If your business serves other business owners and you’re not on LinkedIn, you’re missing out! LinkedIn has over 200 million members all over the world and is the perfect platform for networking and making connections that can turn into valuable clients and referrals.
If you have a profile, but are starting from zero when it comes to LinkedIn, I highly recommend this course on LinkedIn marketing. If you’ve been using LinkedIn awhile and want to know how to sign more clients using the networking platform, read on…I’m about to share my method for getting more clients on LinkedIn.
Step One: Optimize Your Profile
The first thing to do is optimize your profile. Again, I recommend the above course for an in-depth look at profile optimization, but the #1 thing you can do for this method is have a great headline. Not sure what to write for your headline? Download my 10 LinkedIn Headline Templates to Attract Your Ideal Clients. Your headline shows up almost anywhere you appear on LinkedIn – your status updates, articles, comments, etc. It’s the first thing that people see, before they even go to your profile.
Step Two: Visit 10 Profiles Each Day
When you visit someone’s profile on LinkedIn, they receive a notification that you viewed them and will often visit your profile to see what you’re all about. Visit 10 profiles each day of ideal clients. You can find them using the People option in the search bar. This is the early phase of connecting with new people on LinkedIn, which leads to Step Three – direct connection.
Step Three: Connect
When you receive notification that someone has viewed your profile, take a moment to review their profile again, then send them a connection message. Always personalize your connection message instead of sending the generic LinkedIn message! I usually write something like:
Thanks so much for taking a second to view my profile. I’m looking to grow my professional network. Can we connect?
Step Four: Introduce Yourself
When someone connects with you, start the conversation! Introduce yourself and ask questions about their business. Never sell right off the bat. Here’s an example:
Thanks for connecting with me!
My name is Amber and I’m a social media manager and web designer for digital entrepreneurs. My goal is to help online entrepreneurs create more time to do what they love by taking time-consuming tasks like social media off their plate.
I’d love to hear more about the types of clients you work with in your coaching business and the types of professional connections you’re hoping to make on LinkedIn.
Looking forward to chatting with you,
Step Five: Keep the Conversation Going
Don’t let communication lapse for too long once you’ve connected with someone and gotten to know them. Even if they don’t ask about your services right away, you want to stay top of mind so that when they think, “I need a web designer” or “My friend needs an online course about branding,” they’ll think of you.
Once a month, I like to go through my LinkedIn connections and look for people I haven’t touched base with in awhile. I send them a quick, “Hello? How are you doing?” kind of message and check in on them and their business. Keep your connections and conversations from becoming stale and quiet – this is all about keeping conversations open and showing that you care about the people in your connection list.
Not sure what to talk about? Offer tips and advice for free. This is a great way to build trust and define your expertise.
A Real-Life Example
Here is a real example of how I got a conversation going. This person did not become a client, but with consistent conversation, they may become a client or refer someone they know – that’s why it’s so important to check in occasionally!
We connected about a month ago, but I don’t think I had a chance to message you before. I just had our son at the end of March and have been away from my computer quite a bit! Thank you for taking the time to connect with me. I’d love to hear more about what you do. I’m a virtual assistant and digital marketing consultant. I believe that when small business owners don’t have to worry about growing their online presence or spending time on the repetitive tasks that suck up valuable time, they can focus on high priority items, clients, and doing more of what they love. Let’s chat soon! I look forward to networking with you.
Kind regards, Amber
Congratulations on the birth of your son! What an exciting time for you, and good for you stepping away from the computer! I am possibly interested in your services. Right now I use my time to market for my new business because I don’t have clients yet. However, I bet my primitive marketing skills are not nearly as effective as yours may be. So as of now, I’m not producing income, which limits my ability to pay for services (even if they may be productive). So I would like to at least learn more about what you offer. Thanks for reaching out to me. I look forward to hearing from you soon. And should you find that parenting or work/life balance isn’t going as well as you hoped, perhaps I could offer my services to you.
Thank you! I completely understand how difficult it can be to hire anyone or outsource when you’re starting out. How long have you had your business? What’s the most difficult part of marketing for you right now?
I just got my LLC January 23, 2018. It took me another month to publish my website and just a little longer to get out there with a Facebook business page.
So my big hold up is my lack of experience online. I’m over 40 and up till about 6 months ago I never had a Facebook page. So I’m learning to navigate the internet. I did have help from a young man I use to babysit. He’s 22 and has an interest in website marketing. So for $100 he helped me quite a bit!
I took a business mastery class with the academy I got certified in. I learned a lot of effective techniques, but putting them into practice is more challenging than I expected. I’d like to be creating emails for potential clients to provide insight that could lead to a blog with more information and an offer, but I haven’t gotten the ball rolling on this yet. Also, Im trying to get a group program started but other than passing out flyers and mentioning it on my website and FB, I’m not clear on how to connect with people and get them to sign up. I know things take time and effort. I think I just want it to happen so easily.
And the conversation continued from there. Eventually, I offered to provide some feedback on her social media pages to help her get started DIYing her strategy until she could afford more extensive services.
Like all social media, LinkedIn is about connection and building relationships, not selling. When you cultivate real human connection in the business world, selling happens on its own. People take interest in the services and products of people who are people, not advertisements.
If you’re ready to build your business and sign more clients using LinkedIn, try these 5 steps to get you started having meaningful conversations with other entrepreneurs. And if you need help building those connections, send us a message! We’re happy to help.