In part ten, the last in my social selling on LinkedIn series, I want to close by talking about LinkedIn connections. Now that you have optimized your LinkedIn profile for maximum effect it’s time to start building your connections and growing your network of prospects and potential customers!
After all, LinkedIn is all about making connections. It is a social networking site, and was created specifically for this purpose. It is far and away the best place on the web for connecting with B2B prospects, potential customers and business partners! But you can’t just sit back and wait for those LinkedIn connections to come to you. You have to be proactive and go after them! So I’ve outlined for you exactly how to do that below.
But first! If you haven’t read the nine previous posts in this series covering social selling on LinkedIn, using LinkedIn as a sales tool, optimizing your LinkedIn profile picture, why you should customize your LinkedIn URL, LinkedIn headline tips, LinkedIn summary best practices, LinkedIn recommendations as social proof, LinkedIn skills and endorsements and LinkedIn Content you should go back and review those first.
They lay the groundwork for your social selling strategy, how you should be thinking about LinkedIn in general, and some minor (but effective) changes you’ll need to make to your LinkedIn profile that will make you easier to find, and will help optimize your profile for organic search on Google.
What Are LinkedIn Connections?
On LinkedIn, people in your network are called LinkedIn connections. They are categorized in three different ways, you have first degree LinkedIn connections, second degree LinkedIn connections, and third degree LinkedIn connections respectively. The degree of connection you have with another member affects the ways that you can interact with them on LinkedIn.
First degree connections are people that you’re directly connected to because you accepted their invitation to connect, or they accepted yours. These connections are ideal because you can contact and freely interact with them directly at any time on LinkedIn. You’ll recognize them because you’ll see a first degree icon next to their name in search results and on their profile.
Second degree connections are people who are connected to your first degree LinkedIn connections. Your goal is to convert them to first degree connections, and you can do so easily by clicking the Connect button on their profile page and sending them invitation, or by contacting them with an InMail. You’ll recognize them because you’ll see a second degree icon next to their name in search results and on their profile.
Third degree connections are people who are connected to your second degree LinkedIn connections. Your goal is to convert them to first degree connections as well, but it’s not as easy as your second degree connections.
If their full first and last names are displayed, you can send them an invitation by clicking the Connect button on their profile page. However, if only the first letter of their last name is displayed, you will only be able to contact them with InMail.
You’ll recognize them because you’ll see a third degree icon next to their name in search results and on their profile.
Why Grow Your LinkedIn Connections?
Each one of the LinkedIn connections you add to your network, increases the probability that your content will be seen and shared. Remember, your second and third degree connections do not see your content unless the first degree LinkedIn connection that is between you likes, comments, or shares your content.
It is engagement from a first degree connection that allows your second and third degree LinkedIn connections to see your content on their home screen. By sharing content and connecting to those people making first degree connections, you increase the probability of more content views.
As you receive more content views and more LinkedIn connections within your network, you are increasing the probability that prospects, partners and colleagues will engage with your content. They’re not only viewing it, but they’re liking and commenting and sharing your content and pushing the content to their network, allowing you to go viral.
You will gain greater exposure to other people’s LinkedIn connections, you will gain access to their networks. Every first degree LinkedIn connection you make, gives you the ability to dive into their connections and identify each and every person that they’re connected to.
Every LinkedIn connection that you make, allows you to have direct, one on one conversations with that individual. You can send them a message, continuously share great content, invite them to upcoming events etc. Whatever your next step, you have the ability to take it within LinkedIn with those your first degree connections.
How Do You Add LinkedIn Connections?
Don’t just sit back and wait for invitations to come your way. Go after them! first degree connections are golden and you should do everything you can to get them. Of course you can begin to build your LinkedIn network by connecting with contacts that you know and trust, it’s easy! Start with the following:
- Import your email contacts and invite them to connect.
- Look through the people you may know section and invite them to connect.
- View the Alumni page to see the people you went to school with and invite them to connect.
- Search for people you know on the homepage and invite them to connect.
Once you’re done there start reaching out to those second and third degree LinkedIn connections like so:
- Send invitations to prospects asking them to connect. If they accept your invitation, they’ll become your first degree LinkedIn connection. Learn how to send an invitation here.
- Send an InMail. It allows you to directly contact any LinkedIn member who isn’t one of your first degree connections. Keep in mind, InMail is a premium feature and needs to be purchased. Learn how to purchase and send InMails.
- Quickly find and connect with people in your proximity using the “Find Nearby”feature from the LinkedIn mobile app.
The Bottom Line on LinkedIn Connections
Every LinkedIn connection you add is going to improve the probability that you’re getting your message into the right hands and the right prospects. Six months, one year, two years down the road, you’ll be amazed at how many LinkedIn connections you have, how wide your network has spread, and how easy (and valuable) it is to leverage it!
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