What You Need to Know

• Once you have a range of first-level connections on LinkedIn, you can approach second-level connections as potential clients.
• Influencers, people who know people or those with common interests make good prospects.
• LinkedIn is an effective, convenient way to keep in touch with prospects who don't live near you.

Isn’t everyone looking at LinkedIn as the next great prospecting tool? You need a wide range of first-level connections to raise your visibility and establish yourself as a subject matter expert. LinkedIn will allow you to invite your contact list to become connections. That’s good, but we should approach this more strategically.

You want your LinkedIn connections to have certain characteristics. Ideally they currently do business or have the potential to do business. They might be influencers, or people who know people. Maybe they have interests in common. People do business with people they like.

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