advanced linkedin · 10/30/2018 · linkedin! •95%+ of hr uses linkedin to source candidates...

Advanced LinkedInRobert HellmannPresident

Hellmann Career Consultingwww.hellmannconsulting.com

October 30th 2018

Remind Client How LinkedIn is DifferentFrom Other Social Media

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

With a few exceptions:

Use LinkedIn for…

NetworkingDirect Contact

Applying“Showing Off”

Finding the “right” People

Being FoundResearch/Learning

Building a Following / Business

Get set up properly first

Then…

Use It!

THEN USE IT!

Finding People✓ Advanced People Search

✓ www.linkedin.com/alumni

✓ Search a 1st degree’s

connections

✓ Where people went

✓ Companies9

Boolean Search

Title, Keyword or Company fields

Example for Title:

Marketing AND (director OR vp OR vice OR manager)

NOT (“senior vice” OR SVP)

Finding People✓ Advanced People Search

✓ www.linkedin.com/alumni

✓ Search a 1st degree’s

connections

✓ Where people went

✓ Companies11

Challenge them…

“Find five people to contact”

1.Using “Advanced People Search”

2.Using “Alumni Search”

3.Looking at Companies

How to Contact People

✓ Email***

✓ Groups

✓ Introductions

✓ InMail

✓ Request to Connect

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.

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

RESEARCH

Stay on top of Trends

• Improve my feed

• Follow anyone

• Follow company pages

• Search for posts using #

• Group discussions

• Job Postings & Profiles – research keywords

• Check out “slideshare”

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

Search job postings, save searches

Remind them of Smartphone Apps

Get Set-up First

1. Restrict Access

2. Write your profile

3. Open up Access

4. Build Network Strategically

5. Join groups

Getting set up

Before editing client’s profile:

LinkedIn Profile

Leverage Resume’s Verbiage

“whenever possible…”

Consider these Differences…Resume -

different versions

Profile -

Just One

And…Just a Handful of

People See Your

Resume

Way more view

your Profile!

Try to Keep Resume Accomplishments,

Including Metrics

Exception examples:

• Dollar amount considered

proprietary?

• Claim that someone might contest?

LinkedIn Profile Jobseeker

Also…

They’ll contact your client anyway

There’s a bias against:a) unemployed & b) actively looking

Your client gets the wrong kind of attention

Don’t Say

You’re Looking

Exception: “Open Candidate” Feature

Use with caution

Old-fashioned Media

Social Media

Can use “Created…” or “I created…”

Don’t use “She created…”

YES to Recommendations

(get at least 3)

Use All 50 Skills Slots…

Focus on RECOMMENDATIONS, NOT ENDORSEMENTS

KEYWORDS

To Be Found

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.

While keywords matter everywhere,

ensure keywords in

Headline

Skills Section

Job Title

Company Name

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

Title & Company

Add keywords to job titlesChoose company name that

LinkedIn recognizes.

If Your client has no current job…

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.

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

Who to Connect With

Quality…

ThenQuantity

Quality Connections

✓ Know in some way & open to helping (maybe)

✓ Connection request from stranger & you want them in your network

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.

Connection Tips

Ignore unwanted requests

Include a personal message

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

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

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

Educational Institutions

Organizations Where They Worked

Associations

Groups That Only Exist On Linkedin

Groups Your Client Should Join

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

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.”

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…”

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.”

Get the Slides Here: https://bit.ly/mbacswp

MY EMAIL: rob@hellmannconsulting.com

www.hellmannconsulting.com/pubs

advanced linkedin · 10/30/2018 · linkedin! •95%+ of hr uses linkedin to source candidates...

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