Turn Your Expertise into Leads: Building Authority on LinkedIn

About this workshop

This in-person session is open to VIC businesses in the Digital Solutions program. Not registered yet? Takes 2 minutes here.

Plenty of business owners post on LinkedIn and wait for enquiries that rarely come. Posting can build trust, but on its own it isn't a lead generation strategy. If your clients are on LinkedIn, there's a more direct route: decide exactly who you want to work with, find them, and start relevant conversations, without spammy messages or automation tools.

In this hands-on workshop, you'll define your ideal client, use LinkedIn's free search to find real businesses and decision makers that fit, and draft a first message that sounds like a person, not a sales script. You'll also set up a simple way to track conversations and a weekly routine you can keep alongside client work. You'll leave with your first prospect list built, and a clear next step for each name on it.

Please note: a laptop is required for this session, only 15 places available.

What you'll learn

• Why posting and waiting isn't a complete lead generation strategy, and how inbound, outbound and relationship building work together
• How to define an ideal client profile that's specific enough to search for
• How to use LinkedIn's free search filters to move from a broad audience to named businesses and decision makers, and when Sales Navigator becomes worth considering
• How to warm a relationship before you pitch (including asking for introductions through people you know), write outreach that's relevant rather than generic, and follow up without being pushy
• How to use an AI assistant (such as ChatGPT, Claude or Gemini) to research a business before you reach out, and why we don't recommend automating connections, comments or messages

What you'll leave with

• A one-page ideal client profile
• A short prospect list of five organisations, each with one relevant decision maker identified
• One first message drafted and ready to adapt (nothing is sent in the session)
• A simple tracker for conversations, meetings and new clients
• A weekly prospecting routine sized to your capacity

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Who it's for

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This session is for small business owners who sell to other businesses and want LinkedIn to bring in more of the right clients, but don't know how to find and approach them without feeling salesy, with no sales background needed.

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