Why Chasing “Likes” Keeps You Stuck (How Education Buyers Actually Decide)
Sun Feb 01 2026
Most education founders assume LinkedIn isn’t working because no one is engaging.
Posts get views but no likes.
Thoughtful ideas land quietly.
Weeks go by with no visible signal that anything is happening.
In this episode of EdSales Edge, Josh explains why that silence isn’t rejection — it’s evaluation — and introduces two mental models that change how founders understand credibility in education: the Conference Model and the Gym Model.
This episode isn’t about posting more, going viral, or gaming the algorithm.
It’s about understanding how education buyers actually behave — and adjusting your strategy so credibility compounds instead of burning you out.
WHY THIS MATTERS
Education is not a consumer market.
School leaders don’t buy impulsively.
They don’t announce interest publicly.
And they don’t signal trust until they already feel safe.
Founders who chase validation quit early. Founders who understand this dynamic stay consistent long enough to be chosen.
Paul King, founder of Neighborhood Education Partners, 3E alumni, closed district contracts with superintendents who never liked a single post.
Dr. Tara Williams, founder of Innovative Collegiate Consultants, also 3E alumni, built trust by being real instead of polished.
This episode reframes LinkedIn not as a stage — but as a long-term credibility environment where trust compounds quietly.
🔑 KEY STRATEGIES FROM THIS EPISODE
1. The Conference Model
LinkedIn works like a conference:
The Stage: Posts signal how you think. Clarity matters more than volume.The Sessions: Commenting and listening build familiarity.The Hallways: Private conversations are where trust and deals form.Content doesn’t close deals.
It earns access to the conversations that do.
2. The Gym Model
Credibility works like the gym.
You don’t see results immediately.
You don’t get rewarded every time you show up.
But every rep proves you’re consistent, serious, and not going away.
Founders who treat LinkedIn like a routine outlast competitors who quit when validation doesn’t show up fast.
3. Silence Is a Buying Signal
Your best buyer is often watching quietly.
Public engagement can be politically risky.
Likes aren’t how trust is expressed.
Silence often means vetting, not disinterest.
Founders who understand this stop chasing reactions and start building evidence.
4. Founder Story Builds Credibility
Trust isn’t built through polish — it’s built through conviction.
Founders like Paul King and Dr. Tara Williams earned trust by clearly articulating why their work mattered, long before buyers reached out.
WHO THIS EPISODE IS FOR
Education founders posting without engagementLeaders questioning whether LinkedIn is worth itTeams measuring success by likes instead of trustAnyone selling into long, high-stakes cyclesA MOMENT THAT STOOD OUT
Paul King’s mantra:
“Take the action. Let go of the result.”
NEXT STEP
Treat LinkedIn like a Conference, not a stage.
Treat consistency like the Gym, not a launch.
Show up with clarity.
Build trust quietly.
Let credibility compound.
SUBSCRIBE & SHARE
If this episode helped you rethink how education buyers decide:
Follow EdSales Edge
Share it with a founder ready to quit too early
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Most education founders assume LinkedIn isn’t working because no one is engaging. Posts get views but no likes. Thoughtful ideas land quietly. Weeks go by with no visible signal that anything is happening. In this episode of EdSales Edge, Josh explains why that silence isn’t rejection — it’s evaluation — and introduces two mental models that change how founders understand credibility in education: the Conference Model and the Gym Model. This episode isn’t about posting more, going viral, or gaming the algorithm. It’s about understanding how education buyers actually behave — and adjusting your strategy so credibility compounds instead of burning you out. WHY THIS MATTERS Education is not a consumer market. School leaders don’t buy impulsively. They don’t announce interest publicly. And they don’t signal trust until they already feel safe. Founders who chase validation quit early. Founders who understand this dynamic stay consistent long enough to be chosen. Paul King, founder of Neighborhood Education Partners, 3E alumni, closed district contracts with superintendents who never liked a single post. Dr. Tara Williams, founder of Innovative Collegiate Consultants, also 3E alumni, built trust by being real instead of polished. This episode reframes LinkedIn not as a stage — but as a long-term credibility environment where trust compounds quietly. 🔑 KEY STRATEGIES FROM THIS EPISODE 1. The Conference Model LinkedIn works like a conference: The Stage: Posts signal how you think. Clarity matters more than volume.The Sessions: Commenting and listening build familiarity.The Hallways: Private conversations are where trust and deals form.Content doesn’t close deals. It earns access to the conversations that do. 2. The Gym Model Credibility works like the gym. You don’t see results immediately. You don’t get rewarded every time you show up. But every rep proves you’re consistent, serious, and not going away. Founders who treat LinkedIn like a routine outlast competitors who quit when validation doesn’t show up fast. 3. Silence Is a Buying Signal Your best buyer is often watching quietly. Public engagement can be politically risky. Likes aren’t how trust is expressed. Silence often means vetting, not disinterest. Founders who understand this stop chasing reactions and start building evidence. 4. Founder Story Builds Credibility Trust isn’t built through polish — it’s built through conviction. Founders like Paul King and Dr. Tara Williams earned trust by clearly articulating why their work mattered, long before buyers reached out. WHO THIS EPISODE IS FOR Education founders posting without engagementLeaders questioning whether LinkedIn is worth itTeams measuring success by likes instead of trustAnyone selling into long, high-stakes cyclesA MOMENT THAT STOOD OUT Paul King’s mantra: “Take the action. Let go of the result.” NEXT STEP Treat LinkedIn like a Conference, not a stage. Treat consistency like the Gym, not a launch. Show up with clarity. Build trust quietly. Let credibility compound. SUBSCRIBE & SHARE If this episode helped you rethink how education buyers decide: Follow EdSales Edge Share it with a founder ready to quit too early