Comprehensive Guide to LinkedIn | Alastair Banks | Skillshare

Comprehensive Guide to LinkedIn

Alastair Banks

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33 Lessons (1h 14m)
    • 1. LinkedIn Intro

    • 2. Social Selling LinkedIN

    • 3. Intro to linkedin

    • 4. My Journey LinkedIn

    • 5. LinkedIn Strategy

    • 6. Settings

    • 7. Headline LinkedIn

    • 8. Education

    • 9. Your Picture LinkedIn

    • 10. Summary

    • 11. Your Experience LinkedIn

    • 12. Profile Other LinkedIN

    • 13. Positioning LinkedIn

    • 14. Articles LinkedIn

    • 15. Your Connections LinkedIN

    • 16. Building Connections LinkedIn

    • 17. Building Connections Fast

    • 18. Groups LinkedIn

    • 19. Finding Groups LinkedIN

    • 20. Joining a Group LinkedIN

    • 21. Engaging in Groups LinkedIN

    • 22. Other Areas LinkedIn

    • 23. Asking Intro LinkedIN

    • 24. Invites LinkedIN

    • 25. Search LinkedIn

    • 26. Viewed Profile LinkedIN

    • 27. Notifications LinkedIN

    • 28. Alumni LinkedIN

    • 29. Weekly Routine LinkedIn

    • 30. Mapping Prospects LinkedIN

    • 31. Sales Person Company LinkedIN

    • 32. Sales People LinkedIn

    • 33. Thank You LinkedIn


About This Class

LinkedIn is the most powerful corporate social network for anyone in business or looking to forward their careers. Whether you're looking to generate leads, position yourself as a thought leader or simply improve your online CV, this course will help you immensely. 

The problem is that most people don't know how to use LinkedIn to their advantage. In this course I'll take it back to basics for you and show you exactly how to get the most from this amazing platform. 

A quick bit of history: I started using LinkedIn about ten years ago. It was one of the first social media sites I found a real affinity with. In the last 17 years I have built a business from just two people to twenty and head up the sales element of said business. I generate more leads and opportunities through LinkedIn than any other social network. 

I have spent the last five years training my clients face to face in how to use this incredibly powerful platform. I've taken that content and created this online course so you can be sure that the material has been tried and tested over a number of years. 

In this course I'll take you through my methods for ensuring your profile has the edge over your competitors. I'll teach you how to build your networks quickly and effectively. I'll teach you how to use the platform to generate opportunities for you or your business. 

This incredibly powerful social media platform is one of the most important B2B channels out there. I will help you get to know how best to use it in a fun, friendly and professional manner. 

I hope to see you on the course. All feedback is always welcome. 


1. LinkedIn Intro: our guys. So I thought I'd start this course by giving you a very quick introduction to myself. S A. My name is Alistair Banks on I run a digital agency called Optic Solutions. Andi were based down in a place called Exeter, which is in Devon in the UK. I started that business when I was just 19 on straight out of university here in Exeter. We a couple of my course mates and I got together and we created the business literally. The day after graduation on, we moved into an office with some bedrooms and we created a the office out of one of those bedrooms on. 18 years on, we're still here. We're almost a team of 20. This is my office here on day. We have bean running courses in social media in Linked In and Twitter and Facebook for many , many years. My particular passion, though, is linked in I train that course myself. So I've been helping my clients with how to get the most out of this amazing platform for for many, many years now. And what I've done with this course is taken all of that learning over the four or five years I've been doing it on the feedback I've got and planted it into this online course. So I'm really hoping that you'll benefit from it. As the many people that have bean through the face to face version have done over those years. I'm always willing to get feedback, always came to improve. So please don't give me that. And if once you've done this course, if you could be kind enough to give me a rating that I really, really appreciate it was That helped me in my endeavors as well. So we'll move on to the course. Andi? Yeah, Go from there. 2. Social Selling LinkedIN: So I want to talk now about social selling. Selling is selling can be done in a number of ways. You've got hunters and you've got farmers typically. So you're hunters of the guys that go out and they just get whatever leads they can, and they do whatever they can to do that. They're very quick about it. On Duran, you put your farmers who are kind of relationship builders. Andi, for me linked in is it can be used for the hunting side of things, but it's far more powerful, more far more effective if you use it as a farmer. So for me, social media selling or social selling is all about building up a relationship with people people like to buy. They don't like to be sold to. So a massive no no. In my opinion, Arlington is to send unsolicited in males or network or messages to people when they don't expect to hear from you telling you, telling them about your product or service. No, there's a caveat here and that you could sell. You could send an unsolicited in my own or message if you're educating or adding value in some way, but What I'm trying to say is don't be one of those people That said it sends out hundreds or tens off messages to people just telling, trying to sell something that is never, ever going to work. So that's one really keep important point to get across very earlier. Linked in is a fantastic way of building your personal brand. So the brand that is you on what I talked to my clients about a lot is how you can separate yourself and give yourself the edge over your competitors if you have a better profile. So for me, this is all about me, Alistair Banks. And how do I portray myself online? How do I get that across my personality, my passion, all of those things. How to improve my linked in profile to the point where people look at it and go, Wow, that is the guy for me, so personal Brand is very, very key. When it comes to social selling, you have to have this kind of relationship mentality, so you have to build your connections. Remember that your connections are linked into your currency, so the more connections you have, the more ability to reach out to others you have, if you quite simply, if you have 20 people with your connections, you're going to have less opportunities than if someone who has 200 or 2000 even because those people will be connected to more people in general. If you do social selling well, then you will be consistently at the top of people's minds. So you might not make that sale there and then. But because of the fact that you are drip feeding information, positioning yourself in a certain manner, then when they need your service and it might not be for a month or two months or six months or two years. But when they need it, then you will be one of the people that they consider and come to do. So. This is a long play, this guys. It's not something that you're necessarily going to get instant winds from. Well, they're actually we're gonna do to Minton winds later. Wrong, But you are you need to be having or going into this with that long relationship mentality , because that's how you'll get for this with this. The other piece of advice I'd give when it comes to social selling is. Try to think about people's or your prospects of the people that are looking at your profile. What were their questions? So how can you educate them? How can you improve their life? How can you add value? It's a cliche term, I know, but it's so so important. If you simply talk about yourself and what you do and what you sell, you cannot expect to get anywhere. You have to be thinking about the people that you're reaching out to, and then what? What can you answer? How can you position yourself for the next birth to add value to their everyday lives or jobs? So that's my kind of key tips on social selling, and we need to go with those thoughts into this course to this platform. 3. Intro to linkedin : So let's start with a very quick introduction To linked in Lincoln is one of the first social media platforms that really kind of gained any exposure. It started back in 2003. There are something like 467 million users worldwide. Now that is split off see across the world 110 of those millionaire in Europe, predominantly offs. America will be the huge proportion of that in the UK Here there's about 21 million users, so it's a very, very large network, and it's being around other safe. For a long time. 2003 was the star. Facebook was launched in 2000 for two students and in 2005 to the public. YouTube is around 2005. Twitter. I think 2006 or seven even so linked in predates those. And it was when it first came out. It was all about the C suite. So the CEO's CFO's the CME owes on, and it really made its play for that kind of market. So it had a very, very high average income level off its users on over the years. That's obviously changed as it's got wider, and more and more people have subscribe to it and started to use it. But for me, now linked in is the corporate network. If you have a scale of social networks, you've got Facebook and Instagram over this side, where it's very personal. It's about photographs and video sharing on over this side. You've got linked in with its corporate network and nature, and it's somewhere in the middle. We got Twitter and things like that where it's a bit of both. So for me, Ellington is a hugely powerful business platform, which I continually use on a day to day basis for my business. But I also trained people and my clients in this in this platform as well. 4. My Journey LinkedIn: Okay. I'm gonna talk very quickly now, about my own personal journey with linked in. So I used it. I am a sales person at heart. I built this business from two people, really up to almost 20. And I've been the face of this business, the client facing side of it for almost 18 years now. And ever since, uh, Lincoln came into my life probably around the 2000 for 2005 Mark, it's been a major part of my client interactions on a number of basis I use linked in on a daily basis. I use it to prospect. I use it to position myself as an expert. I use it to keep in touch with people. I use it to train people. I use it to learn from things like the groups. I use it. Teoh manage a community in that I have my own groups, which I manage as well. I manage a company page or part manager company paid lots of different reasons and I would imagine the I am generating somewhere in the region of between 50 and £100,000 were for business for more business every single year, purely from linked in interactions and engagements and things that I do on a daily basis. So that is tangible money. That is money that I can hand on heart say that I have made because of this platform, and that's why I feel so passionately about training this on. It's why I have trained this course or MBA students at London Business School to extra university, NBA's to Students University. To my clients who are in everything from one man band to multinational Corporates, LinkedIn has a place in life I feel for most everybody on. I feel like I can use my own personal experience to help others and help you get the most from this platform. 5. LinkedIn Strategy: linked in strategy. So I'd like you to think about connections as currency. I mentioned this before on, and I just go over it very quickly again. So your connections, the number of people that you are connected Teoh means that you will be connected to Mawr people if that number is greater. So connections, a currency don't necessarily become a connection collector, right? So don't just connect to every single person that you know, your mom and Jun'an and all of these people. And you know the person you met on the street today try to connect to people that will give you value that you can give value back to Ondo that you will see you see some sort of positive alignment with it doesn't necessarily need to be in your benefit. Could be to them. But just try to think about things with that mentality and the quicker and sooner you build up those numbers the mawr you will get from this platform, I promise. Treat linked in like your boardroom of connections, not the coffee shop connections of something like Twitter or Facebook. I talked in the first session about the scale for social media this is your high level corporate networking. This is where you do business. It's not necessarily where you talk about what you get up to at the weekend or so. My last tip on kind of strategy really is toe have a plan. It's really easy. We're very, very busy people. We go back after this course I'm sure you're gonna go back to your day job. Andi, you're gonna get tied up and you're gonna think about this course, But you might not actually action it. So what I would really encourage you to do is today is to come up with a plan and put some of the things that you learn from this course into that plan and die. Arise it on a weekly basis. So every Friday morning between nine and 10 I know that I'm going to do certain linked in actions. And it's in my diaries in there every week on I make sure that I do those actions because I know it will help me in the long run. So it becomes one of the most important meetings off my week, and I'd really encourage you guys to do the same because it's so so easy toe to listen to a course like this to get confused about it, but then to go away, get busy and not necessarily carry out any of the action. So don't be one of those people, guys. 6. Settings: So first of all, we're gonna talk about settings. Guys is one of the first places that I spend in an offline training course with people just ensuring that they understand where they can change things in the platform so that they can get the most out of it from there. So without further ado, let's move on to the settings. A guy, guys. So here's the first lesson which is gonna be involved with screen. So the first thing that I teach people to do when it comes to LinkedIn is just to get a better awareness of the settings that are available to you and just ensure that they are set up in the correct way for you. So I want you to go over to this little icon here which just says me Andi dropped down Teoh settings and privacy, and that's gonna open up another tap here, and it's going to give us access to all of the different areas that we might want to change on our settings. Now, I'm not going to go into detail on every single one of these because there would be too many to do, but I just want to highlight a few to you, which I believe are very important. So the first place I want you to come Teoh is privacy. Now I want you to drop down Teoh These areas here and the 1st 1 I would like you to look at is edit your public profile. Choose how your profile peers in search engines. Now the first thing that I would suggest you do is give yourself a you are you, Earl? A Web address which people is easy to put into your signatures or until business cards that allows people to get access to you. And you can see that here it says, Edit profile, Public profile. You are. Oh, here. And the little pencil here allows me to change the this section here, which is directly after the main linked in dot com ford slash i n Ford Slash. And then, in my case, I've put my full name. So Alistair Banks, now that's gonna help me in search engines, and it's gonna help me when it comes to promoting my linked in profile to other people. So it's a really useful area just to quickly go and change. Maybe you can or can't get your name, but some sort version of it would be would be a better version of whatever it is that it chooses for you automatically. You also gonna want to make sure that you can just customize your public profile in the way that you want. So make sure your public profile is visible to everybody and you can untech or tick all of thes sections dependent on what you want to show people. Personal preference is probably best here. Okay, we're now back in the privacy screen in settings. Next thing I want you to do to drop down who can see your connections. Now, this is a really interesting one because I've bean into training sessions with people like solicitors on accountants who have wanted to keep their connections away from their competitors. I have a very different on open view, which is the I. I'm happy for anyone to see who I'm connected to, and in fact, I think it positions me in a certain light as well. But if you wanted to change that, this would be the place that you could do it, so only you. If you don't want anyone seeing it, your connections. If you do, the next one I want to highlight is sharing profile. Edits if you just click on that every time you update your profile whether people are notified about those profile changes. So this is when you make changes directly to your profile or people make recommendations or you follow companies. Whether that will be shown now, I feel that this is very much a personal preference. I prefer not to bombard people with my profile edits because I want to give them good quality content. Other people might view that that's an opportunity to get in front of people. It's your choice. Andi, the church, the place that you do it, the place that you make that change is here. The next section down is profile viewing options, and if you just drop that down, you'll see here that you can change your profile setting I e. The setting that people see when you viewed their profile to either this one or this one, where it says a little bit of information about you on and or completely anonymous. So my view is that you should always be set on your full view so that people can see who is actually looking at them. If you were to want to use this anonymous mode, then it's just worth noting that when you choose that from the moment you choose that linked in removes all of the data off people that have viewed your profile from that point onwards as well. So if you do want to go anonymous, bear in mind, you won't be able to see any information about people that viewed you either. Now, there are a number of other settings in this in this area which you may once play around with. I'm not gonna go into those too much now, but I would suggest that you take a least five minutes just to look through and ensure that these are all set up in the manner that you would like them to be, so that we have a guys. The first off your lessons in LinkedIn is to spend some time on your settings just to ensure that you get them set up in the way that you wish them to be from day one. There's no point doing all of this other work on this course. If you don't have, at least you're setting set up correctly, right? Let's move on 7. Headline LinkedIn: I'm gonna talk now about one of the most important pieces of real estate on the linked in platform. Okay, guys. So we're gonna talk about your profile now. So this is my profile that you're viewing in front of you now, Andi, if you have a quick scan down that you can find out lots of information about me articles I shared places that I've worked or involved in my education, etcetera, etcetera. And one of the comments that I'm gonna make or statements I'm going to make as we go through this course is about how you can be seen toe have the edge over your competitors. And what I mean by that is, if you were to imagine and I do this regularly that my profile is put up against the likes of my two top competitors. What? What is the person that is looking at that that profile going to think about those two or three people in front of them? Are they going to look at my profile and thing? This is a guy that I really want to do business with over these other people. And that's what I'm thinking all of the time. that I create content on Do my work on my profile on this platform now the first area that I think is very, very underutilized. But I am seeing it more more these days. Is this area here, which is if I highlight it, you can see it is really the headline So you can see here that I've used director of Digital marketing agency, passionate about everything digital. Now I would suggest that 95% of people I come across simply have their job title in there, do you? Well, this is an opportunity. It's a prime piece of real estate on the page that gives you the opportunity to put in some more of a positioning statement. So the part that I refer to here is this section passionate about everything digital I want . That's what I do. That's what I'm passionate about. I want people who are coming to my profile to instantly know a bit more about me than simply what I do on that there. This is where you have the opportunity to do that. You can change that, using the pencil and in fact, everything on your profile you will be able to do this with, and here you can see the ability to change that headline in here. So take them. Take a moment now to consider what sort of headline you could use that that says a little bit and Whitmore about you than simply what you do for a job. 8. Education: I want to talk now about education and the education part of your profile and why I believe that that's important. What? We're gonna talk about education now. So if we just scroll down to my education, you'll see here that I went Teoh the University of Exeter between the years of 1997 and 2000 on that my degree was in computer science. Now I can change that, using the pencil, and I can add in other areas or other educational establishments that I went to. I don't really have very many. I went from straight from school to university. But this is the area where I think it's important to put information into into linked in now. Actually, since I did this, they've added a few new fields, which I should probably go and fill out and will do at some points. But the key point Teoh education is how important is it toe have in there now? There are a couple of factors here. One if you put in the years that you went to a certain school or college or university Lincoln's algorithm for when it is suggesting people that you might know will use that and actually start to suggest people that were at that same establishment as you at that time. So those of you mate might think, Well, you know, what good is it for people to know that I went to school or X y said 20 years ago? This is one of the key reasons. If you don't put it in linked in, won't know that information about you and won't be able to make suggestions about people that went to that same establishment at the same time as you. So I would always suggest it's worth putting in education. Also, Lincoln is making a very big play into the university market as well. And it has its own university pages, which we're gonna look at in this course. Andi, you won't be apart off your university simply if you don't feel in the education part telling linked in that you are. So there's another reason there that you want to put in a nest. ABL ish mint. If it is a university because of theologian I section, which we're gonna look at later in this course 9. Your Picture LinkedIn: We're gonna talk now about the picture. The photograph, your image on lengthen. Okay, guys, let's talk photographs Now. Photographs is an interesting one because it's so important to have a professional photograph. Don't use the one of you out the weekend enjoying a few drinks with your friends or the crazy one off a gif of some sort that you found online that you think is funny or cat or whatever else you might find linked in remember is a corporate network. It's somewhere that people are going to make a judgment on you immediately when they view this, so ensure that you're dressed correctly for your position. Fuel your role that you look smart, that you're smiling and friendly on. As you can see here, I've chosen a photograph that we actually took us one of our corporate shots of optics solutions. My agency. Andi, you can see here I'm holding a phone and it's very relevant. Teoh. You know the way that I dress on a daily basis, so I'm trying to give across in personality and trying toe, you know, laugh or smile, and I would suggest that you find the photographs that depict you in the light that you wish to be seen. You can update that photograph again using the pencil here, and when that opens up, you will be able to see that we can edit the photograph by clicking on the phone pencil. Andi choosing change photo or apply a radius to it as well. 10. Summary: I'm gonna talk now about the summary section within the profile, because for me, that's probably your biggest opportunity to position yourself in a certain manner. And I reckon 90% of people get this wrong. So we're gonna talk about the probably what I think is one of the most important parts off linked in now, which is this summary section. So this is the section that appears directly under my name here, and you can say See here, however, it's in it. Hey, thanks for checking out my profile. Very good of you, etcetera, etcetera. Now, the really key thing to mention about the summary is that I'm going to guess that 87% of people that I have come across typically put their CV in this section. So they say all of the things that they've done on places they've worked, and there is a place in linked in for those which isn't the summary. So my suggestion to you, my counsel to you, is to use this section this summary section to explain how you can help people, how try to use stories off things that you've done, which explain how you might be able to benefit. I use the term think like the buyer. Quite a lot, Andi. Within that you need to be, you know, talking about the industry's You've worked in the job titles you've had. Yes, the special ISMs. Maybe that you've got but demonstrate them through stories on demonstrate them through ways that you've helped other people. What you really want is someone coming to this section and saying, Oh, wow, this guy or girl knows their stuff. I need their help. The other section Teoh mention within thes summary is this bit down at the bottom, which is rich media. And as you can see, Lincoln allows you to upload different different types of media so you can upload pdf's. You cannot no power point slides you cannot videos on. As you can see here, I've got a number of things. So here's a a white paper that we created this year called 2017 Digital Trends. Five things your website needs this year. A little video that I created on YouTube about what it's like to work for my business client, testimonials from one of our key clients there, and so on and so forth. But the majority of people that I come across don't use this rich media section in their profile, and it's a really opportunity for you to stand out above your competitors. Remember what I said before? It's all about having the edge over those people. So what can you do today? What rich media have you got in your business that you can upload onto your summary today? 11. Your Experience LinkedIn: Let's talk now about your experience on why it's important to put previous rolls into your profile. We're going to talk now about experience, so if you scroll down now, you'll see that in my experience section, I have the business that I run for almost 18 years, another a couple of directorships of other businesses that have been going a lot less time on and the fact that was a student ex university. But remember that I started this business straight out of university, so I don't have an awful lot of experience now. The same lesson that I said for education goes for experience. If you worked for a particular firm at a certain time, it is worth putting that in because Lincoln's algorithm will find people that also worked to that firm at the same time and maybe suggest them to you as people you might know. And as we know, connections are currency on. The more people that you can build up as quickly as possible, the better for you 12. Profile Other LinkedIN: So I just want to end this profile section by saying that there are other areas in here which I actually haven't decided not to fill out. So if I drop this down here, we will see things like work, experience, education, volunteer experience. There are certain skills accomplishments that I have chosen not to fill out on. That is a personal preference again. But it's worth noting that if you do want to, we should really take a look through those sections and just see whether those areas where you can again give yourself the edge over your competitors or people that might be viewing your your profile if you're looking for, say, a job, for example. So just remember that if I haven't talked about it in this profile section, it might be because I've chosen not to do it for my own personal preference. But you guys might want to just drop that down, add that to your your personal your profile and then create it from there. And remember, it's super simple. Everything on LinkedIn is edit herbal pretty much by the pencil, So once you've added that section, you'll have a pencil in there, and you'll be able to edit it from there 13. Positioning LinkedIn: There's a lot of talk in my world about positioning yourself as an expert. Really. What that means is that you demonstrate that you have a knowledge that others perhaps don't have, that they can buy from that they can draw down on on. And Lincoln is as a platform of fantastic way off demonstrating that expertise. But you need to be proactive. You need to make it work for you. Let's talk now about a couple of the different ways that you can do that within the platform itself. Okay, we're gonna talk now about the way that you can use linked in to position yourself as an expert. Anna, as you'll remember from what I've said in previous courses or previous sessions, is the You can do this in a number of ways. But positioning yourself as an expert is all about demonstrating that you have relevant content to share with other people, which you know about, and perhaps they don't. So how do you do that? Were there a few key ways you can do that with Linked in the first is to share an update within this section here. So I've I'm literally on the home page on as you can see linked him must think this is pretty important because they put it at the top off the home page when you look in. So here we have the feed coming in from everybody else's updates. That I follow on here at the top is my ability to create my own update. So let's do one together. I'm gonna right into this section here a status updates. I'm going to say currently recording on online linked in. Of course I. Would you like any off your so tips included. If so, put them here on I will Kurt it he now very simple. Look at what? Whether I want Teoh give that publicly whether once posted by Twitter and when Twitter is signed into my linked environ, my settings or just my connections. Now I'm always pretty much always gonna choose public, and you can upload an image there as well if you want to. So let's post that now that's now gone out and we'll see what happens in terms of people writing back to that later today. That's one way to position myself because in just writing that statement, I have position myself as an expert in the world of linked in someone who trains this on. People who might need that help may well, then contact me. So remember they will want to buy from me. And that's really what I'm aiming to achieve from a statement like that. Now, this could be a positioning statement about a piece of news from my industry, which says that I'm relevant and I keep up to date with trending information. It could be about a client that we're working with because I want other people to know that we're working with them and therefore they might want to work with us. It could be a number of different factors, but they're all every time I update in Lincoln, there is generally a positioning reason behind why I do that. What sort of statements can you make on linked in that position? You in the light that you want to be seen whether you run a business, whether you're looking for a job, how do you want to be perceived by others? Andi, use that update section within Newington to do so. While we're talking about updates are linked in another little thing. I want to just highlight to you that you can do, which is very good on. I won't actually follow this three X. I just made that update myself. So I'm gonna bombard people, is that you can act mention somebody in an update, and they will be told about that. So let's say that I wanted to update, um, one of my clients or say that I'm working with a particular client. Let's do that now. Proud Teoh Bean working with that's Alina on her Seem that's deafened. Um, he linds for the last five years Now, if I were to post that, Halina would get notified that I've done that, that would hopefully make her feel very good. But also, it just demonstrates that we're working with a popular organization locally as well and have done so for many years, which had gained positions. My business is someone has been around for a little while. So again, it's a statement. As I said, it won't post it now, but it will. It has a place and has a reason. I wanted you to know that you can do this at somebody's name and in fact, actually a company as well so that's just a little tip. Very useful. Teoh. Just in terms of how often should you update Lincoln again? This is gonna come down to personal preference. My feeling is that you shouldn't really update linked him more than three or four times a week. Probably. It's certainly not Twitter where you're doing it three or four times a day on, and it's probably not Facebook where you're uploading. Images were certainly not face, but where you're uploading images of your friends and family focus on corporate messaging where possible. 14. Articles LinkedIn: So for this next section on positioning, I just want to take you back to my profile page, which, as you can see, is in front of us here and ask you to scroll down with me to your articles and activity. And here you can see we've got clicking 22 other articles. I've written 22 articles within the framework that linked in allows, which is essentially that of a block. You cannot load images, and you cannot videos, etcetera. And these are some of the ones that I have uploaded over the last Well, probably few years now, since this this has been around and available on linked in It was originally something that linked in only opened up to a number of users, and then it went more public and it was part of this network or pulse. Andi. Now it's called articles, and it's an opportunity again for you to position yourself as an expert in a certain area so you'll see that I talk about running a business. Quite a lot of talk about entrepreneurship. I talk about digital marketing. The kind of things which interest interest me and I'm passionate about are the things that I post about in this section on one of things that I would say is a standout message for this bit is that I mentioned another so sessions that I do a lot of social media work on. I find that I get more engagement in this section of LinkedIn than in almost all other social networks. Only Twitter, YouTube, maybe even my own blawg. I get more comments and get more likes and get more shares within the linked in environment than I do on those other platforms. So it's a really valuable section that you may wish to look at. Now. Here, you're gonna have to create more substantial comment content than, say, just a standard update. As we've looked at before, you're gonna have to create information in in the terms of a block or a video, which you upload. But if you have the time to do that and you can do that, then I would strongly recommend you do that because it will hugely benefit your profile on , allow you to stand out and find that edge that we talked about so many times. 15. Your Connections LinkedIN : connections is currency. Remember I said that the beginning. Let's talk now about why that's the case and how you build them up. Okay, let's talk about connections. As I said in previous sessions, Connections is your currency. It's the ability for you to connect, to reach out to other people beyond just the people that you know. If you know 200 people, those people are going to be connected to farm or than if you only know 20 people. So let's just take a look at what I perceived to be the heart off this very, very powerful platform. So I'm gonna take you up to the top navigation now and ask you to click on my network. Now here is the kind of main section of my network. It shows me people who have invited Teoh connect with me. It shows me my total connections over here, and I can click, see, or if I want to have a look through those people. So here you can see I have 3133 connections. Aiken sort by things like recently added their names. Except I can search through them. I can remove those people I can message them from here as well. So it's a It's kind of the heart of the system. It's the the Imagine the old roller decks, which used to spin the circle round on the side and the business cards spun round, and it's a little bit like that just online. 16. Building Connections LinkedIn: Okay, guys. So if building your connections is important or one of the most important areas for Lincoln , how do you go about doing that? Well, there are a number of ways that you can do that. And I'm just gonna now take you through a couple of the my suggestions for for finding connections. Possibly the most simple way to find somebody or Teoh connect with somebody is to find them using the search tool and then ask that person to connect. But I want to talk to you a little bit about the Attica surrounding that. So I'm gonna just find someone very randomly. Now, I'm just gonna type in the name Mark here. Andi, Let's see Mark Smith, popular UK name and let's see how it comes up with in this section here. So here we go. We got Mark Smith in Exeter. He's an I T manager. This is someone who I'm not who I don't know. I'm a second line connection with them, and we share eight connections. So if I did want to connect to Mark Smith, the way I would do that would be through this connection button. Andi, here is the etiquette my suggestion to you would be toe always. Always add a personal note to that person, explaining how you know them on why you want to connect with them, the number of people that don't do this and take the easy option of simply collecting. And actually, there are areas of linked in where you can't out that personal, noting which is a bit infuriating. But and the bulk one is one of those. But this is a way of personally reaching out someone and giving them a bit more of a reason as to why they should accept your connection. So it's a bit of a bugbear of mine is something which I believe quite passionately about that you should take the time to include a personal message of some sort. The next section we're gonna have a look at is called people. You may know, so in this section it will also the algorithm would also try to show you people that you might actually know, and it will base that on a probably a very clever algorithm sitting in the background that knows where you've bean, where you've worked, where you educated, who you're connected with, and who they're connected with and how many mutual connections there are, and then suggest that you might know that person. It could even be based on the location and all sorts of clever things. But what I do know is that the more you use linked in the cleverer this algorithm gets, the more you give it in terms of information about yourself and what you do and where you work, the better this will be on. It will always always surprise me in terms of popping up names that I definitely should be connected with at some point, because I've had some sort of relationship with them in the past. So that's something that you should always look through on a kind of weekly basis just to ensure that you are actually connected with the people that you should definitely be connected with in the first place. 17. Building Connections Fast: the next way to do this is more of a bulk way. So click on find connections on and you can see here that my automatically my Gmail account has bean put into this box. If I click, continue linked, him will go away, and it will connect to my Gmail address book. It will look at the addresses the email addresses in that match them against its own database on. Then it will make suggestions for who I could connect to on linked in. And, as you can see here, there were 1800 people in my Gmail account that I'm not connected with on linked in on. I could de select those and individually select them as I wished. So there's a very easy way they're off connecting to multiple people very quickly. Now I've come back to find connections just to show you that there's other ways of doing that. So we just look there at how to do that for Gmail. You can also do that via e mail if you're connected with things like Outlook 365 But you can also upload a file. So if you are part off, say a much bigger company. Um, where by that company had exchange applicants change or something similar. You could get your i t team to download a C S V. File a comma separated variable file. Think of it as excel andi off your contact on upload that file to linked in. And it would go for exactly the same process that I just explain with Gmail whereby matches those addresses against addresses in its database and allows you to connect to multiple people very, very quickly so you can start to build your connections from 10 22 100 up to multiple numbers or bigger numbers very, very, simply very effectively, very quickly. 18. Groups LinkedIn: Let's talk now about the group section. What is a group? What is the etiquette? What can you use groups for? Where the pitfalls, What other things not to do? Onda. Let's talk about how you can engage in groups and really get something from them. OK, guys, we're going to talk now about groups, so groups are a fantastic element of this platform on just to find them. You want to go over to the top navigation where it's his work, and you want to click on that on Drop down to groups. Okay, so the first page that it brings us to is this kind of main page where it tells me about my most active groups. It gives me some of a kind of a dashboard, really from the group's I'm part off so I can quickly access them. I can click on this, my groups and I can see here is my list of groups that I'm a member off. Now here's your first lesson, by the way, on groups. So as you can see here, I have joined a lot off groups. I've joined far too many groups, in my opinion, on its cause. Me a problem because it really it's almost impossible to interact with that number of groups in a in a meaningful way. So my suggestion these days to people if they're starting out on LinkedIn or they're relatively new, is to only join sort four or five groups max on actually be active in them. So that would be my my council to you today is to join a smaller number of groups than a large one. But be active, be engaging and be useful in those groups. A group is, as you would expect, a group of people who have individually come together under the banner off a heading. So, for example, this one says Social Media, Devon, this is actually group that I manage myself on. Everyone that has joined that group, you would imagine, has some form of interest in social media in the county off Devon in the UK so a group is an area really for people to collaborate, to come together, to discuss, to learn from each other about a particular topic. Some of the reasons I would consider joining a group include to learn from other industry professionals to answer questions that other people have. Sometimes people will post in groups that they are actively looking for someone with your skill set. So unless you're a member of those groups and you're active yourself, you will miss those opportunities. So really, groups has a number of reasons for being there, and it's about which one is most useful for you. Maybe it's a bit of all of them, but you need to just think about your group strategy. And as I said at the beginning of this session, try not to join too many because it will become a bird and it will become difficult to actively engaged in them. But yet groups is a very, very powerful part of this platform and one that you should take very seriously. 19. Finding Groups LinkedIN: Okay, let's now talk about how you find groups. There is pretty much a group for everything on this platform. Andi. There are good groups and there are bad groups. But let's just talk now about how you find those groups. And this was one of the big changes that they made in 2017 to the kind of user interface. Andi. They, in my opinion, is a little harder to find the groups. But let me just talk you through that. So there's a couple of ways you can do this. You can either come up to discover where it will suggest groups to you based on your profile on much like the algorithms that we talked about in other sessions for people you might know, it's it's reading your profile and working out what might be of interest to you. But actually, in order to find a group, what we're going to do is we're gonna go back over to this top here, and we're gonna use the search bar now if I wanted to find a group for, let's say, inbound marketing. So I'm gonna type in inbound marketing in the search bar on. You'll see here it says groups about inbound marketing gonna click that and you can see now you got this secondary level of navigation, which includes groups and groups, is highlighted here on here. We have 581 results for inbound marketing groups, and you can see the name of the group on the number of members within it on pretty much everything you need to. So really, what linked into trying to do here is make us do all our searching through this search bar . And that includes whether you're looking for people, for groups, for companies, for universities, for everything. So it's a really key point that to remember is that whenever you want to find anything, Arlington, do it through the search. 20. Joining a Group LinkedIN: right. We're gonna talk now about how to join a group. So I've done my search on inbound marketing. I found the group that I really want to join. I've decided that it's this one here has got a very good number of users in it, a click on the title, and that opens up the next page, which would be the group page, at which point I'll be able to see who the admin czar a little bit about the group, how many members it's got on if I scroll down the connections, my connections, who are also a member of that group as well. So that gives me some idea of whether this is a relevant group for me, based on my connections, and joining a group is very simple. You simply click asked to join. Your request is submitted, and you are either be authorized in that group by the admin. If they have set it to a group that has that in its settings, or if it's a public group that doesn't need admin authorization and you'll be, let's straight into it 21. Engaging in Groups LinkedIN: So let's now talk about how you engage with groups. So I'm in the like minds group, which I've mentioned in previous sessions is a conference in the UK It has a community around it now. The way that I approach groups is by always thinking about adding value to that group to the people within it. Now, adding value doesn't mean that I have to help someone there and then, But it does mean that I'm not writing something which is just purely about myself. So I'm going to write something here very, very quickly just to demonstrate the kind of message that I might put into this community so they can see I've put together this message very simply, have just given us a title on. I've given it a bit of information here about the fact that I'm looking forward to the conference coming back to extra in September. If anyone wants to get together, I'm very happy to host a coffee, get together at my office, so it's a bit of value. It's me not trying to sell anything at all. But when you think about it, this is about me building relationships again. So once I've posted this. Who knows who's going to respond? Maybe nobody, maybe three or four people. Maybe some people come to my office, get to see my business, get to ask a bit more about what I do and who knows where those those leads will go. So that's what it's all about is engaging in this kind of way where possible. 22. Other Areas LinkedIn: I'm gonna talk now. About what? I've classes, other areas. So these air areas that I didn't feel fell into a particular umbrella heading but are very important when it comes to your use of this platform on a daily basis. So we're gonna talk about things like being recommended, recommending other people, the search system on a number of other factors within this platform. So this is a really important part of this course, and I encourage you to ensure you stick with it during this bit. 23. Asking Intro LinkedIN: Okay, guys, we're now going to talk about asking for introductions, probably one of the key sales tactics within Lincoln. So how do you do that? Let's just say that I've sat up. I read the newspaper them in the morning, and I've read about a successful business locally on that is a business that I feel my business can help. How Doe I get a recommendation to somebody, a decision maker in that company that is key for me to do. So let's just do that on a company who I happen to know called depend pools. And there we go, deep pimples. I search on them first, So I click on See or employees. I could have gone through the search bar as well, and that brings me into this section here, which shows me the people who are involved in that company. So let's just look down this company and see who exists. Okay, so let's decide that the person I really want to speak to is Daniel Robinson, who's the project coordinator at D Pimples. Here's my buyer so weak I concert. See that we have 88 shared connections Now, if you think about what I said to you before there are the more connections you have, the more likely you are to be linked to somebody who you want to connect. So in this instance, I'm connected by 88 individual people. So let's just click on Daniel Robinson's profile now. So I've clicked on the profile, and now I'm gonna come down to my 88 mutual connections and have a look at who these people are, and I'm going to scan through these people, and I'm gonna make some decisions on who do I get on best with who is most likely gut feel probably to know this person and to be able to introduce me checking that out. I'm going to make a decision today that Mr Dave Crispin is my man. So let's just remember Dave Crispin's name. So one of things that they changed in the new facelift in 2017 was this Get introductions. So they took out that piece of functionality on the way that you have to do that now is by literally going into your connections going the into the collection, you feel you have the strongest chance of getting an introduction with and actually messaging them directly and asking them, Teoh introduce you So there isn't really an easy way to do that now in the new platform, which is a shame I feel and something which I'd be surprised if they didn't actually bring back at some point. 24. Invites LinkedIN: Okay, guys, I want to talk to you now about my strategy for dealing with invites on. It's actually, it's probably the area that I have generated more business in than any other area on Lincoln. Let me explain why. So in order to get to that section, we can't need to come over to my network in the top bar and you have this section in here, and I've left eight received invitations in here. Just toe show you to demonstrate how I approach this. So let's just click show more so we can see all of the's eight connections on the way that I approach connections is very, very simple. It's just a strategy that I've used for many years, and it has got me a long way so that I'm not gonna go through all of these now. But just in order to demonstrate what I would do if I simply wanted to ignore somebody, I would ignore them. Don't worry, they don't get told so you won't find out apart from the fact that you won't be a connection, which might give them a hint. But they won't be physically told that you've ignored them. So you can either ignore those people or you can choose to accept them. And here's where I do something slightly different. If I had my own time, I would look for each of these profiles on old work. How? Who is a good prospect for me now to cut this slightly shorter? I've decided in this instance that Matt Bellamy is a great contact for me. So I want to make the most of this invitation that he sent me. Now, most people, I would say, 90% of people that I come across simply click, ignore or accept on. Then just leave it. They don't take this important next step, which I want to show you. I always where I have a prospect, will click. Except I will come down to here where it says message, click message. And then I will send Matt Bellamy a message there and then. So let's just do that now. So I would send Matt something along the lines of high mats. Thank you. Or thanks for the connection Request House business, Alastair or click send. And that would go to map. Now that message has done something particular. It sent Matt a an engagement for a start is an open ended question, purposely so that Matt has a couple of choices. Now he can either respond to me and say What's going on in his world? How businesses he could ignore me might be a bit rude on the fact that he's asked me to request that to invite him in purgatory requests requested me to connect with him in the first place. Shows me he's probably going to connect with me. And on a message, Andre. What I found in many, many cases in doing this over the years is that the number of people that responds to that message actually asking me for more information about what I do and how they might be how I might be able to help them is incredible. So I it's a little strategy. It's a little tip which I've used very, very effectively over the years to generate myself on an enormous amount of work just to prove a point. Guys, in the very short period of time before, when I sent that message back to Matt, you can see that Matt has written back to me here and actually asked me a question. Now he hasn't asked me for information about my company or what I can do, but he has created a conversation or we have created conversation together on again. If you have that relationship mentality, you don't know where that is likely to lead. So I think that's quite nice example there of how that message that I send to people sparks something that if I simply clicked, accept Matthew, Matt and I may never have taken this any further, and who knows where that will lead? 25. Search LinkedIn: right, guys, we're now gonna talk about the search facility. So if you click within the search dizzy and then click the magnifying glass, it will take you to the page where you can pretty much do anything within the search. So the search bar becomes much longer with the search button on the right hand side on. Do you have this secondary level of navigations? He got people, jobs, posts, companies, groups, schools, and you can search within those sections. So if I was searching for a person called Robert Bruce as an example that I could search this or if I clicked, search and wanted, for example, to search posts that included the words Robert Bruce, then I could click that on that would search within groups within post. Sorry. Within search, you can search for people so individuals and their profiles you concert jobs so you could search for jobs that you might be interested in applying for. You can search within posts, so that is posts the other people have published that they might be interested might have the words that you're searching for, that you can then engage on those posts. You might be searching for a company in particular to learn who works there or to find a job. For example, you might search within a group to find people that are talking about a particular topic where again, you can add value or you can engage with that group or you might be searching within a school. So a school is a university here in England on, and you might be searching for a member of alumni or school in particular. So I might search for Exeter, which is my university, by clicking on that section there. The search bar operates something called a 1,000,000,000 Search. So that's Andi, or and not as words, and they each do something particular. So let me explain. I've done a search here on the word director, as you can see in front of you. Now, if I wanted to find directors but not managing directors, then I would perform the following search. Note these guys, by the way, managing director managing director. So I would literally use the word not and then put managing in like that, and that will refine my results down Teoh People who haven't put managing director in their name. Similarly, I could use Andi or I can use, or now all won't do very much in that particular example. But you can use or or will be one word or the other word. Andi must be both together and not is fairly obvious. So it's just worth remembering that the search facility within Lincoln is a Boolean search , so you can start to create quite useful search results for yourself in the search section. Once you've made your search for either people or jobs or post companies groups etcetera, then you have this filter section down the left so right hand side so you can filter people by the connection type of connection they are, whether they're connected to you or not. You can feel to them by the area that they are in their current companies, past companies, etcetera. Now there are certain elements here which I know are available to me is a premium user over and above the basic users. So some of these may not show for you guys, but as a premium user, I actually use this filter system quite regularly to hone my filter for when I'm prospecting. We're using this tool on actually, this is where I took it from the next level onto Sales Navigator, which I think is worth showing. You and I will show you that in the next video. 26. Viewed Profile LinkedIN: guys, if you're interested in who's viewed your profile, you can very simply click on this number here. Who's viewed your profile? Andi. It will show me all of the people here that I viewed my profile in the past 90 days on. Give me some information about them, and it categorizes them by these methods as well, so that you can see that the four people you work at the university extra students killed. That might suggest to me that someone at the university is talking about us at the moment. Perhaps it's worth my while reaching out on the free version. I believe this is limited because I pay for sales Navigator. I get slightly more access than I think you guys do, so you may get something like the last seven days, or maybe even a limited number of people that you can view. But for me, paying for that premium information is quite useful. And down here there may well be a list off prospects that I would like to reach out to 27. Notifications LinkedIN: as a sales person. One of the things I'm always looking to do is look for opportunities to engage with people , to create conversations to generate my own opportunities on one fantastic way to do that. It's really the notification section. So if I just take you up to the top mark menu bar, click a note notifications. Now it tells me things like when people's birthdays are which I don't want to be one of these annoying people that says, Happy birthday to every single person. I probably end up doing every single day otherwise, so I don't tend to look at that. But I do take note of people that are liking or engaging with my posts on people that viewed my profile. But the one I particularly like is this one down here, which is people that starting new positions. So here is a very good This is one of the most important areas I feel is a sales person because you build relationships with people and then those people go on and do other things . Now, if you if they're a client of yours and they move from one business to another, then there's a good chance that they might take you with them. But actually, there might be a reason why they weren't a client of yours at the current business on the new one that they go to, they might have the opportunity to. Perhaps they've Bean promoted. They've taken a more senior role where they can actually buy from you. So I'm always looking for opportunities within this section here to see people that I have a good relationship with that I might want to congratulate on their new role and how they're doing. And again, you never know where those conversations go. They may go nowhere, but at least if you engage with them, you stand the chance of something happening. 28. Alumni LinkedIN: I want to talk now about using your alumni or your school or your university connections. So we're going to take you into the search bar here. Andi, click the magnifying glass. Now I'm gonna search for my university, which is Exeter, and that has now taken me into the University of Exeter's own page. So this is a fantastic resource for me, both individually and as a sales person as well, because here you can see that there are 92,000 alumni off this university that are on linked in 119 of them are connections already, um on and this university has 104,000 followers. There's some information about the university. There's a breakdown of the people there. You can see my connections and so on and so forth. But what I particularly like about this as a sales person is the ability to search the alumni. So I've just clicked on Alumni Salem night. And if I take you down the example off wanting to know directors that have gone to the university, I've done a search there. You can see it's such it's now got 18,000 of those 92 or 1000 who are directors on. If I scroll down, I confined those people. So obviously those are key prospects for my business. Now I could be a lot more refined in my search by years and attendance and accept etcetera . I can even search within areas that they live or their roles, particularly as well. So if I know the type of director that I want to get into, say, a finance director, then Aiken search within that subset as well, and start to build a list of people that I might want to reach out to and through doing that, I have the ability to bond with those people because we share a university. So I might send them a quick message saying, Hey, I see went to extra university at the same time as I did. If I'd searched on my years on and that you were working in ex wives there now be great to her couple. Get coffee someday. Talk about how the university's changed again. It's building relationships, which leads to opportunities 29. Weekly Routine LinkedIn: you guys are talked about a weekly routine, and it's something I feel quite passionately about. If you don't have that, it's very easy to get tired tied into daily job. And you know, the fires that you have to deal with the dates but day basis. We all have them. But one thing that I trying to do is die arise from some linked in activity, and that could look like updating your profile. It could look like following certain people checking him with groups just to make sure that you're you're actually engaging with people properly. It could be taking content that you've put up on your blogger or your website somewhere and repurpose ing that within Lincoln. But just making time to do that on a weekly basis will really, really help you to actually make a much more use of this talk. So I encourage you. Now you've done this course to go away and to put this time into your diary on ensure you get the most from the money that you spent on this course 30. Mapping Prospects LinkedIN: so little tip. If you're a sales person, one of the good things that you can do using LinkedIn is to map your kind of buyer profile all the people, the actors that might be involved in the sales process. So let's just take an example here off. Kristen. Susan are Christon works for me. Good to see. She's got a very good headline. There are like that. Kristen. Well done, Andi. If I go to scroll down here, it shows me people also viewed on. You can see there's May. There's Ben, Dan, Thomas, James, my business cut partner, Robin Chris all work at optics Solutions. So let's assume that we were trying to sell to Kristen. What we might be able to do here is start to build up a picture off the kind of people that might be involved in that sales process and start to put together a bit of a biomatrix off people that are also important in that purchase. So if I'm if Kristen is my direct by our I might actually see myself and James here as key people key actors in the decision making process and decide whether I want to reach out to them in some form or not as well. So there's a little tip there just for you sales people about how to kind of build up your biomatrix using LinkedIn. 31. Sales Person Company LinkedIN: one of the things that I do as a sales person is I look at the companies that I'm targeting to see whether I can learn a little bit more about them, learn about their challenges, see if there's questions they're asking that I might be able to answer. See if there are ways that I can engage with them, see who the key employees are. Learn a bit about them so that I can open the door to those opportunities that I've talked about so many times in this course. So let's have a quick look now and show you what company Page has. So here we have my own company optics solutions, and you can see here we're a digital marketing Web design agency. You can see the number of employees we've got, who is on linked in. I'm allowed to manage the page. I can see jobs, etcetera as well. So if I wanted to, I could very quickly look through here, see or employees and scout down and decide how I was going to engage with those people. I'll come back to the main Optic Solutions page on. I can see the recent updates here, so see all updates. Andi, you can see the sorts of things the optics are doing, so we're hiring digital marketers. There's exciting things going on. Some Easter stuff happening there, closing times, etcetera. Now, if I was trying to prospect optics as a sales person, I could learn a lot about them on their culture and the way they do things very quickly by using this page about them. So that's the kind of thing again, just as a sales person that I would do if I was trying to find out a bit more about that company. I suppose it's very similar if you're looking for a job as well. So if you were trying to find a job in a particular company than you could use thes pages to learn about them so that when you reached out to that company, you could interact with them in a way, which is gonna give you the edge over other job seekers 32. Sales People LinkedIn: so, guys, if you're a sales person in business, then Lincoln is amazing for you. You can learn about your prospects before you meet them. You can gauge a little bit about that personality from their updates. You can follow their company. You could do 1,000,000,000 searches on thesis Search facility. You can use tools like recruit um dot net. You can use advanced search with filters. You can send in males that get past the gatekeeper. Not like the old days when I used to have toe phone people and everybody had a gatekeeper. You can email market to your connections. You can do so many things you can reply to invites and start conversations. There are so many opportunities that sit within this very, very powerful platform as a sales person. So it's really about being proactive. Thes are gonna happen for you if you don't go after them. So again, I encourage you to if you're in the sales profession to actually start to make a list of the kind of weekly routine items, some of those things that I've just mentioned there, but just merely following people seeing who they're introduced to doing the Biomatrix that I talked about understanding your customer better. So many things that you should be doing on a weekly basis planet into your diary today. 33. Thank You LinkedIn: so that's it. Guys, I hope you have enjoyed the course I have enjoyed teaching you. As I said, I'm very, very interested in feedback. I would love to get some feedback from you on that will encourage me to either go on and do more courses or the like. So, please give me some feedback. Please rate this course because it will help take just two minutes of your time to do that on, but will really give me back some value as well. I wish you well. In your in your linked in journey on connect with me on linked in on any questions that come up. Police fire them over to me on there for you to Hoover my brains out. Thanks, guys. Good luck.