Use LinkedIn

LinkedIn is the largest and most dominant social network in the professional arena. Totally different from the likes of Facebook, it is used for maintaining a professional persona and brand. Other uses for LinkedIn include finding a job, networking, recruiting new employees, getting sales leads and even getting your business news.

Steps

Signing Up

  1. Join LinkedIn at their website. Click on the link, add your relevant personal information, and click "join LinkedIn."
  2. Create your profile. Your profile is the condensed picture of how the professional world sees you. A great, detailed profile projects someone who is successful, thorough, and connected. A thin or outdated profile projects someone who doesn't care or who can't be bothered. Make sure your profile says the thing(s) you want to project.
    • LinkedIn's profile wizard will take you through the steps of entering your region, industry, company and current job title.
    • You will also be asked whether you are employed, a business owner, looking for work, working independently or a student.
    • This information completes your basic profile.
  3. Confirm the email account you used to create your profile via the link provided. This will help you efficiently complete the next step, which is finding connections.
  4. Add your connections. Connections are professional contacts whom you know or wish to know. The connections you add on LinkedIn become part of your social network.
    • LinkedIn will prompt you to search for connections by crawling your email, which you give LinkedIn access to. You can use this to see who among your email connections already has a LinkedIn account and invite them to become part of your professional network.
    • You may opt to skip this step if you prefer to add connections individually.
  5. Continue to build your profile. Enter your previous employment details and your education information. Then enter a brief summary and/or headline. A brief summary or headline stating who you are professionally in a few sentences. This headline should give a sense of your most outstanding professional attributes.
  6. Upload a profile photograph. Unlike other social networks, this picture should reflect you at your most professional. No pictures of binge drinking, girls around the arm, or smoke wafting from the background, even if it's a really good picture. Choose an illustration that represents your professional image. This can be a traditional head and shoulders shot, a shot of you at work or a copy of your logo.
    • Use a clear, vertical rectangular image.
  7. Add specialties to your profile. Including specific skills or specialties, such as veterinary dentistry or congressional campaign communications, allows other users can find you more easily.
  8. Add your website or your company's website and your Twitter or blog information. The more ways there are for people to find you, and access information about you, the more valuable your LinkedIn profile will be.
  9. Invite connections suggested by LinkedIn based on your employment and education listings.

Starting Out

  1. Ask for recommendations. LinkedIn allows you to ask connections for recommendations and post them to your profile. You will see the recommendations and approve the postings. This feature reinforces the information in your headline summary and specialties sections. Prospective employers and clients browsing your profile will see these recommendations, as will the connections of those who have recommended you.
    • Linkedin recommendations are known for being overly positive and therefore not especially exciting. Focus requests for recommendations on people who can talk best about your skills, such as ex bosses and customers.
  2. Ask for introductions. Asking for an introduction to a person from a connection you already know if a fast and friendly way to grow your network. On the free version of LinkedIn, you have 5 free introduction requests.
    • If you browse the connections of one of your connections, you may invite them to become your connections. Only do this if you know the person professionally. You may also ask your connections to introduce you by sending your profile and a note to someone in their networks.
  3. Join and participate in LinkedIn groups. You can increase your network and your visibility by starting and contributing to discussions. Local groups will inform you of networking activities and events.
  4. Maintain and update your profile on a regular basis. This is your most visible professional profile. It will usually rank at the top of search engine searches for your name.

    • All of your information should be current and you should add occasional updates in the space provided.
    • Members of your LinkedIn network will be notified when you update your profile or add a new contact.
  5. Continue to build your network on a regular basis, adding new connections with a personal note of invitation. A good rule of thumb is to only add those connections who you could envision giving you a good recommendation. Think twice before adding connections who aren't too fond of you or any of your companies or businesses.
  6. Stay in contact with your connections. Respond to their updates by sending them notes of congratulations on a new position or achievement. The most important connections to nurture are the ones from previous jobs, or other people you haven't spoken to in years.

Finding a Job

  1. Know when LinkedIn can help you find a job. LinkedIn is at its best when you know exactly what you want to do, and just need to find the right people to talk to.
  2. Make sure your LinkedIn profile is accurate, updated, and showing you in the best light. Spend the most time making sure your profile has a concrete list of your achievements and notes the special skills, qualifications, publications and such that you have. If you have been quoted in the press, have a patent, or have a similar "wow" in your background, state it on your profile.
    • Lying on a resume is never a good idea, but it is worse in LinkedIn. Potential employers can use your own LinkedIn connections to check up on you.
    • Do not worry too much about filling out the recommendations and skills on your LinkedIn profile. Employers pretty much discount recommendations as being sappy and always positive. The skills are only useful for keyword searches.
  3. Know that an up-to-date profile can bring the jobs to you. Building out your profile with the right skills can on occasion make highly qualified jobs come to you, instead of the usual other way around.
    • It is still unlikely to get hit up out of the blue for a job, but it can happen. It mostly happens to people who have specific skills an employer is looking for.
  4. Find jobs posted on LinkedIn. You can simply go to the Jobs tab on LinkedIn to find jobs that may fit your preferences.
    • LinkedIn job postings are helpful, and you should look for them. Compared to free message boards, they tend to have higher quality jobs, and it is very unlikely that you would find anything unsavory or dangerous. Still, they are "just a job board."
    • LinkedIn searching is best if you have a specific skill that an employer is hiring for. You may find an employer looking for someone exactly like you.
  5. Consider signing up for LinkedIn Job Seeker premium. Job seeker premium is best for helping you find specific people and/or specific companies. It costs between USD$20 - USD$50 per month.
    • Job seeker premium lets you see the names of people at companies you might be interested in. Better yet, it lets you contact them directly via LinkedIn messaging (known as InMail.)
    • LinkedIn gives you only a few of these premium messages a month, so it is useful if you know exactly what you are looking for.
    • The other benefits of Job Seeker premium are not as helpful. Getting a badge as a Featured Applicant can actually be counterproductive, since recruiters might see it as you being desperate. So, again, better if you are looking for a specific position rather than just looking around.
  6. Use LinkedIn differently for jobs that are less specific. If you are looking for a job where there are a large number of people with similar skills (example: sales, office manager, CPA), you may find LinkedIn less effective.
    • For these kinds of less specific jobs, the key to using LinkedIn is to target specific companies you might want to work for, or use it to find people in your network to contact.

Recruiting

  1. Know what kind of candidates can best be found via LinkedIn. LinkedIn is very good at helping you:
    • Find candidates with very specific skill sets
    • Target people from specific companies
    • Reach out to people who are not currently looking for a job. (Passive job seekers.)
    • Hit up contacts of contacts. It is good for helping find friends of current employees.
  2. Know what kinds of candidates for which LinkedIn doesn't work as well. You won't do as well using LinkedIn to find people with:
    • Very general skills.
    • New college graduates
    • Hourly employees
  3. Ensure your company profile is set up and looks good. When you contact someone via LinkedIn, it will be natural for them to check out your company profile first thing, so you want them to find the information there helpful and putting the company in the best light.
    • Search LinkedIn to see your current company profile. For example, the wikiHow entry is here: https://www.linkedin.com/company/wikihow. Look at the "Careers" section in particular.
    • If the company profile is not to your liking, ask the right person at your company to update it. Your marketing people may have specific thoughts as to the content, so you want to keep them in the loop.
    • If there is no company profile, set it up from the Companies>Add a Company. You can then follow the prompts to verify your identity and fill out the sections for Overview, Careers, Product Pages, Employees and Statistics. Obviously, the part you want to flesh out is the "Careers" section.
  4. Post a job on LinkedIn. You can simply pay to list a job on LinkedIn without a recruiter account. It is not cheap, but will get you applicants. The quality of the applicants will be somewhat better than what you can find on Craigslist.
    • Similar to Craigslist, a job posting will be not as effective to recruit people in very high demand.
    • It will be effective if you have a specific skill set that lends itself to keyword search. As an example, if you want to hire a copy-editor in Sydney, you will find people can find you easily and apply. You have to ask yourself if you will get too many applicants (Salesperson in London) or no applicants (actuary in Marfa, Texas.)
  5. Sign up for a LinkedIn Recruiter Account. Recruiter accounts are very effective if you are trying to reach out to specific people. They are rather unmatched if you are trying to find people who are not currently looking for a job.
    • Recruiter accounts are expensive. The most powerful version approaches USD$10,000 per year.
    • You can find just the right person you are looking for, and contact them with a "LinkedIn InMail." InMails are opened most of the time; much more frequently than regular emails. Some people don't check their LinkedIn, though, so you probably want to follow with a regular email or phone call.
    • Reaching out to people who are not looking for a job can be amazingly effective in finding highly qualified candidates. Naturally, it will take longer, but you may find better people.
    • You also will see who viewed your profile, so you can tell which candidates are interested and you can follow up with them.
    • The hillbilly version of using LinkedIn for cheap is to find the person you are looking for on LinkedIn search, but then to contact them off of LinkedIn. LinkedIn is making that harder by hiding the family names of the people you are searching for. With a recruiter account, you see the person's full name and can contact them directly with an InMail.
  6. Know that LinkedIn is very effective in background checks. You will be amazed how quickly you can find people who know any candidate.
    • Check up on the references your candidate provided, to ensure they are who they are who the candidate said they are.
    • Find "backdoor" references using LinkedIn. Search for people with similar jobs at the company your job candidate came from, and you can find and reach out to people who can give you the true scoop about him or her.
    • Ignore the recommendations about your candidate on LinkedIn. They are useless; in fact, glowing recommendations mean nothing more than the candidate has been trying to get good recommendations.
    • The skills and expertise section is rarely helpful. It can be inaccurate, it might give you clues only if the candidate is stressing a skillset they don't really have.

Getting Sales Leads

  1. Know that LinkedIn is very powerful in getting sales leads. In particular, it can help you if you:
    • Belong to a company that is not well known
    • Can't always find the right person at a large company to sell to
    • Are looking for leads for big ticket items
    • Are selling to companies where nobody picks up a phone any more
  2. Know when LinkedIn cannot help you.
    • LinkedIn selling is somewhat limited if you are selling to individuals.
    • LinkedIn is great for finding leads. But if you are already in contact with the right people at prospect companies, it won't be very helpful.
  3. Consider signing up for a Premium LinkedIn sales account. The Premium accounts will help you find the right buyers and contact them.
    • When you search with a Premium account, you will be able to read the full name of the people you find in search.
    • Premium account holders can also send a limited number of "LinkedIn InMails" directly to the sales prospects they find. They are "guaranteed opened," meaning, if the person you are trying to contact does not open the message in seven days, your credit is refunded and you get to try with someone else.
    • Sales accounts cost USD$ a few hundred to USD$1000 per year.
  4. Determine the job titles of your sales prospects, so that you can search for them. LinkedIn search is pretty user friendly, but it still takes a bit of practice to get the right people to come back on the search.
    • You probably already know who the economic buyers for your product are, but you may not know what their job titles are.
    • For example, if you want to set up meetings with materials managers of food manufacturing companies, you simply set your search filter to show you people in food manufacturing with title material manager.
    • You may need to specify additional keywords to get the exact list of people you are looking for.
  5. Contact your prospects via LinkedIn InMails. InMails are messages sent via LinkedIn to the prospect you want to contact.
    • Consider hand crafting the message to the prospect. LinkedIn only gives you a limited number of InMails, and charges you for them, so you want to make each one count. LinkedIn fits the VITO letter model a lot more than the smile and dial model.
    • Remember that putting in a personal note referencing your connection to the prospect increases your success dramatically.
  6. Don't waste your InMails. Since you only have a limited number of InMails, you may want to use other ways of contacting prospects that you can find without LinkedIn. You can try:
    • Guessing their email address.
    • Using a lead database.
    • Phone call
    • Facebook messages. Facebook also charges for premium emails, but sometimes it is pretty cheap.
  7. Use LinkedIn for reference selling. LinkedIn lets you see the contacts of your contacts, some of which could be sales prospects.
    • Make a list of your happy/reference customers who might introduce you to their friends.
    • Add these customers as connections on LinkedIn.
    • Browse your customers' connections. You will find some connections that could also be sales prospects for you.
    • You can approach these new prospects in several ways. You can hit them with an InMail, do a LinkedIn introduction request (which does not count against your InMail quota), contact them offline, or ask your customer for an introduction.
    • Note that adding your customers as your connections can have risks. A clever competitor sales rep might be able to see who you are connected to unless you set your privacy correctly. You can avoid this by Hide-Connections-on-Linkedin

Building Your Personal Brand

  1. Appear on Google and other searches. LinkedIn displays how often your profile appears in search, and what people are looking for when they find you.
    • By adding more details about what you are doing, you can directly see how many more people are finding you online.
  2. Don't add people you don't know, but continue to build out your contacts. The more contacts you add, the more people will see your updates.
  3. Post updates to your LinkedIn contacts periodically. They tend not to be commented on like a Facebook post, but they are widely read. Use the same caveats as in any social media posting.
  4. Contribute to the right LinkedIn groups. The most important posts you can make to spread your personal brand are to LinkedIn groups that consist of professionals like yourself. They are most likely to be interested in what you post, and take action (should you want them to).
  5. Know that the most visibility you can get is if LinkedIn designates you as an "Influencer." Influencers can have followers and their posts can be featured on LinkedIn Today.
    • Influencers also can write mini blog posts that include images, which also boosts your readership.
  6. LinkedIn's criteria for becoming an influence has been changing, and is currently officially closed.[1].
    • There are ways to show LinkedIn that you are an influencer. You can tie your personal blog to LinkedIn so LinkedIn knows your readership carries over to LinkedIn.
    • If you want to try to become an Influence, you can email to influencers@linkedin.com. Another good method is to hit someone who works at LinkedIn with a LinkedIn message.



Tips

  • LinkedIn reports that users with complete profiles (photos, resumes, specialties and recommendations) are 40 times more likely to be offered opportunities through the network.
  • Basic LinkedIn membership is free. Additional levels with increased features, such as enhanced profiles, are available if you wish to upgrade.
  • Write your LinkedIn profile statement, description of previous employment and specialties using keywords that prospective employers or clients would be likely to use in a search.

Warnings

  • Keep information on your profile professional. Use other social media venues for hobbies, family updates, political discussions and other personal use.
  • Select connections with care. Your connections will be able to see who's on your network and will take that as an implied endorsement of that person. Additionally, you will dilute your network if you add people indiscriminately to build a large list.
  • Avoid "spamming" connections with constant updates that will not be useful or relevant. This will make you an annoyance rather than an asset to your LinkedIn connections.
  • There are people who call themselves "LIONs" who seem to enjoy accumulating tens of thousands of connections. It is annoying, because they obviously don't know the people they are connected to.

Related Articles

Sources and Citations

  1. ↑ http://help.linkedin.com/app/answers/detail/a_id/36307
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