How to Recommend What A Client Needs vs. What They’re Asking For When The Two Don’t Align

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, Aviva Publishing, 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 "Book Marketing Mentors," 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 Sales Maven Society. 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 Sales Maven Society 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, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch [email protected] Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Find Susan: Get A Book Marketing Brainstorming Session With Susan! Susan Friedmann - Book Marketing Mentors Aviva Publishing Book Marketing Mentors Podcast Books by Susan Friedmann Facebook | Twitter | LinkedIn | Instagram How Playful Sales Strategies Can Drive Your Book Success - BM442  

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 Sales Maven Society. 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 Sales Maven Society 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 Sales Maven Society 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, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch [email protected] Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven 

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 Sales Maven Society. 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 Sales Maven Society 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 Sales Maven Society. [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, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch [email protected] Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven 

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 Sales Maven Society. 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 Sales Maven Society 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, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch [email protected] Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven 

Strategic pricing strategy matters. Marketing methods that used to work in the past are much more nuanced these days. This episode tackles strategic pricing strategy and how to approach discounts - who to offer them to, when, and how. This on-air coaching call features one of our unique and brilliant Sales Maven Society members, Nicole Smith Levay.  Nicole is a transformational retreat leader and somatic coach who helps high-achieving women stop over-giving on autopilot and learn to prioritize themselves and their soul work. Nikki and Nicole dive into Nicole's concerns about her current pricing and promotional tactics. They investigate why the "inner circle" discount approach may be ineffective and explore how to structure pricing tiers for maximum impact. There is power in rewarding action-takers and early adopters. Nikki talks about how predicting who your buyers will be can backfire and shares a better approach for maximum impact. We also learn about increasing lifetime client value. Whether you need help with launches, unsure about discount strategies, or looking to boost sales without devaluing your services, this episode is packed with actionable insights on Strategic Pricing Strategy. Nikki invites you to join the Sales Maven Society. 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 Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [01:11] Nicole is a transformational retreat leader and somatic coach. She helps women put their soul work first. She does this through somatics, breath work, and meditation. [02:24] She also has a group coaching program called Forward Momentum. [03:50] She helps women take their businesses from year one to three to four to seven more smoothly. [04:10] Nikki agrees that in business we reach levels where we know something has to give or change. [06:08] To make the changes we want to make in our lives, we can't keep acting on autopilot. We need to pause and check in with our bodies and see what's going on. [07:50] Nicole also hosts retreats. In two weeks, her group is going to Santorini and Crete and the theme is Connect with Source Energy.  [11:17] This call is a coaching session. [11:41] Nikki has helped Nicole move through resistance and fears.  [11:41] Nicole's question for this coaching session is about marketing her programs. [13:19] Her tried and true formula that she's been using for retreats isn't as effective for digital programs. She's not sure if it's how she does the launch or if it's her pricing structure. [14:24] Marketing has changed. Offering special pricing for an inner circle doesn't work as well as it used to.  [14:50] It's fine to have tiers with a sequence attached. You could have a rollout and a launch with an email sequence attached to it. [15:06] Nikki tested this last year.  [15:46] Nikki loves to reward action takers. Implementers get results. Implementers are often people who buy right away. [17:17] Don't be overly strategic in trying to predict who your buyers will be. Share your offer with the entire list. [17:32] Don't try to hit the trifecta. You don't really know what the right offer at the right time for the right buyer is. [18:53] Just put your offer out there to everyone. [20:04] Some elements in Nicole’s past efforts might be about having control for who's right fit for her offers. [21:11] Have a small first step workshop to increase the lifetime value of clients and build trust. Give people an opportunity to get that first touch. [23:13] How can we put a really great offer in front of people that will allow them to dip their toe in the water? [25:27] Is there a way to pull a transformational experience out of the retreats and give someone a mini retreat? [29:30] Nikki's advice is to give people the opportunity to be willing to work with her. [30:36] In the Sales Maven Society, Nicole has learned to not be afraid to try new things and not to be afraid to follow up. [32:24] According to Nikki, working with people who are willing to take action is the best thing ever. [33:45] The Somatic Boundary Meditation helps you find where you're overextending yourself.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch [email protected] Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Find Nicole: Power Within Healing Free: Somatic Boundary Meditation Facebook | Instagram

Are your speaking gigs falling flat? It's time to revolutionize your audience engagement strategy. Nikki is joined by speaking and visibility coach Laurie-Ann Murabito to reveal how to captivate your audience and keep them on the edge of their seats.  Learn how to infuse your unique personality into your presentations and set clear goals that resonate with your listeners. Nikki and Laurie-Ann discuss valuable techniques for crafting and delivering impactful speeches. Through the use of "speech blocks," you'll discover how to create a presentation that highlights your personality and authority while remaining flexible.  Laurie-Ann is an author, award-winning speaker, the woman behind Speak and Stand Out, and the Be In Demand podcast host.  Follow along as she shares her journey from winning a childhood smiling contest to coaching business owners on leveraging speaking opportunities with clients like Johnson & Johnson, the American Cancer Society, and more.  Whether you're speaking on stage or virtually, Laurie-Ann's tips will help you create an audience engagement strategy that turns listeners into loyal followers and clients. Get ready to transform your speaking skills and make a lasting impact! Nikki invites you to join the Sales Maven Society. 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 Sales Maven Society 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] We're going to talk about how to have your audience on the edge of their seat when speaking. [02:36] Laurie-Ann shares how she really was a reformed shy person who couldn't even make eye contact with others. [03:02] She realized this behavior wasn't going to serve her and decided to make changes. [04:19] Self integrity is one of her highest values. She ended up agreeing to speak at an event and shares her first experience. [05:59] As she spoke, she improved and ended up being fully booked as a coach because of speaking. [07:22] Laurie-Ann breaks down what Nikki would have to do to have her audience on the edge of their seats. She begins with journaling and body movement and music. This is part of her prespeaking routine. [10:03] When crafting a speech she wants to bring out personality. Try to infuse a skill or hobby that will make you unique. Set a goal and decide where you want to go with the speech. [14:02] When you're done with the speech, what do you want the listeners to do, think, and feel? [14:44] The wisdom of building a speech in blocks. [16:04] The beginning blocks are opening and authority. Teaching or learning is in the middle. You can teach three points with three pieces of data. The ending contains the call to action. Then closing. [21:09] Nikki and Laurie-Ann discuss virtual speeches.  [24:40] What do you do when the audience isn't engaging? Course correct with a joke or something.  [26:31] Sneak in your experience and how to learn more.  [30:07] If you lose your place or forget the next thing you were going to say, no one is going to know but you. [30:39] Laurie-Ann loves nature, the ocean, and hearing success stories from her audience. [32:08] We learn about the smiling contest. [34:50] Laurie-Ann shares a little about the upcoming Speaking Monetization Tips podcast.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch [email protected] Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Find Laurie-Ann: Speak and Stand Out Be In Demand Podcast Laurie-Ann Murabito LinkedIn Laurie-Ann Murabito Instagram Laurie-Ann Murabito YouTube Rethink Your Leadership: Influence Your Team to Empower and Promote Engagement Rethink Leadership: 4 Lessons To Make You Remarkable

Most people want sales success. To achieve it, they often need to step out of their comfort zones and accept expert advice. New techniques and strategies can feel uncomfortable or unfamiliar. It's natural to want to stick to what feels safe and known, yet this can limit our growth and potential, especially when it comes to sales. This episode is inspired by a conversation Nikki had with a client about receiving advice on sales success that she hadn't tried before, and that pushed her outside her comfort zone. Everyone has to learn to sell in their own way, but until they have the experience to know what works and what doesn't, it's beneficial to be open to an expert or mentor who has already achieved success in sales. Nikki shares how she was fortunate to have a sales mentor who helped her when she first started her sales career and how she continued to learn from that mentor for 20 years. She still uses the advice she learned from him in the Sales Maven Society. She also shares another client story about someone who eventually increased their sales from nothing to over $40,000 a month and now has $60,000 days in her business because she was willing to take an expert’s advice. Nikki explains how embracing discomfort can build confidence and shares steps to move forward. She even reveals what she tells herself when it's time to step up and do that thing she doesn't want to do. It's okay to find a mentor, teacher, or coach who can push you to step out of your comfort zone and achieve sales success while building confidence and discovering what works and what doesn't. Nikki invites you to join the Sales Maven Society. 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 Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [01:22] This episode was inspired by one of Nikki's clients who was overwhelmed with some of the feedback she was getting from her boss. [02:05] In sales, people will find their own way, but also need to be open to advice from people who've already achieved success. [03:10] Why does experience matter in sales? Experienced people have a unique perspective on what does and doesn't work. [04:48] You'll probably have to try things that might feel weird or uncomfortable to you, until you've perfected your technique. [05:24] We shouldn't dismiss people who've been in the arena and have already done what we want to do. [06:01] In Nikki's sales career, she found a sales mentor who was her mentor for 20 years.  [07:03] He taught Nikki techniques she still uses today, including stating your price like you were stating the time of the day. He also taught her it was important to get rid of qualifiers and not to sell past the close. This resulted in her first $70,000 order. [08:39] There's huge value in using mentors and coaches. [09:06] There will be times when you have discomfort. You can either quit or embrace the feeling of being uncomfortable. [10:03] When Nikki's uncomfortable, she embraces the fact that change is happening and even says it out loud. [11:38] Nikki shares a client success story where trying led the client to getting to over $40,000 a month to $60,000 days.  [14:17] Doing the thing that feels really uncomfortable creates confidence. Steps include: Keeping an open-minded approach to things. Reminding yourself of past successes.  [16:13] Think of a time when you did something you didn't want to do and it led to success. [18:03] Be open to trying something new that your brain may want to dismiss. [19:07] What are you going to do to keep that open-minded flexible approach?   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch [email protected] Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven

Would you like to find a subtle way to get your message across without selling or sounding pushy? If so, you might want to use the secret weapon of creating curiosity. In this on-air coaching call, Nikki and an amazing Sales Maven Society member Tracey Wheeler explore ways to create curiosity during networking events. Tracey, the owner of Sunny Virtual Business Support, provides virtual bookkeeping and business support for service-based entrepreneurs across the country from her base in Henderson, Nevada. In this call, Nikki and Tracey explore effective communication strategies to drive sales, particularly in networking situations. Tracey seeks advice on how to invite potential clients for discovery calls without coming across as pushy. Nikki shares the importance of creating curiosity and with specific techniques for engaging prospects. They discuss the "three, two, one" approach to networking and the concept of the "strive five" - an ideal list of people to connect with strategically. They cover tactics like tailoring your introduction to serve the listener, asking for referrals, and offering to be a resource. Nikki emphasizes the value of having clear goals and a structured approach to achieve excellent results in networking and sales. If you're ready to improve your networking skills and learn how to turn connections into clients, this episode is for you! Listen in to discover how small changes in your approach can lead to significant impact and business growth. Tracey Wheeler is the owner and Chief Happiness Officer at Sunny Virtual Business Support, specializing in virtual bookkeeping for service-based entrepreneurs. A Certified QuickBooks ProAdvisor, she holds a Bachelor's in Interdisciplinary Studies with a focus on communication and small business entrepreneurship, along with an MBA.  With over 15 years of experience, including work at the IRS, Tracey's background spans the entertainment, hospitality, and government sectors. She is dedicated to delivering exceptional customer experiences by staying updated on industry trends and pursuing ongoing professional development. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity for you and Nikki to work together. Bring your questions, concerns, and sales situations; she provides answers and guidance toJoin Our Sales Coaching Community | Sales Maven Society boost your confidence. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [00:55] - Amazing Sales Maven Society member, Tracey Wheeler and her cat are here today. [01:14] - Tracey shares a little bit about herself and her business, Sunny Virtual Business Support where she provides virtual bookkeeping and business support for service based entrepreneurs. [02:54] - When tax time rolls around, and the entrepreneur has a spreadsheet and a box of receipts their CPA will tell them they need a bookkeeper, that's when they call Tracey. [03:31] - Nikki thinks having a bookkeeper is a game changer. She received advice early on to get a bookkeeper, and she's never looked back. [04:32] - Having a bookkeeper relieves so much stress and is worth every single dollar. [06:35] - Tracey is a virtual bookkeeper located in Henderson, Nevada. She helps people from all across the country. She uses Slack and Zoom to communicate with her clients. [07:26] - Tracey exudes so much positive energy that Nikki feels happier every time she sees her on a call or has a question from her. [07:56] - In this coaching call, Tracey wants to know how to communicate in a way that will drive sales. She attends networking events and would like to invite people for a discovery call but doesn't want to seem pushy. [08:28] - Nikki's advice is first and foremost to create curiosity. Are you talking to someone who it's nice to be in the group with or are you talking to a prospective client? [08:42] - Nikki shares a couple ways to create curiosity. When it comes to the question of what you do, ask the person first so you can respond with what you do in a way that will help them. [09:11] - Talk about what you do in a way that serves people like this prospective client. [10:37] - You could also say something like, "I provide bookkeeping services. Who do you know that might benefit from what I provide?" [11:07] - You can also say something like, "Is there ever an opportunity I could be a resource or provide value to you?" [11:39] - Create curiosity in the way you answer questions. [12:51] - When networking, have some specific goals and objectives in mind before you go into the room. [13:08] - Nikki talks about the three, two, one of networking. This involves connecting with three new people, deepening a relationship with two people, and inviting one of them to have a conversation outside of the group. [14:01] - Nikki talks about the “strive five", an ideal list of people that you would like to get to know better. Once you have your ideal list, purposely put yourself in situations to deepen rapport with them. [15:35] - We learn a strategy that Nikki would use to invite someone to meet early for a drink before the event; these people would often turn into clients or open other doors. [18:19] - There's a structure to excellence. If you want to achieve excellent results, have some type of structure. [19:12] - Continue to move towards the outcome that you want and be strategic. [19:34] - Tracey shares how the group coaching within the Sales Maven Society has benefited her. She learns so much by listening to other people's questions and Nikki's responses.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch [email protected] Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Find Tracey:  Sunny Virtual Business Support Facebook | LinkedIn  Mentioned Nikki's Podcast And Get 15% Off Of A Paid Diagnostic Review  

Therapists often spend their time focusing on finding ways to help their clients, yet they are also running a business, and sales are an important part of that business. Today's episode features an on-air coaching call with one of our amazing Sales Maven Society members, Melissa Spaulding, a licensed clinical mental health counselor and EMDRIA consultant. In this call, Nikki and Melissa dive into the pros and cons of an upsell offer versus a downsell offer. Melissa's higher-end clients have weekly sessions. She also has clients who attend less frequently but whom she feels could benefit from more support. Melissa's concern is what type of offer to create and which group she should focus it on. Nikki dives into the importance of creating both types of offers and shares which group to focus on first. They discuss the importance of getting feedback through surveys and other methods, which often lead to surprising results. Nikki shares real-life examples of client feedback that actually changed her messaging and marketing. They cover tactics like giving clients a menu and offering incentives. Melissa explores methods that she's thinking about trying, and Nikki gives her expert feedback and tips on how to proceed. If you're ready to improve sales by giving clients exactly what they want, this episode is for you! Listen in to learn how a simple change in messaging can be all that's needed to spark interest and create impact! Melissa is the owner of Guided Wellness Counseling, a practice sought after by ambitious women ready to heal from anxiety, depression, and trauma. Her practice specializes in curated one-on-one therapy as well as EMDR trauma therapy intensives. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity for you and Nikki to work together. Bring your questions, concerns, and sales situations; she provides answers and guidance to boost your confidence. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [01:12] - Melissa shares a little bit about herself and her business. [02:02] - The mission at Guided Wellness is based on understanding that secrets make us sick and shame is passed from generation to generation. [03:23] - Melissa and her clinicians are licensed in the state of Utah, so they work with women in Utah. [04:13] - A woman should seek support as soon as she realizes that an issue is affecting her quality of life. [05:30] - Feeling seen and heard by your therapist are the biggest predictors of the outcome of your therapy. [07:13] - Melissa also offers courses for other counselors. She is a consultant for EMDR which helps release trauma stored in the nervous system. [08:12] - Melissa's practice is a patient pay or cash pay practice. She gets clients but many of them don't attend weekly sessions. [09:48] - She wants advice about what type of offer she should create for people who can't attend weekly and for those who do attend weekly. [10:41] - Nikki's advice is creating offers for both scenarios but focusing on the high ticket offer first.  [11:16] - She could also do a survey or create an offer, see if there's interest, and then create the back end. Nikki also suggests asking the audience what type of high ticket program they think would be useful. [12:14] - Nikki shares the technique of giving a menu to assist audience members in giving feedback. [13:11] - Nikki also suggests testing some of the high-end clients to find additional ways to serve them. [14:46] - Showing clients the value that you create for them will encourage more people to sign up for the weekly sessions. [18:18] - Therapy is similar to going to the gym. If you only attend once a month you're not going to see progress. [19:38] - Giving clients an opportunity to be exposed to the benefits could result in a higher sell through rate. [21:02] - Melissa talks about doing a survey through her email list. She's also considering asking clients their opinions or to complete a worksheet when they're in session. [22:02] - Nikki also suggests offering an incentive to get client feedback. [23:03] - Nikki offered an incentive of $500 Amazon gift cards and received valuable and surprising feedback about her offers and her menu. She changed her messaging and her marketing based on this feedback. [24:54] - When doing a survey do everything possible to get the best results including offering a menu. [26:05] - Melissa's thinking about offering a self-esteem workbook to anyone who completes the survey and making all responses anonymous. [26:34] - People sometimes become more invested when you ask for feedback. [29:14] - Nikki talks about having integrity in messaging and not making people feel like you're just trying to sell to them. [31:23] - Melissa has learned in messaging potential clients to share what they will receive, not what she will teach.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch [email protected] Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven  Guided Wellness Counseling Melissa Spaulding at Guided Wellness Counseling Guided Wellness Counseling Instagram  

If you've ever caught yourself making assumptions about your clients' motives, you're not alone—and it could be holding you back from true success. In this episode, Nikki dives deep into the dangers of assigning motives to your prospects and clients, and how these assumptions can derail even the most promising sales opportunities. It's easy to fall into this trap, whether you're trying to anticipate a client's needs or make decisions on their behalf. But when these assumptions are off the mark—or even when they're right—they can lead to breakdowns in communication, strained relationships, and lost business. Nikki has been the client on the receiving end and has stories from her clients. Today, she shares personal stories and insights along with powerful strategies to help you build stronger, more trusting relationships with your clients. By the end of this episode, you'll be equipped to avoid these common pitfalls and start fostering deeper connections. Let's get started on transforming the way you engage with your prospects! Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity for you and Nikki to work together. Bring your questions, concerns, and sales situations; she provides answers and guidance to boost your confidence. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [01:45] Nikki’s inspiration for this topic when she was on the receiving end of someone making assumptions and assigning motive. [03:03] Assigning motives can hinder relationships and sales success. [03:58] When you make assumptions in a client relationship, you start behaving as if the assumption is true.  [04:55] Think about lifetime value. When we have a breakdown, we'll lose further business and referrals from the client. [05:53] When you assign motive, it breaks trust between you and your client. It's like saying you don't believe them.  [06:12] It’s hard to come back after breaking trust.  [06:48] Nikki shares a story about when she was a client and a person assigned motive to her question.  [08:41] Instead of answering the question, the person made accusations about why the question was being asked. There ended up being a huge blow up and disrespectful things were said.  [09:26] This person was ultimately removed from Nikki's account, but it created mistrust with the company. [10:37] The company has lost out on referrals and potential revenue, and it all came down to this idea of assigning motive, and in this case the motive was inaccurate. [11:07] What is there to gain by assigning motive? Who wins when you get to be right? Being right doesn't pay the bills. [12:21] Nikki shares a story about a client interaction that came up recently involving assigning motives to a particular person on the team who they felt wasn’t nice. [13:22] It's hard to work with someone who you feel is ignoring your preferences, but it doesn't set the client up for future business when the relationship is breaking down. [14:01] Advice includes ignoring your preferences and seeing if there's a way you could work around the other person's preferences. Have some grace in the moment.  [15:11] The ultimate outcome is to delight your clients, so that they'll shout from the rooftops how amazing you are sparking more business.  [15:47] Common triggers to be aware of when you're about to assign motive include lack of clear communication. Instead, think how you can make it easier for the client? [16:51] Personal insecurity and biases can also trigger motive assigning. A previous experience can also influence your interaction. [18:00] Nikki shares a client's story where this client assigned a motive of one of their potential clients not valuing their work. [19:37] Think about offering a solution to the person's very clear objection. [20:55] Recognizing signs. Do you have an internal dialogue going on? Emotional reactions will cause us to assign motive. [22:09] Nikki talks about making a mental effort to give more grace and recognizing patterns where we may assign motive. [23:46] Seek feedback from colleagues and mentors. Ask for their take without telling your take. Make it clear that you're seeking constructive feedback. [25:09] Nikki talks about what you can do once you recognize the signs that you're about to be triggered into assigning motive. [25:26] Manage your state of mind. Have some type of ritual to get you into the right state of mind and keep you focused in the conversation. [26:33] When you want to assign motive, pause and ask a question. Can you expand on what you just said? [27:44] Be present and practice active listening. Be curious. Pay attention to tone and body language.  [29:48] Build trust through transparency. Leave space for people to be open and honest. [30:57] Motive assignment and being right is rarely going to help the relationship.  [31:16] Keep the end in mind. We want to earn the business, deliver at a high level, and keep our clients happy and satisfied. [32:05] Reach out and share your big takeaway or a story that you have about assigning motives.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch [email protected] Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven