Turning Conversations into Clients (Without Being Salesy)
By Sara Torpey, Business Coach at Torpey Coaching and Creator of Selling for Weirdos
Meeting people and building connections is a vital part of business success.
But - it’s not the only piece of the connection puzzle.
One of the biggest struggles I see as a coach is how to turn amazing conversations and new connections into new clients without it being gross. When I think about this transition - from connection to client - I think that the bridge is advocacy—clearly naming your value, making specific offers, and inviting next steps — without pressure or pretense. Advocacy isn’t about scripts, perfect questions or funnels; it’s about clear, human connection.
So… how does this actually work?
First: One thing to remember:
When you’re connecting, your job isn’t to say the perfect thing—it’s to connect, and if and when you can, to help. Ask generous questions, listen for what matters, and reflect back what you hear. Then offer something concrete:
“I have a resource that might help - would you be open to me sharing it?”
“Would it be useful to look at this together for 20 minutes?”
“Here’s how I help clients with this—would it be okay for us to talk about how I can help?”
Permission-based offering respects each person’s autonomy while also sharing how you can actually solve the problem. It’s an invitation, not a push. And if they say ‘no thanks’? Nothing is wrong, you offered.
Second: Don’t hesitate to name your value out loud and be okay with translating your work into outcomes:
“I help authors finish their first draft in 90 days”
“I clean up service businesses’ back-office systems so they can reclaim 10 hours a week.”
It’s *more than* okay to own your space, what you’re good at, and your expertise - in fact, people generally appreciate that the kind of clarity it brings to the conversation. Clear offers make it easier for people to say yes and to refer you. It’s not salesy to say what you do and who you do it for; it’s generous (because you’re not hiding!)
Third: Make the next step specific and simple.
Advocacy gets real when you suggest a simple path forward. It’s the ‘here’s what you would do from here…’ step. When you make a suggestion, the key ingredient is alignment; when your offer what matches needs and capacity, it’s your job as a business owner to give them the opportunity to say no (or YES!). No one enjoys having things decided for them based on likely inaccurate assumptions (I’m looking at you “they probably can’t afford it.”). Make your aligned offer, pause, and trust them to decide.
Fourth: Let trust do its compounding work.
Consistent, small acts—following up when you said you would, sending promised resources, making the introductions you said you would (and introducing them to people who you know are ALSO amazing) helps to grow your credibility over time.
Here’s one way I love to think about this:
If connection opens doors, advocacy is what invites people in.
If you’re ready to move from great conversations to great clients, know that it really is as simple as listening generously, being unafraid to speak your value, offering a clear next step, and letting trust grow, one small promise kept at a time.
Since we’re talking about connection, I’d love to invite you to join me in one of MY favorite places to connect with like-minded entrepreneurs, The Prosper Network. Come feel welcomed by the community, connected to an AMAZING group of women, and invited into new (powerful!) relationships. I’ll see you inside!
Sara Torpey is the creator of Selling for Weirdos and a Business Coach at Torpey Coaching. She helps the teachers, helpers, and givers of the business world sell more and help more people by GIVING + INVITING instead of convincing.
You can learn more and find a time to CONNECT with her on her website.