The Biggest Mistakes you see Sales Developers make on LinkedIn when reaching out to a Prospect

The Biggest Mistakes you see Sales Developers make on LinkedIn when reaching out to a Prospect

LinkedIn is undoubtedly one of the greatest universal channels for forming and nurturing business relationships. When you think about it, it really is just one big business dating site. We all know LinkedIn is a business network and that, at the end of the day, we are on there to develop business, but … a relationship first needs to be developed. Take things too fast and there may be some regrets down the line, as we never really got to know each other properly. The trouble is that most people (and, more often than not, us men) see dating as a more akin to a “seek and conquer” mission, rather than a process that requires some patience and subtlety. Apply this blunt approach to LinkedIn and you get nowhere fast.


Let’s now redefine this online behavior as “The Big Sales Theory” and align ourselves with the characters in the ever-popular TV show, The Big Bang Theory. This is a show which follows the fortunes of four central male characters, with special focus on their pursuit of women.


Let’s draw a parallel between the effectiveness of sales behaviors and the success rates that each character has in getting the gal.


Firstly, we have Howard. Howard isn’t a guy who asks for sex on the first date. Oh, no… Howard is a guy who asks for sex before the first date! Guess what? It never works and most women find him totally repugnant. Unfortunately, this is exactly how the majority of people behave on LinkedIn and, as a result, experience similarly poor outcomes.


In being immediately pitched to, the other party is totally repulsed, pigeonholes you as “yet another pesky salesperson” and avoids engagement. Essentially, we men are inclined to be somewhat impatient and it sure does show. I have to put my hand up and admit to being guilty of this myself, on several occasions.


The solution? Before hitting that “Send” button, just re-read your carefully crafted connection invite or message, and be sure that you aren’t about to “do a Howard”.


Next we have Raj. Raj is so shy with girls that he can’t even speak to them! The prospective target may enjoy the peace and quiet, but it's not a good thing for Raj in this situation. No communication equals no sale.


You may be shy or intimidated sort, but there needs to be some kind of communication to get the business relationship moving. Raj doesn’t have communication problems with the men in his social circle, so the best solution for him – and for you – is to realise that (in his case) women (and in your case, LinkedIn connections) are just people, too. By simply engaging with them on simple, human terms, there’s a way to win them over.


The third ‘Big Bang Theory’ archetype is Sheldon. Dear Sheldon. He’s pretty quirky and interesting character, but totally oblivious to anyone else’s needs but his own. He’s self-interested, self-focused and unwilling or unable to accept or even consider the value of another person’s contribution to the world. The “market” for Sheldon, from a female perspective, is pretty limited… While I actively encourage everyone to be a little different and to embrace their inner “purple cow”, there has to be some focus on the end objective – a sale. Sales rely on two participants, and if there’s no ‘give and take’, there’s no sale.


Lastly, we have Leonard. In the early seasons of the show, Leonard has designs on Penny, a blonde wannabe actor who lives across the hall. She’s the kind of woman who he believes to be a little out of his league, and so he doesn’t think that he has much of a chance. Yet, despite Leonard’s abject clumsiness when it comes to wooing Penny, by being consistently genuine and patient, Leonard eventually wins her over.


And that’s who we all need to be on LinkedIn – Leonard. By being genuine, patient and somewhat endearing, relationships bloom and eventually lead to ‘business matrimony’.


We certainly don’t want to be Howard and drive potential prospects away with our full-frontal approach. Nor do we want to be Raj – he’s the guy that joins LinkedIn but never actively does anything to make any connections. Unfortunately, he thinks the fault lays with LinkedIn as he expects it to magically deliver, simply because he joined…


With Sheldon, there are certainly some aspects of him to admire, as he is the guy who posts like crazy on an array of quirky, yet interesting topics. The trouble is that his brand of out-and-out altruism never quite monetizes…


So, before you hit that Send button, take a moment to check your alignment with “The Big Sales Theory”. You know it makes sense. Bazinga!


About the Author


Andy KyietAndy Kyiet Managing Director, APAC Demand Flow Intelligence. He is known in the industry as “The Orang-utan Whisperer”, I help my clients to find their particular Orang-utans at the lowest possible cost. Prior to launching Demand Flow Intelligence in 2001, my background was running ventures that provided high-value technology solutions. My key frustration was a lack of affordable market intelligence that would enable me to do smarter marketing.


1 Star2 Stars3 Stars4 Stars5 Stars (No Ratings Yet)

Leave a Reply

Your email address will not be published. Required fields are marked *

business plan template

Get Instant Access to the Business Plan Template that has helped thousands of Business Owners in every sector plan and grow their business.

Learn More
fees and benefits

Our Programs start from as little as $10 a day making it affordable for all business types.

Learn More

Top Rated Articles

How your company can adapt to the Digital Revolution

Over the last couple of years, technological innovation has brought about a rapid change in the customer service landsca


Will Marketing Automation Help Your Business Grow?

Marketing automation software can benefit your business in a number of ways. It is a great way to increase traffic, enco


How CRM Can Maximize Customer Lifetime Value (CLV)

"Keep your customers always on the frontline," this is a key philosophy to running a successful business. Customers are


Recently Viewed

7 Biggest Challenges Facing Your Business

It is kind of inevitable that businesses will face challenges at different stages of their growth and development. So, p


What makes a Lead Magnet Effective?

     Having an effective lead magnet will help generate more leads for your business as you go through


How I changed my Facebook Business Page Name

I started a Facebook page for my business many years ago. I had spent thousands of dollars running ad campaigns and gain

  • Over the past 6 months the incredible team at MMP have supported us to shift our attitude towards our business & month on month our revenue is increasing to the point we will be able to employ additional staff to support our business goals long into the future. Do not regret our decision one single bit!

    • Emma Reece

  • Working with my coach has enabled me to see the areas where my business is failing. This was pretty confronting to me to be honest. MMP has the tools to improve these areas and the guidance on how to implement them.

    • Sharon Robinson

  • I have been working with Max My Profit for approx 3 years now, and over that time I have learnt a lot of things about not only what it takes to run a business, but I have also learnt things about myself. I don't believe i'd be the person or have the business I have today if it wasn't for Max My Profit and our Business Excelerator. Great team to work with if you want to take your business serious!

    • Ben Choy

  • As a new client for Max My Profit (MMP) it has taken no time at all to realise the benefits of business coaching. Despite many years of senior management experience starting a new business requires best practice systems and processes built on a solid platform of detailed planning. I look forward to the benefits of adopting the formula being shared by MMP.

    • Campbell MacLeod

  • Max My Profit Are truly awesome at what they do. They have helped me over the past 12 months to get off the tools in my business and start working on my business. I am looking forward to 2019 with enthusiasm not concern. Thanks so much.

    • Aaron Kemp

  • If you are committed to Growth the Max My Profit Team has the tools and expertise to excelerate all areas of your life. They Care, They Listen, They Understand You as an Individual first then they focus on Your business. Thank you Max My Profit my rating is a 6/5 - Kindest Regards The Mr Handyfix Team

    • Catherine Kavadas

  • The team at Max My Profit are an absolute pleasure to deal with. I love working with a team who is on top of what they are doing and have a clear view of what they are working on with you and helping ensure you get to the end goal.

    • Lauren Watts

  • I have been working with MaxMyProfit over the years and what they do for SME's in growing their business is fantastic. Also due to there knowledge and their supporting material for companies across the 5 lifestyle stages and assisting them through this process day in day out is extremely comforting as a small business owner and have referred them many businesses over the years.

    • Steve Laingy

  • Working with a business coach from MaxMyProfit has been one of the best things I have done for my business. I had several other coaches before MaxMyProfit but these guys are a step above the others. I have seen a significant increase in sales, now have a business that can run itself and the coaching program has paid for itself many times over.

    • Matthew Kitchin

  • Much more than just business coaches. There is an absolute treasure chest of business knowledge in their members site.

    • Iain Campbell

  • Max My Profit are unique as they really partner with you to develop and implement a plan that will drive success for the business. I was hesitant to proceed as previous business coaches tell you what to do and rely on you to implement.

    • Michael de Haan

  • I attended one of Max My Profits introductory events in Melbourne. Having been an accountant for almost 30 years, I was somewhat sceptical. Boy was I wrong. I not only enjoyed the presentation, but I gleaned so much from just that session.

    • Daniel Odd

  • These guys are an absolute wealth of knowledge for Small Business. The programme and support networks they have set up ensure learn more every day and can take your business from good to great. Thanks so much.

    • John Butler