Build relationships

Strengthen your network by connecting and establishing trust with decision makers

Social Selling Index

Why is it important to build relationships?

73% of B2B buyers prefer sales professionals

who have been referred by someone they know

87% of B2B buyers said they would have a

favorable impression of a salesperson who was

introduced to them through someone in their

professional network.

Buying decisions now typically include 5.4 decisions makers

+39%+87

%+39%+73

%

A larger network gives you greater leverage in finding new prospects and getting in the door with clients.

Connect with contacts

EXPERT TIP

Connect with your network and with prospects after introductions

Build relationships

Focus on building relationships with senior-level people at your prospects and customers.

Focus on decision makers

EXPERT TIP

Build multiple connections with decision makers at accounts, don’t just rely on one

Build relationships

Connect internally so your colleagues will be able to provide warm introductions. Senior leaders are more likely to have decision maker connections for you to leverage.

Connect internally & leverage TeamLink

EXPERT TIP

Use your company’s network to uncover the best way to get introduced with TeamLink, available in Sales Navigator Team

Build relationships

After connecting, develop the relationship just as you would have before LinkedIn existed, reaching out periodically at appropriate times and adding value by providing relevant information and solutions to your prospect or client’s business problems.

Nurture relationships over time to keep your services top of mind

EXPERT TIP

Help prospects by sharing their updates or posts they’ve published

Build relationships