Do you think you will actually meet new people?

This is what my boss asked me when I joined LinkedIn in 2009.

Initially, I really didn’t. I spent time connecting with people I actually knew.

It stirred some conversations with people I had not seen in a while, but was not much more than a digital Rolodex (google it).

I’d go to conferences, add some folks, but there was really not much interaction.

It wasn’t until 2014, when I started using the platform as a part of my sales process.

I started using LI as a thread in the process. Have a disco call or connect with someone new.

Connect with them. Simple.

Qualify someone, open an opportunity. Find out who my boss is connected with at that company.

If he has a connect. Have him reach out.

Opportunity advances to a certain stage. Have my boss connect with key stakeholder.

Why does all this matter?

Sales is a team sport, the more you can make connections and multi-thread you interactions the more options you have as a deal progresses.

Silo all interactions in your head… when the deal gets stuck… trust me it will, you have nowhere to turn.

There are a lot of use cases for leveraging LinkedIn, but this “old school” approach is still a part of my daily sales process.

Want more tips on Strategic Social Selling? Check out my recent interview with Lenwood M. Ross on the #lovesellinghatesales Podcast.