How to Avoid Being Banned by LinkedIn When Connecting
"I need to figure that part out."
Well enough. I know it feels right to use connection requests as a way to make contact—once you've identified a potential buyer's profile. After all, there's a big CONNECT button staring you in the face!
But connecting makes no sense from a process and relationship perspective. It can also get you banned.
For example, LinkedIn connection requests are:
- Restricted to 300 characters
- Impersonal (automated requests are forced on mobile devices)
- Against the rules if you don't know the prospect!
LinkedIn connections can be accepted, ignored or declined—just like your calls or emails. They offer nothing better. In fact, they come with restrictions, are often impersonal by default and are not permitted. They're risky!
Connect With Prospects Later
Let's shift to process. It is best to "connect" off of LinkedIn first—then connect on LinkedIn to further (nurture) the conversation.
This takes full advantage of what connections give you (and avoids the risk of being restricted).
Think of it this way. Outside of LinkedIn, what's the difference between a successful sales rep and one who struggles at prospecting new business? Getting connected on LinkedIn? Nope!
It often boils down to your ability to give prospects an irresistible reason to talk with you.
This is what all the social selling gurus don't like to talk about. It makes me crazy. They're never telling us what we need to do to experience success—only what we'd prefer to hear (to experience momentary satisfaction in having taking action).
Why and How Connecting Later Works
When prospecting, your goal is to create an urge in the prospect to talk to you. If you don't create that urge you don't get to talk with them. Period.
Social selling on LinkedIn is all about helping prospects feel honestly 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.