How to attract more clients via LinkedIn

Commercial finance brokers – indeed, all finance professionals – need a strong personal brand. Because the more people who know you and the more credibility you have, the easier you’ll find it to generate leads and attract referrals.

LinkedIn is a great way to build a strong personal brand, as I explained during a speech I delivered at a Commercial Lending Young Professionals event.

I told the brokers in attendance that there are four steps you must follow to build a strong personal brand on LinkedIn:

1. Send ten connection requests per day?

Reach out to potential clients, potential referrers and people in your industry every day, so you steadily grow your network and expose yourself to more people.

2. Publish at least one piece of content per week

Every LinkedIn post you publish allows you to get in front of potential clients and referrers. So the more content you publish, the more visibility and credibility you build.

Whether you publish news posts, educational posts or a combination of the two, make sure your content is aimed directly at your target market and positions you as an expert.

Commit to publishing at least one piece of content per week – although if you could do three or five or even seven per week, that would be even better.

(Writing LinkedIn content can be tricky and time-consuming. But Hunter & Scribe can help. We write LinkedIn content for finance brokers throughout Australia. Get in touch to discuss how we could help you build a strong personal brand.)

3. Leave at least one comment per day on other people’s posts?

Commenting on other people’s posts is a great way to build relationships with potential clients and referrers, because it makes you very visible to them (as most people pay close attention to those who comment on their posts).

Furthermore, every time you comment, the people in your network see the comment … as do the people in the poster’s networks. So that further increases your visibility.

Just make sure you avoid thoughtless comments that anyone could make (e.g. “Great post!”). Instead, leave meaningful comments that showcase your expertise (e.g. “The federal government's proposed tax incentives for build-to-rent projects should stimulate much-needed residential construction, but will make only a modest contribution to solving the housing supply problem.”). That way, you’ll impress everyone with your knowledge.

4. Play the long game?

LinkedIn is not a get-rich-quick scheme. It takes at least six months to gain traction on LinkedIn, but more often 12 months. That’s why you have to follow this four-step process on a regular, ongoing basis.?

Otherwise, you’ll be like the person who does a dozen sit-ups, wonders why they don’t suddenly have a flat stomach and concludes that exercise doesn’t work. Exercise does work – just not that quickly.?

You need to go to the gym on a regular, ongoing basis to lose weight. And then, once you’ve become fit, you need to keep exercising on a regular, ongoing basis, otherwise you’ll recede to your former condition. LinkedIn works the same way.

If you need help writing LinkedIn content and building a strong personal brand, contact me on nick@hunterandscribe or 0404 638 781.