BUILDING BUSINESS THROUGH LINKEDIN (TOO SHY FOR ACQUISITION)

BUILDING BUSINESS THROUGH LINKEDIN (TOO SHY FOR ACQUISITION)

This post has a bit of a personal touch. Well, about 867 words or personal touch. OOPS. Normally my posts are around 200 words. In this post you’ll learn how building business through LinkedIn can be done without acquisition. I am too shy for acquisition, so I had to find another way, you’re about to find out all about it.

You may not be interested in my personal entrepreneurial journey. I get it. I don’t need to read everybody’s personal account. If you prefer to skim read the find the juicy bits, there are plenty of headers to guide you. Otherwise, grab a cuppa and spend the next 5 minutes following my story of building business through LinkedIn.

THIS LINKEDIN STORY STARTS IN 2011

I worked for an organisation with about 100 employees and we hit rough weather. Regardless of how much I like commuting by ferry, especially on stormy days, this was the kind of rough weather that made me uncomfortable.

Friends said I should look at it as an opportunity. That it was time for me to start working for myself. Yeah right, doing what? Sure, I loved training, as I still do, but training in what? I’d done so many different things. Jack of all trades, master of NONE is how I saw myself.

My friends had a different view. They saw training as the thing I am good at and had in one shape or another 20+ years of experience in. I couldn’t deny that point.

BACK TO THE COMPANY I WORKED FOR

About 20 people were made redundant. All but two temporarily contracts were terminated. I was one of the two survivors. And I let out a big sigh of relief. All this talk about starting my own business. Ha, no matter what strengths my friends believed I possess, they forgot just one minor detail: I am too shy for acquisition.

I had been quite worried about my position for about 6 months. That is a long time. Ever been anxious about your future for six months? I do not recommend it. What it did make me do, was freshen up my LinkedIn profile.

I FELL IN LOVE WITH LINKEDIN

As I discovered more and more about the possibilities of actively using LinkedIn, I got quite excited about it. I was almost disappointed that I didn’t lose my job. ALMOST. I still had a mortgage to pay and daughter to look after as a single mum. I decided there and then that I would never, ever, feel this anxious about surviving again.

I thought, what is going to happen in 12 months time? Will they renew my contract again, or let me go after all? I always chose time for me and my daughter over money, so I was only working three days a week at this stage. With two days a week spare I decided to give this ‘starting your own business’ thing a go.

I would be “Petra Fisher, LinkedIn Trainer for International Professionals”.

NO MONEY TO INVEST OR FALL BACK ON

Now all I needed to do is put my money where my mouth is. Lacking the money, I invested time.
I aimed high. Though there is plenty of fish in the sea, what will make this fish stand out?
Charging high fees! Seemed like a great idea at the time…

Charge high fees, work for corporates and be one-of-a-kind. I needed to build up a reputation in order to be able to target those clients. By working on my reputation, I also didn’t have to worry about that little detail called acquisition. Out of sight out of mind.

WHAT WORKS FOR NETFLIX WORKED FOR ME

“Ten tips to …” seemed to be the best-viewed blogs at the time, so I needed to write some of those as well. Build a website, write a blog, share it through LinkedIn and Bob’s your uncle. With only two days a week for my own company, I had to use my time creatively.

If Netflix can do it, then I can do it. Why spend all my time on ONE blog sharing 10 tips? If I made it into a series of 10 posts that would last me 2.5 months. Somehow I only made it to 9. Each week I shared my blog on LinkedIn, as status update. Posted in several groups to start discussions…

FELL FLAT ON MY FACE WITH THAT

I posted blog episodes in so many groups, without really starting a discussion, that I got a black mark against my name in some groups. Meaning I couldn’t post for a period of time. This inspired me to write another series of blog posts. About group use on LinkedIn. Only three blogs this time, but they got picked up worldwide.

I have to tell you something that happened in between.

All this activity on LinkedIn did not go unnoticed. I got noticed by Mike O’Neil and Lori Ruff in the US. We started chatting on Skype and one day Lori send me a message saying:

“Uhm … I may have jumped the gun a bit, but a big international corporation asked if we have a trainer in Amsterdam to conduct some sessions at their European headquarters, and I’ve let them know you’ll do it”.

So here I was. I had quite an impressive video on my website. Had delivered one in company training and was asked by Mike O’Neil and Lori Ruff to deliver training on their behalf.

NOT BAD FOR A SOCIAL WORKER TURNED SELF-PROFESSED TRAINER

Not long after, I was invited to come to the US to co-facilitate the 10th annual LinkedIn event Mike and Lori organise. I was flattered, felt special. It took someone else to point out to me that it worked both ways. They had been able to advertise this 10th event with an international speaker all the way from Amsterdam!

HOW DID I USE LINKEDIN TO GET HERE?

I clearly identified WHO I wanted to reach and WHAT message I wanted to send. You’ve probably heard about the “Know, Like and Trust” factors in order to be able to do business. Here’s how I applied them.

GET PEOPLE TO KNOW YOU

Make a lot of noise so people have heard of you! Make noise on LinkedIn by sharing knowledge. By sharing industry articles by others. By liking and commenting on updates of other people. Every activity you conduct on LinkedIn increases you visibility in your network. Ideally comment rather than like. It allows you to share little snippets of your expertise, adding value to your network.

GET PEOPLE TO LIKE YOU

The easiest way to get people to like you is handing out presents. Share valuable information that doesn’t directly lead back to your website. Endorse people if you think they are really good at something. Write a short recommendation without being asked. It does wonders for your likeability.
More importantly, it is actually really good fun to do.

GET PEOPLE TO TRUST YOU

Apart from the obvious: don’t tell lies. People trust you if they relate to you. Make sure some of your personality shines through in what you do. Your values, the fact you care about how your work impacts and benefits your clients. Focus on the other.

HAVE A ONE-TRACK-MIND

Make sure you stay focused on your expertise and the target audience you wish to reach. I am interested in sustainability; my daughter was recycling before she knew there was such a word. Yet I rarely like an interesting update on LinkedIn about sustainability.

People connect with me for my LinkedIn knowledge. I want to be predictable. If you see my face come past in the non-stop stream of updates on your homepage, I want you to automatically pause to see what I said. Because you KNOW it will be about LinkedIn, Networking or Personal Branding.

HOW ABOUT THE ACQUISITION?

But how did I get around that nagging little detail, that acquisition thing? I didn’t! Easy as that. Well, most of the time. I am good at what I do because it is within my comfort zone. Acquisition is not, so I am not going to create anxiety for myself. By being active on LinkedIn for about 30 minutes a day, staying focused on my topics, aiming for my dream clients, I have not done any active acquisition. Prospective clients approach me.

STAY TRUE TO YOURSELF

I once accepted a project because it was big. It would be a great experience, could lead to new things yet I completely ignored a nagging little feeling that I was not actually going to enjoy this project.

I pushed that feeling away with rational arguments. How I was capable of pulling this project off. How it would really put my name on the map within the Dutch market. How the money was great.

Putting my name on the map within the Dutch market. What was I thinking? Didn’t I, in part, keep my own company going after the initial employment panic had gone, because I love operating in English? In an international environment?

LIFE IS A JOURNEY (Ralph Emerson Anderson)

That is when I found the missing piece in the puzzle of my LinkedIn use. I needed to sharpen my target audience and let go of doing everything bi-lingual. Operating in English is what makes me happy. Happy trainer – happy clients. This was my journey during the first four years I was in business. It led to me being a well-known LinkedIn trainer in The Netherlands, Australia, The UK and the USA. You can see the locations of my clients pinned on a map at the bottom of this page.

WHAT MAKES YOU HAPPY?

  • I can tell you how to fill out your LinkedIn Profile.
  • I can show you how to use the different features of LinkedIn.
  • Yet none of that is going to get you anywhere… If you don’t listen to yourself!

Identify what makes you happy, what puts that spark in your eye?

Who do you want to work with?

And then, only then does it make any sense to put all my tips and tricks into practice.

>>> Have a question how LinkedIn can help YOUR business? Pop it in the comments! Other thoughts and compliments most welcome as well. <<<

 

 

Which type of content on LinkedIn works best?

Which type of content on LinkedIn works best?

Or maybe I should ask, what type of content on LinkedIn gets you most engagement and views? I haven’t looked at my stats much, let alone compare. I did want to show you though, that LENGTH of post really doesn’t matter.

What matters is: “Does your content resonate with your audience?” This pissy little one-liner got a fair bit of traction. Another 800 views since I captured this screenshot.

engage-linkedin-petra-fisher-linkedin-trainer-consultant-expert-01

 

WHY DID THIS CONTENT WORK?

1) It is so short, people don’t have to click ‘show more’.
2) It is a statement that people feel strongly about.
3) I do reply to each comment.

NUMBER 3 IS IMPORTANT FOR MULTIPLE REASONS

  • It is always a good idea to acknowledge and thank the people who took the effort to comment. That is just friendly and polite.
  • By responding to comments, you can add more information, showing your expertise.
  • Having a conversation is the starting point of relationship building, which is what networking is all about.

WHY DOES ANY OF THIS MATTER?

Because the engagement with my post creates exposure for me to the network of the person that commented. One of their connections (2nd degree to me) might then also comment and thus exposing me to THEIR network. Easy peasy way to reach a large audience and become known for your expertise.

SO WHAT CONTENT ON LINKEDIN WORKS BEST?

There is no straight answer. As soon as everybody noticed post with images worked like a charm, the algorithm changed. Same with links to websites or videos. Then there were the mighty long dramatic posts that started with two sensational lines.

At the moment your best bet seems to be a mix of content on LinkedIn. Short posts, longer ones. Video, images, links… just two quick notes with that. When posting a video, the algothingymebob does seem to favour UPLOADS over links to YouTube or Vimeo, same as FB. They like to keep people on their platform. This is also why people now tend to put links (URL) in a comment, so the actual post isn’t seen as sending people to another site.

>>> Thoughts? Questions? Compliments? J Hit the comments! <<<

 

How to comment as YOU on your LinkedIn Company Page

How to comment as YOU on your LinkedIn Company Page

If you are an admin of your own LinkedIn Company Page or the page of the company you work for, you might have run into this. Anytime you like, comment or share, you do so as the page instead of YOU from your personal LinkedIn Profile. There is an easy fix for that! Mind you, I overlooked it for quite some time. Once you know, it is like DUH!

company-page-linkedin-petra-fisher-trainer-coach-linkedin-expert-01

 

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YUP THAT IS ALL THERE IS TO IT

By default (A) you are in ‘manage page’ modus (admin view). This means you comment, like, share as the page. Clicking ‘go to member view’ (B) allows you to comment, like and share as yourself.

>>> Any comments? Questions? Other LinkedIn Company Page things to share? GO FOR IT. <<<

LinkedIn Skills and Endorsements 2018

LinkedIn Skills and Endorsements 2018

Skills and endorsement must be the topic I wrote about most often. Back in 2014, to let you know how to receive genuine LinkedIn Endorsements. Back then people still received suggestions that could be a bit off the mark. A year later you were able to read all about the importance of LinkedIn Skills and Endorsements.  Last year (May 2017) LinkedIn gave the Skills and Endorsement section a new look. It actually added more backbone to the endorsements, as they first showed us endorsements by peers with the same skill and endorsements by people you (the viewer) have in common. This was also the time LinkedIn started showing just 3 skills instead of a bingo card full.

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EVERYTHING (NEARLY) LOOKS DIFFERENT

Early 2018 we saw a massive change to the LinkedIn Profile roll out. Most noticeably your pretty face now lives on the left when viewed from desktop and is still centred when viewed on mobile. Lots of fun creating a banner that works on both devices. You can find out about the other changes in this article.

LINKEDIN SKILLS AND ENDORSEMENTS CHANGES

LinkedIn now orders your skills in categories. There are 5 categories and you have no say in what skill goes where or the order of the categories. Here they are listed in the order they display on your profile You need to click “show more” to see them, otherwise you will just see the top three skills.

  • Industry Knowledge
  • Tools and Technologies
  • Interpersonal Skills
  • Languages
  • Other Skills

YOU DO HAVE SOME CONTROL

skills-endorsements-linkedin-petra-fisher-trainer-coach-consultant-linkedin-expert-02LinkedIn shows 3 skills and endorsements to your profile visitors. This always used to be the 3 with most endorsements. Presumably, this is still the case. What I KNOW is still the case, you can control this. They each have a blue pin in front of them. Any skill you do not want to be featured, click the blue pin to deselect. Now click the pin in front of a skill you do want to show off.

All other skills are sorted into the above categories. You have no control over that. In my case that means all LinkedIn related skills live in the bottom bucket “Other skills”. Had I left Facebook and Twitter on my profile, they would have been listed under “Tools and Technologies”. You CAN still reorder your skills, only this is now limited to within the category. Just grab the hamburger (three lines) to the right of a skill and click and drag.

ADDITIONAL FUNCTIONALITY ON MOBILE

When endorsing someone on your mobile device, like I did for my friend Jo Saunders, you get asked for a rating. LinkedIn explains that the recipients do not get to see this. What exactly they do with this rating we don’t know yet, but most likely it has to do with some algoritmethingemebob so sooner or later it will be important. See images below for an explanation.

skills-endorsements-linkedin-petra-fisher-trainer-coach-consultant-linkedin-expert-05 skills-endorsements-linkedin-petra-fisher-trainer-coach-consultant-linkedin-expert-04
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>>> Skills and Endorsements are not going anywhere. How do you feel about them? Please share your thoughts, feelings, questions in the comments. <<<