Richard Moore

I help consultants get clients on LinkedIn, using sales and content 🚀 Follow #RichTips for content

At some point it becomes obvious: your expertise isn’t the problem.
The real challenge is turning that expertise into consistent, high-value revenue.

Whether you lead a commercial team or run your own consultancy, gaining traction with potential clients on LinkedIn often feels harder than it should.

That’s where I come in.

I train leaders, consultants, and founders in the psychology of high-trust deal-making and sales. This helps individuals and teams move from interest to commitment without pressure or scripts.

My work blends behavioural psychology, strategic communication, and modern sales design.
More importantly, it comes from doing it:
22+ years of being a sales practitioner and $millions in converted deals.

Because theory is powerful
But you can't beat having done it too

Crucially, the help I give is for those who want to sell with nuance, credibility and long-term results.

Here’s what we focus on:
Strategic positioning: shaping how your expertise is perceived by buyers and decision-makers

Authority content: creating trust through clarity, not noise

Conversation design: turning dialogue into opportunity with structure and intent

Deal-flow mastery: applying timing, buyer psychology, and decision dynamics to close complex deals

I’ve worked with organisations from Microsoft and LinkedIn, to JP Morgan and Deloitte
Beyond this I've also coached thousands of consultants, coaches and founders

All of them have had the focus on refining how they sell and how they communicate

As a 2x LinkedIn Top Voice and LinkedIn Learning Instructor with five courses on sales and communication, studied by tens of thousands of professionals worldwide, I'm asked to work with professionals on their delivery, awareness of buyer state and the words that move a buyer to step forward. 

My communities, the LinkedIn Client Accelerator and Art of Sell, bring together over 500 members focused on mastering client acquisition and high-trust sales.

In the offline world I founded Entrepreneur Business Live, a global event series connecting business leaders to support local causes and I’ve delivered keynotes and lectures at Oxford University, Warwick Business School, University of Edinburgh, Nottingham, Pearson Business School and many more.

If you want to elevate how you or your team win clients, with more trust, depth, and commercial precision, this is where we start.

DM me here on LinkedIn
Or email directly richard@therichardmoore.com
Or check out the featured links on this profile for more

Follow #RichTips for insights on high-trust deal-making and sales

Founder - LinkedIn Client Accelerator

Imagine being such a badass that you:

- win Dragon's Den
- casually teach yourself Chinese
- are head of growth for a $200MM fund
- worked at Accenture then JP Morgan 
- and are a serial entrepreneur 

Such a person exists

And she's called Carina Cunha.

So I'm thrilled that she is tonight's Masterclass in Art of Sell

You see, it's easy to find a community with speakers that
- Present well
- Have lots of followers
- Can even show some results

But it's a completely different game when they operate at the highest level

Last week?
Our topic was copywriting
So the speaker had sold $1bn 
And worked at Ogilvy

Next week?
How to communicate for sales 
He's coached Oracle and T-Mobile
And over 65,000 have taken his courses

When I built this community I wanted one thing from the learning:
Excellence

Always ask this question:
"Am I listening because they're popular? 
Or am I listening because they're the best?"

What's your belief on this?

--
Want to join us? 
Jump into the first featured link on my profile here → Richard Moore

#RichTips

I train founders in the psychology of high-trust deal-making and sales | Creator, Art of Sell | 2× LinkedIn Top Voice

I've posted over 2,000 times so I know this:
(and it's why you don't get customers)

One of the main frustrations shared on LinkedIn is the right people "aren't being reached" with your content.

Do you feel that too?

Well, here's the thing:

The right people probably ARE being reached;
they're just not being moved.

Getting someone to see your post in their feed is easy:
- Connect and interact in some way
- LinkedIn will observe this
- Your post will probably get in their feed

But just because they came to the show, doesn't mean they found it stimulating. 

If you're:
- Bragging about getting some followers
- Sharing your "latest whitepaper"
- Posting averaged AI "value" 

they'll simply exercise their right to scroll past you.

But if you move them...

Now, we get some action!

↳ It's not good enough to post content
↳ It's not even enough to do it consistently
↳ It needs to make the right people feel something

That's the difference. 

Otherwise, you're just another forgettable blur to them as they scroll right by.

So treat it as feedback:
No interest? 
They were there.
So it's on you to improve.

When did the right person step forward for you?

--
📸Photo from LinkedIn, California, when shooting my latest Learning course
And I'm visiting the London HQ in a couple of weeks. 
What should I ask them?

#RichTips

These 3 job stats are a worry: 72%, 51%, 44%
Because they show something serious going on:

The numbers are for 2023, 2024 and 2025 in terms of the % of candidates with multiple job offers in their most recent job search*

That's trending dramatically down.

What does this mean?

This:
If you are less likely to have options, then you need to change something. 

Especially as the employment market will only get more competitive.

So what to do?

Focus on you, more. Here's how:

Look, sending out a résumé and patiently waiting in line is asking for trouble.

Instead, proactivity is the solution.

So:
1. Share your opinions on LinkedIn
↳ You'll be asked them in an interview anyway. 
But now your answer reaches many.

2. Network up
↳ Connect with those that might hire/influence hiring decisions. 
But be human: conversation > a pitch for a job

3. Show up, just not in queues
↳ Waiting in line for an interview screams average. 
Instead, go to events to network. Even attend events here on LinkedIn. 

Having the inside edge like this is how you get noticed
And importantly, it starts useful conversations.
Those that hire love to see initiative. 

What else? 
Work on your communication:
- Persuasion, influence and articulation all matter. 
- Because when you work hard to get your foot in the door, you don't want to throw that opportunity because you didn't train how you'd show up.

How else can a job seeker be proactive?

--
PS These skills matter. 
Not just in getting a job but after, too. 
That's why my Art of Sell community isn't just for better pitches,
It's for better persuasion and mastery of communication.
Yesterday, we had Alicia Teltz show how to win with LinkedIn
Tomorrow, we have Ravi Rajani go deep on building trust
These are the skills for careers. Not just moments.

From the Gartner “Voice of the Candidate, 1Q25” survey 

#RichTips #jobs

Richard Moore hosting his Entrepreneur Business Live London charity networking event, 2025

Bad advice can often sound good
So we think it's right. Here's an example:

Write content for 1 person
Talk about the 1 problem
Give them 1 solution

Part of this misses the mark.

And it's that middle line.

"Talk about the 1 problem"

You see, when you truly understand buyer behaviour, you realise something about "problems":
• You know what they are
• They usually don't

Typically, people don't fully know their problems
and they certainly haven't labelled them

For example:
- Business owners don't know their website's issue is its UX
- A patient with a cough won't know they have bronchitis
- CEOs don't think their problem is their personal brand

Problems require awareness

So you can see that speaking about problems often misses the mark.

You get it
Your peers get it
...and your engagement wrongly suggests your audience gets it

But the right people need it to relate more to what they're feeling now.

How do we fix this?

Instead of talking about the problem itself,
Speak to the symptoms of the problem:

Suddenly, the right people can relate to them
Because they're consciously living them
They're totally frustrated by them
They're fed up with them

It's a tiny nuance, but makes a massive difference

So,

Write content for 1 person
Focus on their symptoms 
Give them 1 next step

What are your customers' top symptoms?

--
📌The nuances of getting this right are covered in the Art of Sell
Comment or DM me "symptoms" and I'll share more about the workshops included

#RichTips

Richard Moore at his Entrepreneur Business Live London charity networking event

Let's stop pretending the month is over.

It’s not.

And yet some are already winding down, half-writing off the last few days like they don’t count.

Let me remind you:
↳ Revenue doesn’t care what the calendar says
↳ Targets don’t adjust themselves because you “feel done”
↳ And prospects don’t progress themselves while you blow across your coffee and coast into December

We’ve got 4 working days. 

That’s not “wrap-up” time
It's close time

↳ The pros know it
↳ The high performers I know always have this attitude
↳ That top 1% are circling their opportunities

Meanwhile, others are forecasting
Because they're finished.

So ask yourself:
Are you done? 
Or are you hitting the end of the month?

Easing in vs finishing strong:
It's always interesting to see how people respond, this time of the year

--
Having this state of mind is why I have mindset as my 1st module in the LinkedIn Client Accelerator: it affects all other things. 
DM "Mindset" if you want to see a breakdown of the modules the 241 members have access to

♻️Repost this if you feel those in your network need this energy!

#RichTips

Richard Moore hosting his Entrepreneur Business Live London, charity networking event

You are an asset.

This mindset shift altered two things for me:
- The view of myself 
- My career in sales

Here's how you possibly see yourself right now:

You see yourself as a source of frustration to prospects
You feel their time is worth more than yours
You're concerned you're intruding

Instead, start viewing yourself as an asset and the solution to their problems.

If a potential prospect needs support, then you are providing it!

This is valuable and needed.

From that reframe, you're not an irritation nor imposing on them.

Only by recognizing how much you can contribute in solving problems will you start approaching your sales as the helpful advisor rather than a begging, needy salesperson.

So, show them you're the expert equipped to answer any question they might have. 

But the big thing is to also show up as someone proud to be able to assist them.

Your skills and expertise are what set you apart and make you an asset - so now it’s time to own it.

Be honest: how do you view it?

--
♻️Repost this if you believe your network needs to see it

📌Hundreds of you have joined the Art of Sell so far and I can see why:
It's not just sessions on pitching, negotiation and delivery of price. 
It's also the adjacent topics on mindset, ego and linguistics. 
Pro-level customer acquisition is about being master of many areas
Not just one or too. 

Click "Visit my Website" at the top of this post for your access.

#RichTips

"This might not work"

Are you willing to say that?

According to Seth Godin, this is precisely what a leader should be willing to say to their team. 

Managers follow rules
They execute the plan
They deliver the thing 

But to volunteer. To say "I'll try this";
That is leadership.

So, 
↳ If you're doing the same as your peers
↳ If you're playing safe to only take part
↳ If you're letting others be the outliers

Then you're in the riskiest business of all.

Instead, we should be "dancing with the future".
Because it might just work.

To share a room with Seth and incredible leaders from 
- LuluLemon
- US Navy
- Schneider Electric
- Johnson Controls
- IKEA
and so many more, was a real gift this week.

Thank you to Brian Evergreen for hosting us in his The Future Solving Club. 
When you're invited to such spaces, grab them with open arms.

It's forums such as these that we can learn from the best, especially with a peer group of winners. 

Three more takeaways from Seth in the comments below🔽

--
♻️Repost this if you feel this is a great description of leadership

#RichTips

I always know where to find success.

You just need to audit one thing to get it:

The company you keep. 

So to be invited to join The Future Solving Club's roundtable with Seth Godin is a no-brainer. 

Why do you think that is?
Because Seth Godin is there? 

Well, only partly. 

You see, it's not just who's speaking that matters

It's who's in the room, too. 

Because the club partners with the likes of IBM & AWS. 
It also counts leaders from over 200 Fortune 500 as attendees.

And we should remember this here on LinkedIn:
- It's easy to fall into echo chambers
- It's easy to follow the loudest
- It's easy to have nice chats

But when we're more discerning with where we spend our time
And from whom we learn,

We notice it maps to far more productive dialogue
A collective levelling up for all involved
And more, aligned opportunities 

So ask yourself, who are you getting around a table with, this week?
↳ The same people as always?
↳ Or are you reaching up?

--
Huge congrats to Brian Evergreen for putting together a fantastic group with FSC and also for bringing us stimulating speakers like Seth.
Visit his profile for more on joining the group.

#RichTips

The Future Solving Club

Redefining Strategy for the Era of AI, author of 📖 Autonomous Transformation, Advisor & Keynote Speaker

Oprah Winfrey has tea. And I sold it.
The crazy part? It was 6 years out of date

Here's how it happened

The family regularly do car boot sales:
- I love them: I try sales technique out
- My wife loves them: it clears the house
- The kids love them: our Tesla has Netflix

So, the box of tea:
A nice tin, sure
But the contents: undrinkable
What was the angle?

On the lid it said "Oprah's Favourite Things"

"Oprah's Favourite Things" is considered one of the best launch pads for products:

Her "bump" effect boosts any brand that is featured:
Spanx 
UGG boots
Beats Audio
And many more

"Oh, I like Oprah. What's this?" said the punter at my stand

"That's a tin of tea, but the best part is it's an 'Oprah's Favourite Things'" I said
- I left an open loop
- Open loops create intrigue

"Hmm, oh the tea's out of date. But what's 'Oprah's Favourite Things'?" 
- Interest in the tea (the *main thing*) is gone
- But I have a better thing: confirmed intrigue

I explain the concept to her
I cite the likes of Beats and Spanx 
Now, we've added credibility to the intrigue

"Oh wow - well I love Oprah so I'll take it!" she replies
"...and I can keep something else in the tin" she adds 

So what's the lesson? 

Buyers differ in their needs
The product may look the same to you
But your job is to accentuate what they care about

Often, when you're selling tea, you don't need to talk about the tea...!

What are the "side" reasons people buy your products?

--
PS yes Winfrey is spelt wrong. 
AI and it's legalities are stubborn and I don't have the time. 
Nor, of course, does it matter in the slightest!

#RichTips

I used to only think about the bottom line

But I learnt growth needed another thing too

You see, there's something very consistent here:

- Those that focus on money only
↳ Only get so much

- Those that focus on money + client impact
↳ Always get more

If you're built to care, there's always more upside for you.

But beware:

- Those that only focus on client impact and not money too
↳ Growth will always be a problem

Ultimately you're running a business. 
Never forget that

But your customers are people. 
And you have a duty of care to them

Who has given you the best customer service this year?

--
What's the process I use to generate sales each day?
I shared it last week in my Accelerator program
DM "daily" and I'll share the next steps to join it

#RichTips

Something happens on every post

...when you aren't generating leads

We start with an idea 
↳ a perfect lesson that can help people

Then we add a mic drop  
↳ it needs to feel profound, right?

We also spend time on the hook 
↳ it's got to grab eyes

Finally, we mess with the text 
↳ readability matters*

Once posted we're poised 
↳ ready to engage

And then we reply 
↳ everyone gets one

But the thing that happens is we're focused squarely on promoting the post.

And we starting thinking like this:

- How can I get more engagement?
- I must make sure I like every comment!
- Can I reply agreeably so this person likes me?
- Who might I tag to get more engagement here?
- Can I get them to return and write another comment?

And over time, we do this so much that the above becomes the whole game. 

Rather than moving our audience from reader to lead.

So, here's your new approach. Ask these:

What's this person saying?
↳ Can I reply, but also take the conversation further in the DMs?

How about the short comments without much detail? 
↳ Let's ask them to elaborate so we have more to work with

Who found this stimulating? 
↳ Curiosity shows up as profile views - let's ask them what caught their eye on our profile

And those complimenting or adding a load of detail in their comments? 
↳ That's a massive signal that you can engage deeper in the DMs. They're keen to speak and that's your big opportunity. 

Now, look at my layout above:
The first two lists are perfectly laid out. Aren't they?
They're linear. They're easy to follow. Everyone does them.

Then look at the last list:
A mess. Organic. Bloated.
Unpredictable.
Harder work to read.

That's what it's like to engage with individuals. 
Everyone is different and that makes it interesting. 
And that's the "harder" space where dealmaking happens. 

Winners embrace people as well as systems. 
And your deals are made when you uncover different people and different needs. 

Not when you just beautifully skim the surface.

Do you agree? It's one of my missions to help people understand this.

--
♻Share this if you want to help spread the word.

*This is pretty meta, right?

#RichTips

You don't need more time
You do need more permission

...from yourself.

Let's address a common growth hurdle: Hesitation.

Holding back
Waiting for signs
Needing perfect conditions
Hoping for the "right" moment

These moments usually never come.

And, as we say in sales, if opportunity doesn't knock, you have to build the door.​

Being proactive means:

1.
Initiating conversations before the prospect even realizes they need you.

"Oh, but I don't want to reach out to people. I want them to DM me first"

→ How's that working out for your bank account?

2.
Asking insightful questions that uncover hidden challenges

"But I don't know what to ask them"

→ Simply ask a question based on whatever is being discussed. 
And, if in doubt, ask them "if you could elaborate some more?"
That always works

3.
Follow up consistently, providing value each time​.

→ Check in with them. You're not the most important person in their life so you can be forgotten
90% of closed deals require some form of follow up

So here's the lesson:
Confidence isn't about having all the answers; it's about being willing to start the conversation.

Your prospects are seeking solutions and they won't find you if you're waiting in the shadows.​

Take the initiative
Reach out

Because the only thing scarier than making the first move is watching opportunities pass you by.

--
"But how, Richard?!"
I've got you. Here's how I do it:
https://lnkd.in/drg4HZXX

#RichTips

Winning a deal with S&P Global was simple
But not easy. It's one of my top lessons though:

The punchline is this:
Do the things nobody else can / will do

So, S&P's Capital IQ division needed a new sales director

Simple enough? 

Nope - they'd been looking for 9 months
Nine. 
With agencies
With advertising 
With internal recruiters

They'd given up hope.

The issue was this:

They needed a fluent Russian & English speaker with particular experience in UK markets to move to Moscow. 

"Richard, if you can find this impossible person, you can work with us"
"Impossible". Perfect.

I didn't sleep for what felt like a month
I ate candidate coffee meetings all day long
I "completed" London in unearthing candidates

Then I found Lisa. 

Technically a right fit
But that's only half the job;

You need to then sell the role too.

By then I knew this Sales Director role inside out

Time tests discipline and passion. 
But both were boosted when I saw she was a fit.

She got the job. 
They couldn't believe it.
And she stayed at S&P 12 years. 

They then became one of my best clients
They opened the doors to IHS Markit
To J.P. Morgan and to many more,

All because I dared to do the thing others found "too hard"

Fix problems rich people can't solve
The returns aren't just the money
They're getting you in the room
They're new leverage to others
They're a reputation "level-up"

Have you ever dug deeper than the rest, to win?

--
PS:
Client acquisition isn't just about technique
It's about grit
Wanting it
Going further than the others.
That's why Art of Sell isn't some cute community with lovely chats about selling
It's the best in the world giving the detail that matters
Last night, an ex-Ogilvy copywriter responsible for $1bn in sales joined us
But where were you? 
DM me to join the inner circle

#RichTips

S&P Global

IHS Markit

J.P. Morgan

Art of Sell

Some things you just can't do alone

And Art of Sell couldn't work without Vita 

So happy birthday to our superstar head of community!

Vita's impact to the members means
- Daily attention
- Guiding and directing to solutions
- Working with our amazing speakers
- And managing many operations 

This is the richness that adds so much to the experience. 

And she's brought her 🔥 to other communities too, from Jacob Cass 🦩 to Matt Barker 

Impressive stuff, since she also is a busy mother, semi-pro padel player and full time operator of Schitt's Creek gifs (iykyk).

Often, greatness comes from those that deliver the experience, not just the features. 

Vita - you do that for so many of us.

Have an awesome day, Vita!
From me, Art of Sell and all you touch.

--
Ps Wrong answers only: what was Vita concerned about, just off camera, when this pic was taken?

#RichTips

Forging communities for creators that members can’t get enough of 🏡

🦩 I help brands Stand The Flock Out™ w/ strategic branding & distinctive design. 👋 Founder of JUST Creative™ ✊ Founder of Brand Builders Alliance™ 🚀 Let's Flamin-go!

Fast, Easy & Fun LinkedIn Writing. Advisor @ magicpost.in. LinkedIn Writing & Growth Advisor.

If you haven't closed a sale, this is for you

And it's what I did 20+ years ago:

"Why would I want to be the first one?" 
I remember a prospect saying, when we launched a new product.

And they were right; it felt risky. 

Features and benefits aren't enough when nobody else has taken a leap of faith yet.

So what to do? 

Watch and see. 
The experience you're giving them is worth far more than you realise.

When there is a leap of faith
This definitely closes the gap

Is this "helping" approach one you do enough?

--
♻️Repost this if you feel your network needs to see it

#RichTips

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