I have a friend at a financial planning firm who, before a client meeting, will sift through the LinkedIn page of his client to look for possible leads within their connections. Then towards the end of the meeting, he’ll slide the list of names out, tell the client where he found them, and ask for introductions. It works well for him
It’s too easy to get hung up on what we’re putting out on social media. If you’re looking for leads, social media can be one more avenue to network. Here’s a great (short) video describing how ADP uses social media to drive leads.