Getting Linked In In 5 Easy Steps

Step 1: Complete your profile.

No one wants to be the friend of someone they don't know. Make it easy for them. Complete your profile. There is a bar graph right on the profile page that tells you how complete you are and what steps you need to take to be 100% complete. What could be easier than that? A few things to keep in mind.

• Ask for recommendations. You have happy clients. Ask them to recommend you. Nothing says more about you than third party endorsement.
• Add your contact information. Make it easy for people to find you, your web site, phone number, email.
• Complete your past education and experience. People want to know that you know what you're talking about. Been doing it 30 years? Tell me about it.
• Keep your summary short and direct. Most people won't read 13 pages of summary. Assume you get 3 sentences and make them work for you. Be wordy in the experience NOT the summary.

Step 2: Join Groups

You can join up to 50 groups. There is no reason not to join 10 immediately. It is the quickest way to connect with other people.

• Assert your expertise with your groups. Are you a member of NSA or ASTD? Join the groups and show it.
• Connect with people who already love you. Your sorority or Toastmaster buddies already know and love you. Some of them might be able to hire you.
• Join groups your potential clients are in. Did the majority of your work come from banks last year? Join financial groups.
• Do you need more connections? Join Top Linked. It is the easiest and fastest way to get connected to more professionals.

Step 3: Get Connected

You have to connect to other people. Once you are a member of a group, you share common ground. Go through the groups one at a time and invite the other members. Sounds simple but most people don't do it. Your goal is 500 connections in the first 30 days. If you join Top Linked and personally invite a few from groups everyday, you'll be amazed at how easy it is to reach this goal.

Step 4: Become the Expert

No one hires speakers. They hire experts. Establish yourself as the expert. Comment on a discussion. Answer a question. Post a news article, preferably one you wrote. After you have joined a few groups, check out the discussions. Throw your .02 in. This is how people will come to recognize you and your expertise. Remember those discussions go out to all the members of the group. You can show 19,000 people that you are the one who has the answers.

Step 5: Do it

It only works if you actually do it. It won't take long. You can accomplish this in 20 minutes a day. You don't even have to do it everyday. Try it 4 days a week. Once you get the process down, you'll breeze right through it. The object is to keep it simple and manageable. Don't inflict too much process on the steps.

You can do it. We'll help.

Can you hear me now?

"Every choice you make has an end result." - Zig Ziglar


A colleague of mine called me earlier this week. She was very upset from a phone call and wanted to discuss it.

A salesman called her to let her know her name came up at least a dozen times at a recent NSA Conference. The salesman went on to ask if my colleague would like to purchase a booth at the National Convention. Then the salesman proceeded to ask her if she had any experience working with professional speakers.....3 times.

I find this amazing. Why would her name be mentioned at professional speaker's conference if she didn't work with speakers? Why would she be interested in a booth at the conference if she didn't work with speakers? And why.....oh why.....wouldn't the salesman take a few minutes to look her up on line and find out BEFORE calling and asking her to spend money?

There is no excuse for a cold sales call these days. Thanks to Google, Facebook, Twitter and Youtube, you can find out more than you ever needed to know about most people. At the very least you can find out what service is listed on their web site.

Nothing makes a better impression with a potential new client than knowing about them and what they do. It leads to better questions, which get better answers and more sales. So in this day and time, why wouldn't you do your research before picking up the phone? My colleague was so offended by this salesman's line of questions and lack of knowledge, she would never buy anything from him. If he had taken the time to even glance at her web site he would know she has an impressive (and lengthy) list of professional speaker clients.

NSA has amazing conferences and there is tremendous potential there for speaker vendors. Too bad this negative experience might keep others from having a positive one at the next conference.

No offense to Shakespeare

"What's in a name? That which we call a rose By any other name would smell as sweet." - William Shakespeare

No offense to Shakespeare, but I disagree.

The name matters and looks are important....when it comes to your marketing material. Marketing material should be polished and professional. Often, you only have seconds to capture a potential clients interest. If the title of your presentation is boring or your marketing materials aren't polished.....time's up.

Let's take a closer look at one sheets. Most professional speakers and trainers have a one sheet. This is a summation of your expertise, topics, and experience in an attractive and easy to email package. Every good one sheet should have the following 7 elements.

1. Source file of head shot or other photo
You need a professional head shot. There are economical options available. This is the first thing most people see so it should be a good representation of who you are. Do you want to speak to large groups? Include a photo of you in front of a large crowd.

2. Source file of logo
Does your logo work? Can someone glance at it and understand what you do? If the answer is no, then it might be time to update your logo.

3. List of topics - no more than 5
You want to establish expertise and you can't be the expert on 20 different topics. Try to limit the topics listed to 5. If you have more, then you might consider consolidating.

4. Short description of each topic
You should include a short description of each topic. Try to avoid jargon or complicated language. If your client doesn't understand the description, they probably won't select the topic (or you).

5. Testimonials - 3-5
Every speaker has been told they are great so try to include specifics for your testimonials. Any ROI statement or action item is ideal. "You are the greatest speaker ever" will do in a pinch but nothing beats, "after hearing ___, I implemented ____ and got ____. Best money I spent. Ever".

6. List of previous clients
This is a good way to let your potential clients know you have some experience. Just getting started? Skip it until you have a decent list or start volunteering.

7. Bio and experience
The most common mistake speakers make is the bio. Most people make it all about themselves. What? Isn't a bio supposed to be about you? Nope. The bio should give information about you but is really about what's in it for the client. Focus on your end user and you'll get it.

I love the graphic designer I work with. Kimb does amazing work and has one sheet experience.

Still not convinced? Take a look at the difference a good one sheet can make. The one sheets included in this blog include the same information. Which one would you want to represent you?

Sorry Shakespeare, but I'll take the rose.

Doing as I say

"Do as we say, and not as we do." - Giovanni Boccaccio

I was on the phone earlier today with a potential new client. He called me based on the referral of a colleague. After chatting a while, he confessed, "I almost didn't call you after checking out your blog." I gasped, "OH NO!"


Talk about a reality check. I preach about process. It's all about the process. Everything you do should be process driven. Your blog should drive people to your Facebook page and the Facebook page should drive people back to your blog.


Well that only works when you actually write in your blog. Yes, it's true. I have neglected writing in my blog. It has been months since I posted. Now I would have a fit if a client of mine had done this but I am guilty.

I've been busy.
I'm working on a new web site.
I have a lot going on.

There's no excuse. I work with professional speakers all over the country who spend all day training and still have time to network through Meetups, get out a newsletter, write a blog, post a LinkedIn discussion and comment on Facebook.

The process is what drives sales and clients. If you neglect the process, any part of the process, communication breakdown is inevitable. Why should a client trust me with the task of maintaining their social media if I neglect my own?

I am committed to the process for each and every client. I am now also committed to the process for myself. You will definitely be hearing from me again...soon.