Grand Traverse-Leelanau-Antrim Bar Association

Lunch & Learn: How to Network and Build a Book of Business Using LinkedIn

  • 07 Mar 2018
  • 12:00 PM - 1:00 PM
  • Resource Room on the lower level of the 86th District Court

Registration is closed

“How to Network and Build a Book of Business Using LinkedIn”

March 7, 2018

Noon-1 p.m.

Resource Room on the lower level of the 86th District Court

Registration requested but not required

Summary of program:

With over 550 million members, LinkedIn is the most popular B2B social network. It’s also the most effective. In a recent survey, 93% of B2B marketers identified LinkedIn as the best platform for generating leads. It’s a powerful tool for lawyers to build their personal brands and books of business. Attorney-turned-marketer Jay Harrington will teach lawyers what LinkedIn has to offer, and provide specific tactics to help lawyers prospect, connect, and prosper using LinkedIn’s powerful (and ever-changing tools). Best of all, he will explain how a great deal of your activity on LinkedIn can be delegated and automated so that LinkedIn can work for you while you’re busy working for your clients. 

About Jay Harrington:

Jay Harrington is an attorney, author, coach and business development consultant to lawyers and law firms. He is the co-founder of Harrington Communications, a top legal marketing and website design agency. Jay and his team serve lawyers and law firms, both big and small, throughout the country from right here in Traverse City. Jay is a graduate of the University of Michigan Law School, and practiced law at Skadden Arps in Chicago before starting his own boutique corporate restructuring law firm in Detroit during last decade’s financial crisis. His book, One of a Kind: A Proven Path to a Profitable Law Practice, was published in 2016. He has a new book coming out in April 2018, which is focused on helping associates at mid-size to large law firms master both the practice of law and the business of law. 

Program Outline:

“How to Network and Build a Book of Business Using LinkedIn” LinkedIn is a powerful platform. The problem is that most professionals don't know how to use LinkedIn to best effect to cultivate referral sources and develop new business relationships. This presentation will teach a system to achieve success on LinkedIn that involves: 

1. Identifying a target market and setting clear goals 

2. Building a compelling profile that speaks to the needs, problems and objectives of members of your target market (in other words, not an online resume of education and experience) 

3. Generating leads by using the LinkedIn "Sales Navigator" to find, connect, engage and build meaningful relationships with members of your target market 

4. Nurturing leads into new business through LinkedIn private messaging and distribution of content

 5. Delegating and automating as much LinkedIn activity as possible so that the system works for you while you're busy working for your clients.

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