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10 LinkedIn Techniques To Increase Visibility and Add New Clients

1. Look for the 2nd Generation Connection.
Example:
Let’s say you want to reach Raymond Ramsey, Counsel, Bechtel Corp.
- Enter Raymond Ramsey Bechtel in the LinkedIn people search box.
- Notice if a “generation” number is placed next to his name.
- If it’s “2nd” then that means you have a common “connection.”
- Click the person’s name and pull up their profile.
- All of your common connections will appear on the right side of the page.
- Contact your common connection and ask that person for a warm personal introduction.

If you’re not a member, join LinkedIn: Go to LinkedIn.com and click on “Join Today.” The basic service is FREE.

LinkedIn 2nd Generation

2. Join the LinkedIn Group Your Potential
Join a group to which the high-value contact already belongs. Members of the same group can send messages to each other even if they are not directly connected.

3. Make Your Title Specific.
Just below your name on your LinkedIn profile there is a space for your professional “headline.” The vast majority of lawyers simply write, “Shareholder at Law Firm X,” or something similar. This is a missed opportunity to make a first impression that tells people specifically what you do. Simply click “edit” to the right of your name, and you can add a headline that tells people specifically what you do.

4. Update Your Outlook Contacts Often.
When you joined LinkedIn, chances are that you imported your Outlook address book and sent invites to a bunch of your contacts. It’s time to do it again. With more than 1 million people joining LinkedIn each week, the chances are that many of your contacts who weren’t members when you joined are members now. Just log in to your LinkedIn account and click on “Contacts,” then “Add Connections,” and then follow the prompts.

5. Monitor Who Is Reading Your Profile.
LinkedIn has built into its platform the ability to see who is reading your profile. This is a premium service, but by spending

$20 per month, you can see the names of people who have viewed your profile. According to Adrian Dayton, who provided some of this LinkedIn information, “I’ve been using this service for more than a year, and it has led to meetings with some high- value contacts who I thought were no longer interested in my services. The service isn’t very expensive, but if it leads to one more meeting with a potential client, then it is well worth the investment.” Now that you know about this service, you can limit what others “see” when they do this same search of who has viewed their LinkedIn profile. Go to “Settings” in the top right hand corner. Then hit “Select what others see when you’ve viewed their profile.”

6. Add Power Point Presentations To Your Linkedin Bio.
Did you just spend 10 hours preparing a PowerPoint presentation for a CLE that only a few people attended? No worries — you can upload the slides to the social network Slideshare.net. Slideshare.net allows free PowerPoint links to Facebook and Twitter. If you upgrade to Pro for $19 per month, you qualify for LinkedIn customization which will allow you to add unlimited PowerPoint slide shows directly to your LinkedIn account. Once you have set up the account by following the Slideshare prompts, you can simply click on “More” and then “Get more applications” and finally choose “Slideshare” and your presentations will be added to your LinkedIn profile just below your profile summary.

7. Download LinkedIn App for Outlook.
Google  “LinkedIn  app  for  Outlook”  in  order  to  locate this app to download. Or go to http://www.linkedin.com/ static?key=microsoft_outlook

• Every  future  email  you  receive  will  show  your  LinkedIn generational relationship with the sender.
• One click allows you to send a “LinkedIn” invite to anyone who emails you that has an account with LinkedIn, which will be indicated. This allows quick and fast expansion of your LinkedIn network. You can ask for a “link” when you are actively engaged with the person and the connection is very present.
• Automatically provides a list of previous email correspondence with that person.

8. Search engine optimize (SEO) your profile.
Many seeking an attorney will go to LinkedIn’s “People” search box and type in keywords just as they would with Google, only now the search is limited to just professionals listed within LinkedIn. Before you follow this first tip, go to your LinkedIn site home page navigation bar right now and next to “People,” type in the keywords that describe your practice. Notice where you show up out of all the names that now appear. Now raise your SEO listing by incorporating those same key words in your profile headline. On your LinkedIn Home page navigation bar, go to Profile, then click on Edit Profile. Click on the “Edit” immediately to the right of your name. Then scroll to the Headline box and type in a description that includes those keywords. Hit “Save Changes” and then repeat the keyword search and now see where you end up. To raise your SEO even higher, add those key words to your job description, current and past. Here’s another trick to raise your SEO: go to the “Websites” section of your Edit Profile and edit each of the 3 websites in this way, select “Other” for the website category, which opens a website description box; now type your keywords into that 2nd box, and list your firm’s website in the 3rd box on this “Website” line. Save. Now check your keyword SEO. Getting better, right?

9. Use “Share An Update” Regularly.
On your LinkedIn Home page, you are provided a Comment box to “Share An Update.” That “Update” will go out to every one of your contacts. This is one way to stay “Top of Mind” with your LinkedIn Network. This is your chance to periodically “billboard” your expertise, articles, recent accomplishments, pro bono work, etc.

LinkedIn as a tool

10. Claim your vanity URL.
Make your profile look more professional and easier to share by claiming your LinkedIn vanity URL. Instead of a URL with a million confusing numbers at the end, it will look nice and clean  like  this:  http://www.linkedin.com/in/pamelavaughan. Do so by using this link: http://www.linkedin.com/profile/ public-profile-settings and clicking “customize your public profile URL” down on the right-hand side.

David Keller

David King Keller is author of the award winning book, 100 Ways To Grow A Thriving Law Practice. His latest book, The Associate As Rainmaker, Building Your Business Brain, is on the American Bar Association’s best seller list. David is an attorney rainmaker coach, MCLE instructor and business development trainer. He has lectured at UC Hastings College of The Law and The San Francisco Bar. He is a member of ABA, BASF, AAJ and LMA. His company website, www.KBDAG.com, lists numerous client testimonials and provides many free articles, including “Social Media For Lawyers.”

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About the Author: David King Keller is author of the award winning book, 100 Ways To Grow A Thriving Law Practice. His latest book, The Associate As Rainmaker, Building Your Business Brain, is on the American Bar Association’s best seller list. David is an attorney rainmaker coach, MCLE instructor and business development trainer. He has lectured at UC Hastings College of The Law and The San Francisco Bar. He is a member of ABA, BASF, AAJ and LMA. His company website, www.KBDAG.com, lists numerous client testimonials and provides many free articles, including “Social Media For Lawyers.”

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  1. Paying that extra little bit for the premium features is definitely worth it. I love your idea of seeing the mutual connections and asking for an introduction. Great advice!!

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