Positioning Yourself for Selling Your LinkedIn Connections

If you’re networking properly, you’re going to have far more connections than valued relationships. Hopefully, you have a big enough group of valued relationships that they are spreading the word about you, and good words let’s hope.

In order to put yourself in a position to get business from your connections you need to know certain things. In this post I give you some clues as to what you need to learn to get in a position to do business with your connections.

Unless you just want to do straight prospecting, which I don’t recommend, the information you need is slightly different than what you would be gathering for a sales effort. What we are talking about here is the PRE sales relationship that needs to be cultivated.

Here are the two key things you should try to find out before you think about going after the business.

First Thing

How this person feels about what they do. Do they love their job, or hate it, and in either case what is it they love or hate.

I am sure you’re thinking what would be the value of knowing that? Well, this question is actually a qualifying question. What does it qualify – your relationship with the person being at a high enough level that you can go for business.

You are not going to know the answer to this question unless you have engaged them in a conversation. This is one of the key questions you should ask when you first meet in a networking environment.

If you get the answer to this question, you will have some real power moving forward. If they don’t like their job you have the perfect question to take the relationship to the next level – “What would help you the most in your job?” and “Is there some way I could possibly be of help?”

Both of these questions give you the opportunity to make this person a valued relationship by allowing you to do something that helps.

Second Thing

On the other hand, if the love their job you can immediately connect that to the next question. “What are you trying to accomplish on LinkedIn?” Or, “How are you using it towards your business objectives?”

The answer to these questions in many cases may almost “sales qualifying” information, but because of the tact you’re taking will not be perceived as prospecting. Here too, the answer to this question allows you to find ways to become a valued connection by helping them achieve their objectives.

Summary

The reason for this line of approach is quite simple. If you first develop someone as a valued connection (A valued connection being one that is connected or staying connected because of the value you deliver.) you will find it far easier to get their ear on any subject including looking at how what you do could help them. They will also likely be willing to help you in other ways even if you can’t get the business and your approach for that business won’t burn the networking bond already formed.

From Flyn: By the way, if you are a regular reader, or even a new one, I would love to hear any success stories you have about using the techniques and strategies I provide in this blog. I also enjoy hearing your comments on the posts.

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