Even with all the identifying information blocked off to protect the guilty – I’m still cringing! After you read this post I hope I NEVER EVER see another invitation like this (that will make me very happy).
I love Kendra Lee’s phrase “Attraction Strategies” from her book The Sales Magnet if you are trying to attract someone, doesn’t it make sense that you will personalize your invitation vs. use the default some programer wrote?
Invitations to Customers
Lynn’s definition of a customer = someone who has trusted you enough to give you some of their money! Yup, the people who have bought from you in the past and you hope will buy from you again in the future.
These are people who know you – you want them to know how important they are to your success! Use your personality, refer to the last conversation you had, tell them how important it is to you for the two of you to stay connected.
Prospects You’ve Spoken To
Lynn’s definition of a prospect = someone who, buys what you sell and needs what you do – they just haven’t figured it out yet.
One thing I love to do is while I’m on the phone with someone say “I’m going to send you a LinkedIn connection request while we are chatting…” and have a draft template for myself that I can cut & paste saying: while we’re on the phone let’s connect here on LinkedIn – it is an easy way for you us to stay connected.
Another tip is to block off time at the end of the week to send out invitations to people you had good conversations with – refer back to the content of that conversation in your personalized note to them. This is sales, what is in it for them to be connected with you?
Suspects You Want To Speak With
Lynn’s definition of a suspect = someone who, on the surface appears to buy what you sell and you suspect they need what you do.
I’ll start with having in introduction from someone you know – who knows them is better than a blind request of any kind!
If you are going to send a connection request it needs to be with some type of reference to what you have in common.
I have been known to accept requests that say things like: “I saw your insightful comments on (insert group name & discussion topic name) and thought connecting might help us both…” or “you and I both know (insert common connection)” even a “LinkedIn seems to think we should know each other because (insert why the showed up in the “people you may know” box on your home page)”.
personal note: I tend to send a suspect an InMail vs. connection request , use your own judgement and style.
If you would like to keep working on The Fundamentals of LinkedIn Social Prospecting™ for Inside Sales Reps is my collaboration with Janet Stucky of The Bridge Group.
Beyond the fundamentals? Move forward with Cracking the LinkedIn Sales Code by Ardath Albee & Jill Konrath
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