Transcripts
1. Course Introduction: Hi, this is teddy bears. Thanks for stopping
in and visiting my course, networking
on LinkedIn. I'm a teaching LinkedIn as
a business tool since 2009. My job is to use LinkedIn
every day so I can figure out how to guide you
in the best use of LinkedIn, including the best uses
of LinkedIn networking. But I also wrote the book, networking for mutual benefit. What you'll learn
in this course is an introduction to networking
for mutual benefit, as well as the
importance of defining your target audience and
who their influences are. To help you learn how to use the LinkedIn search tools as
effectively as possible to introduce you to use
an introductions and engagement prior to
sending LinkedIn in bytes, how to research LinkedIn members before connecting with them. Then a lot of other
best practices of networking on LinkedIn, as well as using the
important ignore, I don t know, unblock buttons. And then we'll go live
in LinkedIn and I'll demonstrate what I've
shared with you there. This course is for
business development, professional sales
professionals, account executives,
college grads, people in career transition, business owners, entrepreneurs, and anyone else who wants to be found by other
LinkedIn members. In order to take this course, all you need is a computer
and a LinkedIn account. The benefits is class
of really simple. After taking this class, you will be better
equipped to build a rich and meaningful
LinkedIn networking can help you in your
business and or career. I've built a class project. It's got just a couple of steps. So you'll get value from asking
a LinkedIn connection for an introduction
asking bumping in are engaging on someone's
content before sending it. And by connecting with other
students in this class, as well as send me a
LinkedIn invite so I can experience
the steps with you. So let's go ahead and get
started, get comfortable, get on a notepad, turn off all the
other distractions. There's no better time
for you to start building the steps and the
skills that you need to network
effectively on LinkedIn, then now it gets donated.
2. What is LinkedIn?: So what is LinkedIn? Well, first of all, it is the largest professional networking
site in the world. There's nothing
comparable to it. There are over 850
million people on LinkedIn a day regularly. About two new people
join every second. And LinkedIn tries really hard to make sure
these are not fakes, these are not bonds that these
are not the various users. Just the past week, I saw 4 million
LinkedIn profiles disappear because
LinkedIn cleaned house. And I really applaud
the organization and the system for helping us to keep this network as
rich as we can keep it. There are about 58
million companies represented on LinkedIn. These are company pages, showcase pages, school pages, where we can find the people associated with
those organizations and then find ways to get
introduced to those people. About 25% of all
LinkedIn members show up every other week. Now that is a large number. And it's important for us
because that means that 25% of our network is on
LinkedIn every other week so that we have
ways to get to them, to engage with them, to have conversations with them. Linkedin is by far the best place for you to build a online
presence and online network and a brand
associated with who you are and what you do relevant
to your target audience. Too many, that LinkedIn
is considered to be the most important
business tool for anyone looking to network in the business to
business environment, but as well in the business
consumer environment. Because most of these consumers, depending upon your products and your solutions that
you have to offer. There one, LinkedIn already. So think of LinkedIn more as a business tool and less as
a social media platform. And when you think of
it as a business tool, you'll use it more
deliberately and purposefully.
3. Why Network on LinkedIn: So why is networking
on LinkedIn important? Well, first of all, go back to the previous slide and look at those statistics and look
at that information. It's a big part of the answer. But additionally, I look at my LinkedIn network as a big component of
my overall network. And I look at my
overall network as the most important
asset in my life. Now think about
that for a minute. What is your most
important asset now? I get it. Money. Your home, your business, maybe your cars, maybe
your lakefront property, maybe your condominium,
and downtown LA. Those are important assets, but which one is your
most important asset? For me, most, if not, everything that I
achieve in life comes from the
people in my life. And that is my network. All of the people who impact my life in
very deliberate ways, including the people who
make recommendations of next business opportunities or that next vehicle I need to buy, or that next vacation
need to take all of these decisions
in one way or another, come through my network. So LinkedIn is a big
part of that asset. Purposefully
networking on LinkedIn can open up doors to all
kinds of opportunities. May be career shifts, maybe
business opportunities, maybe mergers and
acquisitions may be talent acquisition for bringing new people into
the organization. Maybe even new knowledge that you've never
thought of before, new ideas you've never
thought of before. This is another important reason for networking on LinkedIn. There's an old philosophy
has been around for years that I'll Six Degrees of Kevin Bacon is a great way to measure the
richness of your network. Well, I'm here to offer
to you that if you use LinkedIn purposefully
and you build the right network and you build relationships with these people to the best of your ability, then it really becomes
three degrees of separation from the people
that you need to meet next, from the people and the organizations that
you want to have a conversation with net
next, et cetera, et cetera. Six degrees from Kevin
Bacon is old school. Now the reason why you
want a network on LinkedIn is people do business
with people. So when you make a connection
with someone and you show that you're human and your show that you're trustworthy. These people can become connections to the others that you want to
meet along the way. I'll say this a few times
throughout this course that people don't care what you
know until they know you care. So when you network on LinkedIn
in a very deliberate way, you can show your LinkedIn
network that you care. And again, then they'll care about you and be
willing to help you. I live by this edict and I don t need to look at to read it, to tell you what it says. Networking is
finding, developing, and nurturing relationships that mutually move people
forward through life. There's nothing in that
statement of outselling. There's nothing in that
statement about getting a job, but it's all about finding
the right people and finding ways to connect with
them and finding ways to get into
conversations with them. That can then, again, open doors to opportunities.
4. Who should Network on LinkedIn: So let's talk a
little bit about who should be using LinkedIn
for networking. I often say anybody who wants to network with others
that are relevant to them. Any business professional
who wants to connect with peers and other business
professionals that are relevant, relevant to them, whether it's business to business or
business to consumer. Business owners and
business executives who want to connect with their peers across
their enterprise as well as across
their industries. Maybe even with their clients
and potential clients. Business developers
are salespeople in all different types of roles
who want to prospect for their target audience or find the influencers who can introduce them to
their target audience. Linkedin is a powerful tool
for business developers, again, who want to purposefully network towards their
career or business goals. Business professionals and career transition who want to be found by those who need what
they bring to the table. Business professionals
and career transition who want to find these people and
look for ways to get introduced to them and to get into
conversation with them. Additionally, recruiters
should be very purposeful about
networking on LinkedIn. Not necessarily to connect with every candidate which
I do not recommend, but maybe to connect
within the environments, within the networks where
these candidates Hangout. If you connect with schools
and connect with trade, trade organizations
and maybe connect with associations where they
can find these candidates. I offer this that when your network on LinkedIn,
the more diverse, yet focused, you can make
your LinkedIn network, the more valuable it will become to you and to those you serve.
5. How to Get Started: So how do we get started? So if you don't already
have a LinkedIn account, I'm gonna be surprised. But there are still
lots of people who showed up to new
people every second. If you are going to
start and just show up and you started linkedin.com. Now I recommend you use Chrome. I'm a big Google Chrome user. I also use Firefox every now and then when
I'm testing things, I am not an advocate. My personal opinion for using Apple Safari or Microsoft Edge for my social
media platforms. I've discovered that
there were a few areas where it didn't work as well. So I started using
Chrome predominantly, and I almost never
have a problem with Chrome and Firefox as my backup. If you go to start your
account from linkedin.com, then what I recommend
you do is follow the LinkedIn recommendations
of building your profile. And then at some point, maybe consider going and
finding my course for building a professional
LinkedIn profile and follow that guidance. Because once you have your
LinkedIn profile built, now you can get purposeful
about building your network. You want to make sure that as you're getting started
with your networking, you're again clear with who
your target audience is. We're going to talk about
that in a minute and clear as to who they're
influencers are, it's gonna make a big
difference for you to be successful as you
do your networking. Also recommend that you
start your building your LinkedIn network around
the people you already know. Connect with your family
members and your neighbors, connect with your peers, connect with people
that you work with. Connect with people in the
associations you're in, connect with people and you
do volunteer work with, connect with people
you know today because those people can introduce you to more people
along the way. Don't rush this. Do not sit back on your patio with your smartphone and
your LinkedIn app or your tablet with your
link with LinkedIn and a browser and start sending invites out with
reckless abandon. It is a journey, not a race. So do this
deliberately and think about what you're
doing along the way.
6. Networking for Mutual Benefit: Let's talk about what is
networking for mutual benefit. It's simple, but
it's more than that. Starts with don't be
selfish using LinkedIn. If you're on LinkedIn
and you're only intent, the only thing you're looking at is creating
value for yourself. It may not work as well. Repeat. Remember your LinkedIn
network doesn't care what you know until they
know you care. That's one of the reasons
why when you're networking, you may be focused clearly on
who your target audiences. You may only be looking for your target audience
and their influencers. But along the way, you have to consider that
others have purposes as well. And there may be others
who send you invites, who may need your help. Someone may recommend
or suggest or encourage that you connect with someone else to help them. That'll pay dividends. Also discovered
that along the way, when I'm connecting with
people whom I could help, these people may turn
out at some point or another to become influencers who can introduce me
to my target audience. Or they can actually
become my target audience. Because along the way, I took a few moments of
my time to help them. They'll remember that
I read the study, Dale Carnegie's How to Win
Friends and Influence People. A few years ago. While I was studying that. Some I said that if you help
somebody in a personal way, they will do everything
they can to be able to help you as a form
of saying, thank you. So think about that. Call it what you want. You know, God, karma, life, my just rewards. I don't know what you call it. When you help somebody, the world of whatever the universe and sees
that you did, did that. And it will create an opportunity for you to
get something in return. But you have to be
very purposeful. And you should
never offer to help someone or help anyone with any expectation
that they will do something for you and
return that will fail. Many years ago, I
had a business owner who donated money to
a charity that I was on the board of an after that event and we wrapped
up that charitable program. He came to me and he said, I gave you money. Now let's talk about what
you're gonna do for me. Matt was a huge failure because I didn't
need his business. I didn't need his services or solutions and I didn't
know anybody who did never give with the expectations of getting
something in return. Also, when you're networking, you need to be very
deliberate about not connecting and going
for the throat. I see this all the time. People will connect on LinkedIn and then immediately
try to sell. They'll connect on
LinkedIn though. Immediately asked for a job. They'll connect on LinkedIn
and immediately asked for something and that's not
the right way to do this. If you want long-term
sustainable value out of your network, you've gotta do it a
little bit differently. You gotta be willing to connect, to say hello, to listen, to, ask questions and learn. And then along the way, you will create the opportunity to accept them to a
business conversation. Can't do this breakneck
speed, it won't work. Why did I tell you about the networking for
mutual benefit? Read it. It's a good
book. I know the author.
7. Defined your Target Audience: Okay, in order to be very successful at networking
through LinkedIn, you need to define who
your target audience is. Because the more focused
you are on who they are, the more clear you
are on who they are, the more likely
you'll be successful. And it's okay if the person
changes along the way, as long as you know
you're changing the definition of
your target audience. That's going to happen as you get more and more clear and, or as your organization, your business or
your career changes. Here's some thoughts on
defining this and you may find useful in the
business-to-business space. I think this way, what is the role of this
person is in maybe what's the department they're
in and what is the role therein in
that department? What kind of companies
does this person work in? Are they in health care or are they in private industries? Are they in public industries? Then a governmental space? Maybe the industry as well. Is it a financial industry,
banking industry? Is it a consulting industry, manufacturing,
etcetera, etcetera? Who is the person, what kind of company and what kind
of industry then? You might also take and
slice this up and go, okay, what geography or what
region then am I focused on? The north America? I'm, I focused on the US, but focus on the
UK and my focus on New Zealand or
Australia or Africa. What region am I focused on to find these people in these roles and these types of companies in these industries. Now in a business
consumer space, I look at it a little
bit differently. I may ask myself, what are their interest? Also may apply them in our human aspects of what's
their age and their sex, or what other demographics
do they have? Or who are the people that buy my products are by my services. Then I may ask, What's
their lifestyle? Or they have an
outdoor lifestyle, they have an international
traveling lifestyle, more focused on their
family or community. So that I can best to
find that character that makes up this
target audience and a business to
consumer space, then you may also apply
region and geography as well. Now these are just a
few ideas that I use. You may have different ways of defining who is
your target audience. It is absolutely the
human is not the company, it's not the industry. It's the human that is
your target audience. What we're talking
about, networking here. You don't connect
with companies. You don't connect
with industries, you connect with people. So define that target
audience human, as best you can and you'll be far more successful
networking on LinkedIn. Now, by the way, very simple perspective sometimes
I think about that. Who is the human's
going to hire me or contact me or engaged
with my business. Sometimes I think it's the
person with the checkbook. That's not always the case. But I do know this for a fact. My target audience is
the person who has the budgetary control to be able to spend that
money, to hire me. I'm a consultant, I'm a trainer. So they have to have budgetary management to be able to spend that money may
not be the same for you.
8. Who should you connect with?: Alright, who should you
connect with them on LinkedIn? This is important conversation. First of all, I did say earlier, start with people
you already know. You're going to also look for people that you've
bumped into in life. These are people that you meet
at networking advantage of me to virtual networking
events and meet me, maybe they all people
that you do work with, you met at a trade show, maybe an association
the people you bump into along the way. Also, think of connecting with people who are of
interest to you. I often, I don't do
this all the time, but I'll read a book or
listen to a podcast. And I will look for that
personal LinkedIn if, if their website, there
are other social media, and if I like their style beyond the bulk or the interview I heard that I might send them an invite on
LinkedIn as well. Look for people who
are relevant to you in many diverse ways. Not just work, not
just your department, but maybe in much
more diverse ways. Again, it could be the people
that you volunteer with, could be people in community organizations that
you aspire to be a part of. Could be your local, your mayor, or your town
council member or etc, etc. People in lots of doors.
This is networking. Networking is not just business. Networking is much
more than that. And so you may find people that are
relevant to you in lots of different ways that may
make sense to connect with. Also, you're not looking
for these people per se, but you're going to want
to be able to connect with people that you can help
in some meaningful way. Sometimes you may look for
them and unifying them, but sometimes you may
get introduced to them. Sometimes they may
find, you know, that you're connecting
with them with the intent of you
helping them initially. Again, I spoke earlier about organizations and industries
and networking groups, associations, volunteer groups, et cetera, et cetera, et cetera. Maybe your vestige group, so your action Coach group, and maybe your Toastmasters
group, et cetera, et cetera, connect with all these people who are on LinkedIn
and using LinkedIn, we were talking about that
later on because you never know who they know
whom you need to know. Maybe your barista, your barber, your insurance agent
to Home Depot wrapper, the bank, the bank teller
or their bank teller. Still. Along the way, you need
to always remember, my LinkedIn network
must always include my target audience and
their influencers. Some of these
people may be that, but there also could be
others that you need to find along the way who were
very deliberately, again, that target audience
and their influences.
9. LinkedIn Search Best Practices: I want to share with
you some best practices of using LinkedIn search. Because later on in the
course we're going to go into LinkedIn and we're going
to look at it and we're gonna look at LinkedIn
search as well. So let's talk about
some best practices of getting the greatest value
from LinkedIn search. Or one practice, you've
got to practice, start with the search bar and you'd start and then
play with the filters. Because the more you practice, the more you get good at this, you become efficient at
it becomes easy for you. And you'll be more
deliberate and get greater results if you're
struggling doing it. Practice more. You need to practice to the
point where it's no longer a little longer
a tedious task. I can visualize in my mind
right now that search bar, I can visualize my mind the
filters across the top. I can visualize in my mind the filters and the
right-hand side, where each section is. When you can get to the
point where you can visualize it and
quickly realized where you need to go to
click on something or get some filter or put
in some criteria. Then you're getting to
the point where you're getting good at using
LinkedIn search. Practice. This little technique that
I'll show you later on, if you're looking for
somebody named John Smith, don't type in John Smith and hit Enter type in John Smith. And maybe their company has for the first few letters
of his company or John Smith and maybe
some keyword it's very related to him,
like project manager. And get the search
bar to find for you that person in that
first pop-up 1010 ideas. So you don't need to go into LinkedIn search practice looking for people with
their first name, last name, and the company name so you get to them quickly. So be aware of the
commercial use limit. This is the restriction
of the number of LinkedIn profiles LinkedIn will show in the search
results window. It only impacts people who are not paying for a premium
version of LinkedIn. And the limit is lifted
the first of every month. And then it lets
you see X number of profiles in search
results windows, again to a certain level, don't know what that number is. Linkedin hasn't defined it. It may ebb and flow and
change a little bit. But again, it only impacts
people who are not paying for Business Premium or Sales
Navigator or recruiter. If you hit that early
on in the month, then it may make
sense for you gotta Business Premium or
Business Sales Navigator. There are other ways of searching without
using LinkedIn search, and we'll talk about
that when we go into the LinkedIn live. Just be aware of that
may happen to you. When searching for
LinkedIn members. When you're looking for
LinkedIn members who are connected to someone
you're connected to, there is a limit to
what the results are. You only see 1,000 LinkedIn members in that
scenario of connections of and that's okay
because you really don't want to work with
thousand profiles anyway. So you'll use the search tools
and drive it down smaller. But just be aware that
there is a limit of 1,000 LinkedIn members
in a search results. If there are connections of someone, I'll show
that to you as well. This is important to understand LinkedIn searches way
more than just people. You can search for companies and posts and jobs and
schools and groups, events, courses and services. There's all kinds of
content you can search for. So don't limit using LinkedIn search for just
people or companies. Use LinkedIn search to
go find good content, go find good events,
good courses, and people who provide services that you
may be looking for. Number six, the people
search in LinkedIn search include 16 unique filters plus the ad hoc search bar text. That's a whole lot of
filters built-in LinkedIn, Sales Navigator
runaway as 23, 24. But those 16 unique
filters are very powerful once you practice and you understand how
to use them well. And go back to what
I said practice. Company searches
have five filters plus the ad hoc
search toolbar texts. Again, really good tools and really good filters
for you to be able to find and narrow your search down to the smallest viable
audience for you to work. There is filter for companies, it's built into LinkdIn that's
not in Sales Navigator. And that is you can look
for companies where you have a first-level
connection. Really powerful tool, right? One filter. If you're doing
account-based marketing and account-based prospecting, if you want the most
effective search tactic, that would be never to click on anything in the
search results window. Whether you're looking for people or companies or whatever, never click on that. Instead, right-click on
it and open in a new tab. And then you can go through your search results
and you can open a bunch of people or a bunch
of companies in new tabs. Then you can go to those
tabs and work them and leave your search results
window right there. So you don't go in and out of the search results,
which by the way, takes more time
and additionally, can corrupt your
search results and make you stole ever again,
which is aggravating. And then I asked
him practice using Boolean search and LinkedIn and through Google Site Search. Boolean search works
well in the search bar. But Boolean search
works really good. And Google Site Search, and I'll show you what
that's all about. And when we get into
the L going live.
10. Best Practices of Connecting on LinkedIn: Here's some best
practices of connecting. We talked about searching. Some has some best
practices of connecting. Marijuana. You don't need to connect with every time **** and
Harry on LinkedIn. You don't, you don't need
to connect with everybody. You need to be very purposeful about who
you connect with. And strive to never send a
LinkedIn invite to someone. Strive not descend a LinkedIn invite to someone who
does not know you yet? Think about that. Well, I'll show you
how to do that. Instead. Asked your LinkedIn network for an introduction to the people
that you want to meet next. And when you get that
introduction set, makes it way easier to follow
up with a LinkedIn invite. Engage on your target audiences content before sending
LinkedIn invite. Somebody refer to this as
bumping into them on LinkedIn. Because now if you
bump into them, they see your content, now they know who you are. I mean, I know a lot about you, but at least they
know who you are. If you're in a
LinkedIn group with your target audience or an influencer is someone
you want to connect with. You can use the LinkedIn
group messaging to engage with them first. So you could send
them a message, make sure you write the
message appropriate. Send them a message. And again, now
they'll know who you are before you send
them an invite. Always, always, always include a personal note when you
send a LinkedIn invite. That is important for lots of reasons that we'll
talk about that later on. If the person you're looking
to connect with is not active on LinkedIn,
then hold up. Maybe it doesn't
make sense to send them an invite because they're
not active on LinkedIn. And by the way, when you do
send in a LinkedIn invite, if they do not accept your
invitation within a month, maybe even quicker,
then withdraw it. I'll show you how to do that. So no need to leave and invites sitting there hoping
and praying the look, accepted them,
accepted in a month. They're not going to want to follow up with somebody
and send them an invite. Than what you might wanna
do is alert them to the fact that you're going
to send that in byte so they can be
aware of it coming. Whether you're meeting
in person or on Zoom or telephone
or even an e-mail, you may want to just let them know that you're going
to send that in byte, increases the opportunity
then accepted it. And I've said this before,
I'll say it again. It's not a race, it's a journey. So don't get all
carried away and acting like a rabbit all over LinkedIn and try to
connect with everybody. You can connect with us cookies
you can, that will fail. You need to do
this a purpose and intention focused on your goals.
11. Researching before connecting: It's talking about research in your LinkedIn members
before you connect. When to send an invite, you need to be sure that you're sending it
to the right person. So look at their
LinkedIn profile. I offer this never sent
in LinkedIn invite from anywhere on LinkedIn except
from that person's profile. That way you can look at their profile and make sure
you know who they are. You can look at their content. Another activity page. Now, also as I said earlier, look and see, are there
active on LinkedIn? When was the last time
they were on LinkedIn? To Do they have any
mutual connections? Do they have recommendations? What school did they go to? Where do they work before you do this quick little
research so you're clear about who this person is before you send
them that invite. Is there any other information you can find out about them if you really want to do
some research on them, go look at their website or do a Google search on them
and see who they are. Fine what out, what you can about them before you
send that in byte. And furthermore, when you're
accepting LinkedIn invite, be sure who you are
connecting with first if they appear relevant. But they didn't include
a personal note. Maybe you want to ask them why they want to connect
before you accept. If they appear relevant, you review their
LinkedIn profile, maybe even look at
their content for more validation who
they are as well. You want to do this research
before you connect. Now, by the way, if someone
sends you an invite in, you're not really sure. For me. I always ask before I connect. You may want to
go ahead and they don't look like someone
you want to connect with. They don't appear
to be relevant. You're not really sure. You may just simply want
to hit the Ignore button. Furthermore, if they
really look like they're not the right kind of person and you're wondering why
they're on LinkedIn. You may also want to hit the, I don t know the block
or the report button. Because if they don't
look authentic, we don't want them on LinkedIn. Do this research before
you send an invite, do this research before
you accept an invite. Again, as you practice, you got to get to
the point where this is just going to take seconds, it's not going to take minutes. And when you're
spending a few seconds validating who these people
are before you connect. Again, you're going to build
the right LinkedIn network.
12. Engage Immediately: Talked about this a little bit. This is really important. When you are connecting
with someone, you want to make the
first engagement as memorable as you can. Remember I said
earlier, they don't care what you know until
they know you care. So make that first
engagement memorable. Make it about them. Not about you. Make it about something
that's important or relevant to them, not about you. If the new connection is highly relevant to your business
or your career journey. See if you can call them, send them a text message. If you can't call them or
send them a text message, than what you might
want to do is send them a business
e-mail message. If you can do that. This is far more powerful
to engage with them via phone call or text
message or email. A LinkedIn message. Again, you want to make that
engagement and memorable. You can't do a phone call or
text message or an email. Then you're going to have
to use a LinkedIn message. But makes sure that
the words you put in your message are focused on
them, meaningful to them. Show that you spent a little time to
understand who they are, what their companies about. Thank them for the
connection and make the conversation
again a lot about them, not about you at the very most, I would include is an invite for quick one-on-one conversation,
but nothing more. If they're not highly
relevant to you, but you've connected with
them for some reason. Other, maybe it's
someone you can help, maybe it's someone you
met along the way, but they're not
highly relevant to your business or
your career journey. Then at the very least send
them a LinkedIn message. Thank them for the connection
and let them know. You're willing to
help them if you can. But don't spend a lot of time on those messages because they're
not the most important. The most important thing is messaging and engagement
with your target audience. And again, never try
to sell or asked for a job until you get permission
to have that conversation.
13. Reporting and Blocking: Reporting and blocking.
This is important. We don't do this enough. Linkedin has become
an attractive to scammers and spammers
and all those folks. And we are the first line of
defense to deal with this. It's our responsibility
to block and report these people who are causing our LinkedIn network to
become less valuable. So don't hesitate,
hit the report button if you see someone
violating the terms of services or
using LinkedIn some way that you think is
disrespectful to our network. And don't hesitate to block
them if they're using tactics that are becoming problematic as
well, they may be. Here's the newest one I've
seen in the middle of 2022 is people were asking
for your phone number, they're asking for
your email address, are asking you for
your WhatsApp account. They want to get that
conversation all the LinkedIn. And the only reason they want to quickly get it off
of LinkedIn is because they know
their conversations go to violate the LinkedIn's
Terms and services. Never do that. Keep that conversation and LinkedIn until you determine it makes sense for you both
mutually to go off LinkedIn. And by the way,
if they're asking and pressing you offline, then it's not going
to be worthwhile. I can promise you. We don't report and block. We're going to let
LinkedIn have more and more of these
inappropriate people on there. I call them the
maggots, the slugs, allegiance alligators,
crocodiles and grubs. No disrespect to those
real life animals where they belong, but they don't
belong on LinkedIn. And it's our job to report
this when we see it.
14. Unfollow and Unconnect: Let's talk about follow
on, follow an unconnected. First of all, you don't
need to send a LinkedIn, invite everyone on LinkedIn. There are lots of
people on LinkedIn where just a follow is
all you need to do. Bernie Brown, Seth
Godin, Malcolm Gladwell. These are great people
with lots of cool content. I don't need to send them an invite and hope
that they're going to accept it to get access
to their content. I don't need to burden
them with that invite. We are not critical to
their LinkedIn network. They are grateful that we
appreciate their content. We don't need to connect just
to get to their content. Furthermore, you'd
also don't need to unconnected from LinkedIn member that you're connected to. If you no longer want
to see their content, just hit the unfollow button. Because you may, you may be, may be worthwhile to stay connected because there may be a need for that
in the future. We don't know until
that happens. But if you don't want
to see their content, if they're sharing way
too much of content, that's not important to you. Hey, you're only
seeing it because you're likely engage
in on their content, are engaging with them. But if you start seeing too much and you don't
want to see it, just simply unfollow them. However, if unconnected is
the best option for you, which means that LinkedIn
members become problematic. That LinkedIn member is
engaging with you too much that LinkedIn members and maybe
engage with you in air. Improper ways or
messaging you've too much or improper ways,
they become burdensome. Now it's time to hit
the connect button, maybe even go back, hit the block button. But don't on Connect
so quick but unconnected when you
need to unconnected. And by the way, if someone
sends you on LinkedIn invite and you're using
LinkedIn creator mode. They will by default
also be following you, even if you don't hit
the Accept button, which is a new feature
of creator mode. Linkedin invites
creative follow, and then they can actually connect if you
hit the reset button. For me, that's great. Because I like to build
a following as well. I know I'm really primarily working on building
a following it. What my point in my business may not be important to you and we'll talk
about that later.
15. Manage your LinkedIn Invites: Here's another set of tactics that are
important to understand. Manage your LinkedIn invites
routinely, regularly. If it gets too big, you get too many n bytes
that are piled up, you got hundreds deal with. That's overwhelming, that's daunting and
nobody wants to do that. I recommend that you
do on a regular basis, maybe once a week, spend a few minutes to manage your LinkedIn in bytes
so that you don't, again, so that you don't miss out on something
that's important. Or create a scenario where
you're just tired of deal but don't let it invite
set in your city, in your inbox for
more than a month on the sent or received. By the way, you
also need to manage the invites that you send
out on a regular basis. You don't want those
pile up too much if they haven't been accepted
and within a month, then get rid of them. You need to get a withdrawal them for a couple of reasons. One is, hey, you don't
want to listen to me because it becomes
overwhelming to clean out. It's three clicks to get rid of, to withdraw an invite. And secondly, you
may run into that personal along the way
and be able to say that, Hey, wow, look good to
see you. I'm on LinkedIn. I'll send you an invite. You go back to the home
and it says Pending. Now you gotta go look
for that invite, withdraw it, and then wait a little bit before
you can send it again. Get rid of them earlier ones so that they're not burdensome. Don't send an invite
until you get introduced or you engage
directly with them. Unless, you know for a fact that they know you just met them,
you just talk with them. But if they don't know
who you are getting introduced, are engaged first. And don't overthink these steps. It's meant to happen is going to happen in an otherwise use a different channel if you
really want to talk with that person and they didn't
accept your LinkedIn invite. And then you don't send them another and
send them another one. Just fine. Another channel to get to that, maybe you need to call
them or email them or get someone to introduce
you via e-mail. Don't overthink this.
16. Overview of LinkedIn Networking: Hi, so now I will
go into LinkedIn using my own
LinkedIn account and we will talk about
all of the areas of LinkedIn and allow the tactics and best practices
I've talked about. And I'll show you how to
do those within LinkedIn. Alright, so we're
logged into LinkedIn and let's go and start with. The first thing
that I just want to do is high-level
overview of some of the pieces that you're
going to need to use while you're
networking on LinkedIn. First of all, here's
the search bar. And I'm not, I'll go into this much deeper
level in a minute, but I often say sometimes
the easiest way to do search and just click in the
search bar and hit Enter. Then you make a decision. What do you want to look for? People, post jobs,
companies, groups, schools, events,
courses, services. And then once you
make that decision, then this all filters box will change based on where you are. All filters works predominantly with companies and people. So if I click it on paper roll, there you can see
there's 846 million LinkedIn members right now. If I go to companies just by hitting the
down arrow right, Deanna, click on companies. Now you can see that there's a 57.7 million companies that
are represented on LinkedIn. So the search bar is
really pretty easy. Again, click on it, hit enter, and get in here,
and then you can decide what you
want to look for. And based on what
you're looking for, you have the filters
across the top and you have the all filters
option over here, which brings all filters
up over on the right ear. And then if I change
this to companies, and I do all filters, there's the filters
for all companies. So we'll talk more
about how to use this. I'm just giving you a high-level overview
of the search bar. Now the next thing I want to
share with you, Here's mine, my network right here, it's, it's my network now
there's a change happening down under
resources on your profile. You come down here resources, There's my network as well. I don't know why
they put that there. It could mean that
this is going away. They're making this bar
for something else. But to go into my
network and you see a couple of things
on the left here you see managed my network,
your connections, contacts. If you imported any contexts, people you follow who
you're not connected with, groups that you're a
member of, events, that you're a member of,
pages that you follow, newsletters that you
subscribe to it, hashtags that you're
following it as well. Then over in the
middle here you'll see here's the invitations. Very important. I do not manage any
of this here at all. I manage it all from over here, whether it says see on number
or it has the word manage. I manage my network
from here and we'll talk about why
in a few minutes. But I just want you
to understand that my network takes
you to this page. If you want to manage
your invitations, you've got to click
on see all show, show you high level from
a LinkedIn profile. I'll do it from my own actually,
I'll do it from Randy's. Let me bring up Randy's profile. Ready? Lets me use
this profile at home. I want some high-level
things to think of it. You gotta get used
to doing this. And we're used to where these clicks are
and you're used to where knowing where the content
is, it gets really easy. I often when I get an
invite from somebody, I click on contact information. I'll look and see
if I have a name or email address
or phone number. Some people show their
e-mail address and their phone number when
you're not connected to them, they'll show it under
contact information. It's important to know that because if I'm connecting
with somebody, sometimes if they're
highly relevant to me before I connect,
they'll call them. The other thing is
there's the About section and other important areas. Some people put their
phone numbers in there as well. Not everybody does. Sometimes they bury it
at the bottom down here. But I'll also need to
know how to go look at the About section and
quickly scan that, especially when you're getting ready to accept the invite. So you determine this
the right person or not. Also, pretty clear. Pretty quick to come down
here to the activity section, show all activity and I want to try to figure
out who somebody is. I'm going to ignore the all
activity for the most part. I'm gonna go straight
to their post and look and see
what they posted. How long ago has been
since they've posted. Sometimes I'll look
for their articles to see if there are
content creators see when they wrote the
last article or when did they share
their last document? This document was
shared a year ago. But post is where the most important information is to see what they've shared. So get used to look at somebody's profile so that you can find the information
you're looking for. It, figured out who they are
before you connect. Again. When you get really
comfortable with moving around from
someone's profile, it gets easy to figure out who they are
and what they're all about before you do that
except that in bytes. So then look at their
recommendations, look at what not only received that they've given any as well. So again, I get to
figure out who they are, so I understand how to, how to scour someone's
LinkedIn profile quickly and you'll be
more efficient at, at doing this
networking activity. Something about a
little bit about where do you find
the Connect button? So for most people, if I go look at this
person's profile, the Connect button is
gonna be right there. From at pretty much every body. Oop, I hit the wrong one. Now I got to go fix
that withdrawal. For most people. You're going to find the Connect button right here that says withdrawal because I've fat fingered that if I refresh it, it goes away now,
but not everybody. If I go look at my friend
Megan's profile and you can see there's
no Connect button as the Follow button there. Now the reason why
that is there for her is because I've connected with her and
disconnected wise I'm testing, but you'll see here's
the Connect button here. So if you do not see the
Connect button there, whether you see
follow or message, you're going to see
the Connect button under More right here. So just be aware of that again, the clearer you are about where these things are and
how to get to them, the easier it is for
you to get to them, the quicker you can get to them, the more efficient your
networking becomes. Now one more thing if I do a
search for project managers, just show you this. I bring up people. You can see I have the
Connect button there. I never use that Connect button. I really do not recommend
use a Connect button. First of all, let
me click on that, see what happens. Yeah, I do. I do have the ability to send
a note that's interesting, but I'd much rather go
to his profile and view his profile before I send that Connect button
that's in byte, because I want to be able
to see a little bit more about this person before
I send that invitation. Now over here you'll notice this is an interesting
little icon here. See the Connect. I clicked on that earlier. Remember it, fail watch
this, I click on that. Wow, it's sent the note. I thought earlier I
clicked on one of these and it didn't send a note and I look at its
connect with the person. This is just to connect. A look, no notes, I click on it again and
I can withdraw that. Really interesting,
I just noticed this today that connect with the people when the plus lets me send a note to
connect down here, does not send a note
that you put in a rested and clicking on pending
and I can withdrawal that. So hopefully he didn't
see I sent that. Probably won't see that
because it's a timing issue. But anyway, pay attention to these different connect buttons. Again, I highly recommend
connect from their profile.
17. Introduction to LinkedIn Search: Alright, let's talk about
LinkedIn search and Medea, we'll do a deep dive in the
LinkedIn search so I can help you understand how to use it the most effective
way possible. First of all, one of the really cool tactics is to be aware of, is if I'm looking
for John Smith, now I can type in John Smith
and I hit Enter and then I can go to people because
so much time this is taken. And now I got to go find
out of 126,000 John Smiths. I got to find the John
Smith I'm looking for. Now if I'm typing in a name
I know who I'm looking for. So let's go back
to the top here. And let's say I'm
looking for John Smith. And by the way, you don't need
to do upper and lowercase. I'm just having a mind. John Smith and I
can type in CPA. There's John Smith, the business
owner, John Smith's CPA. I can type in John
Smith at gone fishing. There's John Smith retired
or go on a fishing. A couple of more. Let me show you. I knew John
Smith at UPS and there's John Smith at feed or UPS is a driver at UPS is
a package handle or UPS. I can drive this search down. You get ten options here
I'm going to show 1234512. You get ten options here when
you type in someone's name. But you can refine that list. Look, it's pretty broad now, but I can refine that list by
typing in either a keyword or the first few letters
of their company name. And it makes it
easier for me to find the human that I'm looking
for based on their name. So practice that. And you'll find out
it's way easier to type in jobs may have gone to surge
and doing the filtering. So just play around with that. You'll see what I
mean, it's easy to do. Now let's go back into
search a little bit. So if I, first of all, the top of the box, there's a tactic
called Boolean search. So you can type in Boolean
search strings in this box, and you can start searching
for what you're looking for. Give you example. Let's say I'm looking
for vice presidents, or this is called an operator. The three operators in a
Boolean search string, There's OR and NOT. So what you're going to use an operator has to
be an uppercase, uppercase OR so I'm going
to look for VP or v dot, p dot, which is another
opportunity or vice president. Double or two words. But quotes around all of that. So looking for vice president, now I can say I want to, I can also include an I
need to have if I want to, I'm looking for insurance
and North Carolina. Now, here's what I'm gonna
get when I hit Enter. Now I didn't, I didn't
tell it people, company or groups yet. So I'm gonna go to people. Now there's 2,390,000 results of people who have
VP or V naught, p dot, vice president, as well as insurance
and North Carolina. Somewhere in their
LinkedIn profile. This by here, this
search box right here is going to look in their
entire LinkedIn profile. Does it mean VIP? Vip or our vice president
is in their title? It may be, but it
does clearly mean that that information is somewhere within their
LinkedIn profile. And so you can build a
Boolean search string here. And I'm going to do
an, if I want to, I can put the word. Let's put in strategy just
to come up with a phrase, decide what you're looking for. And I just drove it
down to 2,308,000. Again, if they have the word either VP or
VIP erased president, insurance and North Carolina, and the word strategy
somewhere in their profile. And so use this Boolean
search string and you can really start
refining your search in a very deliberate way. So practice that and you'll
see the value of using that. And we've talked about
how to use that in Google and in a
little bit as well.
18. Using LinkedIn Search to find People: Let's stay here and
as do people search. So I've already started a search by with this Boolean
search string up into what's called the
Ad Hoc, the search bar. Now I want to do, I want to look a
little bit more focus. Again, the goal is to drive the results down to the
smallest viable audience. So you want to know
what you're looking for before you start looking. Now, this is important. The first filter you have
is the connection filter. There's three of
them across here, and then we'll go
to All Filters, look at all of them
here in a minute. The first one is connections. Let's talk about
this for a minute. In case you don't know. First-level means we are already connected first-level
show results. There are 1,100 people who
are VP or VIP Vice President, etc, etc, in North Carolina
that I am connected with. So if I'm looking for people, I'm going to look for either
first-level or second level. I'm never going
to look for both. And here's why I'm never
going to look for both. The conversations I
have with someone I'm already connected
with are different. The conversations
I will have with someone I am not
yet connected with. That is the main
reason why I'm looking for first or second,
but never both. By the way, second-level
means we're not connected, but we have mutual connections when we bring up second level. Second level is 208,000. Again, these are people that
I am not yet connected with, but we have mutual connection is a little icon right here. It means we have
shared connections. That's important because the
value of shared connections, remember when I
talked about earlier, is that could reach out
to Tom or Rick or one of these other ten people and
ask for an introduction. It's why when I'm prospecting, I focus on second level. I don't really spend a
lot of time looking at third level because here's
what third level is. We're not connected and we don't have any
mutual connections. So third level makes
it harder to get to. Second level is much
easier to get to. And the more you grow
your LinkedIn network, the more second level
people you have, and the easier it is
to get connected. So the first filter
here is connections. I can look for first, second, or sometimes if I don't
have enough second, then I will add in third. But I really start with
second and see what I get. This is a big list. So I can work with this. Now here's the next
filter, location. So there are four
levels of location. There's country, United States, there is City, California, there is region, New
York metropolitan area, and then there is
city, New York. Or in my case, it might be country
is United States, stayed as North Carolina, region is Greensboro,
Winston-Salem, high point. And then city might be advanced because I live
in the city of advance. So when you're
looking at location, you can start with united with the state,
with the country. Show results as art 93000. It's way too big. So I'm going to come
out of country and I'm gonna go to state and go there. It is 11,000, still pretty big, but let me stop there and
we'll see if I can drill it down a little further with some of these
other filters. Now here's the next filter. Current company I can choose the current
company they work for. If I want to do what's
called account-based marketing or count-based
prospecting. So you can find all the people Wells Fargo and just work on Wells Fargo or just work on Bank of America,
et cetera, et cetera. I don't use that a lot. It doesn't work well
for my prospecting. It may work well for yours, but let's just skip that for me. It's not something I use a lot. Now let's go look
at all filters. All filters you have connections which we've already talked about first, second, and third. Now we also have connections
of and followers. Let's talk about that permit. Connections of, I could go say I'm going to find all
the people who are connected to Randy Woodson
and go do a show results. And BP VIP vice presidents, et cetera, et cetera. Second level to me in North Carolina connected
to Randy Woodson. There's 27 people. Now this makes it easy
because now I can say, well, if I want to
meet Chris Jackson, I can just call
Randy and get him to introduce me if I wanted
to meet Bob Kane, get Randy to introduce me, et cetera, et cetera, et cetera, Milton curve
get Randy introduced me. That's one tactic of process
of prospecting are doing searching that way you can get that person to introduce
you to these people. I don't always do that either. Hit cancel that out. Show results should
be back to my 11,000. Let's go to All Filters again. That's what his followers, okay? So if you, if you know, or it's called creators, these are people who produce
content on a regular basis on LinkedIn and you
know their creator. Let me show you how I
know their creator. You know their creator. Because you're going to
have this talks about, and they're going
to show the number of followers they add, this is absolutely what's called a creator. I am a creator. And so these people
have followers. So if you know people who have followers and the followers, create content,
share content that is relevant to your
target audience. You may want to go look for
these followers and say, okay, I want to find
all the people who are following Mark Williams. Because these are
people that may be worthwhile for me to find a way to get
connected to them. So this is just one another
way of narrowing down your search based on
either the connections of a particular person or
following a particular person. We talked about location. Here's the options we can select and we can also add another one. So I can click on that
and I can type in, I want to find all the
people in Atlanta. I can say here's land Joel
metropolitan or Atlanta, the city. I can select that. I can add I can do it again, I can add another one. So I can do Atlanta, Georgia. And I can select
multiple cities, are multiple regions, are multiple states in
my location field. Here's the current
company field, but I can also look for
past company because my target audience may be people who used to work for
a specific company. And that would be
also another way of GAD driving it down to the
smallest possible lists. And then very focused
marketing are targeting to get introduced and connect with these people. Now we ask school. Maybe they went to
a specific school, maybe it was a specific
trade school or a specific what's it called? Vertical of education. So you can find people that went to a particular cool school. Maybe it's your
alumni that went to those from a University
of Maryland College Park. Another way of drive your list down to
something very focused. The next big field is industry. So these are all
the search filters we have for people search. So we can look for people
in a specific industry. Again, I talked
about my campaigns. When I do a campaign search very deliberately looking for
people in particular roles, particular types of companies, and maybe particular industry. So I stay focus to a conversation about
computer software, our conversation about banking or marketing or
financial services. So I don't need to bounce back and forth from different types of topics based on
different industries. So it might be purposeful
about that industry saving, find those people in a
particular industry profile. This might be more
important if you're doing global for me, it doesn't, it's not overly important, but it could be for
you depending upon where you live and
what your language is. Open to. A little bit different
purpose here I'm, I'm on five people who do pro Bono work that can
help my non-profit. Or I might want to
find people who are interested in
joining a board. By the way, I think that's
going away because I no longer have that access to
that on my profile. The next thing is
service categories. So I can look for people who owned their
LinkedIn profile. Let me show you what
I'm talking about on their LinkedIn profile, 1 s on my LinkedIn profile, you can see right here,
here's providing services. This is the providing
services box. So what are the
services they provide? You look for people based
on what they have here. And then you can
say, I want to find people who have one of these services on
their profile because that could be your
target audience. If they're all about
business consulting, maybe you have a product or a service that's
relevant to them. They're all about operations. Maybe you have a product or service that's relevant to them. So you look for the
LinkedIn members who had those different service
categories on their profile. Now this last section
is the keyword section. This is another ad hoc section where I can type
in someone's name. I can type in their last name. Now I can type in the title, and this again is ad hoc, so I can put anything
I want in here. I'm not going to select up here. By the way, this is not ad-hoc. Anytime you have
add or add this, go look for all the
options of school, industry, pass company, company, location based on what's built
into the LinkedIn system. This down here, I can
type anything I want. I can type in Baba's school. Linkedin doesn't care. It's going to go look and
find a LinkedIn profile that has a company or a school based on
whatever I've put there. And so the title field, again, you can be
very purposeful. You can't do Boolean
search in there, like I can do up here, I've just got to put one title. I'm going to put manager
or whatever the word is. But I can again use
all of these fields to drive my search results down to the smallest
viable audience. So I can work this list
in a very meaningful way. This is too big. You do not want to
work a list of 1,700. So I'm going to drive
that down tighter. I've got these North Carolina, Atlanta, I've got to
drive this down tighter. Show results. 854, still pretty big. It might be too big
for really work. I recommend that if you're
going to spend an hour working a list or work
in a search results, make that less than 500. You can never get through 800. It would take about 3
h to get through that. But what I want you
to think about in this little segment
here is there's a lot of options for
searching for people. The best way for you
to get used to them, the best way for you to figure out how to get value out of this is to experiment and
play with this practice. What I recommend you do is stop this course right now
and go play with, with LinkedIn, search for people and get a feel
for how it works, what you're really
after is gay a feel for how to move around and
select stuff quickly, get to the point where
you can do it quickly because that makes you
way more efficient. And when you get
efficient, you get better. And when you get better,
you're willing to do it more. Lets people search.
19. LinkedIn Company Page Search: Let's go back into search. And I'm just going to
hit Enter on the bar. And I'm gonna go to companies. Some that accompany search. In company search again, I can do by location, the same locations
I had for people. I can do industry the same industries
that I had for people. But I have two other filters that are worth looking at here. One is company size. This is, I can be very
purposeful about focusing on a specific size company
that's too small for me. This is about right here. Let's do that and
do show results. 57 million goes to 12,000,800. Still pretty big. So let me drive it
down a little tighter. Let me go just to
North Carolina. North Carolina do show results. 76,000 still pretty big. Let me go to industry. Let's see what kind of
industry is I can do it. Let's just go to marketing
and advertising. Do show results. 1,100, Still pretty big
for Company Search. So let me drive it
down one more notch. Look at this. All Filters. There's location,
there's industry, there's company size, and here's the other two filters that
are worth looking at. Do they have a job listing? Now, this is relevant to you even if you're
not looking for a job. Here's why. Maybe the products or services
that you have to offer are relevant to people who are doing hiring,
businesses growing. They had hiring challenges. They might have employee retention problems
and challenges. They may have benefit issues,
et cetera, et cetera. So they're hiring and they
have jobs listed on LinkedIn. You may want to
look at that 1,100. It's gonna go down
probably way lower to 140. So these are people companies
in North Carolina that fit the 11 to 500 size
that are hiring me, show you one more tip that's
really cool about this. Go to All Filters. Look down here. I can also, in LinkedIn, not in Sales Navigator. You were expected to be in Sales Navigator because
the higher end product. But in LinkedIn, I can look for companies based on
all of these filters, including am I connected to
someone in that company? And if I hit Show results, there's five companies that fit the all the criteria
that I built out, including I have
connections there, I have six connections there for connections there,
et cetera, et cetera. Now that's way too small
the list then arresting, but these are good companies. I know all of these companies. But this is a really
powerful set of tools here. A set of filters
really drive down your company list to the smallest viable list
and then you can work it. What if I want to
work this list? I'm gonna go work on it and then see who
these people are. And I know it each one
of these companies. To find the conversation
that I want to find. Company search is
really powerful. You have all these
different filters to use to really be
very purposeful. I call this account-based
prospecting or account-based marketing to be very purposeful about
finding the companies. And then I can go find that
people in those companies.
20. Company Page People Search: So we talked about
finding people, find your target
audience and most they're influencers
through LinkedIn search. But I'll show you another
tactic that you can use to search on LinkedIn without
using LinkedIn search tool. I'm going to go, go to a
company page and just pick IBM. I'll type a. I'm gonna go to IBM. Now on, I'm going to go
to their company page. You'll notice his father
and 31,894 employees. Now I click on that. It's going to open
these employees up in LinkedIn search right
there search results. But you'll see
there's only four and a Sunday 1,000 because these are the 4.71 thousand
ish who are first level, second level or third
level relevant to me. But if I go back, you'll see as 531,008, 94. Now, if I click on
the People tab, Here's a little trick that
you may not have seen before. On the company page, I can click on people. I have the ability to search for the IBM employees based
on title keywords, school, I can type in
social media strategist, watch this and hit Enter. And down below here, this petri people you may know, these are all the
social media strategist or people who had the phrase social media strategist in their profile somewhere
who worked for IBM. Pretty interesting. I can
do even better than that. I can come down here
and say island want the 102 who work in
the United States, Hunter and to employees
in the United States live in the United States who
have social media strategy. So their profile here, these are all 102 people
that worked for IBM. We have social media strategy on their profile and then
live in the United States. I can go further than that. I can see I'm going to look
and see where they studied, what school they went to. I can go over here my
wagon also want to I can drill down and just into the greater New
York area of L1. So now I only have 100.102 is get rid of
the United States. Now I have, I had 28, excuse me, who are in Greater
New York City area who are social media strategist. I can get rid of that. I can put United
States back in. Then. I don't need to use this and let's go see what else I have. I have what do they do? Well, when we find the
50 to your ad marketing. Again, in marketing, liberty, United States social media
strategy and the profile. Scroll down and here they are. So I can keep filter and I'll
show you two more filters. Here's the what do they do? What did they, what
did they study? And two more are skilled at, and how am I connected? I can look at just the two
people that I'm connected with or the four people
and I am second level two, or the 39th on third level two. And I can do even
more than that. I can put public
relations up here. One thing is I get rid of
social media strategist. And you can see there's 239
who are in marketing live in United States and have
the phrase public relations in their LinkedIn
profile somewhere. So you can really use
this company page. People tab serge and
drill down in and find all of the employees
at a particular company in this context
that IBM who meet the criteria that I'm laying out based on the filters
that are available here. And then I can
come down here and look at each one of these again, I would use the same tactic. Right-click and
open in a new tab, right-click and open
a new tab and then work those from the tab and then come back
to the company page. Really worth experimenting with. I'd encourage you to
stop the course now, go practice that and then come back and we'll
go to the next lesson.
21. Using Google Search to Find LinkedIn Members: Now let's go look at
another way to search. Linkedin. Define the people that you want to connect with or the people
you want to network with. And check this out. I'm going to get
out of LinkedIn. I'm going to go to Google. In Google, there's a
tactic that you can use called Site Search. And this is how a
site search works. I can do site colon. And then I'd tell Google, where do I want to look? And I want to look
at linkedin.com. Now I'm also going to be in
a more deliberate and say, because I know this on LinkedIn, I can say don't just
look at linkedin.com, but look at
linkedin.com slash ion. Linkedin.com slash IN is where all of the LinkedIn
profiles are stored. It's important to
note, check this out. Linkedin.com slash company
is a learned, a tight, that is where all the
LinkedIn company pages are really important. To remember this, I can
do a Google search, site search for
LinkedIn profiles. And I can do a site search
in Google for company pages. Now, even better than that. I can then build a really sophisticated Boolean
search string to look in using Google to look at LinkedIn profiles based on type the same thing
I had before, VP or v dot, p dot, or vice president. Now, but I can put
parentheses around that mean, that means one of these
conditions have to ask to work. If I put parentheses
around that. And then I can say
Ann, I want insurance. I want North Carolina. As Ana look in their
profile for these words, anywhere in their profile
with a Google search, I can't specifically look at just the title or just the
company or just the headline. They looked at North Carolina. And I can say, I also want, if I can add
one more variable to it, let's us put the word health. So let's go ahead and
add the word health. So there's my Boolean
search string. And it starts with a site search at
linkedin.com slash IN for VP or VIP or vice president and insurance in North Carolina
and health and hit Enter. And Google comes back
with 172,000 people. Let me, let me try
something here. Watch this. Let me take this search string and take it into
LinkedIn directly. Google says 172,000. But if I go to LinkedIn and I put that in there and hit Enter, and I go to people. Linkedin always says 724. Here's the reason. Linkedin is looking
at my network. All of the LinkedIn members
who are first level, second level, and third level who are relevant to
me in some way or another. Third level has two
categories relevant to me in some way and other maybe
there in the same region, may they went to
the same school, maybe they have they're in groups that I'm in or
a bench that I'm in, or maybe they are
part of a non-profit. There's lots of
different pieces. I don't know all the
pieces that LinkedIn users to declare that someone who's third level is relevant to me. But even with that,
only has 724. When I do a site
search through Google, google does not apply
that relevance. Google looks at all of the index LinkedIn profiles and comes back with all of them
regardless of first level, second level,
relevant third level, or irrelevant third level, the number is gonna be way
higher or in a Google search. Now, in order to drive
that down tighter, I'm going to need to put
some more parameters into my Boolean search string. Otherwise, I'm never gonna get through all hundred and 72,000. So you really want to think about how can I drive
that down tighter? Maybe I want to look, go back and think about what are the fields that you would use. And if people search, maybe you want to put a
company name in there. Maybe you want to put a
school name in there. Maybe you want to put an end. Another industry in there. Um, maybe you wanna put consulting phrase or
another keyword in there. Again to drive this
search down into smaller, you'll never get this down
to anything less than 1,000. And that's okay. But the value of doing a
Google site search versus a LinkedIn search predominantly for people who are not
paying for LinkedIn. And they may run
into the commercial, the commercial use limit. Again, the commercial use limit. What that is is when you hit that limit for those who are
not paying for LinkedIn. Linkedin is only going to
bring it back three profiles. It's going to, the fourth
box is going to say you've hit the commercial use
limit and you gotta wait to the first of the
month where you can get around that by
doing a site search in Google and building a really elaborate
Boolean search string. And then you can work
your searches from here. It takes a little bit longer, but at least you can keep working LinkedIn search
from a Google search. Now, one more thing to
share with you in building search list than that is
never click on these names, whether it's a LinkedIn
search or a Google search, never click on these names. What you'll wanna do
is right-click open in a new tab and you bring this information up if
you're logged into LinkedIn, it's going to bring up that
person's LinkedIn profile. And so again, whether you're in a Google search or
a LinkedIn search, you want to right-click
and open in a new tab, leave your search
window as it is. And then what I recommend
you do this always on, on LinkedIn is always
ten people on the list. Scroll down through here, look at what you see. Make a decision. Does this person looked like
somebody I'm interested in? If so, right-click
open in a new tab, look like someone I want
to talk with. No skip it. Missed one is yes, right-click open in a new tab. If they look interesting
from what you see here, then scroll through the list, right-click open in a new
tab, get to the bottom, leave that window, sit there, and then go up here
and work each one of these records that you've opened up and then make a decision. What you're gonna do
with this record? Are you going to look
for a way to get introduced or you'll look for
a way to connect with them, or you look for a way to bump into them whatever the task is. And once you've done
what you're gonna do, close that data, come back to your list and go to page two. Same thing on a Google search. Go through the list, get to the Obama lists, stop, and then go work. If I right-click
open in a new tab, or if I opened this one up, right-click open in a new tab. Once you get to the
bottom, stay there. Go over here, look at that
profile, make a decision. Am I going to look for
a way to introduce, to introduce, am I going to look for a way
to bump into them? Am I going to look for ways
to get sent him an invite? Do what you wanna do, close
it down and do the next one. Close it down, and come back to your list
and go to page two. Much more effective than clicking on that going
in and coming out, going in or going out and
coming in and going leave your list hall and work your
records from another tab. When I recommend you do now is I've talked
about using search. Recommend you pause this course, go play with search some more. Go play with Boolean
search in a Google search. Play with Boolean search in
the search bar on top here. And experiment with building
a list of search results. And experiment with
right-click open in a new tab, viewing their profiles
and making decisions, what you're gonna do with them. Once you play with
that a little bit, come back to the course and start and startup
the next lesson.
22. Finding People through LinkedIn Recommendations: There are two other ways you
can find people that may be your target audience or influencers or somebody
you want to engage with. We're connect with. Let me
show you what those are. So I go look at let me go look
at Randy Randy's profile. And over on the right, you'll see that there is, Randy has one thing every year
told people you may know. Now there's another
box that shows up me, go look and see if
Megan has its own hers. People also viewed at
people you may know, yes, Megan has both of these. I'm going to show you
people also viewed. So people who viewed Megan's profile also
viewed these profiles. And also the other boxes, people you may know, and these are people that are
for some reason or another, are relevant to Megan, are irrelevant to you based
on LinkedIn's algorithms. Both of these, they show
five and you can hit Show More Under people also
viewed and it goes to ten, I believe it 123-45-6789. Yes. Ten people also view. And if you come down
here of people, you may know this is also five and you
click on show more. It gives you five
more and it gives you ten on the mobile app. Give me a second. Let
me validate this. On the mobile app. Interestingly enough,
under people also viewed, you can see 20 names
on the mobile app. Again, on the desktop, you can only see up to ten. But this is, you're looking at for people who are
irrelevant to Megan. You might want to look
and see who else, What other profiles reviewed. This is a photographer,
photographer, photographer, photographer. These are all photographers as well as magnetism photographer. So people also viewed could be a useful place for you to find the people
you're looking for. By way you can turn that off on your LinkedIn profile in
the Settings area LinkedIn, so you can hide that
people also viewed section as I showed you
with Randy earlier. Randy has only has the
people you may know. He doesn't have the
people you may see, excuse me, people
also viewed section. Anyway, It's worth
experimenting with. One more section worth understanding is the who's
viewed your profile. So you get that from the homepage or if you
go to your profile, you scroll down to analytics. Here's profile views right here. If you're not paying
for LinkedIn premium, you're only going to see
five names down here. And some of those might
be people are hiding. It was always people. How
does someone at war for work wolf and you might see
a LinkedIn LinkedIn member, someone at a company where
his LinkedIn member, it's also often so, but they may be hiding. And so you won't be
able to see the art. But the most you'll
see is five names. If you're paying for
LinkedIn premium, then you're going to get these analytics that you can dig into. I want to find people at Upwork
who looked at my profile. And you see it's been eight
people in the last 90 days. And here are the eight people and upwards who
looked at my profile. You go up here and I can
change it from Upwork. So I can say, let's go
find people to KTM. What's a KVM all about why
that looking at my profile, it's five people across
different days at Acadia. That might mean something I
don't know what it means. And I go look at their
profile for Yahoo or they maybe do some research. Maybe reach out to them and say Is our conversation
to be had. And as five people across, looks like two months and
looked at my profile. So look at people who
viewed your profile. You don't always need
to do a company. Again, this is only accessible if you're paying for premium. Maybe people in
particular industries may have people in
particular regions. And if you go to all filters, you've got company
industry location. And I don't know, LinkedIn, interesting viewers really
doesn't do anything for me. I'm not sure what the
algorithm is behind that. It is possible that the interesting viewers
flag is only going to show people that I have
engaged with recently. But there's other name to show up on there that I haven't
engaged with some, not sure. So we talked about
LinkedIn search, talking about Google Search, talked about going
accompany pages and viewing people through
the company page search. And now I've showed
you how to look at people who have
viewed your profile. People also viewed section and the people you
may know section. So let's go back to my network one last time to show
you down below here. This is more people who may be relevant to you
in lots of different ways. People who went to the
same school you went to. These are what I call the societal information
that LinkedIn shares about Black voices and other people you
may want to follow. This is purely for
following here. The company pages at LinkedIn may want you to look
at and then there's more people than LinkedIn
is recommending for you based on lots of
very diverse algorithm. These could be people who are relevant to you in
some way or another. So when you see these again, I recommend you
right-click open in a new tab and you look at
them and make a decision. They're recommended
to me by LinkedIn. Why are they recommended to me? And it is the recommendation
valid or not? And so if it is valid
and maybe you want to go the process of
getting introduced, bump into them and, or connect with them. So look over this experiment, this a little bit and see if these people that show
up are worthy of you. Again, doing some research
to figure out who they are. And again, so I take them
through the process. So again, it might want
to stop the course, go play with that, get a feel for it and then come back and we'll go to
the next section.
23. Asking for an Introduction: Let's talk about the
process of actually getting introduced are bumping into someone to be able to
get connected with them. Let me go back to
omegas profile. Beautiful Provo. Now, if I didn't know
Megan than the first, I want to connect with Herbie that are really
wanting to connect with her late Dan
and potentially have a business
conversation with her. The very first tactic
I'm going to use is to try to get introduced to
her by a mutual connection. You can see Megan, I share
59 mutual connections. If I click on that, you
can see these people here and all of these on this page are people that
I know and I know well. And some of them
are people I have actually engage with recently. So I may very well
call or e-mail one of these votes and then ask them
to introduce me to make. And now here's what the basically
the script sounds like. Let me actually call Kristin and rejuvenate my
relations where there is called bonding and then find out what's going
on in her life and insane her very clearly, I need your help, Kristen, I'd like to send you
an email and ask you to introduce me to Megan. Now, here's the two questions
I'm going to ask. Kristin. Question number one. Do you know Megan? Well, question number two, do you think Megan
is the right person for me to connect with
in regards to the work? I do. I say this if so, if assuming she knows her well, assuming she thinks Megan's the right person for
me to talk with, then I asked for this. Would you do me a favor? Would you send Megan an e-mail, copy me on the message, and introduced me to her so I can have a
conversation with her. Or I say introduced
me to her a second, connect with their own LinkedIn. That's all I'm after,
is an introduction. I don't want to script out her all the reasons I want
to connect with her. I only want her to introduce me. She'll use her words is a taser really good guy understands
this area of business. I think the two of
you should talk. And then once that email goes, if Kristen does, when I
asked and copy me on it, I'll know that the
email was sent. Then I can do one of two things. I can immediately reply to
the email and reply to all. So Megan and Kristen thank
Kristin for the introduction. And then say hello
to Megan and dad. I can say, I will follow up with an invitation to
connect on LinkedIn. And I hope in the
near future we have a conversation or
whatever the context is. Then I'll go to LinkedIn, find her on LinkedIn, and I'll send her an
invite to connect. Under more. There's connect and
an invite to connect. No if ands or buts about it. I will always add
a personal note. I'll often start with, I appreciate Kristin
introducing us. And then my only request in that invitation note is
please join me on LinkedIn. I'm allowed to one
thing and one thing only after Megan to accept
my invite to connect. Everything else
comes after that.
24. Engaging Before Sending a LinkedIn Invite: Now let's say I don't have
any mutual connections or I don't have any
mutual connections that I can ask for
an introduction. Let me go find somebody that may be the case
with hang on 1 s. Let's go Hannah. Now, I've got 19
mutual connection because she is second level. But let's say that I have
no mutual connections here. The next option is for me to bump into her
through her content. So what I'll do
is I'll come down here or act her activity. I'll click on see all activity. Then what I'm going to go for is I'm going to go for post. I'm going to look for a
post that Hannah made. And recent posts three
months is not too overly late bumble up
for a recent post that she made that I can
engage on all of her post or her sharing
other people's content. But that's okay,
it's still her post. And so what I'm gonna
do is look for a pose. I would love to see some
of her own words here, but I'm going to look
at what she posted. I might play the video and see
if the video is all about, then I can make the decision as to how am I going
to bump into her? The best way to bump in her would be to
have a comment and say something meaningful in this comment about
what she shared. And if she said anything in her words up here,
what did she say? And this is the best way to
bump into someone again, their content, the
content they shared, and to listen or watch
or read what she shares can be very
purposeful about engaging, relevant to this content. Might say something
like, Hannah, I want such a poll Diaz that
you share the other day from front office sports really
got a kick out of that video. And the graphics they use to put together was pretty intensive. So that's all I want to say. Then big fact that we're going
to look at our activity. I can see that within
the last week she was on LinkedIn because she liked
something this week old. So I know she's on there at
least at least a week or so. There's another week. There's three weeks. So this follows suit with the LinkedIn stat that people show up at least
every other week. So I know she's on there at
least once or twice a week. So then I can I
can feel somewhat comfortable that she's going
to see when I said now, once I comment, I do not
wait for her to respond. I made that comment. I go back to her
profile and then click on Connect
and I always add a note and note might
say something about the post she had the job Diaz. And now I've got a really
laugh eligible D add a solid at your RAI and downtown
Winston, I'm not too far away. I thought here's my words. I thought I would say hello
and invite you to connect. Nothing else other than the, the, the purpose, the relevance. And then all I'm
after is to connect. If I if the person I want to connect
with doesn't know me, if I don't have any mutual
connections to introduce me. If that person has no activity, this person does,
Let's say they had no activity for me to engage on. Typically what I'm gonna
do is nothing more. I'm going to move on
to the next person. Move on to the next
potential connection. As I am not a fan of sending out LinkedIn invites and
hoping and praying for me, it's not worth doing. Move on to the next person and find a way to
connect with someone that I do have who does know me, who I do have mutual
connections with, or they do have content
that I can engage on. Bread deliberate about that
I've proven over the years, sandy LinkedIn invites out to people that I
don't know who have no mutual connections and have no activity is a waste of
time for the most part.
25. Bump into People in LinkedIn Groups: One more tactic
that you can use to engage with LinkedIn members before you send them an invite. Let me show you. Randy and I are an and
it's all about groups. This is all about
using LinkedIn groups, which is not a big area of that. I use a lot. But you see Randy and I
are in nine mutual groups. So he and I were not connected. I'll go to one of those groups. Let's save and see
which one-and-a-half. Let's go look at the one that his own goodwill
professional center. And if I go over here
and show all and if I type in Randy,
There's Randy. Now. Now if I click on him, but I can see here's
three Randy's now, interesting enough, I'm
connected to all three, but I had the ability
to message them. So let's go back and
let's go get dub. Betty. Betty is not a fatty. Let's just go see George. I'm not connected to George. So let's say I had discovered
George and then I found out that George and I are
in a mutual group together. And that's either the
highlight section or their LinkedIn profile. And I want to have a
conversation Jordan, maybe I wanna, I wanna
get introduced to him. I'm want to connect with him and whatever whatever my goal is. But if he doesn't know me, which we don't have any
mutual connections. If he doesn't have
any content for me to engage on, on LinkedIn, I could try the
tactic of sending him a message from a LinkedIn group. When I click on message, Let's go, Let me
send him a message. Now this message is going
to show up in his inbox. It'll be in under messaging, it'll be over here as well. It will show up as a message
requests and it's going to give him the opportunity
to accept my message. Well, if I'm gonna give him a message and I hope he accepts, how should I write that? I should write it
all about George. I should write it
all about George. Maybe in some contexts related to their
group that we share. Maybe in context of some content that I
found in their group. But I'm gonna, I'm gonna send
him a message and again, make it about him. And I'm not even really going
to ask him for anything. I may just ask him
about his business and he asked him why what value
he's gotten out of the group. Whatever I want to ask
him in a general way, train his parents sincere way. I'm not going to ask him,
George, how are you doing? I hope your day is going well. I never want to use those words. But I may say to
him, Georgia saw you in the goodwill professional
centered group. I saw you have your
own organization at Daytona Apparel Group. And when I ran into that,
I thought, interesting, I love to say hi to
you and I thought I would just send you a
message from the group, something that
would get him to at least acknowledge my message. That's all really after. And after he
acknowledges my message, then I can come
back and follow up, go to his profile, is sent him an
invite to connect. This is not the
most powerful way to engage with
people on LinkedIn. It is another tactic
that we can use. But again, you need to
be very transparent. The buret be very sincere. Don't, again, don't
use fake words like, Oh, I hope you're doing
absolutely fantastic. Hope your business
is going well. Know, George, I read this post in the group and
I noticed that you are the group wondering
if you saw the posts which was sort of
catheter-related apparel, thought I would just
message you and ask, be very transparent with these messaging and you will
get better results from it. While we're talking about LinkedIn groups
and the ability to engage with people
who are in this group that you may not be
connected with. Note this. I can come down here and
I can look at a post. This is Randy made this post. And I can comment. And when I comment on that post, I can, whenever I
want to say again, very sincere and transparent. This was a great show. This is a, this is a great
job opportunity for someone. And I may say cc. Now watch what I can
do at GEO RG e, k. There's George, he's
second level of me. But I can tag him in a LinkedIn group post as long as he is also
in that same group. I know he's in that
group because I went and looked at him
earlier under here. So not only can I send him
a message from the group, even though we're not connected, I can tag him in a comment. Now you again, very transparent, very sincere, has to
be highly relevant. Otherwise I wouldn't
tag him in that. But this is one other way for you to engage with
someone you're not yet connected with and
get them to see who you are before you send them
that invite to connect. In this contexts of
tagging in groups, just like messaging in groups. I'm going to wait and
see if he responds. Because this is not the most powerful way to
engage before inviting. But it is one tactic
that you could use.
26. My Network Overview: Let's go back to my network again and talk about
that a little bit more. Here's your connections. And note that for those who are also creating followers than your number of connections may be less than your total
number of followers. If you're not actively seeking followers than for
the most part, your number of connections will be equal to your
number of followers. The contacts box. This is interesting because
this has actually changed recently and that you got
to put something in here. So you've got to
add more context. When you go to add more context. This changed as of
about July of 2022. I can only connect to my Gmail, Yahoo, outlook, or AOL. There used to be a button, it would say import a CSV file. So you could have a list of
names and e-mail addresses, an email that but that's gone. Now, my opinion for this, I don't use this. I really don't. I have been very deliberate
about going through my contacts and
looking for people I'm connected to who are
relevant to the work I do. And then finding a way to get connected to
them on LinkedIn, typically by sediment
emails say hi, I'm going to send them
a LinkedIn invite. I don't import my contacts in the LinkedIn for LinkedIn to send out an invite to
them on my behalf. So my opinion, don't use this. Let's go back to my network. And this is people I follow. It's pretty interesting. I don't find a whole lot of people differently than
I'm connected with, probably should change that up. Follow more really good people. Here's the groups that I
mean you can be in 100. Here's events that
I'm a part of. Many of them were past events, some of them are
ongoing and or future. Here's the LinkedIn company
pages that I follow. Here's newsletters I've
subscribed to and there's 21 hash tags that
I follow as well. Interestingly, that doesn't
show up anywhere, but here. And the only way I can go
look that content is go click on this and go
find the content. And then here's
LinkedIn audio event. And you can see there
are a few people **** using that hashtag. Go back to my network again. Then. So here's what I, another thing I
want to show you, I may have touched
on this earlier. I never manage anything
from this window. I really don't. The reason why I don't
is because unless the person who sent me an
invite included a note, there's no way for
me to message them. But if I go over here
to see all are me that says see all the number or
it has the word managed. Then you'll see down here
that people who didn't send me a message or didn't know no personal note
like this one, did. I have the message button? So again, this is why I manage
it all from my network. See all it's way easier to manage my received
invites from here. Now, let me show you the other side of this and we're gonna come back to
this in a moment. Here's all the invites
that I've sent out. I have seven invitations to connect that I waiting
for people to accept. I really do try really
hard to keep this low. I don't want anything
more than a month old. Debate goes said she
wanted to connect with me, she didn't do it. It's over a month old. I withdrawal that. It takes three clicks
and withdrawal it. And then it makes sense when
I bumped into her again, I will send it or
another invite. Typically when I
get rid of someone, I won't send them
another indict. Unless I engage with them or have a conversation
with them, I'll somewhere along way and then I'll send him a new invite. I don't want to send
invites out and just hope and pray
people accept them. So anyway, keep this, manage my sent in
bytes and keep it down for me always
less than a month. Here's my scent page requests. These are people
I've been invited to follow my company page. And it's interesting,
this is two months old, I withdraw those as well. Again, it takes three l
three clicks and every one of these withdrawal them. There's no need for
them to sit out there. Usually what I do is go
all the way to the bottom. You can see there's
a six months old and I'll just keep hitting
withdrawal, withdrawal. One really cool little trick. If you want to make
this really efficient, your cursor somewhere where
that second box pops up, you notice that Logan, I don't need to move my cursor
is far to do withdrawal. Withdrawal. And I'll leave it
popping up down here on the bottom and I'll come
down to this later. I want to clear that out and get rid of all of these
withdrawal, withdrawal. And I'll do the rest
of these later on.
27. Accepting LinkedIn Invites: Let's talk about accepting
LinkedIn in bytes. Go back to my network, but go to see all. I have 20 and bytes
that are pending. Now, here's the things I do. First of all, I look
and see who they are. Maybe I can see what company
and I hope there's a note. And if I have a
note, I always click on see more and I
read the whole note. And this one here
is highly relevant. This person knows I'm coming
to his company to do work, so he's highly relevant to me, but I still want to know a
little bit more about him. So I'm going to right-click
open in a new tab. I'm going to look at his
profile and we'll look and see. How long have you been
working for the company? What does he do? He's there. He's
fairly new there. Before he worked for some
other companies that I knew. He went to school I'm
familiar with and he's got some some old recommendations. So I look and see who he is. Do we have mutual connections? We have 16. I'm a look and
see who those people are. And then I'll make a decision as to whether our
Connect or not. Now, what I do, typically, once I make a decision
I'm going to connect is I hit first, hit reply. And I send him a message back. And I say whatever it
is and I want to say to him in context and I am going
to accept his invitation. When I click on that,
it's going to open up down here and I can send him and then I hit the
Accept button. Now, you could do I got was about ready to do
stay on his profile. Hit the Accept button. But then you have to wait just a few seconds
and you have to hit Refresh up here
once I hit the button, which I didn't do yet. And this except is going
to turn to message. You got to make sure
that it changes from second to first. Because only when it goes in first are you
going to be able to hit the message button and send him a message without
using an e-mail. So you can do it from here is absolutely acceptable. Do it. Just know that when you hit that except you have to
wait a few seconds, hit refresh for that
to change the message. And this to change the one
either way the message back to him or maybe the
phone call back to him. He has his phone number in here. Might be I might use
the phone number. And because of these
highly relevant to me, I don't want to use
a LinkedIn message. If he's highly relevant to me, I want to call him or
email him and say hello. If he sent me an invite
and he's highly relevant, he should be open
to a conversation. Not everybody is,
but he should be. Let's go to back to
accepting in bytes again, let me close this all down. Go back to accepting
the invites. See all? Let's say that I get
an invitation with somebody and they either
their message to me is nondescript or non not
clear enough for me to know I want to connect or they
didn't give me a message. When that happens,
what I typically do is I messaged them
back and I have a script. And my scripts go
look like this. Let's go say hello to Neil. Thank you for the
invitation to someone referred me to you or
how did you find me? I let them know that
I'm very serious about the work I do teach in
LinkedIn as a business tool. And then I ask, is
there something specific that I could
do to help you? Basically, I'm asking, Why are you wanting to
connect with me? And then I say, I'm looking
forward to your reply. This is my scripts, same script for
about two years now. Now why do I say that? The reason why I say that is I always want to know
how people found me. There's someone
who introduced me. Did they do a Google
search and find me? Did they do in LinkedIn
search and find me? I want to know how
people found me. Did they find me on Korra or YouTube, et
cetera, et cetera? Then I say, Look,
this is what I do. Linkedin's business toll for me. I'm not connecting for
the sake of connecting. Connecting deliberately
focused on my goals. Then I ask them
what they can do, what I can do to help them. I want to know why
they want to connect. Again, I'll repeat adult, just want to connect. This statement here says you
have one week to respond. That's what I'm
saying to myself. And if they don't respond in a meaningful way within one week, then I'm
gonna hit the X. I'm not going to
connect with them. So this is my very
deliberate process and you'll see that
for the most part. I don't have anything. I
have worn one of them. I'm waiting for
another response, but I have very few that
are more than a week old because I'm very purposeful again
about managing this. I only have 20 pending in a lot of them came in
the last two days. So managers very well. And if someone doesn't tell
you why they want to connect, then I recommend you send them that message and you ask them, why did they want to connect? Now, again, if I accept an
invitation from anybody, whether accepted from here or accepted from their profile, no matter who they are, I respond to them immediately,
I engage immediately. Even those who are not
highly relevant to me, I will engage with them. My simple engagement note is thank you for the
LinkedIn connection. Please let me know. Any help you in any way. Purposefully do
this every time I never waver from
these processes. One more important point about invites that I am
not going to accept. If I'm not going to accept the invitation from this person. He subscribed to my channel, watch one of my videos. I told him I hope he likes it and I asked how
I can help him. He didn't respond back. So I'm not going to
accept his invite. My if I'm not going
to accept as n by n, this is my process. You may not want to
have this process, but I basically send a note
back to them and say this, Hi, please follow
me on LinkedIn. Here's my company page. Follow me on my
YouTube, my core, and you may want to
join my classes. This is what I tell everybody who sends me an
invitation to connect, who I'm not going to
accept the invite from. This is my style. Your style might be
simply hit the X. My style is to invite
them to follow me. They sent me an invitation. They're interested me for
some reason or another. If it's legitimate,
then they'll follow me. If it's not legitimate, they'll never respond to that. So I said this note
and then I hit the Send button, and
then I hit the X. Now, I don't get this X
here in certain situations, let me tell you why
I won't hit this x. I'll close this down and
I may hit this x here. And here's why. If this person is someone that is using LinkedIn
in appropriately, I might want to say, I don't know this person. If this person is really
violated LinkedIn terms and services than what I'm gonna do is right-click open
this in a new tab. I'm going to go
to their profile. And not only am I going
to hit the nor under, under more I had
the Ignore button. But I'm also going to stay
right here and I want to hit more and I'm a
report and blocked. If this person is violating the LinkedIn terms of services
either on their content, in a post, a comment
or a message. I'm going to report that
as we're obligated to do that when we see people using this tool
would appropriately, if I really don't feel comfortable with this
person and think there are, bother me in some other way because of previous message you while they try to
connect with me, I'm gonna go for block. I'm going to block
him all the way. I'm going to report. And then I'm going to block because I don't
want anything to do with someone who's being taught and I'm not saying
this person is, but I don't want him
to do If anybody who's using the system
and appropriately or being rude or bolder
or disrespectful or whatever on blocking them. I just don't have the
patience or the time. And I hope you had
the same thought about helping us
to keep disclaim. If you just simply
want to ignore them and flag them as I don t know because
they may be using the system in appropriately, you can hit Ignore right there. And then there's
the, I don t know, button that pops up as well and you could
hit that as well. I'm not gonna do that
on this guy here. But be very purposeful
about managing, be very purposeful
about ignoring those that are absolutely
should be ignored. Again, using the, I don t know, use the report and use the
block function as needed.
28. Unfollow and Unconnect on LinkedIn: I talked earlier about follow,
unfollow and unconnected. So I'll use what I see
on the news v here. If I see content that I'm tired of seeing content
from the bud group, then I need to click
on the three dots and I need to
unbundle the company. And then I will see
their content anymore. If I see content that
Melissa, Sharon, who Melissa is a good
friend of, smart, smart lady, neuroscience E. If I see that she's
sharing content, I'm tired of seeing that probably won't
happen to Melissa, but for the sake of
the conversation, hit the three dots and
I can unfollow Melissa. Now I can also remove
this connection. That's an aggressive
step if I'm just don't want to see
her post unfollow would be the thing I do. But if she is being
disrespectful or she's being aggressive as she's being needy and messaging me too much. And I've asked her to calm down and slow down and
stop it or whatever. And I really am tired
of engaging with her and seeing her style then remove might be
the right answer. But be very deliberate about that because when
you click on that, There's no second step. As the immediate, just
as this is immediate, I can do the same thing from their profile and go
to Randy's profile. And I can go to more and I can unfollow him
if I want to go. I'm tired of seeing and stuff, but I also removed connection. And again, that's immediate. There's no second step there, so be very careful, even hovered over it if you
don't want to do it.
29. Giving LinkedIn Recommedations: And one last tip
about networking on LinkedIn sort of falls in
line with the engagement. But I think it's a
really important part of building a brand. If I really wanted to build
my relationship of Randy, I'm going to use the
recommend feature. If I've done work with Randy. If rabies done work with me, we worked together in
different companies. We worked together in
different companies, whatever the options are, what position do as Randy
and when I do this, then I'm going to write
Randy a recommendation. And I want to write a very meaningful and relevant
recommendation. Randy is all about
workforce development. Randy is all about
career transition. Randy also co-hosted
a podcast I run. So I'm going to write
a very meaningful, at least seven or eight. We're assuming seven
or eight sentences. I could do 3,000 characters, which is an extensive
recommendation. But I'm already a really
good recommendation variety. This not only is something
I feel good about doing, but I know for a fact
that pays dividends. Because again, as I,
as I said earlier, if you help somebody
in a meaningful way, they're likely to want
to help you in return. I'm not doing this with expectations of
something in return. I just know it happens. So periodically, when you're
networking on LinkedIn, you want to be looking for
opportunities to undermine war and recommend the
people you're working with. It's a great way to build your
relationships with people.
30. Additional LinkedIn Networking Best Practices: Now that we've
looked at LinkedIn, let me have a few more pieces of information I
want to share with you that to reiterate
some important points. But also I'm going
to introduce you to my basic outline for my business process for
networking on LinkedIn. First of all, let me share some additional best practices that are worth understanding. I've said this
phrase a few times. Purposeful networking. You've got to know your purpose. Otherwise you're just,
you're just doing, you're shooting in the dark. It's throwing
spaghetti at the wall. You're hoping and
praying and hoping and praying is not a
business process. I've said this
before engaging me later if your LinkedIn
network that is critical, do not miss that step. Do not delay that step. Because if you do, it minimizes the value of you building
your LinkedIn network. Manager. Linkedin invites, manage
the ones you received, manage the ones you said, Do not let those
become overwhelming. And furthermore, why
I've seen this happen where someone send you an invite and you don't get
to it for a month or so, and you miss an opportunity. Don't let that happen to you. Always look for ways. This is networking one-on-one. Always look for ways to move the right people into
the right conversations. It does not about collecting business cards now got
collecting LinkedIn connections, it's about connecting and
we're looking for the right. How to move the right people into the right conversations. Use the ignore the block, the report, the I don't
know functionality. We were happy to do that. If we're going to
collectively keep our LinkedIn networks
clean and worthwhile. Use the follow, the unfollow and the
unconnected appropriately. By the way, when you
ignore report block, when you unfollow
or you unconnected, nobody gets alerted to that. Actually, even when
you follow someone, they don't get alerted to that. They may see it in
there. Follow list. So don't worry
about ignore block. I don t know. Report that does not alert them. So nobody is going to say, Oh my God, they look with
that person just did to me. Seven, grow your LinkedIn
network every day. My philosophy is this, make a new connection every day. If you are very
purposely looking for a new connection
and you're doing purposeful networking focused
on your target audience, focused on their influencers. You are going to connect with
at least 365 people a year. You'll connect with
way more than that. But if you're
thinking about that, if you're connecting with
365 new people who are in fact your target audience or influencers who can introduce
your target audience. That's 365. Really good leads every year. Connect with someone
new every day. Average it out, dude, don't work on the weekends. And if you're doing it right, you can use your network to get introduced to other people. Don't wait, ask your
network for help. Be willing to help your network, but also be willing to ask
your network for help. This doesn't need to
be a daunting task, can be really easy. Emailed us n I said this before. I'll keep saying it to until
people finally catch on. Don't send LinkedIn
and vice everyone. The number of irrelevant invites I get every day
is just unbelievable. Five or six or seven every
day of irrelevant in bytes. I get more irrelevant in bytes, then I get good ones. Like man, this is
flabbergasted and why people waste so much time
doing it wrong. Remember, LinkedIn is
not the only answer. It is one of the business tools. There are other ways to connect with your
target audience. There's nothing wrong with connecting with other
people on other platforms. I have a process for
connecting on Facebook, I have a process for
connecting on Instagram. I'm a process for connecting
on Twitter and YouTube. And Cora, There are different ways you can connect
with your target audience. Doesn't always or only
have to be LinkedIn.
31. My Proven Process of Networking on LinkedIn: Here's a high level view of my basic process for
networking on LinkedIn. Number one, I do what
I call campaigns. A campaign is where I write down the role, the company type, the industry, the region, and maybe a few other
parameters where I defined, this is what I'm
looking for today. So I know where I
am very clear that I'm focusing on this
type of person, this type of target audience. And I build my list, whether I'm building it in LinkedIn or a building
in Sales Navigator, I build my search results based on a very
specific criteria. And I write that criteria
down and then I work it in one of the
reasons why I do that. I'm not jumping back and forth. If I build, my list is
haphazard and I've got different industries and
different company types in different roles in there. My conversations going to
vary and I don't want to be that I want to have a conversation with
people about banking. I want have a conversation
with people about the work. I do four, manufacturing, our conversation
about the work I do for people in
staffing industry. So I built a campaign
and I focus on that with each individual set of activities related
to LinkedIn search. Then I will use LinkedIn and Sales Navigator
for the most part. I don't use Google Search
from my world today. It's only because I don't
need to and I don't have the commercial use limit problem
to get, gets in the way. But I'll use LinkedIn Sales
Navigator search tools. Predominantly when
I'm doing this work. I will always look for a
way to get introduced or to bump into the people and sending invitations to
before I send him. Just when I was recording this
class, just this morning, I reached out to the
president of a company and I asked her to introduce
me to her sales leader. She messaged me back and said these are two
people that do that where I can introduce you to both of
them or one or the other? I asked for introductions on a regular basis and if I
can't get an introduction, then I'll go look for
ways to bump into them. Whether it's through
their content on LinkedIn or their content on Instagram or wherever is
relevant and appropriate. Once I connect, I always said when I refer to as my relationship-building
message, it may be a very simple message and it's always
gonna be about them. And not always. But sometimes, I may include an invite for quick
one-on-one chat. Very simple one-on-one chat. And it's never more than 15 min. But I never miss sending that immediate engagement
after we connect. And again, my level of
that engagement will be directly proportional to their relevance to my business. If I am not going to
accept the invite, I am more likely today because I now realize the
importance of doing this, of hitting not only
the Ignore button, which by the way, they
don't get alerted to that. They just know I
didn't accept it. I'll hit D ignore and I may very well hit the I don't know. I'm also more likely today to hit the block
and or Report button. If they were if they
proved to me or at least showed me that they
were inappropriate uses, LinkedIn, fakes are
bots or whatever. I'm less likely to hesitate on that today because I now
know it's important. I don't over invite. I really am very purposeful
about my invitations. I don't need to
send out 50 a day. I don't need to
send out 100 a day. I need to send out
very targeted, focused invitations
to my target audience and to their influencers. It first of all, it's
way too much work. Secondly, if you're
over-investing, you're probably inviting the
wrong people or you're not developing a relationship with them or getting
introduced to the people. I want the people I
send an invite to know who I am to rediscover that there's some relevance
between me and them and to be willing or likely to
go that next step, which is some level
of engagement. Thus, I asked for
the introductions or bump into them first. For me today, maybe a little
different than your needs. But for me today, I don't spend more
than an hour a week prospecting and
send it out advice. My network is pretty big. My business a little
bit more mature than most people's businesses are most people's book of business. So I don't need to
be connecting as deliberately or as rapidly
as I was 15 years ago. And so I'm really do minimize. Now I will tell you that
when I do this work, I set aside time to do it. I said I collect
prospecting time. I set aside time to
do the prospecting, look for the opportunity
to get introduced, look for the opportunity
to bump into them and then send
the invite out. That's my process. I don't that doesn't
mean every now and then throughout the day or throughout
the days of the week. I don't send out an n by
it as I run into people. But my prospecting
and invitation time is very focused
for me, an error. Those who are early in or early are just now adopting LinkedIn. I would ramp it up
a little bit more, maybe spent a couple of
2 h or more per week, purposely focused on
the right people. Have a business card
process that I use as well. When I get a business
card from somebody, I'm very deliberate
about a putting that business card information
into my Google Contacts, be looking for them on LinkedIn, send them an invite to connect because I just met with them. And then lastly, follow
up with them after we connect with either an email or phone call or LinkedIn message. And if I add their
business card, I can go for email
or phone call. I share this business
process with you, not to tell you that you
need to do what I do. I've shared with you and
taught you and train you on all the different
things that you can do related to
LinkedIn networking. Now it's up to you for you
to build your process. Maybe it align with
what I'm doing. Maybe it'll be a little bit
different and that's okay. As long as a you believe
in your process and you've tested it and you
refine it and you continue to test and
you continue refining. And B, you like your process
well enough that you know it gets you the
value you want to do so that you will go do it. Because if you built a
business process at a, you don't believe in, and b, you don't enjoy doing it. You're not gonna do it. It's a waste of
time and do that. Go read the book, the
book Atomic Habits. Then you will understand about why building processes
and buildings, a task that you do as important and build it the
right way so that you're willing to do it
to get the value that you want out
of those processes. So build your process,
refine your process, believe in your process, Enjoy your process, and
you'll make it happen.
32. Closing Statement: Thank you for letting
me share with you this course networking
on LinkedIn. A pretty purposeful about doing it in a very deliberate way. And I know that if you follow the ideas that I have
shared with you, if you practice and experiment with the tactics
that I've shared with you, if you get good at doing this
at a point where you again, you can visualize where that Accept button is
on someone's profile. You visualize where
the Connect button is. You visualize what a
follow or the unfollow. You can see all
this in your mind. Then you're getting good
at networking on LinkedIn. It becomes easier
for you to execute. You'll be more willing
to continue to do it to grow the network that you need to grow on LinkedIn for your business or your
career to be successful. Thank you again for showing up. I wish you all the best.
Teddy Burriss, LinkedIn Trainer, Coach, Consultant, Speaker
