Sales Maven

Do you ever have strategy sessions that go over time and you still don’t feel you have the information you need? In today’s episode, Nikki is having an online coaching call with Laura Kebart, one of her Sales Maven Society members. Laura has a question that she needs Nikki’s support on about getting her potential clients to understand that even though they may think their needs will only take an hour, by the time you dig deep and figure out the issue, it can take much longer.

Laura is the CEO of two online businesses, Laura Kebart Copy and Language Arts Teachers. As a former teacher, she built a six-figure membership site business in the space. Now she guides online entrepreneurs in creating their own successful businesses through engaging copy that produces connections and results in revenue.

Listen as Nikki and Laura discuss ways to up your game with discovery calls and strategy sessions. Why you should change the session time from sixty minutes to forty-five or fifty and how a pre-frame blueprint of what to discuss can help you lead the call in the direction you need to go. Nikki feels it will serve both you and the client if you set some boundaries with your time.

Nikki shares that concentrating on one part of the issue and giving the client what they need for that one thing will allow them time to implement what you suggested. Sometimes less is more. You don’t want to lay it all out and overwhelm them; it is better to focus on one small part at a time. Nikki also believes that you should wrap up every call by asking them what their takeaway was, you may find something you didn’t realize was helpful.

Laura says she has found the most value in the Sales Maven Society by having Nikki drop sales nuggets every time she is on. She feels that they are all learning the just right language of sales from Nikki, and she couldn’t be more grateful. Do you want to learn how to use the language of sales? Listen to this podcast and go to the Sales Maven Society to join.

In This Episode:

• [01:05] Laura, welcome to the show!
• [01:44] Laura shares a little about herself and her businesses.
• [04:02] Laura, what is your question? How can I support you today?
• [04:21] Laura shares that she has people that want more than what they think they need.
• [05:45] Is this during the discovery call and then the proposal or the strategy session?
• [07:41] Nikki’s suggestion is to change her strategy sessions to make them either 45 mins or 50 min.
• [08:46] Nikki also believes that she should do a pre-frame for how the meeting should go.
• [11:06] They chat about how to best serve the client by giving them boundaries.
• [12:12] Nikki believes that if you give people space to implement what you shared with them, they will call you for more because they see how well it worked.
• [14:17] Sometimes, less is more for people because it can feel overwhelming to them if you try to lay it all out at once.
• [15:09] Nikki asks the people she has calls with what their takeaway from the session was.
• [16:22] Often, people don’t have the takeaway you thought they would.
• [19:03] How do you wrap up calls or meetings? Do you get feedback?
• [20:21] What is one thing you have found value from being a member of the Sales Maven Society?
• [22:51] Laura, thank you so much for being here today!

Find Nikki:

• Nikki Rausch
• Email
• @yoursalesmaven
• Facebook | Twitter | LinkedIn
• Sales Maven Society
• To download free Resources from Nikki: www.yoursalesmaven.com/maven

Find Laura:

• Laura Kebart Copy
• Facebook

Client retention is something that should be at the front of your mind at all times, especially at this crucial time. Listen as your host Nikki Rausch shares why she believes client retention is more critical now than it's ever been and a couple of ideas and ways to think about your client retention.

Nikki shares some suggestions of things you can do to serve your clients, she speaks about reaching out to them and telling them about some extra services you are offering to enhance what you bring to the table. If you are already giving them something extra, it doesn't count unless they know about it, so tell them.

Listen as Nikki speaks about selling out of someone else's wallet and why you shouldn't be afraid to reach out to your clients or put out content or a newsletter. Nikki also chats about having a down-sell ready for clients that contact you and want to cancel or put their accounts on hold. It is better to offer them a way to stay than to lose them altogether.

Think about client retention and have a plan because, during this uncertain time, people are tightening their belts and wallets. Keep in mind that this is just a temporary setback; we will get through this and come out better and brighter on the other side.

In This Episode:

• [00:43] Welcome to the show!
• [01:21] Thank you to everyone who has been sharing and supporting the podcast.
• [02:09] Nikki shares a couple of the five-star reviews she has received.
• [02:57] She believes that client retention is something that should be at the front of your mind at all times.
• [04:24] Nikki says that anytime you don't reach out to some because you don't think they have the money, it is called selling from someone else's wallet.
• [05:45] She shares some suggestions of things you can do to serve your clients.
• [07:00] When you reach out to your clients, talk about some extras you are offering right now.
• [07:30] Nikki speaks about one of her clients that was doing extra things for her clients but never told them she was doing it.
• [09:30] Nikki chats about what she is doing in her Sales Maven Society to support the members.
• [11:28] Are your client's businesses shut down right now? Are you reaching out to them?
• [13:02] You should always be careful and thoughtful in your language.
• [16:10] Nikki chats about communicating with clients that want to cancel or put their accounts on hold.
• [16:40] Do you have a down-sell for people right now to offer to clients?
• [18:15] Nikki shares about a time that she used a down-sell to save clients.
• [20:09] She speaks about another way to use a down-sell.
• [21:50] Are you pivoting in your business during this pandemic?
• [23:22] The idea behind this episode today is to get you to think about client retention and keep your clients loyal.
• [25:09] I hope you found this episode helpful, please leave me a review and let me know.
• [25:32] I have set up a resource page that you can get access to called Authentic Sales Conversations; if you are interested click here.

Find Nikki:

Nikki Rausch

Email

@yoursalesmaven

Facebook | Twitter | LinkedIn

Sales Maven Society

To download free Resources from Nikki: www.yoursalesmaven.com/maven

Client retention is something that should be at the front of your mind at all times, especially at this crucial time. Listen as your host Nikki Rausch shares why she believes client retention is more critical now than it's ever been and a couple of ideas and ways to think about your client retention.

Nikki shares some suggestions of things you can do to serve your clients, she speaks about reaching out to them and telling them about some extra services you are offering to enhance what you bring to the table. If you are already giving them something extra, it doesn't count unless they know about it, so tell them. 

Listen as Nikki speaks about selling out of someone else's wallet and why you shouldn't be afraid to reach out to your clients or put out content or a newsletter. Nikki also chats about having a down-sell ready for clients that contact you and want to cancel or put their accounts on hold. It is better to offer them a way to stay than to lose them altogether.

Think about client retention and have a plan because, during this uncertain time, people are tightening their belts and wallets. Keep in mind that this is just a temporary setback; we will get through this and come out better and brighter on the other side.

In This Episode:

• [00:43] Welcome to the show!
• [01:21] Thank you to everyone who has been sharing and supporting the podcast.
• [02:09] Nikki shares a couple of the five-star reviews she has received.
• [02:57] She believes that client retention is something that should be at the front of your mind at all times.
• [04:24] Nikki says that anytime you don't reach out to some because you don't think they have the money, it is called selling from someone else's wallet.
• [05:45] She shares some suggestions of things you can do to serve your clients.
• [07:00] When you reach out to your clients, talk about some extras you are offering right now.
• [07:30] Nikki speaks about one of her clients that was doing extra things for her clients but never told them she was doing it.
• [09:30] Nikki chats about what she is doing in her Sales Maven Society to support the members.
• [11:28] Are your client's businesses shut down right now? Are you reaching out to them?
• [13:02] You should always be careful and thoughtful in your language.
• [16:10] Nikki chats about communicating with clients that want to cancel or put their accounts on hold.
• [16:40] Do you have a down-sell for people right now to offer to clients?
• [18:15] Nikki shares about a time that she used a down-sell to save clients.
• [20:09] She speaks about another way to use a down-sell.
• [21:50] Are you pivoting in your business during this pandemic?
• [23:22] The idea behind this episode today is to get you to think about client retention and keep your clients loyal.
• [25:09] I hope you found this episode helpful, please leave me a review and let me know.
• [25:32] I have set up a resource page that you can get access to called Authentic Sales Conversations; if you are interested click here.

Find Nikki:

Nikki Rausch

Email

@yoursalesmaven

Facebook | Twitter | LinkedIn

Sales Maven Society

To download free Resources from Nikki: www.yoursalesmaven.com/maven

Do you put your pricing on your website? Listen as your host Nikki Rausch shares her thoughts and insights on the controversial subject and why she believes that you should put pricing on your website. Nikki is a sales strategist and coach with over twenty-five years of sales experience, and she is here to offer you sales techniques and strategies to help you master the sales conversation.

Nikki tells us it's about making the process easy and seamless for the buyer. Often when people come to your website and cannot find pricing, they go to another site with pricing to buy similar products. You don't want that to happen. Nikki also shares some feedback she has received from the men and women she has worked with over the years.

Listen as Nikki speaks about sales being one of the great industries with repeat business, and how you don't have to list every price on your website, but you want some pricing. Nikki also discusses being very firm on your pricing. When asked what you charge, never say it depends, give them a range, or you will not earn their trust.

Have you clearly shown the value you are offering on your sales page? Nikki believes that if you put pricing on your website but still don't get any conversions, it is most likely because there is something wrong with your sales page not because you put your pricing out there. Nikki shares that having pricing on your website keeps you from having conversations with people who would never hire you.

Nikki is very enthusiastic about what she brings to the table, and it shows the words she speaks. Putting a price on your website is a choice, but if you want to increase sales, then take advice from someone who lives the business. These are tried and true strategies you don't want to miss.

In This Episode:

• [00:43] Welcome and thank you for listening to the show.
• [00:53] The topic today is one that comes up often.
• [01:45] Nikki believes that you should list your pricing on your website.
• [02:24] You need to look at it from the buyers' perspective, not your own.
• [04:06] If they don't see pricing on a website, they will find another site that has pricing.
• [04:44] Nikki shares some feedback she has received from the men and women she has worked with over the years.
• [05:16] Do you think you should make people call you to ask for pricing?
• [06:19] You never want your clients to start a conversation with you by asking about pricing.
• [08:46] Nikki shares that one of the great things about being in sales and building a business is the opportunity for repeat business.
• [10:30] Do you make judgments about people and how much you could price your service for them?
• [11:46] Nikki says you don't have to list every price, but you need to have pricing on your website so that people can get an idea of what you charge.
• [14:35] Nikki speaks about her pricing and how it is not all on the same page.
• [16:08] Nikki shares about her sales mentor and the advice he gave her.
• [17:34] Having pricing on your website cuts down on the need to have a conversation with people who would never hire you.
• [19:20] Nikki chats about a lady she had a call with the other day who didn't know what her pricing was.
• [22:28] Nikki shares that she teaches a module about pricing on your website to the Sales Maven Society.
• [23:42] Make sure you establish value with your sales page.
• [24:05] If you would like more help with pricing, how to talk about pricing, check out the Sales Maven Society.
• [24:48] Wishing you continued success and thank you for listening.
• [25:01] If you are enjoying this podcast, please share it with someone who might like it.

Find Nikki:

• Nikki Rausch
• Email
• @yoursalesmaven
• Facebook | Twitter | LinkedIn
• Sales Maven Society
• To download free Resources from Nikki: www.yoursalesmaven.com/maven

Do you put your pricing on your website? Listen as your host Nikki Rausch shares her thoughts and insights on the controversial subject and why she believes that you should put pricing on your website. Nikki is a sales strategist and coach with over twenty-five years of sales experience, and she is here to offer you sales techniques and strategies to help you master the sales conversation.

Nikki tells us it’s about making the process easy and seamless for the buyer. Often when people come to your website and cannot find pricing, they go to another site with pricing to buy similar products. You don’t want that to happen. Nikki also shares some feedback she has received from the men and women she has worked with over the years.

Listen as Nikki speaks about sales being one of the great industries with repeat business, and how you don’t have to list every price on your website, but you want some pricing. Nikki also discusses being very firm on your pricing. When asked what you charge, never say it depends, give them a range, or you will not earn their trust.

Have you clearly shown the value you are offering on your sales page? Nikki believes that if you put pricing on your website but still don’t get any conversions, it is most likely because there is something wrong with your sales page not because you put your pricing out there. Nikki shares that having pricing on your website keeps you from having conversations with people who would never hire you.

Nikki is very enthusiastic about what she brings to the table, and it shows the words she speaks. Putting a price on your website is a choice, but if you want to increase sales, then take advice from someone who lives the business. These are tried and true strategies you don’t want to miss.

In This Episode:

• [00:43] Welcome and thank you for listening to the show.
• [00:53] The topic today is one that comes up often.
• [01:45] Nikki believes that you should list your pricing on your website.
• [02:24] You need to look at it from the buyers’ perspective, not your own.
• [04:06] If they don’t see pricing on a website, they will find another site that has pricing.
• [04:44] Nikki shares some feedback she has received from the men and women she has worked with over the years.
• [05:16] Do you think you should make people call you to ask for pricing?
• [06:19] You never want your clients to start a conversation with you by asking about pricing.
• [08:46] Nikki shares that one of the great things about being in sales and building a business is the opportunity for repeat business.
• [10:30] Do you make judgments about people and how much you could price your service for them?
• [11:46] Nikki says you don’t have to list every price, but you need to have pricing on your website so that people can get an idea of what you charge.
• [14:35] Nikki speaks about her pricing and how it is not all on the same page. 
• [16:08] Nikki shares about her sales mentor and the advice he gave her.
• [17:34] Having pricing on your website cuts down on the need to have a conversation with people who would never hire you.
• [19:20] Nikki chats about a lady she had a call with the other day who didn’t know what her pricing was.
• [22:28] Nikki shares that she teaches a module about pricing on your website to the Sales Maven Society.
• [23:42] Make sure you establish value with your sales page.
• [24:05] If you would like more help with pricing, how to talk about pricing, check out the Sales Maven Society.
• [24:48] Wishing you continued success and thank you for listening.
• [25:01] If you are enjoying this podcast, please share it with someone who might like it.

Find Nikki:

• Nikki Rausch
• Email
• @yoursalesmaven
• Facebook | Twitter | LinkedIn
• Sales Maven Society
• To download free Resources from Nikki: www.yoursalesmaven.com/maven

Are the questions you ask during a discovery call getting you what you need? Listen as Nikki coaches her guest, Maelisa Hall, about the questions she should include plus some ideas on how to draw clients to the packages she recommends. Nikki is a sales strategist and coach with over twenty-five years of sales experience, and she is here to offer you tips, techniques, and strategies to help you master the sales conversation.

Dr. Maelisa Hall is a licensed psychologist, nail design enthusiast, and multi-passionate entrepreneur. As the owner of two businesses, My Digital Maven and QA Prep, she empowers other therapists by consulting on SEO and online marketing and providing continuing education courses on clinical documentation. Whether it's websites or paperwork, Maelisa focuses on the "why" behind the usual recommendations and encourages clinicians to think outside the box, while also keeping their ethics intact.

Nikki shares ways Maelisa can promote her higher-end packages while still giving her clients exactly what they need. Listen as they discuss ideas on how to ask more leading questions during the discovery call, laying out the packages in a more thought-provoking way and how to show them why they should go with the one you recommend.

"The sales process isn't about trying to convince someone to do something; it's about giving them the options that will meet their needs." "Create curiosity when you are talking about your products or services." These are just a few of the nuggets of genius that Nikki shares with us, but you will have to listen to hear the rest. If you are struggling with what to ask during a discovery call, you can't miss this episode.

In This Episode:

[01:10] Welcome to the show, Maelisa!

[01:23] Maelisa shares about her online business that focuses on teaching therapists SEO techniques for marketing.

[02:59] She discusses the ethics around the way therapists can market their businesses.

[04:23] Maelisa has a question about her website for Nikki about her pricing and packages.

[05:51] Maelisa explains the different packages she offers and the options included in each.

[08:20] Maelisa asks Nikki how she can sell more of the options B package.

[09:51] In the discovery call, are you asking leading questions that are setting them up so that when you lay out the options, it makes sense that they need package B?

[10:06] Nikki gives examples of what she means by leading questions.

[11:42] Nikki suggests that Maelisa might need to look at her discovery questions.

[12:40] Let the prospective client know which package you recommend and let them know why you think it would work best for them.

[15:23] The sales process isn't about trying to convince anybody to do something; it's more about giving them the options that will meet their needs.

[16:08] Do you know how to create curiosity when you are talking about your products or services?

[16:38] Nikki suggests that Maelisa always starts with the bigger option first, working your way down.

[18:56] What do I say if a client asks if they can start with option A but move to option B later?

[20:49] Maelisa believes that asking more about the prospective clients' business will allow her to advise them better on which package they need.

[22:21] Asking the client what they already know about SEO enables you to talk to them about what they need to know.

[24:07] Maelisa, please let me know how your next discovery call goes.

[24:16] What is one benefit you have received from being a part of the Sales Maven Society?

[25:48] Thank you for being on the show and allowing people to learn from the question you asked.

Find Nikki:

Nikki Rausch

Email

@yoursalesmaven

Facebook | Twitter | LinkedIn

Sales Maven Society

To download free Resources from Nikki: www.yoursalesmaven.com/maven

Find Maelisa:

My Digital Maven

QA Prep

Instagram | LinkedIn

QA Prep YouTube Channel

Are the questions you ask during a discovery call getting you what you need? Listen as Nikki coaches her guest, Maelisa Hall, about the questions she should include plus some ideas on how to draw clients to the packages she recommends. Nikki is a sales strategist and coach with over twenty-five years of sales experience, and she is here to offer you tips, techniques, and strategies to help you master the sales conversation.

Dr. Maelisa Hall is a licensed psychologist, nail design enthusiast, and multi-passionate entrepreneur. As the owner of two businesses, My Digital Maven and QA Prep, she empowers other therapists by consulting on SEO and online marketing and providing continuing education courses on clinical documentation. Whether it's websites or paperwork, Maelisa focuses on the "why" behind the usual recommendations and encourages clinicians to think outside the box, while also keeping their ethics intact.

Nikki shares ways Maelisa can promote her higher-end packages while still giving her clients exactly what they need. Listen as they discuss ideas on how to ask more leading questions during the discovery call, laying out the packages in a more thought-provoking way and how to show them why they should go with the one you recommend.

"The sales process isn't about trying to convince someone to do something; it's about giving them the options that will meet their needs." "Create curiosity when you are talking about your products or services." These are just a few of the nuggets of genius that Nikki shares with us, but you will have to listen to hear the rest. If you are struggling with what to ask during a discovery call, you can't miss this episode.

In This Episode:

[01:10] Welcome to the show, Maelisa!

[01:23] Maelisa shares about her online business that focuses on teaching therapists SEO techniques for marketing.

[02:59] She discusses the ethics around the way therapists can market their businesses.

[04:23] Maelisa has a question about her website for Nikki about her pricing and packages.

[05:51] Maelisa explains the different packages she offers and the options included in each.

[08:20] Maelisa asks Nikki how she can sell more of the options B package.

[09:51] In the discovery call, are you asking leading questions that are setting them up so that when you lay out the options, it makes sense that they need package B?

[10:06] Nikki gives examples of what she means by leading questions.

[11:42] Nikki suggests that Maelisa might need to look at her discovery questions.

[12:40] Let the prospective client know which package you recommend and let them know why you think it would work best for them.

[15:23] The sales process isn't about trying to convince anybody to do something; it's more about giving them the options that will meet their needs.

[16:08] Do you know how to create curiosity when you are talking about your products or services?

[16:38] Nikki suggests that Maelisa always starts with the bigger option first, working your way down.

[18:56] What do I say if a client asks if they can start with option A but move to option B later?

[20:49] Maelisa believes that asking more about the prospective clients' business will allow her to advise them better on which package they need.

[22:21] Asking the client what they already know about SEO enables you to talk to them about what they need to know.

[24:07] Maelisa, please let me know how your next discovery call goes.

[24:16] What is one benefit you have received from being a part of the Sales Maven Society?

[25:48] Thank you for being on the show and allowing people to learn from the question you asked.

Find Nikki:

Nikki Rausch

Email

@yoursalesmaven

Facebook | Twitter | LinkedIn

Sales Maven Society

To download free Resources from Nikki: www.yoursalesmaven.com/maven

Find Maelisa:

My Digital Maven

QA Prep

Instagram | LinkedIn

QA Prep YouTube Channel

Do you know when a client is giving you buying signals? Listen as your host Nikki Rausch shares the noise she hears in her head when a buying signal is activated. She has been teaching buying signals for years, and they are one of the main reasons she started her own business. Nikki is here to offer you sales techniques and strategies to help you master the sales conversation.

Nikki shares her definition of a buying signal, discusses putting together training for the top ten missed buying signals and her book Buying Signals, Converting Casual Conversation Into Sales. Nikki issues a challenge to the listeners and details the top five buying signals she discussed in this episode. She is also giving away a free download with the additional twelve missed buying signals that she didn't have time to explain. Go to the Sales Maven website to download your copy now.

Have you ever had a conversation with a potential client that made you think, hmmm, are they interested in being my client, yet didn't act on it? If so, you probably missed the signal they were giving you. Listen as Nikki details the top five missed signals and see if it doesn't make you want to revisit past conversations with clients you didn't pursue.

Nikki believes everyone needs to be turned on and tuned in to buying signals because they are everywhere. Nikki had done this training for years, and every time someone tells her they had no idea. If your business is suffering because you can't seem to get potential clients to ask for your services, maybe it's time you started issuing invitations. If you follow the steps as Nikki has them laid out, you can't help but be successful.

In This Episode:

[00:43] Welcome and thank you for listening to the show.

[01:01] In this episode, Nikki is speaking about buying signals.

[02:11] Nikki shares what she hears when buying signals go off.

[02:51] Nikki talks about a time when she had to inform someone about the buying signals a potential client was sending her.

[04:07] She discusses the training she put together that covered the top ten buying signals that she noticed were being ignored.

[05:48] Nikki gives her definition of a buying signal.

[06:40] Buying Signals Converting Casual Conversations Into Sales is the book Nikki wrote.

[08:01] Nikki issues a challenge to the listeners to think back on conversations they have had and see if they missed a buying signal.

[08:42] If you act on something in this episode and gain a new client, please reach out and tell Nikki your success story.

[09:34] Nikki is discussing the top five most missed buying signals.

[10:05] If someone asks you about your rate, it is a buying signal.

[11:41] Nikki shares what happened at a networking meeting with a client and her potential client.

[13:59] Implementers get results!

[15:23] Nikki speaks about a person she didn't want to work with even though he was giving her a buying signal.

[16:34] Bringing up a negative experience of someone they have worked with in the past that does something like you, a buying signal.

[18:48] When people ask you to repeat the information, you have already given them a buying signal.

[20:45] Nikki chats with a guy that attended one of her training seminars.

[22:08] When someone asks you for a discount, it is a buying signal.

[22:37] Follow up with an invitation even if you are not willing to give a discount.

[24:09] When people make positive comments about your work or products, buying signals.

[25:13] Nikki shares a conversation she had with a woman who started complimenting her training and how she followed through.

[28:23] She chats about how she ended up with the lady as a client.

[30:45] Get out there and start inviting people to work with you.

[31:08] Do you need an antenna to recognize buying signals?

[32:17] Nikki has one final story to share about buying signals.

[34:12] Do you believe that if someone wants to hire you, they will let you know?

[35:30] Invite people to take the next step with you; you might end up with new clients.

[36:25] Go to the www.yoursalesmaven/maven to get the free download for the rest of the most missed buying signals.

[37:19] Thank you for tuning in today!

Find Nikki:

Nikki Rausch

Email

@yoursalesmaven

Facebook | Twitter | LinkedIn

Sales Maven Society

To download free Resources from Nikki: www.yoursalesmaven.com/maven

Do you know when a client is giving you buying signals? Listen as your host Nikki Rausch shares the noise she hears in her head when a buying signal is activated. She has been teaching buying signals for years, and they are one of the main reasons she started her own business. Nikki is here to offer you sales techniques and strategies to help you master the sales conversation.

Nikki shares her definition of a buying signal, discusses putting together training for the top ten missed buying signals and her book Buying Signals, Converting Casual Conversation Into Sales. Nikki issues a challenge to the listeners and details the top five buying signals she discussed in this episode. She is also giving away a free download with the additional twelve missed buying signals that she didn’t have time to explain. Go to the Sales Maven website to download your copy now.

Have you ever had a conversation with a potential client that made you think, hmmm, are they interested in being my client, yet didn’t act on it? If so, you probably missed the signal they were giving you. Listen as Nikki details the top five missed signals and see if it doesn’t make you want to revisit past conversations with clients you didn’t pursue.

Nikki believes everyone needs to be turned on and tuned in to buying signals because they are everywhere. Nikki had done this training for years, and every time someone tells her they had no idea. If your business is suffering because you can’t seem to get potential clients to ask for your services, maybe it’s time you started issuing invitations. If you follow the steps as Nikki has them laid out, you can’t help but be successful.

In This Episode:

[00:43] Welcome and thank you for listening to the show.

[01:01] In this episode, Nikki is speaking about buying signals.

[02:11] Nikki shares what she hears when buying signals go off.

[02:51] Nikki talks about a time when she had to inform someone about the buying signals a potential client was sending her.

[04:07] She discusses the training she put together that covered the top ten buying signals that she noticed were being ignored.

[05:48] Nikki gives her definition of a buying signal.

[06:40] Buying Signals Converting Casual Conversations Into Sales is the book Nikki wrote.

[08:01] Nikki issues a challenge to the listeners to think back on conversations they have had and see if they missed a buying signal.

[08:42] If you act on something in this episode and gain a new client, please reach out and tell Nikki your success story.

[09:34] Nikki is discussing the top five most missed buying signals.

[10:05] If someone asks you about your rate, it is a buying signal.

[11:41] Nikki shares what happened at a networking meeting with a client and her potential client.

[13:59] Implementers get results!

[15:23] Nikki speaks about a person she didn’t want to work with even though he was giving her a buying signal.

[16:34] Bringing up a negative experience of someone they have worked with in the past that does something like you, a buying signal.

[18:48] When people ask you to repeat the information, you have already given them a buying signal.

[20:45] Nikki chats with a guy that attended one of her training seminars.

[22:08] When someone asks you for a discount, it is a buying signal.

[22:37] Follow up with an invitation even if you are not willing to give a discount.

[24:09] When people make positive comments about your work or products, buying signals.

[25:13] Nikki shares a conversation she had with a woman who started complimenting her training and how she followed through.

[28:23] She chats about how she ended up with the lady as a client.

[30:45] Get out there and start inviting people to work with you.

[31:08] Do you need an antenna to recognize buying signals?

[32:17] Nikki has one final story to share about buying signals.

[34:12] Do you believe that if someone wants to hire you, they will let you know?

[35:30] Invite people to take the next step with you; you might end up with new clients.

[36:25] Go to the www.yoursalesmaven/maven to get the free download for the rest of the most missed buying signals.

[37:19] Thank you for tuning in today!

Find Nikki:

Nikki Rausch

Email

@yoursalesmaven

Facebook | Twitter | LinkedIn

Sales Maven Society

To download free Resources from Nikki: www.yoursalesmaven.com/maven

Is your written communication effective, are you getting responses or crickets? Listen as your host Nikki Rausch shares some ways that you can get more return on your emails and other means of written communication. Nikki is a sales strategist and coach with over twenty-five years of sales experience and is master certified in neuro-linguistic programming.

Nikki reads two forms of written communication she has received and breaks them down to teach us how to make them more useful. Nikki states that you must make every word you write in a message count, make them curious enough that they want to find out more, and never start a message out with an "I" or "we" statement. Who is the message for or about? Make sure that is your focus.

Listen, as Nikki discusses why, when communicating with prospective clients, we should never ask the client to do the work. Start with a question that allows them to decide whether they want to keep reading and don't make the client search for the information you are trying to give them. You are trying to make them curious enough that they want to move forward and see what it is you are offering.

Nikki's final ask is for you to go back over the last five emails you have sent and circle all the "I" and "we" statements to see if you are following the 80/20 rule. As a gift, she is offering you a free download of the full sales training course she usually reserves for her clients in her Sales Maven Society at www.yoursalesmaven.com/maven, check it out, you will be glad you did.

In This Episode:

[00:43] Welcome to the show.

[00:56] Nikki is discussing Part 2 of Making a Positive First Impression.

[02:09] In this episode, we are focusing on written communication to make a first impression.

[02:47] Your job is always to make it easy for the other person, default to the clients' preference.

[03:31] How is your written communication with prospective clients? Are you getting responses?

[05:08] Check out www.yoursalesmaven.com/maven, Nikki has loaded a full training for you that is free for a limited time, so don't wait.

[06:22] Nikki speaks about your messaging and your written communication with prospective clients.

[08:25] Nikki shares an example of the wrong way to write a message when you are trying to get someone as a client.

[11:52] Make sure every word you write in a message counts, give them a reason to want to respond.

[13:32] Don't start a message with an "I" statement.

[15:02] Nikki speaks about "I" and "we" statements having no interest in someone that doesn't already have a relationship with you.

[18:28] Don't ask a prospective client to do the work, give them the information they need to see if you are a fit for them.

[19:45] Nikki shares an email that she received and breaks down what is wrong with it.

[22:04] There are four "I" statements in the first few paragraphs of the email.

[22:52] Who is that message for or about? The message is for her and about her, and that is not interesting to a reader.

[25:22] Nikki shares a potential rewrite for the email she received.

[27:22] Your assignment, if you choose to accept it, is to go back and look over the last five emails that you have sent to prospective clients and see how many "I" and "we" statements you have.

[28:24] Don't forget to go to www.yoursalesmaven.com/maven to download your gift for listening today.

[29:22] Wishing you continued success in all that you do. Thank you for listening.

Find Nikki:

Nikki Rausch

Email

@yoursalesmaven

Facebook | Twitter | LinkedIn

Sales Maven Society

To download free Resources from Nikki: www.yoursalesmaven.com/maven