Gelman, Rosenberg & Freedman LinkedIn Learning Lunches
Generating Leads with LinkedIn
Jennifer Disharoon, MBA
Alina Stone
Marketing Director
Marketing Coordinator
1. Optimize your profile for connecting Your profile should be written with the buyer in mind •
Strong tagline and personal description
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Title clearly describing your role
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Include a company description
Think about what is important to the buyer (what issues must a controller/CFO/finance staff tackle) and the solutions YOU provide. Example: As an auditor specialized in serving charities, associations and foundations, I help nonprofit organizations beyond compliance. My goal is to add value to the engagement by offering best practice solutions that help clients better manage their organizations. GELMAN, ROSENBERG & FREEDMAN Certified Public Accountants
www.grfcpa.com
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2. Focus on expanding your network Add new contacts regularly •
Frequently check out “People You May Know”
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Scan your connections’ connections
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Import your email address book
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Look through your Facebook friends, join alumni groups
BUT: Only connect to people you actually know. If it’s someone you don’t know, ask for an introduction. GELMAN, ROSENBERG & FREEDMAN Certified Public Accountants
www.grfcpa.com
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2. Focus on expanding your network Being Proactive is the Key •
Add new acquaintances promptly (conferences, meetings, presentations, webinars, networking events, etc.)
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Download the LinkedIn app for access on-the-spot
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Follow up • Follow up just as you agreed face-to-face • Send an article or news item of interest • Share an invitation to an upcoming GRF webinar (or link to a past recording)
GELMAN, ROSENBERG & FREEDMAN Certified Public Accountants
www.grfcpa.com
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2. Focus on expanding your network How to Ask for an Introduction •
Keep your requests to 2nd degree max
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State your intent clearly, but always give an “out”
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See how you’re connected
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Use the LinkedIn mobile app to request an introduction
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OR email or call separately and suggest a meeting
GELMAN, ROSENBERG & FREEDMAN Certified Public Accountants
www.grfcpa.com
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2. Focus on expanding your network How to Ask for an Introduction •
Come up with an interesting subject line • No one wants to click on “Need an introduction”
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Provide specific information on how you know each other • “We met for coffee before GWSCPA’s Nonprofit Symposium last year.”
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Be as specific as possible about the reason you need the introduction • Why you’re reaching out to that connection in particular, your ideal outcome of the introduction, etc. • “He’s the CFO of a nonprofit organization whose board I’m trying to join.”
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Be kind about any deadlines – remember, this is a favor
GELMAN, ROSENBERG & FREEDMAN Certified Public Accountants
www.grfcpa.com
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3. Current clients beget new clients Connect with your clients TODAY •
If you take away nothing else from this presentation, connect to all of your clients via LinkedIn now
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Follow their company page as well as their executives’ pages
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Active engagement with clients is visible to potential prospects in both networks (yours and the client’s!)
TIP: When clients post an update of note – an award, an accomplishment, something similar – comment, like, or share (or all three). If they don’t post it on LinkedIn, take the initiative and post it yourself! Don’t forget to mention them. GELMAN, ROSENBERG & FREEDMAN Certified Public Accountants
www.grfcpa.com
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4. Stay actively involved Active involvement keeps you top-of-mind •
Refer to previous webinar, Active Involvement
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Posting updates propels you to the top of all of your connections’ feeds
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Ensure your posts share information of value – avoid anything pitchy
TIP: Check out the “What people are talking about now” section of your Home screen – but be wary of politics. GELMAN, ROSENBERG & FREEDMAN Certified Public Accountants
www.grfcpa.com
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5. Join groups Thousands of LinkedIn groups are available •
Nonprofit and international accounting
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College/high school alumni
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DC-area or Bethesda-area
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Other interests (example: women’s leadership)
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The “groups” directory https://www.linkedin.com/directory/groups/
TIP: Join the conversation and you’re immediately “an expert”. GELMAN, ROSENBERG & FREEDMAN Certified Public Accountants
www.grfcpa.com
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6. Set goals Make LinkedIn a habit •
Personal goal: Each day spend 10 minutes reading and post once
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Add 5 new connections a week (mine your connections and go back to your groups!)
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Join a new group each month • Look for opportunities to start new discussion posts or contribute to ongoing ones • Redirect to website or event page
GELMAN, ROSENBERG & FREEDMAN Certified Public Accountants
www.grfcpa.com
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7. Make a “lead list” Track Leads Through the Sales Cycle •
The tools offered by LinkedIn for tracking are related to Marketing campaigns
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Catalogue your progress in a spreadsheet, planner, or other system
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Use the Outlook calendar or other reminder to follow up on potential leads
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Ask for help and ideas!
Tip: Following up via email, phone call or in person (vs. LinkedIn) might get you better results.
GELMAN, ROSENBERG
& FREEDMAN Certified Public Accountants
www.grfcpa.com
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Articles for Further Guidance •
https://www.inc.com/jeff-haden/10-ways-to-generate-more-leads-and-referrals-from-linkedintues.html
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https://www.forbes.com/sites/johnhall/2015/05/10/4-steps-to-lead-generation-throughlinkedin/#240c20993fbf
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http://mikekim.com/linkedin
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https://smallbiztrends.com/2014/02/ways-use-linkedin-for-lead-generation.html
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https://www.quicksprout.com/2016/01/04/how-to-generate-leads-from-linkedin-through-6simple-steps/
GELMAN, ROSENBERG & FREEDMAN Certified Public Accountants
www.grfcpa.com
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Get In Touch
www.grfcpa.com twitter.com/grfcpas facebook.com/grfcpas 4550 Montgomery Avenue,
linkedin.com/company/gelman-
Suite 650N, Bethesda, MD 20814
rosenberg-&-freedman-cpas
(301) 951-9090
instagram.com/grfcpas/
Jennifer Disharoon, MBA
Alina Stone
[email protected]
[email protected]
(301) 951-9090
(301) 951-9090
Join us next time LinkedIn Learning Lunches LinkedIn Learning Lunches: Build Your Personal Brand Participants will learn how to: •
Write a narrative
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Develop a unique voice
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Discover an advantage
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Commit to a personal brand
GELMAN, ROSENBERG & FREEDMAN Certified Public Accountants
www.grfcpa.com
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