Bite-sized Learning: Using LinkedIn For Business Development.

After attending our Bite-sized Learning session on LinkedIn last week, Laura Evans shares some top tips in regards to networking and targeting prospects online.

Is LinkedIn working for you? I ask "for you" rather than for "your business" because, as pointed out by Julia Chanteray in today's Bite-sized Learning session, Using LinkedIn for Business Development, this is a platform that is about your personal brand. So whether you own and run your business or work for others, this is your space to make of it as you will.

"I want to enthuse you with proactive business development techniques," Julia tells us. We are about to immerse ourselves into the "art of nosiness," which Julia assures us is ok! You may feel a little stalker-ish whilst researching clients online, or perhaps lacking in humility when writing about all those things you are good at, but this is what Linkedin was made for. So be bold and ask yourself these questions to understand where you could be getting more.

1, Are you writing your profile for the right person?
Today's session was not about finding a new job, it was about finding new business. Often profiles are written as a CV just because that's what they look like. When it comes to winning business though you need to write your profile as if you are seeing it from your potential customers point of view. Think of it as another marketing document and don't forget to update your profile. If you want to know more about best practice for profile writing check out Julia's blog here.

2, Is your network large enough?
Linkedin starts to get useful when you have about 100 contacts and Julia tells us to aim for around 500-1000 connections. It's easy to import email contacts from your Outlook and you must make a habit of adding contacts met at events before their business card gets lost in the recesses of your handbag (or manbag). The larger your network, the more likely you will have a 2nd degree connection to that dream client. Julia also recommends adding people that you used to know, old coworkers and the like, but send a personalised message.

3, Who are you targeting?
During the session we considered what we were looking for in potential clients. As a useful exercise, write down some details about your target, including geography, company size, industry and job title. They may be the "decision maker" or the "recommender" so consider who both of these types would be. You can then make a prospect list using the advanced search function.

4, Are you contacting your prospects in the right way?
So you have your prospect list and you're being proactive about getting in touch but are you contacting them in their preferred manner? Julia tells us that getting in touch via LinkedIn may not actually be the best method. For example, if they are particularly prolific on Twitter then perhaps a direct message there would be most effective.

To book onto a Bite-sized Learning session and learn how to boost your business check out the Chamber events calendar here.

If you want to contribute to the Chamber blog, contact us on hannah@brightonchamber.co.uk