A straight-talking LinkedIn leadgen guide for freelancers and early-stage founders ready to get traction without cold calls or viral content.
So you’ve launched your business, polished your website, and even posted a few times on LinkedIn… but the leads? They’re either ice cold or non-existent. If this sounds familiar, don’t worry – you’re not broken, and you don’t need a massive following to get started.
Matthew Lakajev, sales expert and founder of Seven Figure Creators, breaks this down in Episode 353 of The Futur Podcast, “The LinkedIn Strategy You’re Missing” with Chris Do.
“You don’t need content to sell,” Matthew explains. “It’s an accelerant—not a requirement.”
Here’s how he recommends new businesses generate their first warm leads on LinkedIn.
Note: This post is designed for startups. If you’re an established business already generating revenue with a clear offer in place. Check out our article, B2B LinkedIn Lead Generation Strategy for Established Businesses
1. Pick One Specific Audience to Help
Too many new founders start broad and stay vague. Instead, go narrow. Choose a specific group of people and a real-world problem they care about. For example:
- “I help B2B consultants get better leads through storytelling.”
- “I help SaaS companies retain customers with better onboarding.”
“There’s an overemphasis put on brand,” Matthew says, “especially for people starting out on social media.” Instead, focus on getting into actual conversations.
2. Set Up a Clear and Focused LinkedIn Profile
Your LinkedIn profile should feel like a friendly welcome sign—not a corporate brochure. That means:
- A clear headline like: “Helping US-based SaaS teams streamline sales calls.”
- A mobile-friendly banner that shows your face and states your offer.
- A simple lead magnet or resource pinned in the ‘Featured’ section.
Think of your profile as your digital storefront. If someone checks you out after a conversation, it should be crystal clear what you do—and who it’s for.
3. Skip Content (for Now) and Start Conversations
You might be tempted to post content every day and hope someone bites. But Matthew’s seen this go nowhere. “One person created content for 18 months and got no clients,” he recalls. Why? They weren’t talking to people.
Instead, make a list of 20–30 people who either match your ideal client or are connected to that world. Reach out using a short message like:
“Hey [Name], I help [type of client] with [problem]. Would love to connect and see if I can be helpful.”
No hard pitch. No cringe. Just a simple conversation starter.
Related: How Small Accounts Generate Big LinkedIn Sales
4. Use DMs to Build Trust and Offer Help
Once they accept, follow up. You don’t need a pitch deck—you need curiosity.
Try:
“Quick question—are you working with anyone on [problem] at the moment?”
If they seem open, offer value:
“I’ve helped others with this—if you want, I can share a few ideas. No strings attached.”
This soft approach creates trust and positions you as someone helpful, not pushy.
5. Invite Them to a Low-Pressure Call
Got a bite? Don’t jump into a full sales pitch. Offer a short chat instead:
“Happy to share a couple of ideas if it helps. Want to jump on a quick call later this week?”
On the call, focus on their problem, not your service. Be helpful, and if the fit is right, say:
“Sounds like something I might be able to help with. Would you be open to exploring a way we can work together?”
Keep it casual. Keep it human.
6. Focus on Conversations, Not Followers
The truth? “They just need a few warm leads per week,” Matthew says. If you focus on connection over content and help over hype, you’ll find your first few clients faster than you think.
You don’t need thousands of followers. You don’t need a viral post. You just need to talk to people, and help them solve a problem they care about.
That’s the startup LinkedIn strategy that actually works.
For the full breakdown from Matthew himself, listen to The Futur Podcast, Episode 353: “The LinkedIn Strategy You’re Missing”. It’s packed with practical tips that don’t feel like salesy fluff.
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(Photo by Airam Dato-on from Pexels)
