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Welcome to Ken Krogue’s all new website
INSIDE SALES ENTREPRENEUR, CO-FOUNDER OF INSIDESALES.COM.
TIPS, RESEARCH, AND BEST PRACTICES FOR SELLING REMOTELY

(This blog is longer than most, but one of my favorite ever – Read on! – Ken)

LinkedIn is the greatest source of business to business (B2B) sales intelligence and research data for the average sales professional ever invented. This kind of tool has never existed before. LinkedIn let’s you connect with people and see their network of connections. Once you understand that you can only see relationships that are 2 levels deep it gets much easier to use and understand.

My LinkedIn Network of Professionals - 3 levels deep

My LinkedIn Network of Professionals – 3 levels deep

I just came from training a great team at Veracity Networks, a local internet, voice, and tv provider in Utah and long-time customer of ours. We talked about all the ways that LinkedIn can help in B2B prospecting. I also promised on my last webinar that I would make a list of 20 ways to use LinkedIn, well I got carried away.

Here is one thing you can do for every day of the month.

1- First, use LinkedIn to get in to a new account. I remember when I wanted to get into the inside sales department at a company just up the street by the name of Novell. I looked up the company, found an old friend of mine that works there named Morgan Spencer, contacted him, and asked for a referral.

My friend Morgan Spencer worked at Novell when I needed him

My friend Morgan Spencer worked at Novell when I needed him

Now he works at Concierge Communications, so maybe I should see if he can refer me again. Anyway, it worked and took just a few minutes. That was my first productive use of LinkedIn years ago.

2- Follow your customers companies. That means you should be connected through LinkedIn to ALL OF YOUR CUSTOMERS! That seems like a no brainer, but very few companies do that. We recommend that your CEO, VP Sales, VP Support, etc. reach out with the welcome pack to each new customer and connect. Then ping them now and again to ask “how are things are coming?” Follow each of your customers companies in LinkedIn.

3- Make sure you complete your profile, keep it fresh, and set it up correctly so you have credibility. Complete the profile! That means 100%. Salespeople never take the time to finish and this hurts them.  

4- Use a good close-up picture that stands out. Our company uses black and white short-cropped head shots that are sort of cool. Why black and white? We stand out. Nobody else on the page is black and white. I like to zig when everyone else chooses to zag. (Sorry you can’t use this one, everyone else has to stay with color pictures.)

Notice my name in the Public Profile has my name!

Notice my name in the Public Profile has my name!

5- Grab your name before someone else does! Make sure that your public profile is shortened to contain just your name, ie: http://www.linkedin.com/in/kenkrogue. If you leave this to LinkedIn it will have lots of crazy random letters and numbers and looks like a mess and is hard to link to. Write a compelling introduction to you and your company so people know what you do! If your company is hiring, mention it like our VP Sales did, it works!

6- Have a point person at your company. LinkedIn works by letting you connect to people 2 levels deep. It is a good idea to have at least one person in the company who reaches out to lots of connections. If everyone else at the company is connected to them, they act like a “window” with great connections for everyone else.  I’m connected to over 2300 people, and through me, all of my sales reps have a connection that is far more broad than their own.

7- Connect to your employees. Spend time and teach your colleagues and employees the value of using LinkedIn as a team. By designating a “point person” as mentioned above, make sure that person is connected to every single employee. Do it from day one in the onboarding process for all new hires.

8- Connect to your customers. Who in the B2B world is more important than your customers? I like to use Tags to connect to and classify my customers as part of my LinkedIn network. Why? I care deeply about my customers. They are like the kinds of prospects I want to also become my customers. Be getting to know them well, I can connect to others just like them. I can find the groups they are part of. I can ask for referrals or recommendations that will really have impact (if I have earned it.)

9- Connect to your prospects. We ask our salespeople to connect to all of their prospects right after the first contact attempt. Do they always do it? The smart ones do. Why have them connect? Increases rate of building a relationship. LinkedIn increases response to communications by 300% versus email.

You can also search by keywords to find lots of prospects. For us anybody with “inside sales”, “lead management” or “salesforce.com” in their LinkedIn profile is a prospect. What are your keywords?

10 – Do a 3×3 analysis of your prospects. My friend Steve Richard from Vorsight, outsourcers in inside sales training, taught me this. Take 3 minutes before calling a prospect to find 3 things you have in common to talk with them about.  LinkedIn is great for a resume, company, college sports or alma maters, common trade groups perspective, Facebook for hobbies, sports, etc.

11- Join relevant groups. One of my favorite LinkedIn Groups is Inside Sales Experts that was originally formed by Trish Bertuzzi of The Bridge Group. When I first joined it there were about 8000 members, now there are over 14,000 members, all inside sales professionals. I think there are more members in this group than all others combined about inside sales. I have met dozens of people who I now call friends just by joining the conversations that are going on.

Trish’s only rule? No SPAM or self promotion allowed.

Trish Bertuzzi Manager of Inside Sales Experts LinkedIn Group

Trish Bertuzzi Manager of Inside Sales Experts LinkedIn Group

12- Find and join local LinkedIn groups. Go to the Groups search window at the top right and type in your home city and/or home state to find groups close by to you. Now look for industries that you want to prospect into. These groups usually have quarterly or annual meetings. I love the American Association of Inside Sales Professionals – Salt Lake City Chapter.  Change my city to your city in the search and go join today!

13- Make your wedding and funeral list and connect in LinkedIn. This is an old prospecting technique with a new twist. I am asked all the time by new sales reps what is the first thing they should do when they get hired. I tell them to make their wedding list (if they are young, and their funeral list if they are old.) What is that? The 250 people you know well that you would invite to your wedding or that your family would invite to your funeral. I’m told that wedding planners and funeral directors estimate the average wedding or funeral at 250 attendees if they don’t know how many are coming.  Imagine if you linked to 250 people who care about you, wouldn’t they be the best place to start prospecting and looking for introductions, recommendations, and referrals?

14- Respond first to email, then by LinkedIn. This is a way to make connections with interesting people and valuable people. Whenever someone emails you that would be a valuable connection to make, simply respond by email and mention in the email that you will be connecting by LinkedIn. Then reach out and connect. Remind them you just emailed them. LinkedIn penalizes you if you try to connect to too many people who reject because they don’t know your or don’t remember who you are.

15- When you go to trade shows connect with LinkedIn. My favorite task after going to a trade show is to take time that night back at the hotel and reach out by email then connect with LinkedIn.  I also have my team help me reach out to everyone that comes by our booth at trade shows. Remind them of the “common experience” you had together at the trade show when you reach out by LinkedIn so they remember you and don’t reject you.

16- Follow your prospect Companies. Use the “Follow Company” feature and follow the target prospect companies you have. This ties you in to news about them and you can see connections you already have to their employee base.

17- Offer value to your LinkedIn Connections. Interact occasionally with your LinkedIn connections and build relationships with them. Offer things of value to them: information, training, good books, ideas, tips, tricks, best practices, and best of all, referrals. My friend Paul Allen, the founder of Infobases, Ancestry.com, MyFamily.com, and FamilyLink.com told me about one of his favorite books called Love is the Killer App, that teaches this very thing.  I reach out about every six months to my LinkedIn connections in Utah and share my latest seminar with them for free. I probably have 70-80 people come. I do the same with webinars nationally. Warning: Don’t try and sell them something, it’s a turnoff. Just offer great content. If they want to buy something from you, they will seek you out.

18- Kill two birds with one stone. By linking Twitter with the “share an update” window on your main page in LinkedIn you can put in one message that is shared with both systems. This takes advantage of the Signal feature on LinkedIn which is a lot like the “Wall” on Facebook. It’s a way to see the latest news about your connections, but I like to filter it down or it’s just overload.

19- Connect a Widget on your Blog. I also have a twitter widget on my WordPress blog that allows me to update LinkedIn, which updates Twitter, which updates my blog. Pretty cool!

20- Share your blog on LinkedIn. There are ways to go the other direction by putting the most recent articles on your blog in a section on your LinkedIn page. I love the WordPress widget for LinkedIn which puts my three most recent blog articles on my LinkedIn page.

Tip: Use Tags in the Contacts section of LinkedIn

Use Tags in the Contacts section of LinkedIn

21. Use Tags to categorize your customers from prospects, friends, etc. As your Connections begins to grow it is wise to use the Tags feature on LinkedIn to create categories for your Contacts. This lets you slice and dice your LinkedIn network for all kinds of communication purposes.

Tags are found in the Contacts section of Linked in and are absolutely invaluable for more advanced methods of using LinkedIn for prospecting.

I use Tags to categorize partners, friends, association members, customers, etc.

This takes some time and I’m just getting started in effectively using the Tags feature.

22. Use Events in LinkedIn to promote real or virtual events. One of the things I try to do to offer value to all my friends on LinkedIn and to keep in touch with them is to offer free webinars or seminars on topics I’m familiar with around inside sales and lead management. I have found that the Events feature of LinkedIn is especially powerful in allowing me to post the important information, invite my connections, and post attendees so they can interact and network amongst themselves also. We do this every quarter for the AA-ISP in Salt Lake City.  I never use these events to sell, but only to network, educate, and raise awareness for the inside sales industry. Sale introductions have a way of taking care of themselves.

23. Use the 3 free backlinks in LinkedIn for Google juice! I wrote an article years ago about the SEO value of LinkedIn. We have 85 employees. Imagine if each of them used all three links to drive keywords for InsideSales.com, hmmmmm.

24. Look for LinkedIn Events Corresponding to all Trade Shows! NOTE – LINKEDIN JUST KILLED LINKEDIN EVENTS – This is one of my favorite tips for using LinkedIn for B2B prospecting. My friend Jay Weintraub, the founder of LeadsCon, was one of the first to really use LinkedIn to promote his trade show.

I am attending LeadsCon West 2012

Now it is a standard for hundreds of people to add his events to their calendar. Well, when they do, they are open to you to go out and introduce yourself and invite them to come meet you at your booth.

People attending a LinkedIn Event

People attending a LinkedIn Event

Notice the link with 194 other people attending the same event you are going to. That gives you 194 people you can introduce yourself to BEFORE THE EVENT BEGINS!.

My favorite rule for events is to schedule enough appointments before the event begins to pay for the event.  LinkedIn helped us invite over 600 people to come visit us last year at Dreamforce 2011.

The power of the LinkedIn Events can help you do this all by itself if you start a few weeks ahead of time.

25. Share that you are attending LinkedIn Events. NOTE – LINKEDIN JUST KILLED LINKEDIN EVENTS! – Remember I have linked my LinkedIn to my Twitter. So when I share in LinkedIn, it goes out to my 2800+ followers of Twitter (by the way, if you choose to follow me, I try to send out tips, best practices, and research weekly.) I like to help promote all of the events I go to, speak at, sponsor, and exhibit so that it helps all of us.

26. Freely give recommendations to co-workers, colleagues, former employers, authors, etc. Don’t wait for people to ask. Make a personal goal to reach out and recommend one person a week. If someone does something special, tell them. Business is crazy, take time to show gratitude and respect. Show the love!

27. Ask for recommendations from co-workers, colleagues, and former employers. This is an obvious practice and is a great way to “prime the pump” of getting lots of recommendations in your LinkedIn profile. Once you have lots of honest and frank recommendations from those closest to you then I like to move to asking for recommendations from customers.  I love to recommend people.

28. Ask for customer recommendations using LinkedIn. I admin at first this looks very hard to accomplish, but it is actually a good practice to get into. It works best when you ask for this early in the process as a measure of how well you do.  I also do this if a prospect is asking for additional pricing discounts or negotiating terms aggressively. I say, “Well, with this discount I’m giving you, I’m going to need to make up for it by selling more clients (smile), would be willing to recommend me in a format like LinkedIn if I have earned it?”

29. Ask for customer referrals using LinkedIn. I live by referrals. I tell my prospects that “one of the best ways I grade myself on how well I do is whether or not you are willing to recommend me to other people just like yourself when we are done.” I set this expectation up early and remind them once or twice during the sales process. The big problem is getting people to think of 3-4 good referrals. Quite often I need to prompt them with ideas. Well, recently I’ve been using LinkedIn. Before I ask for referrals I go look at their LinkedIn network and find several accounts I would like my teams to get into. Then it is easy to say “To make it easy for you to help me grow my business with your recommendations, I’ve already found a few people you know that I would greatly appreciate an introduction to.” Then you can use the normal LinkedIn process, I still like a live phone introduction though, as it is stronger. But the LinkedIn process is better then me calling them on my own.

30. Ask for LinkedIn recommendations,  and comments from blog readers! Ok, if you liked this article, especially if it helped you generate a lead or make a sale, I want something in return. I want a recommendation on my LinkedIn, a reference to this article, or a comment with Linked tips, ways to use LinkedIn, or best practices I haven’t mentioned for B2B prospecting.

Fair enough?

Now for one thing NOT TO DO!

31. Don’t send sales or marketing messages by LinkedIn. This is another word for SPAM! Overzealous marketers ruined the telephone, faxing, and email by sending SPAM. Just don’t do it. If someone sends SPAM to me I try to let them know that only rookie salespeople do that in LinkedIn.

It’s like urinating in the public swimming pool, it ruins the swim for everyone. It’s a mistake we should only make once. I just wish we had a dye that turned their LinkedIn page red for a week when somebody uses LinkedIn to brazenly pitch their product!

-

Top 30 Articles on www.KenKrogue.com (with total views) and a Summary of Ken’s Forbes Articles

  1. What is Inside Sales? Our Definition of Inside Sales | Ken Krogue – 56,369 Views
  2. Inside Sales Best Practices - 9,281 Views
  3. Inside Sales Tips by Ken Krogue - 5,488 Views
  4. My Final Comment on my “Death of SEO” column on Forbes - 6,411 Views
  5. 31 Linkedin tips – How-to-use-Linkedin-Best-Practices for B2B Prospecting - 5,680 Views
  6. Prediction – SEO will be Dead in 2 Years - 3,976 Views
  7. KPI – Key Performance Indicators – 2,285 Views
  8. Inside Sales versus Outside Sales – 2,226 Views
  9. Is Leaving a Voicemail Worthwhile? – 2,100 Views
  10. Inside Sales Tips – How LinkedIn Gives you 3 Free SEO Backlinks - 3,057 Views
  11. About Ken Krogue - 1,943 Views
  12. Inside Sales is Top Method of Lead Generation – 1,074 Views
  13. Inside Sales Training - 1,888 Views
  14. Good to Great by Jim Collins - Ken’s Notes Summary – 1,526
  15. Inside Sales Tips – Skip to the Beep – 1,392 Views
  16. Inside Sales Best Practices: 7 Ways to Increase Contact Ratios - 1,360
  17. Climb the Trust Ladder to Increase Results in Prospecting - W/ VIDEO! – 1,339 Views
  18. Harvard Business Review says Sales is No Longer About Relationships - 1,148 Views
  19. Inside Sales Tips – No Vacations Last Week of the Month – 1,140 Views
  20. Lead Generation Strategies: When to Call, When Not to Call? - 1,049 Views
  21. Inside Sales Tips – Specialize – 998 Views
  22. Inside Sales Tips – Interest is The Counterfeit of Need – 898 Views
  23. Behind the Cloud – Ken’s Notes – 877 Views
  24. 6 Reasons Salesforce Users Need Hosted Dialer Technology - 856 Views
  25. Demand Generation Tactics and Strategy – 689 Views
  26. Power Dialers - 665 Views
  27. Inside Sales Best Practices: Gathering Direct Dial Phone Numbers - 601
  28. What is Lead Response Management – 573 Views
  29. Ken’s Rules: The Business Card Rule - 430 Views
  30. Josh James Shares 36 Startup Rules - 399 Views

A Complete Summary of Ken Krogue’s Forbes Articles, Including his newly updated “Definition of Inside Sales” and his #1 on all of Forbes (and most controversial) article “The Death of SEO

Author: Ken Krogue | Follow me on Google+
Summary of Ken Krogue’s Forbes articles

 


A little more about Ken...

http://www.linkedin.com/in/kenkrogue | http://twitter.com/kdkrogue

45 thoughts on “31 LinkedIn Tips – How to Use LinkedIn Best Practices for B2B Prospecting

  1. Ken, thanks for the info! This is like a full-on book almost! It was very good and I enjoyed learning more about LinkedIn and how I can use it to drive more business. Thanks!

  2. “Carried away” indeed! But highly valuable. I’m going to set up daily tasks for the next 30 days to give these LinkedIn Tips and Best Practices a go. I’m just learning how to use LinkedIn and I’m eager to see some results.

  3. I’m in the processes of completing my profile and your information is very valuable. Thank you!

  4. Very valuable and helpful tips here. I appreciate the detail of these principles to better help me use Linkedin. I didn’t realize Linked could be so advantageous for so many purposes!

  5. The Bible of LinkedIn Best Practices for B2B Sales! If sales people (ok if everyone) would follow these 31 LinkedIn Tips, they would be much more effective in selling.

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  7. Thank you for the excellent ideas and tips on how to optimize networking via LinkedIn! Loved your perspectives on why, when, and how to do this.

  8. Thanks for the info. This should really help me. I found your last tip of what NOT to do, as important of what TO do!

  9. Ken,
    Question I have for you – in one of your tips you said you have your people connect with their prospects right away. Any tips on what to say in the request box?
    Thanks,
    Dave

  10. Dave,

    I like to just be genuine and low key but make sure you mention the email or other media so they realize it is you or they may not approve your connection.

    I like to say things like, “We just spoke on the phone today, I wanted to reach out and connect with you on LinkedIn if that is ok.” or

    “We just met today at Dreamforce and I want to keep in touch. I have also sent out a connection through LinkedIn, please look for it.”

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  15. Great article! Thanks for the breakdown. If you have any suggestions on Twitter or starting a blog for any future articles that would be really helpful. Thanks again, Joe

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  19. Great article Ken! This type of focus and direction is what is needed for the industry.

  20. Awesome details and from what I have experienced, extremely effective! Thank you greatly Ken!

  21. Brandon,

    You are pretty good at this, how about 10 of your best LinkedIn Tips? Let’s see what ya got. – Ken

  22. Pingback: 6 Reasons Why Salesforce Users Need Hosted Dialer Technology | Ken Krogue

  23. Ken:
    I was researching best practice for LinkedIn and stumbled across your blog post. I NEVER do this, but found so many useful tips that I wanted to take the time to thank you. I am working with a client CEO (I am a Brand Strategy Consultant) who wanted to boost her LinkedIn profile and I know she will put many of these suggestions into practice. Now I guess I am going to have to get serious about my LinkedIn profile! Thanks again – Pam

  24. Ken :
    Brandon,
    You are pretty good at this, how about 10 of your best LinkedIn Tips? Let’s see what ya got. – Ken

    Ken,

    I have learned a lot of my LinkedIn Techniques from you so I will try to avoid repeating any that you have already shared but your list is pretty solid! I will do my best!

    I have spent several hours learning and implementing LinkedIn to generate leads and new clients and I will share some of the tips that have been most helpful for me and I hope they prove to be of value to you!

    Thank you!

    My Top 10 Techniques for LinkedIn…
    ( http://brandonbyrge.wordpress.com/tag/linkedin-resources/ )

    1 – One of the first techniques I would recommend has to do with traffic to your profile based on placement on LinkedIn and Google! Under your “Professional Headline” (On your profile editing page next to your profile picture) include your full name as part of your headline! For example, if you take a quick look at my “Professional Headline” you will see the following…
    “Brandon Byrge is an Inside Sales Certification & Consulting (Professional Services) Account Executive”
    I have included my headline, my title, what I do and offer, and I have also included my name “Brandon Byrge”. To implement this technique your 1st step would be to compute a benchmark of your current placement when your name is searched on both LinkedIn and Google. 2nd, update your “Professional Headline” to include your name, your title, and what you offer. Lastly, perform a new search of your name on LinkedIn and Google and note any improvement in placement. This technique has greatly improved my profiles ranking and placement! (Side Note: It is possible that your placement will improve quickly however it is also a possibility that this change will not take effect until a month or more later. Do it now! In a month you will be glad you did! Also, please contact me with your results! I would to hear how this particular technique works for you.)

    2 – If you are looking to connect with a specific LinkedIn user and upon attempting to “Connect” you are asked for their email address, check out the LinkedIn Groups that individual is a member of and join that same group. After you become a member of the same group as that person the next time you try to connect with them, you can simply select the option that shows you are both members of the same group and you will no longer be asked to submit their email address! Pretty cool!

    3 – Another very helpful tool on LinkedIn can be found under any of your connections profiles under the section titled “Contact Information” (You will see it on the right hand side of your screen below your connection’s activity and above your connection’s list of connections. (Side Note: You are only able to access this option is if the profile you are looking at is your 1st Connection)

    Under the Contact Information you will find the following two options…
    A – “Tags:” Here you are able to create keywords, or groups to designate your connections from each other which allows you to keep your list better organized.
    B – “Notes:” This option is awesome! I use this area as my personal database as it allows me to keep notes and information about each of my connections. For example, the Notes section under one of my connections displays the following…

    “ – SEPTEMBER 1st 2011:
    Met Jill at Dreamforce 2011 in San Francisco, CA. She works in Sales at _________ and she has been there for about 7 years. She is very outgoing and she will be a good resource for blogging techniques. Jill has also know Ken Krogue for several years.
    - SEPTEMBER 7th 2011:
    Connected with Jill on LinkedIn, Google+, Facebook, and Twitter
    - NOVEMBER 14th 2011:
    Called and spoke with Jill via telephone and shared an article from c|net about Blogging Techniques. I then asked Jill a handful of questions regarding Blogging, and she was very nice, and extremely helpful! Jill is a great connection!
    - NOVEMBER 15th 2011:
    Mailed a Thank You Card to Jill for her time and her help on the phone.
    - Etc. Etc. Etc. “
    I invite you to start utilizing these two sections as you make contact with your connections. I think you will enjoy them and find them to be very effective tools!

    4 – Take full advantage of LinkedIn’s “Group Discussions” that are constantly taking place on the ever increasing list of “LinkedIn’s Groups”. There is such a wide variety of “Groups” available that you will most likely be able to find something in your industry. In the Group Discussions you are not allowed to directly market your products and services but it is a really great place to communicate with others and keep up on all of the conversations taking place within your specific Industry, your Company, amongst your Colleagues, your Competition and even amongst your potential clients! Establish yourself as a resource in these discussions! Be helpful and freely provide valuable information, answer questions and share ideas, and you will find that you can quickly become recognized as a helpful, valuable resource in your arena and even possibly be looked at as an expert in your field! At this point you will have Group Members coming to you with questions and seeking help or advice at which point you may have a potential client, a possible referral for a connection in another industry (which helps them and makes you feel good). The cherry on top is the occasional referral they send your way because you did the same for them! This is a great way to establish and build up your personal reputation and you will be able to carry that reputation with you throughout your career!

    5 – I also recommend subscribing to “Group Digest Emails“. This way you can keep up on what discussions are taking place in your Groups even while you are on the run or too busy to login to your profile. am on the run. When a topic or comment is of interest to me, I login and get involved in the discussion.. If the discussion does not entice me I simply delete the email and wait for the next email update from my groups. This is a great technique that will greatly enhance your ability to keep on top of your Groups, Group Members, and other updates.

    6 – Subscribe to “New Connection Updates” so that every time a new connection is created on your LinkedIn Profile you will receive an email. I recommend typing up a few different messages that introduce yourself to your new connections, describe a little bit about yourself, your company, your product or service. Also be sure to give your new connection a quick overview of the value that you bring to the table! Make sure to take the few extra seconds it takes to view your new connection’s profile so that you can include something specific that you saw on their profile. This has proven very powerful! Some examples may be something like the following…

    “I saw that you are amongst the University of Utah Alumni! I am also a Ute! You should definitely check out our College’s Alumni Group here on LinkedIn located at…”

    “I have heard nothing but great thing about your company! Do you know a Mike Walker that works there? Let me know, he is a very good friend of mine! I am very excited to collaborate with you!”

    A connection is really just a number on a screen unless you are able to establish the ways in which you can be of benefit and value to each other! Work with your connections, share with them, provide value, and in turn they will reciprocate and become a great resource for you as well! It is a Win-Win Scenario & it can be a very synergistic process!

    7 – Customize your Home Screen Updates Feed and add your Groups, your company, your co-workers, colleagues, industry peers, and even your competition so that rather than seeing random information about how one of your connections that you don’t even know updated their profile picture you are instead seeing updates within your industry, your company, etc. Make sure that the information you are constantly viewing has value and will be of benefit to you!

    8 – Another technique that I have personally found to be of benefit is the ability to add several “new” sections from a myriad of options! Search through the several sections to find the options that most interests you, then try them out and see how you like them. You can always delete or change them in the future. I periodically add in new sections to test out their functions and benefits. If they are helpful I keep them, if not I delete them. No matter what sections you are working with make sure to include keywords for yourself, your company, industry, product or service, etc. For example if you are a Real Estate Professional you may want to think about including words like…
    “Top Agent”, “Selling”, “Buying”, “Sell”, “Buy”, “Home”, “House”, “Listing Agent”, “Buying Agent”, etc.

    9 – Another technique I love is the option to easily “Export Connections” to a CSV file for your own personal records. I created a simple Google Drive Document/Excel Document with a list of the major Social Media Platforms that I use so that I can see which of my LinkedIn Connections are on Twitter, Google+, Facebook, etc. I then put a checkmark next to each name under each Social Media Platform they are a member of. The reason this technique has proven so important and so effective is based on a principle that is taught by the President & Co-Founder of InsideSales.com Ken Krogue. The principle is that it will usually take about 5 touches or impressions with someone before they will think of you on their own and remember who you are. After 5 impressions you are established as an actual contact in their mind. If you invite, connect with, friend, circle, your LinkedIn contacts, you will have the opportunity to make a lot more impressions and do so a lot faster!

    10 – The last technique I would place on My Top 10 Techniques for LinkedIn is…
    “LinkedIn’s Signal”! Signal allows you to view posts from your “2nd Connections” & “3rd Connections” along with the ability to see updates by filtering any of the following… “Company”, Location”, “Industry”, “Time”, “School”, “Group”, “Topics”, “Seniority”, and “Update Type”! What a great tool! You can really pin point and drill down in on certain topics and keywords by utilizing this technique!
    Thank you!

    I truly hope that My Top 10 Techniques for LinkedIn will be of some benefit to those of you who read this post! Also, I am always interested in hearing about others results, thoughts, ideas, etc. Please contact me if you have anything for me! Thank you very much and best of luck in the awesome world of LinkedIn.com!

    Brandon D. Byrge
    http://www.BrandonByrge.com
    Brandon@BrandonByrge.com
    (801) 997-0023 Mobile

    * Other Helpful LinkedIn Links…
    1 – Learning Center – http://learn.linkedin.com/
    2 – Learn about Groups… http://learn.linkedin.com/groups/
    3 – Training Resources… http://learn.linkedin.com/training/
    4 – Blog: New on LinkedIn… http://blog.linkedin.com/topic/new-linkedin-features/
    5 – Help Page… http://help.linkedin.com/
    - end -

  25. Pingback: Excellent LinkedIn tips | www.thegreatjob.com

  26. Awesome info Ken! Will be reviewing this every month for years to put all this into action! LOL

    Patrick Steil
    ChurchBuzz.org

  27. Ken,

    Thank you for putting this together, this is very useful and great direction for anyone.

    Michelle Tischner
    801.853.4084

  28. Pingback: Better Business Together 31 LinkedIn Tips FREE - Better Business Together

  29. It’s a shame you don’t have a donate button! I’d most certainly donate to this superb blog! I guess for now i’ll settle for book-marking
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