Salespeople who use bad techniques that get them ignored, screened out, and quickly dumped off a call will still be that same person with the same results using LinkedIn.
Ever been to one of those business mixers where there’s always the guy who introduces himself to as many people as he can? The one who stuffs a business card in everyone’s mitts, saying “I sell ___,” gives a brief pitch, then rushes to the next victim?
Then he calls those who he coaxed a business card from, and says, “Hey, we met at the mixer, let’s get together so I can tell you about my…”
Don’t be that guy on LinkedIn.
Here are characteristics of that guy on LinkedIn (it could be a woman, too, of course. I know, I’ve been pitched by them.)
Generic connection requests. PLEASE do not use the generic LinkedIn connection request message.
“Since you are a person I trust…”
It shouts out “Rookie,” and suggests you didn’t take the time to personalize a message. If you don’t care enough to say why it would be beneficial to connect with someone, why in the world would they want to connect with you?
It’s not that tough to mention that you are in the same group, any other common connection or affiliation, comment on a post or update of theirs, and certainly any possible value you might be able to offer. Trying to sell without value.
A simple LinkedIn connection with someone, or a common group membership, or a common interest or affiliation you see on someone’s profile alone does not mean someone will buy from you. It would be like saying, “Hey, we both went to the University of Texas, along with several million other people. So let me tell you about my services…”
These connections and affiliations all can be the basis for easing into your Possible Value Proposition. In fact, they are great ways to separate yourself from everyone else who wants to earn some of your prospect’s valuable time.
But you still need to have possible value. Salespeople who use bad techniques that get them ignored, screened out, and quickly dumped off a call will still be that same person with the same results using LinkedIn.
Therefore you need to combine the power of a finely-tuned profile, correct connection, messaging, and networking strategy and techniques, with a solid prospecting and sales process and techniques.
![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)
