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LinkedIn.com is an online tool for managing and leveraging your professional network. If used properly, you can use LinkedIn to generate leads for your business.

But, as will all networking, you have to work at it actively and have a plan. Otherwise you end up expending energy and time without getting the business development you hoped for.

So, what should you be doing to use LinkedIn to generate leads?

1. Start by deciding on your goals. What are you trying to accomplish? Who do you need to connect with to make that happen? What do they need that you can provide?
2. Fill out your profile with an eye towards who will be viewing it. Keep it relevant to your lead generation goals.
3. Make connections. Should be obvious, but many people take a wait and see attitude about building connections rather than actively pursuing connections. Any updates you make to your profile will be disseminated to your connections. The more connections, the more people see that change.
4. Join groups. These are both sources of connections and participate in discussions to position yourself as a thought leader.
5. Use the search feature to find other users that fit your target market and use your connections to make contact.
6. Be careful however. Don't go into full blown sales mode or you will turn people off and they will be less likely to help you in the future.
7. Use the question and answer portion of LinkedIn to get involved in conversations about what you have to offer. People will see these conversations and what you have to offer.
8. Use the 'Network Update' feature to publicize what you are doing and items of interest to your connections. In particular, publicize your blog entries to expose your network to what you are writing.

LinkedIn can be a powerful networking tool if you set good goals and use the system to develop relationships and establish yourself as a real resource.

See my February 2010 Newsletter on LinkedIn for more information.