Marketing

Mythbusters Monday: How To Use LinkedIn To Find New Clients For Your Advisor Business: 2 Simple Steps

LinkedIn is a great way to find new clients or turn your prospects into clients. All you need is the right strategy! Twenty Over Ten, CMO Samantha Russell shares some insight on two easy steps you can take to make the most out of your LinkedIn page.

Video Transcript

So many financial advisors ask me and my team here at Twenty Over Ten how do I use LinkedIn to find new clients or to turn the prospects that I’ve already made connections with into clients right? And so today I wanted to give you a really easy playbook that you can use to make this work for you.

Step 1: Connect With Every Client You Already Have

So step number one: connect with every single client that you already have. It seems like a no-brainer. Yet, so many people forget to do this. The minute that you get a new client on the roster or have a conversation with someone who’s interested in being a client, connect with them on LinkedIn, make sure you send a little note saying why you want to connect with them.

Step 2: Go Through Your Client’s First-Degree Connections

The second thing you want to do is once you are connected with people, make it a habit to go through your client’s first-degree connections right. So let’s say John Smith is a client of yours. You’d click on his profile, scroll down to where it will stay all the different connections that John has. So maybe John has 900 connections on LinkedIn. You click on that button where it shows his connections, and you look through those connections. By looking through his first-degree connections, you can pinpoint people that might be a good fit for you and your practice.

So maybe it’s somebody that works at a Silicon Valley company that you specialize in working with employees of that company or another firm that you know a lot about the different compensation packages that they offer. That would be a great person to reach out to. You know explain how you work with other people just like them at their company. You want to make sure that you’re letting the original client know you’re going to do this. That’s my two cents.

Some people may disagree with me, but I would first, you know say to your client “Hey I was on LinkedIn and saw that you’re connected with Ken Robbins” or whatever the person’s name is and “I was going to reach out to Ken because I see he just started a job at the same company you work at, and I think he could really be a good fit for my services. If not no big deal, but just wanted to let him know that it’s available.” And your client most likely if they find the value you are providing to be or the advice you’re giving them and the service to be valuable, then they are going to say “sure no problem.” And maybe they will even give you an introduction.

So this is a really great way to use LinkedIn to find those leads. You’ll notice it is a little bit more time intensive right? I’m not saying just go out there and find a mass of people and start messaging them. But if you take a more nuanced approach You will get results. Try it out and let me know if it works for you.