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.&nbsp;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.

Finding Your Targets

You have two avenues to understand your possible connections— their profile and their activity.<ul><li>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.</li><li>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.</li></ul>

Learn About Your Targets

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.&nbsp;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.

Engage With Them

<ol><li>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.</li><li>Talk to them.. Ask how they are. Comment on something you have seen that would be relevant to them.</li><li>Offer to help. Don’t sell, offer free advice or value-added content.&nbsp;</li><li>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.&nbsp;</li></ol>

Build Rapport With Them

<figure><img alt="" src="https://miro.medium.com/max/500/0*-QSPq1BBCSf" width="680" height="453"><figcaption class="id ie cz cx cy if ig ce b ga cg fi" data-selectable-paragraph="" dir="ltr">Photo by <a href="https://unsplash.com/@heftiba?utm_source=medium&amp;utm_medium=referral" class="ck ih" rel="noopener nofollow" dir="ltr">Toa Heftiba</a> on <a href="https://unsplash.com/?utm_source=medium&amp;utm_medium=referral" class="ck ih" rel="noopener nofollow" dir="ltr">Unsplash</a></figcaption></figure>Over the last 6 months on LinkedIn, I’ve <a href="https://bettermarketing.pub/i-quadrupled-views-of-my-linkedin-profile-in-6-weeks-e40b04c2fc0c" rel="noopener nofollow" dir="ltr">quadrupled the views of my profiles</a>, trebled the views of my posts but most importantly, built over 2,000 connections that have led to new clients and some awesome projects.The secret? An engagement process that involves identifying the right people and engineering connections with them by remembering that it’s a social networking site — you need to be social (engage) and you need to network (engage) — engagement, engagement, engagement. Not selling. Not full of self-promotion.And it all starts by knowing who to talk to…<h1 data-selectable-paragraph="">Finding Your Targets</h1>You have multiple options for identifying the people you want to connect with on LinkedIn and build relationships with. 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. For me that is usually the key decision-maker, the CEO or MD but for you that might be a buyer, head of content or marketing director.Once you have these names, depending on the volume you need for your purposes, you might store them in a notes tool, in a spreadsheet or maybe a CRM. If you start using Sales Navigator, you could store them inside that application. Now it’s time to start engaging them.<h1 data-selectable-paragraph="">Learn About Them</h1>You have two avenues to understand them — their profile and their activity.Let us start with the profile, as that’s simpler. Take the time to read it, 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. Imagine going to an in-person networking event and someone introduced themselves by telling you all the details about their working lives — pretty good headstart I’d think.So don’t waste this amazing opportunity to learn about this prospect. There about me section will give you so much about what motivates them. The headline is perfect for understanding the key motivator for them. All valuable intelligence when starting a conversation.Using their activity takes a little more effort but ultimately is what separates the weak from the strong. This is where the gold is. You not only learn so much about the person, but you also get your first opportunities to get yourself on their radar.If you look on anyone’s profile, you’ll see the activity section partway down the page, click on the ‘see all activity’ link. From here, focus on the articles and posts tabs. Posts will likely be more popular but 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.The posts tab will highlight where that person has posted, so again this is a subject they believe in and will be looking for people to like and comment on them.You also have an ‘all’ tab, but this should be the last resort if the person is not posting their own stuff. In this, you will find where the person has liked or commented on others posts. If your target doesn’t post much themselves, then this approach can still work, but try and focus on putting a response to their own comment rather than the article overall — remember you are looking to capture their attention.<h1 data-selectable-paragraph="">Engage With Them</h1>If you get this right part right, then you can probably skip the next section, because your prospects will be reaching out to you for a connection rather than the other way round and that is when you are really cooking on gas.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.Here are a few examples I have used that started good conversations.<UL><LI>I spotted a CEO of a start-up celebrating a parachute jump, so I shared my own experience of doing this and within 24 hours was connected and chatting about their business problems.</LI><LI>The CTO of a data business was sharing a post about recruiting new developers, so I shared it with my followers and commented on the opportunity. He immediately connected with me and thanked me. From there I was able to ask questions about where they were heading.</LI><LI>A HR Director shared a post about a charity event the company had just run. I commented on how great it looked and asked a few questions about how they set it up. He responded and I used the opportunity to send a connection request, which was accepted and we talked about how they do more of this to engage their staff — he never became a client, but I got a friend a job with him!</LI></UL>Depending on how well they interact with your comments will dictate when is the right time to approach them for a connection. If you really nail it, then they will send you a connection. If that doesn’t happen, then see if they are replying to you or if they are liking your comments. A few of these and you are ready to connect and they will be aware of you when you reach out.<h1 data-selectable-paragraph="">Connect With Them</h1>Assuming you didn’t ace the engagement phase and have them connect with you, it is on you to reach out. But don’t forget what got you to this point and your end goal. You might get accepted because you have engaged with them and appeared on their radar, but your end goal is not simply a connection, it’s a relationship.Therefore, focus on the final few things you engaged with them on, the post you commented on, any response they gave you. Drop this detail into the connection request (NEVER simply send a connection request) as a final reminder to them of who it is that’s reaching out.They will now accept because they know of you and you’ve asked in a professional way. Now the really tough part begins…<h1 data-selectable-paragraph="">Build Rapport With Them</h1>Getting a connection is great. Getting a connection with a potential client or employer is amazing. Building a relationship with them is business transforming. That is our goal and where your communication skills and ability to talk to people comes to the fore.Step 1 — DON’T send them a generic sales message as soon as you connect. Please, please don’t do this. It doesn’t work, it prevents long term engagement and frankly gets you a bad reputation on LinkedIn over time.Step 2 — Talk to them. Imagine you are at a networking event. You ask people where they are from. A little about their family, their interests. Try and take this approach online. Ask how they are. Comment on something you have seen that would be relevant to them — if you cannot find something, I question if you are talking to the right people!Step 3 — Offer to help. Don’t sell, offer free advice or value-added content. You should have a bank of relevant and valuable content to share with your prospects. If you don’t, get some, because this is how you properly engage with people on a platform like LinkedIn.Step 4 — 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. So frame everything into how you will be solving the pains they have.<h1 data-selectable-paragraph="">Over To You</h1>I’m stopping at step 4 because depending on how well you’ve managed all the above, will depend on where you go next and that’s really entering into deep sales territory and a new article.The process has got you engaged in a conversation with someone that’s a genuine buyer of your product or services. This is something people spend A LOT of marketing budget on, so you are now in a really strong position without having spent a penny and invested just a little bit of time.Just remember that this is not a stand-alone process. You cannot go in for a few minutes, have a look at a few profiles, send random messages and hope for the best. It’s a strategy that requires involvement and consistency. Achieve those and it will work wonders for you. Good luck.

Over the last 6 months on LinkedIn, I’ve quadrupled the views of my profiles, trebled the views of my posts but most importantly, built over 2,000 connections that have led to new clients and some…

Stashed ideas

Over the last 6 months on LinkedIn, I’ve <a dir="ltr" href="https://bettermarketing.pub/i-quadrupled-views-of-my-linkedin-profile-in-6-weeks-e40b04c2fc0c" rel="noopener nofollow">quadrupled the views of my profiles </a>, trebled the views of my posts but most importantly, built over 2,000 connections that have led to new clients and some awesome projects.

The secret? An engagement process that involves identifying the right people and engineering connections with them by remembering that it’s a social networking site — you need to be social (engage) and you need to network (engage) — engagement, engagement, engagement. Not selling. Not full of self-promotion.

And it all starts by knowing who to talk to…

You have multiple options for identifying the people you want to connect with on LinkedIn and build relationships with. 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. For me that is usually the key decision-maker, the CEO or MD but for you that might be a buyer, head of content or marketing director.

Once you have these names, depending on the volume you need for your purposes, you might store them in a notes tool, in a spreadsheet or maybe a CRM. If you start using Sales Navigator, you could store them inside that application. Now it’s time to start engaging them.

You have two avenues to understand them — their profile and their activity.

Let us start with the profile, as that’s simpler. Take the time to read it, 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. Imagine going to an in-person networking event and someone introduced themselves by telling you all the details about their working lives — pretty good headstart I’d think.

So don’t waste this amazing opportunity to learn about this prospect. There about me section will give you so much about what motivates them. The headline is perfect for understanding the key motivator for them. All valuable intelligence when starting a conversation.

Using their activity takes a little more effort but ultimately is what separates the weak from the strong. This is where the gold is. You not only learn so much about the person, but you also get your first opportunities to get yourself on their radar.

If you look on anyone’s profile, you’ll see the activity section partway down the page, click on the ‘see all activity’ link. From here, focus on the articles and posts tabs. Posts will likely be more popular but 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.

The posts tab will highlight where that person has posted, so again this is a subject they believe in and will be looking for people to like and comment on them.

You also have an ‘all’ tab, but this should be the last resort if the person is not posting their own stuff. In this, you will find where the person has liked or commented on others posts. If your target doesn’t post much themselves, then this approach can still work, but try and focus on putting a response to their own comment rather than the article overall — remember you are looking to capture their attention.

If you get this right part right, then you can probably skip the next section, because your prospects will be reaching out to you for a connection rather than the other way round and that is when you are really cooking on gas.

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.

Here are a few examples I have used that started good conversations.

<ul><li>I spotted a CEO of a start-up celebrating a parachute jump, so I shared my own experience of doing this and within 24 hours was connected and chatting about their business problems. </li><li>The CTO of a data business was sharing a post about recruiting new developers, so I shared it with my followers and commented on the opportunity. He immediately connected with me and thanked me. From there I was able to ask questions about where they were heading. </li><li>A HR Director shared a post about a charity event the company had just run. I commented on how great it looked and asked a few questions about how they set it up. He responded and I used the opportunity to send a connection request, which was accepted and we talked about how they do more of this to engage their staff — he never became a client, but I got a friend a job with him! </li> </ul>

Depending on how well they interact with your comments will dictate when is the right time to approach them for a connection. If you really nail it, then they will send you a connection. If that doesn’t happen, then see if they are replying to you or if they are liking your comments. A few of these and you are ready to connect and they will be aware of you when you reach out.

Assuming you didn’t ace the engagement phase and have them connect with you, it is on you to reach out. But don’t forget what got you to this point and your end goal. You might get accepted because you have engaged with them and appeared on their radar, but your end goal is not simply a connection, it’s a relationship.

Therefore, focus on the final few things you engaged with them on, the post you commented on, any response they gave you. Drop this detail into the connection request (NEVER simply send a connection request) as a final reminder to them of who it is that’s reaching out.

They will now accept because they know of you and you’ve asked in a professional way. Now the really tough part begins…

Getting a connection is great. Getting a connection with a potential client or employer is amazing. Building a relationship with them is business transforming. That is our goal and where your communication skills and ability to talk to people comes to the fore.

Step 1 — DON’T send them a generic sales message as soon as you connect. Please, please don’t do this. It doesn’t work, it prevents long term engagement and frankly gets you a bad reputation on LinkedIn over time.

Step 2 — Talk to them. Imagine you are at a networking event. You ask people where they are from. A little about their family, their interests. Try and take this approach online. Ask how they are. Comment on something you have seen that would be relevant to them — if you cannot find something, I question if you are talking to the right people!

Step 3 — Offer to help. Don’t sell, offer free advice or value-added content. You should have a bank of relevant and valuable content to share with your prospects. If you don’t, get some, because this is how you properly engage with people on a platform like LinkedIn.

Step 4 — 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. So frame everything into how you will be solving the pains they have.

I’m stopping at step 4 because depending on how well you’ve managed all the above, will depend on where you go next and that’s really entering into deep sales territory and a new article.

The process has got you engaged in a conversation with someone that’s a genuine buyer of your product or services. This is something people spend A LOT of marketing budget on, so you are now in a really strong position without having spent a penny and invested just a little bit of time.

Just remember that this is not a stand-alone process. You cannot go in for a few minutes, have a look at a few profiles, send random messages and hope for the best. It’s a strategy that requires involvement and consistency. Achieve those and it will work wonders for you. Good luck.

Bite-sized knowledge
to upgrade
your career

How I Built 2,200 Profitable Connections on LinkedIn

Finding Your Targets

Learn About Your Targets

Engage With Them

Build Rapport With Them

IDEAS ABOUT

MORE LIKE THIS

Here’s How to Do LinkedIn without the Humblebragging

The Beginner's Guide to LinkedIn Marketing

LinkedIn: 6 Things to Keep in Mind When Connecting With Someone You Don't Know

It's time to

READ

LIKE

A PRO!

Bite-sized knowledgeto upgradeyour career

How I Built 2,200 Profitable Connections on LinkedIn

Finding Your Targets

Learn About Your Targets

Engage With Them

Build Rapport With Them

IDEAS ABOUT

MORE LIKE THIS

Here’s How to Do LinkedIn without the Humblebragging

The Beginner's Guide to LinkedIn Marketing

LinkedIn: 6 Things to Keep in Mind When Connecting With Someone You Don't Know

It's time to

READ

LIKE

A PRO!

Bite-sized knowledge
to upgrade
your career