The Secret You Most Likely Overlook

All of my work focuses on the topic of “high-profit selling.” What’s interesting is that high-profit selling is directly dependent on the quality of your prospecting.

I speak all over the world and I work with companies as a consultant to help them develop their prospecting strategy. The problem I solve for them is “how do you close more customers at higher levels of profitability, faster.”

I work mainly in the B2B world, and LinkedIn is my tool of choice.

One of my secrets (and it’s simple really) is having a robust profile.

I’m sure you’ve heard this before by now, but it’s worth repeating: nobody is going to connect with and trust you if you don’t appear to be an authentic and professional businessperson on your profile page. It doesn’t matter how strong your message is if your profile isn’t in alignment.  
Personally, I’ll connect with anyone who wants to connect back, as long as they seem like real human beings and not spam accounts.

This is what’s led to me generating hundreds of new leads and new business over the years.


The LinkedIn Groups You Must Join

I also recommend maximizing the number of groups you belong to. There are four types of groups that are “must-joins.”

The first type is local business groups that are tied to your geographic area. I live in the Midwest of the United States so I’m a part of groups that are tied to my area even though doing business locally isn’t a key part of where my revenue comes from.

However, with locality often comes loyalty and it’s good to have a solid network of people you can rely on.

The second set of groups are academic groups. This means colleges or universities you’ve either attended or you’ve become associated with.

As you begin prospecting with other members on LinkedIn you’ll start checking out people’s profiles and likewise, they’ll be looking at yours.

It’s helpful to see if you run in the same circles as these other members you’re interested in. This is why I want to spread my groups around.

The third type of group I look for is industry-specific groups. This means related industries and those where your customers are likely to be hanging out.

The fourth kind of group is your own peer group. These are individuals who generally have the same goals and objectives as you do. They are probably in a similar role and at similar companies.

I Don’t Have Direct Competitors

I belong to sales groups for instance. Some people think you shouldn’t be fraternizing with your competitors but that’s not a winning mindset in my view.

I don’t view anyone as being a direct competitor. I believe I stand apart and stand alone with the value I’m offering the market.

Every Saturday morning I go to my groups and I pose questions. Sometimes I reference interesting articles that are coming out, but I make sure I ask a question that will prompt discussion, not just wayward responses.

I like and comment on everyone’s response and if it makes sense I go to their profile and ask to connect. After we connect I send them back a value-added message along with an additional piece of information.  
This is all about starting a dialogue and nothing more, but it leads to relationships, and relationships lead to sales.  

Action Steps

  1. Join groups related to your local and geographic area even if your business is mainly online or based out of another area.
  2. Join groups related to your college or university or academic institutions you’ve become associated with.
  3. Join groups that are tied to your industry and the industries that your customers are likely to be tied to.
  4. Join groups of your own peers.
  5. Spend time each week prospecting with your groups by asking pertinent questions that will generate discussions. Use these discussions as a jumping off point to relationships by liking and commenting back on the responses you receive.
  6. Connect with these members if it makes sense.


Result You Will Achieve

Build relationships within the right types of LinkedIn groups to generate more leads and sales.

Mentor: Mark Hunter

Founder of The Sales Hunter. Mark is a leading sales thought leader and has used LinkedIn to gain speaking engagements across South America, Europe and Asia.

This article is based on an EHQ interview with the mentor.