Monthly LinkedIn Prospecting Routine: A Playbook

Success in outbound sales on LinkedIn comes from consistent effort. Instead of a sporadic “when I have time” approach, having a routine ensures you cover all bases of prospecting and nurturing regularly. Below is a playbook structured as daily, weekly, and monthly LinkedIn activities for The Mellow’s sales team. This routine will help you stay organized, active, and ahead of your targets.

Daily Routine (15-30 minutes a day)

• Morning Scan & Engage (5-10 min): Start your day by scanning your LinkedIn homepage feed and notifications:

  • Check for any notifications: connection acceptances, comments or likes on your posts/comments, new posts from your saved leads, etc. Respond or acknowledge as needed (e.g., reply to comments, thank someone for connecting).

  • Quick Content Engagement: Find at least one post from a prospect or relevant industry page and engage (like or comment thoughtfully as discussed in Article 3). This keeps your name popping up in prospects’ feeds daily.

• Outbound Touches (5-10 min): Perform a couple of proactive outreach actions:

  • Send 2-3 connection requests to new prospects. Use your lead list or Sales Navigator saved search results to pick a few high-priority targets. Remember to personalize each invite with a note.

  • Send 1 follow-up message or check-in to an existing connection (a prospect you haven’t talked to in a while, or someone who showed mild interest before). Keep it light and value-driven (e.g., share an article or ask how they’ve been since a last conversation).

  • Example: If last week you connected with a facility manager, today might be a good day to follow up with, “Hi [Name], since we connected I came across this case study on office plant setups in small spaces. It reminded me of [their company]’s office size, so I thought you’d find it interesting!” – attach link.

• Profile Maintenance (2 min): Quickly glance at your own profile – any new comments on your posts to respond to? Any updates needed (did you start a new project worth adding)? Keeping your profile active and up-to-date is part of prospecting (prospects you reached out to will visit your profile, so you want it looking fresh and active).

• CRM Update (3 min): If you use a CRM or even a spreadsheet, log any new activity:

  • New connections made today.

  • Any replies or outcomes from yesterday’s messages.

  • Schedule next tasks (e.g., if someone said “reach out in 2 weeks,” set yourself a reminder).

This daily routine is short but powerful: you’ve done a bit of network nurturing and a bit of new outreach every day. It prevents pipeline stagnation.

Weekly Routine (once a week activities)

Pick one or two days a week for these slightly larger tasks:

• Publish or Share Content (1x per week, ~15 min to do): Aim to put out one LinkedIn post per week from your personal profile. It could be:

  • A short article or LinkedIn article (if you like writing) on a relevant topic (e.g., “3 Quick Ways We Made an Office Greener and Happier”).

  • A simple text or image post – for example, a photo of a beautiful office corner with plants with a caption about how environment affects mood.

  • Even a reshare of an interesting industry news piece, but always add your comment on why it matters. This keeps you visible to your network and establishes credibility. When prospects scroll their feed, they’ll see you actively involved in your domain. According to sales experts, sharing content regularly helps position you as a thought leader and keeps you “top of mind”.

• Review and Engage in Groups (1x per week, ~10 min): Visit your key LinkedIn Group(s) and see what’s new. Post something or comment if you haven’t that week. Also, welcome any new connections you made through groups.

• Prospect List Refresh (1x per week, ~20 min): Use Sales Navigator or LinkedIn search to find new leads:

  • Run your saved searches for new results (e.g., new people fitting your criteria) – LinkedIn will often highlight new profiles added since last week.

  • Check alerts like “Someone changed jobs” or “X was mentioned in the news” for your saved leads. These alerts can be triggers (e.g., if a target got promoted to a decision-making role, reach out with congrats).

  • Add any promising new contacts to your lead list or CRM. Remove or deprioritize leads that are unresponsive after multiple tries (you can cycle back to them later, but focus on warmer ones).

• Follow-Up Message Batch (1x per week, ~15 min): Identify who you reached out to last week or earlier that didn’t respond. Send a polite follow-up to a few:

  • Keep it friendly: “Hi [Name], just circling back on my message last week. Totally understand if now is a busy time. I found one more resource on office plants I thought you might love – sending it along. If you’d like to chat in the future, I’m here. Have a great week!”.

  • Maybe try a different angle or value-add in the follow-up (not just “did you see my message?”). This second touch often gets a response where the first might have been missed or forgotten.

• Connection Thank-You and CRM Update (1x per week, ~10 min): Go through new connections you made in the past week:

  • Send a quick thank-you message to any you haven’t thanked yet for connecting, possibly opening the door for conversation.

  • Update your CRM with any notable interactions or changes in lead status.

• Plan Next Week: End of the week, plan who you’ll target next week. Identify, say, 5 new people to focus on (ones you will engage with and eventually connect with). This prepares you to hit the ground running on Monday.

Monthly Routine (once a month activities)

• Analytics & Reflection (30 min): Take a look at your LinkedIn SSI (Social Selling Index) if available, or just review your own activity:

  • How many new connections did you gain this month? How many were in our target roles?

  • How many conversations did you start, and how many progressed to offline chats or meetings?

  • Which posts got good engagement? (This hints at what content resonates with your audience.)

  • Identify one thing to improve next month (e.g., “I didn’t engage in groups much, will do more” or “My connection request acceptance rate is low – maybe my invites need to be more personalized.”).

• Profile Audit (15 min): Ensure your profile is aligned with your current goals. Maybe add that new client success story to your About section, update your headline if needed (e.g., “Helping Bay Area offices go green 🌿 | Sales @ The Mellow”). Small tweaks can make your profile more appealing to leads who check you out.

• Content Calendar (30 min): Plan out a rough content calendar for the next month’s weekly posts. Jot down 4 ideas (one per week) so you’re not scrambling. Perhaps coordinate with marketing for any major campaigns or content pieces you can share. For example, if February is “Wellness Month”, plan a post each week highlighting wellness through plants.

• Deep Dive Outreach (60 min): Each month, reserve an hour for a deeper prospecting sprint:

  • Use advanced tools or lists (maybe try a LinkedIn search in a new sector or revisit old leads who went dark 6+ months ago).

  • Send a slightly more extensive batch of connection requests than usual (maybe 10 in that hour, with careful personalization).

  • Perhaps experiment with one InMail (if you have Premium) to a high-value prospect you couldn’t reach otherwise, or a direct email if you have their contact – mix up your approach once a month to see if it yields results.

• Team Sync (if applicable): It can help to sync with your sales team or others at The Mellow to share LinkedIn learnings. Maybe at a monthly meeting, mention what outreach message got you the best response, or a group that seems promising. Sharing tips keeps everyone improving.

Checklist Summary:

• Every Day:

  • Engage with content (like/comment),

  • Add new connections,

  • Respond to any inbound engagement,

  • Log activities.

• Every Week:

  • Post something original,

  • Work the groups,

  • Find new leads & follow up with old ones,

  • Thank new connections.

• Every Month:

  • Update strategy (review metrics and adjust),

  • Refresh profile,

  • Plan content,

  • Do a big push or experiment.

By following this playbook, you’ll create a sustainable rhythm of outreach and engagement. It prevents the feast-or-famine prospecting cycle – instead of only doing sales outreach when pipeline is low, you’re continuously feeding the pipeline. Consistency is key: a bit of LinkedIn activity each day and a deeper dive each week/month will compound into a strong presence and steady flow of conversations with potential clients. Plus, this routine aligns with The Mellow’s community-rooted approach – regular engagement builds a genuine community around you.

(Tip: Set calendar reminders for these tasks if needed, until it becomes habit. For example, block 9:00–9:30am daily for “LinkedIn Power Half-Hour”. Treat these tasks like important meetings with yourself – consistency will pay off.)