How Not to Sell Via LinkedIn

By Bill Farquharson, Sales Vault

How often does someone try to sell you on LinkedIn right after they connect with you? In this week’s Short Attention Span Sales Tip, Bill Farquharson uses a recent message to show you how to do it right.  Read Bill’s tip below or listen to Bill here.

Good morning!

Every month, I typically receive two or three unsolicited LinkedIn messages like this one I received on August 2 from Danielle Rice:

“Hey Bill, I’m a huge fan of what you’ve created at The Sales Vault and would like to invite you as a guest on the ‘Are You Happy’ podcast. Our show has over 4MM followers across social media, and I am certain that your perspective on business and happiness would be really valuable to our audience.”

Huge fan!

I looked her up. She has followed me on LinkedIn since August 1, 2023.

Think about that for a second:

She sent me the message on the 2nd.

She’s been following me since the 1st.

And she’s a huge fan?

This is not the first time I have been approached like this via LinkedIn, only the latest. People like this do a search, find what they are looking for, then copy and paste the company name with an ego-stroking statement designed to hook the recipient.

A LinkedIn sales pitch must deliver 2 things:

  1. Authenticity—The tone of your message must come from a place of honesty;
  2. Assistance—How will your product or service help me?

So, let’s rewrite Ms. Rice’s message, this time with honesty:

“Hey Bill. I can’t say that I know you or The Sales Vault. In fact, there’s a good chance I know nothing about your industry. What I do know is how to get others to know you and to know The Sales Vault via our podcast, ‘Are You Happy?’. If you are open to a chat, I’d like to learn more about you and talk about how I can help you get your word out there.”

My reaction to her message was anything but positive. She comes across as lazy, dishonest, deceitful, and something all sales people seek to avoid: sale-sy.

Danielle, if you are not going to take the time to figure out The Sales Vault is a subscription-based website for sales people and selling owners in the graphic arts who wish to learn sales best practices, at least tell me how your “Are You Happy” podcast will benefit me.

That will make us BOTH happy.


It’s ideas like these that make up The Sales Vault. PGCA members receive a discount on this monthly subscription.  Visit or contact Bill Farquharson at 781-934-7036 or


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