- NEW: Replays—Insider exclusive recordings of Office Hours sales discussions
- Downloadable prospecting letters
- One killer-good intro letter only the bravest of the brave send out
- A downloadable voicemail script
- 15 on-demand video sales courses
- Archived sales content searchable by sales challenge
Complete Story
10/15/2025
The LinkedIn Handshake
Source: Bill Farquharson, October 13, 2025
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.
The Sales Vault, created by Bill Farquharson, is a subscription-based resource and sales community featuring a calendar packed with live workshops, on-demand sales courses, peer-to-peer discussion groups, and 35+ years of sales training content all searchable by sales challenge. Think of it as a sales conference where the seminars and workshops, full of instantly applicable ideas, are ongoing and more programs are added constantly.
The Sales Vault is available on a monthly subscription basis, normally at a no-brainer monthly price of $45/participant, but… GMA members can take advantage of an exclusive offer: FREE membership for 30 days followed by a discounted monthly subscription price of just $40/participant.
Bill has been a friend of GMA for many years and is, no doubt, known to our members as a top sales trainer and content creator for the graphic arts.
Other Vault resources:
2025 Wage + Benefits Report Now Available / Trends & Analysis Webinar Soon
How competitive are your company’s wages and benefits compared to others in the printing industry? Are you keeping pace with shifting workforce expectations?
Read MoreAnnual Advisory Council Meeting
Graphic Media Alliance invites all members to join us for our 2025 Annual Advisory Council Meeting, bringing together members from across every region to celebrate another successful year and help shape the future direction of the Association.
Read MorePrinting Industry Diversification: Adding Non-Printing Products and Services
In this study, the survey will examine how printing companies are diversifying beyond traditional print offerings and what that means for business success.
Read More6 Things HR Should Know About Intermittent FMLA Leave
It’s important for employers to keep a good-faith mindset that employees who request such leave do so because they need it.
Read MoreSedgwick Enrollment Deadline and Stress Management
Don't miss the opportunity for significant savings on your workers' comp premium and learn the causes of workplace stress.
Read MoreThe LinkedIn Handshake
Imagine working hard to get an appointment and then, after "Hello," you have no idea what to say. That's what making a LinkedIn connection feels like. If you want a plan for what to do, check out this week's Short Attention Span Sales Tip.
Read More