Time to read: 3 minutes. I finally figured out how to get attention on LinkedIn. Success is about a basic idea: Proving you’ve got something different to say—then saying it in a provocative way that creates intense curiosity in you. That’s it. Here is a simple, 3-step process showing exactly how to get attention on LinkedIn. This is where to start!
If you’d like to skip the details of each step below take my free LinkedIn training and get started DOING this 3-step process now. You’ll even get a worksheet to help with Step 1.
Think about the last time you clicked on a blog and discovered exactly what you needed to know. What brought you there? Without doubt it was a title. You clicked because the headline promised an answer—a solution to a problem, a warning, a short-cut or “better way” to get what you wanted.
That’s precisely how to get attention on LinkedIn. It really is that simple.
Here’s what I mean. Can you …
Don’t think in terms of what you’re selling—consider anything customers need help with.
It could be …
The idea is to come up with short, pithy topic ideas—then create headlines that command attention. For more tips on the research portion of this step see Step 1 of this post on effective LinkedIn messages.
Make your topic headlines short and sympathetic to customers. Most importantly, structure them to trigger interest. Make them irresistible to click on. Go further than being relevant by compelling readers in a very simple, basic way.
For example, I generated dozens of leads in the Linked Strategies group with the title, “Why isn’t LinkedIn generating leads for me?”
This title got attention because it appealed to a common pain among my target market: Their lack of success wtih LinkedIn. At the same time the question signals something very compelling to my market:
The resolution of that pain might be found here (in the discussion).
When someone asks, “Why can’t I get any satisfaction with ________?” in a room full of like-minded people it’s possible that someone will step forward with a useful answer.
An effective headline subconsciously tells customers, “there could be an answer/resolution here… I better check it out.”
Here’s the “big idea” in a nutshell: Figuring out how to get attention on LinkedIn is more about how and when you present knowledge, not the knowledge itself. Keep this in mind as you read on.
Ok. You’ve got your headline—written in the form of a provocative question. You’ll also need a conversation-starter to get people interested in a focused discussion. This is a summary of what you want the discussion to do (for readers) AND a reason for people to participate in it.
This is your way of saying, “Hi, everyone. This is a REAL problem … and my quick take on a unique solution … what do you think of it? Do you have any suggestions?”
This allows prospects to quickly:
Most importantly the ensuing conversation will provide excuses for you to talk more about your solution. For example, if a group member suggests a remedy to your problem that you (or most folks) have already tried politely say so.
Don’t dismiss it. Just say, “yes, I’ve tried that. Many of us have. And that’s why I tried ______.”
Then follow-on by giving more details about your unique solution.
The idea is to:
The goal is to encourage prospects to think, “I wonder what, exactly, he/she means by that … this sounds really important for me to fully understand.”
Or, “How can I get access to more of that kind of enlightened thinking!”
Of course, you’ve got to credible too, not just provocative. You’ve got to be respectable yet mysterious. Say just enough about your remedy to provoke curiosity in your prospect. Keep answering in ways that create more questions in their minds!
I encourage you to take my free LinkedIn training and get started DOING this 3-step process now. You’ll even get a worksheet to help with Step 1.
Now you know how to get attention on LinkedIn in 3 simple steps. Good luck!
Photo credit: Sam Bald.
Jeff Molander is the authority on starting conversations with busy people. As founder of Communications Edge Inc. he teaches a proven, effective communications technique to spark buyers curiosity in sales outreach & marketing messages. He's a sought-after sales communications trainer to individual reps, teams of sellers and small businesses owners across the globe. He's an accomplished entrepreneur, having co-founded the Google Affiliate Network and what is today the Performics division of Publicis Groupe. Jeff served as adjunct digital marketing faculty at Loyola University’s school of business. His book, Off The Hook Marketing: How to Make Social Media Sell for You, is first to offer businesses a clear, practical way to create leads and sales with technology platforms like Facebook, LinkedIn, YouTube and blogs.
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