A proven system to convert connections into clients without cold outreach or content guesswork.
Matthew Lakajev has worked with over 650 small business owners and creators, helping them master B2B LinkedIn lead generation through his program, Seven Figure Creators.
In Episode 353 of The Futur Podcast, “The LinkedIn Strategy You’re Missing,” he shares a B2B lead generation system built for business owners with an existing offer, a few staff members, and steady revenue, but not enough warm leads.
Are you getting views and a bit of engagement, but no real clients or inconsistent leads from LinkedIn? Here’s how to change that.
Note: This post is designed for businesses already generating revenue with a clear offer in place. Just starting out? You’ll want our LinkedIn Leadgen Guide for Startups.
1. Identify Top Clients and Find Lookalikes Using LinkedIn
Start with your top 5 to 10 clients—those who pay on time, love what you do, and are a dream to work with. Then use LinkedIn Sales Navigator to find others just like them.
Here’s an example Matthew shared:
“Hey, saw you connected with Mundo. I was actually just chatting with him last week. He’s a great dude, crushing it on LinkedIn. Thought I’d reach out and connect.”
You can turn this into a flexible outreach template:
Template 1: If you share a mutual connection
“Hey [First Name], I noticed you’re connected with [Mutual Connection]. I was actually chatting with them recently – they spoke highly of your work. Thought I’d reach out and connect.”
Template 2: If there’s no mutual connection
“Hey [First Name], I work with [industry/type of client] on [specific problem or outcome]. Your profile stood out – thought it’d be great to connect.”
Matthew puts it simply:
“There’s a lot of people in the market who want to buy your stuff and they just need a little nudge from a conversation with you.”
These messages aren’t about selling—they’re just the start of a conversation. Keep them casual, relevant, and short.
2. Optimise Your LinkedIn Profile to Attract B2B Leads
When someone checks out your profile, you’ve got seconds to win their attention.
Do this:
- Use a clear headline that says who you help and how
- Make your banner mobile-friendly and easy to read
- Add a lead magnet to your ‘Featured’ section (e.g. case study, template, or guide)
Example:
“Helping US professionals earning more than $200,000+ to build financial freedom.”
Matthew adds:
“You want something there that acts as a litmus test to see how well your content performs.”
3. Post Intentional Content That Triggers Lead Generation
Your posts don’t need to go viral. They need to convert. Focus on content that triggers profile views, downloads, or email signups.
Matthew says:
“The Monday post might get 10,000 impressions. The Friday post gets 2,000, but three people downloaded the thing. That’s the one that matters.”
Start with 3 to 5 posts a week and keep tabs on what draws in your ideal clients.
4. Build a Simple Email Funnel That Warms Up Your B2B Prospects
When someone downloads your lead magnet, follow up with a warm email.
Start with this:
“Hey, thanks for downloading the free thing – here it is. By the way, over the next couple of weeks I’ll send some helpful tips specific to your role. If you’d rather not get them, let me know.”
Then send 14 days of short, helpful emails that address their biggest pain points. At the end, make a soft invitation:
“Just wanted to double check – I’m working with a few private clients next month on [problem]. If you’re interested, let me know. If not, all good.”
5. Replace Cold Calls with Warm LinkedIn Conversations
When someone replies with interest, resist the urge to send a Calendly link or a salesy pitch deck. Keep it personal. Start by sharing a simple, conversational “offer doc.”
Use a Notion or Google Doc, not a PDF. Matthew explains why:
“I prefer to use Notion or Google over PDF slides because if we get PDFs we tend to skip through them and not read. But if we get sent a Notion or a Google doc it feels more intimate and so it’s like a letter that I’m reading and you know I’m writing it for a very specific person.”
Your offer doc should include:
- Who it’s for
- Who it’s not for
- What’s included
- What happens next
Then, instead of dropping a booking link, offer two or three time slots manually.
“When you suggest times, the rule of reciprocity kicks in,” says Matthew. “If those don’t work, they’ll suggest some back. It’s smoother.”
This small gesture makes the whole process feel more human and more effective.
6. Run Sales Calls That Convert B2B Leads into Clients
Start your sales call with this:
“The purpose of this call is just to ask some questions and see if we can help. If it feels like a good fit, I’ll share a couple of options at the end. Sound good?”
Before sharing pricing, handle questions and position your offer. Anchor the main price by offering a higher-tier option.
Matthew’s tip:
“When people pay, I want them to feel great about it. So I onboard them immediately. I make it effortless.”
Want the full breakdown?
Listen to The Futur Podcast, Episode 353: “The LinkedIn Strategy You’re Missing” for more no-fluff strategies that help turn B2B conversations into clients.
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(Photo by Airam Dato-on from Pexels)
