Every sales team has them - prospects who see the value but aren't ready to buy. Instead of letting them go cold, keep light engagement going through LinkedIn. When their needs change, you'll be the first person they think of.
Expected results
First call when needs change
Higher conversion on follow-ups
Natural conversation starters for follow-ups
Keeping track of their changes
The workflow
1. Gather your prospects
Create a list in Extrovert with:
Prospects who said "not now"
Past lost deals worth revisiting
Add other people from their companies who post regularly - you'll see important updates sooner and their teams will see your engagement.
2. Set up light touchpoints
Keep engagement light but consistent:
Monthly touchpoints work well
Focus on being helpful
Watch for changes in their situation
☝️ Pro tip: Less is more here - you're playing the long game
3. Daily engagement
Take 15 minutes to check your feed:
Use these filters to stay organized:
Last comment time to track touchpoints
Prospect list to focus on "not now" prospects
Post type to find relevant content
☝️ Pro tip: Turn on delayed posting (Campaign → Settings → Delay between comments) to space out your comments naturally.
☝️ Pro tip: Use AI topic monitoring (Campaign → Settings → Topics monitoring) to highlight posts that match your area of expertise
4. Watch for buying signals
Look for signs timing might be better:
New leadership
Growth announcements
Relevant challenges
Tech stack changes
Budget cycles
When you spot these:
Increase engagement frequency
Consider a friendly check-in or sharing a helpful resource
5. Move prospects between stages
As situations change:
Move hot prospects to opportunity nurturing
Keep others in not now nurture
Remove prospects who are clearly not a fit
Combine with content strategy
Comments and posts work together:
LinkedIn shows your posts to prospects who like your comments
It's a perfect way to target your content to your prospects
Regular engagement prevents you from fading from their feed
Comments help you be top of mind, posts help you explain your narrative
This way, when timing is right, you're already a trusted voice
Some prospects may reach out themselves