Post on 21-May-2020
Advanced LinkedInRobert HellmannPresident
Hellmann Career Consultingwww.hellmannconsulting.com
October 30th 2018
© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
Remind Client How LinkedIn is DifferentFrom Other Social Media
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© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
Tell Them:
Recruiters and Hiring managers are looking for you on LinkedIn!
• 95%+ of HR uses LinkedInto source candidates
• Increasingly the first stopfor hiring managers
• Countless success stories
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© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
With a few exceptions:
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© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
Use LinkedIn for…
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© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
Use LinkedIn for…
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NetworkingDirect Contact
Applying“Showing Off”
Finding the “right” People
Being FoundResearch/Learning
Building a Following / Business
© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
Get set up properly first
Then…
Use It!
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THEN USE IT!
© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
Finding People✓ Advanced People Search
✓ www.linkedin.com/alumni
✓ Search a 1st degree’s
connections
✓ Where people went
✓ Companies9
© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
Boolean Search
Title, Keyword or Company fields
Example for Title:
Marketing AND (director OR vp OR vice OR manager)
NOT (“senior vice” OR SVP)
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© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
Finding People✓ Advanced People Search
✓ www.linkedin.com/alumni
✓ Search a 1st degree’s
connections
✓ Where people went
✓ Companies11
© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
Challenge them…
“Find five people to contact”
1.Using “Advanced People Search”
2.Using “Alumni Search”
3.Looking at Companies
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© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
How to Contact People
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✓ Email***
✓ Groups
✓ Introductions
✓ InMail
✓ Request to Connect
© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
Contacting People – Mistake…
Your client sends an invite to connect to someone they don’t know as the first outreach. The invite usually comes after.
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© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
Keeping in Touch
Tell client LinkedIn makes it easier to keep in touch:
• Share Updates
• View “Home” Page Updates
• Post an Article
• Check notifications
• Message your Contacts
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RESEARCH
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© 2018 Hellmann Career Consulting / www.hellmannconsulting.com rob@hellmannconsulting.com18
© 2018 Hellmann Career Consulting / www.hellmannconsulting.com rob@hellmannconsulting.com
Stay on top of Trends
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• Improve my feed
• Follow anyone
• Follow company pages
• Search for posts using #
• Group discussions
• Job Postings & Profiles – research keywords
• Check out “slideshare”
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© 2018 Hellmann Career Consulting / www.hellmannconsulting.com rob@hellmannconsulting.com
Create your list of target organizations
• Advanced people search to find organizations
• Company page – “people also viewed”
• Alumni tool – look at “companies”
• Companies people went to after leaving your
company (“past not current”)
• Paid – Sales Navigator
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© 2018 Hellmann Career Consulting / www.hellmannconsulting.com rob@hellmannconsulting.com
Search job postings, save searches
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© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
Remind them of Smartphone Apps
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Get Set-up First
© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
1. Restrict Access
2. Write your profile
3. Open up Access
4. Build Network Strategically
5. Join groups
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Getting set up
© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
Before editing client’s profile:
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© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
LinkedIn Profile
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Leverage Resume’s Verbiage
“whenever possible…”
© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
Consider these Differences…Resume -
different versions
Profile -
Just One
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© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
And…Just a Handful of
People See Your
Resume
Way more view
your Profile!
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© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
Try to Keep Resume Accomplishments,
Including Metrics
Exception examples:
• Dollar amount considered
proprietary?
• Claim that someone might contest?
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© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
LinkedIn Profile Jobseeker
Also…
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© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
They’ll contact your client anyway
There’s a bias against:a) unemployed & b) actively looking
Your client gets the wrong kind of attention
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Don’t Say
You’re Looking
© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
Exception: “Open Candidate” Feature
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Use with caution
© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
Old-fashioned Media
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Social Media
Can use “Created…” or “I created…”
Don’t use “She created…”
© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
YES to Recommendations
(get at least 3)
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© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
Use All 50 Skills Slots…
Focus on RECOMMENDATIONS, NOT ENDORSEMENTS
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KEYWORDS
To Be Found
© 2018 Hellmann Career Consulting / www.hellmannconsulting.com rob@hellmannconsulting.com
Does your client have the right
profile keywords?
✓ Think about the search strings your audience might be entering.
✓ Search within your own network using the keywords your target audience is using.
Look at these profiles for keyword ideas.
✓ Check out job postings on LinkedIn (or elsewhere), not to apply, but to see what words
and phrases the postings use.
✓ Check out the LinkedIn company pages or websites of your target organizations.
✓ Follow thought leaders or journals in your sector to see what words and phrases are in
vogue right now.
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© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
While keywords matter everywhere,
ensure keywords in
Headline
Skills Section
Job Title
Company Name
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© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
Headline
Keyword-rich beginning of Pitch (“how categorize” |
”differentiators”)
• Craft in Microsoft Word (can count the characters)
• Can include nice-looking separators, e.g. bullet
symbols like • . Copy these right into LinkedIn
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© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
Title & Company
Add keywords to job titlesChoose company name that
LinkedIn recognizes.
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© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
If Your client has no current job…
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Try to fill in that gap• Consulting?• Volunteer?• Education as a
“Job”?
The reason: Many recruiters use the “current job title” field in their searches.
© 2018 Hellmann Career Consulting / www.hellmannconsulting.com rob@hellmannconsulting.com
Profile checklist – to be foundwww.hellmannconsulting.com/resources
❑ Have a complete profile (picture, summary, etc.)
❑ Have a keyword-rich headline
❑ Add keyword-rich functional descriptions to titles
❑ Fill in the job descriptions
❑ Include a current position
❑ Have the “right” organization name
❑ Use all 50 slots in the skills section
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© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
Who to Connect With
First
Quality…
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ThenQuantity
© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
Quality Connections
✓ Know in some way & open to helping (maybe)
✓ Connection request from stranger & you want them in your network
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© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
If someone your client doesn’t know
Build a relationship –
ask why they are reaching out
Example message (after “accept”): Hi Julie, I appreciate your request to connect (just accepted)! As I like to know everyone in my first degree network, I’m curious as to how you came across
my profile and/or why you decided to reach out.
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© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
Connection Tips
Ignore unwanted requests
Include a personal message
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© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
Remove Connections
• If you have a large # of connections who you don’t know
• If people search results are getting “clogged” with these unhelpful connections
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© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
Challenge clients to build network quickly
If new to LinkedIn, stretch goal, 200 connections
▪ Import address book
▪ “Discover” (formerly “People You May Know”)
▪Think broadly about network
© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
Quality Group
50%+ of members can help you
Quality:• Find and be found by
the right people• Group discussions
Quantity: More likely to be found,
and to find others
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© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
Educational Institutions
Organizations Where They Worked
Associations
Groups That Only Exist On Linkedin
Groups Your Client Should Join
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© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
Additional Profile Coaching Tips
Make profile as public as possible
Change profile url so it’s user friendly:
✓ www.linkedin.com/in/roberthellmann is good,
www.linkedin.com/pub/roberthellmannx133a0095d is not
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© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
Client ObjectionThey say: “Someone told me to put quantity first.”
You say:
• “That works for only a few professions, not for most of us.”
• “LinkedIn is too valuable as a true networking tool for you to waste it.”
• “Networking is all about building and maintaining relationships over time.”
© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
More Sticking Points
• They say: “All the senior profiles I see are sparse so I’ll do the same.” You say: “They don’t know how to use LinkedIn,” and then explain the benefits of keywords, etc.
• They say: “I wanted my profile to be different than my resume.” You say:
– “Your marketing message should be consistent across channels”
– “Don’t miss out on an opportunity to be found.”
• They say: “My employer will see!” You say: “So what? Everyone should be on LinkedIn! They won’t see how you’re using it…”
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© 2018 Robert Hellmann LLC / www.hellmannconsulting.com rob@hellmannconsulting.com
More Sticking Points
• They say: “I only know a small portion of my LinkedIn network.” You say: “Get to know them! Send LinkedIn messages or emails introducing yourself and asking why they reached out to connect.”
• They say: “When I do people searches, all these headhunters come up who I don’t even remember connecting with!”You say: “Remove them as connections, they’re cluttering up your search results.”
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Get the Slides Here: https://bit.ly/mbacswp
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MY EMAIL: rob@hellmannconsulting.com
www.hellmannconsulting.com/pubs