LinkedIn offers ample opportunities for financial professionals to grow their business. Currently, LinkedIn has more than 645 million users – an astounding number that presents a chance for you to gain new clients through networking, sharing your own content and connecting with members of the media and others who can help spread the word about your business and expertise.
But you can do more with LinkedIn than just “like” someone else’s status. Social media is a great way to build your client list.
Here are 10 tips to start using LinkedIn to grow your business.
Tip 1: Create a profile that highlights what makes you unique, and don’t be afraid to post
This may seem like a basic step, but when you create your profile, think about how you stand out from other financial professionals out there. Identify your niche as soon as possible. Make sure you’ve fully completed your profile and use the right key words so that someone could find you in an easy search. Add new skills and achievements as you earn them. And finally, don’t be afraid to post and share your own content and insights.
Tip 2: Determine your target market and cater your content to that market specifically
You won’t get far if you’re trying to be all things to all people. The internet is inundated with content, so it makes sense to target your LinkedIn posts (or blog posts if you’re blogging) to the audience you’re trying to reach, whether that’s millennials or baby boomers. Doing so will also make you more credible because you’re speaking the language of the market you’re trying to reach. And, of course, the retirement or life insurance information you’d give to millennials may differ from the insights you would share with baby boomers. Remember, young people spend plenty of time online, so LinkedIn is a great place to be if you want to reach them.
Tip 3: Prepare for meetings and research clients
LinkedIn is a smart way to read up on your clients (both existing and prospective). It’s also good way for you to discover your commonalities, such as interests, where they worked and went to school, and which contacts you both have in common. Doing this kind of preparation may help you land an initial client meeting and make your first meeting more personal.
Tip 4: Optimize your profile for search
In order to make sure your profile stands out during a search, use keywords that represent who you are and what you do. Think about what words or phrases a client would use when searching for your product, service or expertise. Two quick tips: Use your full name in the summary section for better search results and make sure you’ve written a headline that will engage and attract clients.
Tip 5: Use the “people you may already know" tool
When you’re at a point when you want to find new connections and clients, use LinkedIn’s “people you may already know” tool. When you send a connection request, take the extra time and write a personal note saying hello and mention how you know each other. Also be sure to regularly go through your personal contacts to add more connections.
Tip 6: Ask for recommendations
The best way to get recommendations (which are read often by prospective clients) is to ask your LinkedIn connections for recommendations using the “request recommendations” tool. Each time you request a recommendation, be sure to edit the default message and tailor it for the person you are requesting a recommendation from. Many people perceive recommendations on LinkedIn as more credible than those listed on a personal website. Note: If you are affiliated with a firm, be sure to verify whether this feature is allowed.
Tip 6: Send out personalized inbox newsletters
The compose message feature in your inbox is a great way to tailor emails to your LinkedIn contacts, and you can do so by geography and industry, for up to 50 people at a time. This is a smart way to build a presence and keep a rapport going with your contacts on LinkedIn.
Tip 7: Cultivate relationships with journalists to build exposure
Search LinkedIn for journalists and editors who cover your area of expertise and introduce yourself to them. Try to arrange an in-person meeting, if possible. If they see you as a reliable and credible source, they may contact you for insights and quotes to include in stories. This can help build your name and brand recognition.
Tip 8: Join groups
LinkedIn groups offer a simple method of meeting people and generating leads. They also make it easier to reach out to someone for a business connection when you’re both a member of the same online community. Make sure to join one or two groups that share your interests.
Tip 9: Advertise on LinkedIn
Advertising on LinkedIn is a great way to grow your business. A few options include: sponsored content, text ads and sponsored InMail.
Tip 10: Post at the right time
Some research shows that the best time to post on LinkedIn is in the afternoon on Wednesdays, in addition to Tuesday mornings. You might consider paying close attention to the time you are posting and what kind of engagement you’re getting at each time.
Looking for more ideas? Check out nine goals to set if you want to grow your business.
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