A salesy person is self-centred and not genuinely interested in building relationships and adding value for their prospects that may or may not lead to a referral, sales or recommendation.
The typical poor connection request includes:
There is nothing that indicates that the sender has even read the prospect’s profile it’s all spam (irrelevant or unsolicited messages sent over the Internet, typically to many users, for advertising, phishing, spreading malware).
Saying that people are social animals and do want to connect and engage, the problem is people are lazy and use standard, impersonal and sales disguised connection request.
Prospecting in a way that is not aligned to your values, will attract clients not aligned to your values. Either way, the relationship will not go well.
Put yourself in the prospects shoes of receiving many of the cut and paste connection requests. If there received several of the same or similar worded connection requests, what does it say about you? Many people will disconnect, ignore or politely decline the offer. All this has tarnished the prospect’s opinion of your connection. It is time to rethink your connection strategy.
Do what is comfortable and authentic to you online as you would offline and rather than follow the crowd create a prospecting process that works for you.
Here are some of my strategies and tactics I use to help sales professionals master social selling, and I stress it’s best to create what works for you:
Do not send LinkedIn private messages instead of a marketing email. It is still spamming unless the prospect has requested the material.
Like Gary Vaynerchuk mentioned give, give, give and earn the right to ask, make an offer, ask advice or ask for help. Jackie Barrie said “Selling too soon is like running into an event wearing a sandwich board, waving a flag and shouting, ‘buy my stuff!’ People will point and laugh or hide in a corner. They are unlikely to want to buy from you”.
Trying to create a one-step sale when you need to take at least eight steps or touchpoints to build credibility, is lazy selling. Always build the relationship first, so you understand the prospect need to ensure your value proposition will add value to them.
In the same way, never pitch on an initial phone call, an initial conversation, whether online or offline or anything that can elude to you wanting to sell. Rushing to sell only leads to prospects disengagement. Never take a short cut in the relationship-building process you will pay for it down the line.
Whatever strategy and tactics you choose, you must do what is comfortable and authentic to you online as you would offline. Research the hell out of the people you want to get in front of and your value proposition. Only when they respond to your connection request, which will be those that find your profile compelling and relevant to them.
Work out the leading steps (journey your prospective customer must go through to trust you enough to want to have a conversation and then prepare and place the relevant content along with the steps.
Let me know how these tips work for you 😊
Janice is a Visiting Fellow at Cranfield School of Management. She is passionate about helping companies adapt their sales approach to the economic, social and technological challenges. This has led her to create the popular the sales enablement system, Scale Your Sales. Janice is the international Strategic Account Sales Speaker, author and consultant, achieving many noted accolades including Sage Top100 Global Business Influencer 2017. Contact Janice today about Scaling your Sales
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