LinkedIn to Retainers: How One Consultant Closed R500K in Contracts Without a Website
When Mpho Dlamini left his corporate job to start a business consultancy in Johannesburg, he had no budget, no website, and no agency team. Within 5 months, he signed R500,000 worth of consulting retainers using nothing but LinkedIn and a well-structured direct messaging strategy. Here’s exactly how he did it — and what solopreneurs can learn from his approach.
The Problem: No Brand, No Infrastructure, No Leads
Like many first-time consultants, Mpho had decades of business experience but zero online presence. He knew his skills could solve big business problems, but without a personal brand or funnel, nobody was listening.
The Strategy: Use LinkedIn as the Entire Sales Engine
Instead of spending money on a website, Mpho focused all his efforts on turning LinkedIn into a free lead-gen machine. His approach was built around consistency, clarity, and conversations — not content overload.
Execution: Mpho’s Exact 5-Step Game Plan
- Profile Overhaul:
Turned his bio into a clear “offer statement” with client outcomes (e.g., “I help B2B founders scale operations without hiring more staff.”) - Strategic Connection Requests:
He sent 20–30 personalized invites per day to CEOs and operations managers in his niche. - 1-on-1 DM Framework:
Every accepted connection received a simple 3-step message sequence:- Message 1: Value-based insight
- Message 2: Case study or client result
- Message 3: “Happy to offer a free 20-min audit”
- Google Drive Proposals:
Once leads booked a call, he used simple templates in Google Docs to send high-trust, retainer-based service offers. - Referrals and Endorsements:
After each client win, he requested testimonials directly on LinkedIn and tagged them in posts to build authority.
The Result: Zero Ad Spend, Big Results
- Revenue: R500,000 in contracted retainers within 5 months
- Clients: 6 long-term clients (3–12 months each)
- Conversion Rate: 1 in every 23 leads converted to a signed contract
- Time Invested: 1 hour per day on LinkedIn
What Other Consultants Can Learn:
- You don’t need a website to start — you need an offer.
- Direct outreach > Posting daily if you’re new.
- Simple, systemized follow-up builds trust faster than fancy branding.
Final Takeaway:
Mpho didn’t just start a business — he built one lean, profitable, and scalable from Day 1. If you’re a solo service provider, his LinkedIn method is a free blueprint for sustainable income.
Next Article in the Series:
“How a Struggling Fashion Boutique Sold Out Using Only Instagram Stories and Polls”
Need help building a lean strategy to get clients without ads or websites? Chat to us at ProBizInsights.com — we’ll show you how to close more deals with less effort.