LMAtech2013: Get LinkedIn, get business: Techniques for the advanced user

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David Ackert, President, Practice Boomers …

David Ackert, President, Practice Boomers

We’ve heard all the basics: create a profile; join groups; post discussions; search your connections. It’s time to move into new territory. This presentation delivers three advanced strategies that leverage LinkedIn for meaningful competitive advantage. Learn the three time-efficient business development techniques that your competitors are ignoring.

You will learn how to use LinkedIn to:
•Deepen existing relationships
•Earn client loyalty
•Upgrade the quality of your professional network

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  • Most lawyers set up a profile and wait for something to happen
  • That’s your competitive edge
  • Help existing clients get better jobs. Help out of work lawyers become your clients.

Transcript

  • 1. Get LinkedIn, Get Business: Techniques for the Advanced User Presented by David Ackert President, The Ackert Advisory Founder, Practice Boomers David@AckertAdvisory.com @DavidAckert
  • 2. 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. 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
  • 4. Active vs. Dormant
  • 5. Active vs. Dormant General Counsel, Technology
  • 6. Active vs. Dormant
  • 7. 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. Pick up the phone and ask your 1st tier for an intro to the 2nd tier target.
  • 8. The conundrum Note: This is a numbers game with no downside. 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.
  • 9. Give vs. Get
  • 10. If you want to establish meaningful client loyalty, be the person who helped them get their job.
  • 11. 3 things you learned in 10 minutes: • How to Gain Competitive Advantage Be 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