The starting point of being a thought leader on LinkedIn is to use social selling as a way to connect with high potential prospects. Through social selling, you can illustrate empathy, expertise, and problem-solving ability which helps you build trust and create value for those who want to engage with you.
I am still surprised by the number of salespeople I meet who don’t use social selling as part of their attempts to connect with a high-potential account. Many tell me they are connected with current customers, but not with prospects.
I tell every salesperson who doesn’t attempt to connect with prospects on LinkedIn that they are missing out. For every seller I talk to who doesn’t use social selling, I know of one who is, and who is successful at generating new business. So why wouldn’t a salesperson add social selling to their approach?