Starting trust-based conversations

The Making Sales Social Podcast, hosted by Brynne Tillman, Stan Robinson Jr., and Bob Woods, explains how to start trust-based conversations with second-degree connections on LinkedIn:

1. Leverage mutual connections: Use your network to build credibility and avoid cold calls. Reference shared connections to start conversations.

2. Lead with value: Offer insights or resources instead of pitching products right away. This approach builds trust and credibility.

3. Maintain trust: Keep trust with both the mutual connection and the new contact. Express gratitude and aim to make the referrer look good.

4. Focus on helping: Shift focus from selling to helping prospects. This mindset attracts more opportunities and mitigates the negative reputation of salespeople.

5. Use LinkedIn tools: Utilize filters to find second-degree connections worth reaching out to. Approach mutual connections for introductions through brief conversations.

6. Offer reciprocity: When asking for introductions, offer access to your network in return. This fosters a collaborative relationship.
   

Increase your visibility

In a recent LinkedIn post, Mandy McEwen shared her 5×5×5 method to increase visibility with prospects:

• Identify 5 target accounts: Focus on accounts that are crucial for your success.

• Find 5 key people: Look for active LinkedIn users within these accounts, including decision-makers and influencers.

• Leave 5 insightful comments: Engage with their posts by offering valuable insights to appear in their feed.

Predictions: LinkedIn in 2025

Daniel Disney outlines key strategies for enhancing social selling on LinkedIn in 2025:

• Craft engaging hooks: Start posts with captivating sentences to grab attention amid increasing content competition.

• Use the LinkedIn button: Premium members can add a button to direct users to websites. Enhance this with Linktree for multiple links.

• Promote internal advocacy: Encourage colleagues to engage with each other's posts. Use tools like Slack or WhatsApp for sharing links and create leaderboards to motivate participation.

• Diversify messaging: Use written, audio, and video messages to reach different preferences. If there's no response, follow up with a different message type.

• Enhance personalization: Go beyond basic personalization by researching profiles and company activities for more relevant messages.

• Address objections with content: Create content that tackles common objections, such as price concerns, by focusing on value instead.

• Stay consistent: Schedule daily LinkedIn activities in your calendar to ensure regular engagement and content sharing.
  

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