It struck me today, while working with a client, that the work you do on your LinkedIn profile and with your LinkedIn account is really about planning for serendipity. 

There’s a Woody Allen quote that "80% of success is just showing up." 

In the world, that means getting up, getting to work, getting to your appointments, and executing what you do well. 

Online, it’s staying in front of your markets, clients, prospects, referral sources, and key influencers.

Within 10 minutes of updating their "status update" feature on LinkedIn, this client heard back from a key influencer whom they had not been in contact with for months.  The influencer had seen the update and reached out to connect and re-establish their relationship.

Social Capital at work – online.

Imagine the impact on your bottom line if this were happening regularly – with the key people in your Business Development Network. 

Are you set up for Serendipity?

Many of you have been hearing about Online Social Networks for some time.

You may even have a LinkedIn.com, Facebook.com, or MySpace.com account.

But how do you use it?  What do you DO to get the most out of it?

Each of these networks serve a different audience and have distinctly different purposes.

And given your busy days, with a focus on results – it’s important to use the right system for maximum bottom line impact.

I’d like to focus on LinkedIn – primarily because if it’s demographic – 27 million and growing business professionals.

Some stats:

Growing by 1.3 million members per month
750,000+ Senior Executives
Executives from all Fortune 500 companies
46% are Business Decision Makers
Average Household Income – $109,000
Average Years of Experience – 15
Average Age: 41

                   (source: LinkedIn.com)

This is a group of people that are not only your prospects, but also have access to your prospects. (Centers Of Influence)

The key with LinkedIn is to Map your current business network onto the system and begin to look for leverage points. 

LinkedIn is designed with a search engine that allows you to target your searches, via name, industry, location, etc., and see the direct introduction/referral pathway THROUGH THE PEOPLE YOU ALREADY KNOW.

Think "Six Degrees of Kevin Bacon"

You can approach the people you already have developed relationships with to make introductions to great prospects – and decrease the resistance that those prospects could experience because you are leveraging social capital.

I understand that some of you are simply technology averse.  And you can continue to do what you’ve done and continue to produce the results that you produce. No harm, no foul.

But for those of you that are looking for a way to increase your productivity, shorten your sales cycle, and increase your closing rate, you may want to consider learning to utilize and integrate LinkedIn to your prospecting strategy.

Raymond Chip Lambert
Network 2 Networth
Your Outsourced Business Development Training Partner

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In a recent radio interview I did with Boomer and the Babe in the Phoenix market, we had a passing conversation about getting out there to network.

It seems that everyone knows they should be "networking".

People are telling them they should "get out there and network".

But what does that mean?  And do you really have the time to spend "networking" if you don’t know what you are doing.

Isn’t time one of your most precious commodities?

I got to thinking about what I could share that would make the biggest impact for readers regarding networking – what I call network development or business development.

First of all, know your markets. If you are like me, you are looking for leverage.  Go to events, or sites where your perfect client get together.  Then it’s like shooting fish in a barrel.  You can take those time tested sales skills and go to work qualifying people and setting appointments.  Don’t make the mistake of trying to sell in those places.  Use your time to meet prospects and schedule appointments to get people into your sales process.

Secondly, identify the vendors who serve the same markets you do.  They are potentially a great source of business for you.  But you have got to position yourself with something to offer them as well.  The law of reciprocity demands that you bring value to the table and have something attractive for them.  It could be that you make them look good to their clients.  It could be that you offer a product or service that enhances your prospective referral partner’s business or value proposition.  The key here is to know what you offer and approach them with the intention to build shared value.  Set an appointment to meet and explore how you might be able to help each other grow your respective reach and influence in your market.  Be mindful that you are potentially putting your reputation on the line by referring someone – so take time to get to know these folks.

Finally, follow up and follow through with the people you meet.

Most sales folks fail in the follow up.  A friend and mentor once said to me that "The fortune is in the follow up."  Have a system and work the system.  If you don’t have a good CRM (customer relationship manager) system, get one.  Your profitability depends on it.

Raymond Chip Lambert
Network 2 Networth
Your Outsourced Business Development Training Partner

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I logged into my LinkedIn account today and saw a little box in the upper header area of the site that says they have updated their User Agreement and their Privacy Policy.

Take note!

There are some things in here that we have been telling our clients for some time now – including specific things that you can and cannot do with the LinkedIn system.

In the next couple of days I will share my observations on the changes that have been made and how they may effect you and how you use the LinkedIn system.

Read the new User Agreement or Privacy Policy.

I’d love to get your feedback.  This could be pretty disruptive to the strategies some of you have been employing.  Let me know.

Raymond Chip Lambert
Network 2 Networth
Your Outsourced Business Development Training Partner

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I’ve just spent the entire day on a redesign of our blog and would love to hear what you think.

There are some great new features including some of the things blogs that I read on a regular basis as well as photos from recent events.

Any suggestions or mistakes that you see, please let me know.

Look for new and interesting articles to be coming in the next few weeks as I begin to roll out some new partnerships!

Have a profitable week!

Raymond Chip Lambert
Network2Networth
Your Outsourced Business Development Partner

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I spoke at a social media presentation last week.

The Arizona Republic wrote an article.

Take a look!

http://www.azcentral.com/arizonarepublic/business/articles/0515biz-sr-smallbiz0515.html

I’ve been writing some time now about Linked In® and using it as a business development tool.  My clients have asked me where they should start.  Whether you are new to LinkedIn® or a long-time user, there are some critical things you need to know about LinkedIn® and how to use it to develop business and long-term business relationships.

1. Know why you are using LinkedIn – just being on the system does nothing for you – you have a network – so what – you’ve got one in real life too – how effectively are you using it?
2. Do a complete profile – it is counterproductive not to take full advantage of all the features of LinkedIn® because you don’t feel like filling out the pertinent info. You are missing some of the best features in LinkedIn® if you don’t fill out a complete profile.
3. Strategically build your network – just inviting everyone you know will give you big numbers – but so what. Big numbers with a purpose is a powerhouse. Big numbers without one is nothing more than a mirror of how you’ve built your current network – and how well is that performing.
4. Join groups for things you are already affiliated with. You will discover a tremendous amount of value in your already existing networks – it’s there – you just can’t see it.
5. Integrate LinkedIn® into your business development plan. Once you’ve built your network, you’ll be amazed how many places you can go and get into where you couldn’t event get through the door before.

If you are serious about unlocking the value of your networks and the value of your already existing book of business, get some training on the LinkedIn® system. It’s true that you could spend months of your valuable time researching and trying to figure out all the amazing things you can do with a well- built LinkedIn® network. But you run the risk of making a few fatal errors than can get your account shut down and the time it takes to get it cleared up with customer service.

Get trained. Spend your time doing what you do well.

Raymond Chip Lambert
Network 2 Networth
Deep Business Development

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If you’d like to reach me you can do so by various means

Email:  chip@network2networth.com

Phone:  602-635-4541

LinkedIn Profile: www.linkedin.com/in/raymondchiplambert

Mailing Address:

                                 4757 E Greenway Road, Ste 107B-218

                                 Phoenix, AZ 85032

Raymond Chip Lambert
CEO of Network2Networth, LLC
Business Development Expert

Raymond Chip Lambert is a Business Development expert who works exclusively with seasoned professionals to leverage their existing relationships and catapult them into the business they truly want.

Chip began his career as an analyst and trader for a European Hedge Fund building relationships in the Latin American and European Markets resulting in hundreds of millions of dollars in transactions.

A professional trainer and business coach since 2000, Chip regularly consults professional firms on matters of melding time tested Business Development strategies with online Social Media strategy and unlocking the value of their existing network connections.

He has presented on matters of Business and Network Development to The Arizona Bar Association Solo and Small Practitioner Forum, The Scottsdale Area Chamber of Commerce Board of Directors, the Phoenix Suns, and various trade and professional associations.

A native of Phoenix, Arizona, he admits that he “loves his work a little too much”, but he does find time to travel, sail, and spend quality time with those closest to him.