When it comes to LinkedIn, there are right and wrong ways to use it. And, one of the worst mistake sales professionals make on LinkedIn is treating it as a sales tool. So avoid this at all costs, because actually, no one enjoys being sold to.

Imagine this: when you go to a live networking event, you don’t just show up, put business cards on the table, and leave. That’s impersonal and, frankly, rude. The same thing goes for “selling” on LinkedIn. 

You can have all the information, but no one will care about that until you show them how valuable they are. In addition, you cannot determine whether customers will appreciate what you offer until you learn more about your potential clients.

Therefore, we singled out three simple rules that you should follow to prevent prospects from feeling like you’re just trying to sell them something.

Permission connection method

When sending a connection request, you should tweak your wording slightly. 

Don’t use the standard “I would like to invite you to join my LinkedIn network” message, but rather customize it and make it sound more personal. Give a little background about why you want to connect and ask for permission.

For instance: “Hello [name], I am interested in expanding my network of sales leaders in the Western area. Would you be willing to connect via LinkedIn? Kind regards, – [your name].”

Consider the issues your prospects are facing 

It will be easier to connect with people if you demonstrate a genuine interest in their challenges and difficulties, so ask questions about these topics. 

LinkedIn is primarily used to foster network-building, professional and skill development. If you can discover their biggest challenges, you can have more insight into how to present your products or services without sounding sales-y.

Think about forming questions like, “Most of my clients in the same industry claim that [example] frustrates them the most. Are you experiencing the same frustration? Or you have some other concerns? 

Take a moment to consider what you would like to be asked that could help your business move forward or help you accomplish something on your to-do list.

Building a relationship with free value

Providing information, courses, training, etc., is one of the ways to accomplish this. You might be able to provide expertise free of charge in the form of training videos or discovery calls. 

For instance, if you came across a white paper that contained valuable information, offer it. Prospects will appreciate it if you try to make even the slightest effort to understand their needs.

According to research, 64% of consumers value hearing from salespeople who provide relevant and insightful information.

Think about whether you would be offended or annoyed by that message before sending it to a client. In the situation when the answer is positive, consider adding value first. By doing this you will avoid one of the worst mistake sales professionals make on LinkedIn.

The bottom line is not to be afraid of making new connections. Be just as courteous on LinkedIn as you would in person and do as you expect to be treated.