3 Subtle Shifts That Turn LinkedIn Lurkers Into Buyers
Sep 08, 2025
3 Subtle Shifts That Turn LinkedIn Lurkers Into Buyers
Content doesn’t close. Conversations do.
But trust is what makes those conversations possible.
If your content is getting views but not converting, the problem isn't your ideas, it's likely a trust gap. Most service professionals assume they need better hooks or viral posts to land clients. But here's what we've learned: your audience might be engaging with your content, but they're not ready to buy because they don't trust you yet. Without trust, even brilliant insights fall flat when it comes to conversion.
Let's fix that.
1. Ditch the "LinkedIn Voice" and Show the Real You
Your credentials, frameworks, and how to lists matter. But if you're only sharing polished advice and never showing who you are, it's hard for people to trust you.
We trust what we relate to.
Your story. Your pivots. Your behind the scenes. The messy middle. Start showing up as a human being, faults and all, and your content will land deeper.
What This Looks Like:
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Share the story behind why you started your business
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Post about a client win and what you learned in the process
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Talk about a strategy that didn't work and what you did instead
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Admit a mistake you made, with key learnings
When your audience sees the person behind the professional brand, they start to trust that you're someone they could actually work with. Many of our clients are shocked when they post a story (they would have never thought to share) and people reach out to share how much it resonated with them!
2. Stop Automating Connection and Start Building Relationships
AI is powerful. But the minute your outreach starts sounding robotic, people tune out. If your "Let's connect" or DM follow up feels like a template, it probably is.
Generic outreach doesn't just fail to convert. It actually damages your reputation.
Want to stand out?
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Reference their content
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Personalize your ask
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Follow up like a real person, not a pitch bot
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CONNECT!!!!
This is what we mean when we say: "Sales is a contact sport." If you're not making real contact, you're not building real sales.
Instead of "Hi [Name], I help coaches scale their businesses. Let's connect!" try "Hi Sarah, I saw your post about scaling challenges. That tension between growth and quality is something we help clients navigate. I'd love to connect and continue the conversation."
3. Remember What LinkedIn Actually Is: A People Platform
Too many business owners treat LinkedIn like a one way broadcasting channel. But LinkedIn isn't just a billboard….. It's a networking event that happens to be online.
If you're not making friends on LinkedIn, you're not doing it right.
Trust grows in conversations, not content alone. That means you need time in the comments section, in thoughtful DMs, on voice notes, and in casual Zooms that may not "convert" but absolutely build your brand.
What This Looks Like:
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Spend 15 minutes daily engaging with others' content before posting your own
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Leave thoughtful comments that add value, not just "Great post!"
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Offer quick calls with no agenda other than getting to know someone
Because trust doesn't always show up in the metrics, but it always shows up before a sale.
Join Us for the LinkedIn Client Journey Workshop
If you're creating content but still wondering where the clients are, this workshop is for you.
The LinkedIn Client Journey Workshop breaks down the exact path your ideal client takes on LinkedIn, from not knowing you exist to becoming a ready-to-buy prospect. You'll learn how to align your profile, content, and engagement strategy so that your efforts actually lead to revenue.
We’re hosting this workshop live, and you don’t want to miss it.
If you would like to set up a discovery call and connect click the button below!
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