When I first jumped on board with Linkedin, it was all about building my connections – watching the numbers click over day after day.

I didn’t have a plan. And whilst my 1st degree connections grew, there was zero impact on my bottom line. Which from a business point of view, meant that my time and energy was going to waste.

I can’t precisely pinpoint the turning point – it’s been more than 6 years. I obviously saw the error in my ways and set out to discover how to create a process and make LinkedIn work for my business. After all, every business workflow needs a process 🙂

And now I’m sharing my process with you, so that you can take your LinkedIn profile from zero to hero and make it your 24/7 salesperson for your business.

Step 1 – Prospects

Determine who your prospects are, remembering they can be potential customers/clients or a business with the same target audience with whom you can collaborate. Use “advanced search”, “Boolean search” and “saved searches” to discover your potential connections.

Always be on the lookout for 1st and 2nd degree connections who have recently changed roles. (LinkedIn Sales Navigator makes this task a breeze.) If their new role aligns with your target audience, now is the perfect time to engage with this person, as newly hired decision makers are 10 times more likely to make a purchase than someone who has been in their role for a period of time.

Step 2 – Awareness

Build awareness and be engaged with your connections. You can:

  • Comment on updates
  • Share updates that your connections have posted and give them credit
  • Start discussions within groups and join discussions
  • Congratulate connections on their new job (remembering to customise your message)
  • Share your blog posts or LinkedIn articles within your network
  • Say “happy birthday”
  • Endorse connections
  • Say “thanks” when you’re endorsed
  • Invite local connections to offline networking events you’re attending
  • Invite new connections to a “get to know each other” coffee… Zoom is perfect for this process!

Step 3 – Evaluate engagement

Evaluate your engagement by checking who has viewed your profile. When connections are looking at you, you obviously have their attention. Be proactive and start a conversation with these prospects. And offer them something of value within your range of expertise, ie a checklist, how to guide or case study etc.

Step 4 – Build connections

Get connected with your target audience. Send connection requests that are customised, asking for permission to connect. Make reference to something you have in common, ie connections, groups, locality etc.

The power of LinkedIn is amplified by your 1st degree connections. For example, I have around 3,378 1st degree connections, and 869,170 2nd degree connections.

Step 5 – Monitor

Monitor your messaging by using a unique email address for LinkedIn – this makes it easy to stay on top of notifications.

Step 6 – Implement CTAs

Implement a call to action process. For example, a level up messaging approach to build relationships with prospects. In fact, 64% of people report that they appreciate hearing from a sales person who provides knowledge, insight and value. If you can add value to someone’s business, then you’re going to be in a much better position to nurture the conversation.  Always remember that the value you offer is the top priority in this process.