the episode

Let’s face it, people buy from people, and those connections don’t just happen by magic. When it comes down to closing, people buy from people.  So before you can make a sale, you almost always need a relationship.  In B2B sales one of the best places to build that relationship is on LinkedIn.   Relationship pro, Janice Porter has some seriously smart (and surprisingly simple) strategies to share that will take your networking game to the next level.

She believes LinkedIn is underutilized by many sales professionals, who miss the opportunity to make quality connections by interacting authentically on the platform.  Here’s how

Having a LinkedIn profile isn’t enough. You need to actively engage with your connections, build relationships, and reconnect with past contacts. It’s a form of “networking on steroids.”

Personalize your outreach.  Instead of generic messages, Janice suggests sending personalized, warm messages, especially to existing connections. A simple “How are you doing?” can reignite conversations and open doors to new opportunities.

Stand out in a crowded inbox by sending video messages through LinkedIn’s mobile app. It grabs attention and fosters a more personal connection.

Tailor your approach to LinkedIn’s algorithm by posting from both the desktop and mobile app lets you reach a different audience. Mixing up how you engage can boost your visibility.

Building rapport isn’t enough—you need to offer something valuable. Whether it’s a helpful article or a resource, make sure you’ve earned the right to share it by first establishing a genuine connection

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Janice is a returning guest to MTFW.  You can listen to our first conversation