TL;DR
  • Engagement on a LinkedIn post is a signal. Someone who liked or commented on a relevant post is warm — they care about the topic.
  • You can scrape that signal and turn it into a targeted, personalized outreach list in hours.
  • ICP filtering in Clay cuts the list down to only the contacts worth reaching — no spray and pray.
  • Personalization writes itself: 'I saw you engaged with [post topic]' is a genuine, non-weird opener.
  • This playbook turns other people's content into your pipeline.
The Signal

WHY POST ENGAGEMENT *MATTERS*

When someone likes or comments on a LinkedIn post about a problem you solve, they're self-identifying. They engaged with the topic — publicly, voluntarily. That's a warm signal most outbound teams ignore entirely.

The post doesn't have to be yours. A competitor's viral post, a thought leader in your space, an industry analyst — anyone whose audience overlaps with your ICP is a source of warm signal.

The play: scrape who engaged, filter for ICP fit, reach out with context.

The Build

HOW THE *PLAYBOOK* RUNS

01
Post Identification

Identify LinkedIn posts where your target audience is engaging. Can be yours, a competitor's, a partner's, or an industry voice. Look for posts with 100+ engagements from your target job titles or industries.

02
Scrape Likers & Commenters

We use a LinkedIn scraping tool (PhantomBuster or Clay's native LinkedIn integration) to extract the profiles of everyone who liked or commented. This gives us names, job titles, and LinkedIn URLs.

03
Clay Enrichment & ICP Scoring

Profiles flow into Clay. We enrich each contact with full firmographic data and run the ICP scoring prompt — filtering down to A and B tier contacts only. Unverified emails or non-ICP contacts are automatically suppressed.

04
Personalized Sequence Enrollment

High-fit contacts route into a LinkedIn + email sequence via HeyReach. The first touch references the post they engaged with — genuine context, not a fake opener. Conversion rates on post-engagement outreach run 2–3× standard cold.

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Best Posts to Target

Pain-point posts ("we tried X and it failed"), opinion posts that generate debate, and industry benchmark posts with high engagement from your target titles.