What do I mean?
You, like me, have probably received dozens or more generic LinkedIn invitations from people you may not even know.
They all say: “I’d like to connect with you on LinkedIn.”When you get these invites maybe the skeptic in you wonders, “What do you want from me?"
The truth is, if you want to make a meaningful connection with someone—whether virtually through a social network or in-person—don't send a generic invite. They don't work. And here's why...
Generic invites fail because they don’t answer a fundamental question.As a marketer, I’m acutely aware that just about every person on the planet—consciously or unconsciously—wants to know “What’s in it for me?” (WIIFM) before they decide to invest their energy, time, or money in something.
Whether it’s submitting contact info in order to download an eBook or calculating the upside/downside of publicly “linking in” with someone they may not know, people want—and need—to see enough value in it to take that step.
That's where Mandel's SCI-PAB® method can help.Thousands of professionals who've participated in Mandel's training use a communications tool called Situation-Complication-Implication-Position-Action-Benefit® (SCIPAB) to craft messages that get results—including irresistible LinkedIn invites or networking emails.
Let me share an example of what I mean.Recently, I had a graphic designer with whom I'd never worked send me a generic LinkedIn invitation. While I don’t know him personally, he’s worked with a fellow marketer I know through a professional association.
Why does he want to connect? Is he looking for work? Does he think he can help me? Was it a mistake?
I have no idea.
Instead of a generic invite, he should've SCIPAB-ed it!
If he had used SCIPAB, his message might have sounded something like this.
[Situation] Hi Heather. I see you know Sue Smith, for whom I’ve done a lot of work recently. Like you, I’m in the Bay Area.
[Complication] I know it can be difficult for marketers to find dependable graphic designers who can meet in person to discuss projects.
[Implication] I’ve heard horror stories from clients about the time and money they’ve wasted trying to chase after freelancers.
[Position] You won’t need to chase me. I’m in your backyard and I have lots of references from other marketers.
[Action] I’d love to connect here with you and remain in touch should you have any future design needs.
[Benefit] We can meet up anytime. I’m happy to talk about upcoming projects and share ideas.
Do you feel the difference?
The real secret to connecting on LinkedIn is to...CONNECT!
By that I mean establish rapport. Help the person to whom you're sending an invite understand how a relationship with you could be mutually beneficial.
And if you’re unsure of how to go about that, SCIPAB can help.
It can help you fully think through and link ideas together in a sequence that grabs your recipient’s attention and more deeply connects with their interests and needs.
In other words, it can help you answer the fundamental question on their mind: “What’s in it for me?”
Download your SCIPAB pocket prompt—use it to craft LinkedIn invites or quick emails on the fly. Get yours today!
What does the hit on Netflix called The Queen’s Gambit tell us about how to sell in a virtual setting? Actually, something very important.
Before we break down how this show teaches us the key to virtual selling let’s look at the backstory.
Sales professionals need a mix of soft skills to be successful. While rapport building is often considered the top sales skill, listening is the most critical skill for closing sales, and building long-term client relationships.
Learn 3 crucial tips to closing sales, and why listening is the top sales skill of 2021.
Gratitude. Appreciation. Recognition. It makes you feel good. This week in the US, many will pause for a day or two to give thanks and show appreciation for the things and people we care about most. It’s no secret how appreciation benefits the person getting it—but did you know it benefits the person giving it just as much?
Discover why recognition is such a powerful tool for improving relationships and wellbeing in life—and at work. Learn how to (and how NOT to) express your appreciation to others.
People in communities across the globe are adjusting to communicating while wearing masks. As we’re all experiencing, masks present both verbal and non-verbal communication challenges.Given this, we’ve prepared 5 tips for effective communications while wearing a mask, and compiled several insightful articles from leading publications on additional best practices.
If your 2020 user conference plans were impacted by the pandemic, you’re not alone. And if, like many, you’ve chosen to move forward by converting to a virtual conference, you’ll be relying more than ever on your speakers’ skills. Share these 8 tips with your virtual conference speakers to help them prepare to impress.
It happened fast. One day you were meeting with your colleagues at the office. The next day you and everyone you work with are working in remote isolation from home. Whether you’re new to working remotely or an experienced veteran, we all need to raise our virtual collaboration game to not only make this new reality work, but to make it work really well. Read on to discover seven practical, high impact tactics you can implement right now to ensure the success of your virtual meetings.
Customers coming to a user conference aren’t there for the fanfare, they’re there for the expertise. If you’re an expert speaking at a user conference, you’re highly knowledgeable and passionate about your topic, but you might not be an expert at speaking in front of an audience. Here are five practical tips that you can implement right away for any upcoming speaking event.
Learn how making a few smart, yet simple, changes to your email can improve your odds of quickly getting the response you need.
Read the blog and learn how to make your next team offsite your most productive yet.
- Welcome to the Future of Sales (Hint: It’s Virtual)
- Listen Closely: Your Company Culture Depends On It
- How to Deliver Impactful, Engaging Hybrid Meetings
- Leading a Virtual Team Means Doing Things Differently
- Are You Really Listening?
- 4 Listening Tips for Improving Your Virtual Meetings
- The Irresistible Power of Stories in Virtual Selling
- The Top Sales Skill for 2021!
- Top Virtual Communication Mistakes – and How to Overcome Them in 2021!
- Tell a Story. Close a Deal. Even on Zoom.