Before there was the Internet, smart-phones and video games, kids had to find creative and innovative ways to en-

tertain themselves. I may be dating myself, but kick the can, stick ball, over-the-line and hide-and-seek once kept us busy. One of my favorite things we used to do was pile into my parents’ car and pretend we were driving — honking the horn, using the turn signals and windshield wipers, etc. However, we couldn’t actually drive the car because we did not have the skill set to figure it all out.

I know what you are thinking: “What does this have to do with LinkedIn?” Just the other day, I was involved in a conver-sation with someone who said: “I tried this LinkedIn thing and it just doesn’t work.” Without developing the skill set, Linke-dIn will not work. LinkedIn does not drive itself — you drive it. Imagine you have never driven a car and all of a sudden you were thrown the keys to drive. With no skill set and no mind-set, you will come up with plenty of excuses not to drive.

Here are the top LinkedIn excuses I hear:(1) “I don’t have time.” Well, neither do I, so just do it. We

all have the same amount of time; it is all in how we choose to use it. Invest 15 minutes every day.

(2) “It isn’t a priority for me.” Open your browser and make it a priority. How important is generating new sales to your business? Just do it and develop new relationships, which will lead to business opportunities. Yes, part of sales is devel-oping new business.

(3) “I am uncertain what to do with LinkedIn.” You have a LinkedIn profile and some connections, but if you are not really sure what to do next, get some training. It will save you countless hours and frustration.

(4) “I am annoyed with LinkedIn. I receive countless, worthless emails from groups I’ve joined or from connec-tions who blast me with things I don’t want to read.” Stop going to those networking events where you are continually sold to by eager chamber of commerce members or where you are bored by the lack of engaging conversation.

(5) “I tried LinkedIn once and it didn’t work.” Trying it once rarely works for anything in life. It takes continuous practice with the right approach. Create the mindset and de-velop the skill set. Commit to making it a daily habit.

(6) “I need proof that LinkedIn works.” You will only get proof that LinkedIn works if you actually use it. Cars cannot

effectively drive themselves — yet. You have to put the key in the ignition, start the car, take it out of park and away you go. The same holds true with LinkedIn. Start the engine (conver-sations), take it out of park (collaborate) and away you go (build relationships).

(7) “I don’t want people to see what I am doing or let my competitors know who I am calling on.” LinkedIn has some of the most ef-fective privacy settings. You just need to know

how to manage them. I do not know a single salesperson who became successful by locking himself (or herself) in a closet. Join me in attending the LinkedIn professional business party. Besides, paranoia never gets you anywhere. Do not worry what your competitors are doing — focus on what you are doing.

(8) “I already have great relationships with my clients.” Most successful sales professionals have great relationships. What happens when a relationship moves on or, better yet, new people get involved? LinkedIn provides the platform to build your brand and credibility, and position yourself as a subject-matter expert. Go deep and wide in your accounts to strengthen your connections. Connect with all executives and IT, administration, facilities, purchasing and finance employ-ees. Ask for testimonials from all of them. Most importantly, mine their connections and ask for referrals.

Today’s business world is fast-paced and ever changing. The first impression you make may not be face to face but, rather, on-line. What is your digital first impression? Your first handshake may be a digital one based on your professional business story.

Adapt, adopt and make LinkedIn part of your daily sales strategy. Your sales funnel will appreciate it. n

With 27 years of copier/MFP sales experience, Larry Levine coaches sales reps on using LinkedIn to build out their

credibility, prospect for new business opportunities and protect their current account bases. In 2009, he started

incorporating LinkedIn into his sales process and, using techniques he perfected, closed more than $650,000 in new

business in 2014 in conjunction with $1.3 million in total revenue. Levine built a pipeline of

$1.7 million through developing relationships and using connections made through LinkedIn.

He can be reached at llevine@socialsalesacademy.net.

Visit www.socialsalesacademy.net.

‘LinkedIn Doesn’t Work’The most common excuses for this networking tool

by: Larry Levine, Social Sales Academy

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