Outbound Prospecting That Actually Creates SQLs Using LinkedIn

I’ve been fortunate to pioneer prospecting on LinkedIn—a category I dubbed Social Selling.

Over the years, sales tactics have evolved. Some became obsolete. Others? Timeless.

Here are the three outbound sales plays we consistently run for our Pro Services customers (C54 members just like you)—and I highly recommend you turn them on ASAP:

Play #1: The Sphere of Influence

What?
A roadmap of companies and people who are one connection, storyline, or shared experience away from your happiest customers.

Why?
Your best customers change jobs—on average, every two years. When they land at new companies, are you automatically notified? If you’re not engaging with them within their first 100 days, your competitors definitely are.

How?
Use LinkedIn Sales Navigator and filter by “Past Company.”
This reveals a list of people who used to work at your customers—now at new companies.
Have your sales team (or VA) comb through the list for fresh, high-fit leads.

Play #2: Live or Virtual Event Meetups

What?
LinkedIn is like Meetup.com fused with 1 billion users. One of the most effective calls-to-action on LinkedIn is guiding someone from Point A to Point B—aka, into an event.

Why?
Gathering cohorts of your Ideal Customer Profile (ICP) lowers CAC. Picture 30 high-fit meetings in 2 hours for $2K–$3K. Plus, conversion rates spike when customers are in the room offering social proof.

How?
We use a combo of people, process, and tech:

• People: Offshore sales VA messages from your LinkedIn profile.

• Process: Use Expandi.io to build a geo-targeted prospect list. Your VA sends custom invites via LinkedIn.

• Technology: Build a landing page, capture leads with Google Forms, and use Expandi.io for follow-ups.

We target 30 attendees. Morning events (breakfast or early lunch) get a 75%+ attendance rate—and cost less (no alcohol!). We typically convert 2–4 customers within 90 days.

Run this play every 90 days, and you’re spending ~$2K–$3K to generate six to seven figures in pipeline.

Play #3: Permission-Based Content

What?
You run a podcast or newsletter that gives your prospects a voice. This isn’t a sales call—this is a feature opportunity. You’re just “doing a podcast together.”

Why?
Most prospects aren’t ready to buy—or even take your call. According to the Chet Holmes Pyramid, only 3% of your market is in “Buy Now” mode. But 30%+ aren’t thinking about it yet—those are the people you want to engage.

And few execs say no to free personal brand exposure.

How?
Same playbook:

• People: Offshore VA reaches out on LinkedIn.

• Process: Use Expandi.io to build an invite list. VA runs the messaging sequence.

• Technology: Record with Riverside.FM, edit with your video team, share via your social team.

I connect with 2–3 founders per week who would never take a cold call. We spend 15+ minutes chatting on a podcast. Then, after the recording ends, I ask:

“What would you like to know about me and my agency before we sign off?”

Many ask about Get Levrg. I offer a quick answer—but I don’t squeeze in a pitch. Instead, I book a follow-up call: a proper 30-minute meeting to explore the fit.