How To Create Unstoppable Sales Results With Lisa Smith | Ep. 270

• Lisa reframes sales for professional services as building relationships to help clients solve problems rather than transactional pushing.

At the very bottom baseline level, that is really what sales for professional services is.

• She outlines the full cycle: target identification → messaging → acquisition → proposal → retention → upselling/cross-selling.

• Lisa emphasizes creating a specific persona like "Ingrid" with details about business size, revenue, and challenges.

It's as if she's wearing a purple hat in a crowd. Now when I'm out... I look for people like Ingrid who are wearing a purple hat.

• This clarity informs where to network, what content to create, and how to craft messaging that resonates.

• Lisa addresses the common self-limiting belief that many professionals hold about their sales abilities.

Unconsciously, you're selling yourself without realizing you're selling yourself.

• She explains that sales at its core is about curiosity, asking great questions, and building trust—not being pushy.

• Tiffany admits struggling with follow-up, and Lisa explains the psychological barrier: fear of seeming aggressive.

Follow up doesn't need to be... 'this is what I do and you should buy my services.' It's really just this idea of I'm going to make some friends.

• She suggests framing follow-up as relationship continuation rather than a sales pitch.

• Tiffany shares her tendency to give too much away in conversations, and Lisa offers strategies to maintain balance.

If you feel like you're starting to get like a little too excited... just start asking more questions about them.

• She suggests giving away some free value to encourage follow-up while keeping core expertise behind a paywall.

• Lisa addresses the modern challenge of prospects ghosting after initial excitement and provides multiple approaches.

• Send reminder emails with key takeaways from the conversation
• Use calendar booking as a prompt: "I'm holding space for you"
• Send a polite "assuming you've moved on" message to prompt a response

They just ghost you. Like there isn't a good reason. I think people just get busy or they don't want to commit.

• Lisa recommends leveraging AI for follow-up emails, content creation, and LinkedIn engagement while maintaining authenticity.

• Evy AI (E-V-Y-A-I): LinkedIn plugin for crafting comments in various tones (happy, professional, etc.)

• Martech.com: Directory of marketing tools searchable by function (CRM, project management, video tools)