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The mysterious world of LinkedIn selling doesn't have to be intimidating. Rich Brooks, president of Flight New Media and founder of the Agents of Change, breaks down exactly how B2B service providers can leverage LinkedIn to build meaningful relationships that naturally convert to sales—without the awkward pitch-slapping that makes us all cringe.

Unlike Instagram or Facebook where direct selling is common, LinkedIn demands a more nuanced approach focused on establishing expertise and building trust. Rich shares his framework for LinkedIn success, starting with profile optimization using strategic keywords and professional imagery. He explains the critical importance of checking your Social Selling Index (SSI)—LinkedIn's algorithm that determines your content reach—and offers practical tips to improve your score and visibility.

What makes this conversation particularly valuable is Rich's emphasis on "consent-based selling"—an approach where you build relationships first and only offer solutions when someone has explicitly expressed a need. "Nobody likes to be sold, but everybody loves to buy," he explains, outlining how to move conversations naturally from public comments to private messages to eventual sales calls without coming across as pushy or desperate.

The episode covers everything from earning credibility badges, strategically building your network to 500+ connections, creating native video content, and contributing to AI-generated articles—all tactics that position you as a trusted authority in your field. Whether you're new to LinkedIn or looking to refine your approach, these actionable insights will transform how you view social selling on this powerful B2B platform.

Ready to transform your LinkedIn strategy? Subscribe to Tiny Marketing for more practical, immediately applicable marketing advice for service-based business owners. How are you currently using LinkedIn? We'd love to hear your experiences!

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Dr. Manny Arango

The AI-powered Podcast Player