Posted on Apr 16, 2012
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The "Get to know you" phone callThis post is specifically written for Coaches to help them sell their Coaching services. But it is just as applicable for sales of any type of service. The important thing is not to ignore or blindly accept “Link Requests” but to treat them as sales leads (potential clients).

 

We’ve covered Responding to and Requesting “Linked Requests”. The next step is reaching out to  your new connections.

A great way to reach out to the new LinkedIn Connections you’ve created through your LinkedIn Groups is to set up a “Get to know you” phone call. Unfortunately, few people are aware of how beneficial this can be for building valuable business relationships. Linking to people on LinkedIn does not create a relationship – it simply sets the stage for what could be a potential client, business partner, employer, employee, etc. It’s up to you to take what you’ve been given (in this case, a contact or Connection) and make a business relationship out of it through personal interaction.

Please note: this is not a “Get to know you” email. You can communicate with an email once you’ve established a relationship, but you can’t really establish a business relationship through an email. As a wise man once said, “no one ever hired an email.”

So how does one go about initiating a “Get to know you” phone call? If you’ve never had one, it’s a bit like an informational interview. I’ll go into the actual phone call agenda in my next post, but first, let’s just focus on setting it up:

Once you’re Linked to someone, you are able to send them a message. (You can also send messages to people who are in the same LinkedIn Groups as you, a perk that non-members do not have, so keep joining those Groups!)

To get you started, here’s an example of a message I might use:

“Now that we’re linked, I’d love to set up a “Get to know you” phone call to explore any business synergies we may have. If you have time to talk, I have the following times available: 4PM on Friday, 6PM on Monday, and Noon on Tuesday. Would any of those times work for you for a 45 minute phone call?”

Here are the keys to the “Get to Know You” phone call request:

1.      Tell them why you want to talk and how it will benefit them.

2.     Give specific times you’re available so that the first step in scheduling the phone call is initiated. If you don’t give times, it will require additional messages to get the phone call set up.  Also, always list 3 blocks of time to give them plenty of options.

3.     Also, and I’ll go into further detail on this in my next post, but set up the “Get to know you” phone call for 45 minutes to an hour.

Stay tuned, my next post will discuss the Dos and Don’ts of the “Get to know you” phone call.

 

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