Advanced LinkedIn · 10/30/2018 · LinkedIn! •95%+ of HR uses LinkedIn to source candidates •Increasingly the first stop for hiring managers ... Get set up properly first ...

Advanced LinkedInRobert HellmannPresident

Hellmann Career Consultingwww.hellmannconsulting.com

October 30th 2018

© 2018 Robert Hellmann LLC / www.hellmannconsulting.com [email protected]

Remind Client How LinkedIn is DifferentFrom Other Social Media

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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

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With a few exceptions:

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Use LinkedIn for…

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Use LinkedIn for…

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NetworkingDirect Contact

Applying“Showing Off”

Finding the “right” People

Being FoundResearch/Learning

Building a Following / Business


Get set up properly first

Then…

Use It!

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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)

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Finding People✓ Advanced People Search

✓ www.linkedin.com/alumni

✓ Search a 1st degree’s

connections

✓ Where people went

✓ Companies11

http://www.linkedin.com/alumni


Challenge them…

“Find five people to contact”

1.Using “Advanced People Search”

2.Using “Alumni Search”

3.Looking at Companies

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How to Contact People

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✓ 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.

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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

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RESEARCH

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© 2018 Hellmann Career Consulting / www.hellmannconsulting.com [email protected]


Stay on top of Trends

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• Improve my feed

• Follow anyone

• Follow company pages

• Search for posts using #

• Group discussions

• Job Postings & Profiles – research keywords

• Check out “slideshare”

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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

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Search job postings, save searches

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Remind them of Smartphone Apps

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Get Set-up First


1. Restrict Access

2. Write your profile

3. Open up Access

4. Build Network Strategically

5. Join groups

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Getting set up


Before editing client’s profile:

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LinkedIn Profile

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Leverage Resume’s Verbiage

“whenever possible…”


Consider these Differences…Resume -

different versions

Profile -

Just One

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And…Just a Handful of

People See Your

Resume

Way more view

your Profile!

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Try to Keep Resume Accomplishments,

Including Metrics

Exception examples:

• Dollar amount considered

proprietary?

• Claim that someone might contest?

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LinkedIn Profile Jobseeker

Also…

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They’ll contact your client anyway

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

Your client gets the wrong kind of attention

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Don’t Say

You’re Looking


Exception: “Open Candidate” Feature

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Use with caution


Old-fashioned Media

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Social Media

Can use “Created…” or “I created…”

Don’t use “She created…”


YES to Recommendations

(get at least 3)

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Use All 50 Skills Slots…

Focus on RECOMMENDATIONS, NOT ENDORSEMENTS

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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.

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While keywords matter everywhere,

ensure keywords in

Headline

Skills Section

Job Title

Company Name

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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

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Title & Company

Add keywords to job titlesChoose company name that

LinkedIn recognizes.

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If Your client has no current job…

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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

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http://www.hellmannconsulting.com/resources


Who to Connect With

First

Quality…

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ThenQuantity


Quality Connections

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

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

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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.

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Connection Tips

Ignore unwanted requests

Include a personal message

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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

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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

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Educational Institutions

Organizations Where They Worked

Associations

Groups That Only Exist On Linkedin

Groups Your Client Should Join

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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

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http://www.linkedin.com/in/roberthellmann

http://www.linkedin.com/pub/roberthellmannx133a0095d


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…”

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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.”

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

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MY EMAIL: [email protected]

www.hellmannconsulting.com/pubs

https://bit.ly/mbacswp

mailto:[email protected]

http://www.hellmannconsulting.com/book

Advanced LinkedIn · 10/30/2018 · LinkedIn! •95%+ of HR uses LinkedIn to source candidates •Increasingly the first stop for hiring managers ... Get set up properly first ...

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