Top 10 Business    Development Tips for CPAs             by Andrea Dale         LinkedIn Trainer & Guru1
Today’s Topics      Why LinkedIn?         5. Invites: Ask Why &                                Offer Why    1. Complete Li...
Why Use LinkedIn?        Within 50 Miles of Dayton        Downtown zip code (45409)    • 35,000+ Business Owners or      P...
Why LinkedIn      49% of all LinkedIn Members live         in households earning more             than $100,000 a year.*  ...
1. Complete Individual LinkedIn                  Profile           Your LinkedIn Profile                     =           Y...
1. LinkedIn Profile                  Incomplete Profile  6
1. LinkedIn Profile                           Credibility Crushing                        Incomplete LinkedIn Profile     ...
1. LinkedIn Profile      Complete Profile  8
1. LinkedIn Profile                 Credibility & Visibility Building                       Complete Profile              ...
1. LinkedIn Profile                   Credibility & Visibility                Increasing LinkedIn Profiles             Rec...
1. LinkedIn Profile                        Ensure                         You                      Standout               ...
2. Seek and Ask for Meetings &              Conversations      LinkedIn itself does not bring you                  busines...
3. Join 3-5 Groups     Exponentially increases your exposure &       opportunity to link to others.     • Begin with your ...
3. Join 3-5 Groups                Indiv.    Indiv.                Profile   Profile                Indiv.    Indiv.       ...
4. Build an “Aligned” NetworkSeek “Gateway”                          Your ReferralConnections                             ...
5. Invites: Ask Why & Offer Why       Key Tactic to Establish a Relationship:       Ask “Why?”        • When sending or re...
5. Invites: Ask & Offer Why        Knowing Your “Aligned” Network =        Increases Results          • Help others becaus...
5. Invites: Ask & Offer Why                                  Go                ?                              Go          ...
6. Respond to Emails & Invites            from Other Members     • Don’t wait until your profile is “ready.” They       ha...
7. Use LinkedIn SmartPhone App     • Respond quickly to invites and queries.     • Follow-up post networking with invites ...
8. Complete LinkedIn Company                  Profile        • Company Overview & Logo        • Include a comprehensive li...
9. Be Consistently Active     Get Noticed & Increase Visibility     • Post an update to your profile at least       once a...
10. Research Prospects, Clients &                Competitors • Research your contacts on   LinkedIn before you meet • Disc...
To The Point Marketing Services        LinkedIn Services        • Individual & Company LinkedIn Profile          makeovers...
To The Point & Andrea Dale’s             Contact Info.                  Link with Me              LinkedIn Profile at:    ...
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Top 10 LinkedIn Biz Development Tips for CPAs

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Presented at the Dayton Accounting Show for CPAs, May 2012.

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Top 10 LinkedIn Biz Development Tips for CPAs

  1. 1. Top 10 Business Development Tips for CPAs by Andrea Dale LinkedIn Trainer & Guru1
  2. 2. Today’s Topics Why LinkedIn? 5. Invites: Ask Why & Offer Why 1. Complete LinkedIn Profile 6. Respond to Emails from LinkedIn Members 2. Seek meetings & conversations via 7. Use LinkedIn LinkedIn Smartphone App 3. Join 3-5 Groups 8. Complete LinkedIn Company Profile. 4. Build an “Aligned” Network 9. Be Consistently Active 10. Use LinkedIn to Research Prospects, Clients & Competitors2
  3. 3. Why Use LinkedIn? Within 50 Miles of Dayton Downtown zip code (45409) • 35,000+ Business Owners or Partners • 62,000+ Executives, VPs or Directors3
  4. 4. Why LinkedIn 49% of all LinkedIn Members live in households earning more than $100,000 a year.* * 2012 Consumer Electronics Show Survey 4
  5. 5. 1. Complete Individual LinkedIn Profile Your LinkedIn Profile = Your Prospects First Impression Your Business Suit & Handshake5
  6. 6. 1. LinkedIn Profile Incomplete Profile 6
  7. 7. 1. LinkedIn Profile Credibility Crushing Incomplete LinkedIn Profile • No Photo • Only a “Job Title” Headline • No, or Choppy Summary • One Liner Experience • No Testimonials • No Services 7
  8. 8. 1. LinkedIn Profile Complete Profile 8
  9. 9. 1. LinkedIn Profile Credibility & Visibility Building Complete Profile • A Smiling, Close Up Photo • Making a Difference Headline • “Getting Found” Keywords: Titles, Summary & Skills/Expertise • Testimonials from Clients & Peers • Uses complete sentences, not “resume copy” in Summary. 9
  10. 10. 1. LinkedIn Profile Credibility & Visibility Increasing LinkedIn Profiles Receive More Invites to Connect Have More of Your Invites Accepted Gain More Business 10
  11. 11. 1. LinkedIn Profile Ensure You Standout Against The Competition 11
  12. 12. 2. Seek and Ask for Meetings & Conversations LinkedIn itself does not bring you business… The conversations and meetings from LinkedIn bring you business.12
  13. 13. 3. Join 3-5 Groups Exponentially increases your exposure & opportunity to link to others. • Begin with your “local” LinkedIn Group such as: LinkedInDayton group, LinkedInCincinnati, etc. • Join groups devoted to your referral partners & ideal clients.13
  14. 14. 3. Join 3-5 Groups Indiv. Indiv. Profile Profile Indiv. Indiv. Profile Profile LinkedIn Group (i.e. LinkedCincinnati) Indiv. Indiv. Indiv. Profile Profile Profile Indiv. Indiv. Indiv. Profile Profile Profile Indiv. Indiv. Indiv. Indiv. Profile Indiv. Indiv.Profile Profile Indiv. Profile Profile Profile Indiv.Indiv. Indiv. Profile Indiv. ProfileProfile Profile Indiv. Profile Indiv. Indiv. Profile Indiv. Profile Profile Profile 14
  15. 15. 4. Build an “Aligned” NetworkSeek “Gateway” Your ReferralConnections Partners • Your Natural Referral Partners Attorneys • Competitors with a strong Financial LinkedIn Presence (a zillion connections). Planners • Past & Current Clients with a Investment strong LinkedIn Presence. Advisors15
  16. 16. 5. Invites: Ask Why & Offer Why Key Tactic to Establish a Relationship: Ask “Why?” • When sending or receiving LI Invites, ask or offer why you want to connect. • For highly desired contacts, ask for a conversation or meeting. • Do not connect when “pitched” without intro. conversation. Encourage vs. Discourage Conversations & Meetings16
  17. 17. 5. Invites: Ask & Offer Why Knowing Your “Aligned” Network = Increases Results • Help others because you know their interests. • Introduce colleagues to each other, to their and your benefit. • Gain a much greater response to queries, events you promote & requests for help. • Gain more referrals. 17
  18. 18. 5. Invites: Ask & Offer Why Go ? Go Friends & Colleagues Business ? Prof. You Go DONT know Prospects & Referral Partners You KNOW 18
  19. 19. 6. Respond to Emails & Invites from Other Members • Don’t wait until your profile is “ready.” They have already seen it. Just connect. • Unanswered emails are unknown opportunities • Prospects sometimes ask to connect before asking to meet with you. Asking “why” prevents missed opportunities • You look unresponsive when you don’t respond within a couple of days19
  20. 20. 7. Use LinkedIn SmartPhone App • Respond quickly to invites and queries. • Follow-up post networking with invites to connect • Check in on Groups, News & LinkedIn Communications • To Find: Click on the “Mobile” link at the bottom of your LinkedIn page20
  21. 21. 8. Complete LinkedIn Company Profile • Company Overview & Logo • Include a comprehensive list of specific services, including YouTube videos and company contacts • “Getting Found” Keywords in Overview, Specialties & Services21
  22. 22. 9. Be Consistently Active Get Noticed & Increase Visibility • Post an update to your profile at least once a week • Promote your events to connections • “Share” relevant news, articles and your newsletter with your network and groups • Link to and update your blog • Don’t forget to update your Individual and Company LinkedIn profiles…22
  23. 23. 10. Research Prospects, Clients & Competitors • Research your contacts on LinkedIn before you meet • Discover what influential contacts you have in common with key decision makers23
  24. 24. To The Point Marketing Services LinkedIn Services • Individual & Company LinkedIn Profile makeovers • One on one & group training • Business development consulting • Speaking engagements Marketing, Sales & Copywriting • Marketing consulting, coaching & mentoring. • A six month marketing & sales coaching program24
  25. 25. To The Point & Andrea Dale’s Contact Info. Link with Me LinkedIn Profile at: www.linkedin.com/in/andreadale Web Site www.tothepointwriting.net adale@tothepointwriting.net * 513-561-264225

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