By Bill Farquharson, Sales Vault. Read Bill’s tip below or watch Bill here.

Good morning!

Imagine working for weeks to reach a decision-maker. You finally get that moment—shake hands—and say, “Hello.” Then… nothing. You’ve got no words.

That’s LinkedIn.

We all work hard to make the connection. But once they accept, most of us have no clue what to do next.

What should we say?
How often should we reach out?
When is it okay to make a pitch?

Allow me to pass along some expert advice from Madeline Farquharson, the brilliant UK-based daughter whose advised is so valued, we record every call so as not to miss a thing:

“Be a meaningful contributor.”

We call these gems Madi-ology.

Being a meaningful contributor means sharing relevant, valuable, thought-out content. Curate smart articles. Post with purpose. Send direct messages that actually matter to your new contact—not just fluff.

Consistency matters. Thoughtfulness matters more.

Want to stand out? Tell stories. Share how you solved a real customer problem. Post photos. Add testimonials. Celebrate ideas, not just low prices.

These efforts build a reputation. And once you’ve earned credibility, then you can ask for the meeting.

Too many reps treat the connection like the win. It’s not. It’s the beginning.

With front doors locked and customers working from everywhere, LinkedIn is the new knock at the door. But it’s what comes after the virtual handshake that gets you invited inside.

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The Sales Vault is FULL of meaningful contributors. Join us at SalesVault.pro or call me at 781-934-7036