2021 LinkedIn Resolutions

I don’t know about you, but I’m committing to start 2021 right. Jessica S. Recently posted about not picking a theme word for 2021 and I resonate with that. There are norms in the entrepreneurial culture that tell us how we “should” and “should not” approach the new year. 

If you’re already ready to throw in the towel with your resolutions on week one, don’t get discouraged. 

Habits are important to any successful business, and resolutions are simply a glorified way to reevaluate our habits and establish new ones.

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Overwhelmingly, research shows that small, incremental changes are the most lasting and have the highest impact on our lives, as well as our businesses.

For the past few months, I’ve shared with you my thoughts about LinkedIn as both a Human Resources professional and a long-time LinkedIn user. I hope you’ve found the articles helpful towards your journey of building your network and a successful career.

I want to make sure we are clear on one thing – I am definitely not perfect when it comes to LinkedIn. There are certainly ways that I can improve on the platform. In the spirit of continuous improvement, I’d like to share some continuous improvement goals that I have for myself  – my 2021 resolutions when it comes to LinkedIn. 

Here are my 2021 LinkedIn Resolutions that I’m committing to for the new year!

Regularly scheduled time to interact on the platform. 

I’ve admitted it in past articles – I’m guilty of scheduling and ghosting. By doing that, I’m missing out on the powerful 1-1 interactions and organic connection that the platform allows. This year, I’m putting time on my calendar each week to dive into LinkedIn. 

Whether you make it a weekly or daily habit, ensure that you are putting time into your calendar to log in to LinkedIn to browse, comment and interact. 

Join one new group a week. 

I’ve already accomplished this one by joining a professional development LinkedIn group that I’m part of in real life. 

Why are groups so critical to your network? It is where you find like minded people that have similar goals and interests to you. This is a prime place to build relationships with people that you may only find through LinkedIn. 

Take time each month to “clean house”

Once a month, do a personal audit of your profile. Is there anything that needs to be added or taken away? Prune your groups and connections – are there any that no longer make sense? Remember, I mentioned in a previous post that if your connections or group list gets too large, it becomes more than you can feasibly interact with or manage. Take the time each month to prune.

Get intentional about including a call to action. 

LinkedIn is refreshing because it is not overly salesy. BUT that’s no excuse to forget your call to action. If you have a service or offer that would serve your LinkedIn network, are you inviting them into the discussion? Even if your ideal customer is not on LinkedIn, your connections may know someone who could benefit from your offer.

I’ve committed to building my LinkedIn presence in 2021 with these simple resolutions.  Do you have any resolutions that are tied to LinkedIn? Are there any ways that the platform can help you achieve your goals?

If you do have goals related to LinkedIn, I invite you to join my FREE LinkedIn Launch Challenge. You’ll get tangible tools to optimize your profile and get the most of the platform.

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Do Your Homework! | How to Research Clients Online

Don't let me lose you… but l almost named this article

“How to be an awesome Internet stalker”

But I decided against that title.  

Sometimes I wonder what people did before the internet. I’m a child of the 80s, but while the internet was popularized during the course of my life, I have a hard time remembering the days before the AOL dial tone (bonus points if you can remember your AIM screen name).

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And while we have fully embraced the wonderful joys of online shopping and changing the thermostat without getting up from the couch, some of us are still living in the pre-internet age.

Are you fully tapping in to the internet to learn more about your clients or potential clients?

If you know how to identify your potential audience and learn more about them through the internet, you will have a strategic advantage from your competition. 

Let's talk about how to appropriately stalk… ahem… I mean gather information.

Don’t be shy, doing research serves a purpose

Namely, doing research helps you understand the person better so your meeting or conversation is a better use of their time. I'm speaking to everyone who is hesitant to do research on someone ahead of time. I used to be in that camp myself. I was afraid to do research because I didn't want to be a stalker. But I'm here to tell you that doing research ahead of time serves the (potential) client better.

Know who you need to do your homework on.

Your time is precious – don’t go into a black hole of internet research without some structure. Have clear and manageable guidelines about who would be best to learn about In advance. In my role as a corporate trainer and consultant, I find myself looking up people before I have a discovery call or as a classroom trainer. You need to know how to identify with the people you’re meeting with. Are they potential as customers, upcoming clients or potential collaborators? Where are they spending their time? If you're a direct-to-consumer business, you may need to start on Facebook or Instagram. If you are in a B2B business, you are going to surf google and go to LinkedIn.

Be mindful of the information you learn and how you use it.

There is some unwritten etiquette about researching on the internet that is more art than science. If you find something that you want to directly reference in conversation, you should say: “I saw on your LinkedIn profile ________.”

This gives some context to your reference, and it can actually help you gain some of their trust because they know that you’ve done your homework. Do not be disingenuous using the information you find – authenticity is critical above all.

Use tools appropriately.

Doing research online helps you get your foot in the door, but it’s only the first step. You still have to build trust in your client relationships. This cannot effectively be done looking at profiles, sending DMs, or commenting on posts. Doing research on clients should be the start of the relationship. Schedule a call, ask them about themselves, take the time to learn and care. In this strange COVID world, we are starving for connection. Use online research to get your foot in the door, but follow up with a genuine relationship.

Learning how to research clients online and doing your homework will help grow your relationship with clients. Using tools like LinkedIn and other social networks can be a competitive advantage to learning more about your clients. It’s not stalking- it’s simply being more mindful of utilizing their time most effectively. They’ll be grateful that you didn’t spend the whole meeting talking about the basics!

Learn even more about networking and growing your business from Jessica right here!

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4 Most Common Mistakes for LinkedIn Users

Have you made the switch to LinkedIn? With influencers in the B2B space touting it as the “hottest new social media platform,” you’ve probably jumped on and at least made a profile.

I’m here to tell you that you need to get serious on LinkedIn. It's an untapped potential space filled with decision makers, movers and shakers. 

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If you’re new to the space (or even not put a lot of intention in your linkedIn presence) you may be making some BIG mistakes. If you can avoid these common mistakes for LinkedIn users, you'll really stand apart from others on the platform.

You dump and ghost. 

May I confess? I’m guilty of this. I’m writing this actively thinking… I hope none of the readers check on my LinkedIn activity this week because this is an improvement area for me.

It’s very easy to load up your Buffer/Hootsuite/media manager of choice with the best and most exciting content. I spend HOURS each week thinking of content strategy.

But once it is OUT THERE, you need to go back and interact with that content. Beyond your own content, you need to actively spend time browsing and interacting with the content from your connections and their communities. 

When I’m doing WELL at this, I have regular time set out to get on and interact on LinkedIn. Get it on your calendar – it is critical to spend targeted time scrolling and interacting on the platform.

Sending out content but not taking the time to actively interact on the platform is like planting your garden and never going out to pick it. To enjoy the bounty of your hard work, you need to actually engage with content so that you are more connected and engaged. 

Your profile is a skeleton.

You should be thoughtfully editing your profile on a regular basis. Expanded your responsibilities at work? Add it. Offering a new product or service? Get it in your profile NOW. Volunteer activities and projects should be included as well.

When I see a person with lots of similar activity, I am likely going to click on their profile. And once I get to that profile, I want to take a few minutes to learn more about them and what they are about.

If your profile is not detailed, you miss out a critical opportunity to deepen your connections and make sure the RIGHT people find you. 

You’re not curating your connections.

We’ve all been there. It’s a random Tuesday night, and you are getting ready to go to bed, and a random “Invite” icon pops up from your LinkedIn app. You’ve never heard the name and the profile picture is unfamiliar to you, but you click “Connect” because you don’t want to take the time to investigate.

By morning, you’ve forgotten about the connection (unless of course they immediately send you a sales spam, which is a whole different soap box).

You have allowed that connection into your space. Which is fine, except now they are part of your feed and interaction circle. Do you want them there?

For a newbie to the platform, your aim might be getting as many connections as possible. For someone like me, with well over 500 connections, that space is precious. The more connections I have the less activity I am able to see while scrolling.

For me, if I don’t have a real connection with someone (either in person or a common connection), I am not likely to accept unless they’ve included a note why they are connecting. And if they DO have a note included, I likely only accept those that have common interests or other compelling reasons to add to my network.

You’re not on brand. 

Yes it's true, LinkedIn is not Facebook. I see people hop onto highly personal or political posts and comment that LinkedIn is not the space for posts like that. But I’m going to take it one step further. 

Anything you include on your LinkedIn profile or feed should be on brand. 

You should have a clear understanding of your goals from LinkedIn, who you want to connect with, and how you are using your presence to build your professional credibility. Want to add a picture of your dog? Make a statement on a government policy? That's fine if it aligns with your professional objectives and brand. 

Am I telling you to censor yourself? What about “stay in your lane?” Absolutely not. You have the right to share whatever you want on your LinkedIn page. AND Be wary of what takes you away from your brand. Too much noise is a BAD thing for creating a social media space that is reflective of your aims and goals.

Looking to avoid these common LinkedIn mistakes? Join Jessica’s FREE LinkedIn Launch Challenge. You’ll get tangible tools to optimize your profile and get the most of the platform.

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How To Network with Social Media

Wait, where did that hour just go? I did a double take at the clock on my bedside table. I had put my son to bed, sprawled out in my comfy chair and had been mindlessly scrolling social apps.

Social media can be a HUGE time suck. Like me, you may go in to quickly check your activity and suddenly an hour has passed. And no, this is not a post about “The Social Dilemma” (though I would highly recommend watching it ASAP).

We are WASTING huge amounts of time on social media. Rather than thinking intentionally about desired goals and strategy, it serves as another form of entertainment or outlet. A tiny hit of dopamine jolts us to life every time we open the app.

As a human race, we are relying on our phones for connection rather than truly cultivating relationships. The statistics are clear – increased social media use is causing a mental health crisis, leaving us more disconnected than ever.

But hold on… don’t delete all your apps yet. There is some wonderful good that can come from social apps. Especially in this “new normal” of COVID where networking events are either cancelled or modified to limit the number of attendees.

Think about how you can connect with people with similar AND diverse interests from all around the world. You have the power to grow your network as far as your keyboard can reach.

We need to make a paradigm shift – AWAY from social media being another form of entertainment.

How can we put the NETWORK back in Social Network? 

Have a clear understanding of who you want to be in your close network

Everyone has heard the old adage from Jim Rohn: “You are the average of the five people you spend your most time with.” And overwhelmingly, that is true. 

I would argue that your social network usage can impact that influence. You are spending a lot of time with the people that you follow and actively engage with online.

We’ve all done it  – you tend to “keep up” with the people that interest you most. For me, I gravitate towards female business owners, especially those with small children. I also tend to engage with individuals from the Southeastern region of the US and especially those living rurally. Why? Because I can identify closely with their day to day wins and challenges. I see myself in them.

Choosing to have a network of only “like” individuals may not serve for our growth. 

Have you sat down and done a true audit of your network?

Are there people that you need to bring in closer and intentionally build relationships with? Do you need to diversify the voices that you are listening to? Are there individuals that you identify with that need to stay on the outer circle of influence? Are there people that you need to “demote” from your close circle to just acquaintances?

Social media is a great place to audit who you are intentionally investing your energy into, building relationships with, and if it is a mutually beneficial connection.

Go ahead, get OFF social

Let’s be real – sliding into someone’s DM’s is a very surface level way to get to know someone. Want to REALLY build a connection? I’m giving you permission… Schedule a coffee chat or other 1-1 meeting with someone to build a deeper relationship.

Personally, I set a monthly quota of how many people I will connect on a 1-1 basis, whether that be a video chat, phone call, or in person meeting. While this sounds legalistic, it is a good way to hold me accountable and make sure that I am going deeper in relationships.

Special note here – respect boundaries. There are people that are ultimately going to decline your request. They may be busy or have no interest in connecting – that is OK.  I would encourage you to take the chance and ASK.

Connect around shared interests and career goals

Want to get to your goals faster? Build a network of people striving toward similar goals. There is a BIG BLUE ocean of clients and possibilities – stacking your network with like-minded people that may even be considered your “competition” makes for a strong support system. [Side bar— I truly don’t believe you have a competitor in the  traditional sense of the term, and in the end, everyone is seeking the best client-practitioner fit.]

One easy hack to find those relationships? Searching through LinkedIn profiles and Facebook groups can help you discover like-minded people. If a post sparks your interest, check out who liked and commented. Does anyone strike you as someone worth adding to your network? Make sure to connect or follow.

Remember there is a REAL person behind the profile.

Social media can be depersonalizing. Remember, if you want to turn your social media into a social network, you have to recognize that there is an ACTUAL PERSON with goals, feelings, and aspirations behind the profile picture. Maybe you would make a great connection for them as well, or maybe not. The critical practice is the ongoing process of evaluating your network and reaching out to new connections.

Like any social interactions, relationships cultivated through your social network are opportunities to give and take, and ultimately, part of your growth journey.

Want to start building your social network but unsure where to start? Building a social strategy without a good profile is like starting a 5K training program without running shoes. Join Jessica’s FREE LinkedIn Launch Challenge. You’ll get tangible tools to optimize your profile and get the most out of the #1 online platform for decision-makers.

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How to Network Like a Boss

Congratulations – You’ve started the journey as a business owner. Whether you’re fresh on the career scene or are transitioning from employee to business owner, you have to learn how to network like a boss. 

There must be a change in the paradigm of who you are representing. If you came from a big company, you have to mentaly shift from thinking about the face of a big brand to representing the brand of yourself.

One thing is for sure – you can and should network like a boss as a small business owner. Let’s talk through 4 ways to shift your mindset to network like a boss.

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Make the transition from the representative of a business to your personal brand.

Hold with me here – you still represent your business if you are a business owner. More than ever. But if you are making the transition from “employee” to “entrepreneur,” you are likely going to need to shift your mindset

If you came from an organization with power, resources or reputation, your networking was influenced by that power. Going into networking as your own boss can be intimidating. Make sure you are legitimate – establish a business page on LinkedIn and have a landing or web page. This boosts your credibility and gives you a place to point your new connections.

Remember, you add value, too. It is, in many ways, MORE exciting to network as a business owner because you are in the position to make things happen. Keep this in mind while you’re networking!

Make sure you have a follow–up system and stick to it.

Do you get your leads from in-person events? Awesome! Have some sort of method to catalogue their information and follow up. Do you generate leads from an online source? Do not let those contacts fall into the great abyss.

One of the first things that I did in my business was hire a sales coach. She was fantastic, and exactly what I needed at the time. But you know what SHOCKED me about working with her? I realized that so much of sales is about “working a system.”

I can’t tell you exactly what your networking process should be – that is a decision you must make based on your products and business needs. For me, I use a mix of social media (hey, LinkedIn) and good old fashioned networking events to build and maintain my network.

Find a process, work it, and edit it as needed. 

Networking is not about selling. 

I repeat – networking is not about selling. One of my all-time favorite books is “The Go Giver.” In my old corporate role, I had dedicated professional development time every month. I remember DEVOURING this book one afternoon and quickly putting together a lunch and learn series based on it. The take away from the book? Those that view networking as an outlet to contribute will ultimately gain the most from their network.

Sometimes that means a volunteer opportunity or connecting your network to others who would mutually benefit from the connection. Want to network like a boss? Think about how you can GIVE rather than what you can GET.

One of my largest clients to date was one that I landed after I volunteered to help with an event. My training skills were on display, as I had helped organize the event and even jumped in to emcee the event (if you know me at all this is not a shock). Shortly after, I received a call from a manager at this organization – he was in the audience and wanted to hire me.

I said “yes” to a volunteer opportunity that came to me through networking and it ended in closed business.

Just because you’re awesome at the technical stuff doesn’t mean you will succeed in business. 

What's the statistic these days? Only half of small businesses will make it past 5 years? Surely those other businesses that shuttered their doors were at least moderately good at something.

There's a lot of theories about “why,” but I want to add mine – a prime marker of success is the network that a small business owner can grow and cultivate.

I see SO MANY business owners [especially online-based businesses] stepping back from massive opportunities like LinkedIn or their local networking scene just because they have “enough” business. 

Wake up! The current market is showing us you never know what is around the corner. A primary driver of your continued success is your ability to network like a boss.

Dive in. Engage. Give. Your network is the foundation of your success.

Are you ready to network like a boss using LinkedIn? Join Jessica’s FREE LinkedIn Launch Challenge. You’ll get tangible tools to optimize your profile and get the most out of the platform.

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Why you should NOT ignore LinkedIn if you're a small business owner

“I don’t need a LinkedIn page, I’m not looking for a corporate job” she said, as we were having lunch. She was a successful business owner, looking for growth in her business. I had just asked how strong her LinkedIn game was.

Sadly, she’s not the first (or last) person that has shared that opinion.

I often talk with small business owners, individuals happy with their organization, and others that do not see the value in being active on LinkedIn. Why jump on the bandwagon with one more social media channel when they have Facebook, Instagram and YouTube taking up all their time?

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But y’all, LinkedIn is built and optimized for the small business owner. Here are 5 ways that LinkedIn can change your business (and life).

5 Reasons You Should Not Ignore LinkedIn as a Small Business Owner

It helps you network like a boss

I’m all about networking events – working a room is something that I live for. But guess what – your reach in a physical networking space only extends to the people who physically show up.  Even then – do you have the ability to get in front of every person in the room during the event? Probably not.

LinkedIn multiplies your networking efforts. With the click of the button and a brief message (a must), you can grow your network exponentially. As a small business owner, it is critical you make connections, not only for leads, but for collaborators and referrals. This platform has everyone from other small business owners to multinational CEO’s signing on daily.

Why not stack the odds in your favor with broader outreach?

It systematizes your outreach

Let’s get one thing straight: follow up is the way to make any sale as a small business owner. Using a platform like LinkedIn is one more tool in your belt to keep your outreach organized and consistent. And while you may not be able to persuade a prospective client to sign up for your mailing list, you may be able to build a connection with them here.

[Warning here] Some people argue that LinkedIn has gotten spammy. In my opinion, it has. Don’t throw the baby out with the bath water. Professionals sign on to LinkedIn with the mindset to connect and grow. Jump in, add value, and you will see growth. Be spammy and you will be DISconnected.

LinkedIn allows you to be spotlighted as an expert in your field

These days, everyone is talking about building trust. What better way than to build confidence as an expert in your field? Posting or reposting content gets you in your connections’ feeds on a regular basis. Showing up by contributing to the conversation helps keep you front of mind.

I once had a potential client reach out to request a proposal. In the initial meeting, they seemed to have a lot of knowledge about what I do and how I could help them. After delving deeper, I learned that a member of their team followed my LinkedIn feed closely and regularly passed along my posts and articles to her manager. 

When they encountered a problem, they viewed me as an expert in that field and I was the first person they called.

It gets you in front of your ideal client

Want to learn about the Head of Marketing for that large organization down the street? 

In the past, you might turn to Google or ask around. Now, LinkedIn provides a single place to research and make connections with your ideal client. Not only can you search by job title, industry or geographic area, you can also see if a connection has any mutual connections in common with you.

You can reach out to your ideal client with a genuine and thoughtful message and they will most likely be willing to connect. From there, you can organically build your relationship as a trustworthy expert.

LinkedIn is a platform all about relationships

I’ve been in the business ownership game for 3 years, but have watched generations before me successfully run businesses in all industries. I know this – to succeed as a small business you have to build relationships. LinkedIn is a platform designed around and focused on building these relationships. You can see the focus on the wording used by the site (“connections”, “groups”).

If building a successful business is all about relationships, why not be involved in THE social media platform designed around relationship building? 

You may not be interested in jumping back into the corporate 9-5 or searching for a new job, but if you are a small business owner you are still going to want to get involved with LinkedIn. The pros far outweigh the cons, and the time you invest in your LinkedIn strategy will result in a stronger network and brand identity.

Looking to get started or take your LinkedIn game to the next level? Join Jessica’s FREE LinkedIn Launch Challenge. You’ll get tangible tools to optimize your profile and get the most of the platform.

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