Make a list of the many projects and tasks on your plate. Prioritize them by client score. That is, are they necessary for current clients? Will they attract future clients?
When you prioritize the activities from your Work Pie of Time, you will see which ones are the best use of your valuable time. Some can be handled by others and some may even be set aside, not to re-surface for a while. That’s okay. Not now does not mean never.
Create a giving appointment in your daily calendar. Research shows that keeping a gratitude journal for 15 minutes a day, three times a week, can enhance your feeling of happiness. By giving to others in your professional circles, you will give them a boost that supports their business, plus improve your own mood.
Consider how you can intentionally create more word of mouth by tapping into what is unexpected, memorable and sharable.
Consider the industries in which your clients operate along these lines. Look into your crystal ball for themes to share with reporters:
Trends, Competition, Consolidation, Regulation, Legislation, Litigation.
Email is the way. Whether the email newsletter is read that same day or at another time, the subscriber sees your name and mentally records the fact that you entered their In box. Now that it is more difficult to conduct business face to face and in person due to COVID, it is imperative that you remain top of mind among your connections. When relationships are reinforced by periodic email, it is more likely you will be remembered for a future contact or receive a positive response to your next phone call.
Send a holiday e-card to your many contacts. A simple text conveys greetings for the holiday season, plus the note that you have made a donation to Nonprofit Group in their name, in appreciation of your relationship.
Two can play the Marketing game better than one. After you team up, thank the client and celebrate. When you speak at an event or write an article, acknowledge the shared success. Post a summary as an update on LinkedIn, with a link to the article or the event announcement. You may also mention your article and presentation in your newsletter, again, thanking the client. When you attend the networking event or the trade association’s program, take photos that feature you and the client. Both of you can post the snapshots to your social media accounts.
Your profile may be complete according to LinkedIn’s checklist, yet underperform. Make the most of this free space.
1. LinkedIn automatically inserts the title of your current job in the Headline slot. You can change that easily. Does your headline describe the value you create for clients or the team? Does it use terms someone outside your profession would use? (Hint: No one seeks a Director.)
2. Is the length off the Headline close to the maximum of 220 characters? You can achieve this by using a mobile phone or tablet when you edit the headline.
3. Does your photo convey you are approachable?
4. Is your background default LinkedIn blue? Does it display information about your services, a cityscape or your company logo?
5. Have you received (and given) recommendations recently?
6. Do you display examples of your work, such as reports, videos and news articles, in the Feature section?
Run this checklist on your website. After you answer the questions about the home page, look at a few other pages and consider these issues:
1. Is there a sample of your expertise — a free downloadable white paper, tip sheet or quiz — upon submitting an email address?
2. Are the images relevant?
3. Do you invite visitors to contact you and display your phone number and email address on every page?
4. Is the latest issue of your newsletter available for review? Is it current? Is it easy for visitors to subscribe?
5. Does the website display well on mobile?
How often should you execute these marketing activities? Most businesses do not change dramatically in a short period of time. Schedule a date once every quarter to review each of the following, individually: Website, LinkedIn profile, Media Profile and an idea for an Article. Your Newsletter is probably published quarterly, as well.
Establish a system to add contacts to your Database on an ongoing basis. Plus, set dates to periodically reach out for a quick catch-up call or an invitation to attend a webinar or networking event together.
Schedule time to participate on Social Media at least three times a week, whether you post your own thoughts, share an article by another or comment on posts by your connections.
Whenever you create new material, such as a published article or newsletter, post it on your website, promote it on social media, incorporate a reference and link to your Email Signature and add it to your LinkedIn profile. (Links to your website and LinkedIn profile remain the same.)
What are good questions to get the conversational ball rolling in your Networking Squared meeting? The best questions are open-ended, permitting the respondent to share an example or anecdote that illustrates the point of discussion. Some favorites are:
1. How do you help others: Save Time, Save Money, Make More Money or Get More Joy out of Life?
2. What was the highlight of the past year (or quarter) in helping a client? 3.
(In reply to a statement) That sounds hard. How do you do that?
Who might you partner with on this case study/publication/speaking project? Start by reflecting on the work you most enjoyed or found most remunerative and where you wish to secure more engagements. Now, create a list of those previous clients who deemed your services and advice a resounding success. Add to it other professionals who collaborated in a key component of the project. Perhaps vendors who contributed substantively to the outcome might be valuable collaborators in this case study as well.
If the viewer’s eye is drawn to photos, what happens when there are no people in the picture? The world’s most popular radio station is WII-FM, namely What’s In It For Me. If a visitor to your website do NOT see someone in a featured photo, how will she identify with the activity or solution that is discussed?
It’s easy to turn your audio into print by following the Marketing strategy of C O P E (Create Once, Publish Everywhere). Summarize the key points of the discussion in a numbered list. Place the write-up on your letterhead and add the link to the podcast. Publish these Highlights as a post and article on LinkedIn, plus on your website. This makes it easy for someone to scan the topics and decide that she wants to listen to your remarks for 28 minutes.
It’s Give and Take, not Take and Give. Networking works best when you think about others and reach out to assist them. Accordingly, offer to be a resource to the people you know. Set aside time every day to make a phone call or two that will get a conversation started. Suggest an introduction to someone of potential mutual interest. Ask for some advice. Put the ball in play and see where it leads.
Don’t write the article; instead write a letter that proposes the article. Otherwise, you risk writing something too long or too short, meaning you will effectively write it twice.
Your LinkedIn presence has three components: profile, network and activity. For optimal results, focus on each one separately, in a sequence over a few days, following these recommendations.
Review your website as if a first-time visitor. Make three tweaks that do NOT require a designer. Consider the resources to ensure your website confirms you are who you say you are.
Review the list of a presentation and resources to start your newsletter, at least quarterly. Your contacts are eager to hear from you.
Play to the audience of your elevator pitch. It’s helpful to have several versions that you can tailor when you are speaking to one person, a trio of workshop participants or a room of networking group members. Consider also whether the audience is from the same profession as yourself, are members of a target market or represent a random assortment of occupations. Adjust your remarks accordingly.