Ever wondered how to get in front of the right people on LinkedIn and how to generate new business leads very quickly? This report details the first few essential steps in getting yourself in front of the right people on LinkedIn

1. GETTING IN FRONT OF THE
RIGHT PEOPLE QUICKLY AND
EFFECTIVELY WITH
By Dean Packham, Front Page Solutions Ltd

2. Disclaimers/Legal Notifications
Copyright © 2014 by Dean Packham, Front Page Solutions Ltd.
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3. Quick Summary
You are reading this because you are looking for a way to connect
with potential customers or business partners quickly and effectively.
These ideas have within my own business and within the businesses
of my clients. Results will vary depending on:
 How well you define what you do
 How well you define what you can offer
 How well you initiate contact with your prospects.
This will put you in front of many potential customers if you are
willing to TAKE ACTION.
If you think it will work but don’t have the time available/don’t want
to take action, find out about our consultancy service.
Why LinkedIn?
 Over 200M members worldwide.
 Ability to target your market quickly and easily.
 Provides a forum to interact with your target market.
 It’s about business, so unlike Facebook and most other social
media, people actually want to talk about business!
 LinkedIn can yield quicker, cheaper and more effective results
than other forms of social media or even search engine
optimisation.

4. Your story, why your story is important and how to use it to set up
your LinkedIn profile
Let’s start with your story!
Your LinkedIn profile should be “your story” and not your
CV/resume. People buy from people, so it is important for your
LinkedIn profile to be set up in a way that shows you as a person,
with a unique and interesting story!
Important questions to ask before you set up your LinkedIn profile
 What does your target client look like?
 If you were in front of a potential client, what would you say
and what words would you use?
 What benefits do you offer to a potential client?
 Why would anybody want to do business with you?
 What is your unique selling proposition/makes you different or
better?
Exercise 1
Think about some answers to the questions above and write them
down on a piece of paper or Word document. Ask colleagues or
existing customers for their feedback as well.
What does your target client look like? What industry are they in,
what demographic, age group, position within the company, etc.
What would you say? What words would you use to attract them?
Most people fall into the trap of telling their potential clients what
they do rather than how they can help. For example, if you are a
mortgage broker, telling them you can help them buy a house is
more important than quoting interest rates and lenders!

5. What benefits do you offer? How can you help them? For example,
if you are an accountant and they have searched for accountants and
the other LinkedIn profiles say “I can do your accounts” and you say
“I can save you money”, who do you think they would be more likely
to choose?
Why would anybody do business with you? Do you have
recommendations from others, professional qualifications, etc?
What is your unique selling proposition? What can you offer that
nobody else can?
So now you should have some answers to the questions above and
can move on to Exercise 2:
Each of the points below MUST be addressed if you want
your LinkedIn profile to stand out and be properly
optimised to attract potential clients:
 Your LinkedIn profile is your shop front and needs to tell your
potential clients what you can do for them (treat it like your
own personal website).
 Your LinkedIn profile needs to be optimised properly with
keywords so that people searching for your skills find you (and
not somebody else).
 Your LinkedIn profile needs to be 100% complete – this is
because the LinkedIn/Google search engines like 100% profiles.
Go into LinkedIn and click on Home. Take a look at:
 Who Viewed Your Profile?
 YOUR LINKEDIN NETWORK
This shows the level of exposure you currently have on LinkedIn:

6. LinkedIn Profile Checklist – make sure you address each of these!
 Professional headline: what benefits you can deliver, not your
job title.
 Photo – make sure you have one to personalise your profile.
 LinkedIn URL: personalise it and make your profile visible to
everyone.
 Summary (Professional Experience and Goals): Personalise this
with a focus on the benefits you deliver. DON’T JUST COPY
YOUR CV!
 Recommendations – ask for them. People look for proof that
you can deliver before they want to do business with you.
 Experience – tell a story rather than just copying your CV. Think
about the benefits you delivered in previous roles.
 Current position:
o Make your contact details clear and offer to network with
anybody.
o Write a couple of paragraphs “About Me”.

7. o Write a couple of paragraphs “What I Can Do For You”.
 Certifications
 Skills and Expertise – use all 50, these act as keywords.
 Education
 Additional Information – as much information as possible. You
want people to find you.
 Personal information – you want people to be able to contact
you.
We are looking for a 100% complete profile. Although this is by no
means perfect, my profile gives you an idea of how to make your
profile read more likes sales copy than a CV/resume
Exercise 3 – Now for some keywords
1. Go to Google Keyword Tool and enter keywords that relate to
your business.
This will provide a list of keywords for your business. Make a note of
these keywords and think of others that may be relevant.
2. Insert these keywords into your LinkedIn profile, ensuring that
they are used only in context.
Exposure + conversion = success
 Make sure you have a call to action.
 Make sure your LinkedIn profile reflects your personal brand
(how you are different and/or better than your competition).
By now you should have a decent LinkedIn profile, so the
next step is to get some traffic to it!

8. Getting LinkedIn Connections
Quality and Quantity are important.
You need quality connections in the industries you are targeting.
You also need quantity connections, who may not relate to the
industries you are trying to target!
Let me explain – when you connect with somebody on LinkedIn, their
contacts and their contacts contacts can see you on LinkedIn.
An example may help – let’s say you have 10 connections and each
of them have 10 connections. These connections then have 10
connections each. So at this point your total “reach” is:
10 x 10 x 10 = 1,000 people.
This means that you can see the profile of 1,000 people and 1,000
people can see you! Sounds good so far, but the problem is that
LinkedIn has over 200,000,000 members, so at the moment only
0.0005% of the entire LinkedIn population can see you!
So what would happen if you connected with 100 connections, each
of these had 100 connections and they were each connected to 100
people. At this point, your total reach would be:
100 x 100 x100 = 1,000,000 people.
Hooray, you are now connected to 1,000,000 people – but this is still
only 0.5% of the entire LinkedIn population!
So we need to increase your connections quickly! You can’t just
contact anybody because they could accuse you of spamming and
get you banned from LinkedIn.

9. Fortunately there is a solution!
Imagine if there was a website full of “open networkers” – LinkedIn
users who are happy to connect with anybody? Well fortunately
there is, and it’s free to join!
Go to www.toplinked.com and register as a new user.
Go into Build Your Networks and Click here to go to the download
page for the Invite Me List for LinkedIn
Select a spreadsheet and open the file. Highlight the names and click
copy. Then go into LinkedIn and:
 Select Connections
 Add Connections
 Any Email
 Invite by individual email

10. Then paste the email addresses from the spreadsheet and click on
Send Invitations.
Simple! You now have 200 invitation requests on their way to “open
networkers”. When each one accepts, you will get access to their
connections and their connections, and more importantly, these
people will start to see you on LinkedIn.
The main objective here is to reach connections of connections! This
will boost the number of times you get searched for on LinkedIn
How often should you repeat this exercise?
It’s up to you but I would suggest a couple of times a week. You will
then be sending out 400 invitation emails a week, grow your list of
connections and get more LinkedIn traffic.
How To Get “Quality” Connections on LinkedIn
Start to grow your quality connections after you add “quantity”
connections. Why? Because you will then be able to search for more
potential customers as they get added to your visible network.

11. Start by making a list of:
 Who do you want to connect with as a potential customer?
 Who do you want to connect with as a potential business
partner/referrer?
Brainstorm this for a few minutes. Are you interested in CEOs, MDs,
directors, business owners, etc? Once you have a list you can start to
find these people on LinkedIn and invite them to connect.
Go to “People” and “Advanced” at the top of your screen:
You can be as specific or general as you like, but probably a good
idea to filter by keyword or location as a starting point. If you are
looking for company directors only, enter:
“company director”
into the keywords box.

12. If you are interested in “company directors” or “MDs” then enter:
“company director” OR “MD”
into the keywords box
If you are interested in “company directors” who are also “MDs”
then enter:
“company director” AND “MD”
into the keywords box
Play around with the advanced people searches and see what kind of
results come up. If you have entered the right filters, you should start
seeing some interesting people!!
Warning and disclaimer!!
If you do what is detailed in this document you will have a properly
optimised LinkedIn profile and will start to generate traffic on
LinkedIn. Depending on the follow-up conversations you have with
new connections, you should start to get some business from these
relationships.
The purpose of this document is to give you a good foundation – a
shop window that is worth looking in.
My next report will provide strategies to reach your customers
quickly through LinkedIn. Taking what you have learned in this
document and applying it in the right way, you will learn how to
generate leads for your business, quickly and consistently.

13. The strategies I teach are repeatable, scalable and transferable to
almost any B2B business.
If you would like to find out more about our “Done for You” LinkedIn
profile makeover service then email me here.
From time to time I run webinars and face to face courses, so if you
are interested in seeing what is coming up, then click the link below:
Webinars and courses to walk you through getting business on
LinkedIn