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My 20-a-day rule that generates consistent pipeline

Connect with 20 ideal client prospects on LinkedIn daily to boost network growth and content reach. Use targeted lists and manage outreach consistently for long-term benefits.

Mark Colgan

September 4, 2025

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Every single day, I connect with 20 ideal client fit prospects on LinkedIn.

Some of these are inbound (see GIF 👇), but the majority are outbound. And I never skip a day.

Why am I so strict about it?

Because LinkedIn rewards consistency.

When someone accepts your connection request, LinkedIn actively pushes your content into their feed.

If you’re only connecting sporadically, you’re shrinking your own audience and reach.

It also grows your network over time.

This isn’t about spraying connection requests at random.

It’s about being intentional and keeping the top of your funnel healthy…every single day!

Comment “20” and I’ll give you my exact process…

Just kidding, here’s exactly how I make it happen:

Build the list

I use Ocean.io to create highly targeted lists of people who match my ICP. I’m talking company size, industry, job title, and other key fit criteria. I also use Trigify.io to track influencers posts and then filter for ICP fit.

Do the outreach

You have three options here:

  • Do it yourself and track them in a Google Sheet
  • Work with a VA to do this for you (perform the task and set the sheet up first)
  • Automatically enrol them into a connection sequence using HeyReach.io or Dripify.

Either options keeps the volume steady without me having to remember to hit “send” every day.

Manage the conversations

All my LinkedIn conversations are handled in Kondo: Superhuman for LinkedIn DMs, where I’ve set up saved snippets for my most common replies. This means I can respond quickly and personally (without retyping the same thing 20 times).

And here’s the non-negotiable part…I don’t connect and pitch slap.

Instead, I start with something valuable: a piece of content I’ve created, a relevant insight, or something that shows I’ve done my homework.

The result?

  • My network grows with the right people
  • My content gets fresh eyes daily
  • More conversations turn into opportunities

If you do this for 30 days straight, you’ll notice your LinkedIn content reach climb.

Do it for 90 days, and you’ll have a warm, targeted network that actually knows who you are before you ever book a call.

As Janusz Stabik shared at GYDA’s summit the other month: “The business you win today is the consequence of the marketing you did 12 months ago.”

This is one of those simple habits that compounds over time and it’s the reason I never skip my 20-a-day rule.

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