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Finding Your Targets
You have multiple options for identifying the people you want to connect with on LinkedIn. It could be your CRM, maybe using the search function on LinkedIn or setting up alerts on Google.
With some of this you’ll have a company name rather than an individual, if that is the case, then search that company on LinkedIn and find the person you need.
You might store these names in a notes tool, in a spreadsheet, or maybe a CRM.
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Learn About Your Targets
You have two avenues to understand your possible connections— their profile and their activity.
- Take the time to read their profile, look for the things they talk about, the problems they solve and the things that interest them. This information will be critical in starting up a conversation.
- If you look on anyone’s profile, you’ll see the activity section. Focus on the articles and posts tabs. If you can find articles they are the best place to start. This shows the person has put time and effort into this subject, so they will really appreciate anyone that comments on them.
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Engage With Them
Start going through their activity and find appropriate posts to comment on. Your comments need to be good. No ‘awesome!’ or ‘thanks’ or ‘interesting’. You need to express an opinion and give them a chance to respond.
The goal of commenting is for the person to become aware of you and it needs to be for a good reason. Try and be different but not weird.
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Build Rapport With Them
- DON’T send them a generic sales message as soon as you connect. It doesn’t work, it prevents long-term engagement and gets you a bad reputation.
- Talk to them.. Ask how they are. Comment on something you have seen that would be relevant to them.
- Offer to help. Don’t sell, offer free advice or value-added content.
- Drip feed in what you do, learn about their success and pains and as you understand the areas you can help them with, start talking about them. Focus on the customer pains. No one cares about what your product does or what you offer, they care about themselves.
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