B2B Best Practices on LinkedIn - Part Three

By: Viveka Saturday January 15, 2011 comments Tags: LinkedIn, LinkedIn Expert, LinkedIn Tips, LinkedIn Groups, LinkedIn Strategies, LinkedIn Polls, LinkedIn Open Groups

10 ways to target your ideal client as a B2B

To read part one of how to use LinkedIn as a B2B click here

To read part two of how to use LinkedIn as a B2B click here

10 ways to target your ideal client as a B2B

LinkedIn is all about creating relationships.  Whether you have a large or small network on LinkedIn, you are probably going to want to spend a little time researching and getting to know some strategic connections in your LinkedIn network.  Here 10 tips to get you started:

1.  Use the Advanced Search which will allow you to specifically target the “type” of person who would make an ideal client (sort by “relevance” and “expanded” view)

2.  Use a Boolean Search (AND, OR, NOT and “”)  Invite the strategic people you find to connect using groups if possible, or get “Introduced”  through a mutual connection.  (HINT: Find experts in your field and invite them as a guest blogger on your blog or speaker at your event.)

3.  Find and “follow” ideal clients in groups (this is not the same as connecting – but gives you many of the same benefits) – Use search within member section of a group (Boolean)

4.  Search “Companies” to find key people you might want to connect with (a wealth a valuable information is often over-looked here)

5.  Search by location when travelling and meet your connections IRL (in real life.) This is one of the best practices I know to create new business relationships.  And all it costs is a cup of coffee or lunch.

6.  Ask for the “introduction”. You only get 5 at a time, so it’s best to ask for an introduction from someone who:

- obviously uses LinkedIn,

- knows and likes you.

If an introduction has not been passed within a week, withdraw it and go another route.

7.  Use the new “tagging” option in your LinkedIn Contacts list once you are connected (only good for 1st level)

8.  Download vCards of your 1st level connection and organize them using Outlook, Act, Apple Mail, BatchBook, etc.

9.  Do market research and gain knowledge with Polls, and then share survey and poll results with your contacts.  (Read this article about Open Polls)

10.  Share useful articles and resources that will be of interest to customers and prospects in groups, link to articles and content posted elsewhere, with a summary of why it’s valuable to add to your credibility. List your newsletter subscription information and archives. (Read more about Open Groups here)

If you have any great ideas on how to connect with folks on LinkedIn, please share with us in the comments below!

For more great information like this, make sure to join our free #LinkedInChat every Tuesday night on Twitter.

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!

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