LinkedIn in 30 Minutes a day

By August 5, 2014LinkedIn Strategies

Many of our clients come to us to help them with their social selling process. The biggest concern we hear from our network is a lack of time. Pressure is high in sales and business development. There are multiple quotas to hit on any given day, week, month, quarter, and year. The pressure on what high activity versus the right activity looks like, the pressure to perform under extreme stress on a daily basis, and the constant need to be better are all incorporated into the “lack of time” epidemic. After all, you’re only as good as your last sale, right? Let’s face it, you either thrive in that environment, or you fail miserably.

The good news? Evolution. Evolution of the sales process… or rather pieces of the sales process. You still have to build relationships and there is so much to be said for a face to face, a firm handshake, and a person’s persona. These are things you can’t perceive or portray through an online message.

The “right activity” is the common point in all of these daily pressures. That also means that most of us in a business development role do not have the ability to fold in new processes, or take the time to really look at what the “right activity” means. I’ll be honest; I was one of those people. 2 years ago my business partner convinced me otherwise. Bobbie Raffetto, our VP of Social Selling, was one of the best cold callers, then one of the best foot canvassers I have had the opportunity to work with. And now she has become the best social seller I have ever had the opportunity to work with. While the process that we coach, train, and implement is well defined, profitable, and well established, I know I can’t relay the entire theory, process, andresults in a single blog. So I’m going to give some “SIPs” (Sales Information Points), which I have borrowed from a dear friend a colleague, Rich Lucia, business development expert and author of “Selling in the Now”.

This week’s SIPs session is going to be about how the busy sales and non-sales professionals (the folks in the audience that never thought they’d have to sell), can leverage and implement the capabilities of LinkedIn in 30 minutes a day. Just understand that learning the processes will take much more time and commitment. You will also have to implement a change in the culture and your daily routine. There are no quick fixes, but this is worth the investment in time, effort, and

This is our standard recommendations for a Monday thru Friday 30 minute dedication to the hunting and warm lead generation process:

Monday LinkedIn Schedule (Groups):

  • 1-2 Minutes: Wish your connections “Happy Birthday”, “Happy Anniversary”, “Congratulations”
  • 10 minutes: Skim your home page to see what’s going on in your network. Comment on your network’s posts. They took the time to share some sort of insight that they found to be beneficial with their network. SIP: ‘Like’, ‘Comment’, or ‘Share’, take the time and show them you care.
  • 10 Minutes: Group Activity. I like to recommend joining the LinkedIn Groups that you are a member live. For example, if you belong to a Chamber of Commerce, then join that Chamber Group on LinkedIn. You start developing relationships on-line with some people you haven’t met live at a Chamber event. SIP: You can more than double your exposure by leveraging both on-line and off-line networking.

Use the advanced search feature to find the people that make the most sense for you to meet, your ideal client profile, center of influence, and referral partners, or your next career opportunity, or your next hire, or your next speaking engagement. Message them and start building the relationship. Post an interesting article relating to the group format. Comment on someone else’s post in the group.

  • 5 minutes: Respond to connections requests; accept the ones that make sense. The requests you are uncertain of, ‘reply without accepting’ to determine if there is potential to network with each other.
  • 3-4 Minutes: Check your notifications (the little flag in the top right corner to the left of your avatar) for what’s going on. Reach out and connect with your network. You’re folding in on-line networking. Be just a presentable and professional as you would if you were networking at a Chamber event.

Tuesday LinkedIn Schedule (Networking On-Line):

  • 1-2 Minutes: Wish your connections “Happy Birthday”, “Happy Anniversary”, “Congratulations”
  • 1 Minute: Post your blog to your publishing platform
  • 10 minutes: Skim your home page to see what’s going on in your network. Comment on your network’s posts. They took the time to share some sort of insight that they found to be beneficial with their network. SIP: ‘Like’, ‘Comment’, or ‘Share’, take the time and show them you care.
  • 6 Minutes: Take a look at your “Who’s Viewed Your Profile”. Reach out to the people that make sense for you – your ideal client profile, referral partners, and centers-of-influence, or your next hire, or your next career opportunity, or your next speaking engagement.
  • 6 Minutes: Take a look at who’s commented on your blog. Take the time to respond. Check out their profiles. Does it make sense for you to open up a dialogue with them, thank them for taking the time to not only read your blog, but be moved enough to comment on it. Start building the relationship.
  • 2 minutes: Respond to connections requests; accept the ones that make sense. The requests you are uncertain of, ‘reply without accepting’ to determine if there is potential to network with each other.
  • 3-4 Minutes: Check your notifications (the little flag in the top right corner to the left of your avatar) for what’s going on. Reach out and connect with your network. You’re folding in on-line networking. Be just a presentable and professional as you would if you were networking at a Chamber event.

Wednesday’s LinkedIn Schedule (Warm Lead Generation):

  • 1 Minute: Wish your connections “Happy Birthday”, “Happy Anniversary”, “Congratulations”
  • 25 Minutes: Work your Advanced Search List. Depending on your LinkedIn Level, you will be able to save at least 3 Saved Searches. I recommend designating one list to each of the following categories if your intention is business development: Ideal Client Profile, Referral Partners, and Centers of Influence. Engage the people that make sense, whether it’s for biz dev purposes, career opportunities, your next great hire, or your next speaking engagement.
  • 2 minutes: Respond to connections requests; accept the ones that make sense. The requests you are uncertain of, ‘reply without accepting’ to determine if there is potential to network with each other.
  • 2-3 Minutes: Check your notifications (the little flag in the top right corner to the left of your avatar) for what’s going on. Reach out and connect with your network. You’re now folding in on-line networking. Be just a presentable and professional as you would if you were networking at a Chamber event.

Thursday’s LinkedIn Schedule (Prep for Your One-on-One Coffee Meeting with Your Referral Partner):

  • 1 Minute: Wish your connections “Happy Birthday”, “Happy Anniversary”, “Congratulations”
  • 25 Minutes: Research. (1) Spend some time researching the companies on your Top 20 list, looking into your common connectors, finding out who can open a door for you, and who you can open a door for. (2) Determine which referral partners in your network make the most sense to work with, schedule some one-on-one time for about a half hour per week. Do some research on their specific connections. Run the advanced search on that particular person’s connections and ask them to do the same. Narrow down their connections to the people it makes the most sense for you to meet based on your ideal client profile, etc. Do some research, check out profiles, and make a list based on your specific criteria.
  • 2 minutes: Respond to connections requests; accept the ones that make sense. The requests you are uncertain of, ‘reply without accepting’ to determine if there is potential to network with each other.
  • 2-3 Minutes: Check your notifications (the little flag in the top right corner to the left of your avatar) for what’s going on. Reach out and connect with your network. You’re now folding in on-line networking. Be just a presentable and professional as you would if you were networking at a Chamber event.

Friday’s LinkedIn Schedule (Your One-on-One Coffee Meeting with Your Referral Partner):

  • 1 Minute: Wish your connections “Happy Birthday”, “Happy Anniversary”, “Congratulations”
  • 25 Minutes: The meeting with your referral partner. Schedule a time to meet for coffee in person, or on a web call, or Face Time, or Skype, or Google Hangouts, or a phone conversation. There is no excuse not to get in touch in real time. Give each other the lists that you have prepared for your solicited referrals (which are based on the criteria you have decided on). When you take each other’s list, narrow that list down based on what you know about the people on the list. Make the introductions to the people that make the most sense. You’ll probably think of some folks that aren’t on the list that you think make sense. You will almost never be able to make 100% of the introductions on the list. That’s exactly why you want to review the requests and you want them to review the requests. By the time you leave that meeting, you will have had the time to make 10 or more warm introductions. Can you imagine what that will do to your close ratios?!

SIP: The Referral Machine. If you build it, they will come…

Think of 12 people in your network that would be effective at a process like this. Meet one-on-one with someone on that list once a week. You can meet with each other once a quarter, help open doors for each other, and help the people in your network by sending someone that can help them their way. After all, it’s All About Leverage.

  • 2 minutes: Respond to connections requests; accept the ones that make sense. The requests you are uncertain of, ‘reply without accepting’ to determine if there is potential to network with each other.
  • 2-3 Minutes: Check your notifications (the little flag in the top right corner to the left of your avatar) for what’s going on. Reach out and connect with your network. You’re now folding in on-line networking. Be just a presentable and professional as you would if you were networking at a Chamber event.

This is just one example of leveraging LinkedIn Monday through Friday in just a half hour a day. Everyone should have different ideas, develop their own customized process, and write a routine that makes sense for them personally. The important piece in all of this is actually committing to change and reinventing pieces of the sales process that can be more meaningful with the right activity.

Start by following this schedule, then let it naturally evolve based on what works best for you and your network. Give it time. Be persistent. Be consistent. Be purposeful when you are building your network.

Remember:

  • Be the first to give to your new business relationships
  • Always pay it forward
  • Network with purpose.

Good luck and good networking! Remember… It’s All About Leverage.

I’d appreciate your insight and feedback. Please let me know your thoughts and questions. I will do my very best to respond in a timely manner.

Bobbie

About Bobbie

Bobbie specializes in helping executives as well as sales & marketing teams maximize client acquisition through the intersection of face-to-face networking combined with social selling techniques. Her customized programs and processes not only help in building the right network of prospects, clients, referral partners, and centers of influence, but also provide techniques to become thought leaders in their industry and stay top of mind with their targets.

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