linkedin research tips

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LinkedIn Research Tips Adapted from Josef Kadlec’s book People as Merchandise Powerpoint by Andrew Meadows, Kelley Smith, Emily Ames, Caitlin Heflin, and Sarah Fischetti

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Page 1: LinkedIn research tips

LinkedIn Research TipsAdapted from Josef Kadlec’s book People as

Merchandise

Powerpoint by Andrew Meadows, Kelley Smith, Emily Ames, Caitlin Heflin, and Sarah Fischetti

Page 2: LinkedIn research tips

“It’s personal, not just a business”

Think outside of the box. Do not go with the mainstream recruiting tactics.

Let’s change the recruitment sector in favor of the candidates. Think what would the candidate want?

Focus on building relationships – focus on personalization to drive communications.

Get to know your talent pools

The main concern is the candidates

Page 3: LinkedIn research tips

The Modern Headhunter

80% of jobs are filled informally by social recruitment, internal recommendations etc. 20% are filled by job ads.

Mastering social recruitment via LinkedIn, is the only way to succeed in the competitive industry.

LinkedIn is up-to-date compared with internal database – automatically notified of changes.

Page 4: LinkedIn research tips

Connections

1st degree connections – can be contacted the

Send a message function without

restrictions

2nd degree connections – can be

contacted only by using the connect function. You may also use the Get

Introduced function which is not very

effective since it is dependent on

others.

3rd degree connections – Can only see the users last name initial.

Can be only connected by the

Get introduced and the Send InMail

functions.

Page 5: LinkedIn research tips

Connections

Strategically connect to “power users” –

who have more connections.

Connect with people in your firm’s niche

market (government contracting) and

geographical locations.

Grow your connections every day, strategically.

Expand your groups and fine tune your

profile.

Do your connections include potential

candidates, irrelevant people, or

competitors?

Page 6: LinkedIn research tips

Goals

Reach all potential candidates within your niche and location (should we be inviting anyone who looks like a good candidate when we come across them?) (3rd, 2nd, and 1st connections)

Avoid other recruiters parasiting on your network.

If you have a search in another geographical location, immediately find “power users” in that location and connect with them. (LinkedIn Open Networkers- LION) – They will accept you.

Find power users (recruiters and headhunters) in their niche and location (they may not accept you, if they are smart) – Should we not accept recruiters?

Page 7: LinkedIn research tips

Active vs. Passive Candidates15% - Tiptoer (thinking about changing a job)

45% Explorer – Not looking for a new job but open

20% - Active Candidates – actively looking for a job.

20% Super Passive – Satisfied at current job.

Passive candidates – currently employed, usually at least one year, and not seeking a job. Not closed to new opportunities.

Active Candidates – actively looking for a job.

Do not discard people who are not interested now. Take a “long term advisor” approach so they will get back to you in the future.

Establish a competitive advantage by being extremely efficient in hiring passive candidates

F o c u s o n t h e 6 0 % o f a p p r o a c h a b l e c a n d i d a t e s .

Page 8: LinkedIn research tips

Recruiting Passive CandidatesCredibility

Be memorable and interesting to

candidates. Step out of the box. Many view recruiters as “all the

same” so try to break that stereotype.

Use jargon they understand and let them know

you understand the role.

Mention news from the

industry they work in.

What drives career change from Passive candidates?They want to make an

impact – Highlight impact over a skill focused job

description.They want a culture that

fits their personality. More important than

salary. Emphasize culture and how your

candidate can fit into it.

Want challenging work. Emphasize the

challenges of the job.

Page 9: LinkedIn research tips

Candidate Pipeline & System

Communication should be a long conversation. Be an advisor.

Develop a system of four groups• Candidates who did not

reply to your message yet.• Candidates who are in

touch with you• Candidates in process• Candidates who were

successfully hired.

Keep in touch with candidates who you have recruited! They are not useable for 1-2 years, but after that it is much easier to persuade them above your competition.

Devise an “aftercare program” to assist such candidates till the end of their careers. • Develop pipeline of

new candidates to your system

• Communicate with candidates and solving specific opportunities

• Organizing aftercare for hired candidates. Once they are prepared for another challenge, put them back into the second slot.

Page 10: LinkedIn research tips

Advisor, Ambassador, AdvocatePush a candidate only when it makes sense. Be friendly, casual, and personal but not sleazy. If they are not interested, suggest you will contact them again in a few months.

Become a brand ambassador for your company clients and be prepared to support their brand.

Be a career advisor to your candidate

Advocate for both clients and candidates

Get back to them when they are not right, without exceptions. You never know when they will be a candidate again. Take the longterm approach. His slogan: We provide all job candidates with prompt feedback EVERY TIME”

Customize communication with all candidates.

Measure your recruitment activities. Try one approach and measure it. Then adjust. Be patient when waiting for replies, but try again with a different message if it did not work.

Do not discard candidates with poorly written LinkedIn profiles

Do not overwhelm candidates with too much information. Less is more sometimes.

Page 11: LinkedIn research tips

Social Headhunting

Description of the vacancy available via a weblink reference – your website.

Do not hide the name of the targeted company.

Have a client description on your website. Offer success stories, references, and company presentation video. Brand ambassador.

Mention all facts which may be attractive. Salary range, benefits, describe workplace and culture.

Make it look like you know the company from the insiders viewpoint.

Mention that you know about the industry prior to the interview.

Page 12: LinkedIn research tips

Fine Tune Your LinkedIn Profile • Get profile to “All-star” level

• Have your profile look “solid and trustworthy”. A good profile should contain only information that is necessary.

• When you update your profile often, your connections visit your profile. However, sometimes some changes you do not want announced to

everyone. Fix your settings to do this.

• Put LinkedIn Open networker on your profile. State why people should connect with you. (I will accept your invitation. 1,000+ direct contacts.

[email protected]) Update number of contacts as you gain them!

• Your Headline should not just say HR Professional, Senior Recruiter etc. Recruiting for X, expert in X, IT Career advocate Your headline can state you are a LinkedIn Open Networker.

• Summary should contain and a synopsis of your professional profile and expertise. Do not make it too long. Use bullet points. One or two sentences about yourself Show candidates what your area of recruitment is

(industries/markets/positions) Mention Geographical area of your openings Description of your company Include contact information (website, phone number, email)

Picture – Your face is covering most of your

picture.

Have a friendly picture – Try to look naturally relaxed and happy

After your name, put [LION] abbreviation.

Publish your email address so people can connect with

you as a LION.

Add a headline to your profile

Use the Summary Section.

Page 13: LinkedIn research tips

Fine Tune Your LinkedIn Profile

• Publish up to 5 of your job roles in the experience section. Mention what your company did, tasks, and some

references.

• Recommendations Support your credibility in front of your potential

candidates. Aim to get 15 recommendations. Try to have a recommendation from each of your roles Ask for recommendations – peers, former clients, former

colleagues, successfully hired candidates

• Endorsements Use to gain credit in your field (we can endorse each other

too)

• Public Profile URL Can be seen by people who are not on LinkedIn Edit your Public Profile URL so it’s short (first name followed by last

name)

• Other Parts of the profile Leave out unless you have something noteworthy.

Otherwise it make it look cluttered. Move around the most relevant section to the top of the

profile

Add recommendatio

ns

Get Endorsements

Get a Public Profile URL

Add Media

Page 14: LinkedIn research tips

Profile Settings

Activity Broadcasts – turn off if you want to

make changes unknown to others

Who can see your activity feed?

Who can see you when you’ve viewed your

profile. Depends on if you’re trying to remain anonymous looking at profiles or want them

to see you.

Who can see your connections? Hide your

connections from everyone (but this is

not a powerful weapon against your

competitors because they still end up in

their search results)

Page 15: LinkedIn research tips

LinkedIn Networking Strategy: Cultivate Your Hunting Ground

Quality vs. Quantity

Increase Connections

Establish Goals

Page 16: LinkedIn research tips

What do you want to achieve from using LinkedIn?

You’re optimal networking goal is to have a target group within your location reachable via LinkedIn but isolated from your

competition.

Think about your goals for LinkedIn. What are they?

Page 17: LinkedIn research tips

I know what you’re thinking…

Why does it matter?

I’m in research – I don’t need a robust network.

Page 18: LinkedIn research tips

Here’s why it matters:

The more connections you have, the more targeted and robust your search results will be.

From a personal career growth perspective, having a rich and robust LinkedIn network will benefit you far into the future.

You will be able to track career moves, locations, and former clients and candidates from your own LinkedIn Profile.

Page 19: LinkedIn research tips

How to Build Your Network

Connect

•Connect with acquaintances, colleagues, and former colleagues.•You can remove irrelevant connections later. When you are first building your network almost any real connections will do.

Connect

•Connect with everyone you meet at Dinte. •After an interview, connect with the candidate immediately. They will be more familiar with you and you will be adding a very relevant, richly connected individual to your network. Awesome!

•Be sure to create a personal message that references your meeting. This is all apart of the candidate expereince!

Join Grou

ps

•Groups are a great way to inadvertently expand your network. It is also a way to mine for relevant connections based on a particular industry, career level, or skill.

Connect

with LION

s!

•As discussed previously, these connections will expand and broaden your search results significantly. If you are able, I would suggest to become a LION.

Page 20: LinkedIn research tips

Quality vs. Quantity

• Always err on the side of quality (senior level executives, connections in your niche area, etc.), especially as you continue to build and grow your network.

• Stay away from adding other recruiters to your network. They will have access to your connections when they conduct advanced searches – even if you have your contacts hidden!

Page 21: LinkedIn research tips

Chase Down Your Targets

How to Target Candidates

• Boolean search• X-Ray search• User diversity

Targeting candidates is about diversity based on their level of competency, geographical area, past company engagements, average or top achievers in terms of skills, etc.

Page 22: LinkedIn research tips

Acting Immediately

• One a job opportunity is open, you must act fast and in a large volume.

• Work Smarter, Not Harder • Contact as many candidates as possible, but only the

relevant ones for sure.• You are seeking people who are suitable for the specific

opening. • You are NOT seeking the most accessible candidates, nor

those who have their Linked-In profiles best completed.

Page 23: LinkedIn research tips

Standing out

Compare Linked-In to an apple tree.

• The first apples to be picked are at the bottom where everybody can access them. But for the apples at the top of the tree, you will need a ladder.

• If you just use basic search with basic keywords, you will get to the same people as the majority of your competitors.

Page 24: LinkedIn research tips

Basic Search

• Using standard search bar• All fields are not case sensitive• Using Quotation Marks – Gets you results with

the exact term but miss candidates with alternative titles

Page 25: LinkedIn research tips

Advanced Search

• Filtering Current vs. Past Job searches• Avoiding quotation marks – This will include a lot of irrelevant backgrounds,

but also uncover relevant potential candidates who are not included in the more obvious search.• This is the difference which can make you successful

because the majority of recruiters just try the simple search and do not bother with its modifications.

Page 26: LinkedIn research tips

X-Ray Search

• Without a premium account, you only see 100 users in your search results. – X-Ray search is a way to get around this as you get the

very same results with the basic as with the premium account.

Page 27: LinkedIn research tips

X-Ray Search

• Using Google to find candidates • Non-Linear Search: Looking at the “People also viewed”

section• Start broad, and then refine your search.

– Search results are sorted by relevance by default.• 1st degree• 2nd degree• 3rd degree• Group members (Linked-In users who are in the same groups as you)• Users based on profile completeness from the highest to lowest• Everyone else with an All-Star profile strength • Everyone else with low profile Completeness

Page 28: LinkedIn research tips

Change the Relevance

• You can change the way results are sorted for you in the advanced settings. These can be sorted by:

• Relevance (Default)• Relationship• Relationship + Recommendations• Connections• Keywords

Page 29: LinkedIn research tips

Boolean Searches

Working smarter &

faster

• Quotes – “ ” • Parenthesis – ( )• OR• AND• NOT / (-)

5 Methods to Boolean

Page 30: LinkedIn research tips

Searching Titles

• Should search all titles:– Vice President, V.P., VP, SEVP, EVP, SVP, CVP, FVP, AVP– Software Engineer, SW Engineer, Software Developer, SW

Developer, Coder, Developer, Programmer

• Boolean Titles:– These are always case sensitive– Exclude titles (NOT) = (-)– “Quality Assurance Engineer” NOT manager NOT senior NOT

recruiter– “Quality Assurance Engineer” –manager –senior –recruiter

Page 31: LinkedIn research tips

Diversifying your candidates

• Putting “Her” or “She” into the keywords• Seeking professionals by company and

expanding the targets• This can also be done in Google in their advanced

settings to find competitors

Page 32: LinkedIn research tips

Diversification

• Using Boolean – “JP Morgan Chase” OR “JPMorganChase” OR “JP Morgan” OR

“JPMorgan” OR JPMC– NOT recruitment OR recruiter OR sourcer OR headhunter

• Using Dates– “JP Morgan Chase” OR “JPMorganChase” OR “JP Morgan” OR

“JPMorgan” OR JPMC– NOT recruitment OR recruiter OR sourcer OR headhunter

Page 33: LinkedIn research tips

Knowledge Management

Candidate Search Automation• Save your searches and the keywords used in

Google/Linked-In.• Setting alerts to monthly or weekly updates sends you

an update when new people enter these search fields.• Downside is you can only save three of these. May only

be good for current search work until a candidate is placed.

• Can set Google Alerts to do this in creating a query and creating a custom search engine

Page 34: LinkedIn research tips

How to Reach Candidates with LinkedIn Every Time

• Strategy for engaging with potential candidates

• How to uncover full profiles without upgrading your account

Page 35: LinkedIn research tips

6 Options for Reaching out to prospects

• LinkedIn Invitation• Introduction• LinkedIn Message• InMail• Email• Telephone/VoIP

Page 36: LinkedIn research tips

LinkedIn Invitation

• Best way to reach candidates (other than email or telephone)

• Things to consider:– Can’t send more than 1 invite to a user without

knowing email– Too many declined invites will cause you to be

suspended– Customize your invitation. (DUH!)

Page 37: LinkedIn research tips

Introduction

• A way to connect with 2nd or 3rd degree connections.

• Message is forwarded to the desired user by one of your first degree connections.

• Basic accounts only have 5 introductions available

• Beware of Tollboothing

Page 38: LinkedIn research tips

LinkedIn Message

• Pros: Not limited by characters• Cons: Limited to 1st degree connections

Page 39: LinkedIn research tips

InMail

• Form of message for premium users• Can only be sent to 2nd degree connections• You can have up to 50 InMails sent at a time.

Page 40: LinkedIn research tips

Email

• Best, non-invasive way to reach a candidate• Research shows average e-mail responses are: – 7 hours for close friends– 11 hours for professional contacts– 50 hours for people you barely know or e-mail you

when you’re not expecting it.

Page 41: LinkedIn research tips

How to Find an Email address

• Search for published emails within profiles using the “Ctrl + F” Function.

• If published, use email rather than wasting invitation.

• Finding company emails:– Locate domain name

Page 42: LinkedIn research tips

Finding Company emails

• Start by locating the domain name. • In Google type the domain name in the

following format: *+<domain name>– For example *+dinte.com– Look for someone within the organization with a

published email in order to find proper format.

Page 44: LinkedIn research tips

3 Strategies for reaching out

• Aggressive• Conservative• Super Conservative

Page 45: LinkedIn research tips

Aggressive

Page 46: LinkedIn research tips

Conservative

Page 47: LinkedIn research tips

Super Conservative

Page 48: LinkedIn research tips

Which strategy is appropriate?

• Depends on your own personal style• Put yourself in the prospect’s shoes• Keep the organization in mind

Page 49: LinkedIn research tips

How to uncover a full profile – for free!

• ID Variable Trick• Share profile Trick• X-Ray search• Using a public profile URL • Using a full name