Those of you that do the business development for your agency or company should by now realise that LinkedIn effectively means you no longer have to make a cold call. Just the fact that you can look up any business, it tells you who you are connected with through your contacts and then those people most contacted through LinkedIn – which usually means those people that have gatekeepers and the ones you need to speak to.
Having found them, make friends; you’re given a box to write a few words – this box is really important. Without doing the heavy sell you introduce yourself, if you get this right you’re in – my strike rate is 3 out of 5.
Ok, now here is where it gets interesting… say you’ve been doing it now successfully for a year, you have all the best contacts for your clients, they are all friends of yours on LinkedIn, you regularly keep in touch – a competitor agency approaches you with a vast hike in benefits and cash but you signed a contract with your existing employer saying you can make a living but not at the detriment of this business “restrictive covenant” style. So who owns that client list? LinkedIn is your private profile, does the business have the right to make you ‘defriend’ their clients? Where does anyone stand when it comes to A. protecting their business and B. rights over your personal network?
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