Your buying vision needs to be closely linked to the specific customers you are looking to do business with. Create a vision in their minds about why they should buy from you.
It sounds like a cliché today, but there was a time when being in sales was like being on the hunt and customers were the big prize.
That’s simply no longer true. If anything (and forgive this one last use that shopworn term), the hunter has become the hunted.
Today, the buyers seek out the salespeople; but only when they’ve made the decision to buy, and often when they’ve also decided who they’re ready to buy from.
This shift dramatically changes how you ought to be managing your sales cycle. And the most surprising thing of all is that many businesses out there today continue to overlook this, acting as though nothing has changed.
Moving Towards a Buying Vision
Buyers today are better informed and better prepared about the products and services they’re interested in. This should come as no surprise.
One recent study found that over 80% of customers research products online before buying in-store. I know Chris and I do this with almost everything we buy personally and for the business!
With the swipe of a finger on their phone or tablet, we have access to a world of instant facts, comparative reviews, buying tips and more. If that array of resources online doesn’t include valuable information, resources, reviews, proof, pictures, or product data from your company, buyers are passing you by.
More than ever before, buyers are demanding to be an active part of the purchasing process—not just an endpoint in a transaction. That can only happen if you lay out a trail of bread crumbs online for them to find you (and not the competition).
That’s why it’s so important to invest in researched, well-written articles, product reviews, business cases, case studies, testimonials, how-to videos, podcasts, newsletters and more—all crafted to support a buying vision.
I covered those specific steps in Chapter 12 of my book, Non-Stop Sales Boom. So let me share with you my latest thinking on this, based on what I’m seeing in the marketplace today.
Your buying vision needs to be closely linked to the specific customers you are looking to do business with. Create a vision in their minds about why they should buy from you.
It must include a story that’s specific to each market and value proposition you’re seeking to attract.
It must make a clear case for the challenges your customer has, as well as the solutions you offer. And you must back it with clear, compelling results that you and your company have achieved.
Be strategic.
Make sure you invest in highly targeted placements online and offline as well as on your website. These could be on association websites, in publications your buyers read, and at conferences your buyers attend.
Ensure also that you have presentation, telephone, and email scripts that align with a vision that fits the buyer’s needs.
Prepare for meetings with prospects by having scripted questions designed to probe for pain points. These could be in their current work and in areas that they have already admitted interest in.
Creating a buying vision ensures that your prospects are more educated, informed, and enjoy a better experience.
It also plays a pivotal role in flattening the footpaths of pre-qualification and qualification into one big, well-paved street.
It pays to create a vision. Remember: collaboration is key to this new process in a new rules economy.
![6 High-Probability Moments to Send LinkedIn Connection Requests Prior to an Event Events create natural relevance. Conferences, trade shows, user groups, and local meetups give you a reason to connect that does not feel forced. The mistake sellers make is waiting until the event starts or turning the request into a pitch. A better move is connecting days or weeks ahead with a simple acknowledgment of the shared event. Example: Hi Sarah, saw you’re attending the Midwest Manufacturing Summit next month. I’ll also be there and am super excited! I’d love to catch up in person at the event. In the meantime, let’s connect here on LinkedIn. You are aligning with something already on their calendar. When you see them at the event or reach out afterward, your name is no longer unfamiliar. Following an Event After an event, connection requests work best when they reference a real interaction, even a small one. A short conversation, a question during a session, or a brief introduction creates enough context. The request should reflect that moment, not attempt to convert it into a follow-up. Example: Tim, I enjoyed meeting you at the conference last week. Your take on [subject/trend/idea] was intriguing. I look forward to staying connected and to our next conversation. This reinforces continuity and professionalism without pushing the relationship forward prematurely. After a Sales Call Sending a connection request after a sales call is one of the most underused opportunities in prospecting. If the call was answered and productive, the request reinforces credibility and continuity. Example: Thanks again for the conversation today. I appreciated your perspective on how your team is thinking about next quarter. I look forward to our next meeting and sharing some ideas I have with you and your team. If the prospect did not answer, a connection request can still make sense as a light reinforcement, especially early in the relationship. It keeps your name present without escalating pressure. Either way, the request works because the call establishes legitimacy first. After a Meaningful Interaction Not all interactions happen in formal selling environments. Thoughtful exchanges in comment threads, group discussions, or brief conversations in passing all create natural moments to connect. That might mean running into each other at a non-work event, crossing paths at an airport, or chatting briefly in a line somewhere unexpected. Example: Haley, it was a pleasure meeting you on our flight to Atlanta. Thank you for your restaurant recommendations! I look forward to staying connected, What makes this work is that the interaction was real. The request simply continues it. Mutual Connections Shared connections reduce perceived risk when handled with restraint. They signal that you operate in similar professional circles, not that you have permission to pitch. The mistake is overexplaining or implying endorsement. Example: Hi Mark, I noticed that you are connected to my good friend, James, and since you are also [interested in, working in, located in] I thought it might make sense for us to be connected also. A simple acknowledgment is enough. Familiarity does the work. Profile Views Profile views signal awareness, not intent. When someone views your profile after a call, email, or content interaction, a connection request can make sense as a low-pressure acknowledgment. Example: Wendy, thank you for visiting my profile. I had a chance to look at yours, and based on your interests, I thought it might make sense for us to connect. The discipline is resisting the urge to read more into it than is there. Want the exact framework for integrating LinkedIn into a disciplined outreach sequence without pitching, spamming, or wasting time? Buy The LinkedIn Edge by Jeb Blount and Brynne Tillman today. Sales Gravy is the number one sales training organization](https://salesgravy.com/wp-content/uploads/2025/12/6-Moments-LinkedIn-Connection-Requests-Actually-Work-in-Prospecting-Sales-Gravy-Blog-Featured-Image-768x401.jpg)
