People ask me quite frequently whether I think they should upgrade their LinkedIn to a Premium membership… and I always respond that it depends on why they are on LinkedIn.
However, whenever I talk about this feature, I always plant a seed that this may be the reason to upgrade. Free memberships only allow you to see the last 5 people that looked at your profile. Once you have 5 or more in 90 days, you’ll see a graph at the top showing the activity, but you won’t be able to see any more information than that. The information provided is really basic, such as where these viewers work and live, how they found you, and their industry and job titles.
Upgrading to a Premium account allows us to also see their profiles and individual information.
Why would I want to see their individual information? Most likely they didn’t end up here by accident. Something drove these folks to my profile. It may have been my content, or perhaps they saw me speak, or we met at a conference, through WOM, networking, etc. Whatever the reason, then landed on my profile to check me out.
I generally like to equate LinkedIn activity to face-to-face activity. When I talk about “Who’s Viewed Your Profile” I like to equate this to someone actually walking in the front door of your business or office. Think about it – they searched you out, found you, then came knocking on your door.
More often than not, most folks don’t actually do anything in response. Sometimes it doesn’t make any sense to respond. But sometimes it does. Then the inevitable next question, “What do I say?”
How do you normally respond when someone walks in your front door? Do you just sit there and stare at them? Nope… at least I hope not. You greet them, engage them in conversation, inquire as to what brought them in, and determine how you can assist them. Sound familiar?
Well, it shouldn’t be any different on social media. Greet them, engage them in conversation, inquire as to what brought them to your profile page, and determine how you can assist them.
Now – let’s break it down. Here are a few examples of how I read and interpret ‘Who’s Viewed My Profile’.
The firs tab provides all of the profiles over the last 90 days, which is great… but I prefer looking at the breakdowns.
The second tab categorizes the profiles by company and by location:
By clicking on any of the links, you can view only the people that fit these categories.
‘Where your viewers work’
This is an incredible asset if you prospect large companies with multiple decision makers or if you are interviewing at a high level position. When you see a single company that has multiple viewers looking at your profile, that could mean that the word is getting around the water cooler. That’s right – they’re talking about you.
Look at each profile, and determine which of these people make sense for you to reach out to in an effort to open up the dialogue. I’ll give you an example. Not that long ago, I had somewhere around 15 high level executives from a national financial institution from all over the country viewing my profile. I reached out to each of them, and scheduled a phone or Skype call, or if in close proximity, a coffee meeting. Messages included a thank you for taking the time out of their busy days to view my profile, our common connections, common groups & networks & associations, the fact that I had already been in contact with other members of their company leadership, and a request to learn more about them and their company.
‘Where your viewers live’
This is an incredible asset for those of us that travel frequently, and like to keep our calendars full with prospecting meetings. As you can see, NYC is like a second home to me, so I am sure to fill my calendar every single time I go there. Follow the same steps as above, but add in the fact that you are going to be in their area in 1-2 weeks and would love the opportunity to learn more about them and their business. You can easily focus on locations and fill your calendar with this, as well as a number of other processes on LinkedIn.
But how do I message them if we are not 1st Degree Connections?
Great question. Here’s a few tips (I can’t give them all away!):
The obvious ones:
- 1st Degree Connections – simply send a message by clicking on the blue message button.
- InMail – Premium Memberships have this capability… although I’m personally not a fan of InMails.
- Check to see who your common connections are and ask for an introduction
Even Less Obvious:
- Premium Members have the ability to open up free messaging to the public. Back in the day, these people were considered “open link members”. So how do you know?
From the profile result in ‘Who’s Viewed’, you will see a gold LinkedIn icon. That denotes a premium member. Click on the name, go to the profile of that individual and ‘Send a Free Message’
- Another great tip is to go to their profile to see if you have any groups in common. You also have the ability to message them for free through any common group.
These are just a few more best practices. We love sharing our these with our network. Best practices can certainly help get you started, but when you are ready to implement an actual social selling process, contact me at All About Leverage for more information. It’s all about the process!
- Be the first to give to your new business relationships
- Always pay it forward
- Network with purpose.