One social media platform is the top of the tree for anyone seeking business to business connections: LinkedIn.
Some business people still see it as a place where people go to look for jobs, rather than as a place to fish for business contacts.
They’re missing a trick. LinkedIn is a great place to develop and nurture key business relationships.
It’s important to know who to cultivate and who to avoid, though.
Who are the LinkedIn characters business people want to avoid?
The Video King/Queen – Don’t get us wrong, we LOVE video. It’s one of the most engaging ways of getting your message across and building connections, when it’s done in the right way. However, if someone is posting talking heads videos multiple times every day, they’re going to make their connections weary of them. Less is more! One effective video post a week is better than multiple posts a day which turn people off.
The Critic – Someone who has nothing good to say about anything other people post on LinkedIn will soon be viewed as hyper-critical and people will want to back off from them. If you did this at in-person networking, you would soon find yourself standing alone!
The Controversialist – We like a little bit of controversy to get the comments flowing, but some people on LinkedIn seem to court it! They publish statements regularly which they know are bound to rile other people and get them commenting. This is all very well in the short term, but in the longer term people will simply scroll past anything they post because they just don’t want to get involved.
The Pushy Sales Person – We’ve all met them, the people who connect with us then immediately ask us to buy their stuff without creating connections or building relationships.
The Ghost – This person may not even have a photograph on their profile. Their feed is neglected and their details aren’t up to date. This is clearly not someone who spends much time cultivating contacts on LinkedIn, so don’t waste your time on cultivating them.
So, who DO you want to cultivate?
The Influencer – From Arianna Huffington and Richard Branson to micro-influencers in your area and sector, these are people who have large numbers of followers, a substantial amount of social media clout, and whose output is read avidly. If you connect with and interact with them, your profile will be raised.
The Avid Networker – People who spend a good amount of time networking in person also tend to have large numbers of followers on LinkedIn. It’s a good way of getting people into their sales funnels. Connect with them and you’ll be connecting to all sorts of possibilities.
The Thought Leader – This person is at the cutting edge in their industry and produces thought-provoking posts and articles which they share on LinkedIn. Liking and commenting on these will help raise your profile and give you kudos in your profession or trade.
The Helper – LinkedIn posts often ask for help in sourcing suppliers, for recommendations for professionals, creatives, and trades people, and for information on specific subjects. If you can help someone on LinkedIn, that’s a great way to start or cultivate a business relationship. Most people will want to reciprocate when it comes to helping you.
The Lurker – This is someone who follows other people or businesses on LinkedIn and never posts themselves. The lurker will like posts and make comments, but they won’t share their own content. Perhaps they’re too afraid of making mistakes, they haven’t got a clue what to post, or they simply don’t have the time. However, they often have useful contacts and information and could well recommend you to their connections.
For more information on how we can help you with LinkedIn and other social media, click here. [WP-Coder id=”9″]
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