About this episode

Renee Hribar discusses how service providers can effectively qualify leads by pausing urgency and researching prospects before engaging.

—>> https://www.askmecoach.com/ When someone says "I need you," most service providers blow it in the next 30 seconds. Renee Hribar breaks down the subtle but costly mistake consultants and service providers make the moment a hot lead comes in — and it has nothing to do with your offer or your pricing. Using a real client example (a 1.2M agency owner with a leaky pipeline), Renee walks through a simple two-step shift: pause the urgency, confirm the right email, and do what she calls recon — researching your prospect before you ever get on a call. This one move builds trust, creates discernment, sets the right tone for the relationship, and filters out the clients who will drain you before they ever sign. The goal isn't more leads. It's a cleaner path from interest to a decision. These small, intentional steps protect your time, improve your conversion rate, and lay the bedrock for long-term client work you actually love.

People in this episode

Host: Renee Hribar

Topics covered

• lead qualification
• consulting
• client relationships
• sales strategy
• B2B services

Keywords

• qualify leads
• consultants
• service providers
• client trust
• sales conversion

Mentioned in this episode

Organizations: 1.2M agency

More episodes of Selling Your Expertise: Sales Help for B2B Consultants, and Service Providers

• 074: Why Your Referrals Are Not a Sales Strategy · June 8, 2026 · 14 min
• 073: Reset Your Sales Strategy · June 1, 2026 · 18 min
• 072: Sales Call Tips for Consultants Who Are Done Winging It · May 25, 2026 · 22 min
• 071: 5 Step Sales System That Gets New Clients · May 18, 2026 · 30 min

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