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How to Use LinkedIn to Build High-Value Relationships
“A bigger following means more sales.” It’s a common idea in sales, but it’s a big mistake on LinkedIn.
I’ve grown my LinkedIn following by 185% in the last 2 years (from about 7,000 people to 13,064 as of the writing of this article).
But by itself, that’s just a vanity metric.
Having a large audience is nice, but it shouldn’t be your true goal. Making meaningful connections with the right people is what you should be aiming for.
I’m going to show you how to use LinkedIn to build high-value relationships that will drive sales and lead to more high-value connections.
Social Selling vs Relationship Building
Many think that because there are buyers and potential clients on LinkedIn, it’s is a place to “sell” (social selling, right?). After all, 84% of C-level and VP-level buyers use social media for purchasing.
But it’s not — it’s a place to build and maintain relationships. In fact, that’s why LinkedIn was created.
If you want to sell to your market successfully on LinkedIn, you have to build a credible relationship first.
Since most buyers are there looking for help, that’s where you start.
