Sales Tip – How to Build Relationships with LinkedIn (Part 1)

Sales Tip – How to Build Relationships with LinkedIn (Part 1)


LinkedIn has gained the reputation of being the social media of choice for business. Yet, I often hear salespeople say they aren’t active on Linkedln.

A Forbes headline reads “Study: 78% of Salespeople Using Social Media Outsell Their Peers.” Add to this that over 330 million business people are on LinkedIn, it only makes sense to consider LinkedIn as a viable tool to develop and foster business relationships.

LinkedIn by reputation and research is a logical choice to better manage business relationships.

With this in mind, let’s look at what you can do to improve your relationships using LinkedIn.

It starts with making sure you have taken care of the LinkedIn essentials.There are certain basics on LinkedIn that will increase the likelihood that others will accept your invites to connect or more actively interact with you.

1. Take Care of Your LinkedIn Basics

These basics include your photo and a clear headline. Yes, these are quite simple but it’s amazing how many people don’t include their picture or describe themselves clearly. These two are essential as people want to know who they are interacting with and who they are inviting to their network.

You would probably think it rather odd if someone turned up at a business event with a bag on their head. In essence, that’s how those without a picture are perceived on LinkedIn.

Also, since people use keywords to find, connect and interact with people on LinkedIn, your headline helps people find you on LinkedIn.

To avoid this, be sure you have a good head shot (one that looks like you) and a clear headline that describes what you do and your company. It will increase your response rate for invites to connect and it will allow others to find and interact with you.

2. Do the LinkedIn Mobile Test

Another LinkedIn essential comes from Daniela Perciballi of MCAP. (Thanks Daniela!)

She reminds us that people not only search and review your profile on their computers, they also look at them on their mobile devices.

For this reason, Daniela suggests you review your LinkedIn profile on your smart phone and tablet, and make any adjustments accordingly.

3. Update Your Profile with Buying In Mind

Your LinkedIn profile can be optimized by updating your profile with a buying perspective. No matter what you are selling (ideas, your company, your product, your service, yourself, your vision, etc.), most people have a large portion of their buying decision made before they speak with you. Build and add to your profile with this in mind.

For example, you might ask yourself these questions:

  • What are the issues facing the individuals that buy what I’m selling?
  • What can I add to my profile to support their decision-making?
  • What questions do these individuals have?
  • What can I add to my profile to address those questions?
  • What can I add to my profile to demonstrate my level of competence?

When you add to your profile based on the decision-making criteria of those you are hoping to connect with, you make it easier for others to say yes to your invites, reach out to connect with you and interact with you to build mutually beneficial business relationships. (If you want an example, take a look at my profile. You’ll see the media that I added to address the decision-making criteria of those I’m looking to connect with.)


Watch for future “How to Build Relationships with LinkedIn” segments. Next month’s post will include how to provide value to anyone who connects with you in LinkedIn.

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