Sales Maven

"We need to be a good steward of money in order for money to flow." Listen, as Nikki and her guest Michelle Cooper of Alchemy Accounting and Bookkeeping discuss a sales success story that resulted from a coaching call with Nikki around sales language for the launch of a new product, how she got it out in the market, and the sales conversation she needed Nikki's help with plus much more on this episode of the Sales Maven Show. Michelle discusses getting Nikki's support with rewriting sales copy, and an email that she sent out to twenty people with five immediate sales. Nikki and Michelle talk about a circle back email that Nikki has in the Sales Maven Society resources and that in the sales process, your job is to make it easy for people to buy from you. Nikki shares that Michelle is the queen of implementation, she learns it, and then she implements it. Michelle believes that implementing what you learn is how to build your business. Michelle also shares that getting support should be the first step for anyone struggling with sales conversation. If you find value in this podcast and want to ignite your sales, you are invited to join the Sales Maven Society. This is an opportunity for you and Nikki to work together, you bring your questions, concerns, and sales issues, and she provides answers and guidance to boost your confidence. Join by going to www.salesmavensociety.com, click add to cart, and then checkout and use coupon code: 27trial to get your first month for only $27.00! In This Episode: [01:05] Michelle, welcome to the show! [02:38] Michelle discusses what her company is about. [04:03] Nikki shares that Michelle is the CFO of her company, and because of Michelle, she has made significant strides in her business.  [06:53] Nikki speaks about taking Michelle's advice about taking money out of her business account. [09:19] Michelle discusses launching a program she wanted Nikki's support on. [12:32] Listen as Michelle shares what happened and the results she saw. [13:33] Michelle was able to create a webinar presentation of the sales copy they wrote together. [14:01] Michelle sent out an email to her 20 people list and got five people to say yes instantly. [15:55] Nikki shares during a premier coaching program that it is super important when sending a message out to think about how the reader will receive it. [18:01] Michelle speaks about a circle back email that Nikki has in the Sales Maven Society. [19:28] In the sales process, your job is to make it easy for people to buy from you. [20:48] Michelle believes that implementing what you learn at the right time is really important. [23:27] Sales is something you do with someone, and you earn it. [24:15] Michelle shares the first step for anyone that is struggling with sales conversation. [27:02] Invest in yourself because it makes a difference in the long term for your business. [30:04] Thank you so much for being on the show! Find Nikki: Nikki Rausch Email @yoursalesmaven Facebook | Twitter | LinkedIn Sales Maven Society To download free Resources from Nikki: www.yoursalesmaven.com/maven Find Michelle: Alchemy Accounting and Bookkeeping @alchemyaccounting Facebook | Instagram | LinkedIn Ways To Work With Nikki: Private 1:1 Coaching: tailored specifically to you and your business (most popular) Sales Maven Society: sales training & direct access to Nikki in a membership platform Master Class: in-person and virtual workshops Strategy Session: 50 minute coaching session over Zoom Corporate Trainings: team trainings

Are you wasting time putting together a proposal before you even have a discovery call? Listen, as Nikki shares how to pre-plan for sales calls in a way that will minimize the drain on your time, some resources that can help and some tips to get you out of situations where you are just spinning your wheels, and much more on this episode of the Sales Maven Show. Nikki discusses three things that are happening during pre-planning for a potential new business that is draining your time. Taking a deep dive into research mode and planning a proposal before you have the job is one way. Planning additional business with the client when you haven't yet received the client's business and putting up objections to what you will need to change in your business once you get it. Does this sound like you? Would you like to hear more episodes on improving your discovery process? Nikki suggests you listen to Episode 5, Episode 19, and the follow-up to episode 19 with Julie Fry sharing the success her business has seen since implementing the changes Nikki recommended on Episode 30. Are you ready to ignite your sales? Nikki wants to invite you to join her Sales Maven Society. This is an opportunity for you and Nikki to work together, you bring your questions, concerns, and sales issues, and she provides answers and guidance to boost your confidence. Join by going to www.salesmavensociety.com, click add to cart, and then checkout and use coupon code: 27trial to get your first month for $27.00! In This Episode: [00:43] Welcome to the show! [01:36] Nikki shares a Five-star review from Elaine. [03:30] Nikki speaks about three things that are happening during pre-planning for a sales call. [03:43] People go into deep-dive research mode and plan a proposal. [05:46] Nikki shares an example of someone she knows that went down the research rabbit hole before she's even had a conversation with the prospective client. [07:36] If you need help to improve your discovery process, listen to episode 5 or episode 19 and follow up episode 30 with Julie Fry. [08:55] Another waste of time is planning additional business they can potentially give you before you have the client. [11:24] Nikki gives an example of a client planning to get additional business from a prospective client before she got the first business. [12:49] You don't get to skip steps on the selling staircase. [14:23] The third waste of time is putting up objections to the things they will need to change in their business when they get the deal. [16:58] Nikki says that having so many members that she will have to upgrade her site again is a great problem to have. Not an objection. [19:15] Nikki talks about some additional podcasts that can help are Episode 1 and Episode 2. [19:52] Nikki talks about her free sales training, Authentic Sales Conversations, and how it can support you. [22:12] Thanks for listening! Find Nikki: Nikki Rausch Email @yoursalesmaven Facebook | Twitter | LinkedIn Sales Maven Society Sales Maven LinkedIn To download free Resources from Nikki: www.yoursalesmaven.com/maven Ways To Work With Nikki: Private 1:1 Coaching: tailored specifically to you and your business (most popular) Sales Maven Society: sales training & direct access to Nikki in a membership platform Master Class: in-person and virtual workshops Strategy Session: 50 minute coaching session over Zoom Corporate Trainings: team trainings

Do you implement the things you learn? Listen, as Nikki and her guest, Jon Alvarado, discuss how he implemented Nikki’s strategy to grow his company Teach Financial Literacy. His dedication to listening to and putting Nikki’s strategies to work for his business is why he is one of Nikki’s big success stories. Jon shares that he had a lack of confidence and a lot of anxiety around sales. When he started getting some interest in his product, Jon knew he needed help and was 100% sure that with Nikki’s one of a kind skillset, she was the person who could get him where he needed to be. One thing that Jon implemented was asking permission to move to the next step in the sales process. Nikki says that it is often something that people forget to do, and Jon says that it has made a tremendous difference, and he makes a specific point to ask for permission every time. Jon shares that he was looking for experience in sales and a fantastic listener, which is why he chose to work with Nikki. There is no better investment than to invest in yourself. Jon says if you have been going at it on your own with little success, his advice is to hire Nikki. The difference her strategies have made in the last couple of months has been phenomenal, and Jon truly believes that he wouldn’t be where he is today if he hadn’t hired her. Are you struggling with sales? You are invited to join the Sales Maven Society. This is an opportunity for you and Nikki to work together, you bring your questions, concerns, and sales issues, and she provides answers and guidance to boost your confidence. Join by going to www.salesmavensociety.com, click add to cart, and then checkout and use coupon code: 27trial to get your first month for $27.00! In This Episode: [01:05] Welcome to the show, Jon! [02:13] Jon shares his background and his business around financial literacy. [03:08] Jon discusses his story and how teaching children financial literacy can affect their earning potential for the rest of their lives. [05:56] This program is set up to be part of the school curriculum. [06:41] Listen as Jon speaks about the language barrier his company is geared to overcome. [09:27] Jon shares how his life story was the catalyst for creating this company. [10:33] Jon says that his confidence level has increased with sales since working with Nikki. [11:51] Jon discusses what prompted him to contact Nikki for support. [14:57] Nikki helped Jon make some tweaks to his sales meetings, which led to a $48,000 first sale. [17:40] Jon speaks about his trust and belief in Nikki and allowed her to coach him, and he listened to every word. [20:06] Jon talks about some key things he implemented from Nikki’s coaching that have made the biggest impact on his company. [23:05] What advice would you suggest to someone that is struggling with sales? [26:12] Nikki can’t even imagine that conversation she and Jon will have next year on his success because he is such a great implementor. [30:00] Thank you for being on the show! Find Nikki: Nikki Rausch Email @yoursalesmaven Facebook | Twitter | LinkedIn Sales Maven Society Sales Maven LinkedIn To download free Resources from Nikki: www.yoursalesmaven.com/maven Find Jon: Jon Alvarado Email Ways To Work With Nikki: Private 1:1 Coaching: tailored specifically to you and your business (most popular) Sales Maven Society: sales training & direct access to Nikki in a membership platform Master Class: in-person and virtual workshops Strategy Session: 50 minute coaching session over Zoom Corporate Trainings: team trainings

"When you think about charging, it's really important that you pay attention to the things you do, what are the results you give clients." Listen, as Nikki discusses, why you should charge for expertise, not time, how to have the conversation with your clients, and much more on this episode of the Sales Maven Show. "Are you always talking about the amount of time clients get with you, or are you talking about the results when writing up your sales pages," Nikki says that people don't want to pay for time, they want to pay for results. Nikki sets her pricing by the results her clients say they get from her. The stuff Nikki shares makes people money. Listen, as Nikki discusses an exercise she wants all of you to do. Set aside some time to evaluate how much you have invested in learning the skills you have and then setting your prices. You might find that you are charging enough, or you might find that you are short changing yourself. If you want to talk it over with Nikki, she would be glad to talk with you. Nikki wants to invite you to join her Sales Maven Society. This is an opportunity for you and Nikki to work together, you bring your questions, concerns, and sales issues, and she provides answers and guidance to boost your confidence. Join by going to www.salesmavensociety.com, click add to cart, and then checkout and use coupon code: 27trial to get your first month for $27.00! In This Episode: [00:43] Welcome to the show! [01:24] Nikki shares a story from her past called the Red Handled Wrench. [07:47] Nikki discusses how the story relates to the topic of this episode. [08:48] Think about your expertise and how you are positioning it in the market. [09:50] When you start to sell results, clients don't care how much time you spend. [10:59] Do you understand the value of your time? [12:18] Nikki spoke about someone who recently reached out to her that wanted to work with her. [14:04] Nikki shares a review she received from someone who was recently in a group strategy session. [15:26] When you set your pricing, set it based on your client's results. [17:13] Nikki gives the listener an exercise to complete. [18:39] Take some time and evaluate how much you have invested in learning the skills you have and then setting your prices. [20:08] Nikki invites you to join the Sales Maven Society. [21:35] 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 Ways To Work With Nikki: Private 1:1 Coaching: tailored specifically to you and your business (most popular) Sales Maven Society: sales training & direct access to Nikki in a membership platform Master Class: in-person and virtual workshops Strategy Session: 50 minute coaching session over Zoom Corporate Trainings: team trainings

“The session I had with Nikki pointed me to what questions to ask in my discovery calls.” Listen, as Nikki and her guest Julie Fry of Your Expert Guest discuss a sales success story that resulted from her on-air coaching call with Nikki on episode 19, How to Make Your Consultation Calls Easier, one of Nikki’s most downloaded episodes so far, plus much more on this episode of the Sales Maven Show. Listen as Julie shares how she works with clients, tracks podcast results for those clients, and how she felt about consultation calls before she did the on-air coaching call with Nikki. After the coaching call, she is more confident, and her results have been amazing. All she did was listen to what Nikki had to say and adjust the language to the questions. If your consultations are not landing the way you want them to land, you need to have a script and have the questions in front of you. Nikki believes that by getting the answer you need from the questions, you will be able to recommend the right solution.  Are you struggling with consultation calls? Julie says that if you are a Sales Maven Society member, put yourself out there, and get on one of Nikki’s on-air coaching calls; it will increase your business. It did hers, and she couldn’t be happier with the results. If you find value in this podcast and want to ignite your sales, Nikki wants to invite you to join her Sales Maven Society. This is an opportunity for you and Nikki to work together, you bring your questions, concerns, and sales issues, and she provides answers and guidance to boost your confidence. Join by going to www.salesmavensociety.com, click add to cart, and then checkout and use coupon code: 27trial to get your first month for $27.00! In This Episode: [00:43] Welcome to the show! [01:17] Julie, welcome back to the show! [02:45] Julie shares a little of her background and the clients she works with. [04:31] Listen as Julie speaks about how she tracks podcast results for her clients. [07:03] Julie says that she felt very awkward before the on-air coaching call during consultation calls. [08:25] What prompted you to do an on-air coaching call with Nikki? [10:06] Julie shares what she implemented from the coaching call in her business and its results. [11:08] Are you the type of person who values reaching your goal more in terms of time or money? Is the question she asks that still makes her cringe a little. [14:07] Nikki speaks about an exercise on how to identify your ideal client. [16:08] Julie shares how her clients feel about the question that she dislikes. [17:21] Julie discusses the results she has reaped from adjusting her questions, as Nikki suggested. [20:16] If you were offering advice to someone struggling with consultation calls, what would that be? [23:01] Nikki speaks about how much she loves the value that people get from the Sales Maven Society and their questions. [25:56] Thank you so much for being on the show today! Find Nikki: Nikki Rausch Email @yoursalesmaven Facebook | Twitter | LinkedIn Sales Maven Society To download free Resources from Nikki: www.yoursalesmaven.com/maven Find Julie: Your Expert Guest @yourexpertguest Facebook | Twitter | Instagram  Ways To Work With Nikki: Private 1:1 Coaching: tailored specifically to you and your business (most popular) Sales Maven Society: sales training & direct access to Nikki in a membership platform Master Class: in-person and virtual workshops Strategy Session: 50 minute coaching session over Zoom Corporate Trainings: team trainings

"When you get strategic in your sales conversation, the sale gets so much easier for you." Listen, as Nikki discusses how to know when you are word vomiting on potential clients, what to do instead, how to create curiosity without dog calling energy, and much more on this episode of the Sales Maven Show. "The object of sales is to make the experience amazing for the person who you want to earn their business." Nikki shares signs that you are talking too much to a potential client, she talks about an incident where her husband was subject to this, how he reacted, and ways to get out of that place of oversharing. Nikki believes that you must manage your internal state of mind before getting on a call and be willing to pay attention to the other person's cues. She gives you some questions you can ask the potential client that will clue you into where they are and you can always stop talking if you feel you are oversharing.  If you find value in this podcast and want to ignite your sales, Nikki wants to invite you to join her Sales Maven Society. This is an opportunity for you and Nikki to work together, you bring your questions, concerns, and sales issues, and she provides answers and guidance to boost your confidence. Join by going to www.salesmavensociety.com, click on add to cart, and then checkout and use coupon code: 27trial to get your first month for $27.00! In This Episode: [00:43] Welcome to the show! [00:58] Nikki discusses the topic of today's show. [02:29] Word vomiting often comes when people are trying to create curiosity. [04:33] Nikki shares that it's easier to make sales when you don't talk so much. [05:14] Nikki discusses the signs that someone is getting word vomited on. [05:47] To earn someone's business, you don't have to tell them all the things. [06:55] Do you feel it's important for a prospect to know your story to earn their business? [08:38] If people are checking the time, you might have word vomited a bit. [09:51] Nikki shares a story about her husband and a contractor. [12:49] Nikki speaks about a contractor telling her husband all the things that could be wrong and why. [15:29] When people start doing the uh, huh, you could be word vomiting. [18:37] Nikki says the amount of word vomiting tickled her and her husband. [20:21] Nikki shares what you can do when you get to a place of oversharing. [20:48] Manage your internal state of mind before you get on the call. [21:41] Be willing to pay attention to the other person if they are giving you a cue. [22:07] "How are we doing so far?" is a question that Nikki asks so she can figure out what the person is thinking about. [23:02] Nikki shares another question you can ask. [23:30] You can stop talking if you think you are talking too much. [24:16] Thank you so much for listening to the show! Find Nikki: Nikki Rausch Email @yoursalesmaven Facebook | Twitter | LinkedIn Sales Maven Society To download free Resources from Nikki: www.yoursalesmaven.com/maven Ways To Work With Nikki: Private 1:1 Coaching: tailored specifically to you and your business (most popular) Sales Maven Society: sales training & direct access to Nikki in a membership platform Master Class: in-person and virtual workshops Strategy Session: 50 minute coaching session over Zoom Corporate Trainings: team trainings

Are you having trouble speaking to your clients about a contract renewal at a higher rate? Listen to Nikki's on-air coaching call with Dina Pruitt, one of our brilliant members of the Sales Maven Society. Dina is the owner of D2 Strategic. She is a Facebook and Instagram Ads strategist and a self proclaimed Google Analytics nerd. Dina shares that she needs support around how to communicate with her existing clients. Her new clients have an initial three-month contract with her, and she wants to know how to negotiate a new contract with them and the language to use when she is speaking to them about a rate increase. Nikki says that one way to approach a client when negotiating a new contract, is to make it a statement of fact and be confident. Know your clients' preferred way of contact and use it to communicate the need to speak with them for a few minutes about transitioning into a new contract. List the advantages of signing a six-month contract over a three month if you would like to transition them to a longer contract.  Listen, as Dina shares, the number one benefit of being a Sales Maven Society member is the video resource library that Nikki has set up. She says that there are so many videos, and they are organized so well that all she has to do is click and get her question answered. Dina says she loves diving into the treasure chest of Nikki's knowledge.  WOW! Nikki is offering a trial discount for your first month as a member of the Sales Maven Society! It's a monthly membership, and for a limited time, you can receive your first month for $27. If you have ever wondered what's so great about the group, this is your chance to find out. This Episode: [01:04] Welcome to the show, Dina! [01:27] Dina shares a little about herself and her business. [04:16] Dina speaks her difficulty in speaking to her customers about a rate increase. [05:58] Nikki discusses the way to approach this conversation with a client. [07:50] Nikki speaks about two studies that she read around this topic. [08:52] When negotiating a new contract, make it a statement of fact. [10:04] Nikki shares that stepping up a client is another way to do this. [12:25] Nikki speaks about the way to position the idea of signing a six-month contract versus a three-month contract. [13:39] Dina's follow-up question is how to begin the conversation with her client? [14:41] It's better to have it as a live conversation back and forth with the client. [16:31] Nikki speaks about the correct way to set up a conversation with a client. [18:42] Nikki shares the language to move a month-to-month client to a contracted client. [20:51] Dina says that a benefit for her of being part of the Sales Maven Society is the video resource course library.  [22:57] They discuss the way they first got connected. [24:49] Nikki speaks about how touched she was when Dina became a lifetime member of the Sales Maven Society. [25:33] Dina shares that you can sign up to download three free reports that you should look at to track and measure your marketing ROI, go to www.d2strategic.com to sign up. [25:50] Nikki is offering a trial to become a member of the Sales Maven Society at $27 for your first month. Use code 27trial at www.salesmavensociety.com. [27:22] Thank you for being on the show! Find Nikki: Nikki Rausch Email @yoursalesmaven Facebook | Twitter | LinkedIn Sales Maven Society To download free Resources from Nikki: www.yoursalesmaven.com/maven Find Dina: D2 Strategic Instagram | Facebook | LinkedIn Ways To Work With Nikki: Private 1:1 Coaching: tailored specifically to you and your business (most popular) Sales Maven Society: sales training & direct access to Nikki in a membership platform Master Class: in-person and virtual workshops Strategy Session: 50 minute coaching session over Zoom Corporate Trainings: team trainings

Did you know that when you justify your reason for a rate increase, it can leave you open to negotiation? Listen, as Nikki shares three critical times in a sales conversation; you absolutely do not want to justify your reason and much more on this episode of the Sales Maven Show. "If you find yourself telling a story around your pricing, you are likely justifying your price." Don't open yourself up for negotiations. You don't need a story when you are increasing your prices. You don't want to put yourself on your back foot in the sales conversation.  Do you feel the need to blame others when something has gone wrong or fallen through the cracks? Don't! Nikki says it is a huge rapport breaker and will diminish any credibility and authority you might have. When you make a mistake, you acknowledge it, apologize and ask for forgiveness, you don't need any other justification. "Because you have a lot of skills at what you can do, it doesn't mean you should do it, and it doesn't mean you want to do it." Nikki discusses that when your business grows, you will inevitably decline business, don't justify your reasons for declining to work with someone.  Nikki's blend of teaching, sharing her knowledge, and telling stories makes this podcast easy to listen to. As we've come to expect from Nikki, she shares things that, as business owners, we've probably all had these issues but didn't realize there was another way to handle them. Thank you, Nikki, for telling us like it is. In This Episode: [00:43] Welcome to the show! [01:30] Nikki shares two five-star reviews from listeners Sonoma Kate and Shelli Warren. [03:04] Nikki feels that justifying in the sales process puts you on your back foot and diminishes your credibility. [03:22] There are three critical times in a sales conversation that you absolutely do not want to justify. [03:54] Price increases are an area where you don't want to justify your reason. [05:04] Nikki gives an example of a justification that she sees. [07:09] When things have gone wrong is another time you don't want to justify all the ways it's your fault. [08:48] Nikki shares a story around justifying yourself when things go wrong. [10:30] Nikki speaks about moving from Washington to Idaho last week and hiring packers and movers. [13:30] Nikki talks about what happened when trying to get her stuff delivered. [16:37] Nikki shares what happened when she asked for an apology from the company's representative. [18:29] Nikkis speaks about her niece losing her retainer after wrapping it in a napkin, even though she knew better. [22:44] The third time you don't want to justify is when you are declining business. [24:30] Nikki discusses what came up with one of her clients and how she instructed her to respond without a story. [25:52] Nikki shares a language suggestion around declining working with someone. [27:18] Thank you for listening to the show! Mentioned: Biz Chix - Stacking Your Team Introductions with Shelli Warren Find Nikki: Nikki Rausch Email @yoursalesmaven Facebook | Twitter | LinkedIn Sales Maven Society To download free Resources from Nikki: www.yoursalesmaven.com/maven Ways To Work With Nikki: Private 1:1 Coaching: tailored specifically to you and your business (most popular) Sales Maven Society: sales training & direct access to Nikki in a membership platform Master Class: in-person and virtual workshops Strategy Session: 50 minute coaching session over Zoom Corporate Trainings: team trainings

Listen to Nikki's on-air coaching call with Kateri Gabriele, a Sales Maven Society member, and her business partner Roxanne Holhous. Kateri and Roxanne are both lifelong nurses and saw an opportunity to go into business together. They call their business Sim2Grow, its simulated medication administration training system, intended for nursing schools. Kateri and Roxanne need Nikki's help with creating a strategy for sales consistency throughout the year. Selling anything in the education market is determined by their buying cycle, so Nikki suggests using a subscription model to keep money flowing year around. Because their current model sets them apart with the original product, they think the subscription model would work best on any other offers they might have for other products. Nikki also discusses having another offer separate from the original sale, and she encourages them to have some virtual demonstration training programs consistently every month. Nikki speaks about rep firms and explains what they do and how they can be the lead generators while Kateri and Roxanne hold down full-time nursing jobs. Kateri shares that one benefit of being a member of the Sales Maven Society is the broad range of ways Nikki shares sales strategies. She loves the support on Facebook from other members and that Nikki stays in contact, answers questions, and asks questions. Again, Nikki's vast experience comes into play and blows her guest's minds. Nikki gave some suggestions that Kateri and Roxanne had never heard of, but they are excited to try. Nikki gives the best sales tips and tricks, so believe me, you don't want to miss any episodes of the Sales Maven Show. In This Episode: [01:16] Welcome to the show, Kateri and Roxanne! [01:35] Kateri shares where she and Roxanne met. [01:53] Roxanne speaks about the business they created together. [03:36] Listen as Roxanne asks Nikki for help to build a strategy for consistency with sales. [04:24] Nikki shares that education has a buying cycle. [06:06] Kateri speaks about some virtual training programs they have had recently. [07:03] Nikki encourages them to show their product constantly monthly or even weekly. [08:33] Nikki says that it's ok to keep inviting people who said no in case things change for them. [09:05] Nikki discusses using a subscription model that would allow for recurring payment structure. [10:04] Kateri thinks since their product is a one time purchase, the subscription model might not work. [11:38] Nikki asks what else they could provide to let nurses get continuing education separate from the original sale. [12:44] Kateri shares they have been contemplating an inventory system that might be good as a subscription model. [14:55] Roxanne speaks about their sales process. [16:03] Nikki discusses working rep firms because of the relationships they have. [18:24] Kateri has considered reaching out to vendors, but she had never heard of rep firms. [19:29] Nikki shares more about rep firms and how they set up appointments. [21:51] Roxanne speaks about the audience at a nursing education conference and how they don't always pay attention. [24:20] Nikki speaks about ways to find a good rep firm. [25:50] Nikki discusses a dealership model or a distribution model, which might be another road they could go down. [28:41] Roxanne shares that it's a challenge because they fear letting it go. [30:06] What is the outcome you want to have happen? [31:08] They acknowledge that they need to figure out the best model to help them grow the business. [32:04] Kateri shares one benefit that she receives from being a part of the Sales Maven Society. [34:08] Thank you, ladies, for being on the show! Find Nikki: Nikki Rausch Email @yoursalesmaven Facebook | Twitter | LinkedIn Sales Maven Society To download free Resources from Nikki: www.yoursalesmaven.com/maven Find Kateri and Roxanne: Sim2Grow Twitter | Facebook  

Have you reached a point where you realize you give way too much to your clients for free? Listen to Nikki's on-air coaching call with Heather Craig, a Sales Maven Society member and the owner of Thriving Waves Financial. Heather needs Nikki's help to transition the clients she has had for a while at a lower rate into the new pricing structure that is higher for the services they already receive. Heather discusses moving into a subscription model and updating her packages, so she is less likely to give so much information away for free. Nikki suggested that she first communicate with clients who ask questions that aren't part of their packages about the updated package prices.  Nikki also addresses what to do about the clients that won't be happy with the new rates, and she shares a story about a time when she had to charge for services that some clients thought were free. Nikki speaks about possibly having a fifteen-minute option for clients that didn't want to level up to a new package. Heather shares that her favorite part of being a member of the Sales Maven Society is that anyone can post questions and get recommendations from Nikki and anyone else from the group. Nikki gives the best advice and thinks of things that aren't even on most people's radar. If you want to take your business to the next level, you have to listen when Nikki speaks. In This Episode: [01:10] Welcome to the show, Heather! [01:20] Heather shares a little about her business. [02:25] Heather says that a holistic and natural lifestyle is important to her; therefore, she understands her client's business. [03:27] Heather shares what she needs Nikki's support with. [04:14] Heather wants to move into a more subscription-based model. [05:48] Nikki has some more questions so she can get a better grasp of the situation. [07:02] Heather speaks more about the subscription model she is thinking about. [08:01] The first thing Nikki suggests is that Heather communicates with her clients about her new packages when they ask her questions. [09:18] You need to start planting seeds. [10:17] Nikki shares some ways Heather can start a conversation with her clients. [12:05] Nikki speaks about ways to keep the clients she has now at a rate that doesn't scare them away. [14:17] Nikki shares a story about when she informed some clients that going forward, they would have to pay for the services they were getting for free. [17:04] Nikki speaks about a 15 min offer that she could introduce. [19:42] Nikki says that Heather needs to write up what she wants to say and then post it in the group to get help with the language. [21:47] What one benefit have you received from being a part of the Sales Maven Society? [23:24] Thank you for being on the show! Find Nikki: Nikki Rausch Email @yoursalesmaven Facebook | Twitter | LinkedIn Sales Maven Society To download free Resources from Nikki: www.yoursalesmaven.com/maven Find Heather: Thriving Waves Financial Facebook