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How To Win Over Skeptical Clients
We could think that now that information is more accessible than ever, it would be easier for people to find our products, but the reality is quite the opposite. The information overload has buried a lot of great companies, so being "great" is not enough anymore. Borja Cuan, co-founder of 415 Digital, joins Melinda Lee to reveal that the secret to standing out is about the discipline of communication, the power of proactive transparency, and the surprising strategy of giving away value for free to build trust.
In This Episode, You Will Learn:
Why Clients Fire You
“Whenever there's an issue with a client, I'm usually finding that it's tied to bad communication.”
It's often not about the results. Discover why a lack of communication is the silent killer of client relationships and how asking for validation can save a partnership.
The "One Win a Week" Rule
“It didn't need to be anything huge. It could be a small victory.”
Learn the simple yet powerful habit Borja implemented 8 years into his business: requiring his team to highlight one positive update to each client every week to proactively build trust and showcase value.
How to Win Over a Skeptical Market
With so many agencies burning their clients, find out why Borja's "secret weapon" is doing work for free upfront to give prospects a taste of what it's like to be a client.
Breaking the "Bragging" Taboo
“Neither your managers nor the client will think you are bragging.”
Highlighting your own successes is not arrogant. It's your responsibility to make your team's achievements known because clients and managers are often too busy to notice them.
____________________________________
Most leaders overcomplicate their communication. They share too much, prepare too little, and wonder why their message didn't land.
Check out our blog post "Leadership: Dos and Don'ts" to stop treating communication as an afterthought and start getting results.
____________________________________
About the Guest:
Borja Cuan has been in performance marketing since 1998, back when Google was barely a year old. As co-founder of 415 Digital, he helps businesses scale through strategic advertising on Google, Meta, LinkedIn, and Pinterest. His approach combines big-picture thinking with meticulous attention to detail, ensuring clients and team members get real value from their work. Borja is known for embracing AI as a tool to boost efficiency and free up his team to focus on what truly matters: building strong client relationships and driving revenue.
Social Handles:
LinkedIn: https://www.linkedin.com/in/borjacuan/
Website: https://four15digital.com/
Fun Fact:
⚽ He once played soccer in front of 60,000 fans at Celtic Park in Glasgow.
____________________________________
About Melinda:
Melinda Lee is a Presentation Skills Expert, Speaking Coach, and nationally renowned Motivational Speaker. She holds an M.A. in Organizational Psychology, is an Insights Practitioner, and is a Certified Professional in Talent Development as well as Certified in Conflict Resolution. For over a decade, Melinda has researched and studied the state of “flow” and used it as a proven technique to help corporate leaders and business owners amplify their voices, access flow, and present their mission in a more powerful way to achieve results.
She has been the TEDx Berkeley Speaker Coach and has worked with hundreds of executives and teams from Facebook, Google, Microsoft, Caltrans, Bay Area Rapid Transit System, and more. Currently, she lives in San Francisco, California, and is breaking the ancestral lineage of silence.
Website: https://speakinflow.com/
The Legacy Growth System™: https://www.speakinflow.com/legacy-growth-system
Facebook: https://m.facebook.com/speakinflow
Instagram: https://instagram.com/speakinflow
LinkedIn: https://www.linkedin.com/in/mpowerall
Thanks for listening!
Thanks so much for listening to our podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page.
Do you have some feedback or questions about this episode? Leave a comment in the section below!
Subscribe to the podcast
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Leave us an Apple Podcast review.
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View all episodes
By Melinda LeeWe could think that now that information is more accessible than ever, it would be easier for people to find our products, but the reality is quite the opposite. The information overload has buried a lot of great companies, so being "great" is not enough anymore. Borja Cuan, co-founder of 415 Digital, joins Melinda Lee to reveal that the secret to standing out is about the discipline of communication, the power of proactive transparency, and the surprising strategy of giving away value for free to build trust.
In This Episode, You Will Learn:
Why Clients Fire You
“Whenever there's an issue with a client, I'm usually finding that it's tied to bad communication.”
It's often not about the results. Discover why a lack of communication is the silent killer of client relationships and how asking for validation can save a partnership.
The "One Win a Week" Rule
“It didn't need to be anything huge. It could be a small victory.”
Learn the simple yet powerful habit Borja implemented 8 years into his business: requiring his team to highlight one positive update to each client every week to proactively build trust and showcase value.
How to Win Over a Skeptical Market
With so many agencies burning their clients, find out why Borja's "secret weapon" is doing work for free upfront to give prospects a taste of what it's like to be a client.
Breaking the "Bragging" Taboo
“Neither your managers nor the client will think you are bragging.”
Highlighting your own successes is not arrogant. It's your responsibility to make your team's achievements known because clients and managers are often too busy to notice them.
____________________________________
Most leaders overcomplicate their communication. They share too much, prepare too little, and wonder why their message didn't land.
Check out our blog post "Leadership: Dos and Don'ts" to stop treating communication as an afterthought and start getting results.
____________________________________
About the Guest:
Borja Cuan has been in performance marketing since 1998, back when Google was barely a year old. As co-founder of 415 Digital, he helps businesses scale through strategic advertising on Google, Meta, LinkedIn, and Pinterest. His approach combines big-picture thinking with meticulous attention to detail, ensuring clients and team members get real value from their work. Borja is known for embracing AI as a tool to boost efficiency and free up his team to focus on what truly matters: building strong client relationships and driving revenue.
Social Handles:
LinkedIn: https://www.linkedin.com/in/borjacuan/
Website: https://four15digital.com/
Fun Fact:
⚽ He once played soccer in front of 60,000 fans at Celtic Park in Glasgow.
____________________________________
About Melinda:
Melinda Lee is a Presentation Skills Expert, Speaking Coach, and nationally renowned Motivational Speaker. She holds an M.A. in Organizational Psychology, is an Insights Practitioner, and is a Certified Professional in Talent Development as well as Certified in Conflict Resolution. For over a decade, Melinda has researched and studied the state of “flow” and used it as a proven technique to help corporate leaders and business owners amplify their voices, access flow, and present their mission in a more powerful way to achieve results.
She has been the TEDx Berkeley Speaker Coach and has worked with hundreds of executives and teams from Facebook, Google, Microsoft, Caltrans, Bay Area Rapid Transit System, and more. Currently, she lives in San Francisco, California, and is breaking the ancestral lineage of silence.
Website: https://speakinflow.com/
The Legacy Growth System™: https://www.speakinflow.com/legacy-growth-system
Facebook: https://m.facebook.com/speakinflow
Instagram: https://instagram.com/speakinflow
LinkedIn: https://www.linkedin.com/in/mpowerall
Thanks for listening!
Thanks so much for listening to our podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page.
Do you have some feedback or questions about this episode? Leave a comment in the section below!
Subscribe to the podcast
If you would like to get automatic updates of new podcast episodes, you can subscribe to the podcast on Apple Podcasts or Stitcher. You can also subscribe in your favorite podcast app.
Leave us an Apple Podcast review.
Ratings and reviews from our listeners are extremely valuable to us and greatly appreciated. They help our podcast rank higher on Apple Podcasts, which exposes our show to more