Jon continues his chat from the previous episode with sales expert Helen Tebay. They discuss practical tips to convert cold leads into hot sales. Helen shares advice on dealing with unresponsive clients and the importance of booking follow-up steps during initial calls. They also cover strategies for getting video testimonials and staying focused during slow periods. Jon shares why proactive outreach and customer-focused communication are so important.

Today's Guest...

Helen Tebay helps service-based business owners like coaches, consultants, and experts to sell and market their businesses. Win more 4 and 5-figure clients faster. Feel better about selling and learn how to sell better.

Episode Highlights...

00:00 Introduction

01:20 Dealing with Ghosted Leads

02:18 Booking Follow-Up Calls

04:39 Direct Communication Strategies

09:36 Staying Focused During Slow Months

12:42 Understanding Client Value

14:52 Gathering Client Testimonials

16:17 Leveraging Video Testimonials

24:18 Real and Relatable Marketing

25:48 Final Thoughts and Key Takeaways

27:17 Favorite Travel Destinations

28:34 Where to Find Helen Online

29:10 Closing Remarks and Next Episode Teaser

Key Takeaways...

Importance of Following Up and Being Clear

You should always schedule a follow-up call straight after your first meeting or sending a proposal. This keeps things moving and stops leads from disappearing. Be clear and direct when reaching out again, whether it’s through an email or a phone call. It helps you get answers and restart any stalled conversations.

Staying Active When Business is Slow

During quiet times, stay focused by taking small but effective steps. Have meaningful chats with potential clients, share helpful advice, or highlight past client wins. Doing things like hosting a live session or posting success stories keeps your name out there and shows you’re still open for business.

Keeping Your Marketing Real

People connect with what’s real. Instead of polished ads or perfect videos, try sharing behind-the-scenes clips or genuine client stories. This shows the true side of your work and helps build trust with new clients who can see what it’s like to work with you.

Links Mentioned In The Episode...

Connect with Helen on LinkedIn

Visit Helen’s Website

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In The Next Episode...

Next time we'll be celebrating Architecture Business Club’s one-year anniversary.