Building Connections That Convert
For creative small business owners, few things feel as frustrating as a consultation that seems to go well—only for the prospect to disappear afterward. The ghosting. The “let me think about it” with no follow-up. The unread emails.
If that sounds familiar, this webinar was made for you.
Hosted by Trevor Lecka, Dubsado's Lifecycle & Engagement Specialist, Building Connections That Convert breaks down why this happens—and how to flip the script. It’s not about overhauling your entire workflow or sending pushy follow-up messages. It’s about creating genuine, human connection from the first touchpoint to final signature.
Below, we’ve recapped some of the webinar’s most valuable takeaways you can apply today.
Why prospects ghost (Spoiler: it's not always your pricing)
Most business owners assume that ghosting means:
Your prices are too high
Your website isn’t polished enough
They found someone “better”
But here’s the truth: people buy from people they feel connected to.
If your follow-up emails sound like everyone else’s, or if you’re missing opportunities to personalize the intake process, potential clients won’t remember you—no matter how great your service is.
3 golden questions that build real connection
Swap these generic intake questions for ones that invite emotion, motivation, and trust:
❌ “What’s your budget?”
✅ “What’s driving the investment in this project right now?”
❌ “When do you need this done?”’
✅ “What happens in your life or business once this is complete?”
❌ “Any questions for me?”
✅ “What would make this the best decision you’ve made this year?”
These open-ended prompts help clients feel seen—and help you uncover the values and potential fears driving their decisions.
Follow up like a human, not a funnel
If your follow-up looks like “Just checking in! Any thoughts?”
…it’s time to shift.
Instead, follow up with value and context. Here’s an example:
“Hi Sarah! I was editing another fall wedding this week and remembered your October date. Thought you’d enjoy seeing how the golden hour lighting looks around that time of day. Let me know what you think!”
This kind of message shows you listened—and gives them a reason to respond.
Match their timeline, not yours
Not every lead is ready to book right away. Trevor recommends thinking in three categories:
Urgent — launching soon, ready to decide → Follow up fast
Planned — future timeline → Follow up with gentle check-ins
Exploratory — just gathering info → Stay top of mind with light value adds
Ask:
“What does your decision-making timeline look like?”
Then tailor your follow-up accordingly.
Action steps you can apply today
Pick just one of these to start building stronger client connections immediately:
Audit your current intake process using this free guide
Add one personal question to your intake form
Use a simple two-column note system (project details vs. personal info) during calls
Replace a generic “thanks for your inquiry” email with one that references what they shared
Adjust your follow-ups based on their decision timeline using these free canned email templates to get started customizing to your brand voice
Add in required approvals to workflow steps, so that you can easily personalize these touch points prior to sending
You don’t have to overhaul everything at once. Small tweaks lead to big results.
Want the full webinar replay?
The full training includes:
Real-world email and intake form examples
A breakdown of “relationship-building info” vs. “project info”
How to confidently handle the dreaded “let me think about it”
A walkthrough of systems to document client insights and personalize automations
Watch the full replay here.
Not using Dubsado yet? A streamlined and polished client experience can drastically improve how many leads turn into booked clients. Start your free trial today.
