Most people think my AI workshop business (where I charge $1,000-4,000 per hour) comes purely from having a large audience and viral content. They see the views, the engagement, and assume that's the whole story.

Fair! I’d assume that too. But wrong.

Want to know how I really started? Pure LinkedIn outreach. I simply reached out to people and companies (using automation, because I'm not a masochist) asking if they wanted AI workshops.

Spoiler alert: they did! Like…really did.

And here's the kicker - I still keep this up. Even with all the viral videos and the large audience, I'm still running outreach campaigns. Why? Because reach plus awareness isn't enough. You need to convert!

Let’s get started:

The View-to-Value Gap

Here's something that might surprise you: views are just expensive confetti unless you have a system to convert them into business.

I've seen people hit millions of views but struggle to make a single sale. Why? Because they're missing the crucial infrastructure that turns viewers into customers.

I’ve actually had people with waay (waaaaaaaay) larger followings ask me how they can sell. 😆

You are the person with 4M fans why are you asking me? Goodness.

You need a system. But don't worry - it doesn't have to be complicated. In fact, the simpler the better.

Your Professional Presence

First things first: your LinkedIn profile needs to do some heavy lifting for you. Think of it as your 24/7 salesperson. When someone lands on your profile after watching one of your viral videos, it should be crystal clear what you do and how you can help them.

I learned this the hard way. My first viral videos sent thousands of people to my profile, but it was a mess - unclear value proposition, no clear next steps, just a jumble of past experiences.

Talk about a wasted opportunity! Basically turning on a firehose and totally missing the burning house - ineffective and wasteful.

Your profile needs to be built to convert. This is non-negotiable.

You need:

A header image that instantly communicates what you do. Not a random photo, not a corporate skyline - a clear visual representation of the value you provide.

An 'About' section that leads with value. What problem do you solve? How do you solve it? What makes you different? Put it right at the top - don't make people wade through your life story to find out why they should care.

A featured section that showcases your best work. Think of it as your greatest hits album. Those viral videos you've created? Pin them here. Case studies? Here. Client testimonials? You guessed it.

And most crucially: a clear call-to-action. Don't leave potential clients wondering what to do next. Whether it's "Book a call", "Download my guide", or "Join my newsletter" or whatever - make it obvious. Then make it even obvious-er.

Not because people are stupid. Because people are busy and you have 0.5 seconds

The best profile in the world is useless if people don't know what step to take next.

Think of your profile as a sales page, because that's exactly what it is. Every element should be working towards converting viewers into prospects, and prospects into clients.

The Automation Sweet Spot

Now, here's where things get interesting. LinkedIn automation is like playing with fire - do it wrong, and you'll get burned (or banned). Do it right, and it's your secret weapon.

In short LinkedIn automation is about sending automatic connection requests and message sequences. You’ve very likely been at the receiving end of some and more likely than not they were rubbish…

…we need to make sure yours is not!

Here’s the skinny:

1. Connection Requests

• 100 per day maximum (use a tool for speed and keep within limits of your LinkedIn plan!)

• Include a reason for connecting

• NO pitch in first message

1. Follow-Up Sequence

• Wait 2-3 days after connection

• Share relevant content

• Ask questions about their business

• Only pitch if engagement is positive

I then only pitch if they’ve responded. And even then the pitch is brief: this is what I do? Any interest? If yes I’ll send over a one pager. Then progress the lead manually (or pass to my team)

What tools to use? There are many out there - I’ve mainly used MeetAlfred and LinkedIn Helper. I’d advise trying a few out. Make sure not to test them at the same time!!

Need a CRM to track this? Again many options and this is a bigger decision than how to use LinkedIn. But if need something lightweight then Folk CRM is a solid option.

One, two punch

Here's how I combine viral content with outreach for maximum impact. My short videos create awareness and credibility. They're like billboards, but better - because people can actually engage with them. And not just by graffitiing them!

Meanwhile, my automated outreach is running in the background, connecting with ideal prospects. When these prospects see my content in their feed, they're more likely to engage because we're already connected. And when they engage, that's my cue to start a conversation.

We are connected, they are seeing me daily, and then we chat.

Simple but effective.

Think of it as a two-pronged approach: content builds credibility, outreach drives action. One without the other is like trying to clap with one hand - technically possible, but weak sauce.