Blog

by Brynne Tillman
on February 9, 2017

9 LinkedIn Ways to Get On Your Buyers’ Radar

Getting noticed is a challenge that many sales people face. Social selling certainly is an easy channel to help overcome that obstacle, and here are nine ways to get the attention of your targeted buyers:

Visit their profiles. First, make sure your settings are open so that others can see that you have viewed their profile. Next, make a pre-qualified list of the people you’d like to engage with, visit their profile (and while you are there, get to know them better). About 10% will look back, so be sure to look at Who’s Viewed Your Profile every day and engage. Send a connection request with a personalized note; for example: Thanks for visiting my profile, I had a chance to look at yours and (noticed something we have in common), so I thought it might make sense for us to connect.

Follow. This is a very simple but powerful way to get the attention of a LinkedIn member. When you follow a person that you are not connected to will send them a notification that you have followed them. This will, in most cases, pique their curiosity and they will check out your profile. Now, go to the first tip above and engage. If your profile is positioned to be a resource, then your success of them accepting your invitation skyrockets. To follow someone, visit their profile and choose the drop-down arrow next to (send an InMail) and choose “follow.” If you have the new LinkedIn UI, click the ellipsis symbol (“…”) right next to your headshot and click follow or scroll down to their activity and follow from there.

Like, share and comment on recent activity. The reason people share content is to get engagement, so you can really make an impression by appealing to what matters to them. Be sure to read the content and engage authentically. They will get a notification that you liked, shared or commented on their update and which will get them to visit your profile, and may even ask you to connect. Similar to the follow steps above, choose Recent Activity from the drop-down or scroll down to their activity section on the new LinkedIn UI and engage.

Get warm introductions. Being introduced by a shared connection is one of the most effective ways to not only get on your buyers’ radar but come into the conversation with immediate credibility. The ability to search and filter your connections’ connections is still available for the free LinkedIn users but is moving to Sales Navigator early 2017 as the new LinkedIn UI rolls out.

InMail. This messaging feature is available to LinkedIn’s Premium users and allows you to directly message people to whom you are not connected. There are free InMail opportunities through Open Profile messages. Messages can be sent to any member with Open Profile turned on, even if they are outside of your network. Anyone on LinkedIn can send an Open Profile message to these Premium members without an Introduction or paying for an InMail. All LinkedIn members can see the full profiles of the Premium members with an Open Profile. If you have a Premium account, click the pencil next to the word Premium when you are in your edit profile to choose Open Profile.

Connection requests. I don’t recommend a cold connection request as the best first move to getting on your buyer’s radar, but it can be done. If you do choose to send a cold connection request, make sure your personal note is meaningful to them.

Congratulate. LinkedIn alerts you when your connections change jobs, have an anniversary, birthday, are mentioned in the news or other events. This is a great opportunity to engage. But remember, many others are congratulating them too, so make it memorable with a personal note.

Share their own company updates. Their company may have posted news they haven’t seen. When something positive is shared by or about their company, share a link via InMail or if you are already connected in a message. Include a note; for example: I saw this great article about your company and I wasn’t sure if you had a chance to read it yet.

Mention them in an update. This too is not necessarily something I would do before establishing rapport, but sharing that company update publicly and @mentioning them in the post will send them a notification that they were mentioned.

Getting on your prospects radar is just a small part of the sales process, but it is an important one.

This article was originally published at LinkedIn.


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