Best Practices in Linkedin

Can You Really Make Money on LinkedIn?


Photo credit: 401(K) 2013 / / CC BY-SA

post updated Jan. 4 2017

Of all the questions circulating about the usefulness of LinkedIn, this is perhaps the most frequently asked.

The answer, in a word, is no.

Networks like Facebook have skewed perception about what it means to “do business online.” Although Facebook has made great strides in catering to the business crowd, it remains a casual hang out, a place where anyone can sell anything.

LinkedIn is not about selling. LinkedIn is about relationship building. It is not a sales tool; it is a lead generation tool.

I know you’ve heard this before, but how has this knowledge impacted your LinkedIn activity?

If you have a LinkedIn profile, but your network activity is dormant, you may be wondering where you’ve gone wrong. Or, perhaps you’ve optimized your LinkedIn profile, but still are not connecting as deeply as expected.

Here’s what you need to know:

LinkedIn is actually two delivery channels in one, the outbound and the inbound . On the outbound side, we have the profile, (most notably, your headline) shared updates, employment history, and other items that tell the world who you are. On the inbound side, we have invites, connections, recommendations, and group discussions.

You simply cannot achieve your lead generation goals using LinkedIn without taking full advantage of both channels.

This means you not only need a fully optimized profile, but you must be consistently active. The profile is the hub of your activity. And yes, you’ve got to connect and grow your network. But the true power of LinkedIn membership lies in your value to others.


LinkedIn is not about selling. LinkedIn is about relationship building. It is not a sales tool; it is a lead generation tool.


This can be a tough pill for business owners to swallow. For example, how long must you continue to connect before something good happens? How do you know you’re connecting with the right people? Which groups should you join? What do you do when you get there?

It all seems like so much wasted time to many members…until that first hot lead appears. Then, the skies open up and the angels sing and, Eureka! You get it!

Here are 3 Ways to be active on Linkedin:

  • Publish a Post: Write about a topic you are an expert on. You’ll establish yourself as a thought leader in your industry, and your connections will be directly notified when you publish the post.
  • Join and Post in Groups: It’s not enough just to display the groups on your profile. Be active and participate in discussions.
  • Post Statuses Daily: You can comment on anything from what you’re excited to be working on, to new news about your business. But here’s a hint- keep it professional. Some find it offensive when political views are brought into the business sphere of Linkedin.

Before we had great tools like LinkedIn, salespeople used other lead generation activities to find prospects and close business. In truth, not much has changed. We’ve certainly reduced overall participation in live events, like trade shows and conferences. No doubt, we spend less time face-to-face with prospects and more time engaging online. But the core goal of sales, to make solid connections that lead to business, remains the same. All that has really changed are the tools we use to get there.

So, can you really make money using LinkedIn? No, but you can certainly access key decision makers like never before, become an expert in your industry, reach out and touch your target market, and build brand buzz right from the comfort of your office chair…and these activities, my friends, are what lead to real revenue.

Victoria Ipri is CEO of Modello Media, Inc, an e-marketing strategy firm specializing in LinkedIn marketing. She welcomes your questions and comments on this forum, or contact her directly via LinkedIn or at:

  • Ronald Redito

    Because almost 99 percent in LinkedIn are professionals and business-minded, you have the same goals. It is a great place to stay connected with people who might be of help in your business.

    February 15, 2011 at 9:37 am
  • Ed Han

    Victoria, this is an aspect of LinkedIn with which I don’t have a ton of experience so I’m glad to learn more about it through this.

    February 15, 2011 at 11:44 am
  • Chris Mott


    Great post as always! LinkedIn is allowing us to connect with key decision makers regardless of distance and time. A great innovation in the world of a salesperson.

    February 15, 2011 at 2:18 pm
  • Great article, Victoria! It’s all about connecting and sharing on LinkedIn- how I landed some of my best clients.

    February 15, 2011 at 1:40 pm
  • Jim Matorin

    LinkedIn is all about relationship building Victoria and if you are a sustainable networker, you understand long-term having strong ties will lead to monetization of some form. Excellent post.

    February 16, 2011 at 7:40 am
  • Tom Henderson

    Thanks Victoria. I was just rtying to figureout the best way to use LinkedIn, and I think you’ve given me some good ideas.

    February 16, 2011 at 5:26 pm
  • Angela Hughes

    Fantastic Victoria! Definitely something to think about in this article!

    February 17, 2011 at 9:24 am
  • Ste Hughes

    Great article Victoria, Linked in really is a powerful tool, and it is on the highest providers of targeted traffic to my blog each and every month.
    I get more traffic from LinkedIn, than I do Facebook, Twitter and Google+ combined.
    So much so, I wrote all about it and published an eBook that has been a great success.
    Nice article, you are right, the potential to make Money with LinkedIn is massive.

    December 3, 2012 at 11:49 am

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