LinkedIn Maximization

LinkedIn Maximization

Look for Video Screen Shots Besides the webinar playback, look for all video playback clips

http://blog.thedynamicsale.com/virtual-bootcamps/linkedin-maximization-for-recruiting/#video1

Look for the Video Icon in the PDF to watch specific videos

LinkedIn Not being maximized   My story using LinkedIn. Add me

  http://www.linkedin.com/in/neillebovits

  Many recruiters look at it like any other database and don’t see the value

  Others swear by it, but aren’t using all of it   Everyone has a decent ATS and all have access to LinkedIn.

So, you MUST be on here and you MUST maximize it to get a point of difference!

What We’ll Cover

  Real Keys to the LinkedIn profile

  How you should really build your network

  How to find the right people   How to contact   Maximizing your groups and

group mix   Marketing & recruiting methods   Paid account benefits   Many miscellaneous tips

The Profile (see slides 9- 17 for screen shots)   Never pay too little attention to your profile. It is much more

important than most people realize   S/b attractive and an advertisement. Sizzle and pizzazz   Close-up pix a MUST. ONLY YOU!   Resume section is a must but should not read like a resume

for recruiters!   Should offer easy readability   Name should just be name! think how people will search for

you!   Use the Header!!!!!! Tie into lead capture. Your add about

you or your firm

The Profile   Treat headline just like what a headline should be! It’s an AD! Make yourself sound VERY

Important   Change the URL to have your name so you can post it! Make this part of your email signature,

twitter, website, landing page, facebook, myspace, recruiting blogs, recruiterearth, etc   ALWAYS use the 3 URLS in the profile!

  http://blog.thedynamicsale.com/virtual-bootcamps/linkedin-maximization-for-recruiting/#video1   Website, blog, affiliate links, landing page   Or can be same website with different locations (landing page, cand page, client page). Don’t have it

say “my website”   Summary- 2/3 of a page. S/b your brochure! What you do, what you do now, what you will be

doing…   Specialty section- KEY WORDS are key

  Use commas! Acronyms should use both and full name   Use variations of keywords Executive recruiter , headhunter, recruiter, recruits, recruiting,

recruitment, etc   Experience

  List liteally EVERYTHING!

Profile   Company- use acronym and also full name!. Make sure they

can see what they do and where, what role, why you were key. Why it’s on there..

  Education. PUT IN EVERYTHING besides HS or college. Any training programs, bootcamps, certificates, webinars..NAPS, SIA, Extreme Boot Camp, Anything!

  INTERESTS. People also search here. Adds personality to your profile! Separate key words.. Every time you do that, it connects to other profiles with keywords!

  Groups & Associations. Use acronym and real name

Other profile keys   All company members should be consistent! All profiles about the

company should be the same (same spelling, same story)… Is this consistent with your website and brochures?

  Admin should set up standardized profile. Again, list keywords and stories that are the same for anyone, regardless of position

  Have admin or outsource handle all of the inviting ,etc. they can copy you on relies. They can post messages in groups.

  Assure there is a company profile page set up!!! Again, people will only link if use the same name

  See how visible you are via how many clicked on your profile   http://blog.thedynamicsale.com/virtual-bootcamps/linkedin-maximization-for-recruiting/#video2

The Profile Screen Shots

Mail Profile Close-up Picture a Must

Resume Section Screen Shot

Headline Screen Shot

Website Links Screen Shot & Video

See Video http://blog.thedynamicsale.com/virtual-bootcamps/linkedin-maximization-for-recruiting/#video1

Summary Page Screen Shot

Specialties Screen Shot

Additional Information Screen Shot

Education Screen Shot

Personal information-Contact Screen Shot

Recommendations   This is important.. Get at least a

dozen   Key people!! Suggest what they

should put in it.. Have them all be a bit different, talking about different strengths…

  If you want one, do one for them and odds are they will return the favor.   Doing others makes you much

more visible to new connections!   If you put clients, have each do a

reference based upon a certain objection. Then you can link to this in sales calls!   Examples?

Recs-Using 3rd party Objection handling

Contact Settings   Contact settings

  Very key for our business!!!   You need to be very visible so they can reach you via LinkedIn, phone,

email.. Phone numbers do matter, all things being equal   Other Key settings

  Don’t allow people to see your network!! Why allow your competitors to invite your connections!

  See how to change this! http://blog.thedynamicsale.com/virtual-bootcamps/linkedin-maximization-for-recruiting/#video4

  Most recruiters don’t turn this off, so start stealing their client and candidate connections

  Don’t allow people to see you viewed them. Turn that off, especially if you are doing research before you call them.

  See how: http://blog.thedynamicsale.com/virtual-bootcamps/linkedin-maximization-for-recruiting/#video5

Growing your Network

  Large vs. quality debate   You’re a salesperson, not an

executive. You need large networks!   You don’t have to know people to

connect, that’s what networking is. Don’t let LinkedIn rules fool you, but be careful!

  Min Goal of 500   1500++ is when you really get

going!   3 layers of connections!   Here is what class has

You need 2000+ Connections!

Growing your Network

References/ COI

Clients

Split network

Industry Experts

Candidates

Inviting people   Be careful of the rules. DON’T GET BLOCKED. A few “I don’t knows”

and you’re out!   3000 is your limit!!!   If you get blocked, paid accounts get problems fixed quickly!   NEVER use the standard invite template. ALWAYS tailor it   Compelling reason to connect with you!! Always make it about

connecting and not selling or recruiting.. Connect first and sell after!!!   Group invites have no risk.. Once in a group, invite them and say you’re

in the same group and mention something about their profile! Still should be compelling, but far less risk   You can also start by sending a message to anyone in your group. You can do

that regardless of connection level. Ask them to invite you. Later you can go back to any non 1st level connections

  Re-invite anyone who didn’t accept after 2 months.

Compelling Message

3 Great ways to immediately add great connections (not on webinar per se)   Always keep LinkedIn open and

ALWAYS ask ANYONE you talk to/connect with/email, etc to CONNECT with you on LinkedIn. Still make the message compelling (cute and paste one that works).

  Search for anyone in your sector but add the keyword (“LION” OR “toplinked”) as a keyword. See LION examples on Next page. LION- LinkedIn Open Networker”. They will all accept your invitations, even if they don’t know you!

  See the groups section. Join all 50 groups and then you can email those you share a group with, REGARDLESS of your connection status!

Sample of LION in keyword results

Groups!   Go nuts.   Use all 50   Find the BIGGEST networks (even more important than content)

  NOTE that you can email/message just about ALL of the other members who you share these 50 groups with! EVEN if you are not connected to them. Create a word template and always copy and paste this and ask THEM TO INVITE you. Just give them a compelling reason to do it!

  See how to send a message   http://blog.thedynamicsale.com/virtual-bootcamps/linkedin-maximization-for-recruiting/#video8

  Next, find those with most activity and quality.   Good interaction or comments to posts?   Is it monitored for blatant ads and spamming   Articles and jobs or news posted?

Groups Continued   Recruiters need a healthy mix of Candidate based groups (sourcing),

Client/Hr/Industry based groups (Marketing) and industry related groups (Training, splits and Trends).

  Each group is key. Too many recruiters focus on only one of the groups. Each offers you tremendous value and networking.

  You can limit the Email you receive. Watch this video:   http://blog.thedynamicsale.com/virtual-bootcamps/linkedin-maximization-for-recruiting/#video7

  Each group serves a different purpose:   Candidates- find out all of the buzz words, keywords and issues   Clients- Learn what is hot and current for them. Establish credibility   Industry- Consists of recruiter peers and your sector specialty. Get great

articles and tips to send to your clients. Learn other training tips or splits, etc The candidate groups are obvious for getting your name out as an expert who can help them find jobs and to network for other candidates. You will also learn what is key to them and the “buzz” for that sector.

This is the largest group! You should all Join LinkedHR

Create your own group!   Create your own group, even if small! Believe me, people will join

  You can send out group announcements!   Ask all to connect with you!! MOST WILL!   Create a template as group manager to auto reply asking them

connect and sending a link to your company and/or opt in marketing list

  You can invite strangers to join your group without it being awkward. Shally gives example of inviting a stranger to your house.. But if you invite them to a party, that’s acceptable.

  Make sure you have right keywords on group   Invite employees, clients, candidates, vendors.. You also can email

them announcements weekly.. I use both my newsletter and the announcement feature!

Group management -if you create a group!

Ways to connect   Built in email from yahoo, aol, Gmail, outlook. WHY? Too many? Don’t

just connect with people outside of your world   When you upload, they show if they are on LinkedIn. DON’T WASTE

An invite with someone who isn't even on it! 3000 limit!   Edit your personal list and upload those! Just be careful. It’s not really

needed unless it’s targeted   Search LIONS, Top link.. They will always connect and they do it for a

reason!.. They believe the value is the network and not the individual.   Always write your message in word first or use Firefox for spell-check!   Never use “I don’t know” to anyone!!! Slap in the face!   Never flag as spam. They will find out and why make enemies.   Put in profile that you will accept anyone. This way strangers who fear

being blocked will invite you! “invite me”, “accept all invitations”, “I accept anyone”

Connections   As mentioned, get people to invite you!. Great for groups   You also should do this with your internet marketing. All of

my opt in readers get to invite me a few messages in   If overwhelming, use separate email address just for linked in

or always use the online built in tool.. It also saves all replies if you do that

  When you see someone accepted, if they are a good lead, email them!! Or call them!

  When you accept someone, check out the profile and reply if they they are key

  Always reply if someone writes you a note when accepting!

connections   Export out all of your connections and use a mailchimp or

other mass mailer for a campaign. Allows for unsubscribe. Always start message with the LinkedIn connection reference

  See video how to export out all of your connections:

  http://blog.thedynamicsale.com/virtual-bootcamps/linkedin-maximization-for-recruiting/#video9

Find people   Networking is the means to the end, not the end   A big network is useless if not used right   Cast a wide net!.. You can always throw back   BOOLEAN searches both in and out of linked in are key!

  AND (remember to capitalize on LinkedIn)   NOT (remember to capitalize on LinkedIn)   OR (remember to capitalize on LinkedIn)   Parentheses and multiple parentheses are key   Create your master search queries and save them and simply edit.

  Always sort your searches   See Advanced Search Video


  Use reference searching!!! KEY. Great for MPA, MPC research. When making the call, reference others!!!! (also great feature of the business plan)

Searching   Search names of companies   Use only keyword searches   Use only geography   ATTACK the system 3-5 ways for all searches   Use a peer level approach. Find other companies that are similar

and find their peers. Then find people who know the person you want to recruit/market and then connect or contact them!

  Save the great, major searches you create!   Have admin/outsource use in the future

  Use search alert feature-Available after you save a search   LinkedIn recruiter tells you if you have a new or updated profile match!

Basic Search Example

Boolean Tips   Linked in searches are limited to 3rd level and better..   If you use Google, any public profile is searchable!   Check out the Boolean black belt blog http://www.booleanblackbelt.com/   Sign up for Next Level Exchange   You must search out people to find passive candidates on LinkedIn

  Passive candidates are key for your value!   These folk aren’t on the job boards

  Google can find these people, regardless of relationship!   You can then use an intro or inmail or find their company contact info   You can use Boolean logic to search outside of LinkedIn also

  Examples:   company site   Alumni Group   Community   ISP   Association site   ETC

Key Boolean terms to know   site: will search a specific website like LinkedIn. A specific

one domain   intitle:- Will search anywhere this is contained in the title of

the page/site   inurl: Will search URL that has keywords. I.e. keywords in

the www address   filetype: will find a type of document-pdf, etc   Anchor: these are keywords that you find within a link (i.e.

see resume). Add many more keywords   AND, OR

Intitle search   (inTitle:resume or inurl:resume) cost accountant (New Jersey or

NJ) (201 or 973) – jobs   See intitle search video:


  Parenthesis are key. Use them!   To make string more complex, put some resume words in (i.e.

CV, resume, homepage, bio, etc)   Don’t do state without phone as you’ll get graduates of the school

but don’t live there. Need to know that st louis can be typed a lot of ways

  Start with one or two and add more if you need to narrow down.

Boolean site search   site:www.LinkedIn.com (Cpa or C.P.A. or “certified public

accountant) “greater new york city area” (see next page for result)   See Video of search


  Try this on all other social networking sites:   Facebook, Myspace, facebook, Twitter, craigslist.. etc etc   Try on: company sites, alumni sites, assoc sites   Use LinkedIn advanced search to find newly created people so

you can an always jump on new people entering the search market


To find profiles of a few companies site:LinkedIn.com AND (Ernst & Young or E&Y) AND profile

Narrowing Down further   Search using: site:www.LinkedIn.com (Cfo or c.f.o. or "chief financial

officer") Result is 66,900

Narrowing Down further   Search using: site:www.LinkedIn.com -intitle:directory -intitle:answers (Cfo

or c.f.o. or "chief financial officer") Result is 23,900

Search for a split partner   Assume you are a recruiter with a NJ located manufacturing company

client. They have a plant in Chicago and are looking for a Cost accounting manager for that plant.   Watch Screen Shot video   http://blog.thedynamicsale.com/virtual-bootcamps/linkedin-maximization-for-recruiting/#video14

  Simply go to advanced people search to find possible partners.   Industry scroll “Staffing and Recruiting.” Note that you would use the

CTRL key or Apple CMD for multiple selections.   Keywords. You are looking for possible partners who who worked

with Cost accounting managers in the manufacturing industry. In the “Keywords” box type manufacturing (“Cost accounting manager” )

  Location. You go to the Location box and select “Located in or near” “Greater Chicago Area”

  Sort method. select “Relationship and Recommendations.”   And……..

And VOILA

Contact   Again, Groups allow you to send messages, regardless of your relationship to just about

all!!! Go nuts here!!!   Outsource this for <$7/hour!

  Outsourcing ideas for marketing and recruiting   Post linked in articles to all groups   Send messages to group members of a certain locale to connect   Post LinkedIn events etc

  Introductions almost always work, but use this in conjunction with a real phone call! You can always reference the person, so why wait for them to forward it

  Always forward any requests that are sent to you!   You can filter which contacts you message. See this video


  Once you find your people, make a compelling email of why they should connect with you (again, don’t recruit or market in that email)

  Inmails are awesome!! Save these for when you need them, not just to connect! This is key for a time sensitive search or lead!

Recruiting   We are a different breed. We need linked in to both sell to clients

and recruit to candidates. Thus, need dual strategy   Get the best keywords for each job!!! If you don’t know, ask the

client. Ask coworkers. See what words they use on their profiles. Coworkers and hiring manager will give you different words

  Use synonym.com or a thesaurus. Keep going until you have them all. Remember all people put in different terms.

  Search jobs online and see who posted it and what their activity is. What keywords do THEY use?

  Local market searches are key to build a strategic database, especially for national search practices   City, zip code, town, local events, local online groups (flay example)

Recruiting   Remember, this taps into passive candidates! Direct recruiting is there too, of course   Always warm up the cold lead!!! Call or contact the direct contacts of these people and ask them to

tell you who the most qualified are. Once they give you the names, recruit them! If they aren't a fit, connect with them and ask for referrals.

  Always keep linked in open and send requests to call candidates that you speak with as soon as you get off of the phone!! Best chance of acceptance and growing the network.

  Take many different approaches to the search   Keywords,   Company search   Geography   academic

  Don’t view linked in for “targeted recruits”.. Remember even with these searches, that it’s all about networking to the right person “birds of a feather” theory

  Networking is about getting the word out!   Periodically send out job detail with compelling email and ask all to send out to their network.

Many will reply to learn more. Needs to be a great job and not too often!   Always ask your candidates or clients to make the referrals warm. Ask if you can call or email them

and mention their name. If they say no, then ask who they can use as a reference and call them that way

  Invite the big networkers in that area!!   Invite the key people from that area   Most people will also look for you if you have 500+   Search lions and top link for that area, even if you wont be

one   Prepare database of candidates in advance if you know you

will be entering a market or have a search coming up   If you are a branch or local recruiter, build up local databases

strategically!

Paid accounts & Premium Svs   LinkedIn recruiter – 20k, but you can do this with methods we are teaching   LinkedIn Changes pricing all of the time.   Premium Job packs in groups of 5/10

  You can see any connections that the applicants share and also can get references who worked with him right there. http://www.LinkedIn.com/hiring

  You can notify your network of the posting. They can also forward it. Great way to get passive candidates

  LinkedIn ads- Great for opt in or for service   Free account- Awful service. Very limited searches   Business plan and proplan.

  More search results (business up to 300)   More messages to send at one time   More inmails-and they rollover for a few months. . Don’t waste an inmail to a passive candidate if you

are just going to sell. Who knows if they will make a move. These will get deleted. It’s meant for networking so use it to connect and start a dialogue. You also want to get to the people they know!

  More introductions- only 5 allowed with free account   Can buy a featured listing (like Google sponsored ads. You show up at the top, regardless of where you

should show up). Great if you have an opt in offer!

Premium Account Info (Subject to change by LinkedIn)   Personal Account - Free

  1. 5 Introductions open at a time.

  2. Can receive unlimited InMail messages.

  3. 3 Saved Searches with weekly alerts.

  4. Can view 100 results per search before upgrade is needed.

  Business Account - US$24.95/month or get two months free and pay

  US$249.50/year

  1. Can send 3 InMails per month, with a seven-day response guarantee.

  2. Unused InMail credits roll over each month, up to a maximum of nine.




  6. Unlimited one-click reference searches.

  7. OpenLink Network membership.

  8. Unlimited OpenLink messages.

  9. Unlimited Reference Searches.

  10. 1 business day customer service.

  Business Plus - US$49.95/month or get two months free and pay US$499.50/year


  2. Unused InMail credits roll over each month, up to a maximum of 30.









  Pro - US$499.95/month or get two months free and pay US$4999.50/year


  2. Unused InMail credits roll over each month, up to a maximum of 150.

  3. 10 Saved Searches with daily alerts.


  5. Can view 700 results per search.






KEY TIP   Sign up for the premium

account and be able to save and organize your profiles

  Save your recruits and clients and prospects in different folders!

  Use for creative networking and mailings!

Tips to boost mail response   Personalize your message. Let them see the real you!   Avoid anything that sounds like marketing or boilerplate material   As in any good selling, make the message about how connecting with you can

help them!   Target the message as specifically as possible to this person!   Tell them why you picked them out   Again, the point is for this to START the conversation, not end it!   SHUT UP- Meaning, don’t say too much. You want them to connect with you

or speak with you. Don’t give them everything you want to tell them in the mail. Only the first 255 show up in the notification. So don’t go beyond that

  Always always ask them for referrals. Ask for opinions, advice, etc. something to make them reply and something to give them the feeling that you value them!

  Don’t forget about the phone!!! Once you have the connection and info, CALL THEM!!!!! Really! CALL THEM!

MARKETING   Your profile is real key here! Does it match your web and

brand?   Search your company name? what do you find? Search by

keywords? Are you found/listed? Are they right people listed? Is everyone listed? Again, if you have a standard profile , this will work

  Check out competitor pages and steal good ideas   For opt in marketing, linked in is meant to be a HUGE net to

get them the one time they see you to join your “relationship” list forever

Marketing   People who market on LinkedIn must avoid the Resume style profile!

This is not for you to find a job!! Does it differ from your candidates?   Tell your story!!!! What’s your deal? Why are you great?   All clients want value. Start asking them what they want you to find out

for them and then post it or find it on linked in q&a and groups. Not only will those answers yield new clients, but you will be doing something they likely haven't bothered with and you’ll get them the answer!

  Separate group and q&a strategy. Bookmark or RSS feed where they go.   Always invite a client or prospect to connect after you get off of a phone

call with them!! Best chance for success and in growing network!   Always use LinkedIn to view client/prospects company and profile

before you call.. So powerful   You can also see what THEY PUT in the profile

  Always check out events for candidates and clients.   See who is going to them.

 Make comments and actually email the people with questions or comments

 You may see it’s a competitors event (another great way to steal their clients)

Misc tips •  More ways to drive connections:

•  Post Questions in the “answers” section. Anyone can reply from any network! Then, ask the to connect! They will also see you!

  Ways to drive your OPT in lists- Remember, it’s all about integrating all social networks and capturing leads via opt in!!!

  Post articles   Value added and ads

  Reply to articles   Reply to any group thread with a lot of comments (all see them)   Status updates regularly so they stay at top   Integrate blog to your profile   Post q&a in q&a section   Answer q&a to become SME

  I use these for many of my blog ideas.   Then I post the blog on LinkedIn status, twitter, etc

  Answer q&A with a lot of comments so they all see it   Create your standard signature with your links and commercials   Post events!   Make comments on other events

Other tips   For finding keywords for your profile or jobs or even for

searches that you do, try this:   Start with your keyword. Go to http://www.thesaurus.com or   http://www.synonym.com/  Use all words listed as key words  Click on the first word and find the synonyms for that!  Add any new ones  Keep doing the same until you have an exhausted list   Save these in a word doc for future use!

Any Questions? Thank you!!!

Carpe Diem &

Sell Like The Wind!!

www.TheDynamicSale.Com Neil Lebovits, CPA, CPC, CTS

Date post:	16-Feb-2022
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