By: Viveka Friday January 23, 2015 comments Tags: LinkedIn Engagement

4 Easy Steps to Staying Top Of Mind With Top Prospects on LinkedIn

Influencer Content Search

LinkedIn recently released its new Article Search option (You can read more about it here: http://blog.linkedin.com/2013/12/16/introducing-a-new-way-to-search-for-influencer-content-on-linkedin-slideshow/) This allows you to search through Articles In Pulse (https://www.linkedin.com/today/) by keyword, by author and by the month it was posted.

Staying Top of Mind

One LinkedIn Ninja Tip I always share with my clients is to use the LinkedIn SharingBookmarklet (https://www.linkedin.com/static?key=browser_bookmarklet) or share button to share articles of interest with top prospects. In both cases you have the ability to share an article with an individuals.

  • The first step is to find your prospect.
  • The second step is to connect to them.

But once you are connected, it becomes easy to communicate with them – and one of the best ways to communicate with them is send them (once a month or so) an article they might find interesting!

(PS - to learn how to do step one and two, check out this video at http://B2BLinkedInTraining.com)

4 Easy Steps to Staying Top Of Mind With Top Prospects on LinkedIn

With LinkedIn’s new Article Search that ability to find useful content to share just got even easier! I don't even have to leave LinkedIn! Here’s my process:

  1. Have a conversation with a top prospect (usually one who comes to me through a referral)
  2. Make notes about that conversation right in their profile using the notes section of the contacts feature in relationship.
  3. Set a reminder to once a month send an article of interest to that top prospect.
  4. Find an Article using the article search and share it.

Its not rocket science – but it sure is effective!

All Things Being Equal…

Remember – LinkedIn is about building relationships, not selling your stuff. (Of course once you have built a strong relationship, it’s easy to share your product or service with a Prospect)

One of the best ways of building relationships is to show your top prospects that you were listening to them when they spoke or wrote about their interests and issues, and then send them content (not necessarily your own) that help solve their problems.  Bob Burg says in his book “Adversaries into Allies” that “All things being equal, people will do business with, refer business to, and allow themselves to be influenced by those people they know like and trust.”

Use LinkedIn's Contacts CRM and new Article search to become that person they know like and trust using the above 4 steps!

 

Viveka

About the Author: Viveka

Viveka is author of LinkedIn Marketing: An Hour a Day and is known internationally as the “LinkedIn Expert”.
CEO of Linked Into Business, she also hosts the biggest LinkedIn chat on Twitter.  Forbes has listed her as a top social media influencer for three years running, and she has been cited in Ragan, CNN, Forbes, Mashable, Simple Living, Bloomberg, LinkedIn's Small Business Site and "The Sophisticated Marketer's Guide to LinkedIn, The Miami Herald, Social Media Today and The Social Media Examiner!

Find on Google+