Last week, we gave you 20 content and conversation starters to help you confidently post and message on LinkedIn. (Missed it? Download the cheatsheet here.) Now that you’ve got the words to spark engagement – what’s next?
It’s time to turn that engagement into opportunity, but without sounding salesy, spammy, or awkward. This is where the art of the follow-up comes in. When done right, those small moments of interaction (likes, comments, and casual DMs) can grow into real relationships and, ultimately, paying clients.
Let’s walk through some tips of relationship-based selling on LinkedIn, built on conversation – not pressure.
Tip 1: Engage Authentically (and Often)
Before pitching anything, you need to show up with real interest and value. Use last week’s content prompts to spark visibility and relevance.
Try:
Prompt #1: “If you’re [target audience], here’s a quick tip to make [specific task] easier…”
These value-packed posts help your ideal audience see your expertise without you needing to sell anything. Don’t forget to leave meaningful comments on other people’s posts too. This is often the first spark of connection.
Example comment: “I really appreciated your take on burnout in leadership, especially that reminder to unplug mid-week. What’s helped you the most?”
Tip 2: Move from Comments to DMs…Smoothly
Once you’ve had a public exchange (maybe they liked your post or replied to your comment) a thoughtful direct message feels like a natural next step.
Use one of the DM prompts from the cheatsheet to ease in:
Prompt #2: “I really enjoyed your post about [topic]. Your perspective on [specific point] was so insightful!”
Follow up with a connection request or message that continues the conversation, but does not not shifts into a pitch. Think friendly, not formal. How do have conversations with your friends? Are you always trying to sell them something or do you just enjoy having conversations with them? Think like that – you’re just being friendly.
Example DM: “Hey [Name], I loved your insights on [topic]. It’s always refreshing to see people being transparent about [specific challenge]. I’d love to stay connected!”
Tip 3: Look for Openings, Not Opportunities
Once the conversation is flowing, listen for cues. You’ll often hear about a challenge, project, or goal that aligns with your services.
That’s when you offer insight – not a service.
Instead of this: “Let me know if you ever need help!”
Try this: “I saw you’re planning a team offsite. I helped a client build a custom event playbook recently, I’d be happy to send over a few tips if that would be helpful.”
You’re not selling – you’re supporting.
Tip 4: Add Value Before Asking for Anything
Think of this as trust-building through generosity. Share a useful resource, offer to introduce someone, or provide helpful feedback before asking for anything in return.
For example, if you come across an article, tool, or tip that might help your connection with a challenge they mentioned, send it their way. Or offer to connect them with someone in your network who could support their goals. Small acts like these build goodwill and show you genuinely care.
One way to do this: “You mentioned struggling to stay consistent with LinkedIn. Women’s Council of Entrepreneurs has some great resources that might help – happy to send the info your way!”
Tip 5: When It’s Time, Make It Easy to Say Yes
If the relationship feels ready (and only then!) extend a light, low-pressure invitation to work together.
Try this approach: “I think there’s a great fit between what you’re working on and how I help my clients. If you’re open to it, I’d love to explore how I might support you. No pressure at all – just let me know!”
Or even better—have a plan ready to go.
Say you’re a bookkeeper and you’ve been talking with a photographer. Suggest a specific idea for how you could collaborate with her.
For instance: “I know a lot of small business owners struggle to stay on top of their financial records and they often put off things like updating their headshots and websites too. I was thinking it might be fun to create a joint ‘Back Office + Branding’ package where I help clients clean up their books and you offer a fresh brand photo session. Could be a great way to support new or rebranding business owners together. Would you be open to exploring something like that?”
It’s not a pitch. It’s a natural next step.
Final Thoughts: Engagement → Connection → Conversion
With the right strategy, your posts and DMs don’t just build visibility, they create relationships, and those relationships lead to clients.
Use last week’s 20 prompts to start conversations, and let this week’s guide show you how to keep those conversations going – genuinely, intentionally, and without pressure.
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