7. Consider the company you keep. Accept requests only from people you know, trust or consider credible. Be aware that the people you connect with inform LinkedIn’s site algorithm and affect future recommendations. For example, if you connect with an individual in the engineering sector, expect an increase in recommendations to connect with engineering professionals. With this insight, you can more strategically develop your connections. In addition, join and participate in groups and consider setting up a private group where you can cultivate the conversation and highlight your areas of expertise. Consider your value proposition (see No. 1) and your key content (see No. 5) to inspire relevant and productive conversations among new and tenured relationships.
8. Embrace video. Video-chat apps, webinar platforms and virtual conferences have replaced physical events in the near term and will most likely make up a bigger part of interactions going forward. Now is the time to get comfortable with video. Find a clean, quiet space in your home. Experiment with lighting and camera angles to ensure a clear picture. Present yourself as you would in person — and go for it. As with any new skill, practice makes perfect.
9. Find the balance between flexibility and focus. The video medium can be distracting, both in working out new features and in calibrating yourself to a new communications format. In addition, people are preoccupied these days, and meetings can easily get off track. Some tangents are productive, breaking down the cubicle walls and building better relationships. Others are not. Find the balance, keep sight of your meeting objective and pivot the agenda accordingly.
10. Webinars are simply another form of content. Features within webinars — from live polls to real-time Q&As to embedded content links — create opportunities for people to engage. Each engagement offers insights, including what people are interested in and who is most interested. These details can be added to client relationship management (CRM) tools to enhance your understanding of your relationships, tailor your message and manage your pipeline.
As discussed in The Next Generation of Retirement Plan Advisors article, advisors’ success depends on their commitment to continuous learning — a concept that extends beyond product and regulatory details to communication practices. What you do in today’s volatile environment will affect your business in the future, so consider how you can best present yourself using new mediums.
Our spring webinar, “Doing Business Virtually,” featuring speakers from LinkedIn and On24, as well as our head of practice management, Brie Williams, also explored these themes. Click here to watch the replay.