On a zoom chat, he said he thought of LinkedIn as an everyday trade show.

So spot-on.

Let’s break down the sequence of events at a trade show with my identifying the sections of your LinkedIn profile that apply:

  • You stand with your products or services and greet the buying public who have come to browse. (Search.)
  • How do you stand apart from the next booth/competition? (Carefully planned and intelligently worded LinkedIn profile, with great keyword placement.)
  • Some drop by seriously, some not so. You never know who is or is not. (Profile overview, starting at Banner.)
  • The “elevator” pitch to reel them in. (Headline.)
  • They seem interested. You press on with more info. (The About section.)
  • They want to know where you learned this, they visually and mentally assess how experienced and savvy you are. (Experience and associated videos, graphics, etc. to demonstrate your differentiators.)
  • They pick up a business card and other company marketing information to contact you. (Contact details fully filled out, product/service showcased on company profile Page.)
  • You ask for theirs. You thank them for stopping by. (Try using Inmail so they will learn more about you on LinkedIn by inference. If not, email or text them with a link to your LinkedIn profile.)
  • They you go home and review their LinkedIn profile. (You may not be ready to connect but follow them.)
  • You follow up. (any of a number of ways to communicate with them on LinkedIn.)
  • They engage with you to get questions answered. (Chatting via messages.)
  • They ask for testimonials. (Skills endorsements to a lesser degree, with Recommendations telling how well you do the “why” they are becoming impressed with.
  • They bite and ask for a proposal. (did you know you can send a PDF or a slide deck or a video attached to a message on LinkedIn?)
  • They sign and return the proposal you win the business. (Message again.)
  • You thank them. (Message again again.)
  • You invite them to become a connection on LinkedIn so they can continue to see you at work, opining, sharing, commenting, doing your best always. You encourage them to ring the bell on your profile to see you latest and greatest thoughts as you publish them. You comment back to them immediately after they comment to you. You invite others to comment too.
  • You ask them for a testimonial once the work is done. (Recommendation that you highlight for them the salient points you would like them to make.)
  • You ask them to refer you to some colleagues who would also benefit from the same experience working with you as well, asking them to make the introduction for you. (3-way message on LinkedIn.)
  • You send them a copy of my book as a holiday present.

OK, cheap self-advertisement on my part…but a great seasonal gift idea. And much better received than a chip clip or bottle of hand sanitizer…..

Blogger’s note: Tomorrow a guest post by Linda Bucher that will make you think…Stay tuned.

I am Marc W. Halpert. Call me Marc.

I am a #linkedinexpert and #evangelist , now over 12+ years.

I teach how to tell #WHY you do what you do via LinkedIn for #selfbranding :

  • I coach individuals 1:1 on Zoom,
  • I train companies, professional firms, NGOs, and
  • I consult on LinkedIn techniques to market events and special projects.

All to be #amazinger than the competition. My word.

I wrote 2 LinkedIn books, 2 online e-courses, and you’ll hear me globally on podcasts.

Liked this post? Want to see more? 🔔 Ring the bell on my Profile.

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My hashtag is #MarcRocksLinkedIn. I do, so follow me on LinkedIn.

(PS I do not connect to people I do not already know or conduct business with.)