If you’re like me, you’re always trying to figure out how to get better results from Linkedin. On one hand, you don’t want to look like a LinkedIn spammer. But on the other hand, you don’t want to be passive to the point of wondering why you have so many connections if nothing ever comes of them.
So, what’s the best way to approach prospects (and potential strategic alliances) on LinkedIn to maximize your chances of creating productive connections?
We have all received emails and LinkedIn messages where it was obvious someone had just copied and pasted a generic note. If you want your electronic messages to be noticed, don’t make this same mistake! Click here for 5 easy tips to make your messages more relevant and personalized.
When you look at a client’s profile, you will see people with whom they are connected.
But how good are those connections? What’s the likelihood that you’ll suggest an introduction to someone and your client will respond, “I don’t know her well enough to make an introduction to her.” I’d say 50/50 at best.
But when you narrow your focus a bit, you’ll increase your results significantly.
During a coaching session, Daniel and I were talking sales strategies and he asked me, “Bill, when it comes to looking for new clients, are you hunter or a farmer? Do you constantly hunt (prospect) for new business or do you just farm the clients you currently have?”
I thought about this for a minute and replied, “Actually, I’m more of a trapper. I like to apply the principles of value-centered marketing so people see me as a resource and come to me to me for further assistance.”
So which strategy is best for you? Perhaps some combination of all three?
For many years, the “letter of introduction” was a common practice when someone traveled to another city for the purposes of doing business.
The telephone almost, but not quite, replaced the letter of introduction. And the in-person introduction still remains as the highest form of introduction.
So what is the one thing that is so significant to warrant my bold claim?
The Digital Introduction!
Email, LinkedIn, and Texting are becoming the introduction of choice. But are they the most effective?
I want you to think back to your high school or university psychology class. Do you remember learning about Maslow’s Hierarchy of Needs? I always remember that the first level is physiological like: breathing, food, water, sleep, etc. After that my memory is fuzzy. I’m thinking beer, pizza, and Monday Night Football – but…
Mark Zuckerberg, founder of Facebook, is quoted as saying, “Nothing influences people more than a recommendation from a trusted friend. A trusted referral influences people more than the best broadcast message.”
So would Mr. Zuckerberg tell you stop using Facebook and other Social Media? Probably not. But here’s what he might tell you to do…
This 2-Minute Article Could Change Your Business Forever
Have you ever received a sales call from someone who was so inept that as they were bumbling through their poorly prepared opening, you were thinking…
1. “Why did I answer this call from a number I didn’t recognize? and / or
2. “This person either needs a new career or needs to work for someone who can train them.”
I probably get a couple of these calls a week. I got one today that compelled me to write this piece for you.
Make this part of your business-building checklist. Refer to it often, because we all fall into bad habits. Are you guilty of these mistakes that could be costing you?
“Hiding behind technology? What does Bill mean by that?” Email, texting, and LinkedIn are great tools to assist us in gaining introductions. I love those electronic handshakes, don’t you?
BUT as good as these tools can be in turning someone’s willingness to refer into an actionable introduction, I keep seeing so many professionals using these tools in ways that reduce their effectiveness.
I wonder. Are you making these same mistakes?