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Inbound Marketing Blog

LinkedIn: Crap For Enquiries? Not For This Fire & Security Company

"LinkedIn's crap," a Fire & Security director told me. "It takes all day and doesn't result in any worthwhile enquiries!"

Are you feeling the same frustration?

But why is that?

Top 5 LinkedIn Tips For Fire & Security Directors

Have you ever said: "LinkedIn doesn't work for our industry!"?

We have run many 1-2-1 training consultations for Company Directors on LinkedIn. Attendees leave with sure-fire training on how to get the best from LinkedIn for their industry.

And here are our top 5 tips for the Fire & Security market:

 

1. Complete Your LinkedIn Headline

Your Headline is the most important part of your LinkedIn profile.

It's the first thing that anyone sees about you in Google if they search for your name. And your headline is something that is easy to control so make it count!

Most of the profiles that we see say Fire Engineer or Security Director or Owner. And then the name of the Business.  That's a waste of some of your 150 characters.

Talk about your specialist areas. Fire & Security is a crowded marketplace so just adding words like Fire or Security isn't going to make you stand out enough for LinkedIn to display your profile for searches around those keywords.

Think about the areas where you have had the most impact and mention those in your headline. Is that for the domestic market with home automation? Do your best skills lie with fire protection or access control in the commercial sector?

What problem can you solve for people? What are the benefits of working with you and your company?

Help LinkedIn and Google to understand what you do and who you can help. Then they can rank your profile in a search for that keyword on their platform.

 

2. Stop Competitors From Seeing Your Customers

Grow Your Law Firm By Sharing On LinkedIn

My fabulous sales coach, Rick Roberge,  and I were talking about the power of LinkedIn to grow businesses and he reminded me about why it is so powerful to share posts with your connections... and their connections!

This simple strategy became incredibly relevant for firms of solicitors and barristers when applied to the events of my own week!

2 New LinkedIn Search Hacks - Don't Waste Your Cash On Sales Navigator

Further to our post on 7 Essential Tips For Savvy Business Owners On The New LinkedIn, here's some more in depth tips on LinkedIn's  Advanced Search.

This option has been moved to the high end Premium packages. But all is not lost and you don't have to upgrade immediately - it just takes a fraction longer to find your prospects.

New LinkedIn search for Job Title 

7 Essential Tips For Savvy Business Owners On The New LinkedIn Layout

Following the new LinkedIn update, hundreds of users took to the platform to publicly throw their toys out of the pram. Many were quick to announce the cancellation of their Premium Business account or their abandonment of the platform altogether.

It was not so much the new Linkedin layout that was the problem, but the removal of some popular features in the free and Premium Business packages. This forced users to consider an upgrade to the considerably more expensive Sales Navigator or Recruiter packages.

But, to be brutally honest, unless you are a sales person who is working the numbers game and you have to make hundreds of new connections every week in order to achieve your quota, you should not consider upgrading to a premium account until you have utilised all the features of the free account.

And, despite the nay-sayers, the latest upgrade gave huge amounts of potential to those of us who like the power of free.

I have listed them here in my own personal order of importance, along with a couple of gotchas.

How To Create A Good LinkedIn Profile

If you're a Managing Director or Sales Professional who wants to know how to create a good LinkedIn profile that attracts your ideal customers and helps them to want to connect with you, read on...

How To Connect On LinkedIn With Your Ideal Prospects

Once you’ve defined the companies who fit your Ideal Buyer Profile and the Buyer Personas who work for those companies, you need to work out how you’re going to connect with them.

You can have hundreds of ideal prospects listed on the best free CRM for small businesses but, if none of them know who you are or how you can help them, it's a waste of time.

The State of Inbound noted that 42% of salespeople they surveyed said that prospecting is the most difficult part of the sales process – but in many cases that’s probably because they are doing it all wrong.

How To Replace LinkedIn Tags with Hubspot CRM Properties

The Hubspot CRM is a great replacement for all the free users of LinkedIn who are missing the Notes & Tags options.

Here's how to set up properties on your Hubspot CRM to replace LinkedIn tags without having to fork out for a premium account.

Just go to Settings in the black navigation bar, find edit your contact properties or add new properties and then select Manage. 

Next, click the blue Create a new property button and you will see this pop up. These properties will then appear on your Contact cards as a field for you to complete and which you can use to filter your contacts as you require.

Why Losing LinkedIn Tags & Notes For Free Accounts Is Not A Problem

If you’re waking up with the new updated LinkedIn layout, one of the best features will now be missing from your free version – the mini CRM that allowed you to manage your relationships on the platform.

Previously, underneath each profile that you visited was a section where you could make notes and reminders about that connection. It showed your most recent interactions and could be ‘tagged’ with a series of labels that allowed you to filter your connections by the things that were common to them.

But not any more – unless you want to pay about £75/month to get the LinkedIn Premium Sales Navigator package.

So what can you do to replace LinkedIn tags and notes?

Get The Free Sales CRM from Hubspot

Fortunately, Hubspot have stepped into the breach with their free CRM which actually works much better than the old LinkedIn version, in most cases.

How To Use LinkedIn To Find Customers

Last year LinkedIn was great for finding customers. 

In 2016, you could do an Advanced Search that would allow you to put in the Job Title of your ideal customer, the ideal industry and a radius within which they were located. Press a button and LinkedIn would search through your 1st, 2nd and 3rd connections plus any Groups that you had joined and produce a list of likely candidates. It would even allow you to save that list and automatically update it for you when anyone new joined LinkedIn who met your criteria.

However, that feature has disappeared in 2017 for free accounts.  

But all is not lost - you just need to be a bit more industrious and innovative. And, in some ways, the lack of automation will actually improve the way you select your list of potential prospects. It forces you to be more selective about who you add to your sales pipeline.  Read on to find out how to use LinkedIn to find customers in 2017.