If you’re a freelancer and LinkedIn isn’t part of your client acquisition strategy, you’re leaving money on the table. 40% of people cite LinkedIn as the most effective social media platform for generating B2B leads. Being active on the platforms means you’ll get your personal brand in front of other business owners and decision makers who may be looking for your freelance services.

But simply posting content isn’t the only way you can attract clients on LinkedIn. Here are three more lesser-known or underused ways you can strategically use LinkedIn to grow your freelance business .

1. Find The Low-Hanging Fruit

The low-hanging fruit are people who are actively looking for the services you offer, and they have publicly posted about it. Research from Ehrenberg-Bass Institute found that only around 5% of B2B buyers are actively looking for services at any given time. But these active buyers are more likely to convert to clients.

To find these high-intent buyers, use the search bar technique:

In LinkedIn’s top search bar, type “looking for a freelance [your job title]“. So, for example, “looking for a freelance direct response copywriter”.

Next, click ‘posts’ and filter the results by the past 24 hours. The more recent a post, the more likely the vacancy hasn’t been filled yet. Follow the instructions in their post; many of them will ask you to send an email or a direct message with your portfolio.

2. Don’t Miss The Jobs Section

This part of LinkedIn can be a goldmine for freelancers. Many companies advertise freelance or contract positions on the jobs section - not just permanent employment.

So in this section, search for your desired job title and select the “remote” location option. This opens you up to active, remote opportunities from around the country and the world. You can also experiment with different search keywords, such as “contract copywriter”.

Again, ensure you follow the application instructions carefully. It can also be a good idea to message the hiring manager directly to express your interest.

3. Thoughtful DMs to Your Warm Network

Cold outreach can be an effective lead generation strategy for freelancers. But have you ever tried contacting people in your “warm” network? Warm contacts already know you or trust you, so this typically outperforms cold outreach. One recent study found that warm outreach converted at around 40-45% while cold converted at only 3-8%.

Potential clients in your warm network may have interacted with your LinkedIn content, viewed your profile, or you’ve worked with them before, such as past colleagues or fellow university alumni.

Identify these prospects, then send them a personalized message on LinkedIn. The key here is to lead with value, not a sales pitch. This may sound counterintuitive when you’re trying to get new clients, but continuing to build the relationship and increase trust is essential. Only after some meaningful interactions should you pitch your freelance services.

However, you may find that they’re not looking for a freelancer right now. This isn’t a loss. Continuing to build the relationship means you may be the first person they think of when they do.

Don’t sit and wait for clients to come to you. These three LinkedIn-based client acquisition strategies can help you purposefully find new freelance work. Add them to your weekly tasks and watch your client base grow.