Ken Banks and I had a great coaching session last week. We got together to go looking for his clients. Ken is a retail marketing guru. He asked for my help because the tools and processes for business development have changed. There was a time when business professionals attended the annual or regional industry meeting to connect with prospects. While that is still true a shift has occured. Opportunities for connecting have moved online. My advice to Ken was simple. Go find them.

Where Have All the Prospects Gone?

Business moves faster each year. Due to the need to increase the frequency of connections, business professionals are turning to LinkedIn to replace face to face meetings. Here are some tips you can use today to reconnect with your business community:

• Find your existing customers on LinkedIn and determine which discussion groups they are involved with.
• Go hang with them. Chances are you will find prospects that look a lot like your best customers.
• Try something new. Listen, really listen, practice social listening. 

Beyond Broadcasting on LinkedIn

Broadcasting is my term for business pros who use LinkedIn like a giant billboard. You  know who I mean, the folks who join a group and commence self-promotion. They launch a discussion about an important topic that just happens to match the solution they sell. A better approach is to create value by answering legitimate questions. Avoid adding links that pull members away from the discussion group. Besides, you already have the best link you could hope for. The link to your Profile.

Rethinking Your LinkedIn Profile

Conventional thinking assumes that prospects visit your website first, then head over to LinkedIn to connect. Sorry, that's not happening. My research indicates that prospects first encounter you in a discussion group. If your contribution is interesting, their next move is to click on your name or portrait and visit your LinkedIn profile, not your website. The key to the prospect's Path of Engagement comes from using your profile as an invitation to learn more about you. Is your invitation clear? Does it lead to your About page, or is it a generic link to your home page? Check your profile to see if your invitation to "Learn More..." is clear.

Leveraging Linked - Audio Conference

It you're ready to take LinkedIn to the next level, please join me later today. I'm presented an 18 minute conference at 4 pm Eastern on how you can take advantage of the LinkedIn shift. It is my gift to you. Part I - Leveraging LinkedIn in 18 minutes. Part II - Doorprize drawing for a 90 minute Technology Coaching session. Part III - AskJerry, an open mic discussion where you can get your LinkedIn Strategy questions answered. I'll stay until all your questions have been answered. Are you ready to find your next customer in only 18 minutes?Connect with me or give me a call 858-220-0499 for an invitation.