Silence After the Handshake
Imagine trying to reach a decision-maker and after several attempts you are introduced, shake hands, and say, “Hello.” However, you put so much time and effort into reaching that moment, you’ve given no consideration whatsoever over what to do next. You have no words.
Such is the case with LinkedIn. We all try hard to connect with decision-makers. But, after they accept our request, what do we do next? What should we write? How often? Is it okay to make a pitch? How much time should we let pass before we do?
I’ll share some advice given to me by an expert. Madeline, who runs my social media, urges us to, “Be a meaningful contributor.” We call such pearls of advice, "Madi-ology."
Being a meaningful contributor involves posting and messaging valuable content. It requires curating articles and sharing links which are relevant and relative to the interest(s) of the recipients. Those last two sentences are intentionally broad and general (perhaps you should read them again). Put some thought into what to share on your feed and what to send directly to your new BFF. Don’t send just anything. The point is, think before you post. Your goal is to consistently send information so read-worthy, you create something of a reputation for yourself.
Another tactic is to be anecdotal. Winning a job because you are the lowest price is not worthy of a shout from the mountaintop, but solving a problem with the perfect solution, is. Show some photos. Post a testimonial. Tell the story. All of this sets the stage for the eventual appointment request.
We would need another Madi-ology to cover the question of when to make that appointment request, but I think/hope she would agree with my advice not to play that card until the foundation has been laid. In other words, you want to earn it.
With the front door locked and the customers working from … literally anywhere and everywhere, we need to develop and master some mad LinkedIn skills if we want to make contact and gain an audience. It’s not enough to have a snazzy profile pic and it’s not enough to simply make the connection. It’s what comes after the virtual handshake that gets you in the door.
And speaking of Madi-ology … For a short time, I'm sharing a free replay of Madeline's most recent LinkedIn workshop. Get a sneak peek into the kind of magic that happens when you enter the Sales Vault. For more information check out The Sales Vault: How It Works, or contact Bill Farquharson at firstname.lastname@example.org or by phone (781) 934 – 7036.
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at email@example.com or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.