LinkedIn saw a 55% increase in conversations among connections in 2020.
Because conversations are the precursor to doing business, getting into as many conversations as possible needs to be a priority for marketing agencies, who, 62% report that referrals are their number one source of new business.
To get someone conversation ready, you have to be willing to suspend your desire to do business and put more value on the relationship. Because the relationship has more possibilities.
If you waste the conversation on a pitch, you may lose that person forever. But if you focus on the relationship first then you open yourself to referrals, sharing of knowledge, and new business (set to the pace of the new buyer).
Instead, do this:
- Connect with the people you know you have the capacity to serve.
- Engage with their posts with the express purpose of building a community.
- Ask for a 1–1 to get to know each other better.
The conversation is one of the most enjoyable parts of doing business. So make them fun. Share knowledge. Get to know them personally. Ask about what they do. Learn about their struggles. Let them ask you about what you do. If you have a good one liner, it will resonate and they’ll be able to refer or tuck the information away for when they are ready.
Just keep it natural.
Torlando Hakes, is the author of the book Sprint and host of such podcasts as The CTA Podcast, The PaintED Show, and No Trade Secrets. Torlando is open to meeting new friends and building a community of like-minded peers. You can jump on his calendar for a 1–1 anytime for advice, to share networks, for podcast interviews, and for help getting more bookings.