If You’re So Good, You Better Be Hitting the Sweet Spot (on LinkedIn)

 



Life is about relationships and connections.  Word of mouth still reigns supreme.  Actually, word of mouth is more important than ever before and is now the only reliable way to grow your book of business.
Meridith Elliot Powell said it best when interviewed on Ande Lyons’ Possibility Partners show…

“[Today’s] consumers are highly skeptical, well-informed and squarely in control. What you sell in this economy (no matter how amazing or incredible, unique or spectacular you think it is) [has] become a commodity.” – Meridith Elliot Powell

Sorry to refer to you and your AMAZING service as just a commodity, and your potential clients as consumers, but let’s think about that for a sec…

Sure, you’ve more than likely established deep relationships (as well as trust) with your existing clients, but until such a relationship exists with a prospect, that prospect is nothing more than a consumer shopping around for the best financial advisor, comparing YOU to all of your competitors.

Granted, they may be treating you and your service as a commodity, but there’s no doubt they’re taking it very seriously since it’s one where their financial future (and their family’s financial future) is riding on making the right choice.  Now, we all know that most people will buy a product or use a service without hesitation if a friend already owns or uses it and is clearly happy with it.  And with that in mind, our approach is typically to ask our existing clients for referrals (any referral) - possibly invite them to bring some friends or acquaintances to an intimate event or outing – but we’re shooting in the dark.

LinkedIn not only shines some light, it practically gives you x-ray vision!

Step 1:  Your LinkedIn Network – Make it an Introduction Machine

LinkedIn is only as powerful as you build your network to be.  Your first and second degree connections, alone, could provide most of what you need.

Learn who should you be including in your network, and best practices for making those requests…

Download the Printable Cheat Sheet

Step 2: Your 2nd Degree Connections – The Sweet Spot on LinkedIn

All of your clients should be 1st degree connections and these clients have 1st degree connections of their own - those people are your 2nd degree connections, the sweet spot!  Before you meet with a client, go through your client’s connections to identify who you’d like to be introduced to.  Then before the end of your meeting, have a conversation about these individuals and ask your client if they could provide you that warm introduction, as well as the recommendation that will set you apart from your competition.

Learn how easy it is to identify ideal prospects and how what to say…

Download the Printable Cheat Sheet

 

That’s all there is to it for sourcing the right names for a warm introduction and gaining the best opportunity for hitting the ball out of the park!

Be sure to check out the additional videos in this series on my YouTube Channel or directly from my site, LauraVirili.com, to learn how to Kill it Online & Off.

You’re on LinkedIn – Now What?

Time Block, it’s as easy as 1, 2, 3. You can get lost on LinkedIn – be disciplined, get in and then get out. Perform three daily tasks and you will be amazed at the activity it will generate!

1. Review & respond to messages/invites in your LinkedIn mailbox - Review invitations from folks that have asked you to become part of their network. Accept or decline. Did you know there is a little known feature on LinkedIn that allows you to ‘Reply (Don’t Accept Yet’) – this feature is found only when viewing invitations from the Message Center. If there is someone who has asked you to connect with them and you are unsure as to whether or not you want to include them as part of your network, you can use this feature to say something such as:
   
   “Thank you for asking me to connect with you on LinkedIn. Can you share with me how we know each other or why you would like to connect on LinkedIn?” If you don’t hear back from them then explaining how they can help you or you help them, you more than likely do not want to connect with them.
   
   As an advisor you can really stand out by sending a follow up note once someone accepts your invite or you have accepted theirs. After connecting with them send them a LinkedIn message and say something such as:
   
   When referring to a connection request you sent:
   “Hi Joe, thank you for accepting my LinkedIn invitation. If there is anything I can do for you please let me know. I look forward to chatting with you at some point. Best, Laura (insert phone number)”
   
   When referring to a connection request you received:
   “Hi Sima, thank you for asking me to connect on LinkedIn, I am happy to have you as part of my network. I look forward to chatting with you at some point. Best, Laura (insert phone number)”
       
2. Review the ‘Who’s Viewed Your Profile’ - if someone interesting has checked you out, you may want to in turn check them out. You can even send them a message:
   
   When viewed by someone you do not know:
   “Hi Jackie, it looks as though we share many common connections. Therefore I would love to make you part of my LinkedIn network and possibly grab coffee if you are open to it. Interested? Best, Laura (insert phone number)”
   When viewed by one of your connections:
   “Hi Sal, hope all is well in your world! I would love to catch up over coffee or lunch – are you available on Thursday? Best, Laura (insert phone number)”
      
3. Review Connections > ‘Keep in Touch’ - Each day make sure you are keeping in touch with those that mean something to you; clients, prospects, friends and family. LinkedIn enables you to differentiate yourself and show that you care. How? Through Connections > ‘Keep in Touch’ see video below as well as cheat sheet.

If you can’t access this YouTube video through your firm’s firewall, you can also check it out on my website lauravirili.com or view this from your mobile device.

Download the Printable Quick Reference Guide

 

LinkedIn works if you work it!

Be sure to check out the additional videos in this series on my YouTube Channel or directly from my site, LauraVirili.com, to learn how to Kill it Online & Off.