This article walks you through building a Post Engagement Prospecting workflow using the LinkedIn Lead Engine. This workflow finds prospects who are already engaging with relevant LinkedIn posts, scores them for fit, analyses their sentiment, and routes them through a personalized outreach sequence based on their connection status and LinkedIn profile.
Unlike a standard cold outreach campaign, this workflow starts with intent signals. Every contact in this workflow has already shown interest by engaging with content in your space, which means your outreach is warmer and more relevant from the first touchpoint.
By the end of this article you will have a workflow that filters contacts by fit score, segments them by sentiment, and reaches out through the most appropriate channel available.
What we are building
A multi-path workflow that:
Scores every contact using the Profile analysis & Lead scoring agent
Filters out low-fit contacts and tags them for later
Analyses the sentiment of high-fit contacts using the Sentiment analysis agent
Routes positive and neutral contacts into an outreach sequence based on whether they are already connected
For connected contacts: sends a sequence of follow-up messages
For unconnected contacts: sends a connection request, then follows up based on whether they accepted
For contacts who did not accept: attempts to reach them via InMail or premium InMail depending on their profile and available credits
Before you start
Make sure you have completed the following before building your workflow:
Created a new LinkedIn Lead Engine campaign and configured the Start campaign setup node (Audience, AI & Business Snapshot, and Settings). If you have not done this yet, see How to Set Up a LinkedIn Lead Engine Campaign.
Your contact list is imported and selected as the audience source. For this workflow, LinkedIn post is the recommended source type as it enables the Sentiment analysis agent.
Your LinkedIn account is connected.
Your Business Snapshot is configured. The AI agents rely on this context to make accurate scoring and routing decisions.
Step 1: Add a Profile analysis & Lead scoring agent
Click the + button below the Start campaign setup node and under Agents, select Profile analysis & Lead scoring agent.
This agent scores every contact based on their LinkedIn profile data and how well they match your ideal customer profile. Each criterion you define contributes to a weighted score between 0 and 100.
Configure the following criteria:
Industry: Select the industries that are relevant to your target audience. Set the weight to Low, Medium, or High depending on how important industry is to your scoring.
Location: Select the locations you are targeting and set the weight accordingly.
Company size: Select the company size ranges that match your ideal customer and set the weight to High if this is a strong indicator of fit for your business.
Target job title: Enter the job titles you are targeting. Press Enter or comma after each title to add it. Set the weight to Medium or High depending on how critical the role is to your outreach.
You can add additional criteria by clicking Add Criteria +.
Note: Each criterion contributes to the final score based on its selected weight. The AI calculates a weighted average and converts it into a final score between 0 and 100. The more specific and accurate your criteria, the more useful the score will be for filtering your contacts.
Click Save when your scoring criteria are configured.
Step 2: Add a Conditions node to filter by lead score
After the scoring agent, add a Conditions node. Select If lead score >= 75 as the condition.
This filters your contact list into two groups:
Green path (score >= 75): High-fit contacts who will continue into the outreach sequence.
Red path (score below 75): Low-fit contacts who will be tagged and exited from the workflow.
Setting a high threshold like 75 ensures you are only investing outreach effort in contacts who closely match your ideal customer profile. Contacts who do not meet the threshold are not lost. They are tagged so you can revisit them later or target them in a different campaign.
Build the low score path (red)
Click the + button on the red path and add an Add tag node. Tag these contacts with something descriptive such as "Low fit" so you can identify them later. Then add an End workflow node.
Step 3: Add a Sentiment analysis agent
On the green path, add a Sentiment analysis agent. This agent analyses the LinkedIn post engagement of each contact and segments them based on the tone of their activity.
In the settings panel, configure the sentiment segments:
Toggle on Positive and Neutral segments.
Leave Negative toggled off for this workflow. Negative sentiment contacts will not be routed into the outreach sequence. You can add a separate path for them later if needed.
Enable the Merge toggle and select Positive & Neutral as the merge scenario. This brings both segments back into a single path so the same outreach sequence applies to both.
Why merge positive and neutral? In a Post Engagement Prospecting workflow, both positive and neutral contacts have shown engagement with relevant content. They are worth reaching out to with the same sequence. Negative sentiment contacts may require a different approach or no outreach at all.
Step 4: Add a Conditions node to check connection status
After the sentiment agent, add a Conditions node and select If connected from the LinkedIn conditions list.
This branches the workflow based on whether the contact is already connected with you:
Green path (connected): Goes straight to a message sequence.
Red path (not connected): Starts with a connection request.
Step 5: Build the connected path (green)
For contacts who are already connected, add a series of Send message nodes with time delays between each to nurture the conversation progressively.
Send message 1: A warm opening message. Set the time delay to 1 day.
Send message 2: A follow-up that adds value or asks a question. Set the time delay to 3 days.
Send message 3: A final nudge or soft call to action. Set the time delay to 5 days after the previous step.
Use the AI assist tools and variables such as [FIRST_NAME] and [AI_ICE_BREAKER] to personalize each message. Click Preview to check how each message will render for a real contact before saving.
Note: This example uses three messages but you can add more steps, adjust the delays, or insert additional conditions depending on how your contacts typically respond. The workflow is fully customizable.
Step 6: Build the not connected path (red)
For contacts who are not yet connected, add a Connection request node. Write a personalized invite message using [FIRST_NAME] and [AI_ICE_BREAKER] to make each request feel relevant to the individual contact.
Add an alternate message as a fallback in case the primary message exceeds the character limit for a particular contact's account.
After the connection request, add another Conditions node and select If connected to check whether the contact accepted.
If accepted (green path)
Add a Send message node with a time delay of 1 day, followed by additional Send message nodes with delays to continue the conversation. This mirrors the connected path sequence from Step 5.
If not accepted (red path)
For contacts who did not accept the connection request, the workflow attempts to reach them through alternative channels. Add a Conditions node and select If open profile.
Green path (open profile): Add a Send InMail node to reach the contact directly. After the InMail, add an Add tag node to flag them, then End workflow.
Red path (not open profile): Add another Conditions node and select If InMail credit remaining.
Green path (credits available): Add a Send premium InMail node, then End workflow.
Red path (no credits): Add an End workflow node.
What the finished workflow looks like
When complete, your workflow follows this logic:
Score every contact for fit
Score below 75: add tag, end workflow
Score >= 75: continue
Analyze sentiment
Positive and neutral: continue into outreach
Negative: not included in this workflow
Check connection status
Already connected: send a sequence of follow-up messages
Not connected: send a connection request
Check if connection request was accepted
Accepted: send a follow-up message sequence
Not accepted: check if open profile
Open profile: send InMail, add tag, end workflow
Not open profile: check if InMail credit remaining
Credits available: send premium InMail, end workflow
No credits: end workflow
Next steps
Now that you have built a Post Engagement Prospecting workflow, you have a solid foundation for building any multi-path campaign in the LinkedIn Lead Engine. From here you can experiment with different scoring criteria, add email steps alongside LinkedIn actions, or introduce additional conditions to handle more contact scenarios.