The LinkedIn Velocity Technique: A simple system to find and convert prospects

Having worked with hundreds of small business owners, I've got to see specific trends, patterns and common problems.

One recurring issue is the inability of many small businesses to generate consistent, qualified and high-quality leads with no budget.

Because they don't have the funds to dedicate to advertising, many business owners turn to LinkedIn.

They put in immense effort to unearth leads, but many simply can't generate a steady flow of quality leads and opportunities.

The reasons for this are many and include:

• not knowing their ideal customer profile (ICP) and randomly connecting with or messaging people who aren't prospects

• a lack of positioning, because they haven't posted value-led content that builds familiarity, trust and authority over time

• cold selling without the prospect knowing who you are or what your offer

Many business owners create a LinkedIn profile, post sporadically or send cold messages expecting quick results – and then conclude that LinkedIn "doesn't work".

This blog reframes LinkedIn as a relationship-building tool that rewards consistency and patience.

Why LinkedIn isn't a short-term sales platform

You should see LinkedIn as a medium-term to long-term channel for acquiring customers, not a short-term sales platform.

The secret isn't in aggressive sales outreach, but in building a strong presence and fostering genuine connections.

You should view LinkedIn as a powerful engine for visibility and trust, and a place to nurture relationships, not close deals overnight.

LinkedIn as a lead generation platform

LinkedIn offers a powerful avenue for generating leads, particularly for B2B businesses.

To truly use LinkedIn effectively, you need to shift your mindset from direct sales to strategic relationship-building.

Forget generic LinkedIn messages. Instead, aim for meaningful engagement by:

• publishing content that people find valuable

• genuinely reaching out to people who share common traits with you and your services

Optimising for using LinkedIn

Let's address the basics for building a solid foundation from which you can execute all your other activities.

One of the first things to do is to optimise your LinkedIn profile. It seems such a small and borderline insignificant item, but it's powerful.

When a prospect lands on your profile page, they should know the following three things within seconds:

1. Who you are

2. Your value proposition

3. The business results that you achieve for your customers

Here is an example of a perfectly acceptable profile summary.

As an (1) AI business adviser, I work with (2) small and medium-sized civil engineering companies to put in place customised AI infrastructure to resolve business bottlenecks, make departments work more efficiently and (3) drive incremental revenues by an average of 30% to help the businesses grow.

If your profile description doesn't read like this, you should definitely revise it to something similar.

The LinkedIn Velocity Technique

This is a technique I use to position myself as an expert in my chosen industry. It involves three AI tools that work in tandem to help me get in front of my ideal prospects.

Here's what to do.

1. Automate your connection building

One way to boost your efforts in building relationships and finding potential clients is automation.

Dux-Soup is a popular LinkedIn automation tool. It automates tasks like sending connection requests and LinkedIn messages to targeted prospects, freeing up your time to focus on more strategic activities.

You can personalise your connection requests and LinkedIn messages to avoid coming across as spammy.

Used ethically and thoughtfully, Dux-Soup can be a valuable asset for expanding your network on LinkedIn and attract potential clients without needing to spend hours to do that manually.

2. Customised content creation and posting

My development team at Agentzio has created an AI solution that will generate posts – both text and images – so you can post them regularly.

The beauty of this solution is that it generates all the content (including the hashtags) for you, freeing up your time in the process. It can also reply automatically to everyone who comments!

If you're interested in this solution, please email me at suki@agentzio.com.

3. LinkedIn video messaging

One tool that allows you to video-message prospects in LinkedIn – and get more appointments than you would just sending text messages – is Weezly.

This platform does a number of things, but the killer application is that it lets you send 30-second short videos into a prospect's message box.

Because receiving a video message has some novelty, there's a very high open rate. And if your message is valuable to the recipient, they're more likely to book an appointment with you.

You can do the video outreach at scale with one recording. The built-in AI will automatically customise what you say (such as the prospect's name), so you don't have to record each video message individually.

Weezly's ability to create and send personalised video connection requests can significantly boost your response rates and help you build relationships, ultimately helping you get clients more quickly.

Other ways to use LinkedIn to your advantage

1. Define and find your ideal customer profile (ICP)

You need to know exactly who your ideal client is.

Not just their job title or the industry they work in, but their pain points, challenges and what keeps them up at night – in granular detail.

Your ideal customer profile (ICP) should be a detailed description of your business's perfect client. Take the time to clearly define this, as it'll inform every aspect of your LinkedIn strategy.

2. Find your ICP on LinkedIn

Once you've clearly defined your ICP, finding it on LinkedIn becomes much more manageable.

Use LinkedIn's advanced search filters to narrow down your target audience by industry, job title, company size and even keywords related to their pain points.

LinkedIn groups can also be a goldmine for finding potential clients who are actively engaged in discussions related to your area of expertise.

A pro tip here is to also use Boolean search operators to refine your search.

Boolean search operators are simple words and symbols (like AND, OR, NOT and quotation marks) you add to a LinkedIn search to combine or exclude terms and narrow results to the most relevant people.

3. Use LinkedIn Sales Navigator to gain an edge

The one feature that can accelerate you finding and connecting with your ICP is using LinkedIn Sales Navigator.

While the standard LinkedIn search is useful, LinkedIn Sales Navigator provides more granular search filters.

These let you pinpoint decision-makers and prospects based on specific criteria like years of experience, company growth rate and even engagement with certain content.

Types of valuable content to share on LinkedIn

Think about the pain points your ideal customer experiences and create content that addresses those challenges. This could include:

• blog posts or articles

• videos

• even short, insightful status updates

Share industry insights, tips and tricks, and real-world examples of how you've helped clients overcome obstacles.

Don't be afraid to showcase your expertise and offer valuable advice without expecting anything in return.

By positioning yourself as a thought leader, you'll naturally attract potential clients who are seeking your knowledge and experience.

Think educational, not promotional, content.

Consistency over perfection when posting content

Many business owners get caught up in the pursuit of perfection, when they should be focusing on consistency.

Aim to post regularly, even if it's just a short update or a quick tip. A consistent presence on LinkedIn keeps you top-of-mind with your target audience and demonstrates your commitment to providing value.

Key takeaways

• LinkedIn works best as a relationship-building platform, not a sales pitch.

• Defining your ideal customer profile is the most important step.

• By building connections with intention, you increase your reach and relevance.

• Consistency over months leads to inbound conversations and customers.

People also viewed

• Growing your LinkedIn network is more than just a numbers game

• Social selling: How to generate leads from LinkedIn

• Lunch and Learn: How to grow organically on LinkedIn