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Using LinkedIn for More Personal Introductions

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If you’ve attended any industry conferences over the past few years, you’ve heard a number of speakers tell you “why” you need to embrace social media. Doing so makes a lot of sense. Many of your clients have social media profiles, in addition to countless prospects that fit nicely into your ideal client profile. But engaging this audience and creating a voice for yourself can be time consuming and requires dedication. Where are you supposed to find the time in your day to do one more thing?

Before you invest time constructing a plan to make use of Facebook and Twitter, concentrate on learning how to use the business networking site LinkedIn to get more of the personal introductions that are so important for the growth of your business.

Advanced LinkedIn search techniques provide an easy way to identify and connect with an audience that fits your client profile. Learning to manage and increase your relationships through LinkedIn has paid off for many advisors who implement a consistent, sustainable social media strategy.

By following these four steps, you’ll be able to to leverage LinkedIn to get more personal introductions to the prospects you want to add to your book of business.

1. Build an Effective Network

If gaining more introductions is one of your goals, LinkedIn is the perfect social media platform for you. Building a dynamic network comprised of professional and personal advocates is the first step in creating more personal introductions. After making a list of advocates and connectors, request a LinkedIn connection with as many of those people as you can find.

2. Engage With Your Network and Share Your Knowledge.

I recommend developing a daily routine with LinkedIn. Social media is, as the name suggests, inherently social. Interact with your network. Take time each day to engage with other people, share informational content and knowledge (within the confines of compliance), and offer your help. One benefit of engaging with your connections consistently is that you will be highly visible within your network and their connections, as well.

We all have a great knowledge base within our chosen profession. Share that knowledge and information with others. Give freely and you will receive.

3. Network Research

LinkedIn’s advanced search capabilities give you access to the networks of your closest connections and advocates. Researching your connections’ networks could lead to some new business connections that would be ideal additions to your book of business.

4. Ask for the Introduction.

If you’ve laid the proper groundwork by building a good social media relationship, asking for an introduction to the people you want to meet within your connections’ networks is an easy next step. Just make sure that you’re not overstepping your boundaries by making this request. After all, you do not want to be viewed as a person who’s just poaching connections simply to grow his or her business. You have to give to get. A simple phone call to a long-time client, an old friend, or your cousin is likely to create an opportunity to meet a person that would make an ideal client in the long-run.

LinkedIn can have a great impact on your business growth. While asking directly for an introduction to someone of interest is not a comfortable experience for many people, I encourage you to step outside your comfort zone. If you’ve followed the steps above and positioned yourself correctly in your relationships, LinkedIn will provide you the knowledge to gain dozens of good introductions a year.

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