cross-sell and augment your LinkedIn social selling activity.
There is exponential power in meeting people for lunches, as well as
having your message appear in your prospect’s mailbox, inbox and
social feed.
TIP #3: ENDORSING PEOPLE
WHY
It’s a way of posting-it-forward. It keeps you top of mind with
important connections in a positive way. Oh, and the science shows it
makes you and the recipient happier.
HOW
1. Go to the profile of the person you wish to endorse.
2. Underneath their photo, you will see suggested endorsements.
3. Select the endorsement you feel is most relevant.
4. The endorsement must be genuine — only endorse people for skills
you know they have. Endorsing someone for a skill you don’t think
they have has various downfalls:
1. You are being phony.
2. Skills are often randomly placed there by a LinkedIn algorithm
and the person may not even want to be endorsed for them.
3. You signal to that person that you really don’t know them well.
We recommend only doing one endorsement for the same person every
few days. This helps you stay top of mind for a longer period rather
than endorsing the same individual for multiple skills at once.
Remember the goal is to play the long game, so it’s better to sprinkle 10
endorsements over four weeks than 10 endorsements for the same
person in one day.
MEET
ERIK QUALMAN
No.1 Bestselling Author and Motivational
Speaker Erik Qualman has performed
in 47 countries and reached 25
million people this decade.
His Socialnomics work has been on 60
Minutes to the Wall Street Journal and
used by the National Guard to NASA. His
book Digital Leader propelled him to be
voted the 2nd Most Likeable Author in the
World behind Harry Potter’s J.K. Rowling.
His latest book, How to Sell on Linkedin
is becoming mandatory reading for sales
teams. Qualman was formerly a sitting
professor at Harvard & MIT’s edX labs.
PRO TIP:
Don’t use the endorsement box at the top. Instead, scroll down to the
list of skills for this person towards the bottom of the page. This list
defaults from highest to lowest (what other people are selecting for
skills). However, the user can also arrange this list to their liking
(reference the book for more tips on managing endorsements). Always
start by endorsing individuals for the skill you know they have that is
highest on this list. Avoid the endorsement box at the top, mainly
because LinkedIn generates the skills in this box. The skills listed
further down the page in the list format are more credible.
Find more great tips like these in Qualman’s book, How to Sell on
LinkedIn. ErikQualman.com
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