How to Build a High-Quality Lead List (Without Feeling Salesy)

You didn’t go into healthcare to become a sales machine. But if you’re growing a healthcare business, launching a service, or building your personal brand—you need people to know about it.

And that starts with having the right people on your radar.

Today, I’m walking you through how to build a strong, targeted lead list on LinkedIn—without feeling like you’re cold pitching strangers.

This is how I’ve filled my calendar with qualified conversations, built corporate partnerships, and landed consulting gigs—all by focusing on relationships with the right people first. 💡

LinkedIn has been my main sales tool for over five years, and it's given great results following these five steps:

🔍 Step 1: Get Crystal Clear on WHO You’re Serving

Before you ever build a list, answer this:

Who is your ideal decision-maker? In healthcare, this could be:

• Directors of Nursing (DONs) in long-term care

• HR leaders in hospital systems

• CEOs of behavioral health startups

• Medical directors at clinics

• Health tech founders focused on remote patient monitoring

✨ Pro Tip: Be specific. “Healthcare professionals” is too broad. Think: job title + setting + problem they’re likely facing.

🔗 Step 2: Optimize Your Profile to Attract Them

Before you start connecting, make sure your profile speaks directly to the audience you want to attract.

✅ Headline: Who you help + how ✅ Banner image: Your brand in a snapshot ✅ About section: Focus on the problems you solve—not just your credentials

Your profile should act like a landing page. When the right person lands there, they should think, “This is someone I need to talk to.”

🧭 Step 3: Use LinkedIn Search Like a Pro

Now it’s time to build your list. Here’s how:

1. Go to LinkedIn Search

2. Click “People” → “All Filters”

3. Filter by:

Start saving profiles that match your criteria into a simple CRM or spreadsheet.

🤝 Step 4: Connect with Intention🩺

Don’t just hit “Connect” and ghost. Here’s what works for me:

✅ Send a personalized message (Mention something relevant—mutual connections, their work, a post they shared.)

✅ Start a genuine conversation. Ask a question. Offer insight. Share value before pitching.

✅ Be human. This is relationship marketing, not sales spam.

📊 Step 5: Organize + Nurture Your List

Building your list is just the beginning—nurturing is where the magic happens.

Use tags or labels in your CRM to track:

• Who’s accepted your request

• Who you’ve messaged

• Who’s engaged with your content

• Who might be ready for a deeper convo

💬 Then stay visible. Comment on their posts. Send helpful resources. Invite them to virtual events. Become someone they trust.

Remember: It’s Not About Selling. It’s About Solving.

When you approach your lead list with a heart of service, everything changes.

You’re not “chasing clients”—you’re building a network of aligned, high-impact relationships that can open doors to:

✨ Speaking engagements ✨ Partnerships ✨ Consulting contracts ✨ Dream job offers

It all starts with being intentional about who you connect with—and how you show up.

❤️ Let’s Take This Further, Let's work together!

If you found this helpful, I’d love to know: What’s your biggest challenge when it comes to finding leads on LinkedIn? Drop a comment or send me a DM—I read every single one.

And if you want help building a high-quality lead list and turning it into a relationship-driven sales pipeline, let’s talk. 📅 Book a quick discovery call with me and let’s get you connected to the right people.

Until next time, keep showing up and serving boldly. —Claudia Garcia