Welcome Patrons

If you’ve been following along, you’ll know that today is the third and final installment of the LinkedIn series, and today, I’m tackling the third most common question I’m asked.

“How do I get leads on LinkedIn?”

Short answer, you probably need to be a lot more active. If you want engagement, you need to engage. And by that, I don’t mean spamming people’s inboxes by sending a never-ending string of connection requests followed by a “Hey, I’d love to hop on a quick call” message. Ugh. The LinkedIn Bros have struck again.

Doing that is as effective as shouting your sales pitch across a crowded bar.

If you want to use LinkedIn as a sales tool, remember this → You don’t chase prospects. You attract them.

And that’s what we’re talking about today, so pull up the bar stool, and let’s dive in.

What the heck is a LinkedIn Sales Funnel?

Let’s get this question knocked out first. If LinkedIn is the biggest networking event in the world, which it is BTW, your sales funnel is the method you follow to turn random strangers into warm leads without creeping them out. That last part is critical.

The process at a high level is simple.

1️⃣ Get Your Business Card Right (It’s your LinkedIn stalker)
2️⃣ Find the right prospects (not everyone’s worth your time—choose wisely).
3️⃣ Warm up prospects (so when you do reach out, you’re not some random salesperson).
4️⃣  Start real conversations (because people buy from people, not cold DMs).
5️⃣  Get off LinkedIn (build the relationship beyond an invisible one)

The problem is most people skip straight to step five, and that’s why they fail. They may do this unintentionally, intentionally, or using the brain-dead method, i.e., automation.

Side Bar: Speaking of automation. In case you didn’t know, automation is against LinkedIn’s User Agreement, which you agreed to when you created an account. You can read the full version here but this is where most people go wrong:

“Use bots or other unauthorized automated methods to access the Services, add or download contacts, send or redirect messages, create, comment on, like, share, or re-share posts, or otherwise drive inauthentic engagement.”

All third-party automation violates this agreement. If you’re hiring someone to automate your LinkedIn engagement, you are in violation and risk having your account banned or shut down.

Now that you know, let’s do LinkedIn Sales Funnels right so you don’t damage your reputation.

 

Step 1: Make sure your LinkedIn Business Card isn’t scaring people off

Before you even think about prospecting, review your LinkedIn Business Card because it’s doing the talking for you. What people find here says a lot about you and your brand.

Your LinkedIn Business Card, for those tuning in for the first time, is Your Profile Picture + Name + Headline. These things follow you all over LinkedIn. Anytime you:

• You react to a post
• You leave a comment
• You show up in search results

All people see is your LinkedIn Business Card. If it’s weak, no one clicks your profile, which means no leads, no clients, and no business. This part must be right if you want to use LinkedIn to find leads and capture business.

Here’s how to fix It:

✅ Profile Photo: Clear, professional, and not cropped from a wedding photo or turkey shoot.
✅ Name: Use your real Name. Adding “CEO of XYZ Consulting” makes you look like a bot.
✅ Headline: Say who you help and how. Leave out the job title and add in your value.

Action Step: Check your LinkedIn Business Card. Would a stranger instantly know what you do and why they should care?

Step 2: Find the right prospects (not just anyone with a pulse)

Most people treat LinkedIn like a numbers game. Especially those LinkedIn Bros. While it’s true that the more you throw at it, there will be a percentage of conversions, what you’re really throwing around is your reputation. Think about that.

Getting LinkedIn right is not about numbers. It’s about networking and playing a quality long game. Psst. LinkedIn might not be for you if the term long-game freaked you out.

Sending random connection requests via automation from some tricked-out software is like passing out business cards to everyone at a bar and hoping someone calls you. It reeks of desperation and will tarnish your reputation.

Here’s how to find people worth your time.

1️⃣ Use LinkedIn Search: Target job titles, industries, and companies that actually need your help. Sales Navigator gives you more search parameters.
2️⃣ Check Activity: If they haven’t posted, commented, or even breathed on LinkedIn in months, consider moving on.
3️⃣ Find Mutual Connections: If you have a shared connection, you’ve already got some built-in trust. Ask for an introduction.

Action Step: Build a small, manageable, and targeted list of potential clients—no more than 10-20 at a time.

Step 3: Warm up your prospects (before you reach out like a weirdo)

This is where 99% of people screw up. Whether via automation or you do it yourself, you send a connection request, and then, boom! your new connection hits you with a pitch faster than a pushy car salesperson.

Admit it. You’ve gotten these types of messages, too:

“Recently, I stumbled into a method that has worked so well I’ve had clients begging me to turn it off so they can catch up with requests…”

No thanks. Instead, do this to warm up cold prospects.

✅ Step 1: View Their Profile – Yes, seriously. People see who visits their profile, and it sparks curiosity.
✅ Step 2: Engage With Their Content – Like & comment on their posts. If they don’t post, engage with posts they’ve commented on.
✅ Step 3: Share Something Useful – Post insights related to their Industry. If they engage, they’re officially a warm lead.

Action Step: Spend 10 to 30 minutes a day engaging with your target prospects before sending connection requests.

Step 4: Start conversations like a human (not a sales robot)

If you’ve done the steps above correctly, your prospects have seen your name pop up a few times. They may have even checked out your LinkedIn profile. Now is the time to connect. You’ve warmed them up, and you won’t be a complete stranger when you show up in their inbox.

But, and I can’t stress this enough, DO NOT PITCH THEM.

No one, including you, wants to be hit with a pitch in the first minute of making a connection. So, don’t do it. You’ve been warned. BTW, if you do get an immediate response, that person is probably using automation.

Instead, start a conversation the right way.

Send a Personalized Connection Request (No generic “I’d like to add you to my network” nonsense.)

✅ Mention a mutual connection or a post they commented on.
✅ Keep it casual—you’re here to connect, not sell.

Example:
“Hey [Name], I saw your comment on [Mutual Connection’s] post about [Topic]. I really liked your take. Would love to connect!”

🔥 After They Accept—Don’t Be Weird

✅ Keep the conversation going, ask a question or provide value.
✅ Share an article, resource, or quick insight related to them.

Example:
“Hey [Name], thanks for connecting! I noticed you work with [Industry]. I just wrote a post about [Relevant Topic] and thought it might be useful. Curious to hear your thoughts!”

Action Step: Send 3-5 personalized connection requests per day and follow up like a normal person, not a salesperson.

Side Bar: I’ve heard that generic connection requests are more likely to be accepted lately. This is probably because the constant barrage of DMs and connection requests from the automation bros has put people on edge. Whichever way you decide to go, personalize note or not, don’t pitch them after they accept.

Step 5: Get Off LinkedIn and Into a Real Conversation

While LinkedIn is great for starting relationships, business happens outside of LinkedIn. You need to build the relationship to a point where a call, audio or zoom, makes sense. Don’t move too fast. Replace the word fast with follow-up; follow up with helpful advice and thought-provoking questions.

Here’s how to move conversations into sales calls.

✅ Look for a Natural Opening: If they ask about what you do or engage heavily, it’s time.
✅ Offer a Call Without Pressure:
“I’d love to learn more about what you’re working on. No pitch—just a quick chat to see if I can help. Let me know if you’re open to it!”
✅ Make It Easy: Drop a scheduling link so they can book a time.

Action Step: If a prospect engages with you multiple times, invite them to chat off LinkedIn.

The Last Call: Stop Chasing, Start Attracting

Don’t be that person begging for sales on LinkedIn. Instead, let your LinkedIn Sales Funnel do the work:

✅ Step 1: Fix Your LinkedIn Business Card – Your profile should instantly show value.
✅ Step 2: Find the right prospects – No more random connection requests.
✅ Step 3: Warm them up – Engage before you ever reach out.
✅ Step 4: Start real conversations – No sales pitches in the first message.
✅ Step 5: Move it off LinkedIn – Get to a real conversation when the time is right.

When you stop acting desperate for clients, you start attracting the right ones effortlessly. And that’s how you win on LinkedIn.