Are you struggling to turn LinkedIn contacts into real business opportunities? Social Selling on LinkedIn is about building meaningful connections that can grow into professional collaborations, partnerships, or clients—without being too pushy or sales-focused.
Here’s a step-by-step guide to help you use LinkedIn more strategically and build genuine relationships that convert.
Step 1: Shift your mindset
Before you reach out to anyone, get in the right state of mind. Think about the moments when you felt confident and successful. This can help you show up more confidently when networking.
Tip: You can even ask an AI tool to remind you of your strengths before reaching out to people—it’s like your own personal coach.
Step 2: Following and engaging
Don’t jump into sending connection requests before having done your research. Maybe first follow people you want to connect with. Then engage by commenting on their posts in a thoughtful way.
Instead of saying “Great post,” share your own opinion or experience on the topic.
Step 3: Send personalized requests to connect
Once you’ve interacted with someone’s content for a bit, send a personalized message when requesting to connect. Mention something specific, like an article, a post you liked, or the fact that you both have a mutual interest in a topic, industry, etc.
Step 4: Start the conversation right
After they accept, don’t pitch!! right away and don’t just say “Thanks for connecting.”
Instead, continue the conversation by asking a question or commenting on something they’ve shared or about their industry. This shows you care and helps keep the conversation going.
Step 5: Follow up naturally
A couple of weeks after connecting, send a short message to check in or comment on a new post they shared.
For extra impact, use a voice note or short video—it adds a personal touch and stands out in their inbox.
Step 6: Offer a chat
When it feels right, invite them to a short virtual coffee meeting—no pressure, no pitch. Just a 15-minute conversation or Teams call and enrich your connection with an insight or case. Keep it simple: “Would you have time for a short virtual coffee meeting? Just 15-20 minutes where I can show you a case that is related to your industry.”
Step 7: Stay on their radar
Keep the relationship warm by:
- Saving and revisiting their posts later
- Introducing them to others in your network
- Sharing helpful tools or articles
- Tagging them in your content, if it makes sense.
Step 8: Move from connection to customer (naturally)
When the relationship is strong enough, use this method:
- Make it mutual: Frame conversations as a two-way exchange
- Invite, don’t impose: Offer value without pressure
- Clarify the vibe: Be honest about your intentions
- Keep the door open: Respect a no, and leave the conversation on a good note.
Social Selling is about adding value and treat people like people. The rest will follow.