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4 Tips to help you engage with clients and prospects via LinkedIn

by Sable International | Apr 02, 2013
  • According to recent research, nearly 50% of LinkedIn members are more likely to purchase from a company they engage with on LinkedIn. If you want to develop an edge over your competitors, then based on this research, engagement with your clients and prospects via LinkedIn should be a top priority.
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    Maybe you think you don’t have time to do this – and it’s true that you can spend hours on LinkedIn or other social media channels and generate few if any leads.  That’s why FOCUS is so important! Try to do a few things consistently well and measure the difference it makes to your business.  I’ve provided four tips below that can help you get started on engaging with your prospects and clients:

    • Achieve an ‘All Star’ LinkedIn profile.  If you haven’t created a complete profile then when someone searches for your skills, you will not be found easily.  LinkedIn will prompt you on what is missing from your profile – complete your profile and you are much more likely to show up in searches for your skills and expertise.
    • Endorsements & Recommendations. Ask your clients for recommendations -- these will help prospects get a better idea of the service/products you offer and the quality of your work.  Endorsements are relatively new on LinkedIn – these are skills that clients can ‘tick’ to endorse you.  Ask clients to endorse you for the skills they can vouch for based on the work you’ve done for them.  After receiving an endorsement or a recommendation, send the recommender a short thank you email.  They have made an effort to support and validate your work – let them know how much you appreciate it.
    • Find the right LinkedIn groups for you and get involved.  LinkedIn groups are where many people can spend lots of time and achieve nothing.  The first and most important question to ask yourself is – Am I in the right groups?  If you are an Accountant for the SME market and you spend your time in LinkedIn groups full of other accountants, then you are wasting your time.  How can you find the right groups for you? Go to the Groups Directory and type in some key words (for the Accountant mentioned earlier, suggested key words might be ‘SME’ and ‘UK’). Once you have a list of possible groups to join, click on the Group’s name and then click on the black button that says ‘View Group Statistics’ – this is where you can find out whether the Group is right for you or a waste of time.
    • Create a LinkedIn company page.  LinkedIn company pages used to be quite static and plain.  LinkedIn has recently transformed company pages and now they are a key tool for engaging with your market.  You can publicise your services/products and get recommendations from clients. You can also build up your company page ‘followers’ and send them updates on new products, events and offers as well as starting a dialogue with your market.

    The key to using LinkedIn as a means to build your business is understanding that it is a place to engage and build relationships with clients and potential clients – not to hard sell or spam them -- and the more consistently you do this, the better the results will be.

    In what ways do you engage with your clients and prospects via LinkedIn?

    For more information on how LinkedIn can help you build your specific business, please email Emily Miller on emily@linkedintutors.com or visit www.linkedintutors.com

    We are a professional services company that specialises in cross-border financial and immigration advice and solutions.

    Our teams in the UK, South Africa and Australia can ensure that when you decide to move overseas, invest offshore or expand your business internationally, you’ll do so with the backing of experienced local experts.

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