Archive for April, 2015

Driving member growth: Sometimes it pays to be direct

When I was leading international corporate communications at LinkedIn in 2009-2010, we knew interaction between members was critical to driving growth in the overall member base. Critical to that was a singular act on the platform: Completing and updating your profile. The problem was most people only updated their profiles when they were about to look for a job. I was more than a little obsessed with driving that objective (See number 8 on this post), particularly in international markets where our member base was fast-growing, but relatively small compared to the U.S.

In India we had garnered national press coverage simply by announcing our presence in Mumbai — which helped further accelerate membership growth in that country. That gave us fodder for making more and more milestone announcement: “LinkedIn India surpasses 3 million members” then 4 million members, then 5 million. Like any news cycle, it gets salty quick and you have to be more inventive and sometimes what George Constanza did — the opposite.

Given our top priority was to get people to update their profile, I figured why not just ask them to do that directly? After all, we messaged members directly all the time. (Sometimes, the greatest clarity comes from being awake for 30 straight hours and staring at a hotel room ceiling 10,000 miles away from home.)

Screen Shot 2015-04-25 at 1.36.33 PMUntil then we’d been using press coverage and the buzz it created to drive member growth. To announce our 6 millionth member in India, we decided to announce the news directly to the membership base and let them carry it to the mainstream media — along with a tip to complete your profile.

Results:

  • Day 1 – 15,000 updated profiles
  • Day 2 – 30,000 updated profiles
  • Press coverage hit more than 5 million impressions
  • Cost of distribution: Zero Rupees
  • Prep and writing time: 2 hours (one hour was spent just explaining it and 15 minutes spent on discussing the button)
  • Authenticity to the company mission and product purpose: Like a glove

In the weeks after this tactic, my PR colleagues started looking at LinkedIn the platform for what is today — the world’s most powerful business medium for professionals.

– Jose Mallabo 

 

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