BlogPosts from November, 2010

Subscribe via RSS

How Connecting Your LinkedIn Contacts Builds Social Influence

Are you wondering how to leverage your presence on LinkedIn to build social influence?

Regularly updating your status, joining and participating in groups and answering questions is just the start.

There are also a number of ways to build deeper relationships with your connections on LinkedIn. I’m going to ask you to shift your thinking and consider the following:

Spend some time on LinkedIn connecting your contacts.

If you truly want to build social influence with your connections and become more valuable to them, dedicating time to strategically helping others can elevate your “social” status.

People want to be connected with a connector! Connectors are considered valuable resources because they’re genuinely interested and engaged in helping others succeed.

Working to connect your connections on LinkedIn not only helps you become a more influential person, you’ll also benefit from triggering the rule of reciprocity. Essentially, the rule of reciprocity states that when you do something that can benefit someone else, you’re making a psychological deposit with that person and he or she will feel obligated to repay the favor.

LinkedIn is the perfect environment in which to put the rule of reciprocity to use.

Why? Mostly, the network is transparent. LinkedIn members are sharing not only information about their professional background, skills, and experience, but they’re also sharing personal hobbies and interests. Never before have you been able to see all of these details about your professional network laid out right in front of you. The power of the LinkedIn network provides a compelling opportunity to grow your business.

A 3-Step Process for Connecting Your Connections on LinkedIn

#1: Analyse Your First-Degree Connections

Here’s a big-picture exercise that will get you thinking about who you know, what’s important to the people you know and who should know one other within your LinkedIn contacts.

Go to the Advanced People Search tool within LinkedIn. Under the “Relationship” section on the left, filter for your first-degree connections only (see image below).

This will bring up a list of all of your first-degree connections. Make sure to choose “Expanded View” to see more details about your connections within this search. A free LinkedIn account will show you up to 100 profile results per search.

The Advanced Search tool is located at the top right of your profile page.

Filter for first-degree connections.

Once you’ve pulled up the search results, scroll slowly through your entire list of first-degree connections, looking closely at faces and titles. Simply spending some time scanning through this list of connections can help trigger and uncover common ground among your connections that you may not have thought about. Take notes as you go through this process.

Next, identify your 10 best business relationships from this list and jot them down. Also add the 10 most influential people you’re connected with (there may be some overlap). Now it’s time to analyze your first-degree list of best relationships and top influencers.

Are there similar personality types? Do any of the career and business paths of your connections intersect or have complementary characteristics (i.e., could you connect an executive leadership coach with an executive, or an entrepreneur with a venture capitalist)? Whom can they benefit from knowing, being connected to, or working with on your list? Do any of these individuals live in the same geographic area? Do any of them have similar personal interests or belong to the same LinkedIn Groups or outside organizations?

Unfortunately there is no quick way to conduct this in-depth search other than to view the profiles manually and identify all the potential links. However, it will be well worth your time! Bringing together your best relationships with your top influencers is a very powerful exercise and you should get to know as much as you can about these individuals.

An example in action—connecting the dots:

John owns his own technology firm and Sam is a financial professional. They live in different states but they’re my first-degree connections. Through my relationships with these two individuals I’ve learned that they’re both Ironman triathletes who blog about their triathlon training and experiences, and they both strive for their personal best in business and in life. In my mind, these two must know each other and there could certainly be an opportunity for them to do business together as well.

Both John and Sam were extremely grateful for the introduction and were thrilled to meet a like-minded acquaintance with a passion for competing in triathlons. In this example, I was able to come up with this mutually beneficial connection by simply scanning through my first-degree connections and concentrating on what I know about each person, both personally and professionally. It’s all about connecting the dots!

#2: Filter Your First-Degree Search by Geography, Industry and/or Keywords

This time, start your Advanced LinkedIn search for first-degree connections, but run some filters. We’ll start by filtering your search results for geography and get more specific from there.

Using the Geography filter, choose the location where you have the most connections. Now study these profiles and go through the same questions listed in exercise #1. Who in this group of connections should be connected to one other and why? Can you see any professional common threads among those professionals who live in your area?

Now let’s narrow it down further and apply some filters for industry. First, view your connections who work in the same industries. Are there any opportunities for these individuals to benefit from networking with industry peers? Next, check the boxes for a handful of industries that could be complementary (i.e., financial and legal, marketing and design). Are there opportunities to connect any of these individuals where it could be mutually beneficial from a business standpoint?

Finally, let’s narrow it down even further by applying a keyword filter that describes a hobby or interest. The strongest ties are those that center on personal interests. The Keyword search box will be at the top left of your Advanced Search screen. If you need help coming up with a keyword for personal interests, look at your own interests that you’ve listed on your profile and use one of those words or phrases. What are you interested in and passionate about? What are your best connections interested in and passionate about?

An example in action—personal interests are powerful:

I’ve got about 130 professional LinkedIn connections in Dallas where I live. After I’ve run the first two filters (location and industry), I’ve got a list of 37 people whom I feel would benefit from being connected on a professional level. I then decided to run a keyword filter for the word “golf,” and that narrowed it down to 4 individuals! Now I’ve identified 4 of my connections who all live in my area, work in similar or complementary industries and enjoy golfing. I can decide from here whom I want to connect, and even connect the entire group of people through a golf outing!

Filter your searches to find common ground among your first-degree connections.

Go through this process numerous times with your first-degree connections, but reverse and play around with the order of your filters.

For example, start with a keyword based on one of your interests, and then filter for geography, followed by industry. You can certainly connect others across the country as well. There are really no rules here other than the more common ground you can identify among the connections you connect, the more relevant and meaningful that introduction will be for both parties.

#3: Send Both Connections a Private Message

Before you utilize the LinkedIn introduction tool, I strongly suggest you send a private message to each of the individuals you’re going to be connecting. First you’ll need to decide who’ll be the person you introduce and who’ll receive the introduction. Send a private message first to the person you’ll introduce. Use something like the following to let him or her know what to expect:

“Hi Sam, I know someone whom I think you would really enjoy meeting and we are also connected here on LinkedIn. His name is John ______ and he owns a technology company here in town. I realized that both of you are passionate about triathlons and even do some blogging on the subject. I wanted to introduce the two of you because you seem to have a lot in common, and you’re both here in Dallas! I will be sending an official LinkedIn introduction over to him shortly to introduce the two of you and you can take it from there. Let me know how it goes! Hope business is going well and let’s get together soon!”Warm regards,

Stephanie Sammons

For the person who’ll be receiving the introduction, send him or her a private message as well as notification that your introduction will be coming soon. Always send these private messages first to make it clear to both parties what you’re trying to accomplish, otherwise it can be confusing.

Once you’ve sent the private messages, you can send over the official LinkedIn introduction. You can access the link entitled “Make an Introduction” from your connection’s profile.

LinkedIn makes it simple for you to introduce others.

The best way to ensure that these new connections you’re creating on LinkedIn will evolve into potential relationships is to do the work up front, and uncover all of the potential intersecting points or commonalities with your first-degree connections. The more people have in common—especially around personal interests—the more likely a new relationship will develop and thrive! You’ll be appreciated and respected for taking the time to connect the dots and piece these introductions together, and most importantly, you’ll build significant social influence!

It takes work to be a connector, and the benefits may not be immediately measurable. Long-term, however, you’ll reap the rewards in ways that you may not even be able to imagine today. Not only will you become a more valuable and influential person to your existing connections, you’ll open the door for new connections and introductions for yourself.

Have you tried connecting people on LinkedIn? Do you have any tips to add? Please share your story in the comments box below.

Warren Knight thanks Stephanie Sammons

The 4 Stages to ‘Line of Attack’ for Social Commerce

When Facebook was first launched in February 2004, its use was based around a social universe where you could keep your friends close and your enemies closer. Now, in 2010 social networking sites like Facebook have now been catapulted into the world of Commerce.

Those who are fortunate enough to own a computer will also have a connection to the popular networking sites. The industry now understands that to be successful; they must take their product to where their consumer is most likely to see it – we all know where that is! In the recent months, time and effort has gone into working out how to market and launch social content and resources into offline commerce but most importantly ecommerce.  When selling a product through a website like Twitter or Facebook, the most important thing is to come up with a strategy that will enable you to generate a sale at the point of social;

1.      Be specific in your target audience by using fan pages to bring them into your product.

2.      Be unique with the product you are selling, make sure that it is attractive to your target audience without altering the price.

3.      Use adverts, special offers, questionnaires ECT. to raise awareness and to get your specific clientele interested in your product.

4.      Use a different strategy of marketing to calculate ROI. (Something unseen and unique).

The best way to sell a product through a social networking site is to keep it within that social bubble where the buying, selling and transaction of that product will stay within the walls of that social commerce. Just recently, a company called Bing has just teamed up with Facebook to make search social;

”Starting today, Bing is integrating data from your friends and social network into search results. This could include information on “likes”, reviews, photos and links from your friends into your search experience. “
The Bing/Facebook Alliance – Oct 15, 2010

The question on all of our minds is;

‘Will users actually purchase a product through a social networking site?’

Only time will tell…

Twitter finally helps you understand more

If you have even seen me speak, you will understand my passion around Hootsuite and how much easier it makes connecting with your target audience across multiple social networks.

Now Hootsuite are making you pay $5.99, just for the pleasure of having a few accounts and enjoying the analytics to enhance your communication. Whilst I feel this is still great value Twitter have Finally given the users some insight to help our online communication. Thank you Mashable

Twitter has started inviting a select group of users to test a new analytics product, Mashable has learned. Such a product has been rumored for some time, and a Twitter executive said earlier this year that Analytics would debut by the end of 2010.

With Twitter Analytics, users will be able to see a plethora of data about their account; for example, information about which tweets are most successful, which tweets caused people to unfollow, and who the most influential users are that reply and retweet their messages.

In the images below, you can see how some of this data is charted. A bar graph over 6-hour increments shows you mentions, follows and unfollows, for example, and you can filter tweets by categories that are defined as “best,” “good,” and “all.”

In what will no doubt come as a blow to the third-party vendors that are already providing similar tools, we’re hearing that the product will be free and that Twitter (Twitter) has no immediate plans to charge.

We’re working to gather more information, but we may hear more about it later this afternoon, when Twitter’s Evan Williams takes the stage at the Web 2.0 Summit in San Francisco. Stay tuned.

Screenshots

[thanks @mongoosemetrics for the images]

How To Mass Export All Of Your Facebook Friends’ Private Email Addresses

A few days ago I requested that Facebook finally allow us to download email addresses for all of our friends. Facebook says this isn’t allowed because you only own the data you add to Facebook, not data that your friends add.

Their statement was, in part (entire statement here):

The most important principle for Facebook is that every person owns and controls her information. Each person owns her friends list, but not her friends’ information. A person has no more right to mass export all of her friends’ private email addresses than she does to mass export all of her friends’ private photo albums.

We pointed out that Facebook already allows mass exporting of friends’ private email addresses via deals with Microsoft, Yahoo and possibly other partners. And we suggested Facebook amend their statement to add the following bolded language:

A person has no more right to mass export all of her friends’ private email addresses than she does to mass export all of her friends’ private photo albums, unless it’s with a partner that’s making it worth our while.

Anyway, for those of you who want to download all those email addresses, here’s how.

1. Create a Yahoo email account. Even if you have an old one, create a new one so that the imported contacts are clean. It only takes a minute. You’ll get a confirmation screen that looks like this, below. Click on import contacts “Get Started” link and then choose Facebook. Note – do not use Chrome for this, it doesn’t appear to work in that browser.

2. Authorize Yahoo in the Facebook pop up and then wait a few seconds. You’ll see a confirmation screen like this:

3. Ok, you’ve now imported the names and email addresses of all your Facebook friends into Yahoo. Now just click “tools” in Yahoo mail and export. CSV format is a good format for uploading to Gmail or your desktop contact book. Save the file to your desktop, and you’re done.


4. Enjoy your new contacts. You’ve just done something that Facebook says you have no right to do, using tools provided by Facebook.

Warren Knight thanks Michael Arrington

Set Up Your New LinkedIn Company Page

Though I love LinkedIn, I was disappointed that it wasn’t living up to its potential. LinkedIn had been missing out on an opportunity to serve as a rich professional platform for individuals and the right place for companies to maintain a detailed representation of who they are and what they do.

So, in the beginning of this month, I was delighted to learn LinkedIn rolled out new Company Pages, enabling businesses to develop more robust Company Pages and possess more control over those pages. You can see the announcement on LinkedIn’s blog. Following is some information to help you take advantage of these new features right now.

Basic New Features Description

Before I launch into this section, I would like to give a special thanks to one of my newer social media team members, Danielle Cormier, for her research and contributions to this column.

Setting up a company page is free and the news is that LinkedIn added tabs that businesses will be able to populate with information at will: Careers and Products & Services. (Companies were able to add more features like Careers to their pages previously, but there was a cost and it was not sold through their ad sales reps.)

On Company Pages, administrators can add content to the Products & Services tab and each brand will have a greater extent of control over what is displayed on their pages. These various products’ lists will be able to be showcased dependent upon which industry category your LinkedIn account is a part of. Businesses can also modify their pages to display the strongest recommendations to prospective customers in an attempt to exhibit the trust in their brand and accelerate the growth of their product.

Companies can also add videos of products and services to their pages and feature particular products more prominently than others. In turn, LinkedIn members can recommend and review a product or service on a company profile and their recommendations will surface on their own profiles as well. Company Pages will list the people who have recommended a particular product as well.

LinkedIn launched the new pages featuring 40 major companies and announced that company page administrators would be able to update their pages in the coming weeks. Here are some examples of the new pages for Liberty Mutual, AT&T, Dell, and Microsoft.

company-products-and-services-tab

Setting Up Your Page

The process of adding to your company’s page is simple:

  1. Find your company page here.

    2. company-page

  2. Click on one of the new tabs (Careers or Products & Services) and click the add button.

add-info

You must be a confirmed administrator/employee of the company. If you do not have access to your page as an administrator, you can check the LinkedIn Help Section and click “How do I edit a Company Profile?”

While Facebook is all the rage, there is a lot more utility and opportunity in this B2B network then is being surfaced right now. Although I have merged my professional and personal life on Facebook, here is real value in a strictly professional networking site. So I hope LinkedIn will continue to grow and succeed and I look forward to its future innovation.

Warren Knight thanks Harry Gold