How Catalina built a steady client pipeline from LinkedIn (and $98K in revenue!)

Catalina Parker

Opportunity:  Catalina relied on referrals and had never used LinkedIn for lead generation. She wanted a shortcut to turn her existing network into clients for her Mentorship Program.

Solution:  In my program Leads on LinkedIn, we optimized her profile into a client-attracting landing page, then built a repeatable posting and direct messaging strategy to grow her email list and start conversations. Impact:  LinkedIn now drives 40% of her Mentorship Program members, totaling $98,000 in revenue—up from 0% before we worked together. She quickly closed her first deal without a sales call, and now has a repeatable system for consistent leads.

If you’ve ever wondered whether LinkedIn can actually bring in clients for your consulting business, you're going to want to read Catalina’s story.

By pairing a clear profile with a relationship-driven approach, she built a system that turned casual LinkedIn connections into $98,000 in sales—and a steady flow of new leads. Let's dive into how she did it.

Catalina Parker runs Relatable Nonprofit, a business that helps early-stage nonprofit consultants—typically earning under $200K—launch and grow their businesses.

In Spring 2024, she wanted to sign more clients into her Mentorship Program. At the time, most of her clients came from referrals, but she knew her ideal clients were spending time on LinkedIn. So, she knew that it was a valuable marketing channel to pursue.

She wanted the shortcut to using LinkedIn to get clients, as she'd never used the platform in this way before. She wasn't interested in DIY approaches. She wanted to move quickly.

She heard me present in a private membership community and immediately resonated with my approach to marketing on LinkedIn. This differed from the more transactional approach she had heard from other coaches, where you pitch early in the conversation and send a lot of unpersonalized messages, rather than building a relationship.

A few weeks later, she reached out and booked her done-for-you profile optimization and signed up for my coaching program, Leads on LinkedIn.

You can learn more about how these programs work in this deep-dive blog post, where I share the exact features of the program and what results clients get.

First, we turned her profile into client-attracting landing pages.

Catalina hadn't used LinkedIn since applying for jobs right out of college. Therefore, her profile didn’t communicate her offerings with their new company, Relatable Nonprofit, nor did she communicate the value of her Mentorship Program.

When we started the Profile Optimization process, she received a comprehensive onboarding questionnaire, which she filled out in ~30 minutes so we had everything we needed to write her LinkedIn profile. She sat back and relaxed while my team got to work, rewriting key sections of her profile, including her headline, about section, and experience section.

We made sure that when a prospect lands on her profile, they knew exactly what action to take: to join her email list. We knew growing her list would directly lead to more sales (and it did... more on that soon!).

Learn what an optimized profile is, and why it matters in this detailed blog post.

Then, we created her simple and repeatable direct messaging and posting strategy.

Once her profile was in place, Catalina learned how to build a consistent, relationship-driven marketing rhythm through my Leads on LinkedIn coaching program. We focused on two primary skills: LinkedIn posting and direct messaging.

Since Catalina is a business coach, these skills weren't new to her, but she had never used LinkedIn as a lead generation tool. For example, I taught her how to transition from asking questions into pitching a discovery call. In addition to learning new tactics, she resonated with the way I explained the concepts (and remarked that she incorporated some of the approaches into her coaching with clients moving forward!).

Catalina became comfortable writing LinkedIn posts. In the early days of using LinkedIn, right after we started working together, she used the plug-and-play post structures so she didn't have to stare at a blank page. She also sent her posts to me for feedback, so she could learn to write more effective copy that resonates on LinkedIn.

We also developed a direct messaging strategy, so she knew exactly who to message and how to follow up. On our calls, we sent direct messages "live". She loved this part of the program, as she started to hear my brain when sending messages, which made her more comfortable sending them on her own.

If you already send direct messages but don't get as many replies as you'd like, you'll love this blog post about how to get more replies on your direct messages.

Catalina immediately started getting leads on LinkedIn.

While we were still in the middle of the coaching program, Catalina started practicing the messaging strategies I taught her and immediately closed a prospect without a sales call! This particular deal brought in $3,500 in revenue. And we were just getting started.

She hosts webinars regularly, so I provided her custom follow-up strategies for webinar participants and registrants.

Further, she started proactively sending connection requests, using the specific search terms I prepared for her, and posting twice a week from her page. As you can see, we layered numerous LinkedIn strategies so we could figure out which one(s) work best and compound her results.

LinkedIn quickly became a consistent source of leads.

Since working together, LinkedIn has become responsible for 40% of her Mentorship Program members, representing $98,000 in revenue. Before working together, she could attribute 0% of her program members to LinkedIn.

Even more importantly, she built a repeatable system that works for her over and over: a clear profile, friendly and effective direct messages, and content that builds trust and interest in her program.

Here's what she said about the program:

“[Sara] gave me a doable roadmap that did not feel overwhelming. It was just the right amount of tactics. I could turn around and start taking action the next day, and I didn't need to hire someone. Everything you taught me was free to do, and this has paid for itself again and again. Otherwise, I would have just been throwing spaghetti at the wall for a long time."

Outside of getting leads, she experienced several other benefits, too.

She increased her authority and trust, as people in their network began recognizing Relatable Nonprofit as a leader in the consulting space, thanks to her well-crafted posts.

She also found clarity through the process of posting, as she refined her own ideas and thought leadership.

“After working with Sara, LinkedIn has become my most reliable way to attract the right people—without spending hours online or running more ads.”

How you can build your lead-generating LinkedIn strategy

The last thing I want to leave you with is an invitation to join my program, and the steps needed to develop a practical, repeatable LinkedIn system that gets you results, just like Catalina got.

Step 1: When my team and I start working with a consultant, we always start with a done-for-you LinkedIn Profile Optimization so that you clearly explain your credibility, who you serve, how you serve them, and what action the profile viewer should take.

This process takes under a month from start to finish, and provides you a profile that captures the attention of your ideal clients and gets them to take action.

Step 2: Once your profile is optimized, we then create your LinkedIn strategy so you can get visible to the right audience and attract more interest in your offerings through my coaching program, which was described in detail in this blog post.

This coaching program takes two months. We focus on two main skills - LinkedIn posting and direct messaging. These skills bring the right clients into your orbit so you can consistently grow your business without relying on time-consuming strategies like video and expensive strategies like ads. 

In the first 30 days of the program, you'll have identified and contacted 30 prospects for your business. You'll have the skills and systems to do it again whenever you want an influx of leads. And, this rinse-and-repeat process gets more effective every time you do it!

Learn more and start getting leads on LinkedIn here.