The LinkedIn Engagement Playbook

Every week, people in your market like and comment on posts about the problem you solve. Most of them are not buyers, but some are, and they just told you what they care about. This playbook finds them, checks each one against the customer you're looking for, and gives you a first message about their problem, not about their like.

Three habits waste the warm leads under a post.

1. Checking once, on the day. In one B2B market I measured (7,461 comments on followed posts, Sept 1 to Oct 26, 2026), only 4% of comments arrived in the first hour after a post. Half arrived more than 12 hours later. One market, comments only, each post followed for up to 14 days: not a LinkedIn rule, but reason enough to stop checking only once.
2. Treating every like the same. The people under a post include your buyers, but also your competitors' team, peers, job seekers and your own customers. One message to all of them is spam with extra steps.
3. Sorting by the total. “4 out of 5” can be the right person at a company that's too small, or the wrong person at the right company. Each needs a different next move, so you route on the criteria, not the total.

Why it's worth it: in campaigns I ran for a consulting agency, messaging people who had engaged with resource posts in their market got at least 4x the reply rate of its cold campaigns. One case, not a benchmark.

Everything after this step depends on it: an ICP in five criteria, each one something a LinkedIn profile shows.

Start your free trial, then give TIKT your website. It reads your site, shows what it understood (what you sell, your industry, your clients) and drafts your ICP. You correct it on two screens:

• Who are you targeting? The job role and the location. Leave out people open to work, students and interns.
• Which companies? The company type, size and industry. Leave out the competitors and clients TIKT found for you: their employees are never charged and never shown as leads.

Each criterion is Required or Weighted, and both count for one point in the score. A person who misses a Required criterion is screened out. Location starts Required: keep it if you only sell in your zone, or switch it to Weighted to keep the people of route R5 (step 5).

Your buyers already read someone on LinkedIn. Find who.

• Your own posts: the people who engage already know you.
• The creators your buyers follow: people in your market who post every week and whose comments are full of your buyers.
• Your competitors and their team: whoever engages there is paying attention to your problem.

The last setup screen, Who should we watch?, takes up to five profiles: start with yourself, a competitor and an influencer of your market. Find my first leads reads their recent posts with up to 250 of your 1,250 credits, and your first leads come in on the same screen.

Add the others later, from your watchlist: paste a profile's address, look at its preview, then track it. Before you do, open the reactions on one of its recent posts. If you can spot three people who look like your buyers in the first twenty, keep it.

Comments keep coming for days (see above), so TIKT keeps coming back. Several times a day, it checks the posts of the profiles you track, picks up the new people who liked or commented, and follows each post for up to 14 days.

• One credit is one person processed, whether or not they fit. Your team, the companies you left out, the current colleagues of the people you track and anyone already charged cost nothing.
• A post you know your buyers engaged with? Add it: paste its address, see “Up to N credits” before anything is spent, then find its leads.
• Comments are worth more than reactions: TIKT keeps what each person wrote. You'll use it in step 6.

On the Leads page, each person gets a verdict per criterion, met or not met, each with its reason in one line (“Founder → buyer”). A criterion the profile doesn't show is “not assessable”: never guessed, never held against them. The score is the number of criteria met, out of 5.

Four people score 4/5, and each one needs something different. That's step 5: you sort on the criteria, not on the score.

In TIKT, one workflow per route, from R1 to R5:

1. On the Leads page, open Workflows, then Create workflow.
2. Under Criteria, set each criterion as in the table. For R2: Job role “Not met”; Company type, Company size and Industry “Met”. “Not met” leaves out the people TIKT could not assess.
3. Under Then do this, pick up to three actions: add the lead to a list, notify you by email or Slack, or send it by webhook to n8n, Make, Zapier, Clay or your own tool. Add that destination once, in Integrations. Your sequencer can take it through Make or Zapier.
4. Turn on. From then on, each new lead that matches goes there by itself.

Prefer a file? Filter the Leads page the same way, under ICP match, and export it to CSV.

The like or the comment only tells you when: this person is thinking about the problem right now. It's not what you write about. A message that opens on their like says you were watching, not that you can help.

• Write about their problem, from what TIKT judged: their role, their type of company, its size.
• If they commented, let their words pick the problem, never the opening line.
• One question. No pitch and no link in the first message.

TIKT never writes or sends a message: this part stays yours.