Table of Contents
Author's Note xi
Preface xiii
Introduction: Love at First Click xv
Internet Databases Are in My Blood xvi
How to Create a Yacht xvii
Chapter 1 Social Media Is Not Your Father's Marketing 1
Honesty Is King 2
LinkedIn: Your Personal Worldwide Database 3
Who's Having Success with LinkedIn? 4
Understanding the LinkedIn Levels 5
Chapter 2 The LinkedIn Profile: Your Miniwebsite 7
Creating a Powerful Profile 7
How to Make Your Profile Rock! 8
Designing the Perfect Information Box 9
Creating the Ad for You, Inc. 15
Adding Sections That Make Your Profile Shine 25
Chapter 3 What Goes Around: Giving and Getting Recommendations 29
Social Proof Is the Key to Success 30
Getting Recommendations from First-Level Connections 31
Want More Recommendations? Write Some! 34
Know Who You Are Recommending 36
Manage Your Recommendations 37
Get the Social Proof You Need 38
Chapter 4 It's Showtime! Adding Applications for a Multimedia Profile 41
Blogs 42
SlideShare 43
Box.net 44
Reading List by Amazon 46
Events 47
Polls 47
Jazz Up Your Profile with Cool Applications 48
Chapter 5 The Finishing Touches: Creating a Rocking Profile 51
Skills & Expertise 51
Languages 53
Education 54
Contact 55
Personal Information 57
Chapter 6 All About Keywords: Optimizing Your Profile to Be Found 59
Four Required Places for Your Keywords 60
Research Your Competitors 62
Advanced Optimization Strategies 62
Where Not to Optimize Your Profile 64
Moving Sections in Your Profile 65
Chapter 7 Your Virtual Rolodex: Grow Your Network by Adding Contacts 67
500 Is the Magic Number 68
To Connect or Not to Connect 69
How to Get More Connections 69
Avoid the Dreaded Report Spam 70
How to Start Inviting Contacts 71
Creative Ways to Get More Connections 73
Open Networkers: The Key to Hypergrowth 76
Getting a Paid Open Networking Account 77
Chapter 8 Your Social Influence Circle: Searching For and Contacting People 81
Using Advanced People Search 82
Save Your Search 85
Making a Personal Connection 86
Contacting Non-First-Level Connections 88
Reaching a Second-Level Connection 89
Reaching a Third-Level Connection 91
Contacting Groups of People 92
Tag, You're It-Grouping Contacts 94
Messaging More than 50 People 95
Finding a Mentor on LinkedIn 96
Chapter 9 Power in Tribes: Joining and Creating Groups 103
Joining Groups 104
Diversify Your Groups 105
Navigating Your Groups 107
Messaging Group Members 109
Leaving a Group 110
Creating a Group 110
Promoting Your Group 113
Creating Subgroups for More Influence 114
Building Your Business with a Group 114
Getting Group Members Engaged 120
Building Website Traffic with Groups 120
Chapter 10 Give to Get: Answering and Asking Questions 123
How to Answer Questions 123
Asking Questions 126
How to Ask Questions 127
Brand Yourself with Questions 129
Your Answer Command Center 130
Extending Your Question Longer 131
Sharing Your Questions 131
Chapter 11 Promoting Yourself and Your Company with Events 133
Creating an Event 133
Publicizing Your Event 135
Advanced Strategies for Events 136
Chapter 12 Good Company: Adding Your Company and Following Others 139
Listing Your Company 139
Adding Details About Your Company 141
Creating a Company Status Update 144
Make Your Company Page Exciting 145
Prospecting for Business Using Companies 146
Contacting People at Your Target Company 147
Using Introductions for Prospecting 148
Leveraging Company Information 149
Follow That Company 150
Use Company Pages to Create Opportunities 151
Chapter 13 Off to Work We Go: Finding Your Perfect Job 155
Why LinkedIn Crushes Job Boards 156
Get the Low-Hanging Fruit First 159
Searching Paid Job Listings 160
Searching for Jobs in the Companies Section 162
Looking for Jobs in Groups 163
Turn Your Profile into a Job-Hunting Machine 164
Advanced Profile Tips for Job Hunters 165
Leverage Your Alma Mater 169
Find a Job Fair 170
Participate in Groups 170
Answer Questions to Establish Your Brand 171
Search on Your Specialty 172
Upgrade to a Job Seeker Premium Account 172
Do Research for Your Interview 173
Social Media Job-Hunting Advice from a Career Coach 173
Chapter 14 Laser Focus Your Searches Using LinkedIn Signal 179
Find a Job with Signal 179
Build Your Business with Signal 181
Chapter 15 Going Mobile: The Power of LinkedIn on the Go 183
You Can Take It with You 183
LinkedIn Is for Tablets Too 185
Chapter 16 The Daily Approach to Success on LinkedIn 187
Making the Most of Status Updates 187
LinkedIn Etiquette Regarding Updates 189
Clever Ways to Show Up in Network Updates 189
Create a LinkedIn Goal Statement 190
Powerful Daily Success Activities 191
Turbocharged LinkedIn Success Activities 194
Conclusion: Opportunity Is Knocking at Your Door 197
People Buy People 200
Measure Your Success 201
Appendix A LinkedIn Success Blueprints 203
Appendix B Successful Selling in the Age of Social Media 219
The New Five-Step Sales Process 220
Put Your Clients' Needs First 221
The Art of Giving 222
For More Information 225
Index 227