs: www.GetLinkedInNow.com

(Get LinkedIn Now is in no way affiliated with LinkedIn.com, it strictly offers training for using LinkedIn.com).

Creator: Donna Schilder, PCC, Business Coach ~ [email protected] ~ (562)434-7822

Why should Coaches promote themselves on LinkedIn®?

You’re potential clients are on LinkedIn (well paid professionals and successful business owners) and

they really use it:

77% of LinkedIn members get on LinkedIn at least a few times a week

Your clients are on LinkedIn

Being knowledgeable about LinkedIn will help you encourage and support your clients in using LinkedIn

to network, build their businesses, or build their careers

Being on LinkedIn shows you are up-to-date and savvy

Here are the 6 Tips for Leveraging Your LinkedIn Network:

TO BUILD BUSINESS!!!

1. Develop a LinkedIn Connection Philosophy

Your LinkedIn Connection Philosophy will help you determine:

o Who to send “Link Requests” to

o Who to accept “Link Requests” from

Ask yourself these questions:

o What are you trying to accomplish by being on LinkedIn?

o Is your goal best served by having only high quality connections or having as many connections

as possible?

o What is your networking strategy? Is your business best served by networking in:

A specific industry or in many industries?

A specific discipline (Human Resources, Finance, Engineer) or many disciplines?

A specific location or many locations?

LinkedIn Connection Philosophy Examples:

My purpose for being on LinkedIn is to build a community of quality HR people that builds value for my

connections and attracts quality HR people to me.

My purpose for being on LinkedIn is to be linked to as many people as possible to sell my information

product.

The following is a map of my LinkedIn Connections which highlights the main ways I have met my LinkedIn

Connections and gives me a sense of what kinds of people are in my network. This map has given me

perspective about the industries and job functions represented in my LinkedIn Network. I have changed

the focus of my marketing efforts recently to Executives and this map has also given me valuable feedback

that I will use to adjust my networking efforts to better target my potential clients.





It’s also interesting to note the incredible degree of interconnection between my contacts.

2. Know What LinkedIn “Can” and “Can’t Do” to Help You Build Business Relationships

What LinkedIn Can’t Do:

LinkedIn is an incredibly powerful tool. But many people have unrealistic expectations of it: they think they

can just sit at their computer, type in names, and business will magically appear.

As Chef Gordon Ramsey from Hell’s Kitchen has said,

“Business doesn’t just come and sit on your lap, you’ve gotta go looking for it

and if you don’t you’re going to fail.”

LinkedIn is not a replacement for the in-person contact needed to build relationships; it’s a tool to enhance

relationship building. You still need to talk to people on the phone, meet them for coffee, see them at

networking events, or at the very least, send them personal notes via LinkedIn, e-mail, or snail mail. You





still need to interact with your business contacts on a human level in order to turn them into clients or

referral partners. That’s the only way to build rapport, which is the first step of the Sales Process.

Marketing - Website

- Speeches

- Referral Partnerships

- Business Cards

- Brochures

- Press Quotes

What LinkedIn “Can Do”:

LinkedIn can help you generate leads to feed your Sales Funnel (Marketing).

LinkedIn can also help you remember who those important business contacts are, reach out and connect

with them, and remind them about your products or services on a regular basis (Marketing and Sales).

It’s like a Contact Database on steroids. It contains the contact’s name and contact information. But it also

gives you their picture and detailed information about their job or business and where they went to school.

You can see who they know. You can read their recommendations and you can even read the Profiles of

the people who wrote their recommendations.

Armed with this information, you are better able to Build Rapport with potential clients and you can use it

to Generate Interest (Sales). But you still need to perform the entire Sales Process in order to enroll

clients into your practice (we’ll talk more about this in Tips 4-6).

3. Use All the LinkedIn Connection Functions to Build Your LinkedIn Network to 500+ Connections

The more connections you have on LinkedIn the more people will:

Find your Profile in their LinkedIn searches

See your activity (e.g., Profile Updates, Recommendations Received, Status Updates) and be

reminded of you.

People seeing you on LinkedIn = Marketing = More Clients

SALES FUNNEL





Here are the ways to find people on LinkedIn to send “Link Requests” to:

1. Upload your e-mail contacts (e.g., AOL, Yahoo, Gmail, Hotmail)

2. Upload your contact database(s) (from Outlook, Excel, ACT!, Access)

3. Enter your contacts from dusty business cards, Post It Notes, old address books, company printouts,

and gum wrappers into Excel and then upload them into LinkedIn

4. Download your contacts from Facebook and other Social Media and upload them into LinkedIn

5. Use the “People Search” Function to find people you know whose e-mails you don’t have

6. Use the “Classmates” Feature

7. Use the “Colleagues Reconnect” Feature

8. Use the “People you may know” Function (which pulls a list of people who are connected to your

connections or in Groups you belong to – the list is limited to 100 people unless you upgrade your

account)

9. Look through your Connections’ Connection to see if there’s anyone you know

10. Ask a Connection to introduce you to a Contact in their LinkedIn Network

11. Send “Link Requests” to people you see in Groups (explain why you want to link with them)

12. Send “Link Requests” to people who answer questions in the “Answers” section of LinkedIn

To ensure you get the maximum number of acceptances of your “Link Requests” possible, customize the

message, for example:

“I'd like to add you to my professional network! Your Profile comment: ‘I tried many other things but

Coaching is my favorite’ really got my attention because I feel the exact same way! I am moving

my practice to Coaching primarily, and I would love to talk with you about your experiences.”

The following are the basic steps to utilizing the LinkedIn Connections Functions and Features.

Access the Connection Functions & Features through the LinkedIn Navigation bar:

“People Search” Function - Once you click on Contacts, the search field will change to “People” (the other types of searches available are: Groups, Jobs, Companies, Inbox, and Updates).

NOTE: If you’re on your Contacts page, Home Page, or your Profile page the search field is a “People” search field.





Click on “Add Connections” to access the other Connection Functions and Features.

This will allow you to access the “Upload Your Contact Database” Function, the “Classmates” Function, the “Colleagues Reconnect” feature, and the “People you may know” Function (indicated by the yellow, green, pink and turquoise highlights).

Upload your Contact Database Function - enter your e-mail address in the field provided. Once your database is uploaded, you can select which people to send “Link Requests” to. This will get you started. If you want more detail on how to perform this process, my “6 Weeks to More Success Through LinkedIn” VIDEO E-Course will lead your through this process step-by-step and screen-by-screen.

You can also enter or copy e-mail addresses directly into LinkedIn. See the next diagram.





The “Classmates” Function, Colleagues Reconnect” feature, and the “People you may know” Function are all ways to search for people. Once you find the person you’re looking for, you can send them a “Link Request.” Again, my “6 Weeks to More Success Through LinkedIn” VIDEO E-Course will walk you through all these processes, step-by-step, and screen-by-screen.

To ask for an introduction to a Contact from one of your Contacts, click on the person you want to meet, then click on “Get introduced through a connection.” To send a “Link Request” to a contact you see in a Group or in “Answers”, click on the person, then click on Connect. If you use even a few of the LinkedIn Connection Functions and Features, you’ll get to 500+ contacts in no time.

4. Know How to Handle a “Link Request” From a Stranger

Some people are immediately suspicious of anyone who sends them a “Link Request.” This isn’t a good

attitude for practice building. “Link Requests” are a great way to build your network. A “Link Requester” is

someone who has seen your LinkedIn Profile and wants to be linked to you. And remember that some, if

not all “Link Requesters” are potential clients.

Here are some ways to determine if a “Link Requester” is a good person to have in your network:

Evaluate their Profile

Evaluate their Connections

Evaluate their Recommendations

Ask yourself, are they a good fit?

In the next pair of diagrams, the left diagram is an example of a Profile of a stranger I didn’t connect with. The person has very few contacts and a blank profile. On the right is the Profile of the CEO of LinkedIn. I would link with him if he sent me a “Link Request.”





If, after evaluating the “Link Requester”, you don’t want to accept a “Link Request,” click on Ignore:

If you wish to accept the “Link Request” and they don’t look like a potential client, make personal contact

anyway. Accept the request and at least send a personal message back. Business networking is about

building relationships and relationships are built through interaction.

NOTE: But be careful about who you “write off” as not a potential client; almost everyone is a potential

Coaching client, even if they don’t know it yet!!! Did I tell you about the time I got a client while I was at

Jury Duty?

Also, I have some great blog posts on determining whether to link to a stranger or not at:

http://tinyurl.com/79t5yhu.

http://tinyurl.com/79t5yhu





5. Know the SECRET Question to Find Out If a “Link Requester” Is Looking for a Coach

Tip #5 is to know the SECRET question, and, drum roll please, its:

What attracted you to send me a “Link Request”?

If they answer that they are looking for a coach, you’ve hit pay dirt!

But even if the “Link Requester” found you in a “People” Search for Coaches and is looking for a Coach, it

is very unlikely that you will convert them into a client unless you talk with them on the phone. As a wise

person once told me: “no one ever hired an e-mail. People hire people!”

6. Use a Process to Convert “Link Requests” into New Clients

Receive a “Link Request”

Below is a visual representation of the “Link Request” conversion process:

“Get to Know You Sample Coaching Invitation to Engage Gain Build Your

Phone Call” Session You as Their Coach Commitment Coaching Practice





“Link Request” Conversion Process:

Before you accept the request:

o Ask for a “Get to Know You” Phone call

or

o Send an E-mail asking what attracted them to send you a “Link Request”

If they say they are looking for a coach, set up a phone call

On the call, Build Rapport and Generate Interest

Find out what their pain point is

Provide the Solution: Coaching

If necessary, Resolve their Objections and Appeal to their Motives

Then try to Gain Commitment (Close the sale) by asking: “Are you ready to schedule your first

Coaching Session?” or “Would you like to engage me as your coach?”

If you can’t close the sale, offer them a complimentary coaching session (offer dates and times

available)

Give them a Sample Coaching Session (during the Sample Session, Build Rapport, Generate

Interest, & Resolve Their Objections)

Ask them if the Coaching Session was helpful (Appeal to their Motives)

Try to Gain Commitment

If you would like to learn more about converting “Link Requests” into clients, I have a blog post on the Get

LinkedIn Now! website with more detail: http://tinyurl.com/6o8q6mw.





BONUS MATERIAL

The following is a Sample from the LinkedIn “Cheat Sheet” included in the “6 Weeks to More Success

Through LinkedIn” VIDEO E-Course (www.GetLinkedInNow.com). There are illustrations included on

the sheet and the full LinkedIn “Cheat Sheet” covers all the major tasks you need to do on LinkedIn.

The Get LinkedIn Now! “Cheat Sheet”

Task Steps To Take - Click-by-Click

Upload your E-mail Contacts Contacts, Add Connections (in pink), Enter your E-mail Address,

Continue, login to your e-mail account, de-select Select All, select the

contacts you want to invite, Add Connections

Add Multiple Contacts by Hand (not

by doing a “People” Search)

Contacts, Add Connections (in pink), in the left blue box: type (or copy &

paste) contact e-mail address(es)

Remove a Connection Contacts, Remove Connections (in turquoise), click on the box next to

the person’s name, Remove Connections

“People Search” Function Contacts, type name or search term in the People search field

Classmates Feature Contacts, Add Connections (in pink), Colleagues, click on View for

selected company, click box next to selected person, Send invitations

Colleague Feature Contacts, Add Connections (in pink), Alumni, click on View for selected

school, click box next to selected person, Send invitations

People You May Know Function Contacts, Add Connections (in pink), People You May Know, click on

Connect next to selected contact, Send invitations

Advanced “People” Search Contacts, Advanced (highlighted in purple in the above diagram)

Ask for an Introduction Next to the person’s profile (right side or screen), click on Get introduced

through a connection, choose connection, Continue, write a notes, Send

Access Shared Connections On the person’s Profile, click on Connections, Shared Connections





THE “6 WEEKS TO MORE SUCCESS THROUGH LINKEDIN” VIDEO E-COURSE

My “6 Weeks to More Success Through LinkedIn®” VIDEO E-Course is fun and easy! And when

customers have implemented it they have:

TRIPLED their LinkedIn Profile views!!!

Enrolled new clients from LinkedIn every month!!!

The following is an example of the increase in Profile views one user experienced after implementation of the

“6 Weeks to More Success through LinkedIn” Video E-Course:

Here’s a Tweet from this happy customer, Suzanne Muusers, ACC, Financial Advisor Coach:

Also, I have a “Get LinkedIn Now!” (www.GetLInkedInNow.com) Blog Post with more information about

Suzanne’s success with implementing the “6 Weeks to More Success with LinkedIn” Video Program:

http://tinyurl.com/7e2ddlq.

I have a special Discount Offer for you on the next page!!!!






Here’s your Discount on my 6-Week VIDEO E-Course:

“6 Weeks to More Success through LinkedIn”

VIDEO E-Course

Regular Price: $397

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Website: www.GetLinkedInNow.com

Topics Covered:

An Overview of LinkedIn

Creating a Powerful LinkedIn Profile Building a Valuable Network Getting & Giving Recommendations

Joining Groups to Create More Business

The Program Includes:

Access to 17 Videos (online for 6 months) 6 Downloadable E-Books

The LinkedIn “Cheat Sheet” 6 Weekly Instructional E-Mails


https://www.getlinkedinnow.com/linkedin_profile_2.html

https://www.getlinkedinnow.com/linkedin_network_2.html

https://www.getlinkedinnow.com/linkedin_recommendations.html

https://www.getlinkedinnow.com/linkedin_groups.html

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