How to follow up on LinkedIn without being pushy

The short answer. Two short messages to start, one question at a time after that, and the call link only after a yes. If somebody goes quiet, follow up three times, then point them to your newsletter and let them go. Bring them back later only for a real reason.

Who I follow up with

Only people who came to me first: they viewed my profile, followed me, reacted to a post or replied to a comment. I never message a stranger.

The first two messages

The first is simply: "Hi, great to connect." Nothing else.

Two days later, a second message: why this work matters to me, and one question. Is this something you are thinking about?

If there is no reply, I send one last friendly note pointing to my newsletter and close the conversation. No chasing.

When they reply: one question per message

Listen first. Where is their head at? Then, one message at a time: what is the current struggle, are they looking to address it, and would help solving it quicker be useful? The call link comes after a yes to that last question, never before.

If an answer no longer fits what I offer, I point them to the newsletter instead. Not every conversation should end in a call.

Keep track of where each conversation is

I label every conversation so I know what it needs next. A reply makes it warm. A real reason to act now, such as a restructure announced or a decision date, makes it warm with a live trigger. A yes to a call makes it a hot lead. A simple label in your inbox tool or a column in a spreadsheet is enough.

When they go quiet part way

Follow up three times, spaced out. After the third with no reply, send the newsletter link and let them go for now.

Warm, but no reason to act yet

Some people are interested but nothing is pushing them to move. I do not chase them on a timer. I bring them back for a real reason:

• A signal. They like, comment on or view something of mine. I reply to that specific thing.
• A real date. A masterclass or a deadline that matters to them. One personal message, no pitch beyond the date.
• A reminder. A reminder on the conversation every six weeks: does either of those apply? If not, leave it.
• Three tries. After three returns with no reply, I archive the conversation. They stay on the newsletter.

Following up is the second half of finding clients without cold outreach. Where the warm contacts come from in the first place: how to find your first advisory clients without cold outreach and how to find clients by commenting.

Questions people ask

How many times should I follow up on LinkedIn?

Three times after a conversation goes quiet, spaced out. Then point them to your newsletter and let them go for now.

When should I send a booking link?

Only after they say yes to wanting help. A link sent earlier reads like a sales sequence.

What if they are interested but not ready?

Bring them back for a real reason: something they engaged with, or a real date. Not on a timer alone.