WATCH: How To Turn “Cold” LinkedIn Conversations into Booked Calls – FAST!
These LinkedIn messages haunt our inboxes like a bad ’80s song on repeat …
“Just checking in…”
“Circling back…”
“Bumping this to the top of your inbox…”
We sometimes fall into the same trap, trying (and sounding!) desperate in our attempts to revive a once-promising LinkedIn conversation that’s gone cold.
Why Your LinkedIn Prospects Ghost You (It’s Not What You Think)
Here’s the truth: On LinkedIn, the money is in the mailbox!
Every single sale I’ve ever made from LinkedIn (going back to 2012) and those we secure for our clients ALL come from 1-on-1 LinkedIn messaging.
But despite our best efforts, conversations sometimes go cold. Prospects disappear. And we’re left wondering if we said something wrong or if they’ve been abducted by aliens.
So how should we follow up to try and get them engaged again?
Before I share what works, let me show you what absolutely doesn’t.
The “Circle of Death” Messages That Kill Conversations
Remember that time someone sent you a “just following up” message?
Yeah, neither do I. Because I immediately deleted it.
These messages scream desperation louder than a Minnesota Vikings fan in the NFL playoffs (and trust me, as a lifelong Vikings fan, I know desperation).
Here’s what NOT to send:
-
“Just following up…”
-
“Just checking back in…”
-
“Just bumping this back up…”
-
“Circling back…”
These messages immediately signal: “This is a sales conversation. I’m desperate. I only care about what I want.”
The LinkedIn Profile Goldmine: Your Secret Weapon for Personalized Follow-Ups
The best thing you can do if a once-promising conversation has gone “cold” on LinkedIn?
Look at your prospect’s profile like a detective searching for clues.
Let me use my buddy Joe Walsh as an example.
Joe’s from Chicago. So instead of sending another boring “following up on my proposal” message about our LinkedIn lead generation services to Joe, I sent this:
“My apologies, Joe. I just remembered you live in Chicago. If you’re a Bears fan, you likely need some emotional support right now after that game … 😂”
Joe’s response? Immediate.
He wrote back about being a lifelong Bears fan, started talking trash about my Vikings (not appropriate, Joe!), and suddenly we’re building rapport around football.
The key? I warmed him back up with a non-work conversation personalized to something about him.
The Location-Based Conversation Starters That Actually Work
Not a sports fan? No problem. Here are other location-based approaches I use that get responses. Again, I base them on my own life situation / curiosities / questions I’d ask in real life about a certain city.
The Travel Curiosity Approach: “Hey [Name], my wife and I were talking about summer vacation plans last night and Chicago came up. What would you recommend for a family with three boys under 10?”
The “I’ve Always Wondered” Method: “I’ve always wanted to visit [their city]. If I had just 48 hours there, what’s a can’t-miss experience?”
People love talking about themselves and their hometown. It’s human nature. Use it.
The “Netflix Got in the Way” Strategy (And Why Humor Is Undefeated)
Here’s a script that works like magic when someone hasn’t responded to your free content:
“Hey [Name], were you able to check out the [content name] over the weekend, or did Netflix get in the way? 🤣”
Why this works: It’s human. It’s relatable. It acknowledges that people have lives outside of work.
And here’s the thing about this type of follow up approach: Humor is undefeated.
If you can make people laugh, you’ll always have an audience. You’ll always have engagement.
“But John,” you might say, “my audience is too serious. I work with [insert ‘serious’ type of professional].”
So what? They’re still human. They still laugh. They still take their kids to Saturday morning soccer games. The more human you are (especially on a “serious” social media platform like LinkedIn), the more you’ll stand out!
The Animated GIF Game-Changer (Yes, Really)
LinkedIn’s messaging isn’t your grandfather’s email inbox. They’ve designed it to feel like a text conversation because they know these are two humans talking.
One of my favorite follow-up techniques? The Caddyshack “Well, we’re waiting” GIF …
The script: [Insert “Well we’re waiting” GIF] “Sorry, couldn’t resist [NAME]! 🤣 Did you still want to chat about the proposal? If so, what would you suggest as next steps?”
Alternative: The Mr. Bean looking at his watch GIF …
Script: “This is me right now [NAME] … 😅 All kidding aside, super excited to hear your thoughts on [specific thing you discussed].”
The “Puppy Dog Eyes” (Warning: Ridiculously Effective)
This one involves my secret weapon: Rosie the dog.
I have a photo of her giving me “puppy dog eyes” when she wants a walk …
I send the image above with this script:
“[Name], this is what Rosie the dog does when I don’t respond to her request for a walk. Should I stay in vigil like this outside your LinkedIn inbox until I hear back about the proposal? 😂”
Who can resist those puppy dog eyes? (Cat people, you’re out of luck on this one!)
The Nuclear Option: When All Else Fails
Let’s say you’ve tried everything and they’re still ghosting.
You’re ready to give up.
Here are a couple of “last ditch” messages you can try.
Option 1: “Have you given up on this?”
Just that. One line. It puts the onus back on them. Are they giving up? Are they going to miss out?
Option 2: (The “East Coast” Direct Approach): “Are we doing this? Would appreciate a response.”
It might feel somewhat harsh for us passive-aggressive Midwest folks, but it works! 🤣
It’s clear. It’s direct. And it gets responses.
When you use messages like the ones above, people will either apologize for going dark and re-engage, or they’ll tell you they’ve moved on.
Either way, you get clarity – and a response!
The Video Message Power Play (Put Yourself in Their Palm)
Here’s where 99% of LinkedIn users miss a massive opportunity.
You can send personalized audio & video messages directly in LinkedIn’s mobile app.
Here’s how it works:
Sample script: “Hey [Name], it’s John Nemo. Thought I’d put a face with the name! Do you ever use this feature on LinkedIn? Super cool. [Reference something specific about them]. Excited to hear your thoughts on [whatever you sent them]. Hope you’re having a great Friday!”
Don’t want to be on camera? Use the voice memo feature. Hold the microphone icon and record a quick audio message.
The key: These aren’t mass-produced. They’re personal. They reference your specific conversation. And they stand out like a purple cow in a field of black and white messaging.
The Pain Point Attack Strategy (For “I Haven’t Had Time” Objections)
The most common objection you’ll hear when people DO reply?
“I haven’t had time to look at it yet.”
What they’re really saying: “I don’t see how this solves my urgent problems.”
Here’s how to combat it:
“Hey [Name], if you’re waking up today not knowing where your next client is coming from, [Your Solution] has the answers. Excited for you to check it out when you get a chance!”
Or:
“If you’re sick of the feast-or-famine referral cycle, wait until you see what I sent over. It’s literally the antidote!”
Hit their emotional hot buttons. Make it about their pain, not your follow-up.
The Bottom Line
Stop sending those soul-crushing “just checking in” messages. Start being a real human who happens to do business.
Your prospects aren’t avoiding you because they hate you. They’re overwhelmed, distracted, or dealing with life.
Give them a reason to smile, laugh, or share something about themselves. Then watch those dead conversations come back to life faster than a Vikings fan’s hope in August (before the inevitable disappointment)!
Prefer to have our team run this for you instead of DIY? Here’s how our LinkedIn lead generation works for consultants.
Worth noting: if the conversation started because they invited you, it is not cold at all, and the opener is different. That version is here.
Want Our Free LinkedIn Playbooks?
Five free LinkedIn playbooks that help you land better clients, book qualified calls, and build a predictable pipeline. Featuring the exact frameworks, strategies and outreach systems our team uses with our “Done For You” clients every day. Grab your free playbooks here.
Want Done-For-You LinkedIn Lead Generation?
If you’d like to see if we’d be a fit to handle your LinkedIn lead generation for you, take 60 seconds to share a few details below and we’ll be in touch.