5 LinkedIn Best Practices That Don't Work
Prediction: 95 percent of sales reps and distributors will invest time in LinkedIn best practices that fail to generate leads in 2015. Be sure you're not one of them.
Most LinkedIn best practices for sales reps are not, in fact, best practices. They're time-wasters. This is one of the most important insights I gleaned in 2014. That's why I'm offering you five commonly recommended LinkedIn best practices to avoid in 2015.
The 5 Worst LinkedIn Best Practices
- Using "Who's viewed my profile" to drive profile views.
- Requesting connections from new prospects.
- Sending InMails that ask for appointments and referrals.
- Sharing valuable content with your connections.
- Adding value in LinkedIn Groups by giving away your best advice.
Instead, follow these five steps to avoid falling down the LinkedIn "best practices" rabbit hole that truly don't work for sales:
1. Beware of 'Who's Viewed Your Profile'
We all like candy and LinkedIn is handing it out. The experience is becoming increasingly Facebookesque. Case-in-point: The "who's viewed my profile" feature. Beware: for most of us it's a trap.
I'm not suggesting this feature isn't handy. It's just not what we (as sellers) want it to be. It can be a time-suck.
Our instincts to find buyers can overpower rational thought—especially when we're pressed for time. Mix in some "online candy" and it's a productivity risk.
Is it good to know who's viewing your profile? Yes. Can you tell why someone outside of your immediate network is viewing your profile? Not with certainty. You cannot qualify a lead based on them looking at your profile.
A lot of experts claim you can. You cannot. Deep down, you know you cannot. Using software or other techniques to increase your views is not a smart strategy, especially when: