Get LinkedIn: How to Turn Connections into Clients

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Learn how to make the most of your virtual connections on LinkedIn.

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Get LinkedIn: How to Turn Connections into Clients

  1. 1. Get LinkedIn: How to Turn Connections into Clients April 11, 2012 Lisa SnedekerDirector of Communications and Public Relations, School of Law Gretchen EdwardsAssistant Director of Digital Engagement, University Advancement
  2. 2. Welcome•  Thank you for being here today!•  A little housekeeping: o  We are recording todays webinar o  The slides and recording will be posted online following the webinar
  3. 3. Your facilitatorsLisa Snedeker brings more than 25 years of media/communications experience to her position as the law schoolscommunications and public relations director. Before comingto Wake Forest, Lisa worked as a reporter and editor for TheAssociated Press, the St. Louis Post-Dispatch, the Las VegasSun and The Fayetteville (N.C.) Observer, among othernewspapers, magazines and broadcast outlets. She has a BAfrom Saint Mary-of-the-Woods College in Indiana and a MAfrom the University of Illinois at Springfield.Gretchen Edwards promotes alumni advocacy andengagement through web based media and electronic toolsas the alumni offices assistant director of digitalengagement. She began her work at Wake Forestsponsored by Cisco, where she liaised between thecompany and the institution to foster the adoption andassess the effectiveness of collaborative technologies withinthe University community. She graduated from Wake Forestin 2010 with a BA in History, and minors in Journalism andGlobal Trade & Commerce Studies.
  4. 4. How to ask questions•  Please chat in your questions Chat box Type here
  5. 5. Learning objective After attending this session,you will know how to make themost of your virtual connections on LinkedIn.
  6. 6. Skills you will learnTo learn how to make the most of your virtualconnections on LinkedIn you need to know:1.  How to increase your virtual visibility2.  How to build & nurture relationships with clients and referral sources3.  How to build an extensive network of connections who can be expert witnesses for your clients4.  How to build relationships with the media
  7. 7. But first, register for LinkedIn!
  8. 8. Helpful hint Consider having yourLinkedIn network open in real time during this webinar!
  9. 9. 1. How to increase your virtual visibility1.  To increase your virtual visibility you need to know: A.  How to optimize your profile B.  How to participate in groups C.  How to participate in blogs D.  How to use the answers section
  10. 10. 1. How to increase your virtual visibility1.  To increase your virtual visibility you need to know: A. How to optimize your profile •  Make presentable •  Tailor for SEO •  Update frequently
  11. 11. 1. How to increase your virtual visibility1.  To increase your virtual visibility you need to know: B. How to participate in groups •  Take part in discussions •  Contribute comments
  12. 12. 1. How to increase your virtual visibility1.  To increase your virtual visibility you need to know: B. How to participate in groups •  Consider starting with Wake Forest LinkedIn groups: •  Wake Forest School of Law Students & Alumni •  Wake Forest Alumni •  Wake Forest Career Connectors
  13. 13. 1. How to increase your virtual visibility1.  To increase your virtual visibility you need to know: C. How to participate in blogs •  Establish yourself as an expert •  Target your comments http://www. shipmanandwright.com /category/attorney- cory-reiss/ Also check out: http:// southernlawyernc. blogspot.com/
  14. 14. 1. How to increase your virtual visibility1.  To increase your virtual visibility you need to know: D. How to use LinkedIn’s Answer Section: •  Ask and answer questions relevant to your field •  Make use of advanced search
  15. 15. 2. How to build & nurture relationships with clients and referral sources2.  To build & nurture relationships with clients and referral sources you need to know: A.  How to network B.  How to educate C.  How to become an influencer D.  How to create groups for your clients
  16. 16. 2. How to build & nurture relationships with clients and referral sources2.  To build & nurture relationships with clients and referral sources you need to know: A.  How to network •  Focus on your specialty •  Example: business lawyers can reach out to accountants and business advisors •  Example: attorneys in real estate can connect with realtors
  17. 17. 2. How to build & nurture relationships with clients and referral sources2.  To build & nurture relationships with clients and referral sources you need to know: B.  How to educate •  Share information and expertise so that potential clients will want to come to you
  18. 18. 2. How to build & nurture relationships with clients and referral sources2.  To build & nurture relationships with clients and referral sources you need to know: C.  How to become an influencer •  Contribute to the conversation on what’s happening in your industry •  Join groups that peers, colleagues, and competitors are active in •  Use this information to build an idea bank for articles, press releases, and blog posts that can promote your firm and/or personal brand
  19. 19. 2. How to build & nurture relationships with clients and referral sources2.  To build & nurture relationships with clients and referral sources you need to know: D.  How to create groups for your clients •  Add value to the client-attorney relationship •  Provide ongoing, exclusive content and information for clients only •  Answer client questions
  20. 20. 3. Build an extensive network of connections who can be expert witnesses for your clients3.  To build an extensive network of connections who can be expert witnesses for your clients you need to know: A.  How to build connections in your law specialty and with experts in related industries •  Reach out to experts in your field •  Cultivate an ongoing conversation and build a relationship •  This added benefit gives prospects and clients another reason to hire you
  21. 21. 4. How to build relationships with the media4. To build relationships with the media you need to know: A.  How to offer media information they can share with their audience B.  How to be a source
  22. 22. 4. How to build relationships with the media4. To build relationships with the media you need to know: A.  How to offer media information they can share with their audience •  92% of all media professionals are on LinkedIn •  Invite them to your groups so they see the information that you can offer their audience
  23. 23. 4. How to build relationships with the media4. To build relationships with the media you need to know: B.  How to be a source •  Make yourself available •  Introduce yourself locally •  Talk in layman’s terms
  24. 24. Review1.  How to increase your virtual visibility2.  How to build & nurture relationships with clients & referral sources3.  How to build an extensive network of connections who can be expert witnesses for your clients4.  How to build relationships with the media You now know how to make the most of your virtual connections!
  25. 25. Questions•  Please chat in your questions Chat box Type here
  26. 26. Contact We look forward to hearing from you! Lisa Snedeker Gretchen Edwards•  on LinkedIn •  on LinkedIn
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