Radio Sales Today

RAB Sales Tips

Connection etiquette

LinkedIn is the number one business site. It's a place for networking, researching prospects and yes, prospecting. I received a new connection request last week and since we had some mutual connections and what appeared to be similar interests. I accepted.

Then this happened:

Hello Jeff,

I hope message find's well. (Note the missing word typo in the horrible opener!) We are a full-service digital marketing agency and software development partner for fast-growing companies. We design, build and scale epic mobile, web and desktop apps, taking over the top ownership and agile approach. We use only best technologies (another missing word) to develop world changing apps like Node.js, React, React Native, Electron, Typescript. Our hourly rate is just $30/hr.

Blah, blah, blah, all about him. There was no warm-up, no soft intro and no building value or relationship. He just launched into a pitch and even included pricing!

One of the greatest benefits of our RAB live training events like our Radio Sales Essentials one-day class and our Leadership MasterClass is the ability to connect with like-minded people in other markets who have a shared experience. The organic networking that emerges from these events is based on a common desire to help each other. This is how all networking should be. Our next class is December 6, you can register on

If you search online for "networking tips," there are plenty of resources. We'd like to share a few things to keep in mind as you build your professional network. Paying attention to these tips will help you avoid being "that person" who connects and launches into a pitch.

Give before you take — Instead of launching into a pitch, search your new contacts page and look for areas of interest. Similar to prospecting, find an article or a resource you think might be helpful and send that to them as your introduction.

Don't just collect connections — Your goal is not the quantity of your connections, but the quality. You want connections you can help and connections that can help you. Target your connections based on a common purpose, common interests and align yourself with those you might be able to help. Be genuinely interested — Faking interest here is easily detected. Be genuine, be real and be interested and interesting.

Follow-up — Making the initial connection is great, but unless you're just after quantity, consistent follow-up, sharing resources, asking thoughtful questions and engaging your new connections are key.

From our RAB live events and the networking that happens as a result, the greatest joy is to see people help each other through shared difficulty and celebrate shared success. We are wired for connection, and interaction — even more so now. After not being able to travel or have live events for what seemed like forever, it's been a true joy to attend state association gatherings and company meetings. People are hungry to connect, hang out and have shared experiences. We crave the ability to connect, collaborate and share.

At RAB, we teach having a Valid Business Reason (VBR) when making contact with prospects. The same rules apply as you work to expand your network on social media and business networking sites. By giving before you take and showing genuine interest in the other person, you will avoid being "that person" and you will enjoy making new connections and others will enjoy connecting with you. Do you have some networking annoyances or tips that you'd like to share? We'd love to hear them. Email me here.

Jeff Schmidt is the SVP of Professional Development. You can reach him at You can also connect with him on Twitter and LinkedIn.

Source: Jeff Schmidt, SVP of Professional Development, RAB