On this page
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:
- showing a sharp point of view on a specific problem,
- being the human expert, visible on LinkedIn,
- 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.
2. Build a warm-first list#
| Source | Why |
|---|---|
| People who engage with your posts | Already know your ideas. Import post engagers. |
| 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. |
| 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 | Connection request | Day 1 |
| 4 | If accepted (10 days) → end if not | |
| 5 | Message 1: point of view + question | After accept |
| 6 | Delay 4 days | |
| 7 | Message 2: a useful resource | |
| 8 | Delay 6 days | |
| 9 | Message 3: diagnostic offer |
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:
- Import the people who engaged with your posts.
- Enroll them in a short, warm version of the sequence above.
- Turn questions from calls into next week's posts.
See Founder-led sales 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 · Post engagement · Reply templates · AI prompt library
