Learn how to make the most of your virtual connections on LinkedIn.

1. Get LinkedIn:
How to Turn Connections into Clients
April 11, 2012
Lisa Snedeker
Director of Communications and Public Relations, School of Law
Gretchen Edwards
Assistant Director of Digital Engagement, University Advancement

2. Welcome
• Thank you for being here today!
• A little housekeeping:
o We are recording today's webinar
o The slides and recording will be posted online
following the webinar

3. Your facilitators
Lisa Snedeker brings more than 25 years of media/
communications experience to her position as the law school's
communications and public relations director. Before coming
to Wake Forest, Lisa worked as a reporter and editor for The
Associated Press, the St. Louis Post-Dispatch, the Las Vegas
Sun and The Fayetteville (N.C.) Observer, among other
newspapers, magazines and broadcast outlets. She has a BA
from Saint Mary-of-the-Woods College in Indiana and a MA
from the University of Illinois at Springfield.
Gretchen Edwards promotes alumni advocacy and
engagement through web based media and electronic tools
as the alumni office's assistant director of digital
engagement. She began her work at Wake Forest
sponsored by Cisco, where she liaised between the
company and the institution to foster the adoption and
assess the effectiveness of collaborative technologies within
the University community. She graduated from Wake Forest
in 2010 with a BA in History, and minors in Journalism and
Global Trade & Commerce Studies.

4. How to ask questions
• Please chat in your questions
Chat box
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5. Learning objective
After attending this session,
you will know how to make the
most of your virtual connections
on LinkedIn.

6. Skills you will learn
To learn how to make the most of your virtual
connections on LinkedIn you need to know:
1. How to increase your virtual visibility
2. How to build & nurture relationships with clients and
referral sources
3. How to build an extensive network of connections
who can be expert witnesses for your clients
4. How to build relationships with the media

7. But first, register for LinkedIn!

8. Helpful hint
Consider having your
LinkedIn network open in real time
during this webinar!

9. 1. How to increase your virtual visibility
1. To increase your virtual visibility you need to know:
A. How to optimize your profile
B. How to participate in groups
C. How to participate in blogs
D. How to use the answers section

10. 1. How to increase your virtual visibility
1. To increase your virtual visibility you need to know:
A. How to optimize your profile
• Make presentable
• Tailor for SEO
• Update frequently

11. 1. How to increase your virtual visibility
1. To increase your virtual visibility you need to know:
B. How to participate in groups
• Take part in discussions
• Contribute comments

12. 1. How to increase your virtual visibility
1. To increase your virtual visibility you need to know:
B. How to participate in groups
• Consider starting with Wake Forest LinkedIn
groups:
• Wake Forest School of Law Students &
Alumni
• Wake Forest Alumni
• Wake Forest Career Connectors

13. 1. How to increase your virtual visibility
1. To increase your virtual visibility you need to know:
C. How to participate in blogs
• Establish yourself as an expert
• Target your comments
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Also check out:
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14. 1. How to increase your virtual visibility
1. To increase your virtual visibility you need to know:
D. How to use LinkedIn’s Answer Section:
• Ask and answer questions relevant to your field
• Make use of advanced search

15. 2. How to build & nurture relationships with
clients and referral sources
2. To build & nurture relationships with clients and
referral sources you need to know:
A. How to network
B. How to educate
C. How to become an influencer
D. How to create groups for your clients

16. 2. How to build & nurture relationships with
clients and referral sources
2. To build & nurture relationships with clients and
referral sources you need to know:
A. How to network
• Focus on your specialty
• Example: business lawyers
can reach out to accountants
and business advisors
• Example: attorneys in
real estate can connect
with realtors

17. 2. How to build & nurture relationships with
clients and referral sources
2. To build & nurture relationships with clients and
referral sources you need to know:
B. How to educate
• Share information and expertise so that
potential clients will want to come to you

18. 2. How to build & nurture relationships with
clients and referral sources
2. To build & nurture relationships with clients and
referral sources you need to know:
C. How to become an influencer
• Contribute to the conversation on what’s
happening in your industry
• Join groups that peers, colleagues, and
competitors are active in
• Use this information to build an idea bank for
articles, press releases, and blog posts that
can promote your firm and/or personal brand

19. 2. How to build & nurture relationships with
clients and referral sources
2. To build & nurture relationships with clients and
referral sources you need to know:
D. How to create groups for your clients
• Add value to the client-attorney relationship
• Provide ongoing, exclusive content and
information for clients only
• Answer client questions

20. 3. Build an extensive network of connections
who can be expert witnesses for your clients
3. To build an extensive network of connections who
can be expert witnesses for your clients you need
to know:
A. How to build connections in your law specialty
and with experts in related industries
• Reach out to experts in your field
• Cultivate an ongoing conversation and build
a relationship
• This added benefit gives prospects and
clients another reason to hire you

21. 4. How to build relationships with the media
4. To build relationships with the media you need to
know:
A. How to offer media information they can share
with their audience
B. How to be a source

22. 4. How to build relationships with the media
4. To build relationships with the media you need to
know:
A. How to offer media information they can share
with their audience
• 92% of all media professionals are on
LinkedIn
• Invite them to your groups so they see the
information that you can offer their audience

23. 4. How to build relationships with the media
4. To build relationships with the media you need to
know:
B. How to be a source
• Make yourself available
• Introduce yourself locally
• Talk in layman’s terms

24. Review
1. How to increase your virtual visibility
2. How to build & nurture relationships with clients &
referral sources
3. How to build an extensive network of connections
who can be expert witnesses for your clients
4. How to build relationships with the media
You now know how to make
the most of your virtual connections!

25. Questions
• Please chat in your questions
Chat box
Type here

26. Contact
We look forward to hearing from you!
Lisa Snedeker Gretchen Edwards
• on LinkedIn • on LinkedIn