Episode 520: #Tashmas Day 11: Am I giving my warm leads… the ICK?

I’m not usually the type to sound alarms or buzz the fear horn just for the sake of it. But in this episode of the Heart-Centred Business Podcast, I want to have a real talk about how you’re engaging with your audience—especially those leads that are starting to warm up. Because here’s the thing: some of you are accidentally giving your warm leads the ick.

This came up thanks to a question in one of my group calls, where someone literally asked, “Am I giving my warm leads the ick? As soon as someone gets invested, I feel like I do something to totally repel them.” And you know what? That’s a super common worry.

Normally, my default is to reassure everyone—“No, no, no, you’re not doing anything wrong!” But once we broke her process down, a few red flags popped up, and I figured if one person’s asking, we should talk about it on the podcast.

Plus, it’s Day 11 of #Tashmas, and I’ve got a special gift for you at the end.

Wait… What is #Tashmas?

I do it for both my birthday (1-12 March) and pre-Christmas (1-12 December) every year! Every day from now until my birthday on 12th March, there will be a new daily podcast episode, with a hot tip or practical strategy as per usual… but you ALSO get a gift! I love sharing the birthday vibes, and what better way to do that?! The daily gift could be a freebie, a special offer, a competition… but there will be something for YOU every single day.

Ready to find out if you’re making your warm leads feel weird? Let’s dig in.

EPISODE 520: Listen using the player below, or click the links to your fave platform to subscribe and listen over there:

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When You Get a DM or Email: Celebrate (But Not Too Loudly)

Honestly, when warm leads email or send you a DM, that’s cause for celebration! It’s that moment where you dance around the house and do a little happy wiggle. I get it—the excitement is hard to contain. But let’s not get too ahead of ourselves. Just like that time a guy called me his girlfriend on a first date (yep, true story!), showing your hand too fast can feel awkward on the other side.

Be friendly. Be positive. But maybe don’t go all in with, “OMG, thank you so much, this is amazing, we’re going to work together and it’ll be incredible!” When you come across that desperate, it can trigger warning signals for the lead. It gives them the ick—even though your excitement is genuine.

So, my rule? Save 90% of your excited celebration for your own private time. Give the lead 10%—enough to be warm and enthusiastic, but not enough to overwhelm them.

Don’t Pepper Your Leads With Questions

Let’s set the scene. Someone reaches out, and you know a bit about them—the question they asked, maybe some context. But do you know why they’re reaching out? How motivated are they? Is this an urgent problem, or just a passing curiosity? What else have they tried?

You might be tempted to ask twenty questions right off the bat. Don’t do it! Think about another dating analogy: it’s like showing up to a first date and being thrown a barrage of interrogations instead of having a normal chat. Yikes.

Remember, your potential client is checking you out, not the other way around. They’re interviewing you, not applying for a job. Treat this more like a two-way “yes” conversation. Sure, you need info to know if you’re a good fit, but don’t turn your side of the chat into an interview.

Mix in your questions with valuable advice, validation, and helpful info. That way, it’s a conversation—not an interrogation.

Don’t Over-Pitch

Here’s a classic mistake: Someone asks, “Are you taking VIP clients?” and you send back a laundry list of everything you offer, all your packages, all at once. Or you dump all the details about your program, unfiltered, into their inbox. That’s overwhelming, and—say it with me—it gives people the ick.

Instead, keep it simple. “Yes, I take VIP clients at the moment. May I ask what you’re hoping to achieve?” That way, you’re opening the conversation without dumping information or pressure on them. You’re not refusing to share; you’re clarifying so you can make the right recommendation.

Pitching is about matching what you do with what your lead wants—not smothering them in information before you know what matters to them.

Listen Twice as Much as You Speak

This one’s easy to remember: You have two ears and one mouth for a reason. Listen more than you talk. When leads reach out, what they want most is to be heard and understood—not to have offers thrown at them. If someone comments, emails, or DMs asking about your VIP package, don’t jump straight into pitch mode. Take the time to ask questions and get to know what’s motivating them.

One conversation isn’t your only shot! The person’s already chatting with you. Don’t feel like you have to spit out the entire pitch at once—or send them running with too much, too soon.

It’s Not About Being Cool, It’s About Being Present

I’m not telling you to act too cool or aloof. I don’t believe in playing games. Just remember: meet them with curiosity and kindness, and take the conversation at a pace that helps you learn what you need, while they feel heard and safe.

Validate, Inform, Ask—The Sales Conversation Formula

You might remember when I talked about qualifying questions in episode 514—the Day 5 Tashmas episode! Whether it’s in DMs or emails, I like to use a super simple formula: Validate, Inform, Ask (V.I.A.).

Validation: Acknowledge them fully. Use “yes, and…” rather than just “yes.” For example, if someone emails “I heard you’re the best naturopath for fertility, can I hear about your packages?” don’t just say, “Yes, I have packages.” Say, “Yes, I absolutely love supporting people with fertility, I’ve been doing it for 12 years, and I’m so glad you reached out.”

Inform: Instead of dumping package info, explain that what you recommend depends on where they’re at, their goals, and what they’ve already tried.

Ask: Give them a choice. You could say, “Would you like to jump on a free call so I can explain everything, or would you like to tell me a bit more about your goals and challenges by email?” That way, you’re not forcing them onto a call, and you’re not hiding your packages. You’re simply giving context and options.

If you’re worried you’re being unclear, you can always add something like, “My base package starts at $795, but the right package depends on a range of factors.” But most of the time, you don’t have to jump to price immediately.

Diving a Little Deeper Into VIA

When you validate, add extra depth—some expertise, a bit more on why you’re the right person, or why reaching out to you was a good move. Inform with what they need to know, and what you need in order to recommend the best option. Then ask the question that moves things forward.

Example: If someone asks if the Take Off program is right for them because they sell single sessions, I’ll validate (“Yes, thank you for reaching out! So glad you asked”), inform (“Generally, we work toward selling packages or longer sessions for financial viability”), and ask (“Are you looking to stick with single sessions, or is that just a first step towards more?”).

The goal is to keep it a two-way conversation—and move from surface level toward what actually makes sense for them.

Building Sales Skills and Processes That Work

This isn’t just about not giving your warm leads the ick. It’s about creating a sales process that actually works, helps you connect with the right people, and lets you serve them deeply. Strong sales skills are essential—for DMs, emails, Zoom calls, webinars, sales letters, and wherever else you’re connecting.

If your sales process isn’t working, the best way to improve conversions is by making the conversation two-way. That way, you get insights that help not just now, but in all your marketing—emails, sales pages, everything.

Your Day 11 #Tashmas Gift!

Get my eyes on your sales strategy! 

I’ll review your answers, and recommend steps, resources or products that will help you get it working more effectively… All you need to do is fill in the sales assessment here: tashcorbin.com/assessment  

Want a bonus entry in the prize draw? Find the Day 11 #Tashmas post on my page: facebook.com/tashcorbincoaching. 

Until next time, I cannot WAIT to see you SHINE.