It would be nice if business opportunities just magically came our way, but most of the time, we need to put in some effort beyond just the “good work” we do.
Essentially, there are two golden rules of business development and networking:
- Action causes reaction.
- The desired reaction you’re looking for, determines which action you take.
If you want to meet other business owners in your city, then an appropriate action would be to join your local Chamber of Commerce (as opposed to joining, say, the local bowling league). The reaction (meet business owners) determines the action (join the Chamber of Commerce.)
Now, let’s apply this concept to LinkedIn.
If you want CMO’s to try out your product, then you’ll want to start conversations in a LinkedIn Group focused on CMOs, or run a LinkedIn search for CMOs and then ask for referrals.
There are two common problems people run into when trying to reach their goals on LinkedIn:
- They’re not clear about the result they want.
- They’re not clear about the action they need to take, to get what they want.
Here are three steps to make sure you’re taking action on LinkedIn that gets you the results you want.
STEP 1: Write down the business networking goal you want to achieve on LinkedIn.
For example: Attract and get calls with CMOs that work at IT companies, in Texas.
STEP 2: Write down the action you need to take on LinkedIn.
Here are some examples:
- Run a search on LinkedIn for 2nd-degree connections that fit your prospect’s business criteria, and ask for a referral from your 1st connection.
- Join and participate in LinkedIn Groups where your ideal client spends time.
- Write and/or share content that addresses the common problems CMOs that work in IT companies have.
STEP 3: Measure your success by charting these 3 top LinkedIn KPIs
In all cases, you want to increase or maintain these metrics:
- Number of 1st-degree LinkedIn Connections
- Ranking for Profile Views
- Number of people you had offline conversations with, that you met on LinkedIn
Write down your business objectives and make sure you’re spending time on activity that will help you reach those specific objectives. If you’re not getting results on LinkedIn, rethink how you’re spending your time.
Celina Guerrero is founder of Los Angeles-based coaching 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.