How to Use LinkedIn Content to Land New Clients
If your LinkedIn content isn’t converting into leads or sales, don’t worry, it’s not your fault. You’ve probably been following advice from influencers and trying to copy formulas that simply don’t work for your business. I’m here to tell you why, and what to do instead.
Let’s dig into what really works on LinkedIn when your goal is to attract clients.
Why Your LinkedIn Content Isn’t Converting
It’s simple: you’re not solving your clients’ problems. That’s the key to consistently getting engagement and building a loyal following. I get messages all the time from people telling me they’re obsessed with my content, even if I’ve never spoken to them before. Why? Because I speak directly to the problems they’re trying to solve in their business.
Using The Customer Copy Code to Land New Clients
I use something I call the Customer Copy Code. It helps me get inside the heads of my ideal clients so I can answer the exact questions they’re asking. This isn’t a guessing game, it’s a method.
Here’s how I do it:
Find Where Your Ideal Clients Are Talking
- Your clients probably aren’t spilling their problems on LinkedIn. That’s not where most people are sharing their biggest challenges. They’re opening up in private spaces, like Facebook groups, Slack channels, and even Reddit threads.
- I go where my ideal clients are already having honest conversations. I look at the exact language they use to describe their problems. Then, I take their words and turn them into LinkedIn content.
Use Their Words to Solve Their Problems
- Let’s say I run a temp staffing agency for data centers. I’d find out what issues data center managers are dealing with, in their own words. I’d then turn that into a post that helps solve their specific pain points.
That’s how I create content that actually resonates.
Make Sure Your Followers Are Potential Clients
- This one is crucial. If you’re a recruiting or staffing agency owner and your audience is mostly made up of candidates or other recruiters, you’re not going to get clients from your posts. You could have 100,000 followers, but if they’re not decision-makers or potential clients, it won’t convert.
- Your content needs to speak to your ideal clients, and ideally, they need to be the ones following you.
What Happened When I Started Doing This
Once I started creating content based on the real problems my ideal clients were trying to solve, everything changed. My posts stopped being passive noise and started sparking real conversations. I began getting messages with thoughtful follow-up questions. People weren’t just scrolling, they were engaging. And that engagement? It turned into discovery calls, and then, clients.
But I didn’t stop there. I started treating every discovery call like market research. Before the call, I ask a few key questions on the intake form—what’s their biggest challenge, what they’ve tried, what they want instead. Their responses? Gold. It’s firsthand insight into how my ideal clients think and speak. I turn that language into content. When I use their exact words and reflect their actual pain points, it lands.
That’s why LinkedIn posts are such a powerful tool for landing clients. They’re not just content, they’re connection. They build trust before a single sales call happens. When you show up consistently with valuable, relatable content, your ideal clients start to see you as the go-to person for their problems. And that’s when the real magic happens, you stop chasing leads, and your content starts attracting them to you.
Solve Problems. Build Trust. Grow Your Business.
That’s the formula. Help people solve their problems, that’s how you get them to follow you, trust you, and ultimately work with you.
That’s how I built my brand. And you can do it too.
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Hi! I’m Diane Prince. I co-founded a company that we built from scratch to $50 million in six years and sold to a strategic buyer. I am a keynote speaker that talks and writes about building startups, founding businesses, and entrepreneurship. I share my perspective from my own experience from over 25 years building, scaling, and selling businesses.
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