Why & How to Use LinkedIn by 70eaO6


									  Why & How to
  Use LinkedIn
as a key part of your
job search strategy
     What is Social Networking
• While the term can mean any interpersonal interaction, it
  has come to mean the use of the Internet to connect with
  people, anywhere, at any time. There are sites that
  emphasize the “social,” & those like LinkedIn that
  emphasize “business relationships.”
• Several sites, like LinkedIn, have incorporated a twist on
  what used to be called “multi-level” marketing, originally
  designed to sell products & earn monetary percentages
  of those within your “down chain” network who made
  sales. In the social networking context, you are able to
  reach the contacts that your first level contacts make, as
  well the next level of contacts, 2 generations away from
  you. This compounding of numbers can generate a
  large network of contacts that you can communicate with
  on any subject.
          What LinkedIn is not
• It is not another version of Facebook or Myspace
   – Without care these sites can do your career search
     harm (non-professional behavior indicators – reasons
     for screeners to delete you from an application
     process) (think sexy or wild party photos)
   – Google yourself. If you find something that is
     unflattering to your career do whatever you can to
     remove it from the web.
• It is not a waste of time
• It is not frivolous
           Why use LinkedIn?
• Like career fairs, recruiters, on-line applications,
  etc., it’s one more approach to job hunting. In
  this economic period, we need to pursue every
• Recruiters use LinkedIn to source candidates.
  Wouldn’t you want to be on their radar?
• It enables you to stay in touch with those you
  network with in the physical world.
   – It helps cement the relationship
         Profile of LinkedIn users
 • Anderson Analytics study – 2008
    – Nearly 60% of users have incomes of $93K or
    – People with lots of connections tend to make
      more money, according to the study - those
      with incomes between $200-$350k were
      seven times more likely to have at least 150
      connections than lower income users.
(I’m not validating these numbers or assumptions, just sharing them.)
     How do you begin LinkedIn?
• Sign on at LinkedIn.com, provide your e-mail address & a
• Create your profile
   – Customize to market yourself & present those skills you
     want to highlight
   – Customize to show the fuller you by connecting to groups
     that help a paint a picture of you that you choose
   – Customize by establishing links to your own site, notable
     items about you on the net, etc.
   – Change the last portion of your LinkedIn profile from an
     alphanumeric sequence to your name, with a numeric
     after it, if necessary, to make it more professional in
       • E.g. http://www.LinkedIn.com/in/SteveFreedman007
   Use of a photo in your profile
• If you use one, make sure it’s a professional one, not a
  party shot. Using a graphic instead accomplishes little.
• Pros
   – It will definitely help the viewer remember you from
     networking events or previous LinkedIn mail transmissions.
     It’s the equivalent or a real world, tangible (warm & fuzzy)
     connection. We help remember each other by our faces.
• Cons
   – Our society is full of biases, sometimes recognized,
     sometimes beneath the surface. They can include race, age,
     sex, weight, and even attractiveness.
• Ultimately this is a very personal decision you have to
  make. On age, you can leave off some old jobs and the
  year you graduated college, but other biases are less easy
  to work around. Think the issue through and do what feels
  right for you. You don’t have to use a photo.
 Utilize your LinkedIn profile link
• By clicking on your LinkedIn profile link
  anyone can be brought to a slightly
  abbreviated version of your LinkedIn
  profile, & subsequently click on your full
  profile, if they choose.
  – Put it on your business card
  – Use it on your resume & cover letters
  – Use it in your e-mail signature block
         Using LinkedIn groups
          (Pick your strategy)
• Strategy A – Join groups with a large number of
  – This will boost your network quickly.
• Strategy B – Join groups that reflect your
  different interests
  – Presents you as a complete person.
• Strategy C – Join groups that reflect what you
  would like viewers to see to mold their
  perception of you.
  – Presents you as you would like others to see you.
• Be aware of the new LinkedIn limit of 50 groups.
        Using LinkedIn groups

• Discussion groups
  – Post & answer questions
  – Develop recognition among your peers
  – Utilize the multitude of opinions available from
    around the world to help gain a macro
    perspective to local issues.
How can you improve your visibility
         on LinkedIn?
• In the “Question” area find your area of
  expertise, look for questions that you’re
  comfortable with, and answer them with as much
  care and generosity of your time as you can.
• Get previous supervisors, peers, &/or
  subordinates to “recommend you.” This is
  definitely needed to build your profile to 100%.
• The former helps label you an “expert” and the
  latter helps substantiate what you say about
  yourself, giving third party reviewers more
  comfort in accepting what you present.
      Recognition as “Expert”
• To become an Expert on LinkedIn you answer
  posed questions. If your answers are deemed to
  be the best answers by the person who posted
  the question, that person designates you as an
  Expert. Repeated occurrences leads LinkedIn to
  designate you as an Expert.
• Recruiters are able to utilize the “Expert”
  designation in their sourcing efforts. This helps
  the recruiter become more comfortable in
  sending your resume to clients.
 What can you do on LinkedIn?
• Search for people who work in the company that
  you have targeted and engage them in
  conversation – company culture, intro for an
  informational interview, leads on company
  research to enhance your interview.
• Talk with people who left a company you’re
  interested in and try to get the reason they left or
  some insider information. Remember, everyone
  has different values & hot buttons, what upsets
  John may roll off Tom’s back.
What else can you do on LinkedIn?

• Reconnect with people you haven’t seen
  in 20 years
• Engage your peers in subject matter
  focused blogs
• Find recruiters
• Talk to people in other countries about
  cultural differences & similarities
Quality versus Quantity discussion
• Quality – connect only with those you know &
  – Pros – Messages you send can be quality enhanced
    by having your contacts praise you, along with your
    message to a recruiter, potential hiring manager, or
    other company contact.
  – Cons – It’s slow to develop your network in this
• Quantity – connect with as many people as you
  – Pros – Develop your network quickly
  – Cons – You have to rely on strangers to pass your
    messages along, …. or do you?
     • (paid account upgrade alternative)
            What is a “LION”
• One acronym, two translations, same meaning
  – Leading International Open Networkers
  – LinkedIn Open Networkers
• The meaning is clear:
  – Individuals who self identify themselves, usually
    in their own LinkedIn name “title,” do so to convey
    the fact that are willing and eager to accept
    invitations. They may still self-police the
    incoming requests, but in general their purpose is
    to build their network quickly, accepting most
    invitations. They want to network aggressively.
         A Blended Approach
• Like good scotch, a blend of the quality and
  quantity approach can help you achieve the
  positive aspects of both approaches.
  – Pro – You build a large network in a fraction of the
  – Con – You have to “rely on the kindness of strangers”
      • You’ll find that 90% of members want to help each
        other, either for karma or graciousness
      • If your network is large enough, you can attempt
        contact with many people in one company,
        increasing chances that one will respond to your
        request, even if they don’t know you or your
            Adding connections
• There is a degree of peril when inviting connections that
  you do not know personally.
• On the receiving end of a LinkedIn invitation the recipient
  can choose any of the following:
   – Accept invitation
   – Archive
   – I don’t know (your name)
• If your invitations receive too many “I don’t know (your
  name)” responses, LinkedIn may cut off your ability to
  acquire new connections. Accordingly, always include
  some language in your invitation similar to “… if you are
  not interested in connecting with me, please click the
  archive button, otherwise I will be penalized and not be
  able to connect with great people like you.”
     OK. Profile built, network building,
   questions answered, recommendations
 sought, you finally get to 100% profile build
• Reality check:
   – The profile can be built in a day
   – Being really aggressive you can build a big network in
     about 6 to 8 weeks
   – Getting old contacts to recommend you can be slow
   – Maintaining your network can take as much time as
     growing it, if you choose to. There’s a train of thought
     that you need to maintain your network even when
     you’re reemployed, because that state of being may
     not last as long as it used to last.
    Every day LinkedIn activity

• Get Linked with everyone in all of the
  organizations to which you belong. Ask
  your phone book contacts to join you.
• If one of your organizations has a “group”
  on LinkedIn, connect to it and participate
  in the discussion area.
   Every day LinkedIn activity (cont)
• At EVERY networking event, at the end of your
  discussion with a new connection, ask them if they are
  on LinkedIn & would they like to connect. If they do:
   – Send them a LinkedIn invite & ALWAYS customize
     it, referencing where you met them and any details
     of your conversation to help them remember you.
   – To cement the relationship further, after they accept,
     send them a thank you note. In the note, ask them if
     they know anyone, in or out of LinkedIn, who might
     be able to help you in your job search. By not
     asking them for a job directly the request is less
     threatening and conveys less pressure.
 Business Intelligence on LinkedIn
• Premise: either because you have an
  interview or you want to prepare a job
  assault on a particular company
  – Go to Search “People”
     • Type in “company name” or “company name +
       geographic location”
  – Go to “Companies”
     • Search industries
     • Get company specific information & information
       concerning your contacts who have left or joined
       the company
    Business Intelligence on LinkedIn
• When you’ve found one or more person who
  work(s) or worked for the company that you’ve
  targeting, send them LinkedIn mail, either
  through your connections, or directly, if you’ve
  paid to upgrade your membership.
• As politely as you can, ask about their company
  culture, the style of management, the
  formality/informality of the organization, or any
  other piece of information not available through
  internet research. The more research you have
  on your target company the better your ultimate
  interview is likely to go.
    LinkedIn as part of your self
        promotion strategy
• The career hunt has become more difficult
  in this economy. With employees turning
  over, on average, about once every 3
  years, your mindset has to adjust.
  – Networking must be done all the time, not just
    when you are “in transition”
  – Recruiters are using LinkedIn as a normal
    part of their business – shouldn’t you be too?
  – If you develop a web site, use LinkedIn to
    help drive professionals to it, and promote it.
    LinkedIn as part of your self
     promotion strategy (cont)
• Use the new LinkedIn side applications
  – Amazon book list – helps add a color
    commentary of your different interests,
    presenting a more well rounded you.
  – Google Presentation – post some of your
    white paper/Power Point work
  – Miscellaneous Apps for sharing and
    monitoring data
            Time Management
• LinkedIn is a wonderful tool. This presentation focuses
  on its use in a career search. It’s also useful for
  establishing warmer cold calls. It’s great for gathering
  business intelligence. It’s great to stay connected with
  people as you move from job to job, or from state to
  state, because people want to maintain their connections
  & network.
• However, in the case of career search, it is only one tool.
  LinkedIn & on-line applications should take no more than
  20% of your job search week. The rest should be spent
  on meeting recruiters, going to networking events, &
  hopefully interviewing, in the physical world. A blended
  strategy is the most successful approach.
• Consider doing most of your LinkedIn work after normal
  working hours, so it doesn’t interfere with live
           Good Luck
          Job Hunting!
Feel free to send me a LinkedIn invite:

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