It’s not enough to have a LinkedIn profile and hope the leads will come to you. Sure, you can definitely get inbound leads if you’ve laid the proper groundwork by creating a great LinkedIn profile but the real results come from being proactive.
Your relationship building strategy is a key part of your sales funnel and if you fail here, it is extremely difficult to turn a prospect into a sale. There are a number of key things your need to do that will greatly improve your success while relationship building on LinkedIn.
1. Do Your Research
Good research is key to being successful at relationship building and is the difference between making a prospect feel like a number or a VIP. Time spent on researching potential prospects is an investment, not a time wasting activity.
There are a few tools on LinkedIn that will aid you in your research phase.
Read Their LinkedIn Profile
Obvious but skipped far too often. Not only does this give you more information about someone, it also triggers a notification for them that you viewed their profile. This can often provoke curiosity in your prospects and encourage them to check out your profile (so make sure it’s compelling).
via 3 Steps to an Effective LinkedIn Relationship Building Strategy | Social Media Today.
