It happens almost every day: People connect with me on LinkedIn. Within 24 hours, you can set the clock, they pitch their services.

Odd sales metrics, not understanding how marketing works or plain laziness: This approach is like playing the lottery. It might work, but in reality, you are wasting your time, effort and, most importantly, the connection you just established.

It’s important to establish connections. But the real work is in creating and deepening relationships.