In this Expert Insight Interview, Viveka von Rosen discusses how to build connections on LinkedIn the right way. Viveka von Rosen helps sales professionals create more qualified and quality conversations.
This Expert Insight Interview discusses:
- The problem with LinkedIn today
- Why one must approach LinkedIn an invitation as they would a real-life introduction
- How to make connections on LinkedIn the right way
Perfect Storm of Spam
When the business world went “virtual” during the pandemic, everybody was desperately searching for ways to prospect and connect, so people flocked to LinkedIn. As a result of that, or perhaps independently, LinkedIn introduced a few new tools during the same period, so we ended up with a bit of a “spam explosion.”
Unfortunately, an inbox full of spam invitations has become a common sight on the platform. It has led to many users decreasing their activity on LinkedIn or abandoning the business-focused social network altogether.
LinkedIn vs Real Life
During this time, companies were quick to tell their employees to get on LinkedIn, but they didn’t explain or teach their team members what to do there. If you were to go to your inbox right now, you’d likely find a number of invitations from people you don’t know, and even if the invitations are customized, there’s rarely any real thought put into them.
These problems have given LinkedIn a bad reputation recently, but there is a way to counter it. All you need is to do things as you would in real life. In a convention, you wouldn’t simply run up to someone, shove your business card in their face and shout “Hire me!” yet, for whatever reason, people feel that this is a perfectly appropriate course of action on LinkedIn.
Engaging with Prospects Naturally
So, what does it mean to work on your connections on LinkedIn as you would in real life? Viveka von Rosen recommends finding your prospects on LinkedIn and engaging with them if they’re active on the platform.
If the person you’re trying to connect with is sharing posts, engage on their post to build some top-of-mind awareness. This means you’ll have something to refer back to when you do reach out to them. By showing your prospects that you have spent time on their content, you show them that they’re important to you and makes them more likely to accept your invitation.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist