How do you win new clients when every competitor is shouting the same thing? Three founders who have built businesses from nothing give you their best sales and marketing advice in one room. No theory. Just what actually brings in new business.
James Martin started cutting grass as a boy, moved into tree surgery and has built, bought and sold companies ever since. He now owns Baddow Park House in Essex, runs a group of businesses and a property portfolio, hosts the Entrepreneur Conversations podcast and mentors business owners through the Baddow Park Mastermind. He joins Jack Frimston and Zac Thompson, co-founders of We Have A Meeting, the Manchester outbound sales agency that books meetings for B2B companies every day, and co-authors of the bestselling Sales Is Therapy.
Between them they cover the full journey of winning a client. Where to find them. How to get the first conversation. What to say when you get it. How to price without flinching. How to keep the client once you’ve won them.
In this panel you’ll learn:
Why being the most expensive option can win you more clients than being the cheapest, and how to say it out loud
How to find new business through outbound, referrals and your own network without feeling like a pest
What makes a prospect actually want to talk to you, and why sales works best when it feels like a conversation, not a pitch
How to build a marketing message that sounds like a human, not a brochure
Why cutting what you sell can grow what you earn
The small details that separate businesses that win work from businesses that chase it
The one thing all three would tell a founder trying to land their next big client tomorrow
If you run a small business, lead a sales team or you’re trying to grow a UK company in a crowded market, this is your playbook for winning new clients and building a pipeline that doesn’t dry up.
Chapters
Chapters
00:00:00 Welcome to the Show: Meet James Martin, Jack, and Zach on Sales and Marketing
00:02:28 Marketing Tricks No One Else Is Doing: Meet and Greet Training
00:06:38 What Your Industry Does Wrong: The LinkedIn Slop Problem
00:10:03 The Power of Intent: Using AI to Find Growth Stage Companies
00:11:44 You Can't Lose a Deal You Never Had: The Mindset of Detachment
00:14:45 Betting the Business: Credit Cards, Property Deals, and Forcing Things Into Existence
00:17:46 Going Into Business With Friends: The Trust Factor vs The Risk
00:20:21 Bad Advice You Followed: Don't Copy, The Customer's Always Right, and Wearing Too Many Hats
00:23:43 Your Business Gets One Billboard: Creating Disruptive Brand Messaging
00:26:20 Turn 500 Pounds Into 5000 in 48 Hours: Creative Sales Challenges
00:28:41 The Hardest Conversations With Employees: Shovels, Suspensions, and HR Nightmares
00:33:36 Final Takeaways: Stop Weeing on Yourself and Think of Bad Ideas
This episode is backed by Funding Circle. Business finance that backs you. Winning new clients often means hiring, buying stock or taking on bigger contracts before the money lands. Funding Circle helps UK small businesses get the finance to say yes to growth. Find out more: https://www.fundingcircle.com/uk/
Connect with James Martin:
Website: https://www.jamesmartinentrepreneur.com
Baddow Park Mastermind: https://www.baddowpark.com
Podcast: Entrepreneur Conversations
LinkedIn: /james-martin-entrepreneur
Instagram: @jamesmartinentrepreneur
Hear more from the hosts:
Jack: /jack-frimston-5010177b
Zac: /zac-thompson-33a9a39b
Subscribe to We Have A Meeting for new episodes every week with founders, sales leaders and entrepreneurs who’ve built it from the ground up.
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