LinkedIn Primer

LinkedIn is a networking site where professionals make “connections” and corporations and organizations establish company profiles. It is also a powerful tool that supports business growth via referrals. For the financial professional, when you connect with your clients you then have access to their connections as well as the groups they belong to and organizations they follow.

Today, when seeing or corresponding with clients, most advisors simply ask, “Is there anyone you know that would benefit from my services?” This is often unsuccessful because it is vague and hollow in its intent to be specific to your target market. Instead, take time to review your clients’ LinkedIn information – their jobs, education and any groups in which they belong as well as their connections. Then, you can be more specific when you ask for a referral. “I noticed you are a member of [group] and are connected to Mary Smith on LinkedIn. I was looking at Mary’s occupation and profile; she is in the target market served by our firm. Could you introduce me to Mary?”  Read more of this post