Other than using InMail, it is best to initiate contact off of LinkedIn first—then connect on LinkedIn to nurture the conversation forward.

This takes advantage of what connections give you. (and avoids risk of being punished by LinkedIn for violating rules)

Here's the skinny version. Being connected with prospects on LinkedIn is:

• less effective for earning meetings or starting relationships

• more effective at nurturing conversations toward closure.

If you want more appointments from time invested in LinkedIn there is a better way to get them, fast.

This is the piece of the puzzle you may be missing with LinkedIn.

Connections suck as a first touch

Connection requests are often never seen when personalized. LinkedIn increasingly encourages NOT reading the connection request. This can make a successful connection follow-up message blow up in your face! 

Connection requests suck. They're just un-necessary. Plus, asking someone you don't know for a connection is risky. (technically against LinkedIn's rules)

If your connection requests are not accepted by prospects often enough LinkedIn will remove your ability to make connection requests. Your account will be restricted. Ouch.

You might be wondering, "Ok, Molander, why should I avoid asking for a connection on the approach? And if not then WHEN should I ask for one?"

When we first meet students we pop the question: "How does LinkedIn fit into your prospecting process?" 95% of the time I get the same response.

“I need to figure that part out.”

Fair enough.

Before we give you the answer consider this. Outside of LinkedIn, what's the difference between a successful sales rep and one who struggles at winning new business? Getting connected on LinkedIn?

Hell no! (sorry did I say that?)

Success often boils down to your ability to give prospects an irresistible reason to talk. This is what we can coach you to do, yourself. What do you think?

What you should do first, instead

No, you don't need to use InMail. This isn't a commercial for InMail. I don't care if you use InMail or not. All I care about is getting response and appointments. The fastest way to get response is creating an urge in the prospect to talk.

If you don't create that urge you won't be invited to talk. Pretty simple.

Getting more response and appointments will start happening. But only when you start helping prospects feel curious about how you can help them ... how you can solve a problem, relieve a pain, avoid a risk or fast-track a goal for them.

Help them to expect (want) your connection

Sound crazy? Impossible? Like too much work? It's not. The technique is repeatable and proven effective.

Plus, once you've attracted a slew of prospects, then you're in a stronger position to:

• understand when (and if) they'll transact;
• discover how many decision-makers are involved in choosing you;
• have your connection request accepted (avoid going to LinkedIn jail!);
• effectively nurture & close your lead!

This is why it is best to meet off of LinkedIn first—then connect on LinkedIn to further (nurture) the conversation.

Once connected, you can message freely, monitor prospects, allow them to monitor you and such. You don't need to worry about any of that until you've been given a reason to—by the prospect. First, you need their permission.

This will help them expect (want) your connection. Plus, you'll get access to all kinds of other information the connection can't give you.

What will you do now?

Not everyone understands this stuff. Now you do.

So what will you do with this information?

Close the browser window and hope to remember this? Or will you consider this might be the piece of the puzzle you're missing with LinkedIn? And will you consider having us coach you, step-by-step, on a better, faster way to get leads on LinkedIn?

Are you willing to make a small investment that we stand behind?

Everything you now know will be wasted unless you take the next step and commence with the DO-ing of what you know. Regardless of our class next week. Because what you want in your life is irrelevant; what you're committed to is all that matters.

Straight-talk about the investment

Maybe you think you can't afford to invest in one of our paid courses. Or you don't have the time. But can you afford to continue down the same path of frustration and lack of results?

What would you pay to take LinkedIn from something you, essentially, fool around with to something that pays you in leads? What would you pay to take your email and InMail writing strategy from something you agonize over to something that attracts new customers to you ... and turns them into buyers?

This know-how is priceless.

Ok. Let's keep it real. LinkedIn connections are a nice-to-have, not a must have! Right? :)

Do you have questions about making this LinkedIn connection request and lead generation technique “come alive” for you or your sales team? Let us know!

We hope to see you in the training if it's the right time for you.