How to get lawyers & accountants to buy into LinkedIn

Last week a client asked me:

How do you encourage engagement and participation from lawyers on LinkedIn?

How to get lawyers & accountants to buy into LinkedIn

The next day I saw a post by a legal marketing professional asking the same thing.

Here’s a summary of the answer I gave them:

Lawyers and other professionals will only be active on LinkedIn if they can see the benefits: they need to know how they can use the platform to help them achieve their individual (and team) goals, and how it can support everything they’re already doing.

Share case studies

One of the most powerful ways to get lawyers, accountants and other professionals to understand how LinkedIn can benefit them is to share case studies of how others have used the platform successfully. If they see how and why others have used it, they begin to see the possibilities for themselves.

Ideally use case studies from within your firm but, if you don’t have any, then here are 5 great case studies (click the free chapter link and they’ll download. You don’t need to provide any info to see these). 

Perform an Advanced Search

Another good tactic is to sit down with the person, ask them about their ideal client and then perform an Advanced Search. When lawyers, accountants and other professionals see that their ideal clients are on LinkedIn, they realise they need to be on there too.

The Advanced Search feature allows you to search by company, job title, keyword, industry sector, location and more (or a combination thereof and it supports Boolean searches).

Remember though, that the searches will return richer information the more people you are connected to. That’s because, on the free LinkedIn account, you can see full profile information for those people to whom you are directly connected, your second degree connections and fellow group members. You can only see limited info for third degree connections and those outside your network.

Show them how a LinkedIn presence can help them get found online

If the professional you’re working with is on LinkedIn or has a common name and is having difficulty getting found online, show them how LinkedIn profiles appear high up search results. Log out of Google and then perform a search on their name. This will help in one of two ways: if they are on LinkedIn but still have a skeletal profile it will highlight that they need to develop a good profile or remove themselves from LinkedIn; if they aren’t on LinkedIn and have a common name or share a name with a celebrity it will highlight that having a LinkedIn presence can help them to get found.

Find groups to which those they want to build relationships with belong

Help the person to find and join groups to which their clients and ideal prospects belong. To identify these groups you could look at people’s profiles and see which groups they have listed (n.b. some may be hidden but the majority won’t be because the default setting is to display these); or use LinkedIn’s search feature and type in your keyword. If you then click on the magnifying glass and select ‘groups’ from the left hand side of the screen which appears, you’ll see a list of related groups. These will typically be organised from the largest to the smallest.

You can very quickly scroll down the list, see who in the person’s network is a member and either look at the group profile (if it’s a closed group) or look at the group discussions and activity (if it’s open). You can then make a call about whether or not the group is worth joining.

Walk them through how LinkedIn can help them achieve THEIR goals

Lastly, I would go through the person’s marketing plan (or key client, industry sector or practice group plan) with them and show them how LinkedIn (and other social networks) can help them achieve their goals. 

The hardest thing for professionals is knowing what they should be doing beyond creating a profile. In early 2014 I’ll be launching a modular online training course “Grow your practice with LinkedIn: for lawyers” and will then be rolling this out to other professionals. Details will follow in the New Year.

What else would you add? 

How has LinkedIn helped you to achieve your goals? 

 

 

 

 

Specialising in professional services and law firm marketing. I help firms to retain and grow existing clients and attract more of their ideal clients. My core services include social media for lead generation, voice of the client programmes and tender strategy and development. Outside of work I love to run. I’m a bit like Forest Gump in that I’m not that quick but can keep going for ages. I also enjoy coming up with new inventions. Unfortunately, most of them have already been invented! | * Professional services marketing consultant | * Legal marketing consultant | * Law firm marketing consultant