I’ve heard these EXACT statements SO MANY times from consultants:

• "Kasey, I've been posting on LinkedIn consistently for 6 months"

• "I'm putting out content regularly"

• "I'm following all the LinkedIn advice"

• "But I’m just not landing clients from it”

Honestly, it’s not your fault.

Figuring out LinkedIn is frkn difficult.

You spend hours and hours creating content. You keep seeing people shouting out their crazy results. And you can’t help but obsess, “Why is it not happening to me?”.

Trust me, I’ve been there!

So, in today’s Solo CEO skillset newsletter, I want to finally give you clarity about the “Posting on LinkedIn but no conversions” problem.

We’ll start with WHY you aren’t getting the leads, then I’ll give you the lens to approach LinkedIn the right way, and we’ll end with an action plan!

(It took me YEARS to figure this out…but once I did, LinkedIn FINALLY started making sense)

3 biggest mistakes that KILL your chances of getting leads from LinkedIn:

Mistake 1 – You treat content as the destination, not the starting point

Think of LinkedIn as a big pond full of fish, and your content as the fishing rod.

The purpose of content is NOT to get leads directly. At least not any more.

Content alone could, occasionally, get inbound leads a couple of years ago, but those days have been long gone.

No, the purpose of content is to get "signals of interest" from potential leads. There's still work that needs to be done to CONVERT this signal of interest into a qualified lead, then a sales call, and then a customer.

All that doesn't happen just by hitting publish.

But so many consultants don't get this. They put in hours obsessing over their post, crafting the perfect caption, and they think "job done" as they hit publish.

NO. The job STARTS when you hit publish.

There's still active work to be done—reaching out, starting conversations, nurturing relationships. And that's the work that actually drives the $$.

Most consultants are playing a passive game when they need to be playing an active one.

Mistake 2 – You wait for leads to reach out to you (they won't!)

Another pattern I see with struggling consultants.

You post something valuable. Someone likes it or comments. And then you wait. "Okay, they engaged with my post, so they'll probably DM me if they need help."

WRONG.

Or worse, you think, “Oh my god, I got almost no engagement. The post didn’t work!” And you give up.

Here’s the truth no one tells you: The higher caliber your ideal customer, the less likely they are to like, comment, or slide into the DMs. They may not engage, but they ARE lurking on the platform.

I’ve been posting every day on LinkedIn for YEARS. 98% of my revenue since 2023 has come from LinkedIn. Also, 98% of that revenue came from people who NEVER liked or commented on a single post I’d ever done.

That is not an exaggeration.

Hell, if you’re subscribed to this newsletter, I’d bet good money you follow me on LinkedIn. And I’d bet even more money that you’ve never liked or commented on a single post or replied to a single one of these emails.

People are busy. People are overwhelmed. And they’re scared of their network knowing they need help.

So, even if someone reads your post and thinks, "I need this exact help," they won't reach out. They'll think about it, get distracted, and forget.

As the CEO of your business, it's YOUR job to reach out. You start the conversation. You take the initiative.

If you genuinely believe you can help people, then it's your responsibility to make sure they get the chance to work with you!

Mistake 3 – You have no systematic process to move content viewers to conversations

Finally, you also need to know WHAT TO SAY when you reach out.

Remember— Nobody likes being sold to. But EVERYONE wants to buy.

So, if you reach out with something that sounds like, "Hey you liked my post… want to pay me money?" You'll lose it immediately.

You need a systematic process to convert a signal of interest into a conversation that leads to a sales call. Winging it may work once in a while, but CEOs don't resort to that. As a CEO, you need to nail the system and rely on it.

So how do you create this system? We need to cover this first.

Powering Your Platform: A Solo CEO's Approach to LinkedIn (and social media)

Stop trying to build a personal brand

Most LinkedIn advice tells you— build a personal brand.

• Follow <…x..y..z..> templates

• Post about <..a..b..c..> content

• Copy from <…this or that….> expert

By doing this, you will generate leads, find investors, get better job, and become known in the industry.

And yes, there’s merit to all this advice. And those outcomes are possible on LinkedIn.

But “thinking” in this way leads to a big problem—You approach LinkedIn from a "results" oriented mindset.

You create content for the vanity metrics. You get flustered when you don't get likes. Your content sounds like EVERYONE else. And you come across needy!

Result… 🦗 🦗 🦗

All because your lens isn't right.

Power your Platform: Make LinkedIn an Extension of YOU

Your goal on LinkedIn is to build a digital identity that's an extension of YOU.

Lean into what makes you different—your experience, your unique blend of skills and passions, hard things you've been through, and the hard-won lessons you've learned.

• Post your stories

• Post about your frameworks/playbooks

• Post about how you think & solve problems

• Post about your projects (how you pulled off wins)

Become “process” oriented and aim to show the REAL AUTHENTIC YOU.

Don't water yourself down. The more YOU you are, the better your LinkedIn will start working for you.

It's counterintuitive, but this is THE lens that unlocks the real powers of LinkedIn.

Also, while being a bit more scary at first, it’s way more fun in the long run. Promise.

The Solo CEO "Content-to-Leads" system: 3 steps to generate leads from LinkedIn

Step 1: Create "conversation starter" content that speaks to your WHO and their PROBLEMS

Don't write content to go viral. Focus on helping your ideal customers.

Write posts like:

• "3 reasons why [ideal client] struggles with [specific problem]"

• "The biggest mistake I see [ideal client] making with [challenge you solve]"

• "Here's how I helped [ideal client] unlock [outcome they desire] with my [unique framework]"

When someone in your target audience reads this, they should think, "This person gets it. They understand my world."

The goal is to attract the right people who have the right problems you can solve.

Step 2: Identify and reach out to content viewers with targeted DMs

After you post, give it 24-48 hours, then look at who engaged (or lurked).

Focus on:

• Who viewed your profile after seeing the post

• Who commented thoughtfully

• Who shared it

These are warm signals. They found value in the post for a reason, right?

Now start conversations with these people. And approach it from the lens of curiosity, not lead gen. Become curious about, "What resonated from the post?", "What are the problems they're facing?", “What are their goals”…

By being curious, you allow your prospects to feel safe leaning into the conversation.

This takes practice, but it's not the hardest skill.

Step 3: Use the “free consulting” approach to book calls

Your job in the DMs is simple:

• Help them clarify and understand their problems

• Help them clarify and understand their goals

• Help them clarify and understand the solution

Don't hold back. Freely provide value. This makes them trust you.

But make sure you focus on the What and the Why:

• What is their problem and its root cause

• Why does it have a huge impact on them and their goals

• What is the best way to solve this problem

But, I would advise you not to go into a ton of detail on the How, the specific steps they can take to solve their problem. Otherwise, you’ll attract a lot of people who want to learn from you without hiring you.

Once you've educated them on the first 3, just ask them "Want help implementing this together? Let's get on a call."

If you do a good job of educating them, you WILL book calls, because now they can't ignore their problems.

Once again, this takes practice, but it's NOT the hardest skill.

That’s it!

Shift your game from trying to "build a personal brand" to "being authentically you” on LinkedIn.

And start implementing this playbook.

I’ll be VERY surprised if you still come back to me with the same statements.

Something magical starts happening when you combine “your expertise” + “proactiveness” + “desire to serve”.

Hard to NOT get leads :)

Implement it and tell me the stories!!!

Always rooting for you,

Kasey

Whenever you’re ready, here’s how I can help you become a Solo CEO:

1. Want to land your first (or next) $10K+ client—without relying on referrals or working 24/7? Get my FREE 5-day email course, The Solo CEO $10+ client blueprint, and learn how to build a high-ticket, repeatable business. 

2. Ready to see your business with total clarity? My recent workshop recording + workbook suite has earned 5-star reviews, with one participant calling it 'the best training money I've ever spent…worth 10x the $100 investment.’ 
   
   Get the complete system that helps you assess every part of your business and build your 90-day optimization roadmap for just $47 ($50 discount) with code: SOLO50