Welcome to episode 201, this week I return to our normal format and the main subject is something that has been playing on my mind for a while, in some respects I think it can be the ‘elephant in the room’ for a social media or LinkedIn Trainer / Coach …..What do you do if your prospects are not socially active on LinkedIn or any social media platform?
More of that later, but to start with….
Interesting Stuff I Saw This Week
- LinkedIn updates its Terms of Service in line with GDPR
- Microsoft Pix can scan business cards to your contacts, find people on LinkedIn
- A Tale of Two Cases: LinkedIn Postings as Solicitations
- LinkedIn Search Doesn’t Implicate FCRA, California Court Rules
- Introducing the LinkedIn Content Insights Annual
Post of the week
Actually this was from the previous week when the ‘beast from the East’ hit the UK.
1277 likes, 120 comments and a staggering 51,000 views for a native video is exceptional, especially from someone with just 679 followers!
I also posted a video this week of a feature that has been bugging me for a while…..why can’t you ‘Ignore’ an invite from a profile?
Bad design or something more sinister?
I would estimate we had about 70-85 people at the inaugural #LinkedInLocal event in Manchester.
It was a great night and plenty of new friends and connections were made.
A big thanks to Alex Galviz (co-founder of LinkedInLocal) for coming up from London to share her story of how LinkedInLocal started and a massive thank-you to my fellow organisers;
How Do You Win Business on LinkedIn with a disengaged audience?
This topic has been on my mind for sometime and I decided to cover it in this episode when I received this excellent video question from Paolo Lanciani
I asked Paolo to share his ideas on this subject and here is what he had to say;
I guess my success depends on a combination of factors:
1. I have a very clear focus: not only the community of business lawyers in Italy is relatively small,
2. but I further narrowed it down, knowing exactly for whom (mindset, values, approach, style) and when (circumstances, needs, specific challenges) I am a valuable resource
3. I brand myself within the community building a presence on their niche media (a journal about the law industry) where I interview successful lawyers explaining from a psychological stand point why they are successful.
4. On Linkedin I share daly videos, posts and articles that are consistent and spread on other platforms too: it is not about being read every time, but about being there the day they are searching that type of support/solution/input
5. I use the messenger to reach out to those who might be most interested to a specific content and tell them about it (might be a podcast for young lawyers, a video about how to assess potential in recruiting associates or about on line presence or even business development strategy; always from a psychological point of view and well aware of the specific way of thinking of my target audience)
6. I share the same kind of challenges and opportunities: we are looking for and relying on small numbers, high tickets and long term strategies.
That is great feedback and fits with many of my thoughts on the subject.
I also asked for more thoughts and ideas in this post;
You can read all the comments but the main ones I would highlight are;
John Espirian wrote;
I think it's important to create content that can be found by search engines. While many of my clients aren't active on LinkedIn, most of them do use Google.
John is a copywriter it must be said so I would expect him to think highly of the power of written content and I think he is right to a point but the sort of people Paolo is referring to are busy Lawyers and I very much doubt they are searching Google to find long articles to read in their spare time!
Michael Spencer added;
LinkedIn has no mechanism for targeting your niche audience. LinkedIn ads have too high a cost-per-click given the lack of monthly active users. LinkedIn is therefore not a very helpful marketing channel but rather a PR branding and and B2B sales Channel
As you would imagine LinkedIn Ads expert AJ Wilcox had something to say about that!
For me, Michaels approach is about laser sharp focus for content. This is ultimately possible (you can send a link to a post or article to anyone on LinkedIn with a premium account or your connections on a free account but he is referring to hitting high numbers….and we are back to a numbers game again!
For me, content should be available for people to find on LinkedIn, either by visiting your profile or via the algorithm and virality and not ‘shoved in their face’ because you want them to see it.
My view is that the key to this is having an intimate and deep knowledge of your target audience. This will allow you to post relevant, interest content in a format that is easy to consume. Paolo posts short ‘on the move’ videos which reflect the nature of the way his audience behave.
Post on a consistent, regular basis. Don’t expect your audience to always see it but at some point someone will and they may refer you or a target might view your profile and see your content there. People do not have to be active to notice you, just an occasional visit to LinkedIn may allow them to see your content.