You know how to pass the LinkedIn Profile 3-second test.
Now, the question is:
How do you get potential clients to visit your Profile?
LinkedIn and social media platforms are great tools to find and grab the attention of your prospects.
However, your goal is to take your prospects off of LinkedIn.
You want a platform you own- your email list and your website- to continue to build the relationship, earn trust, and convert prospects into clients.
You don’t own and control LinkedIn. LinkedIn can change the rules at any time.
Also, your automated email list and website are better tools to educate and qualify your prospects because you do have full control of the content.
In upcoming issues, we’ll dive deeper into how to move prospects from LinkedIn into your “owned” platforms.
But today, how do you even get prospects to visit your Profile? Where do you find your potential clients and what’s the best way to grab their attention?
Today, I’m going to break it down for you:
1. Where to find nests of your potential clients
2. How to grab attention and get on the radar of your prospects
3. The Daily 10-Minute Commenting Framework
1. Where are your potential clients on LinkedIn?
Sure you can use LinkedIn search to build lists of your prospects.
LinkedIn search, especially Sales Navigator search is a powerful list building tool. Also, with Sales Navigator, you can quickly identify those people found in your search results who posted in the past 30 days.
But, you want to find out where your prospects hang out on LinkedIn?
Who do they Follow?
What content stops the scroll for them?
Sure, you’d like your own content, your own posts, to grab attention.
But, that isn’t an easy thing to do. And it takes doing it consistently and patience to stick with it over time.
The short-cut is to borrow the audiences that already have the attention of your potential clients.
Search hashtags or content topics your potential clients follow.
Identify 5-10 people who consistently post about the topic.
You want to identify people who have at least 2000 Followers and are getting solid engagement on their posts.
2. Grabbing Attention of Your Potential Clients
“You don’t network to become valuable. You become valuable and then network.”
Sharing content online is how you become valuable. It gives you credibility.
Creating your own content isn’t easy.
It takes having a solid strategy and staying consistent.
And you must be patient. You must be willing to play the long-game with content on LinkedIn before you start seeing results.
The easy short-cut to online content is to tap into content that’s already grabbing the attention of your potential clients.
Simply start commenting on posts of Influencers your potential clients already follow.
You gain powerful leverage doing this.
You not only show up in the Notifications of your potential clients who Liked or Commented on the post…
You also support and get on the radar of the Influencer.
When you consistently support and add value to the posts of Influencers of your Target Market, when you post they are more likely to support you too. It’s the Law of Reciprocity in action- they’ll want to return the favor.
Another leverage point is you “pre-sell” Influencers and potential clients to connect with you because you’re not showing up as a stranger out of the blue when you send out a Connection request.
In fact, you’ll likely see people visiting your Profile and sending YOU Connection requests when you consistently add great value and insights with your comments.
3. The 10-Minute Commenting Framework
Adopt this mindset: 10 comments a day will make the silence go away.
That is, if you’re smart about it. Comment wisely. Add more than “Great post.”
Ever get stuck on how to leave a comment?
Keep these tips in mind.
Here are 5 tips: (from Craig Davis- The King of Value)
1. Compliment the author’s work.
When you compliment, use the author’s name to show it is genuine. Start with things you liked about the post.
Best posts to compliment:
– Posts with drawings.
– Posts that tell stories.
– Posts that explains the post well.
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2. Add value to the post.
When you add value to a post, you contribute to the author’s work.
Three ways to add value:
– Agree with a post, add your own insights, and tag the author.
– Share a story and what you experienced.
– Share a link to a post with 1-2 points on why it’s important.
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3. Read the comments.
You can read what people say about the post. Helps you to think of a comment to say.
A few tips:
– Any comment that vibes with you, join in the conversation.
– Don’t copy the comment.
– Look for different points of view.
– Tag a name from the comments you like and create your own comment.
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4. Ask a question.
If you need clarity on a point or don’t understand, you can ask a question.
A few questions to try out:
– How did you come up with this post?
– What was one thing you learned from your posts?
– Can you clarify what you meant by (name of point)?
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5. Recap the post.
Sum up the post in a few sentences. Helps people get to the point.
Recap Tips:
– Start with “To recap”, “My takeaways” or “My three takeaways are:”
– Write 1 to 2 sentences per point.
– Use recaps with Video posts, Slide Deck posts, Blogs, and Podcasts.
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Let’s recap:
1. Compliment the author.
2. Add value to the post.
3. Read the comments.
4. Ask questions.
5. Recap.
Remember: You have more to say than you think in a comment.
In addition, check out this LinkedIn Commenting Guide
Quick Recap:
1. Search and Identify Active Influencers of Your Target Market
2. Grab Attention of these Active Influencers. Comment on their Posts.
3. Invest 10 Minutes a Day Commenting. Follow the Frameworks.