You’re here to be right for the right people – not to chase leads or force connections. Savvy LinkedIn users know how to build trust-driven relationships on that naturally lead to sales, referrals, and long-term business growth.
Why People Actually Buy: It’s About Trust, Not Just Selling
First let’s explore why people don’t buy.
If you have confusing messaging – this leads to a lack of trust signals – every touchpoint should show credibility. So if your LinkedIn profile is confusing coupled with your content and engagement – your prospects won’t buy.
Second, let’s be honest—nobody wakes up thinking, “I can’t wait to get pitched today!”
In fact, I hear more complaints about the number of people who fill people’s message boxes with sales offers.
Here’s some tips on why people buy:
- People buy from those they trust, not those who bombard them with offers.
- Critique your profile for clarity. Would people know if you would be a great resource for them and then does that align with what you post? Are you demonstrating your expertise?
- Oh, and if you have zero social proof (no recommendations, no engagement), people will assume your business is a hobby. It is a fact that people are influenced to buy from what other people say about them. Think about the last time you were shopping on Amazon, chances are you read the recommendations before making the purchase.
Recommendations DO influence the buying decision!
Are You Attracting the Right People? Rethinking Your LinkedIn Strategy
Have you identified your one, primary ideal client profile? Many of us offer services to multiple different prospects but what happens too often is your messaging becomes too broad and often confusing. When you are using language that speaks to the ideal person you can best serve, they will self-identify and be attracted to you.
- Also take into consideration nurturing relationships with partners, referrers, and advocates. Advocates can be those people who comment on your posts all the time. They keep you top of mind and will share your name.
- I want to remind people that trying to sell to everyone is like fishing with a baseball bat – it doesn’t work.
To learn more about how to identify and attract your ideal clients, download our free Personal Brand Guide for Business Owners and Corporate Leaders.
Turning Connections into Conversations (Without Being Awkward)
You finally connect with someone great… and then crickets. Now what? It is your job to start a dialogue to begin a relationship. Mention something you see in their profile that stats out, or a mutual connection but don’t jump in with a pitch or ask something you should research on your own. That will give a poor first impression.
- Learn to ask better questions! Remember the quote from Tony Robbins that says… ”Successful people ask better questions and as a result get better results” This is where you start to build real relationships.
- One of my colleagues says have a conversation not an interrogation – you can learn a lot about people simply conversing with them.
Following Up Without Feeling Like a Pushy Salesperson
Following up shouldn’t feel like a bad first date (where you keep texting and they keep ignoring). You should know what is most valuable to your prospect through a prior conversation so when you speak to them you are conversing on what’s important to them.
- The key? Add value before asking for anything. Share a relevant article, invite them to an event you think they would be interested in, discuss new industry news or key is being conversational and focusing on them.
- Boost your engagement on LinkedIn that positions your expertise
- If they post on LinkedIn, leave a thoughtful comment.
- Research the posts they comment on and learn what’s important to them or is catching their attention.
- Done right, follow-ups lead to real business, real referrals, and real opportunities—
LinkedIn is a great tool for connecting with prospects and influencing a whole network with your value-added posts. Always be looking for opportunities to serve other people through your posts, comments and connections. As you build trust, people will recognize why you are a credible resource and will want to learn more from you.
What’s your biggest challenge when it comes to attracting the right people on LinkedIn?
Drop a comment below, I’d love to hear from you.
