There are two distinct forums on LinkedIn, and what I am about to tell you is more that just uncovering the hidden Gems they offer, it is B2B social media strategy at it’s best. Bring your thinking cap, the second one might blow your mind. Here we go…
Gem number 1: Advanced Search, LinkedIn Answers
Fact: People are on LinkedIn asking about your products and services right now – why aren’t you answering them?
The strategy: Get your best man (or woman) on it. First, your champion(s) should have a profile that markets your company, links to your website, and delivers your message. Second, create a workflow/best practice on handling these leads.
Here is the play-by-play:
Search Only Open Questions > Use Layman’s keywords > Find the Question > Forward it to your champion (create the Pipline for him)
Example Best Practice for answering: Answer the question as best you can (don’t plug your company) > Link to your company (it’s an option) > Include a personal private note – that’s when you plug your company/get personal.
Gem number 2: Target Market in your Face (or email) through your Network & Groups – Automated
Fact: Your network on LinkedIn grows every time one of your groups adds a member, and ever time one of your connections adds a connection.
Wouldn’t you like to know when your target market’s decision maker becomes available to you? Especially if it’s through a meaningful relationship? It’s happening right now.
The Strategy: Every sales person needs to create targeted searches (using the Advanced People Search) for decision makers in their target industries, at their target company’s, etc. Once the perfect search/searches are created, they need to be refined down and SAVED – You’ll get weekly updates when that person joins your network linking you to their profile.
Here is the play-by-play:
Advanced People Search > Create the Search: use Boolean logic for decision makers (title: “Director OR Vice President OR…etc.), Refine all other categories, select only 1st & 2nd degree, and meaningful groups (i.e. Alumni Group) > View your results > Refine down as needed > Save the Search.
With the following in place, you’ll get a weekly email with links to the profiles of your target market as the enter your network – And you’re connected to him through a meaningful relationship.
How’s that for hidden Gems?
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