1. Create a strong professional brand Be an active participant in your industry. Join LinkedIn groups and engage in discussions.
2. Ask insightful questions Follow news about your prospect’s business. Join LinkedIn groups so that you are in-tune with any relevant discussions. Connect with prospects to understand their LinkedIn activity and what they care about. Find and share interesting industry publications with your prospects.
3. Build trusted relationships Get introduced through referrals or common connections. Meet the needs of the prospect first, selling second. Sell the problem and the solution, not the product.