The LinkedIn Prospecting Test I Give Sales Reps

A little test I run to see if a sales rep really knows how to use LinkedIn for prospecting.

I go to their profile, click Activity, and filter by Comments.

What am I looking for?

Thoughtful, intelligent comments on posts related to the industries they sell into.

Even better, comments on posts from potential buyers.

I want to see that they know their stuff. That they're paying attention to what's happening in their buyers' world. And that they can contribute something useful to a conversation.

Bonus points if they're asking smart questions, respectfully challenging an opinion, or adding something from their own experience.

Not just agreeing with everyone.

If all I see are "Congrats!" and "Well deserved!" comments on colleagues' promotions and friends' life events, we've got some work to do.

Nothing wrong with being a supportive friend or colleague.

But that's not prospecting.

And commenting is one of the easiest ways to get on a potential buyer's radar without pitching them.