Sales Maven 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 Crow and Pitcher, 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.
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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.
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Generating New Business With Confidence A Sales Success Story With Melissa Jacobs