---
title: "Playbook: Consultants, coaches and fractional executives"
description: "Get consulting clients on LinkedIn with a point-of-view sequence, diagnostic offer and content flywheel. For consultants, coaches and fractional execs."
url: https://prosyo.com/docs/playbooks/consultants-and-coaches/
section: "Playbooks"
updated: 2026-11-06
---

# Playbook: Consultants, coaches and fractional executives

**Fill your calendar with qualified conversations by leading with a point of view, not a pitch.**

| At a glance | |
|---|---|
| **Best for** | Independent consultants, fractional CMOs/CFOs/CTOs, executive and sales coaches, advisors |
| **Goal** | Diagnostic calls that convert to engagements |
| **Channels** | LinkedIn (email optional) |
| **Plan** | Starter or Multichannel |
| **Setup time** | About 45 minutes |

## Why it works

People hire consultants they **trust** and who clearly **understand their situation**. You win by:

1. showing a sharp point of view on a specific problem,
2. being the human expert, visible on LinkedIn,
3. offering a small, valuable first step, such as a diagnostic, a teardown or a workshop.

## 1. Choose one problem to be known for

| Weak positioning | Strong positioning |
|---|---|
| "Business consultant" | "I help 20–100 person agencies fix margin leaks in delivery" |
| "Sales coach" | "I help SaaS founders hand off sales to their first AE" |
| "Fractional CMO" | "Fractional CMO for B2B SaaS between $1M and $5M ARR" |
| "HR consultant" | "Helping 50–250 person tech companies cut regretted attrition" |

Put it in your LinkedIn headline. See [Optimize your LinkedIn profile](https://prosyo.com/docs/connect-accounts/optimize-linkedin-profile.md).

## 2. Build a warm-first list

| Source | Why |
|---|---|
| People who engage with your posts | Already know your ideas. [Import post engagers](https://prosyo.com/docs/prospects/import-linkedin.md#import-people-who-engaged-a-post). |
| 2nd-degree connections in your niche | Shared network builds trust |
| Recent job changes into your buyer role | New leaders want outside help. [Job-change playbook](https://prosyo.com/docs/playbooks/job-change-outreach.md). |
| Past clients and colleagues | Referrals and repeat work |

## 3. The point-of-view sequence

| # | Step | Timing |
|---|---|---|
| 1 | Visit profile | Day 0 |
| 2 | Like recent post | Day 0 |
| 3 | Delay 24 hours | |
| 4 | Connection request | Day 1 |
| 5 | If accepted (10 days) → end if not | |
| 6 | Message 1: point of view + question | After accept |
| 7 | Delay 4 days | |
| 8 | Message 2: a useful resource | |
| 9 | Delay 6 days | |
| 10 | Message 3: diagnostic offer | |

On **Sending & safety**, turn on **Cancel an invitation if not accepted till** with 10 days, the same as the wait in step 5, so unanswered invites are withdrawn.

**Connection request**

```
Hi {{first_name|there}}, I spend my days helping {{title|leaders}}s at companies like {{company_name|yours}} with [problem]. Always good to connect with people in the space.
```

**Message 1: point of view**

```
Thanks for connecting, {{first_name|there}}. Something I keep seeing: most [company type] try to fix [problem] with [common approach], when the real cause is usually [your insight].

Curious whether that matches what you see at {{company_name|your company}}?
```

**Message 2: resource**

```
I wrote up the 5 signs [problem] is costing more than it looks, with the quick fixes that work. Want me to send it over?
```

**Message 3: diagnostic offer**

```
If it's useful, I run a free 30-minute [diagnostic/assessment] where we map where [problem] is costing {{company_name|you}} most and the first two things I'd change. No pitch. Here's my calendar: {{calendar_link}}
```

## 4. Content flywheel

Post two or three times a week about the problem you're known for. Then every week:

1. Import the people who engaged with your posts.
2. Enroll them in a short, warm version of the sequence above.
3. Turn questions from calls into next week's posts.

See [Founder-led sales](https://prosyo.com/docs/playbooks/founder-led-sales.md) for the same flywheel in detail.

## 5. From call to engagement

| Stage in Prosyo | What it means | Your action |
|---|---|---|
| Replied | They answered | Answer within the hour |
| Interested | Wants the diagnostic | Book it |
| Meeting | Diagnostic booked | Prepare 2 specific insights |
| Customer | Signed | Ask for a referral in 30 days |

## Metrics to watch

| Metric | Target |
|---|---|
| Acceptance | 35%+ (warm lists run higher) |
| Reply rate | 12%+ |
| Diagnostic → paid engagement | 25–40% |

## Common mistakes

- **Generic expertise.** "I help businesses grow" gets ignored.
- **Too many follow-ups.** Three thoughtful messages beat seven reminders.
- **Selling hours.** Sell an outcome and a clear first step.
- **Invisible profile.** Prospects check your activity before replying.

## Tools used in this playbook

[Optimize your profile](https://prosyo.com/docs/connect-accounts/optimize-linkedin-profile.md) · [Post engagement](https://prosyo.com/docs/playbooks/post-engagement.md) · [Reply templates](https://prosyo.com/docs/inbox/reply-templates.md) · [AI prompt library](https://prosyo.com/docs/ai/ai-prompt-library.md)