As I prepare for our January LinkedIn Mastermind Group, (more on this later) I also just wrapped up my 2020 Top 10 Tips using LinkedIn as a business tool.
As you have grown to expect, I share this information with my followers first.
Here are the youTube video and the LinkedIn Slideshare regarding these 2020 Top 10 Tips using LinkedIn as a business tool.
I’m preparing right now (12/08/19) for our end of January 2020 LinkedIn Mastermind Group. It will be bigger and better than all previous Mastermind groups.
We’ll have lots of great content including over 3-hours of live webinars.
If you want to consider an early entry option to this 6-week program, contact me.
Earlier today I responded to a LinkedIn post where the author basically said this:
“Yeah, I get the unspoken LinkedIn rule. ‘No selling too soon on LinkedIn via DM.’ But why? This is a business site. It’s like we’re all at a singles bar trying to pretend we’re here only for the conversation. Yeah, sure we are. Do you want to sell me something? Go ahead. give it a shot! You can even do it in the first DM you send me! (By the way, I haven’t tried to sell anything on LinkedIn. Yet.)”
From a LinkedIn Post
Some of those who jumped into the conversation responded with “Yes, we should get to the sales messaging as quickly as possible.”
Some responded with “No, LinkedIn is not where you sell.”
My response went like this:
I think I understand your post, Steve.
Your idea may work for some who play the numbers game of connecting/selling, ie LinkedIn Cold-Calling, however, it doesn’t appeal to me.
For me, LinkedIn is primarily a research, branding & communications site. Once I have done enough research and I am ready, I’ll call, email or LinkedIn message the right people & ask the right question(s).
Maybe that question is “who should I send the invoice to?” or Maybe that question is, “when & where do you want to meet?”
It all depends on the results of the research, prior engagement and other activities that have occurred outside of LinkedIn.
I’m in this for the long journey. I don’t want to become ‘another guy who cold calls on LinkedIn.’
Again, this works for me, maybe not for others. Regarding your post, maybe LinkedIn cold calling works for others, it does not appeal to me.
Thanks for sparking an interesting conversation, even the bar scene tips others threw in here. (lol)
My comment to the post on LinkedIn
Now, I know that my ideas, philosophies, and tactics are not for everyone. However, I know that my processes work well for me.
This is why I teach my style, my tactics, steps, and best practices across the globe. I’m actually preparing to kick off my January 2020 LinkedIn Mastermind Group where I’ll share my philosophies, tactics, tips, tricks, hacks and many of my processes with others. Maybe you’ll want to join in. More info to come soon.
I like to refer to my use of LinkedIn as Social Networking, not Social Selling. For me, Social Networking is the foundation of Relationship Selling.
The phrase Social Selling is so twisted and misunderstood by so many people.
Do you prefer to do LinkedIn Cold-Calling? I’m still not a fan of any flavor of cold calling.
Or, do you prefer relationship sales? Yes, it’s a much longer journey, but this works for me.
If you are using LinkedIn purposefully you are repeating a lot of steps every day.
Examples are:
Sending new LinkedIn Invites
Accepting LinkedIn Invites
Campaign Messaging to your relevant LinkedIn Network.
Acknowledging Birthday, new jobs and Career Anniversaries.
The larger your LinkedIn Network grows and the more you start engaging purposefully with them, the more you’ll see the keys wearing out on your keyboard.
I wore out the keys on my Macbook Pro and then my <1yr old Macbook.
This is what happens when you write a couple of blog posts a day, are working on two new Ebooks, post on LinkedIn, Facebook, Twitter, Youtube, and other blog sites every day.
A few years ago I found a tool that not only helps me minimize the damage I am doing to my keyboards, but it also helped me be more efficient in my social engagement.
Text Expander by Smile lets you instantly insert snippets of text from your own repository of content, as you type – using a quick search or abbreviated codes.
I created a huge library of shortcodes. Most of mine start with “;” and then a 3-4 character code.
Here are some examples I use every day:
;em – My email address (saves 28 keystrokes)
;lk – the word LinkedIn (saved 5 keystrokes)
;lm – the phrase LinkedIn Member (saves 12 keystrokes)
;ls – the phrase LinkedIn Search (saves 12 keystrokes)
;lp – the phrase LinkedIn Profile (13 keystrokes)
;in – the phrase LinkedIn Network (13 keystrokes)
;eb1 – The URL to my primary ebook (saves 47 keystrokes)
;eb2 – The second ebook URL (saves 47 keystrokes)
;eb3 – The third ebook URL (saves 47 keystrokes)
;tlb1 – My primary post signature used in blog posts, articles, etc (saves 67 keystrokes)
;pl – My standard template of text asking LinkedIn Members to connect with me (saves 89 characters)
;whyli – My standard template asking LinkedIn Members why they sent me an invite to connect (saves 297 keystrokes)
;thxli – My standard template for thank you for connecting on LinkedIn (saves 392 keystrokes)
And a huge handful of snippets for the many URLs I type every day (calendly, blog articles, my YouTube videos, etc, etc, etc)
Using TextExpander has been a huge advantage for me. Beyond the time savings, it helps me to be more consistent with my words and to minimize spelling and grammar errors. For my URL’s it has helped me to make sure I don’t ‘fat-finger’ them and embarrass myself.
I love my TextExpander for lots of reasons. and would be lost without it.
I use TextExpander on My Macbook Pro, my Macbook as well as my iPad and iPhone. My business partner uses it on her PC.
Note – functionality on the iPad and iPhone is a little different and took time for me to get effective using it there. But, I got it now!
If you are struggling to find time to do all you should be doing online, you have to have TextExpander by Smile
Get your own subscription to TextExpander today. You won’t regret it.
Note – this post has my affiliate link in it – why – Because I want you to know TextExpander is a powerful tool
Messaging on LinkedIn, now in some cases called Chat, is just one way to communicate and/or engage with your LinkedIn Network.
Before I share the features available to you, I need to alert you to this fact.
Not every LinkedIn Member is on LinkedIn enough to see or engage with you through your LinkedIn message. I generally look for the Green Circle (they are on LinkedIn now) or the green ring (they have LinkedIn Mobile Notifications enabled), before I consider sending a LinkedIn Message of any type. Understanding this can help you manage your LinkedIn messaging expectations.
OK, now I’ll share information about the messaging features and functions on the Desktop and Mobile Application:
Desktop Access – LinkedIn Messaging can be accessed from the following locations on the Desktop Browser application:
LinkedIn Newsfeed – Hover over a 1st Level LinkedIn Member name/profile picturein the LinkedIn Newsfeed and click on Message or Chat
You Connections List – accessed from My Network on the top-level menu bar, and then Connections, you can do a search for first, last or full name, or just scroll the list and then use the Message or Chat option on the right of a LinkedIn Member in the list.
LinkedIn Groups – From the Member list of any LinkedIn Group you are in, you can send any member a message, even if you are not a 1st level connection. You can send up to 15 messages a month to any Group member, across all of your LinkedIn groups.
LinkedIn Company Pages – Viewing 1st Level LinkedIn Members from a LinkedIn Company Page, by clicking on the line xxx connections work here:
shows up in LinkedIn Search using the Company and Connection filters. You can send a message to your 1st level connections from any Search Result window.
LinkedIn Profile – You can send a message to your 1st level connection from their LinkedIn Profile.
Your Network Invites – You can reply to and send a new message to anyone who sends you an original LinkedIn Invite. (I use the word original because there is a problem messaging people who send an invite after you previously ignored another invite.) You do this from the Invitation Manager accessed from your My Network page.
LinkedIn Messages page – Access the full LinkedIn Message page from the top menu bar. This will open a standard Chat Manager where you can read, reply and create new LinkedIn messages
LinkedIn Message Bar – This is on the lower right corner of most LinkedIn pages viewed in a web browser.
When clicked on this message bar, it opens upwards so you can access all of your LinkedIn Messages by scrolling or searching by keywords or names. Creating a new message will open up a message box on the lower area of the LinkedIn page.
Mobiles Access – LinkedIn Messaging can be accessed from the same locations in the LinkedIn Mobile Application, except there is no Message bar in the mobile app. The Full Message Page icon is only accessible from the upper right corner of the LinkedIn Home page.
Additionally, from the LinkedIn Mobile App, you can not send a message to LinkedIn Members who send you a LinkedIn invite. You can reply to LinkedIn invites that include a personal message.
Message Formats – The message formats between Mobile and Desktop are similar with a few exceptions.
Desktop Formats
From either the Message Bar or from the Full Message Page, the options are similar.
You can send a message to a single connection or to a group of LinkedIn Connections.
You can use text, include URLs to online content (the first URL will resolve to display) and include the URL to other LinkedIn Members by @Mentioning the LinkedIn Member (it will not notify the other LinkedIn Member).
You can attach an image, a file, a GIF or an emoticon image.
Mobile Formats
On the mobile application messaging has more features.
Beyond the options available on the desktop interface, in the Mobile Application, you have lots more options available.
You can include an image or video from your device Camera.
You can include a Location if you allow the LinkedIn app to access your Device Location.
You can select available times through Availability if you allow the LinkedIn app to access your device calendar. You can also include an audio recording in a LinkedIn Message.
There are lots of interesting options in the LinkedIn Mobile App messaging function
I encourage all LinkedIn Members to experience using the mobile application. Besides taking the LinkedIn environment with you as you are ‘out and about’, the messaging features are worth experimenting with.
I get asked often, “How much time should someone spend on LinkedIn?” I don’t want to answer this question because it’s not focused on a goal.
I would prefer to answer this question, “How much time should someone put into using LinkedIn in order to create real business results?”
Sometimes I answer the question this way, “Consider reinvesting 10-15 minutes every day using LinkedIn to build your presence, your network, and your reputation. Look at the other related tasks you’re doing today that don’t create the greatest results and invest that time into using LinkedIn instead.” (Example – extended cold calling)
This is hard for people to do because they are comfortable with those other tactics, even if they are not creating real results.
This is hard for people to do because they are not sure yet of the right way to use LinkedIn. They have not experimented enough or been taught the proper use of LinkedIn.
The best answer is this, “I strongly recommend LinkedIn Members who want to create real business value need to integrate the use of LinkedIn into other relevant business processes.” (Example – I never cold call without first doing research on LinkedIn.)
There are lots of actions you can do using LinkedIn. Which ones are right for you is directly influenced by your goals. Here are a few ideas:
If you are recruiter you may need to invest more time doing research on candidate Profiles and less time on 1:1 engagement and content sharing.
If you work a captive book of business (i.e not hunting for new clients), you’re more likely going to spend time sharing and engaging on relevant content and less time using the LinkedIn Search tools.
If you are an inside salesperson focused on current clients, you may spend more time on 1:1 engagement and content sharing than you would on market/industry researching.
If you are in marketing you’re likely going to spend more time researching companies, relevant content and influencers and less time searching for people or engaging on content.
These are just a few of the diverse ways different people in different roles could be using LinkedIn.
Look at some of the different functions available within LinkedIn:
Refining/updating your LinkedIn Profile.
Commenting on and/or Liking Content.
Sending new LinkedIn Invites.
Managing LinkedIn Invites.
1:1 messaging using text, images, documents, audio, and video, etc.
Sharing and engaging on content in LinkedIn Groups.
Research of LinkedIn Companies and Content.
Reading relevant and useful content.
Researching other LinkedIn Members
Analyzing your LinkedIn Insights (Profile views, Content activity,
Managing LinkedIn Notifications
Prospecting through LinkedIn Search
Sharing content in your LinkedIn Company Page
etc, etc, etc
I sometimes say LinkedIn is like a swiss army knife. Knowing what all the different blades are, helps you to determine which one to use when, and/or at all.
You don’t need to do everything all the time. You use specific areas of LinkedIn based on the specific task and/or goal.
Back to how much time should you spend using LinkedIn, and doing what?
Initially, I recommend investing a minimum of 15 minutes a day reviewing the different ‘knives’ and deciding what steps within LinkedIn could create the greatest initial value for you in your role. Then once you know how to use the tools, align your use of LinkedIn with other business processes while you continue to invest 15 minutes a day learning more about the tool and how you could again, integrate another LinkedIn activity into another business process.
Fact – if you don’t find a way to integrate the use of LinkedIn into other business processes, you will never completely adopt LinkedIn as a business tool in your role.
No one is truly successful using LinkedIn as a ‘stand-alone’ business tool
