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Making Your LinkedIn Business Network Pay Dividends

Making Your LinkedIn Business Network Pay Dividends
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    Haven’t made a dime on LinkedIn? A lot of people on LinkedIn haven’t made a dime from it. Chances are you haven’t made anyone else money either. In expanding your network, the main point is to help you phone or meet someone who may be able to help you in whatever it is you are trying to do. The flip side is you need to help others meet their needs too. Until you think of helping others get what they want, you won’t likely get what you want.

    LinkedIn is just a tool, albeit a powerful one if you have a use for it and know how to make it work. If you are good at what you do, it amplifies it. If you suck, it amplifies that too. We’ll assume the former and give some pointers on how you can make it work more effectively for you. If you find yourself wondering how to better use, derive benefit or get value from this tool, the following suggestions might prove useful. Don’t forget the basic rule of being of service to others.

    Online is online. Compared to meeting someone in the real world, it is much easier to connect with someone online. The flip side is that it is much harder to develop a relationship. Always keep this in mind and prepare to put in a solid effort to turn what looks like a good connection into a relationship.

    The key is to then connect on the phone and in person if possible. One strategy is to email new contacts or call active LinkedIn members if you are in town for a conference or meeting.

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    But remember that sending an email is not going to be enough to get you business.

    Focus is key. There are hundreds of online networking sites and tools so you should focus on one and put in a solid effort to make it work.

    If you choose LinkedIn as the one, then develop a strategy around it. This does not mean that you should not use other online networking sites. If LinkedIn is your main one, as part of your strategy, you should have all your other profiles point to LinkedIn. Go to Web2List for a list of networking sites in case you want to see some others.

    As part of your strategy, have a public profile and include your LinkedIn profile on your signature footer and other communication documents you use (ie. fax, website, blog).

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    Focus on actively connecting with people you want to know through those you know and start building productive relationships.

    Share, share, share. The more information you share on your profile, the more searchable you become in the database and more chances you will be able to make a real connection with someone. There is a weird non-linear effect that kicks in. One you get past a certain threshold by putting enough good searchable content in your profile and get enough active connections going, the search engines start giving you a better ranking. The higher ranking increases interest in you and your traffic goes up so you add more to your profile and there is a snowballing effect that works to your benefit.

    Some specific tips:

    • You should also customize your public profile URL to be your actual name
    • Use LinkedIn’s new Answers feature to help others and gain exposure
    • Include your LinkedIn profile link on your blog, faxes, letterhead, business cards
    • Utilize all the links you are allowed to incorporate on your profile.

    Set a policy and process and get a life! You should establish a policy and think in terms of running processes to achieve whatever goals you have set for yourself while helping others achieve their goals.

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    Here are some policy suggestions:

    • Send only customized requests for connections,
    • Forward requests only if they are specific and contact the recipient in advance before forwarding any such requests,
    • Spend no more than 1 hour a day on LinkedIn,
    • Read people’s profiles before contacting them.

    Here is an example of a simple 2 step process based on the policy you have set:
    1. After you meet someone at an event, check your LinkedIn network to see if you know anyone in common or share a common interest,
    2. Send them useful information that is relevant to their business and request a meeting or ask for their permission to connect on LinkedIn.

    Get involved on forums, read books and interview people on how they benefited from LinkedIn. There are advantages to becoming involved with some of the behind the scenes activities. Join the MyLinkedInPowerForum on yahoo and interview people with more than 5 endorsements and 100 contacts. This is a place you should feel free to ask for help.

    Get Endorsements for your profile. You should think of getting at least 10 endorsements on your profile. These third party endorsements will carry weight, especially if the person checking your profile holds the person giving the endorsement in high esteem.

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    Create a list of ways you can use LinkedIn to your advantage. Most people focus on selling and miss out on a many great benefits that include:

    • contacting or identifying media,
    • proactively helping others in your network,
    • researching competitors by contacting former employees (by a company search),
    • reconnecting with past colleges,
    • gaining competitive insights into the company by interviewing past and current employees,
    • learning a company’s buying habits and policies by interviewing current or former staff.

    You won’t make money from LinkedIn without being clear on how to use this highly effective networking tool. Turning connections made online into productive relationships is something you need to know how to do effectively and work at. LinkedIn provides a great shortcut to make initial connections with people who can help you, but you need to do extra work to make the connection something more than an email exchange. And don’t forget that givers gain.

    Tatsuya Nakagawa is president and CEO of Atomica Creative Group Ltd., a strategic product marketing company based in Vancouver Canada. He is a big fan of LinkedIn, yet uses it no more than an hour a day. He has thousands of connections, plenty of endorsements, maintains his profile diligently and gets great mileage. Peter Paul Roosen has an engineering background and founded numerous companies including firms involved in locomotive and plastics manufacturing, computer software and marketing. He is another kind of LinkedIn user, more of a leech. He uses it occasionally, hasn’t filled in his profile after two years on it, prefers to approach rather than be approached and believes he is not alone in this.

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    Last Updated on July 8, 2020

    3 Techniques for Setting Priorities Effectively

    3 Techniques for Setting Priorities Effectively

    It is easy, in the onrush of life, to become a reactor – to respond to everything that comes up, the moment it comes up, and give it your undivided attention until the next thing comes up.

    This is, of course, a recipe for madness. The feeling of loss of control over what you do and when is enough to drive you over the edge, and if that doesn’t get you, the wreckage of unfinished projects you leave in your wake will surely catch up with you.

    Having an inbox and processing it in a systematic way can help you gain back some of that control. But once you’ve processed out your inbox and listed all the tasks you need to get cracking on, you still have to figure out what to do the very next instant. On which of those tasks will your time best be spent, and which ones can wait?

    When we don’t set priorities, we tend to follow the path of least resistance. (And following the path of least resistance, as the late, great Utah Phillips reminded us, is what makes the river crooked!) That is, we’ll pick and sort through the things we need to do and work on the easiest ones – leaving the more difficult and less fun tasks for a “later” that, in many cases, never comes – or, worse, comes just before the action needs to be finished, throwing us into a whirlwind of activity, stress, and regret.

    This is why setting priorities is so important.

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    3 Effective Approaches to Set Priorities

    There are three basic approaches to setting priorities, each of which probably suits different kinds of personalities. The first is for procrastinators, people who put off unpleasant tasks. The second is for people who thrive on accomplishment, who need a stream of small victories to get through the day. And the third is for the more analytic types, who need to know that they’re working on the objectively most important thing possible at this moment. In order, then, they are:

    1. Eat a Frog

    There’s an old saying to the effect that if you wake up in the morning and eat a live frog, you can go through the day knowing that the worst thing that can possibly happen to you that day has already passed. In other words, the day can only get better!

    Popularized in Brian Tracy’s book Eat That Frog!, the idea here is that you tackle the biggest, hardest, and least appealing task first thing every day, so you can move through the rest of the day knowing that the worst has already passed.

    When you’ve got a fat old frog on your plate, you’ve really got to knuckle down. Another old saying says that when you’ve got to eat a frog, don’t spend too much time looking at it! It pays to keep this in mind if you’re the kind of person that procrastinates by “planning your attack” and “psyching yourself up” for half the day. Just open wide and chomp that frog, buddy! Otherwise, you’ll almost surely talk yourself out of doing anything at all.

    2. Move Big Rocks

    Maybe you’re not a procrastinator so much as a fiddler, someone who fills her or his time fussing over little tasks. You’re busy busy busy all the time, but somehow, nothing important ever seems to get done.

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    You need the wisdom of the pickle jar. Take a pickle jar and fill it up with sand. Now try to put a handful of rocks in there. You can’t, right? There’s no room.

    If it’s important to put the rocks in the jar, you’ve got to put the rocks in first. Fill the jar with rocks, now try pouring in some pebbles. See how they roll in and fill up the available space? Now throw in a couple handfuls of gravel. Again, it slides right into the cracks. Finally, pour in some sand.

    For the metaphorically impaired, the pickle jar is all the time you have in a day. You can fill it up with meaningless little busy-work tasks, leaving no room for the big stuff, or you can do the big stuff first, then the smaller stuff, and finally fill in the spare moments with the useless stuff.

    To put it into practice, sit down tonight before you go to bed and write down the three most important tasks you have to get done tomorrow. Don’t try to fit everything you need, or think you need, to do, just the three most important ones.

    In the morning, take out your list and attack the first “Big Rock”. Work on it until it’s done or you can’t make any further progress. Then move on to the second, and then the third. Once you’ve finished them all, you can start in with the little stuff, knowing you’ve made good progress on all the big stuff. And if you don’t get to the little stuff? You’ll have the satisfaction of knowing that you accomplished three big things. At the end of the day, nobody’s ever wished they’d spent more time arranging their pencil drawer instead of writing their novel, or printing mailing labels instead of landing a big client.

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    3. Covey Quadrants

    If you just can’t relax unless you absolutely know you’re working on the most important thing you could be working on at every instant, Stephen Covey’s quadrant system as written in The 7 Habits of Highly Effective People: Powerful Lessons in Personal Change might be for you.

    Covey suggests you divide a piece of paper into four sections, drawing a line across and a line from top to bottom. Into each of those quadrants, you put your tasks according to whether they are:

    1. Important and Urgent
    2. Important and Not Urgent
    3. Not Important but Urgent
    4. Not Important and Not Urgent

      The quadrant III and IV stuff is where we get bogged down in the trivial: phone calls, interruptions, meetings (QIII) and busy work, shooting the breeze, and other time wasters (QIV). Although some of this stuff might have some social value, if it interferes with your ability to do the things that are important to you, they need to go.

      Quadrant I and II are the tasks that are important to us. QI are crises, impending deadlines, and other work that needs to be done right now or terrible things will happen. If you’re really on top of your time management, you can minimize Q1 tasks, but you can never eliminate them – a car accident, someone getting ill, a natural disaster, these things all demand immediate action and are rarely planned for.

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      You’d like to spend as much time as possible in Quadrant II, plugging away at tasks that are important with plenty of time to really get into them and do the best possible job. This is the stuff that the QIII and QIV stuff takes time away from, so after you’ve plotted out your tasks on the Covey quadrant grid, according to your own sense of what’s important and what isn’t, work as much as possible on items in Quadrant II (and Quadrant I tasks when they arise).

      Getting to Know You

      Spend some time trying each of these approaches on for size. It’s hard to say what might work best for any given person – what fits one like a glove will be too binding and restrictive for another, and too loose and unstructured for a third. You’ll find you also need to spend some time figuring out what makes something important to you – what goals are your actions intended to move you towards.

      In the end, setting priorities is an exercise in self-knowledge. You need to know what tasks you’ll treat as a pleasure and which ones like torture, what tasks lead to your objectives and which ones lead you astray or, at best, have you spinning your wheels and going nowhere.

      These three are the best-known and most time-tested strategies out there, but maybe you’ve got a different idea you’d like to share? Tell us how you set your priorities in the comments.

      More Tips for Effective Prioritization

      Featured photo credit: Mille Sanders via unsplash.com

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