6 LinkedIn Experts Share Secrets to Success

Research shows that companies who are using LinkedIn to leverage their networks, generate leads, and enhance customer relationships are getting phenomenal results. Here's 3 main statistics to consider..

1. The average number of people within an organisation that influence B2B purchasing decision is 7
2. 1 out of every 3 professionals in the world are a member of LinkedIn
3. 75% of B2B buyers use social media to make purchasing decision

This website that you're reading this post on, is the largest networking party in the world with over 450 million business professionals.

If you don't need to market because your business is all through "word of mouth", you can not afford to ignore the internet because LinkedIn multiplies your networking leverage in a massive way. Industry leaders are quickly establishing their position as thought leaders online and taking market share and the growth has only just begun.

In the time you could have a chat to 30 people at a networking function you could establish 300 well-executed "digital handshakes". Let's hear form some of the industry leaders in social media including the owner of the largest LinkedIn strategy group and also a representative from the platform itself. 

When I first started training people on how to use LinkedIn, I based the learning outcomes I delivered on "street smarts", Back in 2012 there wasn't a huge amount of information readily available to sales professionals on how to leverage social media effectively, LinkedIn was primarily a recruitment tool and so by default akin to a database of resumes. 

However, I did identify those who were leading the industry and made contact with them in the early days which has ensured that we are well-resourced and stay ahead of the curve as the industry develops and technology evolves - some of these people are joining me today as contributors.

I'd like to thank the LinkedIn experts that contributed to this article and for those of you that would like to connect with them, I've included their details below the article. We are joined by Nate Kievman (Linked Strategies), Melonie Dodaro (Top Dog Social Media), Logan Nathan (SolomoIT), Jo Saunders (Wildfire Marketing) and Dennis Sidiropoulos (LinkedIn).

Q: What is the #1 thing most sales people do wrong on LinkedIn?

Logan: The profile is not updated to get the attention they deserve! Transparency is the first step to building the Trust with your network connection. 

?Jo: Jump straight into selling mode. Relationship building via LinkedIn don’t start with ‘Buy My Stuff’ posts or direct messages.

We have limited time, but not investing in getting to know a person, their values and how you can help them (without any sales strings) is shooting yourself in the profile. 

Q: What's more important quality or quantity when it comes to your network?

Logan: Without doubt quality of your connection! Remember the ultimate aim here is to get the referral and it is only going to come from your quality of connections!  

Jo: There are reasons to constantly grow your network, as the more connections you have, the bigger your network and the potential for visibility and engagement is there. BUT, please focus on building a quality network of people you know or want to know, who you are interested in and actually want to build relationships with. My first point is to highlight the act of always be in action, connecting and building, but be strategic and human about it. Don’t be a LION! 

What do you see changing over the next couple of years in the social media world?

Logan:

1. Individual Profile is rated based on their contribution to community! This will create a healthy 'Thought Leadership' network community!2. Create an opportunity for 'qualified' individuals to earn money if they share the 'appropriate' paid ads! This will also create a 'win-win-win' for all (Advertisers, Social Media Platform and Qualified Users). This already started to happen via 3rd party providers using Twitter! I would like to say the platform owners taking this on! 

Jo: I see LinkedIn playing in an even bigger role in our personal and business brands, but I see people being more strategic in how they invest their time across each network. I would like to see LinkedIn become more dynamic and user friendly, and more customizable in features. 

There is also a lot of mystery around how to effectively use LinkedIn Groups and Nate Kievman is the leader of the largest LinkedIn related group; Linked Strategies. 

Should all users aspire to start and build a linkedin group?

Nate: Anyone interested in building a community of people for influence, should consider building a LinkedIn group, but only if they have a way to entice them into their own personal email list. Groups on LinkedIn are a great place to put "all the fish in the pond" so to say, but engaging them once they are in is an entirely different model.

They will begin to sell our data more to outside firms for greater profits. They will see a decline in use due to 2 or 3 very powerful upstart platforms as well that focus more on customer service to it's members.

Depending on your target market, this will determine how engaged users are. Groups with job seekers naturally have engaged groups, or those after consultants, coaches, trainers, solopreneurs, etc. Those members are active because they are looking for business or networking opps.

However, if your target market is executives, don't expect much engagement, you need to private message them, get them in your email list with good content, and great webinars!

Some great points raised here and I hope this has helped provide a balanced overview from the leaders in this space. Special thanks to Jo, Logan, Nate, Dennis and Melonie for contributing.

I've include their contact information below for anyone that wants to get in touch with them. I look forward to any additional comments and insights.

Featured Guests:

Jo Saunders 

Wildfire Social Marketing 

www.wildfiresocialmarketing.com

Melonie Dodaro

Top Dog Social Media

www.topdogsocialmedia.com 

Logan Nathan

SolomoIT

www.solomoit.com.au 

Dennis Sidiropoulos

LinkedIn

www.dhirubhai.net 

Nate Kievman

Linked Strategies

www.linkedstrategies.com 

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About the Author
Nathanial Bibby is the Managing Director of Bibby Consulting Group who have assisted over 4,000 companies with their lead generation strategies. He has consistently been at the forefront of the digital age, and Australia's leading authority on social selling and LinkedIn Marketing. 

Click here to connect with Nathanial on LinkedIn

www.bibbyconsultinggroup.com.au

LinkedIn Training | Lead Generation | Social Media | Digital Marketing