In a recent article, Stephen Fairley, CEO of The Rainmaker Institute, shared some tips to use your personal LinkedIn profile to grow relationships with referral sources. He states, “The more people you connect with, the more opportunities you have to build meaningful relationships, and the more potential clients and referral sources you can generate.”
Here are a few tips from his list:
- Complete Your Profile. Don’t be afraid to make the most of your profile by adding your background, keywords and phrases to help boost your Google standings. “I know plenty of attorneys who have generated referrals because they went to the same school as someone else on LinkedIn, or grew up in the same hometown. Creating a shared reality with a prospect can be a powerful step toward acquiring their business.”
- Use the Headline Below Your Profile to Make People Want to Know More. “Try to think of your headline as your professional tagline. You have the opportunity to describe the type of attorney you are and the type of work you are currently doing.”
- Post Often. As you know, social media is not something that should be left stagnate. LinkedIn is no different. “The Post area of LinkedIn allows you to share articles or other content — like repurposed blog posts — to extend your reach to your LinkedIn network.”
- Use LinkedIn Groups. “LinkedIn Groups can be a very effective way to increase your visibility among niche audiences, like your target market. It takes a little while to get used to how this works.”
(View full article, “9 Steps to Cultivate Referral Sources on LinkedIn”)
LinkedIn provides an excellent platform to reach new clients and develop long-term relationships with your referral sources, but you have to put in the effort. As Mr. Fairley states, “Be willing to work at it. This is not something you can “set and forget”.”
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