Why People Don’t Buy – Even When They Like You
We’ve all heard that people buy from those they know, like, and trust. But Joanne and I agree: most people don’t get past the first hurdle. Here's why.
- Your message isn’t clear
If someone lands on your profile and can’t figure out what you do or who you help – they’re gone.
- There’s no credibility
Lack of recommendations, minimal content, and poor profile presentation signal that you’re not serious – even if you are.
- Your outreach is self-focused
Leading with “what I do” instead of “how I can help” breaks trust from the first message. Nobody wants to feel like a target.
A Relationship-First Approach That Works
Success on LinkedIn doesn’t come from big numbers. It comes from meaningful engagement. Instead of focusing on growing your follower count focus on building trust with the right people.
Instead of chasing cold leads, focus on warm outreach: people who’ve viewed your profile, commented on your content, or attended your events. These signals show interest – and that’s where you should invest your time.
Practical Ways to Start Conversations That Lead Somewhere
Struggling to know what to say? Try this sequence:
- Start with a comment
Engage with their content – thoughtfully. Show you’re paying attention. - Send a connection request with a message (if you can)
If you're on a free account and can't personalise many requests, comment first to warm up the connection. - Follow up with something of value
A short note, a voice message, a video, or even a branded GIF that stands out – but feels personal. - Ask a better question
Not “What do you do?” but “What’s something about you that’s not in your profile?” It sparks richer conversation.
Moving Off LinkedIn (Without Making It Weird)
When the conversation is flowing, don’t be afraid to suggest a short call – but do it with care:
- Ask permission – “Would you be open to a 10-minute call to explore X?”
- Make it easy – Use a calendar link or offer 2–3 time slots
- Set expectations – Let them know there’s no pitch, just a chance to learn more
And if they’re not ready? That’s fine. Stay connected, stay helpful, and circle back later. This is about long-term value – not instant wins.
Make Yourself Easy to Refer
Referrals often come from the people who trust you – not just clients. Here's a great approach:
“Tell new connections: if you know someone who could benefit from my services, please share my name.”
It’s not pushy. It’s clear, confident, and opens the door without pressure.
Final Thoughts – The Long Game Is the Only Game
You don’t need 10,000 followers. You need the right people to know what you do – and trust that you’re good at it. That trust comes from:
- Clear messaging
- Genuine conversations
- Consistent presence
- Timely follow-up
- A focus on helping, not selling
The next client? They’re already in your network – or one warm message away.