From Warm Connection to Discovery Call (Without Being Pushy)

The Moment of Truth: From Chat to Call

You've done it. You have a warm connection on LinkedIn, and you've been having a genuinely good conversation in the DMs. But now you've reached a crossroads. You know the next step is to move the conversation to a call, but you're scared to make the ask. You don't want to ruin the great rapport you've built by suddenly flipping the switch and becoming a "salesperson."

This hesitation is tricky. If you wait too long for the "perfect" moment to appear, the conversation can fizzle out and the opportunity is lost forever. But if you jump in too soon with a generic, self-serving request like "Can I pick your brain?" you can spook them and undo all the trust you've worked so hard to build.

A Better Way: "Diagnose and Prescribe"

The key is to make the transition feel like a natural and helpful next step, not a sudden, awkward pivot. The best way to do this is to listen for a problem you can solve and then offer a clear, low-pressure solution.

1. Wait for a Trigger: Patiently listen in your DMs. The right moment will appear when they mention a specific challenge, a frustration, or a goal they're working towards (e.g., "we're trying to figure out how to improve our newsletter engagement").
2. Diagnose and Offer Help: Acknowledge their specific problem and offer a taste of your expertise in a low-pressure way. Instead of a vague "Let's hop on a call", frame it as a helpful, time-boxed session.
3. Use a Helpful Script: Try something like this: "That's a common challenge. I have a few ideas that might help with your newsletter engagement. It would probably be quicker to chat for 15 minutes than for me to type it all out. Would you be open to that sometime next week?"

Shifting from a "Sales Pitch" to a "Helping Hand"

This approach completely reframes the interaction. You're not asking them for their time; you're offering them value. The call is positioned as "15 minutes of help," not a "30-minute sales call." This makes you look like a generous expert, not a pushy seller, and makes saying "yes" an easy and logical decision for them. It's the natural, positive conclusion to a successful first DM conversation that has been nurtured over time.

This moment is only possible because of the consistent, authentic effort that came before it. You can't skip the steps. Having a system to track your networking without a messy spreadsheet is what ensures you know exactly when a connection is warm enough for this kind of offer.

Your Task: Practice Your Pitch (Without Sending It)

Ready to get comfortable with this language?

Review your current DMs. See if you can spot anyone who has mentioned even a small challenge or goal. In a separate notes app, practice crafting a "diagnose and prescribe" offer based on the script above. You don't have to send it yet. Just get a feel for the words.