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You need to invest time and effort into building genuine, lasting relationships with your connections if you want to benefit from the world’s largest and most successful platform for B2B lead generation.

Having a polished, professional profile is a vital first step in establishing your credibility, brand and offering on LinkedIn.  But that is not enough in itself. For some, making connections is a numbers game. The more connections you have, the more successful you are as a networker on LinkedIn, right?  Well, that may not be the case. You need to invest time and effort into building genuine, lasting relationships with your connections if you want to benefit from the world’s largest and most successful platform for B2B lead generation.

Why is it so important to keep in regular contact with your connections?

Running your own business or delivering a service or product as an employee is time consuming. Some of my clients admit that making time to be active on LinkedIn is not high on their list of daily priorities. We’ve all heard the saying ‘your network is your net worth’ so can you really afford not to prioritise building a successful network?  You’ll have put time into creating an impressive LinkedIn profile and you’ve probably spent many hours making connections in the first place. It’s important not to let those relationships go cold after your connection request has been accepted.

You may have heard of ‘Constant Contact’, a popular piece of mailing software. The term ‘constant contact’ means what it says and successful networkers, both on and offline, know that this approach works. Keeping in contact with your online network can be as simple as making a few key tasks part of your daily, weekly or monthly routine:

Keep in contact with your connections by putting into practice my top 4 tried and tested tips:

1) When you receive a notification from LinkedIn telling you that it’s your connection’s birthday, or that they’ve secured a promotion etc., send your connection a message to acknowledge the occasion. Don’t just hit the ‘like’ button- respond with something personal.

2) Assign just 10 minutes a day to read a couple of your connections’ posts on LinkedIn and respond with relevant, engaging comments. This is a great way to show your connections that you’re interested in what they have to say and, vitally, it helps to keep you at the forefront of their minds.

3) Where appropriate, endorse and recommend your connections but only for the skills and strengths that you know they have. This helps to boost the credibility of the individual that you’re endorsing and/or recommending, and you’ll often find that your connection will reciprocate with an endorsement or recommendation for you too.

4) Once a month, take the time to send a message to someone in your network who isn’t currently on LinkedIn.  Invite them to join LinkedIn and tell them why you think it would be advantageous for them to do so. Once they’ve joined, invite them to contribute to a LinkedIn group that would benefit from their input. This is a great way to grow your network and demonstrate your confidence in your connection’s expertise.

Perhaps you have your own favourite method for building and maintaining profitable relationships on LinkedIn? If so, I’d love to hear what’s worked for you.