This is an excerpt of a presentation given by Karen Hollenbach, LinkedIn Training Specialist, to the RCSA business community about the key steps for client attraction and how to find better clients on LinkedIn
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How to Find Better Clients on LinkedIn
1.
2. The Outcomes We Want
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Reduce decision maker’s risk in
the research phase
Show you are ‘for them’ and
understand their issues
Make it easy to take the next step
3. Key Success Factors: Client Attraction
What Do You Want to Be Known For?
Who Are You Trying to Influence?
4. Understanding Profiling
“The act or process of
extrapolating information about
a person based on known traits or
tendencies”
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5. Primary LinkedIn Audience
Ideal clients
• You want more of these types of clients.
• Also known as the people you do your best work with.
• They pay on time, they trust you and they value you.
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6. Secondary LinkedIn Audience
Referrers
• They are advocates of your services and tell their friends,
colleagues and clients to contact you.
• They may be past or current clients, or have
complementary and non-competing businesses, and
service a similar client base to yours.
• If active on LinkedIn, they may* like & comment on your
LinkedIn updates.
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10. Your Action Plan
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• Get the team together to profile your primary and
secondary LinkedIn audiences
• Download our Profile Checklist & check for gaps.
• Partner with a colleague, review each other’s
profiles & tend to your LinkedIn garden
• Clean up your Profile’s newsfeed
• Optimise your LinkedIn Company Page
• Engage meaningfully
• Conduct client search & circling