Sales

Don’t Neglect This 2019 Professional Resolution

Don’t Neglect This 2019 Professional Resolution

We’re all familiar with the “New Year, New You” types of resolutions that crop up as January approaches. For 2019, why not apply a twist to that concept: instead of vowing to refresh your wardrobe or raise the bar on your workout regime, try revitalizing your LinkedIn profile with fresh feedback…Start by identifying four people in your network whose LinkedIn recommendations would add important insights to your professional experience and highlight four additional people in your circle worthy of a little professional love.

Featured on the Richardson Financial Podcast

I had the fortune of being interviewed by the well-respected Will Richardson, based in San Francisco, on his Richardson Financial podcast. Below is a brief of what we covered. Listen and share!

• Lindsey talks about LinkedIn as a business tool and why it is so important to be relevant in today’s digital landscape. She shares insights about many of the recent LinkedIn changes, including specific recommendations to immediately implement.

• Lindsey shares great tips on how to build a strong LinkedIn profile and how to build an intentional network. She discusses with Will how to create a profile that stands out and why personalizing your outbound communication is so important.

• Lindsey gives her review on which LinkedIn subscription you should consider.

• Lindsey shares how she has worked with hundreds of financial advisors and managing partners and has a solid understanding of the compliance guidelines and use of Hearsay Social in the financial services industry. With that, she shares how we can work with her to build our profile, train us on how to use LinkedIn and/or bring her in for a speaking engagement.

Excuse me, Mr. Benjamin...

What do LinkedIn and Benjamin Franklin have in common? They make your piggy bank a little heavier…

Welcome to the family: LinkedIn Salary.

You can now get a gauge on average salaries through LinkedIn’s newest product. Here is what we know so far:

Who is LinkedIn Salary for?

·     Job seekers: Discover your earning potential

·     Professionals who are hiring talent: Offer competitive compensation

Bookmark this page on your web browser: LinkedIn Salary. Over time, more and more data will become available, including bonus and equity data for specific job titles.

What insights are available in conjunction with salary?

Average salaries will vary based on:

  • Location
  • Industry
  • Company size
  • Education level
  • Field of study
  • Years of experience

The insights available are based on member input. Also, remember this product is in its infancy. For example, at the time of this post in the screen shot below, I searched for Sales Manager salaries in the Greenville, South Carolina area and the data provided is based on only 42 LinkedIn members within the last 12 months. 

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What do you need to have access to LinkedIn Salary? LinkedIn Premium

LinkedIn Salary is included in a LinkedIn Premium subscription. However, if you are a basic/free member, you can purchase LinkedIn Salary for $29.99 per month.

The current plan is to roll LinkedIn Salary out globally in 2017, but today it is available to LinkedIn Premium members in the U.S., Canada and U.K.

Don’t have LinkedIn Premium? Watch this brief video on LinkedIn Salary:

If you are sourcing, recruiting and hiring top talent, make sure the compensation you are offering potential candidates is competitive. Keep your eye on LinkedIn Salary as another tool to stay relevant.

Be more prepared to talk about your earning potential when you go through the interview process. Use LinkedIn Salary in combination with Glassdoor (although, I foresee LinkedIn Salary replacing it soon) to prepare the ‘money conversation’ with your future employer.

The possibilities for this product are great. As LinkedIn puts it,

“We hope to give professionals around the world access to salary data they can trust, so they can make more informed decisions on where to work, what to learn, and how to evolve their careers.”

What's New? LinkedIn Learning

LinkedIn’s hot new product has rolled out!

Individuals: Develop your skills | Organizations: Cultivate your talent

LinkedIn Learning has officially opened its virtual doors a year and a half after LinkedIn’s acquisition of Lynda.com. With more than 9,000 courses and 25 new courses added every week, LinkedIn Learning is aiming to be the preferred eLearning portal to close the global economy’s skills gap. This focus attributes itself perfectly to LinkedIn’s vision of developing the world’s first economic graph.

To start, LinkedIn Learning is offering its courses in English, but Spanish, French, Japanese and German are in the development queue.

“Learning and development has become one of our most important priorities. Increasingly predictions of tech displacing workers are coming to fruition. The idea that you can study a skill once and have a job for the rest of your life—those days are over.” Jeff Weiner, CEO of LinkedIn

As of the publishing of this post, LinkedIn Learning is available to individuals and organizations with 5+ employees.

Individual Access to LinkedIn Learning

As an individual LinkedIn member, you can access LinkedIn Learning via two ways:

  1. Free LinkedIn members can pay $29.99 per month to access LinkedIn Learning (or save $5 per month if you subscribe annually)
  2. Business Plus & Executive Premium Subscribers have access to LinkedIn Learning included in their memberships

Have you used your free trial of LinkedIn Premium? If not, give it a try and get access to LinkedIn Learning while you are at it. Make sure you also know the other features you have access to with your Premium subscription so that you can make the best use of the trial. 

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To access LinkedIn Learning from LinkedIn.com, simply hover over Interests and click on Learning from the drop down menu. LinkedIn Learning will populate in a new window. I recommend bookmarking this page so you can easily access it in the future.

LinkedIn Learning wants to recommend the courses best suited for you. So, it is recommended that you manually add skills and subjects that are most important to you.

Topics are accessed via the top right corner of LinkedIn Learning and are divided into three main categories: Business, Creative, and Technology. 

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Upon completion of a course, LinkedIn Learning will give you the opportunity to add the course and associated skills to your profile. 

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You can also add this information manually later. Another option is to share with your network via a posted update that you completed the course. The interface is incredibly intuitive and allows you to see courses in progress, saved courses, completed courses, and the skills you have selected as important to you to develop.

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As one of LinkedIn’s ten mobile apps, you can also install the LinkedIn Learning mobile app to have quick access to tutorials when you are on the go.

Note: As of the publishing of this post, Sales Navigator does not include access to LinkedIn Learning. Don’t agree with that? Tell LinkedIn via the feedback button on the bottom right corner of your LinkedIn.com account.

Company Access to LinkedIn Learning

Companies are not only vying to attract extraordinary talent, they are also competing to retain the current top talent they have today. LinkedIn Learning can be the new differentiator between who is staying and who is going to your organization.

All content is curated and conveniently accessible. Here is a current list of the content library within LinkedIn Learning for organizations.

Why should organizations consider using LinkedIn Learning?

·     Keeping your team’s skills current to stay competitive

·     Create customized learning paths that fit what your team needs

·     Monitor adoption, engagement and progress via reporting tools

Which groups are a good fit for LinkedIn Learning?

·     Entire companies and teams

·     Higher education and libraries

·     Governments

LinkedIn Learning appears to be a great launch for LinkedIn with tremendous potential to truly make an impact on the professionals and organizations that embrace it.

Have you tapped into it? What do you think?

Part 4: Intentionally Connect

According to LinkedIn, “Data about your relationships referring to connections is the acceptance rate of your connection requests. If a member sends too many invites and less people accept it, then it would impact SSI.”

That’s it. Or is it?

Proactively building your network takes intention.

While there is certainly validity to having a larger network, I believe that the quality of our networks is more important than the sheer number of LinkedIn connections. That said, you probably know more people that you realize. Think about it: Clients, vendors, prospective clients, networking contacts, current colleagues, past colleagues, community connections (i.e. via organizations you serve), and don’t forget about your alumni network.

The more people you are connected on LinkedIn, the more visibility you get into your second and third level connections; this could translate to getting one person closer to connecting with your those decision-makers.

Here are some numbers to consider:

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We have made it to the finale: “PART 4: Intentionally Connect,” of my four-part series on using LinkedIn’s Social Selling Index score to benchmark your progress on LinkedIn and improve your engagement to yield more conversations for your business.

In case you missed them or need to reference back:

PART 1: It’s More Than You Think (includes “Profile Facelift: 10 Updates in 10 Days”)

PART 2: The Perks of Stalking (includes sophisticated Boolean searching tips)

PART 3: Proposals Before Nuptials (includes ideas for LinkedIn Groups to join)

Before reading further, it is time to re-calculate your SSI score. Remember LinkedIn is updating this weekly.

STOP. CLICK HERE. CALCULATE YOUR NEW SSI SCORE (and all four quadrants).

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Build Relationships: 25 points

·      Connections

·      Acceptance rate of your connection requests

I. Are you intentionally building your network?

Earlier in this post, I mentioned eight different groups of professionals who you may consider adding to your LinkedIn network. So, what should your network break out look like? Here is a suggested breakdown (+/- 5% for each category):

  • 85% people you know (clients, colleagues, networking contacts, community connections, vendors, professional acquaintances)
  • 10% people you don’t know yet, but are intentionally pursuing
  • 5% friends and family

This is how I approach my network, but it is simply a suggestion. I know colleagues who consult on LinkedIn like I do and they believe in ‘the more the merrier’ approach to their LinkedIn network because it increases their visibility exponentially. The reason I choose the former strategy is because I am in the business of connecting people. I know that I can more authentically introduce people and give back to my network when I know the people who actually make up my network.

You will have a higher invitation acceptance rate when you take my approach too because, again, you know the people you are inviting to join your network.

TIP: If too many people ignore (aka decline) your invitation and mark that they do not know you, you may be required to put in an email address every time you want to send an invitation. Remember these declines will also lower your “Build Relationships” quadrant of your Social Selling Index score.

II. Are you proactively building your network?

When should you send an invitation out? Before a meeting or after a meeting are the two options I stick with to keep me accountable to using LinkedIn as another touch point in communication.

While I am becoming a bigger fan of the mobile app, I never send invitations out through it because (as of the publishing of this post) there is not a way to personalize the invitation. Personalizing invitations is critical to increasing the likelihood of getting it accepted. Make your LinkedIn invitation stand out in their inbox.

LinkedIn celebrated their thirteenth birthday earlier this year and while they have crossed into their teenage years, they have not matured their standard LinkedIn invitation…We all know it:

Jack, I’d like to add you to my professional network on LinkedIn.

This is so boring, unoriginal and may not warrant an acceptance. That’s why the only blue connect button you should ever click in LinkedIn, is within someone’s individual profile. This guarantees that you will have the opportunity to personalize you message to them.

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I have formed the habit of always selecting “We’ve done business together” along with my current position. I know that LinkedIn will not show the recipient this is the option I select, it is simply where I work, and I know that if I select “Friend,” “Other,” or “I don’t know” too many times, LinkedIn will eventually require me to put in an email address for every invitation I send out.

Use an invitation as a reminder for an upcoming meeting: “Sarah, looking forward to our meeting next Tuesday at 9:00am. Let’s connect.”

Use an invitation as a follow up after a meeting: “John, thanks for your time earlier today. Looking forward to working together. Let’s connect.”

Don’t overthink it. Keep it simple, but connect the dots for them.

Next Steps & Accountability

Building relationships on LinkedIn is remembering that LinkedIn is an online networking tool. It is a platform to connect with people who you are doing, have done or want to do business with. It is a supplement to your current business process and another touch point to stay top of mind with the professionals who matter to you the most.

Be proactive. Be intentional.

Where is your LinkedIn Social Selling Index score the lowest?

  1. Creating a professional brand
  2. Finding the right people
  3. Engaging with insights
  4. Building strong relationships

Focus on improving one quadrant at a time. Check your LinkedIn SSI score weekly to see if that quadrant score is increasing. Then, move on to the next quadrant that needs your attention.

Need accountability? Comment below with your SSI score and let’s track it as you make progress.