How to Find Clients Who Just Get It - Sales Lessons from Carl Cleanthes from Epic Made

Carl Cleanthes, founder of Epic Made, joins me to talk about how he built a thriving creative studio by staying rooted in purpose, clarity, and aligned clients. With nearly two decades in business, Carl shares what helped Epic Made outlast trends and grow without compromising its creative core. We dive into his niche-focused approach, the intentional way he filters for clients, and how AI has found a place in his creative workflow without diluting the work.

Key Takeaways:

• Clarity is a sales tool. Carl’s deep niche in geek culture and entertainment allows Epic Made to attract aligned clients without chasing trends.
• No convincing required. If he has to talk someone into working with him, it's already a misalignment.
• AI is a collaborator, not a replacement. It’s part of his process—but the human touch still leads.
• Playing the long game pays off. Carl worked 15 years without a profit to build a brand he believed in.
• Your voice attracts your people. Carl’s content and creative style speak directly to his audience’s values—no mass appeal needed.

Sales as Service Challenge - Join In! 

• Take 15 minutes to write down three traits of your dream client. Not just demographics—but behaviors, values, how they show up in the sales process, and what makes the work with them feel effortless and energizing.
• Then, use that list to audit your next inquiry. Do they align? Where’s the red flag? Where’s the green light?
• The goal isn’t to close everyone. The goal is to recognize who’s actually a fit—and stop convincing those who aren’t.

Links & Resources:

• Check out the LinkedIn Lead Generator Challenge to learn how to turn simple daily actions into real conversations with potential clients:  https://studiothree49.com/linkedin-leads
• Learn more about Carl and Epic Made: 
  • https://www.linkedin.com/in/cleanthes  
  • https://www.instagram.com/colorfulcarl/
  • https://www.epic-made.com/
  • https://www.youtube.com/@ColorfulCarlArt/podcasts
• Resources mentioned in the episode:
  • https://juliacameronlive.com/books-by-julia/
  • https://lunchclub.com
  • https://jasonswenk.com/

Have an episode idea? DM me on LinkedIn or Instagram and let me know.

• DM me on LinkedIn or Instagram!
• Join us for the next SAS LIVE Office Hours Event!
• Check out the LinkedIn Lead Generator to learn how to turn simple daily actions into real conversations with potential clients.
• Grab your free 5-Minute Sales Audit for a quick scan to show what’s working, what’s not—and one thing you can improve right away.

Tam Smith is a Sales Growth Strategist and founder of Studio Three 49, where she helps creative agencies and service pros ditch feast-or-famine cycles with sales systems that actually feel good to use.

With 15+ years in sales leadership, Tam’s work focuses on building genuine relationships, crafting smart outreach strategies, and creating consistent client pipelines—no pressure tactics required.

She also hosts live Sales as Service Office Hours, where she shows up as the perpetual student—sharing what she’s testing, learning, and uncovering, while answering real questions about sales and sustainable business growth.