Transform Your Customer Journey and Accelerate Growth

Growth for B2B is hard. It used to be that you could accelerate growth with huge customer acquisition. Ramping up your sales and marketing is not enough to sustain growth. Today, the best companies are growing through customer success. That’s why I interviewed Kia Puhm (@kiapuhm), CEO at K!A CX Consulting to talk about customer success. […]

The post Transform Your Customer Journey and Accelerate Growth appeared first on B2B Lead Blog.

Are You Ignoring Your LinkedIn Connections?

Are you collecting LinkedIn connections like you used to collect baseball cards? And are they just sitting there—like that box of baseball cards in the closet—gathering dust?

Well, it's time to take action and use LinkedIn to maximize those relationships. Follow these six simple steps to create a win-win situation for you and your network.
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Step 1:  Define with whom you want to go deeper

Your LinkedIn network is made up of many types of people, and they've become part of your network for differing reasons. Start by choosing the people with whom you'd most like to meet or have a conversation.

For help with this, check out my worksheet Finding Your LinkedIn Target Audience (see below).
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Step 2:  Make a list of typical keywords they would have on their profile

What combination of keywords could you use to filter your entire network down to the perfect list? These would be words your target audience might include on their profile, like:
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  • Title
  • Company name
  • Location
  • Schools attended
  • Industry
  • Certifications
  • Educational majors
  • Job functions
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Step 3:  Perform a "connection only" LinkedIn advanced people search

Put your cursor into the Search box in the top toolbar. Then choose Search for People from the drop-down list. Next, click All Filters in the top white toolbar and check "1st" under the Connections filter. Then click the blue Apply button on the top right.

Now that you have a listing of your complete first-level network, take advantage of all the additional filters that are available on this page, including locations, current and past companies, industries, etc.

In addition to the filters, you can enter keywords in the top search box to tighten the search down even further.
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Step 4:  Set a search alert

Once you have completed a search that gives you a really good list of the right people, click the Create search alert box. Then each week LinkedIn will email to you any additional people who meet your defined search criteria.
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Step 5:  Send a message offering your help

After you review the full profile of someone on this list that you're interested in chatting with, send a direct LinkedIn message and thank the person for being part of your network. If the person is merely a casual acquaintance, remind him/her how you came to know each other. Then mention ways you might be able to collaborate or help each other. You may even want to include a time that you're available for a meeting or phone call.

The easiest way to send a direct message is to click the Message button on the person's profile. You can also include attachments and links in this message to give your connection additional information.
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Step 6:  Set the appropriate follow-up

Your connection may not be ready to meet or chat right now, but that doesn't mean he or she won't be interested in having a discussion with you in the future. Consider setting up some type of follow-up reminder for yourself in whatever system you use.

Your LinkedIn network should be one of your most treasured business assets, not simply a "dusty" digital collection of random people. Once you follow the six simple steps outlined above, you'll realize just how valuable your network can be for accomplishing your most ambitious business goals.
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Finding Your LinkedIn Target Audience Worksheet

Download (PDF, 130KB)

The post Are You Ignoring Your LinkedIn Connections? appeared first on Wayne Breitbarth.

Transparency Report: First Half of 2018

Twice a year we issue a Transparency Report as part of our commitment to give members visibility into government requests for member data. The report includes the number of requests for member data and the number of times we provide data in response to the request. With a goal of giving our members more visibility into our practices for content takedowns, we’ve added two new pieces to this report: a section that shows content removal requests from governments and a section that shows claims of...

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How to Enhance Your Company’s Brand With Your LinkedIn Profile

Mitch Joel in his ground-breaking 2010 book “Six Pixels of Separation: Everyone is Connected. Connect Your Business to Everyone” said:

A company is no longer made up of anonymous people building one brand; rather, it is made up of many personal brands that are telling your one corporate-brand story in their own personal ways. 

This week I want to focus on how you can get your company's story in front of everyone who views your profile and sees what you're doing on LinkedIn.


Five ways to promote your company on LinkedIn

Whether you're a solopreneur or work for a Fortune 500 company, these tips will help you share your company's story with the LinkedIn community.

1.  Maximize your profile headline, summary, job experiences, and banner. Unless you work for Harley-Davidson, Ford Motor Company, etc., don't assume people know what products or services your company provides. Use your headline, summary, and job experience sections to tell people exactly what you do—and use your most important keywords. Too many people simply list their company name and miss out on this tremendous marketing opportunity.

Also, make sure your company logo is showing up on your profile as part of your current job experience entry. If it doesn't show up, it could be because your company doesn't have a LinkedIn company page or doesn't have a logo attached to their company page. Perhaps you are attached to the wrong company page or you added this job entry before your company had a logo on their company page.

To fix the latter two problems, go into your profile and re-enter your current company name. When LinkedIn prompts you with a list of company names, be sure you click the correct company.

Another great way to promote your company is to display their wares on your profile banner.

2.  Add media to your current job experience entry. It is very simple to add Word, Excel, PowerPoint, and pdf files as well as videos to highlight company accomplishments, projects, customer testimonials, awards, history, and products. I suggest you decide as an organization or sales team which of these documents/files will make the most impact, and then have all team members share those documents on their personal profiles. You can also reference these documents in the Summary section with something like “See the media link below to view our full line of products and specialties.”

To learn more about adding media to your profile, read "Here is a Really Easy Way to Spruce Up Your LinkedIn Profile."

3.  Take advantage of the Contact Info section of your profile. You can put three hyperlinks in this section. In addition to your company website, you could include product videos, email sign-up sites, surveys, etc. To encourage people to click the links, write an enticing description of each one (30 characters per link).

4.  Share Status Updates. LinkedIn power users consistently share company happenings, articles, white papers and expertise, and they also ask their network about potential new products and services.

LinkedIn has shared its research of what company page followers want to hear about, and here are the results:
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  • 60% of members are interested in industry insights
  • 53% are interested in company news
  • 43% are interested in new products and services

Even though this research related to company page status updates rather than personal status updates, I think you can make the leap that similar information is important to your network, especially people who connected with you because of your business relationship with them.

For more information on personal status updates, check out "LinkedIn Status Updates: The Rule Everyone Should Follow."

5.  Capitalize on the Published Posts feature. You can now share full-length articles. If you write articles that show your audience how your products and services address their needs, you will be positioning yourself and your company as thought leaders in your industry. When you hit the Publish button, your article will be automatically shared with some of your connections, and it will be permanently displayed on your profile.

Let me remind you that LinkedIn is mainly a personal branding and networking tool, but, when used strategically, you can obtain substantial results for your company as well.

 

SPECIAL OFFER

For more simple strategies to improve your LinkedIn ROI, along with a detailed critique of your profile, be sure to take advantage of my limited time offer: a one-hour, one-on-one phone consultation for just $197 (this is a significant reduction off my regular fee).

I will share my computer screen with you during the call and send you a marked-up copy of your profile prior to the call.

Whether you’re using LinkedIn to find your next high-impact customer, raise your organization’s profile, or land the job of your dreams, this session is for you.

There are limited spots available, so don't delay. Book your session today by clicking here.

 

The post How to Enhance Your Company’s Brand With Your LinkedIn Profile appeared first on Wayne Breitbarth.

Why LinkedIn Recommendations Are More Important Than Ever

With all the recent emphasis on LinkedIn endorsements, is it still important to have recommendations displayed on your profile?

This is currently a very common point of confusion on LinkedIn, and I'm here to clear up the confusion. The answer is you better believe it!
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LinkedIn Recommendations: The Secrets Revealed

This will not be the standard discussion of LinkedIn recommendations—how important they are and how you should strive to get a couple for each job entry on your profile. For "Recommendations 101," I suggest you pick up a copy of my book that includes an entire chapter on recommendations.

Here are some winning strategies relating to recommendations on your profile that you might not have considered.

1.  Your name appears on other people's profiles.

What better place to have your name and your job title show up than on the profile of a very important, well-respected individual in your town or industry. Talk about personal branding and increasing awareness of your brands—this really hits the target.

2.  The recommendations displayed in the Recommendations section of your profile can be used in other profile sections for increased exposure.

Currently LinkedIn displays the two most recently received recommendations in their entirety, which I really like, but the rest of them are typically not viewed because the reader needs to click Show more to see the entire list.

Action steps: Review all of your recommendations. Grab the most impactful quotes/statements, and include those in the Description section of any Job Experience entries to which they apply.

Another idea is to put together a document with a page full of your best quotes/statements, and add that as media in your Summary or applicable Job Experience entries.

Both of these strategies will encourage more people to read your very best recommendations and could move you ahead of your competitors.

3.  The number of recommendations you have and the keywords included in those recommendations are part of LinkedIn's search algorithm (their "secret sauce").

LinkedIn has shared that a couple of the important components of their "secret sauce" recipe (who gets picked up in a search and how high he or she appears) are the number of recommendations and the keywords that people are searching by and for. You don't have to like this or agree with it—just understand it and then make it work for you.

Action step: Go out and get lots of recommendations loaded with your most important keywords. This will help you move up in the search rankings when people are looking for someone like you.

4.  Recommendations can give you insight into how people think.

This one is from one of my former job-seeking friends (notice I said "former").

Prior to an interview, she reviewed the recommendations the interviewer had written for others. From this she learned that the interviewer appreciates attention to detail. Armed with this insight, my friend made a point of sharing with the interviewer all the wonderful real-life examples she had that pointed out her attention to detail. She got the job!

This process can also be used to learn what attributes are important to your potential customer, vendor, donor, employer, etc.

5.  Recommendations are one of the fuels of this new trust economy.

Pre-Internet, selecting the vendor of choice included lots of phone calls, meetings, brochures, proposals, interviews, presentations, more interviews, more presentations, etc. by almost every potential vendor in the market. Now think of how we do it in the Internet age: Google, Google, and more Google.

I am not saying that all the steps I mentioned are no longer part of the process, but by reviewing company websites, business and product review websites, comparison shopping websites, blogs, and all the other social media sites, we are able to eliminate vendors before we ever actually contact them.

You may be thinking, sure, Wayne, but all those recommendations you got are written by people who like your products and services. No one ever writes a bad one—and if they did, who would let it be posted on his or her profile anyway.

That may be true, but would you want all those recommendations on your competitors' profiles instead of yours?

So get busy and seek out some impressive recommendations from your customers, clients, vendors, professors, anyone who can attest to how great you and your products or services are. It will make you stand out from the crowd and help you land your next business or career opportunity.
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SPECIAL OFFER

For more simple strategies to improve your LinkedIn ROI, along with a detailed critique of your profile, be sure to take advantage of my limited time offer: a one-hour, one-on-one phone consultation for just $197 (this is a significant reduction off my regular fee).

I will share my computer screen with you during the call and send you a marked-up copy of your profile prior to the call.

Whether you’re using LinkedIn to find your next high-impact customer, raise your organization’s profile, or land the job of your dreams, this session is for you.

There are limited spots available, so don't delay. Book your session today by clicking here.

 

The post Why LinkedIn Recommendations Are More Important Than Ever appeared first on Wayne Breitbarth.

Why LinkedIn Recommendations Are More Important Than Ever

With all the recent emphasis on LinkedIn endorsements, is it still important to have recommendations displayed on your profile?

This is currently a very common point of confusion on LinkedIn, and I'm here to clear up the confusion. The answer is you better believe it!
.

LinkedIn Recommendations: The Secrets Revealed

This will not be the standard discussion of LinkedIn recommendations—how important they are and how you should strive to get a couple for each job entry on your profile. For "Recommendations 101," I suggest you pick up a copy of my book that includes an entire chapter on recommendations.

Here are some winning strategies relating to recommendations on your profile that you might not have considered.

1.  Your name appears on other people's profiles.

What better place to have your name and your job title show up than on the profile of a very important, well-respected individual in your town or industry. Talk about personal branding and increasing awareness of your brands—this really hits the target.

2.  The recommendations displayed in the Recommendations section of your profile can be used in other profile sections for increased exposure.

Currently LinkedIn displays the two most recently received recommendations in their entirety, which I really like, but the rest of them are typically not viewed because the reader needs to click Show more to see the entire list.

Action steps: Review all of your recommendations. Grab the most impactful quotes/statements, and include those in the Description section of any Job Experience entries to which they apply.

Another idea is to put together a document with a page full of your best quotes/statements, and add that as media in your Summary or applicable Job Experience entries.

Both of these strategies will encourage more people to read your very best recommendations and could move you ahead of your competitors.

3.  The number of recommendations you have and the keywords included in those recommendations are part of LinkedIn's search algorithm (their "secret sauce").

LinkedIn has shared that a couple of the important components of their "secret sauce" recipe (who gets picked up in a search and how high he or she appears) are the number of recommendations and the keywords that people are searching by and for. You don't have to like this or agree with it—just understand it and then make it work for you.

Action step: Go out and get lots of recommendations loaded with your most important keywords. This will help you move up in the search rankings when people are looking for someone like you.

4.  Recommendations can give you insight into how people think.

This one is from one of my former job-seeking friends (notice I said "former").

Prior to an interview, she reviewed the recommendations the interviewer had written for others. From this she learned that the interviewer appreciates attention to detail. Armed with this insight, my friend made a point of sharing with the interviewer all the wonderful real-life examples she had that pointed out her attention to detail. She got the job!

This process can also be used to learn what attributes are important to your potential customer, vendor, donor, employer, etc.

5.  Recommendations are one of the fuels of this new trust economy.

Pre-Internet, selecting the vendor of choice included lots of phone calls, meetings, brochures, proposals, interviews, presentations, more interviews, more presentations, etc. by almost every potential vendor in the market. Now think of how we do it in the Internet age: Google, Google, and more Google.

I am not saying that all the steps I mentioned are no longer part of the process, but by reviewing company websites, business and product review websites, comparison shopping websites, blogs, and all the other social media sites, we are able to eliminate vendors before we ever actually contact them.

You may be thinking, sure, Wayne, but all those recommendations you got are written by people who like your products and services. No one ever writes a bad one—and if they did, who would let it be posted on his or her profile anyway.

That may be true, but would you want all those recommendations on your competitors' profiles instead of yours?

So get busy and seek out some impressive recommendations from your customers, clients, vendors, professors, anyone who can attest to how great you and your products or services are. It will make you stand out from the crowd and help you land your next business or career opportunity.
.

SPECIAL OFFER

For more simple strategies to improve your LinkedIn ROI, along with a detailed critique of your profile, be sure to take advantage of my limited time offer: a one-hour, one-on-one phone consultation for just $197 (this is a significant reduction off my regular fee).

I will share my computer screen with you during the call and send you a marked-up copy of your profile prior to the call.

Whether you’re using LinkedIn to find your next high-impact customer, raise your organization’s profile, or land the job of your dreams, this session is for you.

There are limited spots available, so don't delay. Book your session today by clicking here.

 

The post Why LinkedIn Recommendations Are More Important Than Ever appeared first on Wayne Breitbarth.

The Job-Hopping Generation: Young Professionals Are On The Move

Change is in the air. More than 40% of professionals are interested in making a career pivot, whether that’s to a different industry or a different function entirely. And of those that do pivot, 50% move to a different industry, and more than 60% change functions entirely. While this behavior is common across the board, Gen Z is taking the cake as the most mobile professional generation. Young professionals making moves Gen Z is more than 3X more likely to change jobs, with 20% of them...

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Here Is How To Make LinkedIn Part Of Your 2019 Success Plan

Are you starting to put your game plan together for 2019? Is LinkedIn part of that plan? If not, it's probably because you don't know exactly what to do each week to get results.

Well, it's your lucky day. I recently revised and updated my LinkedIn Game Plan for Success: Your One-Hour Weekly Playbook for Results. It's received rave reviews from my recent audiences, and I know you're going to love it, too.

Start following these steps this fall so that by the start of 2019 they become part of your weekly routine.
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2019 LinkedIn Game Plan for Success

You can download Power Formula for LinkedIn Success 3rd Editionthe full worksheet below, but here's a quick summary of the weekly process that's sure to kick-start your business and career in the new year.

Page number references in the worksheet refer to the 3rd Edition of my book The Power Formula for LinkedIn Success. Pick up a copy at your nearby book store or Amazon.com to learn more simple ways to acquire lucrative new customers, land a great new job, and, of course, substantially boost your income.

1. Start by checking out profiles of people you're considering connecting with, taking specific note of the things they're posting and sharing.
 Consider mentioning them using the "@" sign before typing in their name when sharing one of their updates. Then be sure to keep an eye on your "Who's Viewed Your Profile" section to see if they check you out. That would be a good sign.

2. Use a custom invitation and invite ten people in your target audience to join your network. This will take about 15 minutes per week, but strengthening your network is bound to result in more future business.

3. Send a follow-up thank-you note to ten people who have agreed to join your network. This should only take about ten minutes, and it gives you an opportunity to request a meeting or phone call that could lead to new business or lucrative referrals.

4. Engage with your audience. Like, share or comment on status updates, published posts or company page updates made by ten of your most important connections. This, too, should only take about ten minutes, and it's a great way to stay on the radar of your target audience.

5. Post ten helpful status updates each week. This might take you 20 minutes per week, but it will go a long way toward establishing yourself as a rockstar in your field—and it also gives you an opportunity to promote your products and services.

Use my 6/3/1 rule when making your posts. Six posts can provide useful content from others, three posts should include helpful content from you and your company, and one post can promote your products or services.

You're now prepared to hit the ground running in the new year and make it your best year ever.

 

Download (PDF, 2.66MB)

The post Here Is How To Make LinkedIn Part Of Your 2019 Success Plan appeared first on Wayne Breitbarth.

Here Is Now To Make LinkedIn Part Of Your 2019 Success Plan

Are you starting to put your game plan together for 2019? Is LinkedIn part of that plan? If not, it's probably because you don't know exactly what to do each week to get results.

Well, it's your lucky day. I recently revised and updated my LinkedIn Game Plan for Success: Your One-Hour Weekly Playbook for Results. It's received rave reviews from my recent audiences, and I know you're going to love it, too.

Start following these steps this fall so that by the start of 2019 they become part of your weekly routine.
.

2019 LinkedIn Game Plan for Success

You can download Power Formula for LinkedIn Success 3rd Editionthe full worksheet below, but here's a quick summary of the weekly process that's sure to kick-start your business and career in the new year.

Page number references in the worksheet refer to the 3rd Edition of my book The Power Formula for LinkedIn Success. Pick up a copy at your nearby book store or Amazon.com to learn more simple ways to acquire lucrative new customers, land a great new job, and, of course, substantially boost your income.

1. Start by checking out profiles of people you're considering connecting with, taking specific note of the things they're posting and sharing.
 Consider mentioning them using the "@" sign before typing in their name when sharing one of their updates. Then be sure to keep an eye on your "Who's Viewed Your Profile" section to see if they check you out. That would be a good sign.

2. Use a custom invitation and invite ten people in your target audience to join your network. This will take about 15 minutes per week, but strengthening your network is bound to result in more future business.

3. Send a follow-up thank-you note to ten people who have agreed to join your network. This should only take about ten minutes, and it gives you an opportunity to request a meeting or phone call that could lead to new business or lucrative referrals.

4. Engage with your audience. Like, share or comment on status updates, published posts or company page updates made by ten of your most important connections. This, too, should only take about ten minutes, and it's a great way to stay on the radar of your target audience.

5. Post ten helpful status updates each week. This might take you 20 minutes per week, but it will go a long way toward establishing yourself as a rockstar in your field—and it also gives you an opportunity to promote your products and services.

Use my 6/3/1 rule when making your posts. Six posts can provide useful content from others, three posts should include helpful content from you and your company, and one post can promote your products or services.

You're now prepared to hit the ground running in the new year and make it your best year ever.

 

Download (PDF, 2.66MB)

The post Here Is Now To Make LinkedIn Part Of Your 2019 Success Plan appeared first on Wayne Breitbarth.