The Bottom Line

Read time: 3.5 minutes.

*View my latest Podcast here, 'Doing the Unimaginable and Breaking Records - An Interview With Iron Cowboy James Lawrence'

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Reader,

If You're Not Having Conversations, You're Not Closing Deals. Period.

Let me start with the obvious: conversations lead to conversions.

Groundbreaking, I know. But here’s the thing: so many of us get seduced by all the shiny online tools, automations, and funnels we’ve built and then forget to do the one thing that drives sales. You know, actually talking to people.

Think about it. Your automated systems, as fancy as they are, are great… until they aren’t. Maybe your ads are still warming up, your funnel isn’t firing on all cylinders yet, or you just don’t have as many calls on your calendar as you’d like.

So what do you do? Sit back and hope the pixels start pixel-ing?

No. You roll up your sleeves and get back to the basics.

I’m talking about good, old-fashioned conversation-starting. Manual, gorilla-style outreach. The kind of work that makes your automated systems look lazy in comparison.

Because here’s the truth: if there are no calls on your calendar today, it’s your job to go put some there.

Let’s break this down and get some calls on your calendar by the end of the day - today!

1. Where to Start: Your Warm Network

Before you jump into cold outreach, look around you.

• Old Leads: Pull up that dusty list of leads that didn’t convert the first time. Reach out individually and say something like:
  ​“Hey [Name], I was thinking about you today! I know when we spoke a while back, you were looking for ____________ (mention something specific about your conversation), how’s all that going? We’ve made a few really cool advancements since we last spoke, and I think they be of particular interest to you. No worries if not, but let me know if you want to chat.”
  ​Simple. Casual. No pressure. It’s just a conversation.
• Past Clients: A treasure trove of opportunities. Who better to work with again or refer someone than someone who’s already seen results? Reach out and say:
  ​“Hey [Name], hope you’re doing great! I saw ________ (something they are working on), looks awesome! I was thinking about [specific win they got with you]. Curious—do you know anyone else who might need [your expertise]? I know good people know good people so I thought I’d ask. And we of course, always take care of the hands that feed u s ;)”
• JV Partners or Past Collaborators: Remember that webinar you crushed six months ago? Those guest posts you wrote? Reach back out and propose a follow-up:
  ​“Hey [Name], I loved the [webinar/article/live] we did together. Any chance we could do another round? I’ve got some new ideas I think your audience will love. Happy to discuss how it can be a win/win”

These are easy wins. People who already know you, like you, and trust you—even a quick conversation can turn into your next deal.

2. Cold Outreach: The Art of Not Being Annoying

Here’s a reality check: cold outreach works. You just need to do it in a way that doesn’t feel gross.

Let’s say you’re an interior designer, and you notice a business website that’s, well… less than inspiring. Instead of shoving a hard pitch down their throat, try this:

“Hi [Name], I know this is a bit out of the blue—I’m [Your Name], a motion graphic designer specializing in interiors. I came across your website and noticed a few areas that might help showcase your beautiful work even better. Here are a couple of quick ideas I had: [Insert 1-2 quick tips]. No pressure at all, but if you’re open to chatting more about it, let me know!”

Here’s the key: lead with value. Offer a quick win or an insightful observation. Worst-case scenario? They ignore you. Best case? They think, “Wow, this person actually cares,” and you’ve just sparked a conversation.

And guess what? If they’re not interested, they’ll tell you. But if 10% respond? Boom. That’s momentum.

3. Use Conversations as a No-Risk Entry Point

Offer people a “free consult” / audit.
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This is where you shine—especially if you want to disarm the skepticism that comes with cold or warm outreach.

One line I love to use:

“You might be wondering why I’m doing this…”

Be upfront. Here’s the version I often use:

“You might be wondering why I’m reaching out with a free consult. The truth is, I believe in value-first marketing. I’d rather invest in you before I ever ask you to invest in me. So I’m offering a no-strings-attached consultation to give you some solutions to [specific problem you solve]. All I ask is that, whether it’s now or in the future if you ever decide to work with someone, you’d consider working with me.”

Clear. Honest. No pressure.

This framework works beautifully for webinars, past leads, or cold emails. It’s a win-win.

They get value. You get an opportunity to showcase your expertise. And if it’s a fit, they’ll raise their hand.

4. Automations Are Great… But Don’t Get Lazy

Automations are amazing. I’m a huge fan. But here’s where they fall short:

You still need to do the manual work.

Example: No-show rates. I hear this all the time:

“Nick, 30% of people booking calls aren’t showing up. What should I do?”

My answer? Stop depending on automations to do all the work.

• Manually call or text to confirm their booking.
• Send a personal follow-up two hours before the call.
• Even better, do a custom Loom video that looks over their application and provides some direct help that shows off your expertise.

A little effort goes a long way. And yes, it’s grunt work. But would you rather have a 70% no-show rate or a 90% show-up rate? Exactly.

5. Momentum Creates Momentum

Look, I’m not saying you should abandon your fancy systems and go back to carrier pigeons. What I am saying is this:

If you don’t have calls on your calendar today, go make them happen.

Start three conversations. Reach out to people you already know. Send a DM to a potential partner. Post on social media offering a few free strategy calls.

Whatever you need to do, just start talking to people.

Because momentum creates momentum. And conversations—even ones that don’t lead to a deal—are never wasted. You’ll gain insights, overcome objections, and stay top of mind for when the time is right.

Final Thought: Make It Personal

People buy from people. Not funnels, not automations, not flashy graphics.

Start a conversation. Offer genuine value. Invest in your marketplace first.

And the conversions will follow.

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Go fill your calendar,
Nic “conversation having” Kusmich

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PS: If you need ideas on exactly how to start these conversations, hit reply. I’ll brainstorm with you… no strings attached. 👋

PPS: Ready For More Calls On Your Calendar?
The best way I can help you is by showing you how to get more QUALIFIED sales leads, at much lower costs, without using an old, outdated traditional funnel... Interested? Learn more here → https://scale.nicholaskusmich.com/fast-track

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