The prospect, the comment and the relationship. Every founder has a list of dream prospects, and a good few on there are people who never connect with anyone on LinkedIn. Or so it seems.

Jason Luboyera runs 360 DigiSales and has spent close to a decade growing businesses through LinkedIn. He calls these unreachable dream prospects “walrus” clients, and he’s landed quite a few back-and-forths with well-known investors using nothing but a sharp comment.

Here’s how to get noticed by prospects (who ignore you)...

You don’t need to be connected to comment on someone’s post. A sharp, informed, slightly provocative comment on a walrus client’s post gets seen (by them and by their whole audience) and often gets a reply. That reply is the opening of a connection request from you.

“You can come at a walrus from many angles, and once you land it, it feeds you for years.”

Make the list. The handful of people who, if you got into a real conversation with them, could move your business meaningfully. The ones who’ll never accept a cold connection.

You don’t need to connect. Follow them, so their posts show up in your feed, and you can be there early and consistently when they publish.

When a walrus posts, the early comments get the most visibility, from the author and from everyone else reading. That’s your slot. But “Great post!” is worse than nothing; it marks you as noise.

Leave a genuinely informed comment — something that shows you understand their world and adds a real thought to the conversation. The goal is for them to read it and think, who is this, rather than scroll past.

Agreement is invisible. The comments that earn a reply have a respectful edge — a point that gently challenges or extends what they said, without being rude or contrarian for its own sake.

Jason’s own example was a pointed but non-accusatory comment about investors acting as “spokesmen” for their own portfolio companies; sharp enough to be interesting, fair enough to invite a response. It started a back-and-forth with a well-known investor in the comments. That’s the bar: interesting enough to demand a reply.

Once they reply, you’re no longer a stranger in the connection queue; you’re someone they’ve had a public exchange with. Keep showing up on their posts with the same quality. Let it build.

Over time, the comment relationship warms the ground for everything else: a connection request that now gets accepted, a message that now gets read. Land one walrus this way, and the relationship can feed your business for years.

You stop being one of a thousand ignored requests and become a familiar, credible voice in front of the exact people you most want to reach. No connection required, no cold pitch, no begging for attention.

It costs you a few minutes per post and a real thought each time. Landing one walrus can be worth more than every cold message you’ll ever send.

This play is one piece of LinkedIn 101, Jason’s full masterclass inside the Founder Collab. The full session shows you how to use LinkedIn as a real business-growth tool:

You’ll also get access to 40+ other masterclasses from SA founders and operators on sales, fundraising, UX, paid media and more inside The Founder Collab.

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