Jan Visser On LinkedIn, Stone On What Works

I always enjoy Jan Visser's "occasionally irreverent, but never boring" perspective on Sales . . . and I think you will too. If you haven't already seen this post: 3 Reasons LinkedIn Won't Help You Sell, I encourage you to do so . . . and follow the resulting comment flow.

Stone's take on LinkedIn -- and virtually any other resource, strategy, or tactic:

"If It Works It's Good."

I'm getting a little "long in the tooth," (my head shot fails to reflect all the gray hair I've earned over the years) and I've certainly developed some very definitive opinions about what works for me and the niche I serve (I Solve Sales Problems -- primarily for Training & Consulting firms). Among these closely held beliefs: "There's Precious Little That Doesn't Work . . . If You Work It." One idea from my little corner of the sandbox that I suspect has equal merit in any arena:

Consider putting some real effort (meaning more effort, for most of us) in applying whatever you believe works to the pre-purchase and post-purchase experience. Somewhere between being "Linked In" and "Locked Out" lives tremendous opportunity to do far more than simply make another connection . . . in a way that actually serves your prospective customer in some way -- and at the same time, frees you up to serve those who need and want your help right now.

The best of these strategies (the ones that work), are those that:

1. I'm willing to do (consistently)

2. Equip the prospect to learn about me and my work At Their Own Pace, In Their Own Way -- and "self-nominate" when they're ready to have a substantive conversation

3. Are unique enough that my competitors can't easily replicate them

4. Create an experience the prospect becomes increasingly unwilling to do without

For me, LinkedIn (on its own) fails this 4 Point test -- but if I re-visit exactly how I work this Tool, maybe my perspective . . . and my results would change?

Thank You Jan Visser for raising the question!