Advanced LinkedIn Networking: How to Connect and Convert

Struggling to turn LinkedIn connections into real opportunities? Wondering how to go beyond surface-level networking and actually convert conversations into business results?

In this article, you'll discover advanced LinkedIn networking strategies to help you build authentic relationships, boost engagement, and turn your professional presence into consistent growth for your brand or business.

Why Networking on LinkedIn Matters More Than You Think

LinkedIn isn't just another social platform. 

Unlike entertainment-focused platforms, LinkedIn was designed with meaningful connections in mind. When done correctly, it's where social branding, visibility, and connection converge to move your business forward. 

It's a platform on which you can reach anyone and everyone who's important to your business.

Michaela Alexis, LinkedIn marketing strategist and author of No Fear Networking, says it's essentially the world's largest networking event. She compares it to walking through a conference where you can meet a CEO and bump elbows with your next client.

How to Leverage LinkedIn to Build a Professional Network: Advanced Networking Strategy

Before you begin networking efforts on LinkedIn, getting into the right headspace is essential. For those who experience social anxiety or consider themselves introverts, this step is crucial because networking success is about ninety percent mindset.

#1: Reframe Your Networking Mindset: Power Priming

Power priming is a way to intentionally put yourself in a confident mental state before engaging with others.

Research backs this approach. In one study Alexis referenced, participants were divided into two groups. The first group was told they were CEOs of major companies, while the second received no special instructions. Both groups were asked to send LinkedIn messages. The CEO group felt more confident, sent more messages, and had a better experience with the task—all because of a simple mindset shift.

Another study found that when participants wrote about a time they felt powerful, they became more assertive, action-oriented, and confident. This technique of self-reflection can significantly impact your networking success.

To apply this approach, take a moment before networking to remember a time when you felt confident and successful. Alexis shares that before our interview, she recalled her positive experience speaking at Social Media Marketing World to get herself in the right frame of mind.

AI can also be a helpful tool, acting as your hype master. Asking it to remind you of your accomplishments and strengths before networking can sometimes provide better encouragement than friends, as it's tailored specifically to your needs.

#2: Lay the Relational Groundwork for Successful LinkedIn Networking Efforts

When you've identified someone you want to connect with, Alexis recommends following them first as a low-pressure way to get on their radar. Think of it like attending someone's session at a conference—you're in the audience, observing before approaching.

After following, engage thoughtfully with their content. Don't just comment “great post” or use AI-generated generic responses. Instead, add value to the conversation by sharing your perspective or related experiences. For example, if someone posts about a challenge they faced, comment with how you dealt with a similar situation.

Before sending a connection request, do some research. The person's “About” section is a goldmine of information about their background, interests, and goals. Alexis also recommends tools like the Chrome extension Crystal, which predicts personality types based on LinkedIn profiles using the DISC model. This insight helps you tailor your networking approach to match their communication style.

#3: How and When to Craft a Personalized Connection Request

When you're ready to send a connection request, make it specific and personal. Alexis outlines three tiers of personalization:

• Bottom tier: “Hey Mike, I love what you're doing at Social Media Examiner. I would love to connect and learn more.” This generic approach might look automated and sometimes even contain errors (like “I love what you're doing at Michaela Alexis”), revealing it as an automated message.
• Middle tier: “I love your podcast.”
• Top tier: “I loved in this episode when you were interviewing this person and when you talked about X.” This specific approach shows you've invested time in getting to know them.

The more specific your request, the more likely it will be accepted. For example, if you want to connect with podcast guests or speakers, mention the exact content that resonated with you to demonstrate your genuine interest.

Timing matters, too. If you've only interacted with someone's content once, it might be too early to send a connection request. Spend a week or two following and commenting on their posts before reaching out. However, if they've invited connection in their comment section, it may be appropriate to connect sooner.

For example, if someone responds to your comment with “Let's continue this conversation” or “I want to learn more about that,” that's a clear invitation to send a connection request immediately.

Some LinkedIn users explicitly state on their profiles that they're open to connection requests, which can help you determine if they'll be receptive.

Remember that some people, especially well-known figures in their industry, may have personal rules about connections. Some only connect with people they've met in person. However, even if someone doesn't accept your connection request, you can reach most LinkedIn users through InMail credits or other LinkedIn features.

#4: The First Touchpoint After You Connect 

Once your connection request is accepted, avoid these two common mistakes:

1. The immediate sales pitch: Never send a sales pitch minutes, hours, or even days after connecting. This approach rarely works and damages your credibility.
2. The empty thank you: Simply saying “Thanks for accepting my connection request” puts the burden on the other person to continue the conversation. Instead, include a question or topic to discuss that moves the conversation forward.

Ask Engaging Questions

Rather than a sales pitch or empty thank you, ask an interesting question about something specific you noticed in their content. This opening gives them a clear path to continue the conversation without putting pressure on them to come up with topics to discuss.

Alexis also suggests fun questions like “What's your go-to coffee shop order?” which not only creates engagement but can also provide insights into the person's personality. Someone who orders black coffee might be no-nonsense and analytical, while someone who orders complex custom drinks might prefer more personalized communication.

Once you've cemented your connection, continue engaging with their content by liking, commenting, and sharing when relevant.

#5: The Second Touchpoint After You Connect 

To maintain the relationship, Alexis recommends setting calendar reminders for follow-ups two to three weeks after connecting.

Pro Tip: Using voice notes or video messages adds a personal touch because it lets someone hear your voice or see your face.

Your message can be as simple as, “Hey, I just want to see how your week is going.” You can also reference a specific post they shared or a milestone they achieved. For example: “Hey, so-and-so, I saw your post on X. It was so good. I'm just checking in to see how things are going on your end.”

For those concerned about the time commitment of networking, Alexis emphasizes that your continued follow up doesn't have to be regimented or overwhelming.

The key is maintaining authentic engagement, almost like how a friend might show up. What do you want out of a friend? You want a friend who shows up in your comments, likes your content, and watches your stories.

#6: Set Up a Virtual Coffee Chat

This call should be a no-agenda, no-pitch conversation with an agreed-upon 15-minute time limit and purpose: to let both parties learn more about each other as people, not to do business.

Try something like: “It's a fifteen-minute call, and I do stick to the fifteen minutes… I would love to hear more about your work on X.” This specificity makes the invitation more appealing and less threatening.

Alexis suggests using tools like Otter.ai during conversations to help you remember important details, like whether someone has dogs or kids or is going to a certain conference. These personal details give you something specific to follow up with in future communications.

#7: Creative Ways to Stay Connected

Beyond direct messages and comments, Alexis shares these strategies to stay connected:

• Use LinkedIn's save feature to bookmark content, then comment on it a few weeks later. This brings the post back to life and puts you on their radar when notifications have slowed down.
• Be a connector by introducing people who should know each other. This adds value even if you're new to the industry.
• Share relevant tools or resources that might be helpful based on their posts or interests.
• Ask for specific insights on topics where they have expertise.
• Leave testimonials or recommendations for past or current clients, which creates goodwill and brings you back to their attention.
• Spotlight them in your content by mentioning or tagging them when relevant.

How to Convert LinkedIn Connections to Customers

When the relationship has developed enough, use the MICK framework for natural conversions that don't feel rushed or pushy:

1. Make It Mutual: Set the tone by establishing that the conversation is about exchanging value, not just one person taking. Say something like, “If you're open to it, I'd love to swap insights and hear more about what you're building.”
2. Invite, Don't Impose: Extend an offer without expectations, like suggesting a virtual coffee chat. This gives the other person the freedom to accept or decline without pressure.
3. Clarify the Vibe: Be transparent about what you're bringing to the table or what you're looking for. Specify that it's a casual 15-minute chat and say something like, “I'd like to explore how I can support your work.”
4. Keep the Door Open: Whether they accept or decline, leave a positive impression. Respond graciously to rejection with something like, “If now is not the time, no worries at all. Glad that we connected.” Alexis notes, “One of the best ways to tell someone's character is how they respond when you say no,” adding that she's built more relationships with people who initially rejected her request than those who accepted.

With this framework, you nurture the relationship naturally rather than overwhelming it with aggressive sales tactics. You're still watering the plant, and you're still selling, but you're doing it in a way that feels natural. 

The goal is to build relationships that can naturally evolve into business opportunities without forcing the issue. By focusing on providing value first and selling second, you create a foundation of trust that makes future conversions much more likely and comfortable for both parties.

Other Notes From This Episode

• Connect with Michael Stelzner @Stelzner on Instagram and @Mike_Stelzner on X.
• Watch this interview and other exclusive content from Social Media Examiner on YouTube.

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✋🏽 If you enjoyed this episode of the Social Media Marketing podcast, please head over to Apple Podcasts, leave a rating, write a review, and subscribe.

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