If you read Bobbie Raffetto’s Blog, ‘Why Won’t CEO’s Connect with Me on LinkedIn?‘, you already know where this blog is going.
With all of the training and coaching that we do, we hear the same concern regularly – “I’ve tried to connect with them but they won’t accept my invitation” or “I’ve asked for introductions but no one will introduce me”.
Leveraging LinkedIn Connections is all about leverage. Building leverage on LinkedIn is extremely difficult. There are some practices best done in person, even with all of the technological advances today. LinkedIn is simply a tool that can help us narrow down an ideal client profile and identify the person in our network that can open that door. LinkedIn is a powerful tool, but it is our individual responsibility to build trust within our network. That means face time. It also means being a valuable resource and staying top of mind.
What can you do to make sure that your LinkedIn connections are more effective?
1. Identify with the fact that it is not all about LinkedIn. Take it from on-line to off-line. Human to Human (H2H) the Face-to-Face (F2F) meetings are a tried and true practice that helps to build relationships and develop trust. Social Selling is a learned skill and art form.
2. Be sure to build the right network of connections on LinkedIn – Centers of Influence, Referral Partners, Internal Company Resources, Prospects, Hiring Managers, and Clients.
3. Never assume that just because you ask for a referral or introduction, that you will receive a referral or introduction. You must earn the right to ask. Would you introduce someone that you don’t know? What if the meeting goes poorly? Do you think that contact will ever respond to an introduction from you again? Probable not. Which leads us to the golden rule…
The Golden Rule. The secret to building a strong referral network. The holy grail of introductions. Ready?
Be the first to give.
It’s that simple. If you introduce someone in your network first, human nature steps in, and most of the time you will find that they want to provide the same courtesy. You will learn quickly who the connectors in your network are, as well as the givers, the takers, and the non-responders. Keep your network close. Don’t connect just for the sake of connecting on LinkedIn. At the very least, simply have a reason why you connect with other professionals. You will see your results dramatically change if you invest the right time into your process.
- Be the first to give to your new business relationships
- Always pay it forward
- Network with purpose.
Good luck and good networking! Remember… It’s All About Leverage.
I’d appreciate your insight and feedback. Please let me know your thoughts and questions.I will do my very best to respond in a timely manner!