Sales Maven

Do sales conversations make you feel awkward or pushy? It’s time to ditch the outdated salesy strategies. Your guide, Nikki Rausch, will show you how to combine kindness with selling skills to meet your prospects where they are. And in the process, how to uplevel your influence and income. Learn how to earn business easily and effortlessly.

Mastering Excellence- How to Start a Successful Nonprofit: Turning Your Passion Into Impact 04/28/2025

Closing Your Consults With Ease In 30 Minutes or Less - Sales Success Story 04/21/2025

Handling Harsh Feedback - What to Do When Someone Dismisses Your Work 04/14/2025

How To Stop Giving Away Free Advice and Close Sales 04/07/2025

How To Make Great Conversation 03/31/2025

Successful Sales: How A 15-Minute Coaching Session Led To A Profitable VIP Offer 03/24/2025

How to Present High-Ticket Pricing with Confidence & Overcome Sticker Shock 03/17/2025

How To Craft Memorable Impressions to Grow Your Business 03/10/2025

Navigating the Trust Recession - Sales Strategies for Today’s Market with Dan Englander 03/03/2025

Navigating the Trust Recession - Sales Strategies for Today’s Market with Dan Englander Are you struggling to get potential clients to trust you in today’s skeptical marketplace? Do you feel like the old sales tactics just aren’t working anymore? What if you could tap into the underlying reasons behind purchasing decisions, gain instant trust, and stand out in a sea of competitors without resorting to aggressive tactics? In this Mastering Excellent Series episode, Nikki speaks with Dan Englander, CEO of Sales Schema, on the importance of understanding past sales trends, managing the present "trust recession," and leveraging strategic commonality to build true connections. Learn how to detect the underlying patterns that influence buyer behavior today. Discover why trust is at an all-time low and how to overcome mistrust. Discover how to utilize commonality to break through the noise and build real relationships. Learn the hybrid approach to selling that keeps prospects engaged without wasting time. Find out why your choice of words can make or break a sale—and how to avoid sales-killing language. If you want to future-proof your sales approach, connect with high-value prospects, and sell with confidence in today’s shifting landscape, this episode is a must-listen. Dan Englander is the CEO and Founder of Sales Schema, a fractional new business team for marketing agencies, and he hosts The Digital Agency Growth Podcast. Previously Dan was the first employee head of new business at IdeaRocket, and before that, Account Coordinator at DXagency. He's also the author of Relationship Sales at Scale: How to Find Your Virtual Tribe and Reliably Grow Your Professional Service Business, Mastering Account Management and The B2B Sales Blueprint. In his spare time, he enjoys developing new aches and pains via Brazilian Jiu-Jitsu and spending time with his wife Sarah and their son Adrian in NYC. Nikki invites you to join the . Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! In This Episode: [02:31] We're going to talk about how to look to the past in order to look to the future. [03:56] We learn about Dan's many jobs until he read and started thinking about alternatives. [04:55] He mostly worked in agencies until he started Sales Schema as a fractional new business team. [06:18] His tendency is to go to the past to figure out the future. [07:03] he's a believer in building energy through meaning. He's a fan of Viktor Frankl's book, . [08:55] The advantage of being able to look at history and understand why something does or doesn't work. [09:55] Figuring out why something is no longer working. [11:26] What has changed with the people you're interacting with? Historically we're kind of in a "trust recession". [13:25] The internet and information technology has delivered a lot for us, but we don't know how much more value there is left to be extracted. [14:47] The stuff that's going to be valuable is the stuff that has been valuable. Such as things that have been scarce. [16:22] When you know we're in a "trust recession" you need to find a way to differentiate yourself. Go back to what scares like commonality. [17:47] The things that people want long-term change over time. [19:06] Pay attention to trends and notice how they are the same or different from past trends. [22:14] Nikki says that rapport builds relationships and people want to buy from people who they trust and have a relationship and connection. [24:15] Dan gives an example of hybrid sales. They have video content which they include with their sales process. [27:19] The advantages of repelling people who aren't in alignment as fast as possible. [29:10] Really paying attention to trends. Just because it worked in the past doesn't mean it's going to work now. Pay attention to what your clients say and what they're looking for. [30:52] Using secret languages to speak with prospects. [34:08] The importance of paying attention to language. Words matter. [36:43] Most of what we see now is downstream of technology. The order seems to be a scientific breakthrough, to technology, to economy, to culture. [39:32] Dan's 15-month-old son brings him joy. He also hosted a College radio show and was the hip hop director for a Santa Cruz radio station. [40:32] His business is pivoting to a training model. They also have a new content channel, and they're messing around with a lot of new tools. For more actionable sales tips, . Find Nikki: | | | To download free Resources from Nikki: Find Dan: /episode/index/show/salesmavenshow/id/35445090

How to Handle Leads Who Want Free Resources - Turning Hesitation into Opportunity 02/24/2025

How to Handle Leads Who Want Free Resources - Turning Hesitation into Opportunity Do you ever feel frustrated when potential clients say they’ll “explore all the free resources” before making a decision? Are you struggling to keep them engaged without feeling like you’re chasing them? Imagine positioning yourself as the go-to expert while maintaining your integrity—without the pressure of convincing or persuading. In this episode, Nikki shares her proven strategies for handling prospects who aren’t ready to buy yet. Learn how to keep them in your orbit, create strategic touchpoints, and make it easy for them to take the next step when they’re ready. From offering value-packed free content to using language that builds trust and credibility, Nikki’s tips help you stay top of mind—so when the time is right, they choose you. Nikki invites you to join the . Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! In This Episode: [00:40] Today we're talking about prospects who express interest in your products and services but don't buy, because they're exploring all of the free resources. [01:15] This is the good and the bad of putting a lot of content out into the marketplace. [02:00] I don't believe in chasing clients or convincing them that they're wrong. [03:01] I'm suggesting you set yourself up to be a resource for them, give them options, and let them decide what they want to do. [04:02] Don't be afraid of people using your free resources. Put fantastic content out into the world. [05:02] You can use language to imply that there's more which they can get by signing up to your program. "When things change, you're welcome to reach out, and I'll be happy to work with you." [06:09] Continue to invite people to work with you. You don't have to chase them. [07:03] If you put an offer in front of them and they're still only interested in the free resources check in and ask if there's anything that would be a right next step like a starter package. [09:49] Timing is always an issue. It's one of those things you don't control. Some people need to reach a certain level of uncomfortableness before they decide to make changes. [11:34] Be flexible. Don't be attached to someone taking action. [12:13] Words can influence people but ultimately they have to decide for themselves. [13:18] In one of my master classes I teach that it's okay to give some of your secret sauce away. If someone's blown away by the free stuff you give them, they're going to wonder what else you have. [14:09] You need to put enough out there to entice people to take the next step. [15:01] Create a resource page and make it easy for people to consume your content. The convincer strategy is something that prospects decide for themselves. [17:08] Micro touches and how many times someone needs to be exposed before taking action. [18:09] You want to create a trifecta with the right time, the right place, and the right offer. [19:11] An inspiring story about a client who started out very small, but led to coaching. For more actionable sales tips, . Find Nikki: | | | To download free Resources from Nikki: /episode/index/show/salesmavenshow/id/35182395

How to Handle Clients Who Delay Payments 02/17/2025

How to Handle Clients Who Delay Payments Do late or missed payments make you feel frustrated and unsure how to deal with them? Are you struggling to have those hard conversations without blowing the relationship with the client? Imagine being able to handle these situations with ease and confidence while protecting your business and maintaining your professionalism and rapport. In this episode Nikki shares her tips for handling overdue payments with ease. Learn how to use language that keeps your integrity while making it clear the agreements need to be kept. Find out why being professional and firm helps you keep the trust and protect your cash flow. From dealing with missed payments to knowing when to walk away from uncooperative clients, Nikki’s tips give you the power to control your income and free up your time and energy to do what matters. Nikki invites you to join the . Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! In This Episode: [00:43] How do you handle those people who aren't paying in a timely fashion or skipping payments? [01:08] When this happens you're going to have to do and say some things that might be uncomfortable. [02:06] "Selective amnesia" is when you have to do or say things that are outside of your normal behavior. Once this is done, you act as if everything is fine. Use "selective amnesia" to your advantage. [03:41] There will be times when you have to determine whether this is a relationship you would like to keep or not. It's okay to "bless and release" when needed. [04:21] Language you can use includes: "I'm reaching out today is to ask, what do you need in order to take care of the payment that is now due today?" [05:10] "In order for our relationship to stay in good standing, it's important that we both keep to our agreements." It's important to always keep a balance of power. [06:00] You can also let them know if they're unable to pay today to contact you to find out what's needed to make the payment happen. [08:31] There are also times when you're just not going to get the money. If it's not worth chasing this person down to get a payment, you may want to "bless and release". [11:36] Nikki shares a personal story about someone who she needed to stop chasing for money. [14:06] Another personal story of someone not paying. [15:25] There will be people who can't or won't pay. Think about how you're going to handle it up front. Payment up front is a good idea. [16:59] Another great option is to have them sign up by credit card using software like . For more actionable sales tips, . Find Nikki: | | | To download free Resources from Nikki: Resources: /episode/index/show/salesmavenshow/id/35033580

How Adapting One Simple Sales Technique Contributed to Record-Breaking Results with Melissa Jacobs 02/10/2025

How Adapting One Simple Sales Technique Contributed to Record-Breaking Results with Melissa Jacobs Are you feeling stuck in your sales conversations? Struggling to get your clients to make decisions that serve them – and your business? Imagine having a simple way to turn indecision into clarity and get your business moving forward easily. In this episode, Nikki is joined by Melissa Jacobs, CEO of , to share the “Give a Menu” technique, a game-changing way to simplify decisions for your clients and strengthen relationships and results. Hear how Melissa uses this technique to find perception gaps in her clients' businesses, refine marketing messages, and align strategies with what customers truly value. Learn how giving clear, actionable choices builds confidence and means clients make decisions that benefit them and you. From renewals on retainer agreements to getting clients to focus on what matters most, Melissa’s story may have you rethinking how you present options and add value in your business. Ready to stop decision fatigue, deepen client relationships, and be part of your client's success? Melissa Jacobs is an accomplished brand strategist who shows mid-size consumer brands how to increase sales by getting clear on how to target their ideal client. She particularly enjoys helping brands understand the difference in how their customers and prospects perceive the brand. By knowing this Perception Gap, her clients get clear on the marketing messages needed to drive revenue growth and stop wasting time and money on efforts that aren’t effectively impacting their bottom line. Melissa is currently the CEO and Lead Strategist at Crow & Pitcher LLC, a brand strategy and insights consultancy. Nikki invites you to join the . Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! In This Episode: [00:45] Today's episode is a sales success story with an amazing long-term client Melissa Jacobs. [01:07] She was also in episode 181. Today she's going to share a very specific technique for generating business. [02:05] In this very early part of 2025, Melissa has already locked down 89% of her 2024 revenue. [04:20] Melissa's business is called Crow & Pitcher, and she's the CEO and lead strategist. It's a consultancy for brand strategy and insights. [04:36] She helps midsize consumer brands sell products and services. She helps discover the perception gap which is the difference between how current customers and prospects perceive the brand. [06:46] If you want your prospects to act like customers, you want them to believe what your customers believe. [08:15] The work Melissa did for me and my business in helping to find the perception gap was a huge game changer. [11:45] The "give a menu" technique has had a huge impact on Melissa's business. [13:44] Melissa did a study to help a client find the perception gap in eight regions. [14:22] A mini example of giving a menu is when, six months later, she gave the client a choice in doing the study again, or choosing select markets, or something else. [16:11] The purpose of giving a menu is making it easy for the client to make a decision. [18:54] She also used this technique with a client to plan out action steps for the next year. Melissa wanted to find a win-win that would benefit both of them. [23:23] Having a menu of options made it easy for the client to see how these types of activities would help her business. [24:54] The worst thing ever is for someone to hire you on a retainer but not actually utilize the time. There's no way they will renew without getting value. [25:07] We have to help them best utilize time and energy with the money they've spent on you. [26:05] Also include things that you're excited about doing. [29:17] Think about how you can be an invaluable part of somebody's team even when you're not an employee. [31:30] Mastering the "build a menu" muscle will move the needle in your business. [32:51] Making things easy for people on the other end has been a transformational idea. [35:11] Melissa shares where the name Crow & Pitcher came from. For more actionable sales tips, . Find Nikki: | | | To download free Resources from Nikki: Find Melissa: Resources: /episode/index/show/salesmavenshow/id/35005090

How to Navigate Calls - Client, Connection, or Just Networking? 02/03/2025

How to Navigate Calls - Client, Connection, or Just Networking? Are you struggling to make the most of your client connections? Do you find yourself wasting time on calls where the purpose feels unclear or unsure? Is the person on the other end a potential client, colleague, or someone to politely part ways with? It’s time to bring clarity and strategy to your conversations. In this episode, Nikki reveals how to master the art of identifying your goal in every call, transforming vague interactions into productive opportunities. Learn how to spot the signs that you're talking to a potential client and how to move them seamlessly into the next step of the sales process. Discover practical strategies to nurture meaningful relationships with colleagues or friends and how to gracefully "bless and release" connections that aren’t aligned with your goals. Nikki shares the game-changing question to ask that establishes mutual purpose and sets the tone for every conversation: “What would make this call a valuable use of your time?” Armed with this powerful tool, you balance rapport and strategy to ensure every call supports your business growth. Say goodbye to wasted energy and hello to productive, impactful client connections. Listen now to learn how to approach every call with confidence, clarity, and purpose! Nikki invites you to join the . Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! In This Episode: [00:40] We're going to be talking about how to navigate those calls when you're not really sure what the purpose is. [01:02] It's so important to understand the goal of the call. You could be wasting time on someone who's not a potential client or has a rapport mismatch with each of you having different intentions. [02:07] My NLP training, where I had to create an outcome statement in a conversation, really highlights the importance of knowing the outcome. [03:01] Having clarity and being strategic in client conversations is one of the most important things I teach. It's about knowing where you're going. [03:41] Am I talking to a potential client, friend or colleague, or could this be a "bless and release" situation? [04:48] We have to make time in our schedule by eliminating people in time sucks. [05:48] A question to establish the intent of the call. "What would make this call a valuable use of your time?" [06:39] You also need to establish a balance of power by being able to answer this question. [07:49] What to do when you identify a potential client. Get the next step in the sales process done. Ask if they're interested in an offer then put together a proposal. Get it scheduled. [10:05] What to do if there is a potential friend or colleague. Schedule a time to get together. Make an effort to stay in connection. [12:27] If it's a "bless and release" situation, wrap up the call, "It's been so great talking to you. I wish you all the best in the future. Take care." [14:51] Your outcome is to quickly establish whether you're talking to a potential client, a possible friend, or someone that you're going to bless and release. [15:26] Set yourself up for success and be more strategic with your time and your business. For more actionable sales tips, . Find Nikki: | | | To download free Resources from Nikki: /episode/index/show/salesmavenshow/id/34962800

How to Close The Stragglers - Converting Fence-Sitters into Buyers 01/27/2025

How to Close The Stragglers - Converting Fence-Sitters into Buyers Do you have potential clients sitting on the fence, unsure whether to commit? Are you tired of wondering why they hesitate or how to help them decide? It’s time to close the stragglers, those hesitant prospects who express interest but never seem to take the leap. We’ll uncover the secrets to converting fence-sitters into buyers. In this episode, Nikki explores practical strategies to understand what holds these prospects back and how to move them forward with confidence and ease. Learn how to identify the common reasons for hesitation, from logistical conflicts to financial concerns or a lack of clarity about your offer’s value. Nikki shares creative solutions, including ways to adjust your approach, offer flexibility, and make irresistible offers that meet your prospects where they are. Discover follow-up techniques that keep the conversation alive without feeling pushy, including how to use "closing the loop" messages to prompt decisions. Nikki also provides a simple yet powerful question to ask when clarity is missing so you can help prospects understand how your program is the perfect fit for them. With these tools, you’ll have everything you need to turn stragglers into action-takers, boost your influence, and grow your business. Listen now to learn how to close the stragglers, master your sales conversations, and create meaningful impact! Nikki invites you to join the . Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! In This Episode: [00:43] Today is all about converting fence-sitters into buyers. [01:41] A straggler or someone who has expressed interest and has had some type of communication with you but they're not closing. [02:24] Common reasons that stragglers hesitate include logistical conflicts, financial concerns, or lack of clarity about the value of the program. [03:14] Don't make assumptions about what's causing them to be a fence-sitter. Don't project your own limiting beliefs. [04:49] A creative solution for a logistical objective. Recognize that the person can't attend the live retreat and offer a VIP day instead, like a private one-on-one. [06:48] Showing flexibility can be the way to seal the deal. [07:11] Financial concerns. Sometimes, there's nothing you can do. Find ways to get creative. Offer a payment program or some other type of solution. [09:24] You could also offer some type of scholarship, but the recipient could do something extra. A scholarship shows engagement and sets the culture. [11:57] Don't assume the potential client is a no. Follow up. Forward the original message and change the subject line to "did you see this" and ask if this is something they would consider. [13:15] "What would it take for this to work for you?" [14:03] You could also give options or a menu. Asking if there's something else will give them a moment to gain clarity. [15:53] Send a closing loop message. Following up with you one last time just to see if there's anything you would like to move forward with. For more actionable sales tips, . Find Nikki: | | | To download free Resources from Nikki: /episode/index/show/salesmavenshow/id/34851885

Setting Boundaries in Sales Conversations - How to Redirect and Refocus Potential Clients 01/20/2025

Setting Boundaries in Sales Conversations - How to Redirect and Refocus Potential Clients Do you find yourself stuck in chatty small talk during sales calls and unsure how to pivot back to business? Does the line between friend and professional ever leave you feeling awkward or resentful? Let’s talk about setting boundaries in sales conversations. In this episode, Nikki dives into practical strategies to guide your sales conversations with confidence and kindness while protecting your time and energy. Learn how to spot when boundaries are being crossed and how to redirect potential clients without damaging the relationship. Nikki shares language you can use to transition from personal to professional so your clients stay focused on their goals. Find out why setting boundaries is not just good for your sanity but for your clients to take action and get results. Nikki also shows you how to implement simple systems like spotlight coaching sessions to stop time drains and grow your business. With these tips, you’ll have the tools to confidently lead conversations, maintain professionalism, and make more of an impact. Listen to learn how to master boundaries and uplevel your influence, income, and sales! Nikki invites you to join the . Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! In This Episode: [00:49] We're going to be talking about how to set boundaries in sales conversations, how to redirect and refocus potential clients. [01:15] When I give language suggestions it doesn't mean it's the only way. It's just to help spur your ideas. [02:15] What's the ultimate goal? Are boundaries being crossed? Are we focusing on the heart of the matter and making an impact? [03:18] Have you ever questioned why someone hasn't taken your free advice? Could it be because they didn't pay for it? [04:01] When people pay, they pay attention. Allow these people to become paying clients. [05:01] One thing I implemented was 15 minute Spotlight Coaching conversations to allow people to be paying clients on a small scale. [06:59] Learn language to set boundaries when you feel like you're being taken advantage of or you know that if the client pays there will be more impact. [08:03] "I'd love to make sure that we have time to dive into what we had planned to go through today." Then redirect the conversation. [09:40] Story can be a huge time suck. [12:00] "That sounds like a really interesting story, but let's shift gears because we do have a limited amount of time today and talk about how we might work together to reach our goals." [13:01] The importance of having a pre-frame for the call. "It's been so great learning about you now let's jump into what we talked about earlier." [14:17] It's really about setting boundaries. You can change your language depending on how you know the person. [15:18] "I love our chats, but because we have to talk about our business, maybe we can set up another time to catch up." Keep your boundaries clear. [16:52] Say everything in a really kind way. Be patient and let the person transition. [17:27] Use selective amnesia and move on in the conversation. For more actionable sales tips, . Find Nikki: | | | To download free Resources from Nikki: /episode/index/show/salesmavenshow/id/34851800

How to Maximize Sales Potential After a Less-Than-Perfect Performance 01/13/2025

How to Maximize Sales Potential After a Less-Than-Perfect Performance Are you holding yourself back after a sales conversation that didn’t go as planned? Does self doubt creep in and you hesitate to follow up or send out that next offer? It doesn’t have to hold you back any longer. In this episode, Nikki dives into how to maximize your sales potential even after a performance you feel wasn’t your best. Learn how to reframe your inner critic, see the value you bring to the table and push past fear to connect with your ideal clients. Nikki shares tips for overcoming self doubt including why your audience sees you more positively than you think and how to flip your perspective to focus on their experience. Learn the importance of follow ups, the power of integrity in sales and how to keep showing up authentically even on the tough days. Nikki also covers how to handle challenges like unresponsive audiences, virtual presentations and even imposter syndrome. These practical tips boost your confidence, and allow you to be more resilient as you step into your role as a sales leader. Feel confident when unleashing your full sales potential and connecting with clients who need what you have to offer! Nikki invites you to join the . Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! In This Episode: [00:42] Today we're going to talk about how to maximize sales potential after a less than perfect performance. [01:22] Sometimes when we're not happy with our performance, we play small. This prevents us from making the impact we are destined to make. [02:35] We are often our own worst critics which creates a tendency to hold back. [04:09] A story where even super high performers still have imposter syndrome. [05:15] The purpose of this episode is to continue to sell even when your performance is not up to your standards. [06:02] The first thing we need to do is shift our perspective. Recognize the positives and understand that the participants don't know the difference between your best performance and this performance. [07:19] It's important to recognize the things that did go well. [08:42] Be okay with wherever you are. Not everything you do has to be a 10. [09:48] It's not about you and your performance. It's about what the audience took away. [14:52] We have to set aside our own feelings and our own judgment, do our best, and still push offers out. [15:52] We need to learn to follow up without fear. We need to set the self-doubt aside and be willing to follow up. [18:34] Get my free follow-up guide in the section. [20:00] There's a reason I send four or five emails. I get the majority of my buyers on email three and four and a few on five. [22:33] Be careful about making assumptions about what other people's experiences are going to be. [23:46] You can share support by being on camera during meetings and webinars. As a presenter, remain confident even if the audience's cameras are off. [27:11] Don't project your beliefs on the audience and don't hallucinate or read their minds. [28:41] Push through those times when you're not happy with your performance and do a follow-up. For more actionable sales tips, . Find Nikki: | | | To download free Resources from Nikki: Resources: /episode/index/show/salesmavenshow/id/34777210

How to Stand Out in a Saturated Market: Proven Differentiation Strategies 01/06/2025

How to Stand Out in a Saturated Market: Proven Differentiation Strategies Are you struggling to stand out in a saturated market? Do you feel like no matter what you do, it’s hard to differentiate yourself and your business? It doesn’t have to be that way. In this episode, Nikki shows you how to highlight what makes you truly unique and use it to attract the right clients. Discover how to leverage your expertise, share your story, and showcase your approach in a way that sets you apart from the competition. Nikki reveals her top strategies for standing out, including how to effectively communicate your credentials, weave your experience into sales conversations, and confidently take a stand on what matters to you. Learn how to create messaging that resonates with your ideal clients while gracefully repelling those who aren’t a fit. She also explains why it’s important to own your authority, make thoughtful recommendations, and embrace your unique voice to build trust and credibility with prospects. These simple yet powerful techniques allow you to stand out in any industry, close the right clients with ease, and build lasting relationships based on authenticity and confidence. When you’re ready to differentiate yourself and make sales conversations effortless, this episode contains actionable tips you can start using today. Nikki invites you to join the . Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! In This Episode: [00:42] Today is all about standing out in a crowded, saturated market and differentiating yourself. [01:51] It's crucial that your expertise, your story, your background, and your approach stand out. [03:05] Leverage your expertise and credentials. Highlight qualifications, certifications, and years of experience by weaving into stories or statements. Be specific. [05:50] Showcase high-profile clients when relevant by weaving them into your conversations. [07:32] You could say something like, "over my 25 years of experience I've seen this." [08:36] Take a stand against common advice. Lean in hard on this one. [09:27] Try to think of three to five differentiators. Your clients can help give you a clue when they mention something that you do that's unique. [10:20] I advise my clients to put pricing on their website. This is from a perspective of how their clients would perceive them. My contrary advice sets me apart. [11:16] What's your thing that seems a little controversial? Lean into that. [12:07] Lean into what you're passionate about and don't be afraid that you might alienate people. [14:19] Don't make changes to your business or show up in a conversation for people who aren't the ideal client for you. [15:01] Make sure that you're always speaking directly to your ideal client. What are the unique needs and struggles of your ideal client? [17:08] My podcast on highlighting benefits over features really resonated with my ideal clients. [19:04] Your authentic message or the thing that makes you, you is going to resonate with your ideal client. [20:59] It's 100% appropriate for you to say I recommend this solution for you. You need to identify their need and that you have a solution and get their permission to put the solution in front of them. [23:45] Highlight your credentials and expertise. Take a stand on what differentiates you. Speak to your ideal client. Look for authentic messaging. Make your recommendation. For more actionable sales tips, . Find Nikki: | | | To download free Resources from Nikki: Resources: /episode/index/show/salesmavenshow/id/34664230

How to Attract the Right Clients by Repelling the Wrong Ones 12/30/2024

How to Attract the Right Clients by Repelling the Wrong Ones Are you tired of spending time and energy on sales conversations and clients that aren’t a good fit? Closing the right clients doesn’t have to feel awkward or exhausting. Nikki shows you how to attract the right clients by repelling the wrong ones, ensuring you only invest time in prospects who are truly a good fit for your services. In this episode, Nikki reveals her top strategies for setting clear expectations through your messaging, pre-qualifying prospects, and using budget as a natural filter. Learn how to create transparent, engaging content that attracts clients who are ready to invest and how to decline those who aren’t a match gracefully. She walks you through the importance of transparent pricing, setting boundaries with potential clients, and protecting your time and energy with a thoughtful screening process. These simple yet powerful strategies allow you to work smarter, not harder, and free up your mental space to focus on the clients who are a perfect fit. When you’re ready to streamline your sales process and attract only the right clients, this episode is full of actionable tips you can implement right away. Nikki’s here to guide you every step of the way! Nikki invites you to join the . Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! In This Episode: [00:41] Today we're talking about how to attract the right clients by repealing the wrong ones. This is all about saving you time and energy and making room for clients that are the right fit. [01:16] I'm going to share strategies and close with a couple of scripts to gracefully decline clients that are the wrong fit. [01:49] Set clear expectations through your messaging in all of your media from your sales page to social. Identify who the offer is for. [02:26] Have a section that explains who this program is for. Give a menu. [03:59] Prequalify your prospects with some type of screening process. [04:29] Things to look at when you're not closing 75% of your consultation calls. How can I minimize calls that are the wrong fit? Am I closing those who are the right fit? [05:21] You could have a short questionnaire prescreening before a prospective client books a call. Keep it under five minutes. [06:15] Talk about pricing. Give a range of prices. What are you looking to invest? [09:10] Use budget as a natural filter. This can be an opportunity to bless and release. [10:14] Based on what you've shared and what's important to you and specifically what you're looking to accomplish, I get a sense that what I offer isn't the right nextstep for you. Respectfully bring the conversation to a close. [11:26] Think about being transparent with your pricing. [12:56] Sales isn't about you, it's about the prospect. [13:40] Nikki shares a story of a client who didn't want to put her prices on her website. Having to ask about pricing can alienate a client. [16:43] Benefits of repelling the wrong clients. It reduces tire kickers. Sometimes you have to clear the field so you're not overloaded. [18:13] After reviewing the notes from our call and thinking about what you're wanting to accomplish, I don't feel like what I offer is the right nextstep for you. So I'm going to respectfully decline offering a proposal to avoid wasting your time. For more actionable sales tips, . Find Nikki: | | | To download free Resources from Nikki: Resources: /episode/index/show/salesmavenshow/id/34572160

How To Identify Your Clients Blind Spot To Deliver A Better Buying Experience With Megan Kachigan 12/23/2024

How To Identify Your Clients Blind Spot To Deliver A Better Buying Experience With Megan Kachigan Are you finding it difficult to connect with clients in a way that feels genuine and impactful? Building authentic client relationships doesn’t have to be a struggle. In this Mastering Excellence Series episode, Nikki is joined by special guest Megan Kachigan who shows you how to identify your clients' hidden concerns and deliver a better buying experience that truly resonates. You learn how to listen deeply and identify the blind spots that may be preventing your clients from fully engaging with you. We reveal how to ask the right questions, find recurring themes, and turn vulnerability into opportunity so you can offer a message that aligns with your client’s evolving needs and leads to a better buying experience. This episode teaches you the art of translating your expertise into clear, compelling communication that captures attention and inspires action. You’ll discover why clarity, authenticity, and vulnerability are the keys to fostering lasting client relationships. If you're ready to connect with your clients on a deeper level and elevate your sales process, this episode is filled with practical strategies to achieve it. Megan is a direct-response copywriter and strategist known for driving sold-out launches. She helps purpose-driven coaches, speakers, and service providers boost sales using her 3M Roadmap method. A Stanford teaching award winner with a Master’s in Education, Megan has helped generate over $1 million in revenue for clients, including Two Comma Club Award winners. Her expertise in marketing strategy, buyer psychology, and data-driven tactics boosts conversions, allowing clients to focus on their strengths while serving their ideal customers. Outside of copywriting, Megan enjoys the Southern California sunshine and dancing with her family. Nikki invites you to join the . Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! In This Episode: [02:17] Today we're specifically talking about how to identify your client's blind spot so that you can deliver a better buying experience. [03:01] Megan has a "done for you" copywriting service. She saves her client's time by creating copy focusing on conversion while bringing out the client's true self. [04:03] Copywriters are unique and valuable because they understand the mission, ask the right questions, and are able to articulate the right message. [06:25] Everybody's affected by imposter syndrome. Pointing out your clients talents and building confidence is important. [07:58] How to identify a client's blind spot. Do your homework and look at your clients website and social media. Really listen and have context for what the client is actually saying. [10:14] Actively listen for what they're truly saying. [11:04] A common issue is fear of visibility and putting work out there. Hold space for what comes up even if it's not what you were expecting. [13:30] Goals for identifying client blind spots. Having a 360 view of the business unlocks what's really trying to be expressed. [16:03] Recognizing that we all change and evolve and finding the current mission is very important. [17:15] What's the evidence that you're achieving your goals? The client begins to get fired up, and the marketing no longer feels like a chore. This is how you know you're creating a better buying experience. [20:40] Writing copy that is clear and easily understandable without dumbing it down and writing for a 5th grader. [21:29] Megan thinks of herself as more of a translator of expertise. [23:21] Look for the golden threads. What keeps coming up? What is approached at different angles? Find that blind spot. [25:08] Paying attention, digging deeper, and finding what truly makes a connection. [26:03] Megan breaks down when she has enough information to create the content and stop the meeting. [30:01] We learn about the joy of sitting in the sunshine in Southern California. For more actionable sales tips, . Find Nikki: | | | To download free Resources from Nikki: Find Megan: | | /episode/index/show/salesmavenshow/id/34572110

Reviving Client Conversations - Strategies to Engage and Close Deals 12/16/2024

Reviving Client Conversations - Strategies to Engage and Close Deals Are you struggling to re-engage clients who showed interest but never closed the deal? Reviving client conversations doesn’t have to be a challenge. Nikki will show you how to breathe new life into stalled opportunities and turn them into valuable business wins as you engage and close deals. In this episode, Nikki shares her proven techniques to engage with both warm and lukewarm leads. You’ll learn how personalized outreach, thoughtful questions, and a fresh perspective help you rebuild connections and close deals. She’ll explain why crafting tailored messages is essential, how showcasing past successes can inspire action and the power of presenting clear options to clients. These strategies make it easier than ever to turn interest into action and transform silent leads into thriving partnerships. If you’re ready to take action and make your client conversations meaningful again, this episode is packed with practical insights you can use right away. Nikki’s here to help you every step of the way! Nikki invites you to join the . Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! In This Episode: [00:42] This solo episode is about reviving client conversations using three strategies to engage and close more deals. [02:05] Identify and prioritize your warmest leads. These are people who you possibly have had a call with, and you know what they're looking for and you may have even talked about working together. [03:01] Make a list of hot leads who have expressed interest in working with you. Craft an individualized message for each person. [04:01] Try to get a live call and give them the opportunity to share what's going on in their business right now. [05:24] Personalizing the message is super important. [06:13] The second strategy is to create a list of your lukewarm leads. These people have been on your list for a while and maybe they've even taken part in something in the past. Send them a message as if it's going to one reader. [07:35] Use questions: What's something exciting you're planning in the coming year? [08:34] Create a bulleted list and give them a menu of options to learn more about. [09:51] Menus are easier for the brain. Make it easy for the buyer to make decisions. [10:33] Would you or someone you know benefit from... or something else? [12:04] Ask questions in your emails. Instinctive elaboration our brains are wired for questions. [14:11] The third strategy is to do a year end message, plant some seeds, and have some questions in the message. You could call it a year in review and be sure to have a call to action. [17:14] Start collecting information, so you'll have the data at the end of the year. [18:06] What action will you take as a result of this podcast? For more actionable sales tips, . Find Nikki: | | | To download free Resources from Nikki: /episode/index/show/salesmavenshow/id/34249095

Growing Your YouTube Channel To Grow Your Business 12/09/2024

Growing Your YouTube Channel To Grow Your Business Have you ever wondered how to grow a YouTube channel that drives real business results? Whether you want to increase visibility, generate high-quality leads, or build a global audience, today is all about strategies to transform your channel into a powerful tool for success. In this Mastering Excellence series episode, I’m thrilled to interview LinkedIn and YouTube expert . Louise has skyrocketed her YouTube channel from 5,000 to over 100,000 subscribers in just over a year, and she’s here to share her secrets for making YouTube work for your business. We discuss the key to creating content that keeps viewers engaged and converts them into clients. Learn how to repurpose YouTube videos into blogs, newsletters, and posts to dominate multiple platforms. We talk about why understanding your audience’s most pressing questions is the ultimate hack for creating impactful videos. You’ll also hear about the surprising power of YouTube analytics and how it can uncover hidden opportunities for growing a YouTube channel. If you’ve been searching for a way to elevate your online presence while turning your expertise into a trusted brand, this episode is packed with insights you can use right away. Louise Brogan is the CEO of Louise Brogan Ltd, specializing in helping B2B companies leverage LinkedIn to boost their profile, generate leads, and drive sales. As the host of the and a with over 80,000 subscribers, she provides actionable strategies for growing businesses online. A recipient of the 'Digital Marketer of the Year Award,' Louise has been recognized among the top 100 small businesses and female entrepreneurs in the UK. She even represented UK Small Business at Buckingham Palace, meeting King Charles. A sought-after speaker and featured expert in Forbes, Huffington Post, and The Guardian, Louise collaborates with both solopreneurs and major organizations like BT and the BBC to build brands and achieve measurable results. Nikki invites you to join the . Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! In This Episode: [01:14] Today we're focusing on how to grow your YouTube channel to grow your business. [01:31] Nikki shares information about Louise and her business. [03:05] We've known each other for years. We met back in 2017. [04:04] Her core business is LinkedIn content done for you. She also does one-to-one LinkedIn coaching and consulting. [05:23] She began working with YouTube during the pandemic. She's now become a woman on YouTube. [06:51] A year ago, her YouTube goal was 5,000 subscribers. As of this morning she's at 99,000 subscribers. [07:32] We learn about monitoring views with tools like VidIQ and TubeBuddy. [09:10] We learn how growing her YouTube channel has impacted Louise's business. Videos are found through search engines. [11:45] Louise's upcoming book is called . [12:39] Showing up on video and talking about what you're an expert in makes you the go-to person for people who are looking for an expert in your field. [14:46] What a day of growing a YouTube channel is like for Louise. What are the questions people are asking? Research what people are actually looking for. [17:47] Louise gets to the point and leaves out all of the fluff. [18:22] Her audience is a mixture of career people and business people. [20:17] The thumbnail and the title of the video are very important. Use keywords in the title in the description of the video. The more you say the keyword in the video, the more frequently the algorithm picks you up. TIP [25:45] There's also a tab on the YouTube dashboard that suggests topics. [26:47] Her goal this year is to hit 100,000 subscribers. After which, she'll be way more strategic about speaking to her ideal clients. [29:36] Key things include consistency and catering to her audience. She likes to do how-to videos that showcase her as an expert. [32:18] You can also promote your own videos to your network. She spent $5 a day promoting her videos, and things just blew up. [34:09] You want to make sure you're targeting the right countries when you do ad spends. [35:03] You can also deep dive into the analytics of each video. [37:29] Louise loves repurposing, and she came up with an acronym for create once, publish everywhere or COPE. [38:07] She embeds her videos in blog posts. She also chops them up, and uses the transcript to create blog posts and newsletters. [39:07] Create a video and use it as a resource for your business. She also puts her podcast episodes on YouTube. [40:22] You can also repost information that you've already posted someplace else. Recycle, repurpose, reuse. [42:21] Seeing a person on screen creates impact. [45:53] There are many ways to make money once you have an audience. [47:25] We learn a little bit more about Louise and how she loves reading and more! For more actionable sales tips, . Find Nikki: | | | To download free Resources from Nikki: Find Louise: | | Resources: /episode/index/show/salesmavenshow/id/34248970

Announcing a Price Increase to Existing Clients Without Losing Business 12/02/2024

Announcing a Price Increase to Existing Clients Without Losing Business Have you ever felt uneasy about announcing a price increase to your clients, fearing it might drive them away? Maybe you’ve hesitated to raise your rates, even though you know it’s time, worrying about how to communicate the change without sounding apologetic—or worse, losing trust. Today’s episode is here to help you handle these conversations with confidence and ease. Nikki dives into the art of presenting a price increase as a simple, straightforward update while maintaining the strong client relationships you’ve worked hard to build. You’ll learn practical tips to announce a price increase, like framing it positively, avoiding over-explaining, and choosing the right timing and tone. Nikki even shares sample language that takes the sting out of the news, so you feel empowered to communicate with clarity and professionalism. By the end of this episode, you’ll be equipped to announce your new rates confidently, handle objections gracefully, and even “bless and release” clients who no longer fit your business—making room for growth and higher-value opportunities. If announcing a price increase feels like a daunting task, this episode will shift your mindset and show you how to turn a potentially awkward conversation into a win-win for you and your clients. Tune in and discover how to approach announcing a price increase in a way that reinforces trust, value, and your professionalism. Nikki invites you to join the . Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! In This Episode: [00:42] How to communicate a price increase to your existing clients without losing business. Raising prices is one of the most difficult things business owners do. [01:41] When you can handle your price increase conversations with confidence, it really will improve your client retention rate. [02:02] Being honest and direct creates trust, and people buy from people who they trust. [03:02] Frame it as this is the new rate moving forward. Language is important, so you don't want to set the tone that the price is being raised. They get to decide how they feel about the new rate. [04:12] It's just news. [05:01] Please be informed that as of, and then you insert the date, the rate for our work together will now be X, Y, Z. [06:17] Don't over-explain or try to justify. [08:06] Timing matters. Some clients will need notice in advance. Communicate live whenever possible. Words, voice quality, and body language. Zoom is your first choice, then phone, and then email. [10:50] You also want a clear date of when this change takes place for existing clients. [11:59] New prospects don't need to know about the price increase. It's just the price. [12:53] Unless you're using the price increase as an incentive to buy now, it's irrelevant to the people who aren't your clients. [13:22] You want the message to be clear and confident. Open the door if they do have any questions. [14:40] Sometimes when you raise rates, you will lose clients. Be prepared to "bless and release" the people who are no longer a fit as you scale your business. [15:56] A client story about the benefit of raising rates. The person in this example now works 25 hours less a week and still makes the same amount of money. For more actionable sales tips, . Find Nikki: | | | To download free Resources from Nikki: Resources: /episode/index/show/salesmavenshow/id/33998462

Boost Sales by Highlighting Benefits, Not Features: Show Clients the Value 11/25/2024

Boost Sales by Highlighting Benefits, Not Features: Show Clients the Value Have you ever found yourself listing all the amazing features of your product, only to watch a client’s eyes glaze over? Maybe you’re excited about your offer, but your prospects aren’t grasping the value. You’re left wondering how to present your services in a way that makes people eager to buy—without feeling like you’re pushing a hard sale. Today’s episode is here to transform how you approach these conversations as Nikki dives into why focusing on benefits and the true value of your offer, not features, is the key to successful sales. You’ll learn about the powerful “FAB” formula: Features, Advantages, and Benefits. She’ll show you how to go beyond listing features, guiding you to craft messages that truly resonate with your clients' needs and answer that crucial question: “What’s in it for me?” Nikki covers the art of positioning benefits to simplifying your offers for maximum impact, this episode provides essential tips to help clients immediately see why they need what you’re offering. Learn how to boost sales by showing the real value behind each feature, so buying feels like a natural choice for your clients. Tune in and discover how you can elevate your influence and make closing and boosting sales easier than ever. Nikki invites you to join the . Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! In This Episode: [01:16] The FAB formula spec sheet: Features, Advantages, and Benefits. Will help you craft enticing offers. [02:01] Drill down and focus on the benefits. A feature is what a product includes. The advantage highlights why that feature is better or different. [03:24] The benefit is the ultimate value of the client experience. It answers the question of what's in it for me. [04:10] So what? What are people actually going to walk away with? [05:23] The benefits are the motivators that lead people to take action. [06:03] Focus on the advantages and the benefits. Take what you have and focus on the benefits to make buying an easy decision. [07:09] Really highlight the benefits. [08:12] You don't want to overwhelm people. Listen to Episode 229. [09:04] Stripping away some of the features can make the offer more compelling. [10:03] Three examples of advantages and benefits and what to focus on. Make the benefit front and center. [13:14] Look at your testimonials for ideas on how to articulate the benefits. For more actionable sales tips, . Find Nikki: | | | To download free Resources from Nikki: Resources: /episode/index/show/salesmavenshow/id/33919178

How to Turn Vague Client Requests Into Sales 11/18/2024

How to Turn Vague Client Requests Into Sales Have you ever been hit with one of those vague “client requests” that seem impossible to answer effectively? Maybe it’s a half-formed question or a general inquiry with no specifics, and you’re left wondering how to respond without wasting time or losing a potential sale. Today’s episode dives into essential sales strategies to turn these unclear inquiries into valuable opportunities. Nikki shares a simple yet powerful mindset shift to transform frustration into confidence, positioning you as the trusted authority that clients seek out. She’ll walk you through the art of “giving them a menu” – a tailored approach to offering clear, actionable choices that help clients better understand your services and make quicker decisions. From practical tips on handling broad requests to strategies for steering the conversation toward a specific solution, this episode gives you the tools to keep the ball rolling with any prospect. You’ll learn how to confidently structure options, guide clients through the buying process, and close more sales without feeling salesy or pushy. Tune in to discover how you can make any client request—no matter how vague—a pathway to a sale, building stronger connections and making it easier than ever for clients to say “yes” to working with you. Nikki invites you to join the . Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! In This Episode: [00:41] How to turn vague client requests into sales. [01:07] Trying to decipher the vague request and make recommendations can be frustrating. Stop and take the opportunity to reframe this in your mind. [02:03] Coming across as unhelpful can repel the potential client. [04:22] Giving them something to start with gives their brain a chance to start working on what they actually want. [06:56] It's your job to give the potential client a menu and get them started. [07:25] Thank you so much, I can absolutely help you with that. Here are a few questions for specific options. [08:27] Give the potential client a menu with three options. [10:01] Which option is the best fit for you? Would you like to discuss any further? [12:21] You want to give the information gatherer something to take back to their client. [13:26] Externally motivated people may be attracted to the most popular option, because they like to know what other people are buying. [14:52] Make it easy for them to say yes to one of your options. [15:17] Leave the door open for them to reach out at a later date. For more actionable sales tips, . Find Nikki: | | | To download free Resources from Nikki: /episode/index/show/salesmavenshow/id/33829817

How to Handle Tire Kickers: Turn Indecisive Prospects into Committed Clients 11/11/2024

How to Handle Tire Kickers: Turn Indecisive Prospects into Committed Clients Do you find yourself entangled with tire kickers—those prospects who keep you on the hook without ever committing? If so, you're not alone; this episode is for you. Today, Nikki dives into practical strategies to support you in closing more sales by recognizing and managing these non-committal clients. You’ll learn how to masterfully handle indecisive prospects so you can either guide them toward a decision or gracefully "bless and release" them, saving you valuable time and energy. Nikki shares her proven methods for setting boundaries, from pre-framing techniques in calls to playing “cat” to build curiosity. By the end, you’ll have the tools to spot and manage these "tire kickers," protect your time, and engage with clients who are genuinely ready to move forward. Tune in to discover Nikki’s insights for setting clear boundaries and positioning yourself with confidence—no more chasing after those elusive tire kickers! Nikki invites you to join the . Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! In This Episode: [00:41] How to handle those tire kickers? Turn them into committed clients or 'bless and release". [01:47] Nikki defines "tire kicker". [03:00] Are you doing something to continue this behavior and allow it to keep going? [04:09] There's always a balance of power in sales. [05:04] Starting with a pre-frame in order to set expectations. "The purpose of today's call is to answer any last calls, and then we'll decide today whether we'll be working together." [08:15] "Bless and release" or stopping lobbing the ball back and forth. [09:45] "If you're not ready now, I respect that. Reach out to me when you're ready to move forward." [10:06] Playing cat. Pulling back a little bit and letting them take action in order to move forward. [13:34] When they're not ready to move forward, you must stop coaching and giving free advice. [14:38] Some "tire kickers" will just continue to take and take. [15:33] I now offer 15-minute Spotlight Coaching sessions for people who have a quick question or just want to pick my brain. [17:35] It might make sense for you to have something like this in play. For more actionable sales tips, . Find Nikki: | | | To download free Resources from Nikki: /episode/index/show/salesmavenshow/id/33829682

Stop Missing Buying Signals: How to Confidently Follow Up Without Fear of Rejection 11/04/2024

Stop Missing Buying Signals: How to Confidently Follow Up Without Fear of Rejection Have you ever noticed a buying signal but held back, unsure if you should act on it? Today’s episode is all about recognizing and following up on buying signals—even in those unexpected, non-traditional settings—without that fear of rejection holding you back. Nikki dives into why this skill is so essential for growing your client base and shares insights gained over years of coaching and even writing a book on the topic. This episode stems from a recent coaching session where Nikki saw, once again, the power of acting on buying signals to convert interest into clients. She walks us through two main reasons we often hesitate and miss these cues, plus some of the internal hurdles that might keep us from reaching out. Nikki also highlights why ignoring these signals can unintentionally convey that you’re not interested in a client’s business. By learning to act confidently, you’re letting potential clients know, “I’d be honored to work with you.” Otherwise, they may create their own stories, assuming you’re not interested or think they can’t afford your services. Tune in to gain Nikki’s top tips for recognizing buying signals and following up effectively. This episode will help you connect with prospects and grow your business naturally—without fear or hesitation. Nikki invites you to join the . Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! In This Episode: [00:53] We'll be talking about how to recognize and act on a buying signal even in a non-traditional setting and also how to follow up without a fear of rejection. [01:21] Knowing how to recognize and act on buying signals makes a huge difference in your conversions. [02:24] We need to act on buying signals and send the message that we want to work with them. [03:01] A buying signal is a cue that someone is interested. These signals come in many forms from asking questions to positive and negative comments. [04:30] Even if you're not sure, it's still your job to follow up. Is there something I can help you with? [05:06] Buying signals can be settled. You have to be turned on and tuned in to pick them up. [06:19] We project our limiting beliefs onto the other person. [07:48] If you're not a psychic, you don't get to mindread and hallucinate. Let the other person tell you whatever they're going to say. [09:40] When you get a buying signal, it's your job to issue an invitation. Would you like to sign up or chat more? Wait. [11:03] You can always reach back out with a simple question. Would you like to talk more? [13:09] Worst case scenario is they say no. We have to be able to recognize buying signals and be willing to follow up with necessary. [14:57] You have to recognize and act on buying signals when you get them. [15:14] Get a . [15:46] Recognizing and acting on buying signals begins with being a good listener. Issue an invitation and wait for the other person to respond. For more actionable sales tips, . Find Nikki: | | | To download free Resources from Nikki: /episode/index/show/salesmavenshow/id/33766957

Leveraging Skills: Turn Your Expertise Into Multiple Offers - With Special Guest Susan Friedmann 10/28/2024

Leveraging Skills: Turn Your Expertise Into Multiple Offers - With Special Guest Susan Friedmann Have you ever written a book only to wonder, “Now what?” Don’t let your hard work sit on the shelf collecting dust. Learn how leveraging skills can turn your book into multiple resources. Today, as part of the Mastering Excellence series, Nikki talks with Susan Friedman, an expert in book marketing. She’s here to share her proven strategies for turning your book into multiple products and increasing your profits. We know you poured your heart and soul into your book, but don’t stop there. Learn how to repurpose your content into checklists, tip sheets, and even online courses, giving your readers more ways to engage with your expertise—and more ways for you to get paid. In this episode, you’ll discover how to take your book and create a variety of new products that can skyrocket your sales, whether it’s turning a chapter into a workshop or an article into a lead magnet. We’ll also explore how leveraging your skills can help you build even more value, expanding your reach and impact. Lastly, we’ll dive into the power of niching down—how adapting your material for specific audiences can open up fresh opportunities and grow your influence. Listen in for tips on maximizing your book's potential, boosting your income, and leveraging your expertise in ways you never imagined. This episode is packed with actionable insights that will change how you think about book marketing. Susan Friedmann is a badass in the world of nonfiction book marketing coaching and training. With over 30 years of experience, she’s on a mission to help authors sell books in bulk. Through her company, , she’s guided hundreds of non-fiction authors toward mastery in their niche. She's a writing powerhouse, with 18 books to her name - the first selling more than 500,000 copies to one company! She also hosts "," an award-winning weekly podcast now in its 8th year, which ranks in the top 1.5 percent of podcasts worldwide. Nikki invites you to join the . Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! In This Episode: [00:47] There is a structure to success. When you break down how someone is achieving a high level of success you can apply that structure in your life and business. [02:14] Our topic today is about how to take a book and turn it into multiple products. [03:01] We learn about Susan's first success on her own, niching down to trade shows. She began Aviva Publishing to publish her own work. [04:21] Susan's book evolved into checklists for people attending or presenting at trade shows. This ended up 10xing her book sales. [05:35] These checklists eventually evolved into tip sheets and then articles. [06:33] The magic of recycle, repurpose, and reuse. [07:08] Articles can also become mini books or ebooks or even lead magnets. Cut, slice, and dice. [08:13] A book can be a door opening business card. [10:27] Brainstorm and think about how many different pieces you have in the book that you could turn into other products. Break it down to the lowest common denominator. [12:35] Think about who your market is and what you want the book to do for you. [15:57] Do the multiple products refer back to the book? This would depend on the specific audience. [18:44] Strategies like having a sponsor who sponsors the book to get it put in everybody's bag at an event. You both would need to have the same type of audience. [23:19] The advantage of having established expertise. [26:44] Your big fat business card (book) is a way to get your foot in the door. [28:40] Speakers are usually expected to have a book. [34:28] Nikki issues a challenge to have a brainstorm session about your work and see what other products you can turn it into. [35:03] Book topics can also be taken and niched down for specific groups. [37:07] Fun questions with Susan! [39:16] Susan is also working on a book marketing crash course. For more actionable sales tips, . Find Nikki: | | | To download free Resources from Nikki: Find Susan: | | | /episode/index/show/salesmavenshow/id/33642492

Addressing Budget Constraints - Strategies for Successful Client Meetings 10/21/2024

Addressing Budget Constraints - Strategies for Successful Client Meetings Have you ever been to a client meeting where the first words out of their mouth are, "There's no budget"? Don’t let budget constraints make you panic. Today, Nikki shares strategies to set yourself and the prospect up for success and maybe even earn their business. We know you need to get paid, but hold off on immediately “blessing and releasing” this prospect. Learn key questions to determine if this prospect has the potential to become a future client and how to respond when budget is an issue. We’ll also explore how to uncover their motivation for setting up the meeting in the first place, and how to show respect when the person you're speaking with may not want to be there. You'll discover how to build rapport and move the client from being a "prisoner" to a "learner," then to an "interested party," and eventually to an advocate or ambassador. Lastly, we’ll cover strategies for maintaining communication and rescheduling once the budget outlook improves. Listen in for tips on asking insightful questions, engaging the person you’re speaking with as effectively as possible, and keeping the lines of communication open to create a lasting impression—even when they start the conversation with budget constraints. Nikki invites you to join the . Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! In This Episode: [00:42] many business owners face a common challenge: how to effectively navigate client meetings and interactions where there are budget constraints. [01:02] In a coaching session, one of my members asked about this. I knew this would be a good topic to talk about because so many of us run into this. [02:13] When someone says they have budget constraints, continue the conversation to find what might best serve them. Then discuss possible next steps for addressing the current budget issues. [03:11] Try to uncover what their motivation was for setting up the meeting in the first place. "I'm curious or is it okay to ask, what prompted this meeting now"? [04:40] Maintaining and building relationships when the person in the call with you is a "prisoner". What would make this a good use of your time? [06:16] Reach back out to the boss and let them know what was discussed. Is there anything specific you'd like accomplished? [07:36] Budgets change. Find an opportunity to have the next chat. [08:45] You can also send a message before the budget rolls over to the person you had the meeting with and reference your call and share suggestions. [11:10] It's all about asking insightful questions and engaging the person that you're in conversation with as effectively as possible and maintaining ongoing communication. For more actionable sales tips, . Find Nikki: | | | To download free Resources from Nikki: /episode/index/show/salesmavenshow/id/33475932

Navigating Corporate Sales - Confidence Tips for Women Dealing with Difficult Clients 10/14/2024

Navigating Corporate Sales - Confidence Tips for Women Dealing with Difficult Clients Are you tired of being overpowered by difficult clients in your corporate sales meetings? Do you struggle to stay calm when faced with challenging clients who seem determined to contradict everything you say? You’re not alone. Today, Nikki shares confidence tips specifically for women dealing with know-it-all clients. She breaks down what you can do to set yourself apart and set yourself up for success even when they may have a bit of a condescending attitude. Use these strategies to turn a challenging situation into a win for you and your client! Learn how to establish power and take control of the meeting from the start. You'll discover how to ask powerful questions that keep you in control and learn a foolproof strategy for defusing hostile behavior without getting defensive. Nikki also explains why "selective amnesia" might just become your new best friend in managing difficult clients within corporate sales. Along with a personal story about a challenging client that taught her one of the most valuable lessons of her career. Whether you're a seasoned corporate sales professional or just starting out, this episode is packed with practical advice to help you navigate difficult clients with confidence and ease. Tune in to learn how to turn tough corporate sales situations with difficult clients into opportunities for growth, stronger relationships, and ultimately, bigger deals! Nikki invites you to join the . Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! In This Episode: [01:38] Establish your authority. Ask permission to lead the meeting. Pre-frame the call to take the lead in the meeting. [02:18] In order to make this meeting productive, can I start with a few questions? [03:08] Establish your expertise when asking a standard question. [04:24] Acknowledge and allow them to share their expertise. You can also ask about expectations. [06:17] When you ask questions the person answering is the expert at that moment. [08:58] Nikki shares a story about her early career where she was able to stand in her place of credibility and speak about her product and solutions, while still giving respect to their knowledge base. [10:51] Always take a step back and get curious. Ask yourself if you've created an environment of safety. [13:09] Nikki shares a strategy for turning a prisoner into a learner. [14:11] If you can be curious and create safety, a lot of times you can win these people over. [14:49] A polarity response is when someone takes an opposing view to what is said. For some people, this has become a behavioral trait. [15:51] When someone shows up with a polarity response, you need to be able to switch your language. You can find training about this in the . [18:29] For a polarity response, use something like I'm not sure you'd be open to this. [19:11] Getting defensive is the worst mistake that you can make. Look for ways to be curious and show it in your body language and your questions. [20:47] Selective amnesia is where you say what you need to say, but then next time you talk to this person you're fine. [25:15] Boundaries create safety. [26:05] Set yourself up for success by changing your language with polarity, bringing selective amnesia when needed, changing the way you frame questions, and pre-framing at the start of the call. [27:02] It's okay to bless and release. Then use that energy to find your next client. For more actionable sales tips, . Find Nikki: | | | To download free Resources from Nikki: /episode/index/show/salesmavenshow/id/33290387

Customer Retention Tip: Turning Sales Failures Into Loyalty 10/07/2024

Customer Retention Tip: Turning Sales Failures Into Loyalty Most business owners know it's easier and more cost-effective to keep an existing client than to acquire a new one. Even a small increase in customer retention can significantly boost profits. Have you ever had a sale fall through or seen a client relationship fall apart? These moments of crisis might actually lay the foundation for future success and be the key to exceptional customer retention. In this episode, Nikki explains how to turn sales failures into opportunities to build customer loyalty. We learn how Nikki went above and beyond to resolve a delivery issue and satisfy her client. She also shares a negative example of a company that failed to deliver products and offered inadequate solutions. It's crucial to take responsibility and make a sincere effort to resolve issues. Going the extra mile can turn customers into brand ambassadors while failing to do so can permanently damage relationships. Tune in to discover customer retention tips that turn problems and complaints into win-win situations, keeping your customers loyal and even transforming them into enthusiastic fans. Nikki invites you to join the . Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! In This Episode: [01:08] The goal of this episode is to help you plan for those times when things just don't go well. [02:51] Nikki shares an example of a delivery failure where slides didn't record with one of her clients. She ended up fixing it by recording a mini training that covered some bonus training that was in her original presentation. The client was very grateful and gave her a raving recommendation. [07:59] Going above and beyond and delighting clients is what we are going for. [09:03] Going the extra mile allows people to be appreciative and possibly shout your praises to others. [10:01] Nikki contrasts this bridge building experience with a company she was a client of that completely let her down. They didn't deliver and said it was her fault. They poured gasoline on the bridge! [16:06] When something goes wrong, we have an opportunity to make it right and win the customer over. There's always an opportunity to make things right. [16:36] Do you want to build bridges or do you want to burn bridges? [17:46] What is something that you can do to delight and surprise a client when something goes wrong? [18:06] If you have a story you would like to share I would love to hear it. For more actionable sales tips, . Find Nikki: | | | To download free Resources from Nikki: /episode/index/show/salesmavenshow/id/33242812

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