Recently, I’ve noticed that after an event, all the people with whom I’ve exchanged business cards, send me a LinkedIn request the next day. At first, I thought this was timely follow-up, but now I’m pretty sure it’s just a knee jerk reaction. After that initial automated email nothing happens, no phone call, no personal note nothing.
Sales is a profession based on establishing and nurturing relationships. LinkedIn can be a useful tool, but not if used just to collect contacts. It’s best for learning a little something about your prospect, perhaps asking a colleague for a warm introduction, or for demonstrating your professional skills through thoughtful posts.
In grade school we learned to stop, drop and roll. In social media we need to stop, listen and learn.