LinkedIn can be a treasure trove of information. Both for you and for your prospective client.

Your clients can research who you are and YOU can research who your clients are –  before you even meet.

This is a part of “Social Selling”.

Here are some basic steps that you really should take before every meeting.

#1) Ensure your profile is up-to-date

  • Focus on your Summary.
    Write it as an “elevator pitch” that fascinates your target audience.
    Include who you are, what you do, and why you do what you do.

#2) Research your prospect.

  • Look at their Summary & Current Position
    How do they describe what they do?
    What are some of the keywords they use?
    (It’s also a good opportunity to see what they look like)
  • What or whom do you have in common?
    Do you have a shared connection? Or maybe you went to the same school? What about online Groups?
  • Check out their testimonials
    What do people say about them?
  • Have they won any awards? Have they been featured in publications?
    It’s a good opportunity to show you’ve done your research on them and are actively interested in helping them achieve more accomplishments. It also shows how successful or influential that person may be within their industry.
  • Look at their updates: If they’ve written posts on LinkedIn, read some of the latest posts and comment or share whenever it’s appropriate.
  • Do they have particular passions or volunteer with any groups?
    Another great way to start the conversation is “I noticed on your profile that you are involved in ______. I’d love to hear more about this!”

Some people will ask me: “Doesn’t it seem creepy that I know so much about someone before we meet?” 

Not really. It shows you’re prepared and have done your due diligence.

The default for most information Social Media is set to “public”, so people realize their information is available.

Do this before your next meeting, and you’ll be sure to dazzle your prospective client and develop deep rapport from the get-go.




AAEAAQAAAAAAAARGAAAAJDQ2MGJjYzZkLTc4MTktNGFiOC1hOTQ1LWZiODgzOGEyYTcyMALeslie Hughes is a LinkedIn Optimization Specialist, Professor of Social Media, Corporate Trainer and Principal of PUNCH!media

Leslie was called a “Social Media Guru” by CBC Radio and has been working in digital marketing since 1997 and founded PUNCH!media in 2009. PUNCH!media clients include The Children’s Wish Foundation of Canada, Guardian Life Insurance Company of America and TVO.

PUNCH!media’s goal is to empower through education and help executives gain confidence in their online presence so you convert higher-paying clients
leslie (at)