251 - Winning Proposals - How to Get More Clients To Say Yes More Often - Part 1
Content Sells: Attract, Convert & Keep Your Ideal Clients with Content Marketing That Works
Release Date: 12/16/2024
276 - Transforming Objections Into Benefits: How to Turn Hesitation Into a YES
Content Sells: Attract, Convert & Keep Your Ideal Clients with Content Marketing That Works
If you’ve ever felt that awful “stomach drop” when someone says “I’d love to… but,” this episode is going to change how you feel about objections forever. Instead of seeing them as deal-killers, Suzi and Michelle show you how to turn your customers’ hesitations into some of your strongest buying reasons. In this episode, your hosts Suzi Dafnis and Michelle Falzon unpack how to transform objections into benefits so you can turn hesitation into a yes, You’ll learn a simple 5-step Objection Flipping Framework you can use in your sales calls, discovery sessions, webinars, emails,...
info_outline
275 - The Social Proof System: How to Capture, Create & Publish Proof That Sells Your Offers (Big or Small)
Content Sells: Attract, Convert & Keep Your Ideal Clients with Content Marketing That Works
In this episode, your hosts Suzi Dafnis and Michelle Falzon unpack a simple, repeatable system so that the client wins already happening in your world become visible marketing assets — not forgotten moments. Listen now to see how you can turn casual comments, small wins, and big transformations into strategic social proof that builds trust and speeds up buying decisions. Listen to This Episode to Hear More About: The real reason social proof sells when your copy alone doesn’t. How Robert Cialdini’s “social proof” principle works in the real world and why it’s non-negotiable for...
info_outline
274 – Ad Expert Shares What’s New With Facebook and Instagram – with Stacey Hughes
Content Sells: Attract, Convert & Keep Your Ideal Clients with Content Marketing That Works
Ad rules on platforms like Facebook and Instagram shift fast. This latest episode of Content Sells is your radar update. Your hosts Suzi Dafnis and Michelle Falzon bring back ads expert Stacey Anne Hughes to unpack what’s actually working (and what isn’t) on Facebook & Instagram in 2025. You’ll hear her perspective on targeting, creative formats, AI in ad copy, nurturing leads—and how to avoid ad mistakes that waste your budget. Whether ads are already in your strategy or feel like a puzzle you haven’t cracked yet, you’ll walk away with clarity on where to focus now to get...
info_outline
273 - How to Grow Your Podcast With Award-Winning Producer & Broadcaster Gab Burke
Content Sells: Attract, Convert & Keep Your Ideal Clients with Content Marketing That Works
In this episode, your hosts Suzi Dafnis and Michelle Falzon sit down with award-winning producer and podcast strategist, Gab Burke, to unpack what actually grows a show – without the gimmicks. From the pitfalls of long, overproduced intros to the mindset shifts needed when your downloads stall, this conversation goes deep on connection, community and craft. You’ll hear how to tighten your opening, title like a pro (without clickbait), and choose metrics that lead to better content - and better business. We also dig into strategies for co-creating with listeners, smart partnerships, and why...
info_outline
272 - How to Build a Repeatable Process for Making High-Converting Offers (Part 2)
Content Sells: Attract, Convert & Keep Your Ideal Clients with Content Marketing That Works
In this episode, your hosts Suzi Dafnis and Michelle Falzon continue building out your repeatable sales engine with the final four parts of their 9-part “Systemising the Sale” self-check. In Part 2 of Systemising the Sale: How to Build a Repeatable Process for Making High-Converting Offers” we dig into the practical infrastructure behind consistent conversions: sales assets you can actually find, follow-up that doesn’t rely on memory, numbers that inform smarter moves, and a debrief rhythm that compounds your learnings. The red / orange / green ratings are BACK! Find out how you rate...
info_outline
271 - Grow Your Business With Stories That Sell with Kendall Cherry
Content Sells: Attract, Convert & Keep Your Ideal Clients with Content Marketing That Works
If you’ve ever worried that “selling” means selling your soul—or your stories fall flat when it’s time to make an offer—this one will get you back in alignment. In this episode your hosts, Suzi Dafnis and Michelle Falzon chat with ghostwriter and communication expert, Kendall Cherry of The Candid Collective, going deep on storytelling that actually moves and motivates buyers. We explore the sweet spot where narrative, ethics and revenue meet – so your message feels true, and still converts. You’ll hear how to turn client results into persuasive case studies, why...
info_outline
270 - How to Build a Repeatable Process for Making High-Converting Offers
Content Sells: Attract, Convert & Keep Your Ideal Clients with Content Marketing That Works
Systemising your sales isn’t about getting fancy — it’s about getting consistent. If you’re doing sales in fits and starts, making things up as you go, or relying on last-minute hustle, you’re leaving money (and sanity) on the table. In this episode, your hosts Suzi Dafnis and Michelle Falzon unpack the first half of a 9-part Sales System Self-Check — the practical way to find the gaps in your sales systems that are slowing your growth and start building a sales engine that reliably produces results for you. The first five of the 9-part Sales System Self-Check are: Sales Goals,...
info_outline
269 - Stop Quitting Too Soon: How to Get Results From the Strategy You Already Have
Content Sells: Attract, Convert & Keep Your Ideal Clients with Content Marketing That Works
Ever felt like your marketing strategy should be working — but the results just aren’t showing up? Before you ditch your funnel, abandon your podcast, or pivot to the next shiny tactic… this episode is your permission to pause — and take a closer look. Because often, it’s not that the strategy is broken… it’s that we’re quitting too soon. In this episode, your hosts Suzi Dafnis and Michelle Falzon explore the Time-to-Result Gap — the invisible space between starting a strategy and actually seeing results — and why most business owners bail before the breakthrough happens....
info_outline
268 - Making The Most of Big Changes: How To Turn Shifts & Trends Into Sales
Content Sells: Attract, Convert & Keep Your Ideal Clients with Content Marketing That Works
When the world around your ideal client shifts — whether it’s a new law, a tech breakthrough, a social movement, or an economic shake-up — their needs, questions, and priorities change, too. And that creates one of the most powerful (and underused) moments for YOU to create content that meets the moment and converts more clients. In this episode, your hosts, Suzi Dafnis & Michelle Falzon give you practical ways you can ride the wave of change and use shifts and trends happening right now in YOUR industry or market to create: More visibility More relevant offers More meaningful...
info_outline
267 - How to Use Custom GPTs to Save Time, Create Better Content, and Sound More Like You - With Tina Tower
Content Sells: Attract, Convert & Keep Your Ideal Clients with Content Marketing That Works
Ever wish you could duplicate your brain and hand off those repetitive content and marketing tasks to someone (or something!) that thinks just like you? That’s exactly what today’s guest, Tina Tower of Her Empire Builder, is doing — with Custom GPTs. In this episode, your hosts, Suzi Dafnis and Michelle Falzon chat with Tina as she pulls back the curtain on how she’s built dozens of Custom GPTs to streamline her business, speed up content creation, reduce overwhelm, and unlock more freedom and joy in her day. You’ll hear real-world examples, surprising tips, and some eye-opening use...
info_outlineIf you’re someone who makes proposals to clients – perhaps you sell high-value products and services - like solar installations, leadership consulting, interior design services, custom software development, etc, you definitely want to prick your ears up for this episode.
Just like there’s a formula for a winning webinar, sales video, or sales page, there’s also a winning formula for sales proposals. Most businesses that we see are getting this wrong in some fairly important ways, and so we wanted to address that.
That’s why, in this episode, your hosts, Suzi Dafnis & Michelle Falzon, are sharing their best advice on how you can uplevel your proposals and win more of the projects you’re pitching for more of the time!
And even if you don’t sell via proposal, the tips being shared can be mapped over to sales conversations and other parts of your marketing - so this episode has something for everyone.
PLUS BONUS DOWNLOAD – The Winning Proposal Checklist
Free Resource Alert!
Download the Winning Proposal Checklist you can use to make your proposals more engaging and effective (and to earn you more sales)!
Get Your Free Bonus Winning Proposal Checklist: https://herbusiness.com/podcast/the-winning-proposal-5-part-structure/
PLUS stay tuned for Part 2, where we dive into the visual elements, language, and live presentation techniques that make a Winning Proposal stand out!
Listen to This Episode to Hear More About:
-> The game-changing advice our Mastermind clients are using to win bigger projects—straight from real-world feedback.
-> The secret mindset shift that transforms your proposal from “just a document” into a powerful connection and sales conversion tool.
-> How to know if you are losing clients by presenting your price too soon (find out exactly when and how to introduce pricing in your next proposal).
-> Why most proposals fall flat—and the ONE change you can make to avoid a “No” response.
-> The 5-part structure that turns your proposal into a compelling, client-centred communication that closes the sale.
-> The power of a well-crafted “Introduction and Recap” — a simple but often overlooked step to hook your client from the first page.
-> Transitioning from sales conversations to proposals: how to keep the momentum going and close the deal.
-> Why your proposal might be overloaded with details and how you can simplify and clarify using the Essentials, Extras, and Boundaries framework.
Why you need a “Solution Overview” section to paint a vivid picture of success—without overwhelming your client.
-> The most common mistake Suzi & Michelle see in proposals that causes your clients to lose interest fast.
-> Client-first, not price-first! Why it matters to showcase value before introducing the financial investment.
-> How to frame your pricing so it feels natural instead of transactional.
-> Proposals as relationship-builders: how to make yours feel like a friendly conversation instead of a dry contract.
-> Curious about ROI? See how calculating the client’s return on investment can boost proposal success.
-> Adding social proof for a win: the power of case studies and testimonials in boosting client confidence.
-> Want more “Yeses?” Discover why and how to present your proposal live rather than just “emailing it over.”
-> Is your proposal visually engaging? Tune in for the elements that make or break proposal design.
-> And much more…
Also Mentioned in This Episode:
HerBusiness Marketing Success Mastermind:
https://her-business.lpages.co/herbusiness-mastermind-eoi/
HerBusiness Network:
href="https://shrtlnk.co/ELSaH
Get Your FREE Winning Proposal 5-Part Structure Download Here:
https://her-business.lpages.co/serve-leadbox/MPHMhe86qHbCiwb65vN6iJ/
Episode 246 - 5 Metrics to Track Your Sales Funnel Success:
https://herbusiness.com/podcast/5-numbers-to-track-for-sales-funnel-success/
Shandra Moran - The Transit Lounge:
https://thetransitlounge.com/
Chantel Gilbert - Bluegum Electrical:
https://www.bluegumelectricalsolutions.com.au/