It’s often said that for people to buy from you, they need to know you, like you, and trust you. 

This is because business happens at the speed of trust.

But how can you achieve trust, particularly in the digital age> 


LinkedIn is the perfect platform for B2B experts who wish to sell more of their services because it’s uniquely designed to facilitate the three critical stages: being known, being liked, and being trusted.

1. Being Known


Ultimately this is about visibility. 

People can’t hire you if they don’t know you exist. 

Your goal should be to expand your network and ensure your name is associated with solutions to problems your prospects face.


Here’s how to enhance your visibility on LinkedIn:

  • Grow Your Network: Consistently connect with the right decision-makers and influencers in your industry.
  • Share Valuable Content: Regularly post insights, stories, and learnings. Discuss common challenges, share solutions, and outline your processes.
  • Engage Actively: Respond to comments, answer questions, and participate in discussions relevant to your field.

The more visible you are, the greater the chance you’ll be top of mind when someone is searching for a solution you can provide.

2. Being Liked


This point is more about being respected as an authority in your field. 

B2B decision makers are looking for the best person in their field who has the authority of someone who creates solutions consistently. 


Here’s how to build likability through authority:

  • Share Thought Leadership: Regularly share content that highlights your expertise and insights.
  • Gather Testimonials: Showcase reviews and success stories that validate your ability to deliver results.
  • Focus on Your Niche: Specializing in a specific area allows you to build a reputation as a go-to expert for that problem.

When you are seen as a knowledgeable and reliable figure in your industry, prospects will naturally gravitate toward you for solutions.

3. Being Trusted


Trust is not about being the biggest name in your industry; it’s about being perceived as highly capable in your niche area of expertise.

In this way niche consultancies are often preferred over the big names – because of specific areas of expertise. 


Here’s how to foster trust:

  • Ask the Right Questions: Show a deep understanding of your prospects’ problems by asking insightful and targeted questions.
  • Offer Unique Solutions: Highlight your distinct approach to solving challenges, emphasizing what sets you apart.
  • Demonstrate Expertise: Share content that connects with real problems and provides actionable solutions.


Trust is built over time, through consistency and authenticity. When prospects believe in your ability to deliver, they’ll be eager to work with you.

The Foundation of Business: Relationships


At its core, business is personal. It’s about relationships—person to person, not company to company. By becoming known, respected, and trusted as an authority in your niche, you’ll not only gain credibility but also create opportunities to grow your business at the speed of trust.


If you’re ready to start building stronger connections and driving growth, LinkedIn is the perfect platform to showcase your expertise and foster trust in your industry. 

Comment below/ reply to this message if you’d like to learn more about how we can help you grow your B2B pipeline using LinkedIn.

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