LinkedIn offers a place where you can interact in a public setting with your contacts. Even if you’re currently using a Customer Relationship Manager (CRM) to manage your company’s interactions with its current and future customers, there are a handful of CRM-like tools within LinkedIn that will help you prioritize the time you spend selling socially.
The information you can find in your contacts’ LinkedIn profiles goes far beyond email, phone and website; it’s information provided and updated by the contacts themselves. And because it’s a social network, people often share more personal tidbits about themselves, such as the school they attended, Groups they belong to, and their interests.
Effectively keeping track of all of this information is a daunting task, unless you have tools to help you stay organized and focused. Fortunately, LinkedIn offers such tools. Here are 6 easy ways to organize your contacts in LinkedIn:
1. CONTACT INFO
Name, email, websites, social account links, addresses.
Keeping track of the little things can make a big difference when reconnecting with people. Here’s a great place to write down the names of someone’s kids or that they’re going to get married in June. Helping you remember the small things can make all the difference when it comes to building rapport and trust.
Tag and organize your contacts so you can message them in groups. For example, you could tag people as “marketing” or “prospect”. On the Connections page, you can search for contacts with that specific tag, and send a LinkedIn message to them about an upcoming webinar.
Ideally, you are sending people information about your webinar via email. However, there’s the strong possibility you have contacts in LinkedIn that are not in your offline CRM. Furthermore, as everyone in your CRM may not have opted-in to receive emails from you, this is one way of reaching them personally if they’re not officially on your email list.
It’s important to note that there’s no point in tagging contacts unless you’re going to utilize the grouping and messaging functionality mentioned above.
Everyone wants to stay in touch with their network. Setting reminders can help you stay in touch. Read this blog to find out more.
5. HOW WE MET
Ideally, this helps you know if you met clients on LinkedIn. This functionality also allows you to enter in the name of the person who introduced you.
6. CONNECTIONS & CONTACTS
In the connections section of LinkedIn, you can see 1st connections and contacts.
You can make someone a contact by clicking the Star button below their picture. By doing so, you can add Reminders, Tags, Notes etc., which also display next to that contact in your connections list.
When LinkedIn as a CRM does not work
If you work for a company, they will want you to keep updated records in their CRM and be able to sync your sales data into a pipeline, and to link it to accounting, distribution, purchase history, etc.
When LinkedIn as a CRM might work
- You’re not keeping your contacts up to date and organized (anywhere)
- Your primary clients are on LinkedIn — so, typically professionals or B2B. (If they’re primarily on Facebook or Pinterest, managing those relationships on LinkedIn makes no sense.)
Right now, LinkedIn is more of a CRR — a contact relationship resource. It’s being used by most as a resource to know how you’re connected to people, as a database for finding ideal buyers in order to engage them in conversation, for individual and company intelligence, and as a place to define your professional brand. By using the tips above, you can make LinkedIn work for you as you continue to build professional relationships online.
Are you using the Tags, Reminders, How We Met and Notes features in LinkedIn? If so, how?
Celina Guerrero is founder of Los Angeles-based social sales strategy and training company, Social to Sales. We help you transform your expertise into revenue through personal branding, social selling and digital influence.
Interested in learning more? Contact Celina at 310-994-8099, email her at firstname.lastname@example.org, or sign up for our weekly e-news and blog updates by clicking HERE.