Gary Mitchell's Biz/Dev Coaching Blog
To kick off 2018 I’ve created a new LinkedIn Group-Professional Services Marketing Group.
The purpose is twofold. 1st, to offer a forum where professional service providers can share insights and knowledge, wins and challenges as they grow their businesses. There is power in collective wisdom.
The 2nd goal of this group is to allow you to network ‘virtually’ with other professionals; build relationships and develop more referrals.
The concept of the ‘Mastermind Group’ comes from author Napoleon Hill, in his book “Think and Grow Rich”, published in the early part of the last century. I’ve always loved the concept and many of my clients have and continue to use this strategy to grow their businesses.
And then invite your best referral sources and contacts to join. The more members, the more collective wisdom and the potential to build more relationships leading to more referrals, leading to more business.
#businesscoach #mastermindgroup #growyourbusiness
This has become a hot topic of late. As a busy lawyer when do you have time to get on social media and make an impact? Here are a few suggestions to maximize your time, and produce better results. Starting with your blog, instead of having to rely on time becoming available in your busy schedule, block off a couple of hours and write your posts for the month. You can schedule them ahead of time. Make sure your blog gets posted to your LinkedIn and Twitter accounts expanding your reach. A good habit to get into is before checking your email in the morning, take about ten minutes and visit LinkedIn. See what’s going on, if there is something that might be of interest to your clients or audience that you can post yourself, or re-post someone else’s content.
Then throughout your day when you need to take a break from your work, or find yourself losing concentration, pop back on and again see what’s happening. It’s all about making it work for you, having the discipline to keep on it every day. And it really only takes a few minutes. The important thing is repetition and keeping top of mind with your clients and audience.
There are so many reasons why as a service provider you need to have a fully developed profile on LinkedIn. And fully developed means when it is, a pop up will alert you that you are now a ‘rock star’. In addition to being a simple and low maintenance way of keeping in touch with people, it has so many more benefits. Remember this month I decided to fully focus on sharing ways you can find more people who need your services, find more referral sources, and make it easier for them to find you. When you have a well-developed Profile on LinkedIn and someone does a Google search of your name, your LinkedIn profile is likely to rank ahead of your firm or company website profile. If someone Google’s looking for the service you provide (and everyone is doing it now), with a well-developed profile, you are more likely to come up ahead of your competition.
As if that’s not enough to convince you, when you ask your clients to recommend you, others can see that. There is no other marketing tactic better, no amount of money in the world you could throw at marketing yourself that will even come close to having your clients rave about you.
LinkedIn, get on it.
Let’s face it, if you aren’t following up with people you meet, then you’re wasting your time. Does this sound like you? Keep it simple and follow what I call the ’24-hour rule’. Within 24 hours of meeting someone new, do these two things:
1. Send them a brief email referring to something that you learned about them. Suggest you would like to continue the conversation, when are they available to meet for coffee?
2. Invite them to join your LinkedIn network. (LinkedIn is the easiest way to keep in touch and keep track of your contacts.)
Just try those two things following your next networking event.
If you enjoy writing, one of the ways you can share your knowledge is to use Facebook and/or LinkedIn as your very own blog. There’s no need to go to all the trouble of creating your own site. Once you have your profile up, you can use your social media sites to post your own content, and share other content that you deem appropriate for your target audience. And you can set it up to automatically post on Twitter if you have an account. You can include published articles, partial presentations and links to information valuable to your contacts. It’s a great way of raising your profile and demonstrating your expertise. On LinkedIn you can share it with your network, post to groups or send it to individuals.
Raindance: The Business Development Guide Book for Lawyers is now available through Carswell. Click here to go to Carswell for more information and ordering.
If you are a lawyer just starting out with business development, or already engaged and looking to up your game, this book is your practical, step-by-step guide to follow in order to achieve your goals.
Do you know who your true competitors are? If so, how much do you know about them? Do you know what they are doing to attract clients? Do you know what they are doing to raise their profile? Do you know what their reputation in the marketplace is? It makes sense to spend some time researching what your competitors are doing. If you find something they are doing wright, emulate it. If you find something they are missing, take the opportunity to fill that gap.
Things you should know about your competition:
Where are they speaking? What are they speaking about? What associations do they belong to? Which publications are they writing for? What topics are they writing about? What does their Linkedin profile say? Who is in their Linkedin network? Do they have any recommendations?
At the very least know the above. It will serve you well in deciding which steps you should be taking to raise your own profile and attract more clients. The more you know about them the better. And if you don’t have time to do the research yourself, delegate it to your assistant or the librarian. It’s as simple as using Google to search their name and or Linkedin.
This is a very brief introduction to using LinkedIn to raise your profile. Keep and eye out this month for a more in depth article in The Lawyers Weekly.
First create your profile. Then search for current clients and invite them to your network. Then ask them for recommendations. Do the same for past clients, other professional connections, University contacts etc. Join appropriate groups and become a part or start discussions.
Use LinkedIn as part of your market research. Search out companies you wish to serve and find the people who you need to start building relationships with. See what groups they belong to and join them. Begin to build lasting relationships. The possibilities are endless.