Peggy Gruenke | February 2015 | Law Practice Management for Solos
How to Use LinkedIn to Build Relationships and Track Prospects
Have you ever wondered how many of your connections are clients, referral sources, or potential clients?
- Do you forget to send follow up emails to some of your prospects and referral sources?
- Perhaps you regularly lose the notes that you have collected on your prospects?
- Have you ever wished you remembered how you met a particular prospect and who introduced you?
If any of these situations are true for you, then you would find great value from LinkedIn’s built in organizational tool, the Relationship Tab, available to both free and paid members. Even if you are just getting started with LinkedIn, these are great tools to know how to use. And the larger your network grows, the more valuable you will find this feature to help you keep organized and stay on top of your networking and lead generation efforts.
This feature also allows you to save and record information on contacts in your network that you are not yet connected to (2nd, 3rd, and group connections). The benefit of this is that you can create a list of potential prospects that you would like to connect with, record information that you want to keep handy about them, and then track your efforts to connect with them.
BTW, you don’t need to worry about the information that you keep in this feature: it is all private, so no one else will see what you’ve written.
So let’s get started.
- Just below a member’s image and headline is the Relationship and Contact Info box.
- The Contact Info tab is a quick look at that person’s email and other social profiles they’ve shared.
- The Relationship tab is where you’ll find the real functionality. You can see a timeline of your association (including the date you connected), as well as conversations you’ve had on LinkedIn or Gmail (if you have set up this sync feature.) You can also add notes, set a reminder to follow up, record how you met and assign a tag to the person.
- If you are connected to the person, you will see the date that you Connected to them. If you are not connected yet, it will show the date you Saved as contact.
Have you taken the time to really look at your LinkedIn Profile after all the changes LinkedIn phased in during 2012? Did you notice that your Specialties Section is missing from your LinkedIn Profile? Did you notice that if you had a Specialties Section defined in your old profile that LinkedIn has added it to the bottom of your Summary Section.
In 2012, LinkedIn decided to phase out the Specialties Section in favor of the Skills & Expertise Section. For lawyers, I think this is actually good news because of the ethical pitfalls around using the words “Specialized” or “Specialties” on any site where you advertise yourself as an attorney. According to the ABA Model Rule 7.4, claiming yourself as a specialist requires special certification by an approved, accredited authority.
Under Rule 7.4 (e) of the Ohio Rules of Professional Conduct, an attorney must not state or imply in any communication that they are a specialist, certified or specialized in a particular field of law, unless:
- The lawyer or law firm has been certified as a specialist by an organization that has been approved by the Supreme Court Commission on Certification of Attorneys as Specialists; and
- The communication clearly identifies the name of the certifying organization.
When LinkedIn added the Skills and Experience Section, it built your section based on keywords in your Summary and Specialties Sections. If you had a Specialties Section in your profile at the time LinkedIn converted your Profile to the new format, it left the heading Specialties in the bottom of your Profile Summary. If you were cautious when you first built your profile and did not include that section, then you will not see the heading Specialties in your Summary Section.
My suggestion is to check your Summary Section. If you see Specialties listed at the bottom of your Summary, replace this word with Practice Areas. If you are a Certified Specialist, then list it as such following the guidelines of Rule 7.4.
Specialties Section left over in Summary Section.
Other things you may not know:
- From time to time, LinkedIn pulls keywords from other sections of your LinkedIn Profile and asks if you’d like to add them to your Skills & Expertise Section.
- Other people can add a Skill to your profile.
- LinkedIn changed how they calculate a complete profile by incorporating the addition of 3 skills as a requisite for a complete profile.
Thanks for your interest and comments. Next post will be about how to remove or hide Skills you have been endorsed for but don’t think you are qualified to list on your profile.
Peggy Gruenke | www.lawbizcoo.com | Helping Lawyers Succeed | Like me on Facebook