It’s Who You Know
I’ve been a member of Linked In for several years and I have yet to make use of it. I generally accept the invitations that I receive; but beyond that, I don’t do much. And I don’t think that I am alone in this.
On the other hand, I do believe that Linked In is reaching a tipping point where it can actually be quite useful. Users of the service have now increased their pool of contacts so that there truly is a lot of potential value in mining the information.
Yesterday, I had an interesting conversation about this with a partner at a boutique law firm. He has been a Linked In member since 2003. But it is only in the past 6 months that he has discovered that his contacts have contacts that he would like to reach.
He also gave me a few good tips about Linked In. First, he suggested that it is important to look at job titles. If you want to reach key decision makers in organizations, then find the contacts who are linked to “C” level employees (or partners if you are talking about professional service providers.) Or maybe more broadly, if you want to make a connection with someone, make sure you ask for an introduction from someone who has contacts at the “right” level in the organization. Second, he suggested that before asking a contact for an intro, ask the contact if he thinks the individual can be helpful (in whatever way you need help.)
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