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You know the feeling. You’ve just had the most incredible coffee chat with a prospective client—they loved your energy, called you inspiring and you walked away thinking, “This could be something amazing.” But then… nothing. Radio silence. Another lovely conversation that leads absolutely nowhere whilst your calendar stays frustratingly empty.
Here’s the uncomfortable truth: you’re probably brilliant at building connections, but not quite as good at converting them. You’ve done the work, built the relationships and shown up with heart and generosity. But when it comes to actually asking someone to work with you? You freeze. You second-guess yourself. You worry about sounding desperate, awkward, or God forbid, salesy.
The problem likely isn’t that people don’t value you—it’s that you never invite them to go deeper. They’re actually waiting for you to show them how. What you need isn’t more connections; it’s conversion. Because at the end of the day, it’s the cash in your bank that pays the bills and keeps your business in business.
The good news? That bridge between value and conversion doesn’t have to be awkward. In fact, it can be authentic, beautiful, and even fun. I like to think of it as finding someone who wants to dance with me—not selling, but seeing if we’re meant to move together.
So how do you do it? Let me share five ideas with you as to how you can move into this more human to human sales approach.
Reflecting on Sales
Let’s start by reflecting on the concept of sales. The word itself has got a bad rap, hasn’t it? We’ve all experienced sales at its worst—people we’ve scarcely known sliding into our DMs with unsolicited pitches. It’s enough to make one want to block and run. No wonder we often swing too far in the opposite direction, to a point where saying nothing at all becomes easier. We wait in hope that others will somehow just know that our doors are open for business, generously giving our time, energy and value without seeing much return. But let’s face it: hope isn’t a strategy, and your brilliance deserves to be paid.
The Transition Moment
Let me share a story from my work with a client who was feeling utterly deflated. She had been having what seemed like delightful coffee chats. People were inspired and loved her energy. Yet, nothing materialised from these promising conversations, leaving her frustrated. After unpacking her approach, we discovered she froze at the critical moment—the invitation to go deeper. Once she shifted her focus from fear of appearing salesy to simply extending a gracious invitation, the results were remarkable. Within a week, she gained two new clients without pressure, just from a simple change in energy and approach.
Embrace Authenticity
Connection isn’t enough by itself; conversion is key. Business thrives on relationships that lead to results, not just warm fuzzies. Let’s explore some suggestions:
- Clarity is Key: Be crystal clear about what you do, who you do it for, and the outcomes you create. Avoid generic affirmations. Speak plainly and proudly about your work—this precision makes it easier for others to refer you.
- Curiosity Over Pitching: Lead with genuine curiosity. Ask probing questions to understand challenges and aspirations. When you find an opportunity to offer help, do so as an act of sharing insight rather than a hard sell.
- Inviting Opportunities: No one wants to be sold to, but everyone loves an exciting invitation. Use language that explores alignment and curiosity about working together, creating a relaxed and inviting atmosphere.
- Follow-Up with Grace: Following up doesn’t have to be awkward. Be cheerful and relaxed, genuinely ensuring your proposal met their needs, offering to provide further insights if necessary.
- Show Up as Your True Self: Build your business on authentic relationships. Present the same genuine self on a Zoom call as you would over coffee. Authenticity engenders trust, which is your greatest currency in today’s world.
Finding Your Dance Partners
I often liken the sales process to seeking a dance partner, shifting the narrative from selling to building something beautiful together. This approach is fun, authentic, and effective.
So here’s my challenge for you: comb through your network. Review past clients and warm leads where you might not have extended an invitation for a next step. Reach out, not with a pitch, but with your presence. And if this resonates and you’re ready to transform your network into a thriving client-generating ecosystem, reach out to me. I can guide you through this process with systems that truly work.
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