Today’s rainmaking recommendation from Jaimie Field is a little bit different – it’s not strictly one of her recommendations, but is a rant she published via her LinkedIn publishing platform yesterday, with some advice on what NOT to do when trying to sell your products and services. 

Since I wholeheartedly agree with her, I wanted to share this with you today – it’s great advice to keep in mind when you’re reaching out to someone for the first time, whether through LinkedIn, on the phone, or in person! 

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Have we met?

Have we connected in any way on Linked In?

Do I even know who you are?

Do you even know who I am other than looking at my profile?

 

If not, please do not send me a solicitation email about your services through my LinkedIn account.

Sure we may have a group or two in common, but if you have not taken the time to “introduce” yourself to me, what makes you think I want to do business with you? There is an oft used phrase: “People do business with people they know, like and trust.”

I don’t know you. So what makes you think I trust or even like you?

Over the past two weeks I have received more than 8 Linked In messages from people trying to sell me their services – some of them trying to do this even prior to connecting with me. Today, I even received an email to connect WITH a solicitation for my business.

Do you think this is any different from picking up the phone and cold calling me? Cold calling no longer works. Hell, just “selling” doesn’t work anymore either. The fact is that nowadays when people need a service or product, they do research on the internet. When they find out everything they need to know about that service or product, then they will take the time to find the best provider for that need. Often, this best provider is found by asking for referrals. Your referral sources, the people with whom you may have created a relationship with on Linked In, will happily refer you if the fit is right. If you have taken the time to begin creating a relationship with the potential referral sources or clients, they will remember you as the person who can help them and potentially call you.

Social Media Networking – and the key word here is NETWORKING – is about creating relationships. Linked In was created so that business people could connect with others and begin to form relationships.

Form a relationship with your potential client, find out about your potential client’s needs, then ask them if they need your services.

……Rant officially over……

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Photo of Lindsay Griffiths Lindsay Griffiths

Lindsay Griffiths is the International Lawyers Network’s Executive Director. She is a dynamic, influential international executive and marketing thought leader with a passion for relationship development and authoring impactful content. Griffiths is a driven, strategic leader who implements creative initiatives to achieve the…

Lindsay Griffiths is the International Lawyers Network’s Executive Director. She is a dynamic, influential international executive and marketing thought leader with a passion for relationship development and authoring impactful content. Griffiths is a driven, strategic leader who implements creative initiatives to achieve the goals of a global professional services network. She manages all major aspects of the Network, including recruitment, member retention, and providing exceptional client service to an international membership base.

In her role as Executive Director, Griffiths manages a mix of international programs, engages a diverse global community, and develops an international membership base. She leads the development and successful implementation of major organizational initiatives, manages interpersonal relationships, and possesses executive presence with audiences of internal and external stakeholders. Griffiths excels at project management, organization, and planning, writes and speaks with influence and authority, and works independently while demonstrating flexibility in thinking, especially in challenging situations. She also adapts to diverse and dynamic environments with constant assessment and recalibration.

JD Supra Readers Choice Top Author 2019

In 2021, the ILN was honored as Global Law Firm Network of the Year by The Lawyer European Awards, and in 2016 and 2017, they were shortlisted as Global Law Firm Network of the Year. Since 2011, the Network has been listed as a Chambers & Partners Leading Law Firm Network, recently increasing this ranking to be included in the top two percent of law firm networks globally, as well as adding two regional rankings. She was awarded “Thought Leader of the Year” by the Legal Marketing Association’s New York chapter in 2014 for her substantive contributions to the industry and was included in Clio’s list of “34 People in Legal You Should Follow on Twitter.” She was also chosen for the American Bar Association Journal’s inaugural Web 100‘s Best Law Blogs, where judge Ivy Grey said “This blog is outstanding, thoughtful, and useful.” Ms. Griffiths was recently chosen as a Top Author by JD Supra in their 2019 Readers’ Choice Awards, for the level of engagement and visibility she attained with readers on the topic of marketing & business development. She has been the author of Zen & the Art of Legal Networking since February of 2009.