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Getting Sales from LinkedIn – Actions You can Replicate

If you are searching for techniques that you can replicate to get sales from LinkedIn, here are some success examples. These specific tips come from small business owners already experiencing profitable results using LinkedIn. I’m not talking about getting a job, although I did find numerous examples there too. These examples and the hints & tips they include are all people who’ve stated that they successfully got projects and sales from LinkedIn activities.

“I’ve made millions of dollars through LinkedIn” states Jeff Ragovin, Buddy Media. He says it’s important to find the right person at a company. For Jeff, doing just that has netted his company “over two to three million dollars”. He’s done this by reaching out to the right person with a valuable proposal. Jeff says they’re more inclined to reply when approached via LinkedIn, because “they already have the opportunity to look you up … and maybe even see in your network where you have 14 recommendations. So there’s trust.”

Xurxo Vidal indicates in his comment on the above post, “I’ve found that participating in LinkedIn Answers by answering questions in my field of expertise has allowed me to help others while showcasing my knowledge of search marketing in front of a wider audience. This one activity alone has provided me with tremendous results by allowing me to connect with interesting people and by directly bringing in new contracts.”

Steven Shimek (Ruder Finn), used LinkedIn to build client relationships by following up over 20 leads that led to business worth over a quarter of a million dollars! He says, “People like to help people by human nature and they want to see their friends and associates get up to the next level”. He uses LinkedIn as a litmus test to qualify leads for his business development practice and explains his philosophy in a video. “LinkedIn isn’t just about networking. It’s about your friends, clients, and associates being a resource to you. I like helping people because they’ve all helped me!” He is also a strong believer in Answers. He recommends answering questions in ways that share and showcase your company’s skills.

Ron Lissak talks about LinkedIn as a research tool and its ability to unearth hidden connections through the power of common contacts. He claims over $300K in sales from his LinkedIn efforts.

Although many of the stories about sales from LinkedIn came from blogs and members of LinkedIn, there are lots of other examples found elsewhere.

Tim Hayden, President of Game Plan Marketing & Events In the past two months, used three strategies to identify more than 20 new business leads -and converted two into clients!

  1. Focus on connecting. Anytime you receive a business card, search for that person on LinkedIn. Because you have their email, you can send them an invitation to connect. Do it right away so they’ll remember you.
  2. Increase your visibility. Don’t simply add people to your network. Ask or answer questions on LinkedIn. Make sure your public profile is complete. But most of all, recommend people in your network and ask them to recommend YOU!
  3. Make LinkedIn your homepage. Whenever I open my browser, I can immediately review my “LinkedIn Home Page” which shows what others in my network are doing and who they’re connecting with.

If you consider that LinkedIn can increase traffic to your Website, then Geraldine Roy says, “yes, it can increase your sales. “For small businesses, Google Ad key words and SEO can be a bit of a long shot. Social media is an interesting approach for businesses that have limited resources. We track the origin of visitors to our website and found out that 15-20% come from LinkedIn. Again, that’s a small business perspective but I’d say for B2B where most of the business comes from referrals, LinkedIn definitely has a play.

Attorneys are getting LinkedIn to clients online. Thomas N. Shorter, a shareholder in the Madison office of Godfrey & Kahn S.C., says he has LinkedIn set as his homepage. Every time one of his 200 or so connections adds a connection, he is notified of that. If the new connection is someone that Shorter would like to know professionally, he telephones his connection and asks him or her to make an introduction. This has happened a number of times since joining LinkedIn in February, and he’s garnered a number of new cases and clients via this method.

BizBox contributors Peter Montoya and Tim Vandehey state “if you are in the right industry and you are a savvy user and network, then absolutely yes [LinkedIn can help you build your business and cultivate your personal brand.]

Josh Morgan of “Don’t Eat The Shrimp” told the story of his success in Using LinkedIn as a Small Business Owner.  Basically, someone posted to LinkedIn asking for suggestions for a Bay Area PR agency with a special background in education; Morgan humbly put forth his own business; and–whaddya know!–soon enough he had himself a new client. Josh Morgan, recommends that you check out the “Answers,” section of LinkedIn. This is a forum for people to ask questions.

A LinkedIn member, Zale Tabakman claims success: “With sites like LinkedIn and Facebook, I get more business than I ever did with traditional print advertising.” His Blog and video, Seven Ways To Generate Revenue On LinkedIn, will help take you to the next step. He advises to use LinkedIn to create useful 1-to-1 relationships with people. Don’t focus on the 30 million or even your own large network of thousands. Think about getting to the right contact in a meaningful way.

One example Zale provides is to find 15 people to fill a seminar. Using Profiles he identifies 60 people who fit the profile of his target audience and reasons why they would want to attend. Then he uses his network to get introduced to them so he can invite them personally.
Wow! Several articles mentioned an A-hah! moment where they clicked about how to use LinkedIn to grow their businesses.

So to summarize, here’s the top 5 things recommended by those already getting sales from LinkedIn:

  1. Add people you’ve just met and invite them via email to LinkedIn immediately after you’ve gotten their business card.
  2. Make recommendations to people you like working with now or in the past.
  3. Find people who fit your profile for sales you want to make and ask for introductions from people in your network.
  4. Research the profiles of people and companies you think you’d like to do business with so you can identify why they need what you offer.
  5. Answer questions in your field of expertise so people will come to view you as an expert.

Share your success at sales from LinkedIn by adding a comment. Hey, share your frustration too, if results are too slow in coming!

Now stop reading about sales from LinkedIn and start doing! Let’s create your personal profit strategies for growing profit. Call small business profitability coach Merra Lee Moffitt, CFP®. She can be reached at, 888-920-2030 or by email at merralee@captureprofits.com.

“Seek new clients, seize better income, capture more profit”

Does Your Client Pay Slow?

If your clients pay slowly, here’s how to collect client pay faster and with less effort.

There is a growing trend among companies to pay later and later. What was 30 days to pay is now becoming 45. Those previously at 45 are going to 60. Worse, small companies are typically targeted first. Here’s what you can do to speed up clients who pay slow:

  1. Get paid at time of service. If your service is completed on the same day you show up, request payment immediately. You’ll need to ensure the client is there to pay you or get credit card authorization before you start. This works well when dealing with individuals as clients, but is a little harder when working with a business.
  2. Invoice early and often. For longer projects, you will want to have progress payments. Make sure your project is broken down into small enough segments so you can bill about every 2 weeks.  So even if your clients pay slow, you’ll have started the pipeline earlier.
  3. Begin charging a down payment on start of project. You can typically charge up to 30% to start the project, especially if you have materials to buy for the client.
  4. Reduce the amount of credit you extend. If a client’s receivables become too large, request payment before signing up for any new projects. Be respectful, this is probably one of your larger clients and you value the relationship.
  5. Keep better records of shipments and deliveries. Companies strapped for cash will claim they didn’t receive shipments or give spurious complaints to delay the time to pay. Make sure you are keeping delivery receipts, service authorization records, and correspondence about the project.
  6. Start a credit and collections activity system. If you are not getting an Accounts Receivable report from your accounting system, start immediately. There’s not a lot of time involved if you systematically follow up with clients after 45 days, 60 days, 75 days. Call them with a friendly reminder, ask about the payment. Specifically, ask them when you can expect payment.
  7. Have a credit policy. Specify your payment terms, how they can pay you, and what will happen if they don’t pay on time. Write these down. You can include them in your statement of work, your original proposal or even summarize verbally. You don’t want to appear heavy handed, just business like, so don’t make a big issue out of it.

Systematically working through these ideas will dramatically reduce your slow paying clients.  Collect your client pay sooner following these hints and turn your slow paying clients into fast paying clients. While there’s no quick fix, you’ll see results in just a few weeks.

Now stop reading about slow paying clients and start doing! Let’s create your personal profit strategies for growing profit today. Call small business profitability coach Merra Lee Moffitt, CFP®. She can be reached at 888-920-2030 or by email at merralee@captureprofits.com.

“Seek new clients, seize better income, capture more profit”