There are plenty of scams and sales pitches on social media, so it’s natural for people to be cautious. The good news is that meaningful conversations and new opportunities can still come from LinkedIn.
I currently have 5,695 followers and 4,668 connections. Over the years, I’ve tested several approaches to get people talking with me, and one strategy consistently delivers results.
Start with LinkedIn’s “Catch Up” section
Under your network tab, LinkedIn highlights job changes, birthdays, work anniversaries and educational achievements.
Here’s my process:
- Check it daily.
I do this first thing every morning. - Skip the generic responses.
Instead of using LinkedIn’s suggested messages, send something personal. - Use simple, custom messages, such as
- Job change: “Congratulations on your new role, (Name).”
- Birthday: “Happy birthday, (Name)! How are you celebrating this year?”
- Work anniversary: “Congratulations on your work anniversary, (Name)! (#) years!”
- Check your unread messages and reply.
Not everyone will respond, but many do. Sending 20 messages a day adds up to thousands of touchpoints each year.
Keep the conversation going
When someone replies, continue the exchange naturally.
If they simply write “Thanks,” I respond with, “You’re welcome, (Name). Thanks for taking the time to send a message back.”
If they share details about a birthday celebration or special event, ask a follow-up question. For example, if they mention enjoying a great bottle of wine, especially since I enjoy wine, I might ask which wine they ordered.
If the conversation continues, I keep it simple with, “Have a great rest of the week,” or “Have a great weekend.”
Why it works
These interactions may seem small, but they help build familiarity and trust over time. Some people don’t respond immediately. Others reply months later. Either way, every positive interaction strengthens the relationship.
Think of these exchanges like the brief conversations you have at the gym, in the office or around town. They’re small moments that can eventually lead to deeper conversations when the timing is right.
Bryce Sanders is president of Perceptive Business Solutions Inc. His book, “Captivating the Wealthy Investor” is available on Amazon.
For more ideas to help you find more clients through social media, read
- How to effectively leverage social media
- Creating social media content that resonates with your target audience (MDRT member-exclusive content)
