Author: David Frampton
Simple, Trust-First Sales Tactics That Build Momentum
When you’re just starting out, sales can feel overwhelming. You know you need clients, but between building your product, tweaking your offer, and trying to sound credible, you can easily get stuck. Or worse, you spend weeks working behind the scenes, hoping people will magically show up.
Here’s the truth: no one is coming until you invite them.
That doesn’t mean you need a full-blown sales team or a fancy CRM. What you need is momentum. And that starts with taking simple, focused action that puts your offer in front of real people.
In this article, we’ll walk through three low-cost, low-barrier sales tactics every startup should try—especially in the early days when cash is tight, confidence is shaky, and every sale counts.
Tactic 01: Warm Emailing - Start With the People You Already Know
You don’t need a 10,000-person email list. You need a shortlist of people who already trust you—even just a little.
Warm emailing is about reaching out to your network—friends, past colleagues, old clients, and former classmates—and letting them know what you’re doing, who you help, and how they might be able to support you (or refer someone who can).
This isn’t cold outreach. These are people who’ve seen your work, had a conversation with you, or know you by name. That’s more than enough to start.
Why it works
According to research from HubSpot and Salesforce, warm leads (from personal connections or referrals) convert at 30–50%, far outperforming cold leads, which typically convert at just 1–5%. The Startup Genome Report also highlights that early-stage startups who prioritise relationship-driven outreach grow more predictably than those that jump straight to advertising or automation.
What to say
- Be clear about what you do and who you help.
- Make a specific ask: Do they know someone who might need this?
- Keep it personal—don’t send a generic mail merge blast.
Example
“Hi Sarah, I’ve recently launched a service helping small business owners get on top of their finances with clear, affordable monthly reporting. I’m reaching out to people I know and trust—do you know anyone who might benefit from something like this? ”
Even if they don’t need it, you’re planting a seed. People refer what they remember. Be clear, be concise, and follow up.
Tactic 02: Tap Into Your Network - Sell by Having Real Conversations
The people you already know—on LinkedIn, in your inbox, and in WhatsApp groups—are your starting point.
Your network is your first audience, and if you’re not talking to them, you’re skipping one of the easiest routes to sales.
No, not every friend or contact is a buyer. But they might know someone. Or have a similar problem. Or introduce you to your next client.
Don’t hide behind posts or polished decks. Send messages. Start conversations. Be direct, but human.
Why it works
According to LinkedIn’s State of Sales report, 84% of B2B decision-makers start the buying process with a referral or conversation with someone they trust. The Edelman Trust Barometer consistently shows that trust in individuals—especially peers—is more influential in decision-making than advertising or branding.
Try this
- Message someone who’s liked a recent post: “Thanks for engaging with this—curious, is this something you’re working on right now?”
- Comment on what they’re up to and find alignment: “I saw you’re running a new event—are you managing all the logistics in-house?”
- Ask for insight: “I’m helping early-stage teams with their go-to-market strategy—could I ask how you approached yours when you launched?”
This isn’t hard selling. It’s relationship building with intent. Many early wins come from simply showing up and starting conversations.
Tactic 03: Host a Mini-Workshop or Event - Teach What You Know
When you’re unknown, one of the fastest ways to build trust is to teach something useful.
You don’t need a huge platform or paid ads. A simple Zoom session, live Q&A, or lunch-and-learn can be a powerful way to demonstrate your expertise and invite people into your world.
Mini-events position you as a guide—not just a service provider. You’re not pitching, you’re solving. And when you help people for free, some will want more help—and pay for it.
Why it works
The Content Marketing Institute and WebinarBenchmarks.com both highlight that educational content significantly improves conversion rates. In fact, mini-events and webinars with strong CTAs can convert as high as 15–30%. Education-based marketing builds faster trust and warms up prospects without a hard pitch.
Keep it simple
- Topic: What’s one thing your ideal client struggles with that you can help clarify or fix in 30 minutes?
- Format: A short slide deck, 10 minutes of content, 20 minutes of open questions.
- CTA: “If you found this useful and want more hands-on support, I offer a tailored 1:1 session—drop me a message.”
Start small. Invite your LinkedIn connections. Ask contacts to share it. Even if 5 people show up, that’s 5 conversations you wouldn’t have had otherwise.
Final Thought: Sales Doesn’t Have to Feel Salesy
Sales isn’t about pressure, manipulation, or pretending to be something you’re not. It’s about helping the right people solve the right problems—and giving them a clear, confident path to say yes.
These three tactics—warm emailing, network outreach, and hosting micro-events—work because they’re grounded in relationships, not algorithms. They don’t require a budget, and they don’t require you to pretend you’ve got it all figured out.
You just have to start.
Find Out More
If you'd like to learn more about how the ideas in this article apply to your business, or explore them further with one of our consultants, we're here to help.
