Somewhere along the way, sales became more complicated than it needs to be.
Funnels, tech stacks, automation all before we ever have a real conversation. But when you strip it back, every new client opportunity comes down to four simple steps: finding the right people, connecting with them, nurturing the relationship, and making an offer when there’s a genuine fit.
In this episode, I’m joined by Sean Malone, Co-Founder of FlowChat, author of DM Me, and someone who has been part of more than 1.5 million direct message conversations. Together, we break down why most founders don’t have a lead problem—they have a consistency problem—and how direct messaging creates the fastest, most human path to starting real conversations that lead to new business.
In this episode, we cover:
Sales as Service Challenge — Start Now!
For the next 5 days, block one hour on your calendar and follow this structure:
20 minutes: Nurture your network
Respond to messages. Check in with a past client or connection. Make an introduction.
20 minutes: Build visibility
Post something. Engage with people in your space. Show up in conversations that matter.
20 minutes: Strategic outreach
Identify 2–3 people you want to connect with and send a thoughtful, specific message.
No scripts. No overthinking. Just consistent, intentional action.
This is how you move from waiting for opportunities to creating them.
Links & Resources:
Tam Smith is the founder of Studio Three 49 and a professional conversation starter. She helps service-based founders stop waiting for referrals and start creating opportunities through genuine conversations.
Your next client - calculate what it takes.
Learn how to consistently book 3–5 sales-qualified meetings each week - book an Alignment Call.
Connect with Tam on LinkedIn.
Produced by KNWN Media. Executive Producer: Jess Milanes.
