The Best Approach to Selling Through LinkedIn

Good morning!

Let’s see. Someone wants to connect with me. Sure!

"Hi, Bill. Thanks for connecting with me. I'd like to tell you about my business…"

Nope. Delete and disconnect.

There is nothing more aggravating when you've just allowed someone to join your LinkedIn network than to have that person immediately turn on the sales jets and send some copy–and–paste pitch that shows no regard for anything but serving their own needs.

I bet these same people take up two parking spots at the gym to keep people away from their precious new sports car. They jump the line to get to a newly-opened register at the supermarket instead of offering it to the person in front of them.

As you might guess, I tend to take things personally. While this occasionally results in regret, I think it has a place when selling through LinkedIn. That is, you should sell the way you would like to be sold to.

Take it personally? Hell, yeah!

LinkedIn is a wonderful and powerful marketing tool and has the potential to be a wonderful and powerful selling vehicle as well. But to immediately hit the "Sales" switch is a tragic mistake. You have done nothing to earn the right. There is no trust. There is no credibility. You have shown absolutely no understanding of their business or their needs. You didn’t even ask.

It's all about you and your assumptions.

Why not follow up with an attempt to learn more about your new LinkedIn BFF?

“Hi, Bill. Thanks for connecting. If you have a minute, could you tell me what your number one sales challenge is right now? I'm always curious to learn more about new connections. My existing customers tell me they struggle to find and connect with the hybrid worker. What's yours?"

Here's an approach which shows interest in me and my needs. That could lead to a more in-depth conversation, exchange, and even some suggestions which might come across as a sales pitch. It might also lead to nothing.

But at least we are still connected.

If you are the sell immediately type, I suggest you repent and change your ways. Show patience and curiosity on LinkedIn and don’t jump to a sales approach too quickly.

Oh, move your damn car and think of others first. To continue down the path you are on will lead to a lonely life that is likely to include a tall, hooded figure who arrives on Christmas Eve dragging chains and pointing towards a bleak future.

Find ideas, inspiration, and grow your sales with The Sales Vault, a subscription-based website for sales reps and selling owners in the graphic arts. Go to SalesVault.pro or call Bill Farquharson at 781-934-7036.