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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...
A larger network gives you greater
leverage in finding new prospects
and getting in the door with clients.
Connect with co...
Focus on building
relationships with senior-level
people at your prospects and
customers.
Focus on decision makers
EXPERT ...
Connect internally so your
colleagues will be able to provide
warm introductions. Senior leaders
are more likely to have d...
After connecting, develop the
relationship just as you would
have before LinkedIn existed,
reaching out periodically at
ap...
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Build Relationships

  1. 1. Build relationships Strengthen your network by connecting and establishing trust with decision makers Social Selling Index
  2. 2. 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%
  3. 3. 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
  4. 4. 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
  5. 5. 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
  6. 6. 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
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Strengthen your network by connecting and establishing trust with decision makers.

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