Why Did You Endorse Me?

By far the most frequent asked question I get from my LinkedIn students is around the Skills and Expertise section.

The question usually is around why connections endorse them for skills that they haven't actually experienced, i.e. someone endorses you for one of your skills but you have never demonstrated to them that you have that skill. 

So why are they endorsing you? There are 2 reasons for this.

1. Because they can.
2. LinkedIn prompts them to do so, regularly.

Let me explain further. The skills section is something LinkedIn developed out of something that was called ’specialities’, which sat at the end of your summary. When they upgraded this to the Skills and Expertise section it morphed into a brand new and clever system to develop LinkedIn’s objectives to a) get more traffic to their website and b) assist advertisers to target their adverts more accurately towards members who will be interested in those ads.

Every social media website is competing for views. When there’s more traffic to a website, it becomes a more attractive proposition for advertisers. LinkedIn’s advertising real estate is actually very small. See the images below. You can see that there are just 3 areas on their website for adverts.

1. A sentence right at the very top of the page with a hyperlink.
2. A banner ad usually a full colour image, which sometimes is animated.
3. Small ads that appear bottom right, depending on what page you are browsing.

The advertiser has a number of different criteria they can choose from when constructing their advert. And as you are probably guessing by now, skills is one of those criteria, which they can select and is extremely powerful to narrow down your target audience. In the example below it took my target audience from 347 million, the full approximate membership number on LinkedIn down to just 12k, a select audience in Birmingham UK with some specific skills on their profile.

Pretty powerful stuff for the advertiser, which makes it very attractive to advertise on LinkedIn and of course at a lower cost too, because you're targeting a smaller audience. 

Then we have the ecosystem that LinkedIn has created whenever you visit your profile, a connection’s profile or browse the mobile app. Regularly you will see alerts for you to endorse your connections for certain skills. You have no idea whether these skills do actually exist on your connections’ profile. 

The only sure way of making sure that these skills are indeed on their profile is to go there and make sure they are. Sounds like a lot of work, perhaps. However if you don't, LinkedIn will continue to suggest new skills for your connections’ profiles because LinkedIn knows that their skill list is not yet up to maximum 50. It appears that LinkedIn’s primary goal is to make sure that as many of its members has a full list of skills on their profiles. More skills, more targeted advertising and more $$$ for LinkedIn’s shareholders. Got it?

I have a few tips for you to ensure that you are both maximising the skills section for your benefit and as such assist you to be found on LinkedIn.

I decided that making use of this nice infographic on your profile means that the viewers of your profile will get a quick overview of what you are all about.

1. Have a maximum of 12 skills, you will find that most won't bother to endorse you for more than 3 anyway.
2. Decide that the key skills you've identified become your keywords for your profile.
3. Ensure you intelligently spread those keywords (skills) throughout your profile to assist you being found on LinkedIn whenever someone is searching for people who have certain skills. 
4. Whenever someone endorses you for a skill that does indeed exist on your profile and it’s one you've decided to display there, then the best way to thank them is to endorse them back. You will know from an email sent by LinkedIn, what someone has endorsed you for. (See image below).
5. If someone has endorsed you for a skill that doesn't appear on your profile, again you will receive an email but this time LinkedIn will prompt you to add it to your profile. If you're not happy to accept this skill, then delete it from the top of your profile, where it will appear as an outstanding action.
6. If at any time you wish to remove a skill, go into edit profile mode and move to the skills section where you can edit skills by clicking on ’add skill’. Delete and move a skill when you're in edit mode.

You will receive this email, when your connections have endorsed you for skills that are already on your profile. You can return the favour by visiting their profiles and endorsing them for their skills. There is no further action required.

When you receive this email, LinkedIn has prompted one of your connections either when they visited your profile or when they were browsing on their mobile app to endorse you. It's very rare that they have decided to endorse you for that skill, LinkedIn prompts them to do so. When it says 'add to profile', you will know it's a skill that you don't have listed. If you click through that skills will be added. Watch the video below to learn how to dismiss any new skills.

If you are unhappy with the Skills & Expertise section on LinkedIn, I recommend you give LinkedIn some feedback, either via a ’feedback’ link on the site or send a support ticket to LinkedIn help.

Now you know how the Skills & Expertise section works, you may decide to review the skills listed, decide on just a dozen or so and include them throughout your LinkedIn copy.

Feel free to share any questions you may still have about this section on LinkedIn.

@stayingaliveuk

Are LinkedIn Missing Out?

LinkedIn - Communication - Vision!

Is LinkedIn missing out on communication? Yep BIG time!

About 3 years ago LinkedIn removed their event app with the usual statement saying that 'from time to time we review our services and adjust our offer to ensure the best experience for our customers' or something like this. Commendable I think?

It was quite a useful app I thought. I used it to invite customers to my external webinars or public training events. 

Now most of us use external apps like Eventbrite. 

Also at the time I was searching for a free webinar app and to my delight Google launched Google+ Hangout. 

The web conferencing web app is amazing and works like a dream. The only problem is that today still not that many business people are on Google+. This means I have to educate them on how to use G+ and then train them on how to use G+ Hangout. Time consuming and frustrating. It ways exactly the same when Skype came out many years ago. Nobody had heard of it and didn't know how to use it. Now potentially every business person has heard of Skype and uses it.

G+ Hangout also has a messaging facility, although not that great yet.

Within the last few weeks (April 2015), Facebook launched their dedicated messenger app for the browser. It was already well established as a separate app for mobile, despite some complaints from users in the early days when it moved away from the standard Facebook page. It works and it works well and looks great inside a browser.

I'm sure I don't have to mention all the array of other messenger apps on the market. Just have a look at the graphic below, where the number represents the number of active users in millions. Facebook with messenger and WhatsApp are pretty much dominating the space.

Graph from statista.com - April 2015

What happened to LinkedIn? All they've got is a very basic email service, which only in the past month (March 2015) allows you to attach a file. Fantastic! Not really, I was being sarcastic then in case you hadn't noticed!

Can you imagine how amazing it would be if you had the ability to instant message your connections? Alright, I appreciate that you'd be worried with spammy messages, but they could make it so that you have to invite people to your instant messenger list and request permission in exactly the same way as connection invites.

I guarantee you that the current younger generation when it grows up will demand such a service on LinkedIn otherwise they'll be doing it on Facebook instead. The younger generation believes that email is too slow, they don't use it. Instant responses are something they've got used to and want to experience this when they enter the world of work.

If we were able to instant message than surely the obvious extension of that would be video conference calls. The need for group web conferencing, being able to share and discuss in real-time all around the world and carry out training is absolutely essential nowadays.

It just leaves the facility for events. Like Google+ the event facility would give you the option to schedule online meetings with connections or audio/video conference calls. 

How cool would that be? This is one massive way to get more eyeballs on your site Jeff Weiner. 

Conclusion: LinkedIn is definitely missing out on the massive explosion of messaging and web meetings.

I look forward to the day when this will change, really looking forward to it!

@stayingaliveuk

Are You Being Spammed on LinkedIn?

Inevitably you will be at some stage. There are over 347 million profiles on LinkedIn and with 2 new people joining every second, there are going to be individuals who are breaking the rules.

I know it will be annoying to you, maybe a severe nuisance and some of you will get disheartened and feel that LinkedIn should be doing more.

I know exactly how you feel, I have been there too, but now I just take my own appropriate action, which I have learnt isn’t that clear to inexperienced users on LinkedIn.

Usually these spammers use invitations to get themselves in front of you. In fairness I haven’t had many, maybe a total of 20 in the 11 years that I have been on LinkedIn.

When you receive an offending email, like the one shown below. A real-live example, which one of my connections received.

Here are a few steps in order to deal with these spammers: (Below are images to show you what it looks like)

1. Go to their profile and you will find a drop down arrow visible on the blue button that says ‘send jamie an InMail’.
2. Select ‘Block or report’.
3. A new window will open where you can select ‘block’ and ‘report’.
4. Add some detail to give LinkedIn some of your reasons why you are reporting this individual and click continue.
5. A warning message will be displayed to confirm that you wish to report and block this person. Confirm this step and the deed is done.

You can also do this at any time for any of your connections that may cause you any unnecessary stress for whatever reason.

Sometimes, and I have experienced this, the spammer may create another profile and send another invite. If this abusive behaviour does continue, I would advice that you contact LinkedIn support directly. Make sure that you copy the LinkedIn url of that member, as they need this to locate the individual concerned.

I sincerely hope you don’t get many of these.

@stayingaliveuk

Image Credit: @gapingvoid

Are You Sharing Stories?

With the explosive growth in Social Media, there's a massive need by brands, businesses and individuals to acquire your attention, likes, comments and shares.

Almost everyone is wanting to be noticed and apart from brands and celebrities there's really no chance of any of us as individuals in business or in employment acquiring millions of followers (fans).

The only thing we can possibly hope for is some thought leader influence for a small group of connections via a few social channels.

So how do we get noticed when there are literally billions of social media posts being shot into cyberspace every single day.

Share Your Story...

Since we were small children we’ve enjoyed stories. Whether they were the stories our parents told us, the films we watch, the books we read, the TV programmes we enjoy or even the adverts we absorb.

It makes sense therefore that we spend more time sharing our story.

Let me explain further. 

We all have a tendency to over-promote what we do instead of thinking about how we can share our story with our audiences. 

As we all love stories, it means our audiences will be more interested in reading or watching them. And because stories are more memorable, they will live longer in our audiences brains. 

To prove the point, can you think, right now, about your favourite book, film, TV programme, advert and how many years back can you remember some of those? I am sure you were able to recall several. Maybe Lord of the Rings, Star Wars, Star Trek, Only Fools and Horses, Fawlty Towers, Cadbury Flake advert, The Meerkat Advert and many more I’m sure.

How do you create interesting stories?

In simplistic terms?

1. Problem statement
2. Infusion of ongoing pain if problem not resolved
3. What could a possible solution be
4. The solution you offer for the problem
5. What life would be like without the problem

Where to share your stories?

1. LinkedIn - on your summary, plus extra media
2. YouTube - with video stories
3. Twitter - with a #hashtag
4. Pinterest and Instagram - with photos
5. Google+ with all of the above
6. Facebook - well if you have to.

Maybe you can use a specific #hashtag like #problemsolved or #problemsolver. Take your pick.

Share stories and get noticed. I still see too many adverts on social media. By all means do a few now and again, but keep it at a minimum. Instead share stories.

Feel free to add your own ‘client problem solved’ story in the comments. You never know who might read it!

@stayingaliveuk

Image Credit: @gapingvoid

Are You a Modern Seller?

2015, I hope, will be the year that Social Selling goes mainstream. With that I mean that no longer should we be calling it ’Social Selling’. I prefer us all to be talking about it as ’Modern Selling’. The fact is Sales has always been a Social activity and in some ways Sales Professionals can be confused by the term ’Social Selling’.

In some cases I have witnessed some really awful practices on Social Media, where bombarding folks with constant promotional material and ads are thought of as Social Selling.

Let's examine ’Modern Selling’ in a bit more detail. 

First of all what are some current practices that look like they are going to be killed off by ’Modern Selling’.

1. The Cold Call. Although this can be at times a useful method, it is definitely starting to drag everyone down. Who actually enjoys receiving a Cold Call these days? This most definitely will be dead and buried in B2B selling by the end of 2015, if not sooner.

2. The Cold Email. This is a tough one actually. Email is still such a fantastic tool to get in front of folks. It's on people’s phones and therefore it's quite tough to avoid, unless you have set up a super duper filtering system and who has time to figure those out? However I know that more and more people are hitting the delete button for email.

3. The Email Newsletter. This has been an annoying and nagging interruption for many years now. Who really wants to know about all your great achievements in the past week, month, plus reports on how great you are in the eyes of your latest customers? Nobody cares, really nobody does. I have been unsubscribing from newsletters for about 2 years now and still they continue to add me without asking my permission. I'm guilty too, because I have tried it and well failed, because I haven't felt comfortable about it and you do run out of ideas of what to say. I stopped. I do have downloadable content on my website and it’s completely optional if folks wish to be added to an email list and I state completely upfront that I don't send regular emails. Only now and again will I share some content that is in line with the content they've downloaded. Often that content has nothing to do with me, it's someone else’s content who are able to convey and support my own thoughts much better.

4. Brochures. Yes some folks are still keeping the printers employed by cutting down trees and distributing brochures to prospects and well anyone who will have them. It's time that these are thrashed, because your prospect will anyway. 

5. Features and Benefits. This is the biggest one to crack. I would love to see this one dead and buried. Sales professionals spend most of their time practicing these in order to memorise them when in front of prospects and clients. Marketing professionals also spend countless hours presenting these in many different formats, to convince buyers to make decisions based on how their products compare with others. It doesn't make any difference to your buyer. She wants to buy your product to solve a problem. You would be better off listing problems and solutions, so she can see her problem listed. 

What are the alternatives I hear you cry!

1. Personal Brand. You, whether employed, self-employed, freelance, consulting or any other process you identify yourself with and if you reading this, are already a ’Personal Brand’. This wasn't necessarily possible without Social Networks. Social Networks and by being on them, have allowed you to become a ’Personal Brand’. You HAVE to take this responsibility seriously and if you don't, the consequences can be very harsh. This is the starting point, without this recognition you will struggle to get recognition. You have to craft a great story about yourself and make this consistent across all the Social Networks you exist on. Whether these are personal or business networks. Social is Social, keep the story the same across all. Folks will check you out across all of them and if they aren't in synch you will come across as random.

2. Conversation. The ultimate aim for anyone in Sales or in Business is to have a conversation with a prospective buyer. Therefore your ideas, approach, strategy and intention should be about how you can have a conversation with your buyer. Your buyer won't be interested in you, the only thing on her mind is juggling and solving her problems. You are most likely an interruption to her day and as such you need to be able to convince her that time spent with you will be well spent! All your actions, communication, social posts, will be to support why a conversation with you will be interesting and more importantly a very worthwhile interruption to her day.

3. Engagement. This is the holy grail. We all would love to have our connections become potential prospects and at some stage they will have either liked, commented, shared and loved what we posted or have written. Instead of focussing on what you can ’get out’ of your connections, instead focus on what you can ’give’ to your connections. What free content can you share with them that will help them. Share their stories and updates with your network and help them to get more exposure. The route to engagement is trust. This is all you can shoot for to start to develop a relationship. Folks will do business with people they know, like and trust. Once you build trust, which can potentially be developed online, they can start to know you through a conversation, which can be done over the phone. The ’likeness’ can only happen when they start comparing your profile with theirs and get to know you a little better. Folks are always searching for ’likeness’ when meeting new people and if there are some areas of commonality, likeness can develop quite quickly.

4. Personality. Let your personality shine through at every opportunity. Avoid writing in the third person and reduce the amount of ’I’ statements. It actually isn't all about you. Share ’Why’ you do what you do, as this resonates so much better compared to only making statements about ’What’ you do. If you're able to share passionate insights about how you are helping folks this will also help viewers reach a better understanding about you.

5. Gratitude. Showing gratitude to new connections for accepting your invite or in response to their invitations is an essential part of the ’Modern Selling’ recipe. Furthermore when it comes to invites, I experience too many invites on LinkedIn that have the standard default text. Asking people to give up their time to look at your profile, read it and decide whether to accept your invitation is actually a big deal. Sending a basic and standard invite therefore is actually saying that you don't respect their time, but you do want them to accept your invitation. I also liken it to talking to someone with your back turned when you meet them for the first time. Something you would never do. You can also show gratitude by engaging with your connections’ posts by liking, commenting, re-sharing, retweeting and favouriting (Twitter). 

We are all learning how to do all of this much better. I still have masses to learn and all of our journeys on Social Media are still very very new.

Take it step by step and think about all your actions and interactions carefully and thoughtfully. When you take your ’Personal Brand’ seriously and you have respect for your connections, you can achieve great things.

@stayingaliveuk

Are You Afraid of Rejection on Social Networks?

You should be...

Many more social networkers are being more discerning in deciding who they connect with. I'm sure by now you've heard the saying: ’you’re network is your net worth’.

It’s more important for networkers to show off 'WHO' they are connected to, compared to 'HOW' many.

What's needed is some {old-fashioned} personal branding. If you're reading this then you're already a personal brand and you might not have realised it yet. It doesn't mean you have to be a Rock Star or some YouTube celebrity, although of course it would help. What's a personal brand? I'm not talking about celebrities, it's anyone these days, who has a profile on a social network, a blog or any other profile that resides on the web, like YOU! Personal branding 2.0 is alive and kicking. Anyone nowadays has a voice, whether, you Tweet, Facebook, Google Plus or LinkedIn, you and anyone else can share their inner feelings and thoughts about any national or any international affairs. Plus your opinion on companies, their customer service and their products and services, counts. Potentially you can cause massive damage to reputations of companies or individuals.

With this power also comes great responsibility.

I am assuming that your reputation matters to you and this means, you should take it seriously. Anyone with an internet connection can interrogate your presence on the web. And as you're probably reading this on LinkedIn, a search result of your LinkedIn profile will very likely appear on page 1 of Google when someone searches for your name.

In 1 keystroke any searcher can learn everything about you in a just a few seconds.

Doesn't this warrant a great presentation of your personal brand? It absolutely does. For the past few years we've all rushed to join the latest social network in 'fear of missing out' (#fomo) or ensuring that as a minimum we've got a profile in case someone happens to search for us there. And in that rush we have proliferated our profiles across these networks causing a huge amount of inconsistency. Here are just 4 items from my audit checklist for you to review and examine how you're doing with your own personal brand:

1. Do you have different profile photos on different networks? Most of us are still super critical of the way we appear on photographs. This means we scour our photo library picking out the best photo that we perceive will represent us in the best light. What happens is you may select a photo of yourself in business attire and place that on LinkedIn. You’ll find another one from your holidays maybe with family and friends in a T-shirt, crop yourself and place that on Facebook. Or maybe a family picture and use that on Google plus or Twitter. And when you are developing your personal brand this type of inconsistency completely confuses the viewer.
2. Are you using the company logo instead of a profile photo? If you are a big brand great, push your recognisable logo if need be. However if you are a small or micro business, using your logo is THE most impersonal thing you can do. And using a logo on your personal profile on LinkedIn is just plain silly and actual against LinkedIn's terms, which you agreed to, remember?
3. Do you write a different ’about’ section on each profile? It's one of the easiest errors we can make. To become a recognisable personal brand you need to have consistency as readers will scan your profile and at least pick up a few keywords from your ’about section’ with an opportunity to remember them. If they vary greatly it will lead to readers being confused and not remembering anything tangible from your ’about section’. I know the no. of words allowed also varies greatly, which means that brevity counts.
4. Are you using different header images across networks? Everyone has gone header crazy. Plus the sizes differ hugely. Furthermore how the header interacts with the profile photo and how it appears on mobile devices is another factor that complicates things further. Use your graphic designer to help you get the best look and resolution.

Take a few minutes and review your social networks and adjust them to be closer in line with each other. After all your personal brand is important to you, it's time to take it seriously.

@stayingaliveuk

ps. A great business friend, Richard Tubb @tubblog, asked me to review his media branding and this inspired me to write this article. Thanks Richard!

Did You Send me a Personalised Invite? If Not Why Not?

I know it's not your fault, you’re browsing inside the LinkedIn app, suggestions keep popping up all over the place about who you should connect to, displaying a large ’+’ sign or a ’connect’ button and as your finger slides across it, the invite has fired off!
And the recipient receives an invite with one of the following messages; ’Join my network on LinkedIn’ or ’Michael, please add me to your LinkedIn network’.

Did you know the individual? Had you just met at a meeting? I'm sure they’ll be fine with it, if that's the case. The trouble is the majority and I really mean the majority of members send the standard invite. It's not my fault, I hear you cry, it's LinkedIn, they don't allow you to send a personalised invite via the apps. Correct now you know this, stop inviting from the apps. Go to the website and do it there and do it properly.

Send a decent message to the individual and give them a reason to click the accept button. Be honest and tell them why? Because when they receive that sterile message from you, you've already started on the back foot. If you ever stand a chance to develop a relationship with this connection, show them that you care about their choices. They have a choice to accept your invite or not.

What do you think? What chances do you have in getting that person to accept your impersonal invite. 50/50? 80/20? 90/10?

I reckon there's a 5% chance that they will accept your standard invite.

Now what do you say? It's always better to examine the individual’s profile and look for what you might have in common. Maybe a group, a connection, a location, interests, influencers you follow. There will be something. Think about how you can word a very simple and short message and help them answer the question that will inevitably come up in their head, which is, why on earth should I accept your connection?

Maybe it's just that you’re growing your network, or you wish to connect with like-minded individuals, just be honest and share it. Giving them a reason not to accept your invite also, it shows that you respect them.

Here's an example;

Michael, I see we’re connected to the same people and have similar interests. I am also looking to grow my network on LinkedIn, so I hope you're OK connecting, but of course don't feel obliged to do so

Doesn't that sound better than the standard invite? Even when I’ve met people face to face, I will always send a personalised invite. The only time I might, is when I'm standing or sitting with the person, open the app and search for them, whilst they are looking. Then I confirm that I've found them and then apologise for sending the standard invite.

So please remember, NEVER EVER, EVER NEVER, NEVER NEVER, EVER NEVER, NEVER send the standard invite and NEVER EVER, invite from a mobile device.

Got it?

Wishing you massive success always!

@stayingaliveuk

Does LinkedIn's Privacy Abuse Protection Work?

To be fair, I don't receive a huge amount of spam or abuse on LinkedIn, so I believe that their security systems are sound. Except for this one guy in Ghana, who keeps inviting me to connect. He has around 5 profiles on LinkedIn. His name is Sherif Akande. Go on look him up on search, but probably best not to click through to his profile, just in case he notices that you've looked at him and starts inviting you too!

I’ve reported this fellow now several times to LinkedIn support and their trust and safety department ensure me they are dealing with it. So why does this person still have several profiles on LinkedIn and why does he manage to find me again and again and keeps inviting me?

For me there is something not quite right if someone can do this multiple times. I've blocked every profile of this guy that has sent invites to me, but it doesn't seem to be working, because he just creates another profile and sends another invite. LinkedIn tell me I can't block member profiles unless I'm connected to them. Actually that's not true. You can block them, because I have and when use the URL to look them up I can't find them. So even their support haven't got the correct knowledge about blocking members, which is a bit concerning really.

So what's wrong Jeff Weiner? Why can't your team solve this?

Small kinks like this makes you nervous about your own privacy on these social networks. If someone in Ghana can keep getting away with this abuse, what else can they do?

Sure I could completely hide my profile, but that completely defeats the objective of being on LinkedIn. So why do their support team then suggest this to me, by sending me their help pages instructing me to follow those to secure my privacy. By blocking myself in this way, I might as well come off LinkedIn, as it won't be worth being on there.

I'm not giving up though and I will keep pushing their support teams to highlight this with their development teams and look to solve this.

You can see the thread of my communication with their support team in the slideshare below. I'm far from happy with their standard template response. It really does make you feel like, well, you're not really that important to us, so we will send you out template responses, because it will allow us to close your ticket as soon as possible.

LinkedIn support desk is probably the worst I've experienced recently for these standard template responses. Much room for improvement needed Jeff Weiner.

This is the last response I received from LinkedIn on the matter. In my view they have completely misunderstood the issue, suggesting that I should be more careful who I connect to. A very strange and bizarre situation.

Are You Embracing Social Selling Yet?

There’s so much coming out of the USA on ’Social Selling’ at the moment, that in order to keep abreast of developments, I’ve decided to follow a select group of thought leaders on the subject. I have requested at least 66 of them to connect with me on LinkedIn and I'm following around 73 of them on twitter. In the UK, apart from LinkedIn personnel in London, I've only met one other person in the UK (on Skype), Chris Heffer @theotherhef.

So the UK is way behind the USA, but that doesn't mean it's not taking hold. A lot of people and I mean a lot of them in the UK, don't get LinkedIn at all. They still see it as a depository for your CV and where companies, head-hunters, recruiters look for potential recruits. Frequently I hear this sentence at face to face networking events; Oh yes I’m on LinkedIn, but I don't really do anything with it...should I?

And yes the site may have started life as a CV or résumé site and still is very useful for that, after all LinkedIn make their biggest sales revenue in their Talent Solutions Division ($860 million, 56% of the overall).

However in my view the future growth development of LinkedIn will be by their ’Sales Solutions Division’ and my forecast is that this will overtake their Talent Solutions Division over the next 5 years.

OK, so now what's ’Social Selling’ and how does it work in the commercial world and can it work for anyone?

Firstly there's no dictionary entry for this terms as yet, no Wikipedia entry and when you search on Google there's no real clue as to what it is either. There are many different theories, from as simple as ’using social media to sell’ to the more thought-out definitions as shown below by Koka Sexton of LinkedIn.

For me though it's no different to the term Social Media or Social Media Marketing, which for me are getting rather dated now. Isn't it time that we start encompassing it with the old name ’marketing’? Aren't Twitter, LinkedIn, Facebook and YouTube, just channels, like the channels we invented with the printing press, like newspapers, brochures, posters and anything paper-like.

Aren't the new channels just tools of the trade and therefore isn't ’Social Selling’ just...wait for it...Selling? Of course we need to learn some new techniques, new technologies, new approaches, un-learn old habitual paradigms, stop promoting and start listening, but essentially the process of selling will still exist. After all when you've been spending hours of time, listening, sharing, retweeting, congratulating, at the end of the month you've still got to pay the bills right? Including generating a revenue for your own business or your employer’s business.

There has to be an outcome, a mission, a goal to doing all that engaging and therefore you need a well-thought out strategy, that can deliver the results you want and most importantly need.

But I have come across some interesting concepts and some of them are by Jill Rowley @Jill_Rowley, who is known as the superhero in Social Selling.

1. ABC - Always Be Connecting. You can draw your own conclusion if you wish and for me, this means that growing your network is important. I've always said that sales is a numbers game. If you don't have the numbers, you won't make the numbers. 2. OPC - Other People's Content. Share content written and curated by others and give them credit for it. Always writing your own content is time consuming and sometimes tough to generate enough volume, especially if like me, you're sharing 3 pieces of content every single day. I would never achieve that if I didn't have other people’s content to rely on. 3. OPP - Other People’s Popularity. Help your connections, wherever they are on the web by being their raving fans, make them look good to their audience and mean it. There's no point faking this, as you will be found out, it has to be genuine and authentic.

One thing’s for sure there is a bit to learn, some things to take on board, a lot of listening and a huge amount of practicing too.

I wish you massive success with your Social Selling Mission!

Why?

I recently re-discovered Simon Sinek’s work on The Golden Circle. To familiarise yourself watch his TED Talk video. (audio quality does improve when he changes microphone)

http://www.youtube.com/watch?v=7zFeuSagktM

In essence he challenges us to think differently about how we present ourselves as businesses and especially how we create our marketing messaging to convince prospects to become clients.

Most of us have a tendency to articulate ’what we do’ and ’how we do it’. And rarely do we say ’why’.

Why is a really powerful word and very underused.

However kids say the word continuously as they grow up and as such this word is actually hard-wired in your brain, without you even knowing it.

Before you decide to buy anything your subconscious asks this question automatically.

You may not even realise it, but you do, especially if someone is pitching you a new product or service for your consideration. If they can't answer the ’why’ question for you, it’s unlikely you will buy from them and look elsewhere.

Of course we do buy stuff based on the what and how and usually you will fill in your own why, if the seller hasn't been able to articulate this for you clearly.

So your mission if you choose to accept it, is to review your marketing messages, especially your LinkedIn profile and start looking at ’why’ you do what you do?

http://www.youtube.com/watch?v=PH8uJEPOYDQ

Wishing you massive success always.

Are You Tagging on LinkedIn?

The secret of managing your connections on LinkedIn is tagging. If you don't you will never remember anyone in your network. When you accept an invitation or your invitation gets accepted, go to your new connection’s profile.

Underneath the main profile header there are two tabs, ’relationship’ and ’contact info’.

Click relationship, which allows you to complete a few bits of information.

1. Note 2. Reminder 3. How you met 4. Tag

1. Note; allows you to write a few words about why you connected to them and what you hope to achieve with this connection.
2. Reminder; allows you to schedule a reminder for yourself. At time of writing you can't customise a date as yet, but you can schedule it for 1 day, 1 week, 1 month or recurring.
3. How you met; it doesn't matter that you haven't actually met face to face and it does help how the connection was made. They invited you, or you invited them and why?
4. Tag; the most important one. If you don't do anything else on this section, this one is a must. Decide first what tags you want to have, then after you have made the connection, visit their profile, straight away and allocate the tag from the list that shows up.

Now you are able to search your connections based on their tags and send emails to groups of connections based on tags (50 limit per email). And as you grow your network it means you can find people easier by their tags. You don't need to allocate regional tabs unless you want to group them by district. For example I do have a tag for ’west midlands’, which covers a number of counties in the middle of England.

Wishing you massive success always.

Are You Improving Your LinkedIn Profile?

I teach people every week how to improve their LinkedIn profile. However there are millions on LinkedIn who don't bother to improve their profile. Most aren't getting it yet and don't appreciate that your profile on LinkedIn is your personal brand. Ignore it and you will reduce your chances of finding that perfect job, that career progression or that perfect client. The 1st key area is the profile photo. I still see many profiles and receive invites from people who don't even bother with a professional head and shoulders profile photo. Or they have a badly taken photo which could be a holiday photo or where they stand far in the distance. I completely don't understand this. The other day someone's excuse was that they had put on weight and therefore didn't want to share their photo. And what part of you thinks that people will take you seriously without a photo?

Personally I say, what are you hiding by not wishing to post a photo of yourself? In fact if you don't post a photo of yourself the chances of people connecting with you is reduced by at least 50%.

So it is essential you make this a priority.

The 2nd key area that is ignored by many is your headline. Many make the mistake to enter a title like; manager, director, coach, programmer, student etc. Of course you can use this if you wish, however you have 120 characters of space to tell the reader what you can do for people and what you are good at. OK, granted if you are a student it makes it slightly harder however you also want to stand out of the crowd, so putting something like ’Researching the meaning of the Universe to better serve my future clients’ or something equally different will make you stand out.

The reason for putting something different is that your headline follows you around wherever you go on LinkedIn. For example when you send emails inside LinkedIn, when you send invites to connect, when you post discussions in groups. Each time your headline will be shown and if you just keep your title only, it won't tell the reader anything about you. In effect it's your elevator pitch that is presented every time they read something from you.

The 3rd area is your skills and expertise. LinkedIn have developed this section carefully over a number of years, originally it was called specialities, which was a simple text box, where you could list your specialities. Now LinkedIn suggests to your connections to endorse your skills and they have succeeded tremendously with this initiative. The main reason they have developed this is for their advertisers. Advertisers are able to target their ads very specifically to you based on the skills on your profile. Now you know why LinkedIn keeps giving you suggestions to endorse people. The profile header has even got a new button at the very top saying ’endorse’.

Now most members overdo it. They list the maximum 25 skills. Firstly only 15 will show on your profile but only 10 are in a list with the photos of those that endorsed you, which tends to be the list that most people go for. Everyone scans profiles and because the main list of 10 is more visual they tend to just go for those. Plus they tend to be the highest endorsed and that's why it makes it easy for them. So reduce your list to 10 and keep very focused.

Once you've identified your list and you are happy with it, this list of skills become your keywords. Keywords inside LinkedIn is essential if you want to be found on search. With 260 million members your job is to have your profile optimised for search.

Then take those skills (keywords) and spread them intelligently throughout your profile including a few inside your headline.

This will definitely help when people are searching for members based on skills.

Finally the 4th key area is your summary. Most of the time members use this to promote themselves, which is fair enough if you're looking for a job. However most are actually looking to promote their business or their employer if they are an employee. Of course you need to say something about yourself and I would suggest this is done under your experience section. THE most important part of your summary should be some text that describes what you can do for people. Note, ’what YOU can do’ for people ’NOT what you DO’!

Keep the text short, lots of white space and bullet points wherever possible. This allows the reader to scan your summary in super quick time. Remember people are time poor and don't have time to read a very wordy profile summary.

OK I think that's enough for now. These in my view are the 4 key areas on your LinkedIn profile that need work. It shouldn't be too overwhelming for you. Another tip is to re-visit your summary, headline and skills regularly. It is vital that you refresh these and update them based on things that are changing in your world.

Wishing you massive success always!

Are You a Social Ninja?

Social Media is not actually that old and the networks that dominate the Internet with our insatiable appetite for everything social are growing at an alarming rate. Thousands of small social media advisors have popped up all over the place, well actually all over the planet and everyone these days is an ’EXPERT’.

But will we all be looking back in years to come and say to each other...what were we thinking?!

We spend all those hours on social media when just a few years ago it didn't even exist.

What will you do when it stops? Because knowing how fussy we are as humans, it will inevitably stop at some stage, plus when a younger generation have developed something more interesting and more engaging, 'like' video conferencing instead of typing.

With google hangout (have you tried it yet?) you can video conference with up to 9 people, share your desktop, share YouTube videos and SlideShare. And the quality is excellent!

But...there is still no substitute to meeting people face to face and discussing opportunities.

This is where my 'social selling' concept comes in. It's the perfect blend between social media interaction and face to face meetings.

There are just 3 key things involved with Social Selling.

1. The LinkedIn Connection 2. The Phone Call 3. The Meet Up

Connecting with prospects or connections who can introduce you to prospects has never been easier, providing you know how to behave. LinkedIn is the best vehicle in the world right now that allows you to do this. After all with 2 new professionals joining every second, that's 63 million 72 thousand per year, which means in 5 years time it will have an extra 315+ million on top of the current 259 million. Pretty impressive!

Connecting on LinkedIn is not the final deal though, yes you can be lucky but the chances are that nobody will buy from you unless they know you. This is where the Phone call comes in. Schedule a call with your connection to explore how you can help them, note how you can help ’them’ and not the other way around!

The Phone call is not the final deal either, once you believe that you can help them an even better way to make the connection is meet up for a coffee or maybe even lunch.

Only a combination of all three will get you closer to making that next deal.

Hope that makes sense and if not, join me on my next #LinkedInstinct Masterclass.

Success!

Did You Take Part in My Survey?

Background

I've been a serial business networker for many years, but questioned the ROI only in the past 12 months. And the main reason was because I started using LinkedIn in a more effective and productive way to do my networking with existing and new connections.

So here are the results of my survey. I had actually estimated previously the amount of time business professionals spend doing networking and estimated the cost annually. But this estimate is now backed up by this survey result.

Survey Results:

50% go to 1-4 networking events per month

50% spend on average 2.5 hours at networking events

50% spend 45 minutes travelling to networking events

50% always connect via LinkedIn afterwards

68% consider Linkedin as a networking tool

Here are my previous calculations of the cost of networking:

Cost of event, lets say £20 (non-membership events) Cost of travel to and from, lets say £10 Parking is free sometimes, I know, but City Centre events maybe £5

Time taken to travel on average lets say 20 minutes x 2 = 40 minutes Time at event on average 2 hours Lost productivity time, stopping and starting project work 30 minutes

Total monetary costs £35 Total approx 3 hours @ a modest £40 per hour lost time = £120 Total costs £155 Across the month for just 2 events £310

Total cost per year £3,720 (this is a conservative estimate)

Add to that any club membership if you have any or do the calculation for that instead.

A LinkedIn premium account will cost you just £155 per annum allowing you to achieve so much more in terms of targeting the precise contacts you wish to get in front of.

Networking events are great to meet with local people, however it will always be a ’pot luck’ approach in terms of meeting the right kind of people for your business development.

And the amount of time (potentially 6 hours per month, a full working day) means that you could have found at least 30 new connections on LinkedIn that are on target for your business and start communicating with them. How many targeted connections would you have found at networking events.

Please don't get me wrong, face to face meetings are vital, but not with people who can't deliver you business. If you are just having a social, then that's perfect. But if you are looking for serious business then my suggestion is STOP hoping for 'Pot Luck'.

Wishing you Success Always!

Are you using the new LinkedIn Contacts App?

Well you should!

Let me share with you what I discovered.

First I tidied up my address book on my iPhone/iPad/Mac (iCloud). It took a while but I did a few letters of the alphabet each day, which made the job less daunting, but still delivered a great result. I removed about 2000 contacts, phew! How ever did I manage to accumulate those? I have no idea! Also make sure you remove sensitive data. You don't want this going up onto a server do you? Instead move those somewhere else.

***DATA HEALTH WARNING***

You MUST do this task first, as otherwise you end up with all the rubbish inside your LinkedIn contacts and you really want to avoid this.

If you do this task first you will thank me for it and it is about time you did this and when I share with you below what you can achieve, you will be delighted...no ecstatic!

Step 1

Download the LinkedIn contacts app

(***DO NOT OPEN IT AFTER DOWNLOADING***).

https://itunes.apple.com/gb/app/linkedin-contacts/id635424128?mt=8

Step 2

I am assuming you have the standard LinkedIn iPhone app, but if you haven't please make sure that this is downloaded too.

https://itunes.apple.com/gb/app/linkedin/id288429040

You can open that one and ensure you are logged in. Providing you have set 'download connections' to ON inside this app, (if not click on the IN in top left corner to reveal the setting cog wheel top right. Click on the wheel>download connections and activate this. It will download all your LinkedIn connections on to your iPhone and keep them updated too. This is an important step to complete before going on.

Step 3

On your iPhone, go to settings>privacy>contacts and make sure the contacts app button is switched to on/green. If you forget this step, no worries the app will remind you to do this.

Step 4

Open the LinkedIn contacts app on your iPhone, it will import with lightening speed all your iPhone contacts, find them on LinkedIn, and pull in all the data, plus send all the data to LinkedIn too.

Pretty impressive actually how fast this goes.

NOTE: I don't have my Facebook connections in my address book any longer. I ended up with too many duplications and then had to link those together, which was a real pain. As I only want to have my LinkedIn connections in my address book, I don't want to disturb things. And I highly recommend excluding Facebook. Remember each contact on your iPhone will be uploaded to LinkedIn.

To switch Facebook off for your address book, go to settings>facbeook> and switch the contacts switch to off/white.

Step 5

Check that everything has worked. Search inside the app for a contact, anyone will do. Make sure the data from your address book has been pulled across.

Check on the LinkedIn website and go to network>contacts and then filter by source>iPhone and check if the number of contacts agrees with your iPhone.

NOTE: Don't expect numbers to agree 100%. Mine are out by about 10, but I know that is because previously I had some contacts that were linked with Facebook and messed things up. If it is there or thereabouts, then happy days it has worked.

That's it job done!

But now for the magic, this is where you will be very grateful for using this app.

First let me share with you how people tend to work on LinkedIn. Most people will only share their personal emails address and no phone number.

So when you have someone's business card, look them up on LinkedIn, send an invite to connect and they accept, you will see that the email address that they have on LinkedIn is their personal one. Usually no phone number.

This means you need to add their business email and phone number details. Well firstly LinkedIn has a bug on phone number formats, which means it will not accept a European format, only USA formats. Which is a real shame and yes I have had a dialogue with their support and no fix is imminent either.

But have no fear here is the solution.

Now that you have the LinkedIn Contacts app, your problem is solved.

Step 1

After someone has accepted your invite to connect or you have accepted their invite, you need to go to the standard LinkedIn iPhone app and open it up from time to time, to make sure that LinkedIn downloads these contacts to your iPhone. This makes sure that you don't have to manually enter their details in your address book. i.e. LinkedIn does it for you. However you will more than likely only have their personal email address.

So once per week, I go into my address book iPhone/IPad or Mac (iCloud), with my business cards handy, I look up those people, that I know I have sent invites to and update their record with their business email and their mobile. I don't usually bother with their land line number. If they move in the future that will change and their mobile often stays the same. (unless they have give you their business mobile only).

Step 2

Once you've updated the address record on your device, go to the LinkedIn contacts app and open up the alphabetical view (doesn't matter which view you are on) and then pull down the page, which will then start an update process and a spinning circle appears. You have to see the spinning circle, so make sure of that.

***THIS IS WHERE THE MAGIC HAPPENS*** The LinkedIn contacts app drags the information from your address book, with your latest updates and pushes it to LinkedIn.

Now your contact record on LinkedIn, has updated the business email address, as well as the mobile phone number.

This is pretty amazing actually, because also the phone number format bug inside LinkedIn has been overcome by adding the phone details in this way.

Now you have the correct contact details sitting inside LinkedIn as well.

What this means in fact, that as well as downloading data from LinkedIn onto your iPhone, with the standard LinkedIn app, you can also push data to LinkedIn.

I felt this was such an amazing discovery, I just had to share it.

I hope it works for you and if you have any questions, just let me know.

***DATA HEALTH WARNING***

When dealing with contact information in the cloud, it is possible to create duplicate records. This has happened to me in the past, so please take each step carefully and check your records regularly.

The steps above worked for me without any issues, but I can't take any responsibility for your records and the way that you upload/download from the cloud.

Wishing you success always!

Just 3 Apps for busy Executives?

Just 3 apps for busy executives...really? If you are a baby boomer or even if you're not and you're not sure which apps to download on your shiny new Apple iPhone 5S or iPad Air.

How about just having 3 in addition to all the ones you get free from Apple of course.

The idea is for you to achieve a super fast review of what's going on what is being said about your company, so you can scan it (read), write it or find it.

Number 1 is Flipboard

Flipboard is still for me THE best social integration magazine app around. There are others but as Flipboard was first and they made the biggest impression, for me they have stayed ahead of the crowd.

What do you need to do?

• You need your company social feeds as priority 1. This means you can view and keep up to date with what your marketing teams are sending out.

• You need your own social feeds if you have time to be engaged with them. You can have feeds from all the major ones, plus you can post and engage from within Flipboard too, so there's no need to download the individual apps. Its basically your single dashboard for everything.

Second is LinkedIn

If you're no making use of LinkedIn, then you are missing out on some key intel. LinkedIn is now THE biggest and MOST important professional database in the world.

Fortune 500 employees are there for sure and most Executives have a profile, even if some of them are hiding them.

Time to get out of the shadows and be seen!

The LinkedIn iPad app has received a major overall and now its fast and accurate. You have to meet someone, call them or even research them. Using LinkedIn is the best tool for doing that.

Your company profile should be there too. With all the detail of your latest marketing posts.

Remember of course you can pull a lot of the feeds into your Flipboard too! Primarily though this iPad app is for research and engagement.

Third is iA Writer

Not much to be said, its a simple writing app, no distractions, no formatting, no fluff, just think and write. A draft email, a report, meeting notes, just anything that needs recording simply easily and safely. Done!

Go and get those and STOP playing games, use your mobile devices to do some business and stay focussed!

Success!

Are You Losing Growth on LinkedIn?

Members are losing growth because they are using the mobile LinkedIn app.

Since I started using LinkedIn seriously, I made sure NEVER to invite new connections with the standard LinkedIn invite sentence, 'I'd like to add you to my professional network on LinkedIn'.

It made a massive difference to growing my network and reach and I'm pleased with my progress.

I teach others to always use a personal message and write something to make the invite personal. All of you know this right?

So why has the standard invite not been changed?

And why hasn't mobile given us the same opportunity for sending a personal message?

Now that LinkedIn is being opened up to a bigger and younger audience, guess how they will invite someone? Correct, via mobile! Guess how many rejections they will receive? Loads.

Why? Because business professionals are saying that they will not connect to someone they don't know and especially if they don't include a personal message.

Mobile will by far be the biggest opportunity for LinkedIn growth, most new members wish to grow their network fast, especially young people, as they are keen and excited with a new opportunity like LinkedIn.

They've been used to just invite hundreds of school friends on Facebook and follow like crazy on Twitter. It will be wrong for them to replicate their behaviour from those platforms, but we both know that they won't and will make a massive mistake but just sending out tons of invites, by clicking on ’connect’ against profiles showing up on their mobile devices.

Please Mr. LinkedIn, please change the way that you can invite members to connect on mobile and please, change the standard #LinkedIn invite sentence or at least add a flag that says, say something personal.

The ’only invite people you know’ message just doesn't work anymore.

Looking forward to some positive action from you Mr. LinkedIn.

Success!

What Stage are You at with LinkedIn?

In all my dealings with clients, I have concluded that their are 4 stages of progress with LinkedIn.

Most members are stuck at stage 1, what I call the 'Profile' stage, where they are still getting to grips with developing a decent profile, that shows what they can do for people or employers instead of 'what' they do.

The objective of course is to get to stage 4, the 'Sell' stage and this is the same for members looking for business or for those looking for jobs or advancing their career.

You do need to commit time and effort to each stage and make sure you are comfortable and confident in applying or completing the stage before moving on.

Each stage prepares you for the next one and its a logical progression. There is no way you can dive in and start 'Social Selling' until you have a decent profile, a decent size network and you know how to behave.

I often say that not having a decent profile with a decent photo is like greeting someone in person with your back turned to them. I still see too many holiday snaps, people posing in the far distance or with family members and mates. Its a disaster and it will NOT win you business or your next job. NO WAY!

When you invite members to connect with you, they will almost certainly look to see if you have over 500+ members. Why? It makes you an attractive connection. Adding another 500+ people to their 2nd level network means they will achieve more exposure on LinkedIn and allows them in turn to find potential prospects to connect to easier too.

If you have 500 connections, who in turn have 500 too, it means your network grows to 250,000 in a heart beat. Now this gives you options and social is a numbers game, sorry but it is. And for those who tell me they are very careful who they connect to and decline people they do not know, you need to wise up to the fact that your network will stay small, because of your small thinking.

Once those two stages are out of the way, you can focus on your behaviour inside LinkedIn and this includes groups, emailing, sharing, liking and commenting. A massive subject taken for granted by most. Oh and it's NOT a promotion campaign that's what the advertising channel is for.

Only after those 3 stages are completed can you think about how to develop leads on LinkedIn.

Hope that makes sense? If you wish to book on the '4 stages of LinkedIn', my price is £200 + vat ($350), for 4 hours of tuition, 13 weeks online support via my LinkedIn group, costed based on the size of your group. £35 ($49) for my 2-hour video course 'Mastering Your Profile on LinkedIn'.

My coaching is over a period of 8 weeks, with a 2-week interval between each stage allowing you to adopt your new learning and implement a new approach.

It's a small investment, if you consider how much potential ongoing annual turnover/profit you will make from just adding one new customer every month to your current business.

I look forward to working with you to make that a reality.

Success!

3 Must Do's to Win Business and Get More Leads

LinkedIn connection Mark Langston of Crystal Thought asked me to contribute to a blog he's writing. He wanted '3 Must Do's to Win Business and Get More Leads'.

Well that's a tough one, I can think of loads. Its easier to say what 3 things you must do when you get up in the morning then decide which are the '3 Must Do's to Win Business and Get More Leads'. Bathroom, Shower, Breakfast and sometimes in reverse order!

In my view the following 'Must Do's' are quite basic and of course as we know the basics are often forgotten.

So here goes;

1. Stop talking about yourself and start listening!

You have two ears, two eyes and JUST one mouth. A common mistake I see all the time is over-promotion. STOP! When you engage with someone either face to face or online, listen, watch and learn. Its in the stories they tell you, they share the secrets of what they need. SHUT UP! Do not be tempted to jump in and solution sell at the first opportunity of hearing their need. It could well be a false direction they are trying to send you in and after all nobody will truly say what they are struggling with. That would be too obvious, too revealing, too embarrassing and definitely not English. All is actually OK, if the government just got their act together, we would be OK. DON'T! Get drawn into politics, focus on the job in hand and ask the most important question, which is; 'What Else?'

2. How can you assist in ways that are not profitable for you but profitable for your prospect?

Business is built on trust and the fastest way to build trust is to do something for someone without expecting anything back in return. When doing your listening whether face to face or online, listen out for clues as to who they wish to meet and who their ideal prospect is. In fact if they don't give you those clues, which actually most people don't, then you MUST ask the question. It is highly probable that you know someone, who knows someone and before you know you could make an introduction. With the power of LinkedIn this is now very easy to do. Its YOUR job to deliver the potential prospect to your prospect. Trust is built on what you DO for people, not what you COULD do for them.

3. Its a numbers game, but they don't add up until you get personal!

Yes indeed, you have to kiss a few frogs before you find the ideal prospect, however you also need to get to know your network better than you actually do. In my experience you have an intimate network of only 150 people. I call these the 'Power 150'. These are the ones you need to leverage more than you are actually doing. Can you tell me what these 150 people do, who they want to get in front of and what their personal aspirations are? Whether you meet them face to face or via a video call, it doesn't matter, but get intimate, get to know who they are and what their business is about. They are the ones who will help you find the business that you need. As humans we will remember those that make the most noise. I'm not saying be noisy, but definitely be there alongside them, so they notice you. So now go and make a list of your 'Power 150'!

To get more FREE tips on social selling you can visit; http://stayingaliveuk.com/linkedinstinct/

Success!

Have you understood the new LinkedIn updates?

LinkedIn have been busy. Their have been 6 significant updates in the past few months and I'm sure there will be more on their way. I have created this one page MindMap to help you view what the different updates mean.

You can download the PDF by clicking on the link below or just click on the image below to view it online.

In summary the new features are:

1. New all encompassing search bar
2. Rich media updates on your home page or company page, upload files or images
3. Mentions, you can now mention anyone or a company when you post an update
4. Contacts, completely revamped and improved
5. 'You recently visited' graphic to interrogate and review what you've been up to
6. 'Whose viewed your updates', a great measurement tool to see what posts are receiving engagement

Success!

New LinkedIn Features

http://www.youtube.com/watch?v=qE4gRccorCk

Enhance your LinkedIn updates with rich media from LinkedIn

Start a Conversation with Mentions on LinkedIn from LinkedIn

Introducing the New LinkedIn Contacts from LinkedIn