LinkedIn has changed again – does this mean you need a new social media strategy?

Once again, LinkedIn looks totally different

The platform has been updated. Even those of us who use LinkedIn on a regular basis are wondering where to find essential features. LinkedIn has made a whole range of changes, some for the better and some for the worse. Some features have been removed and some changed. Some paying LinkedIn users are going to be very disappointed.

Naturally, many people are questioning how LinkedIn now fits into their social media strategy. However, it is important to remember that LinkedIn is certainly still an important part of any social media strategy.

Here’s why LinkedIn still matters

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LinkedIn has changed – should your social media startegy change too?

People who adapt to the new LinkedIn and use it as part of a sales strategy will be able to create warm prospects. This is the best route to creating new sales relationships. They are the number two source of new business for me. (Number one is referrals from satisfied clients). People who use LinkedIn in the right way will be able to use LinkedIn to control a powerful sales pipeline. They will have a successful route to creating their sales targets.

People who don’t adapt to the new LinkedIn (or who have never used LinkedIn) will find it much harder to achieve their sales goals. They won’t control the same powerful sales pipeline. That’s because of two possible reasons. First, they are using LinkedIn but in the wrong way. Second, they are ignoring LinkedIn altogether.

So what’s the right way to use LinkedIn?

If you want to create new sales, my strategy for using LinkedIn has not changed. I use a four-stage process to create warm prospects. These warm prospects have a high conversion rate. It’s a much better route to sales than traditional tactics such as cold calling or carpet-bombing your contacts with endless sales e-mails.

Here are the four stages:

  1. Have a great profile
  2. Connect with the right people
  3. Engage with your community
  4. Move your connections into real life

Nothing has changed – or has it?

Those of you who know me will see that I am still following the same strategy that I have always used. The four stages are exactly the same.

If you want to understand the four stages in more depth, look out for my e-mail on Thursday. I explain each stage so that you understand exactly what you are aiming to achieve with your social media activity.

Nevertheless, with the latest LinkedIn updates, there are some important changes. In particular, those of you who use groups will want to change your activity.

What’s the best way to learn about the LinkedIn changes?

There is plenty of information out there on the changes that LinkedIn has made. However, there is not a lot of information about the best way to use LinkedIn to benefit from the four-stage strategy to create warm prospects. That’s why I have created the online training course “How To Sell Print Using Social Media”. I have also teamed up with Luan Wise, an experienced marketer and a LinkedIn learning author. Together we have created a recording covering the latest LinkedIn changes for the course. It’s included with the course. Grab your copy here.

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P.S.  You can find out more ways to get the best out of your social media activity by downloading the free e-guide below.You’ll also be signed up to “Views from the buyer” where I share tips, stories and resources to do with selling print and social media.

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