Building Trust Before Suggesting Add-ons

Stop trying to sell in the first message. You're not Amazon Prime. People don’t open LinkedIn expecting to make a purchase. They’re here to connect. To learn. To be inspired. But too many treat DMs like a checkout page instead of a conversation. Every week, I get cold messages that jump straight into a pitch. No introduction. No context. No attempt to build trust. And the result? Silence. Because when you lead with selling, you lose the one thing that actually drives conversions on LinkedIn: relationships. Here’s what most people get wrong about selling in the DMs. They think speed equals success. They think dropping their offer in message one makes them efficient. But it’s not efficient. It’s lazy. And it rarely works. Over time, I’ve found a better way. It’s slower. More intentional. But it leads to real conversations with decision-makers — and more closed deals. Here’s what I do instead: ↗︎ Step 1: Build trust first Start with something specific about them. A recent post. A podcast. A shared interest. Make it personal. Not robotic. ↗︎ Step 2: Ask thoughtful questions Your goal is not to qualify. Your goal is to connect. Be curious about their goals, challenges, and context. ↗︎ Step 3: Share value before asking for anything This could be an insight, a trend you’re seeing, or a tip they can use right away. When you give first, you earn permission to ask. ↗︎ Step 4: Make the invite to chat feel natural Don’t pitch a 30-minute strategy call. That’s heavy. Just suggest a quick 15-minute call to connect and explore if there’s alignment. ↗︎ Step 5: Follow up without being annoying People are busy, not rude. Give them time. Follow up once or twice — kindly, not aggressively. This approach works. Not because it’s some magic script. But because it treats people like people. So the next time you think about pitching in the first message, remember: You're not Amazon Prime. Trust isn't delivered in 24 hours. Build it first. Found this useful? Hit the 🔔 icon in my profile. Get notified of my next post. Repost it to help 1 new person. ♻️

If you want the whale, first earn the minnow’s trust. At my former company, we rarely walked into a boardroom and landed the big deal off the bat. We started small and made damn sure we crushed it. Why? Because trust is usually earned in increments. Not in pitch decks, but in performance. Here’s the 4-step approach I used to turn small wins into major accounts: #1 Start with something you can absolutely deliver. This isn’t the time to experiment.  Pick a scope you can dominate. Then OVER deliver on that smaller scope. Do it faster, do more than you agreed to, over over-communicate within the client organization. #2 Overdeliver and then highlight what you did. - Remind them of their good decision to trust you.  Go beyond the scope. Don’t ask for more money, just deliver more value and remind them of it. That’s how trust compounds. That’s how you are able to get more of their spend, or even add more value in terms of additional products and services. #3 Use that trust to expand the conversation. Now you’ve got permission to ask: “What else can we help with?” “What other divisions could benefit from this?” “Have you thought about shifting more of your spend to US, vs them?” BOTTOM LINE: When you over-deliver and the client acknowledges it, you now have a reason for your next suggestion. #4 Have a predefined account growth plan. The best account developers already know the next 4 places they can add value. They don’t wait for the client to suggest it; they bring the plan with clear paths to added value. That’s how you go from pilot project to being a strategic partner. If you’re sitting on a “small opportunity,” treat it like your Super Bowl: Overdeliver, expand, scale. If you’ve landed big wins off the back of small ones, let’s exchange notes... #bigwins #whalehunting #salesedge #salesweapons

Want clients who trust you instantly? Start by putting their needs ahead—even if that means sending them elsewhere. Years ago, I stumbled upon this sales tactic by accident. I was selling supplements at my gym, aiming for maximum sales. But one small change turned everything around. I ran out. One key product was gone. Instead, I told clients they could get that item cheaper at Costco. Guess what happened next? ✅ They trusted me more ✅ They bought everything else I recommended ✅ Sales skyrocketed This was no fluke. I leaned further. I began recommending “ghost products”—items I didn’t even carry but knew clients could get elsewhere. Why does this work? 🔸 You’re prioritizing their needs, not yours 🔸 You’re acting like an advisor, not just another salesperson 🔸 You’re building trust that leads directly back Here’s how I applied this: -> Suggest low-margin alternatives elsewhere, save high-margin items for your offer -> Give clear, actionable instructions (how, why, and where they’ll use products) -> Tie product usage habits with existing routines (no new habits needed) This approach doesn’t just sell—it builds relationships. Trust is stronger than any pitch. If you want clients who trust you, start by putting their needs first. Have you tried something similar? What’s your experience? 🚀

𝐎𝐧𝐞 𝐥𝐞𝐬𝐬𝐨𝐧 𝐦𝐲 𝐰𝐨𝐫𝐤 𝐰𝐢𝐭𝐡 𝐚 𝐬𝐨𝐟𝐭𝐰𝐚𝐫𝐞 𝐝𝐞𝐯𝐞𝐥𝐨𝐩𝐦𝐞𝐧𝐭 𝐭𝐞𝐚𝐦 𝐭𝐚𝐮𝐠𝐡𝐭 𝐦𝐞 𝐚𝐛𝐨𝐮𝐭 𝐔𝐒 𝐜𝐨𝐧𝐬𝐮𝐦𝐞𝐫𝐬: Convenience sounds like a win… But in reality—control builds the trust that scales. We were working to improve product adoption for a US-based platform. Most founders instinctively look at cutting clicks, shortening steps, making the onboarding as fast as possible. We did too — until real user patterns told a different story. 𝐈𝐧𝐬𝐭𝐞𝐚𝐝 𝐨𝐟 𝐫𝐞𝐝𝐮𝐜𝐢𝐧𝐠 𝐭𝐡𝐞 𝐣𝐨𝐮𝐫𝐧𝐞𝐲, 𝐰𝐞 𝐭𝐫𝐢𝐞𝐝 𝐬𝐨𝐦𝐞𝐭𝐡𝐢𝐧𝐠 𝐜𝐨𝐮𝐧𝐭𝐞𝐫𝐢𝐧𝐭𝐮𝐢𝐭𝐢𝐯𝐞: -Added more decision points -Let users customize their flow -Gave options to manually pick settings -instead of forcing defaults -Conversions went up. -Engagement improved. Most importantly, user trust deepened. You can design a sleek two-click journey. But if the user doesn’t feel in control, they hesitate. Especially in the US, where data privacy and digital autonomy are non-negotiable — transparency and control win. Some moments that made this obvious: People disable auto-fill just to type things in manually. They skip quick recommendations to compare on their own. Features that auto-execute without explicit consent? Often uninstalled. It’s not inefficiency. It’s digital self-preservation. A mindset of: “Don’t decide for me. Let me drive.” I’ve seen this mistake cost real money. One client rolled out an automation that quietly activated in the background. Instead of delighting users, it alienated 20% of them. Because the perception was: “You took control without asking.” Meanwhile, platforms that use clear prompts — “Are you sure?” “Review before submitting” Easy toggles and edits — those build long-term trust. That’s the real game. What I now recommend to every tech founder building for the US market: Don’t just optimize for frictionless onboarding. Optimize for visible control. Add micro-trust signals like “No hidden fees,” “You can edit this later,” and toggles that show choice. Make the user feel in charge at every key step. Trust isn’t built by speed. It’s built by respecting the user’s right to decide. If you’re a tech founder or product owner, stop assuming speed is everything. Start building systems that say: “You’re in control.” 𝐓𝐡𝐚𝐭’𝐬 𝐰𝐡𝐚𝐭 𝐜𝐫𝐞𝐚𝐭𝐞𝐬 𝐚𝐝𝐨𝐩𝐭𝐢𝐨𝐧 𝐭𝐡𝐚𝐭 𝐬𝐭𝐢𝐜𝐤𝐬. 𝐖𝐡𝐚𝐭’𝐬 𝐲𝐨𝐮𝐫 𝐞𝐱𝐩𝐞𝐫𝐢𝐞𝐧𝐜𝐞 𝐰𝐢𝐭𝐡 𝐭𝐡𝐢𝐬? 𝐋𝐞𝐭’𝐬 𝐝𝐢𝐬𝐜𝐮𝐬𝐬. #UserExperience #ProductDesign #TrustByDesign #TechForUSMarket #businesscoach #coachishleenkaur LinkedIn News LinkedIn News India LinkedIn for Small Business

Before coaching begins, trust must walk in first. Some time ago, I met a business owner who was referred to me for coaching. He had the hunger to grow, was stuck at a critical stage, and had tried different advisors before — none of whom stuck. I could sense the hesitation when we first spoke. So instead of pitching my process or flashing my success stories, I said this: “Let’s do this for 3 months. No fee. No commitment. Just coaching. If you see value, we’ll talk further. If not, you walk away.” His eyes softened. Because more than a growth plan or a strategy session, what he needed was assurance — that I’m here for him, not just his business. And honestly? That conversation changed everything. He showed up to every session with energy. He opened up. He executed. And eventually, he asked to extend the coaching — this time, as a full-paying client. That experience reminded me: People don’t commit when they’re convinced. They commit when they feel safe. In coaching — just like in leadership — trust comes before transformation. And that trust isn’t built with words. It’s built with intent, presence, and a willingness to serve before selling. If you’re a coach, consultant, or leader trying to create change — ask yourself: Have I created enough emotional safety for the other person to truly lean in? Because without that, even the best frameworks won’t land. But with it? Even a 30-minute conversation can become the starting point of lifelong growth. #VijayOnLeadership #CoachingWithTrust #BusinessCoachingIndia #ProBonoCoaching #LeadershipGrowth #TrustedAdvisor #EmotionalSafety #CoachingCulture

Want to sell to higher ed? Stop focusing on the pitch — start focusing on trust. If you’re trying to break into colleges and universities with your edtech solution, the first thing you need to earn is trust — not a meeting. The mistake I see too often? ➡️ Showing up in inboxes or LinkedIn with a pitch before you’ve built any credibility. Here’s what you need to know: Higher ed leaders — especially VPs of Enrollment and Directors of Admissions — are being sold to constantly. They don’t need more “we’re the best solution” messages. What they need is someone who understands their world and can help them solve real problems. 👉 So how do you start building trust? - Engage without an ask. Comment on their posts. Share relevant insights. Let them see your name without a pitch attached. - Create content that speaks to their pain points. Not product-focused. Problem-focused. Show that you get what they’re up against — enrollment pressure, limited budgets, competing priorities. - Offer value before asking for time. A thoughtful article, a case study that solves a problem they’re dealing with, a peer-led webinar. Lead with value. Trust is built before the meeting is booked. If they don’t know you, they won’t buy from you. Period. This week I am sharing tips on how edtech startups can build trust and relationships that actually lead to sales in higher ed. Follow along or share you thoughts in the comments!