Sell Like a Six-Figure Fempreneur: Wealth Building Wisdom with Suzzie Vehrs

Why Trust (Alone) Doesn’t Close the Sale — And What Actually Does

For years, service providers have been told that the key to converting clients on a sales call is simple: just build trust.

Be warm. Be relatable. Be helpful.

But here’s the hard truth: trust alone doesn’t close the sale. Clarity does.

If you’ve ever found yourself giving away free advice during consults, fumbling through your offer, or wrapping up a call with “let me know if you have any questions”… you’re not alone. And more importantly, you're not broken. You’ve just been taught a sales model that leans too heavily on connection and not enough on leadership.

Let’s break down what actually works — and why the most effective sales tool might be something you already have but never thought to use this way.

The Problem With "Building Trust"

There’s nothing wrong with being trustworthy. But relying solely on a warm personality and good vibes is a slippery slope. You end up overexplaining, overgiving, and often attracting clients who aren’t ready or willing to commit.

That’s because trust without clarity leads to confusion — and confused clients don’t buy.

Your leads aren’t looking for another best friend. They’re looking for someone who can confidently guide them toward a transformation. Someone who knows where they’re headed, how to get them there, and isn’t afraid to lead the conversation.

What Actually Converts: Clarity + Boundaries

One of the most powerful shifts you can make in your sales process is this: start using your contract as a sales tool.

This isn’t about reading through terms and conditions on the call. It’s about leading with clear expectations — and showing potential clients what it actually looks like to work with you.

When you walk into a consult with boundaries, confidence, and a clear explanation of your process, you immediately separate yourself from the noise. You’re no longer just another service provider… you’re a solution.

Here's how it plays out in practice:

1. Clarity Creates Safety

When you clearly explain what your process looks like, what the client can expect, and how you’ll support them, it removes uncertainty. People aren’t scared to invest — they’re scared of making the wrong investment. Your clarity calms that fear.

2. Your Contract = Confidence

Instead of hiding your contract until after they’ve agreed, reference it early. Let it be a tool that reinforces your professionalism and communicates your boundaries. It shows that you’re prepared, structured, and serious about the work you do.

Example: “Inside the contract, you’ll see exactly what’s included, how our sessions are structured, and how I show up to support you. It’s there so you don’t have to guess.”

3. Lead the Call — Don’t Perform

Too many entrepreneurs treat sales calls like auditions. They try to prove their worth or “wow” the client into buying. That’s not your job.

Your job is to assess fit, guide the conversation, and lead with authority. This doesn’t mean being pushy — it means being in control of the container. Clients don’t hire people who seem uncertain. They hire the person who makes them feel grounded, safe, and clear.

What to Say Instead of “Let Me Know If You Have Any Questions”

This one line is where most consults go to die.

It puts the responsibility on the client to move things forward, which they rarely will. Instead, end your calls with empowered leadership:

• “Based on what you’ve shared, I believe we’d be a great fit. Would you like me to walk you through what it would look like to move forward?”

• “I’ll send over the contract and payment link — take a look, and if everything aligns, I’d love to get started.”

• “If we’re aligned, we can go ahead and lock in your spot. Do you have any questions before we do that?”

You’re not forcing a decision — you’re leading toward one.

Final Thoughts: Confidence Over Convincing

You don’t need to give more information, lower your prices, or stuff your offer with bonuses to make the sale.

You need to lead. You need to be clear. You need to believe in what you do.

The most aligned clients don’t buy because you proved yourself.
They buy because you showed up like the expert they’ve been searching for.

Want more grounded, high-converting sales strategies for your service-based business? Make sure you’re subscribed to the Loudmouth Lisa podcast for real talk on consults, confidence, and showing up unapologetically in your business.