From Interest to Income: Turning Conversations into Clients Without Selling Your Soul. Converting Interest into Clients

Many professionals attract interest but fail to convert it. This session explains how interest turns into clients through clarity, confidence, and trust.

2 CPD units 29 July 2026 1 presenter

What will set you apart

By completing this course you will gain the following competencies

Why interest does not automatically become work
Where conversations usually stall
How value should be communicated
Why confidence matters more than persuasion
Common mistakes that lose potential clients
How trust is built early
How to convert without being pushy

Event breakdown

Understanding client interest
Common conversion breakdowns
Communicating value clearly
Handling uncertainty
Pricing conversations
Building trust early
Closing professionally
Protecting professional confidence

Category: Practice ManagementType: CPD CourseCPD category: Practice Management

Description

Professionals often struggle to turn enquiries into real work. Interest is shown, meetings happen, and then nothing follows. This session focuses on why conversion fails and how to approach it professionally. The emphasis is not on selling techniques but on clarity, structure, and confidence. Clients choose professionals they trust and understand. Poor communication, vague pricing, and lack of direction quietly kill opportunities. This session strengthens the ability to guide conversations toward clear outcomes without pressure or discomfort. Converting interest into clients is a professional skill that directly affects income and sustainability.

Presenters

Leana van der Merwe — Leana van der Merwe is a Chartered Accountant and Registered Auditor with over 18 years of experience in business accounting, audit and corporate governance. A former Audit Director and professional-body Technical and Standards Executive, she has guided more than 14,000 professionals through complex regulatory matters. Leana also serves on the PAFA Technical Advisory Group, the IFAC Anti-Money Laundering Committee and the IFRS Foundation SME Implementation Group.

You will earn a certificate

On successful completion you will receive a certificate for 2 CPD units in Practice Management.

Requirements

Laptop, desktop, or mobile device with internet access
Microsoft Edge, Google Chrome, Safari, or Firefox browser