3 Ways to Leverage LinkedIn for Business Development

As a LinkedIn speaker and trainer, I continuously explore ways to maximize the platform for business development. My commitment to practicing what I preach has resulted in 90 percent of my new business leads originating from LinkedIn.

Here are three strategies for leveraging LinkedIn in your business development efforts:

1. Connect with those who've checked your profile

Undoubtedly, one of the most underutilized features on LinkedIn is checking who's viewed your profile. Regularly monitor this section and, if you spot someone of interest—whether a potential employer or client—extend an invitation to connect.

Make sure to personalize the invitation. Begin with: "I noticed you visited my profile on LinkedIn. After reviewing your profile, I believe we could both benefit by connecting directly." This approach initiates the conversation effectively.

2. Extend Birthday Wishes or Congratulations

Though lacking scientific proof, my experience suggests that the "seven touches" needed to close a sale have increased to 17 or more, thanks to social media and the cacophony of various marketing channels.

Leverage LinkedIn's "Keep in Touch" feature to express birthday wishes or congratulations on a new job or work anniversary to your connections.

Transform this into a business development tool. Reconnect with your connections, keeping yourself front-of-mind. From personal experience, I can attest that this approach effectively attracts new business opportunities.

Maintain sincerity and avoid being overtly promotional. Instead of saying, "Happy Birthday, Jim. Now, about that open sales position…" Take a more genuine approach.

3. Engage in Relevant LinkedIn Groups

In my view, LinkedIn groups serve as virtual chambers of commerce. If you want to initiate a conversation and connect with someone, participate in the groups they frequent on LinkedIn. Engage by liking or commenting on their discussions.

Identify a target customer's groups by visiting their profiles, and find them under the “Interests" section at the bottom of their profile.

While these strategies only scratch the surface of LinkedIn's potential for business development, they provide a solid foundation. Invest a few minutes in trying one, two, or all three of these suggestions—you might be pleasantly surprised by their effectiveness!

#LinkedInStrategy #NetworkingTips? #LITip

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Chuck Hester is a LinkedIn trainer and speaker, helping businesses get the most out of LinkedIn while teaching them how to communicate effectively. Contact him directly at [email protected] or invite him to connect via LinkedIn, to learn more about his one-on-one and group LinkedIn Executive Training or visit https://www.chuckhester.com