This is an excerpt of a presentation given by Karen Hollenbach, LinkedIn Training Specialist, to the RCSA business community about the key steps for client attraction and how to find better clients on LinkedIn

2. The Outcomes We Want
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Reduce decision maker’s risk in
the research phase
Show you are ‘for them’ and
understand their issues
Make it easy to take the next step

3. Key Success Factors: Client Attraction
What Do You Want to Be Known For?
Who Are You Trying to Influence?

4. Understanding Profiling
“The act or process of
extrapolating information about
a person based on known traits or
tendencies”
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5. Primary LinkedIn Audience
Ideal clients
• You want more of these types of clients.
• Also known as the people you do your best work with.
• They pay on time, they trust you and they value you.
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6. Secondary LinkedIn Audience
Referrers
• They are advocates of your services and tell their friends,
colleagues and clients to contact you.
• They may be past or current clients, or have
complementary and non-competing businesses, and
service a similar client base to yours.
• If active on LinkedIn, they may* like & comment on your
LinkedIn updates.
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7. Profile Your ‘Ideal’ Client (Primary Audience)
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8. Profile Your Referrers (Secondary Audience)
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9. Match this information with your LinkedIn Assets
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10. Your Action Plan
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• Get the team together to profile your primary and
secondary LinkedIn audiences
• Download our Profile Checklist & check for gaps.
• Partner with a colleague, review each other’s
profiles & tend to your LinkedIn garden
• Clean up your Profile’s newsfeed
• Optimise your LinkedIn Company Page
• Engage meaningfully
• Conduct client search & circling