Mastering LinkedIn to get new clients is the topic of this Better Marketing podcast episode with me, Tracy Heatley, and LinkedIn expert and my dear friend, Pam Case, from Your Brand Advocate.
The podcast is here for you to listen to along with the transcript too.
6 Powerful Strategies to Find Your Ideal Clients on LinkedIn
Featuring Pam Case, LinkedIn Specialist & Founder of Your Brand Advocate
Hi, I’m Tracy Heatley, Chartered Marketer and your host of Better Marketing: Marketing Magic in Minutes. In this podcast episode, I was joined by the fantastic Pam Case, LinkedIn specialist and founder of Your Brand Advocate, to discuss six smart and practical strategies for finding your ideal clients on LinkedIn.
Pam and I first met on LinkedIn many years ago, and it’s only fitting that she joined me to share her expertise. Whether you’re new to LinkedIn or want to use it more effectively, this post is packed with powerful, actionable advice.
Let’s dive in.
LinkedIn Strategy 1: Connect With Purpose Using Search Filters
Before you post anything, make sure the right people are seeing it. Most people who see your content are your first-degree connections, so ensuring your ideal clients are in that group makes sense.
Start by using the LinkedIn search bar:
- Search job titles or company names
- Use filters to narrow by location, industry, or company size
- Click All Filters to get even more specific
If you’re not doing this already, this basic yet powerful feature is a game-changer. Build a quality network that reflects your target market, so your content has the best chance of landing with the right audience.
LinkedIn Strategy 2: Leverage LinkedIn Groups
LinkedIn groups may not be what they once were, but they still hold value, mainly when used strategically.
If you create your own group and get your ideal clients to join, you can highlight posts and notify every member. Even if you don’t run a group, joining the right ones helps:
- See who the members are
- Connect with them directly
- Engage with overlooked posts to stand out
Groups can be based on shared interests, roles, or even hobbies that your audience might have—sports injuries, parenting, or professional development, for example. They’re about gathering your audience in one place and connecting meaningfully.
LinkedIn Strategy 3: Build an Algorithmic Bond
Interaction is key on LinkedIn. Every time you comment on a post, LinkedIn learns what kind of content you like—and shows your posts more often to those people in return.
Pam coined the term “algorithmic bond,” which perfectly captures this. You’re teaching LinkedIn who and what you want to see more of.
To build these bonds:
- Comment regularly on your target customers’ posts
- Use the bell icon after connecting to get notifications when they post
- Be thoughtful in your responses—build genuine relationships
This helps make your network more visible, active, and aligned with your goals.
LinkedIn Strategy 4: Search for Client Language Using Keywords
Want to find people actively talking about topics you care about? Use speech marks in LinkedIn search to find phrases your ideal clients might use in their posts.
Example searches:
- “My teenager” (for tutors or parenting coaches)
- “Can you recommend a graphic designer” (for creative professionals)
Once you’ve found relevant posts, don’t sell, comment constructively, offer value, or tag someone who can help. Better yet, ask a happy client to recommend you in the comments.
This isn’t cold selling, it’s warm engagement based on real conversations.
LinkedIn Strategy 5: Use External Business News to Find Leads
Not all research starts on LinkedIn. Business news platforms like Bdaily.co.uk are goldmines for finding expanding, hiring, or innovating companies that are ideal prospects for B2B services.
Pam Case’s advice:
- Search these sites for updates in your industry
- Note names, job titles, and companies
- Use this info to start relevant, authentic LinkedIn conversations
It’s not about hard pitching—it’s about being informed, relevant, and real.
Strategy 6: Tap Into LinkedIn Events
LinkedIn Events are a smart way to find people who are already interested in your field.
Here’s how:
- Use the search bar and filter by Events
- Click “Attend” to see the full attendee list
- Connect with those attendees—genuinely
If someone is attending an event about your service area, they’re a warm lead. Engage with them before or after the event and open the door to meaningful connection.
It All Starts with Connection On LinkedIn
These six LinkedIn strategies aren’t about sales, they’re about connecting with the right people in the right way.
And that’s exactly how Pam and I met on LinkedIn—17 (or maybe 18!) years ago. A mutual connection noticed our similar values and interests and suggested we connect. That simple suggestion has led to years of collaboration, friendship, and business support.
Final Thought: You Don’t Need to Post On LinkedIn Every Day
One key takeaway from this episode is that you don’t need to post daily to succeed on LinkedIn.
Instead, focus on:
- Posting thoughtful content a few times a week
- Spending time commenting and connecting
- Using your time with purpose
It’s not about volume. It’s about value.
Ready to Make LinkedIn Work for You?
Pam is a highly experienced LinkedIn trainer, and if you’d like to connect with her, she’d love to hear from you:
- Connect to Pam Case on LinkedIn
- Email:pam@caseyourbrandadvocate.com
Of course, if you’re not already connected with me on LinkedIn, let’s fix that. I’d love to hear your thoughts on the episode and help you grow your marketing strategy. So, please do connect to me too, and be sure to add a note that you’ve listened to this episode.
You can also download my free guide, The Business Owner’s Roadmap to a Better Strategy, at tracyheatley.com. Use the code POD2025 to be entered into my monthly draw for a free Power Hour session.
Pam and I hope you’ve enjoyed this episode, Mastering LinkedIn To Get New Clients, and you’ve found the tips useful. All you have to do now is implement them as part of your new LinkedIn strategy, and your on your way to mastering LinkedIn.
In the next episode, we’ve be delving into a topic that I’m passionate about: AI Ethics in Marketing.
If you would like to know more about how to boost your marketing and AI for success, feel free to check out my consultancy, mentoring, and training services. Or, get in touch to find out more.
Thanks again for tuning in to Better Marketing: Marketing Magic in Minutes.
Next time, I’ll be focusing on AI marketing ethics and how to stay smart, legal, and trustworthy.
Until next time, remember – Better Marketing, Better Business.