Get LinkedIn, Get Business:Techniques for the Advanced User

Presented by David AckertPresident, The Ackert AdvisoryFounder, Practice BoomersDavid@AckertAdvisory.com@DavidAckert

101: • Create a profile

• Upload your picture

• Build your network Over 78% of business decision makers who search for a lawyer online use LinkedIn.

- ABA

3 things you’ll learn in the next 10 minutes:

• How to Gain Competitive Advantage

• How to Connect with Prospective Clients

• How to Deepen Loyalty with Key Clients

Active vs. Dormant

General Counsel, Technology

Active vs. Dormant

Active vs. Dormant

Pick up the phone and ask your 1st tier for an intro to the 2nd tier target.

Tip: Don’t connect with anyone for whom you aren’t willing to ask (or grant) an introduction.

Note: This is a numbers game with no downside.

The conundrum

Lawyers who seek out prospect introductions through LinkedIn become part of the active minority of business developers. Motivate your lawyers’ participation by appealing to their sense of competition.

Note: This is a numbers game with no downside.

Give vs. Get

If you want to establish meaningful client loyalty, be the person who helped them get their job.

3 things you learned in 10 minutes:

• How to Gain Competitive AdvantageBe part of the minority who uses LI for

BD• How to Connect with Prospective Clients

Request intros to 2nd tier targets• How to Deepen Loyalty with Key Clients

Use your network to help them get a job

www.linkedin.com/in/DavidAckert