Digital Tools to Drive Business Growth

For

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Objectives

• Deepen relationships, leverage business and strategic connections-specifically Linkedin

• Client acquisition—Attract the types of prospects to grow your business

• Ask for introductions to Drive Business Growth

• Differentiate Yourself with Your System

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Leveraging LinkedIn to Grow Your Business

• Your Profile Page Tells Your Brand Story– First impression, write headline and professional

summary (focus, strategy, specialties, background)– Include experience, skills, certifications,

accomplishments, interests and advice on how to contact

– Link with firm and team website– Include industry related keywords– Keep your profile up to date

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Leveraging LinkedIn to Grow Your Business

• Boost Search Engine Optimization within the Power of Your Organization– Create and leverage key words and phrases that

will put your page at the top of search results– Advertise preapproved messaging– Engage with your followers using status updates

and content sharing- pre approved

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Leveraging LinkedIn to Grow Your Business

• Content is King– Firm provides latest research and information.– Demonstrate your expertise in financial services– Post compliance approved reports regularly

(2 times per week is a good benchmark) – LinkedIn will expand your reach• Be diligent about sharing content the firm provides and

ask yourself: Would I read this and would I share with my followers?

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Leveraging LinkedIn to Grow Your Business

• Become Known as a Thought Leader – Within the professional associations and groups you join to

share insights, engage with potential clients, ambassadors– Find group discussions and join the conversation in groups

that align with your expertise. – Use the “Search Tab” and look for posts by topic that are

relevant.– Join groups that are in your niche and those you focus on.

Ex. CPA's, Attorneys in your niche, a new target you are building, alumni school and work, passion/hobby to meet like minded professionals.

– Explore the groups of existing connections

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Advanced People Search

• Click “Advanced” button on right of LinkedIn Search box to arrive at “Advanced People Search”

• In Keywords, type “in transition” or “new opportunity”, or “college you attended”, or “charity”

• Enter zip code and proximity to meet with new client• Relationship - click 2nd Connections (you are

connected and you have their email address) • Click search - review the connections you receive.

Bottom line tells you number of connections in common and you will see the first 3 shared connections

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Advanced People Search

• Strategically analyze options to connect• The Introduction - you are connected and depending on your relationship, either email

or call them.

Dear Connection,

I noticed that you were connected to ____ on LinkedIn and that ___ is currently in between career opportunities. As you may know I help people in transition take control of the few things in their financial lives that they can control during these often turbulent times. I was wondering if you would be open to talking to me about your relationship with ____and if it would be appropriate for you to introduce the two of us. I would be happy to meet you for coffee or lunch or schedule a phone call at your convenience.

If your relationship with ___is not such where you would be comfortable approaching her about this topic, please feel free to say so and I totally understand. If there is ever anything I can do to help you or your business, please reach out to me. I look forward to hearing from you.

• After you develop this search- SAVE it. LinkedIn will email you every week with the latest prospects that meet your criteria. Imagine potential 401 K rollovers landing in your inbox. (With standard account, you can save 3 searches)

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Client Acquisition

Create Your Consistent System

1. Continue to grow your online community. • Create a prospect list, click on profile and see first if you share a connection. If

strong, reach out to your connection for an introduction, or go direct and say you

share a contact.

• Your clients are your most important connection on LinkedIn. You can view their

connections.

• Before a client review, have a couple of introductions you would like. At end of

meeting, say, “I noticed a few people connected to you who look like the kind of

people I would enjoy working with. Based on our relationship, would you be

comfortable in facilitating an introduction?”

2. Always write a personal note in the subject line when you send the evite and

when you are replying to an invitation. Hello from ________ ,

3. Ask permission as you build the connection to be introduced to others and do

the same for them.

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Client Acquisition

4. When sending invitations to connect, always send a personal message.

5. Connect with your first-degree network by importing contacts from e-mail and other social networks.

6. Add previous colleagues and classmates.

7. Build second-degree connections by browsing the profiles of your personal network and inviting people of interest. Always find a way to ask for an introduction.

8. Build advanced connections by searching for professionals with similar backgrounds. When you find someone who might be interesting, invite them to connect, being sure to personalize your message to them. 

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Client Acquisition

9. LinkedIn will notify you when people in your network change jobs or receive promotions. Use this opportunity to congratulate them and offer a review of their retirement plans.

10. Followers - opportunity to drip on birthday, mentioned in an article, anything newsworthy (stay on their radar)

11. Daily – “Who's viewed my profile?” With premium package, you can see all information, perfect opportunity to connect

12. Follow companies to keep up on what is happening and to serve clients effectively

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10 Minutes a Day

• Review/accept your invitations to connect from friends, family, clients and COIs

• Browse “People You May Know”• Send personal notes to your new connections• Review articles shared by your connections• Ask for an introduction. Ask your referral, “Who on

this list should know about me and I should know about them?”

• Pick 3 days each week and a time of day to devote10 minutes to LinkedIn.

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10 Minutes a DayCreate Your Process

Day 1

• Update your LinkedIn status—key words for optimization. (pre approved)

• Read top discussions from one group and comment on one that is relevant to you Who has viewed you? (with Premium package), great lead source

• Congratulate people. Updates provided by LinkedIn.

• Answer a question in one of your groups.

Day 2

• Visit another group discussion. Follow it so you can reply to comments via email

• Take new contacts from business cards you received from meetings and connect through LinkedIn.

Day 3

• Conduct an advanced search, create a list to see who can provide an introduction.

• Visit two of your groups and comment on discussions where others have started the discussion.

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Build Your Online Community

• Invite people that you know to link in- clients, centers of influence, business colleagues.

• Write a personal note in subject line and your initiation

• Accept invitations from those people you know and/or would like to know. Do your research by viewing their profile.

• Ask permission as you build the connection to be introduced to others and do the same for them.

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Takeaways

• Ask questions and answer them. Be a thought leader and a

credible expert.– Q&A platform organized by industry – Your activity is broadcasted to your network – Use the search to find answered questions in your industry – Establish yourself as a thought leader- you have up to date research

from the firm– Gain visibility on your profile– Show your knowledge to your network and be seen as a credible

authority

• Join groups in your client and potential client’s market that align with your expertise

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Takeaways

• Keep up with the conversation—stay active becoming a thought leader

• Create targeted searches through keyword, industry, seniority, company size

• Join groups and build a community• Add value and help your connections base– Advise, acknowledge, appreciate, advance the

other person

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Utilizing TwitterReal Time News Wire

• Real time information network that connects you to the

latest information about points of interest.

• Connect with anyone – LISTEN and LEARN

• 45% of Twitter users are looking for a Financial Advisor

• Follow companies and people for latest updates• Money in motion opportunities and trending topics• You can search who to follow based on keywords and go

to “search.twitter.com” to see if your clients and prospects have a twitter page.

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Google Alerts Your Secret Weapon

Google Alerts is a free on-line news service aggregator that scans web searches, blog searches and news results. You receive email notification alerts if your keyword or keyword phrase is mentioned in any of those searches. Create alerts for your platinum clients, prospects and centers of influence.

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Setting up Google Alerts

1. Go to Google and type in “Google Alerts” and the system will prompt the set up (Google Alerts are email updates of the latest relevant Google results (web, news, etc.) based on your queries.

2. Enter a search query you wish to monitor. For example, name, company, ownership, associations, any key words. You will get an email with a preview of the types of results you'll receive.

3. You can select the delivery rate of your notifications (daily, weekly or even real-time), the source of the search (web, blog, news or all), and the method of notification.

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Uses of Google Alerts

• Monitoring a developing news story about anyone

• Keeping current on a competitor or industry• Getting the latest information on clients;

prospects, any one or any company• Keeping up to date on any niche you are

developing

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Thank You.

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APPENDIX

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Social Media is…….

• a web-based technology through which users create

online communities to share information, ideas,

personal messages, and other content.

• a level playing field—communication without

borders.

• a landscape that has grown over 800% since last year

and every generation is involved.

• leveraging your online network.

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LinkedIn - Largest Online Professional Network

Brand Builder

• Online Credentials

• Referral Generator

• Contact Manager

• Business Development Tool

• Company Information Directory

• Group/Club Organizational Tool

• Industry Q&A Platform

• Information Platform

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Leveraging LinkedIn to Grow Your Business

• Position Yourself– To reach business owners, you can target by job

title, function, industry and company size and seniority level

• Educational Platform– Top articles and news according to industry and

news sources

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Profile

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Profile Tips

1. Your profile should be 100% complete. Fill out your contact information, work history and upload your photo. Link your website, blog and list any awards/professional recognition.

2. You get one chance to make a first impression. Write a personal tagline—“your brand” statement.

3. Position yourself as an industry leader, an expert in financial services.

4. In order to build a strong network, you must first build a strong profile.

5. Write like you would speak. Picture yourself at a networking event—how do you introduce yourself—be authentic, friendly and professional.

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Profile Tips

6. Upload a photo—professional and high quality.

7. Develop a professional summary statement—like your 30 second elevator introduction.

8. Add job details and education.

9. Complete the additional information section—key interest; industry associations.

10. Keep things fresh—update regularly to improve your search ratings.

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Dashboard

• From the dashboard you can view a small list of people that you may know and recently viewed, news articles recommended for you.

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Connections

1st Degree Connections

• Will be able to view each other’s profiles

• You can send e-mails directly & always with a personal note

• You will be able to see each other’s connections

• Your contact profile updates will show up in your stream

• Think strategically before you connect with people

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Connections

2nd Degree Connections

• Your 2nd level connections are people connected to your 1st level connections but not connected to you at the 1st level.

3rd Degree Connections

• Your 3rd level connections are people connected to your 2nd level connections but not to either you or your 1st level connections at the 1st level.

• You can send them direct emails with the Premium upgrade.

• You can view each other’s profiles with limitations.

• You can request an introduction to them through your connections.

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Groups of Interest

• Small business owners, Medical professionals, Human Resource managers….

• Associations and groups of your niche and clients

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Takeaways

• You don’t have to tweet to enjoy Twitter—you have access to learn from voices and information

• Currently over 500 million users, generating over 58 million tweets daily and handling over 2.1 billion search queries. 135,000 people sign up daily.

• 43% of Twitter users are mobile Every second over 9,000 tweets are posted

• Twitter connects businesses to customers in real-time. Businesses share information with people interested in their products and services, gather real time market intelligence and feedback and build relationships

• Get quoted—as you build a following, post preapproved content.

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Google Alerts Tips

• Stay aware of your online reputation and that of clients, prospects, COI's

• Track your competition: articles, press releases, and mention of names.

• When developing a targeted niche, follow alerts that focus on key words to stay in the loop for important news.