Sales Maven

Have you ever wanted to dig deeper into your family history? Listen, as Nikki and her guest Laurie Hermance-Moore, a Sales Maven Society member, have an on-air coaching call around this subject. Laurie is asking Nikki for help to figure out how to create interest and curiosity when you are selling something that is more of a want than a need.  Laurie is a professional genealogist and solves mysteries to bring her clients' ancestors to life. She is the founder of Heritage Bridge, where she designs experiences for clients who want to create a legacy for their families and connect with their place in history. She is accredited in genealogy research for US Midwest states through the International Commission for the Accreditation of Professional Genealogists. Listen, as Nikki shares her idea of using stories to show the impact her work has on clients to enable her to showcase what she brings to the table. Laurie speaks about trying to get potential clients to view what she does as valuable enough that they feel good about putting their money on something that is not essential. Nikki suggests ways to get Laurie’s name recognized as an expert in her field by structuring a signature talk, launching a free webinar with an amazing offer for potential clients, and using her network to get introduced to people who will find what her company does helpful. Laurie shares the benefits she has received by being a member of the Sales Maven Society and encourages all members to use the resources available. As usual, Nikki shares what she knows to give Laurie the direction she needs to increase her client base and grow her business. You don’t want to miss this episode. In This Episode: [01:09] Laurie, welcome to the show! [01:30] Laurie shares what she does and how she helps people. [02:58] Laurie speaks about a common question people ask her about researching their family history. [06:10] Laurie discusses finding heirs and giving them an inheritance they knew didn't know they had. [07:15] What is the prestigious certification that you hold? [08:40] Laurie speaks about what she needs Nikki's help with today. [10:08] Nikki says to create an interesting story around the impact of what her work has had on a client. [12:21] A picture is worth a thousand words, and a story is worth a thousand pictures [13:52] Do you feel that people are more interested in experiences than things now? [14:56] Laurie shares how she moves past the academic research report and finds maps, photographs, and locations to create a tour of their ancestors. [15:56] Nikki discusses targeting what potential clients want their legacy to be. [18:08] Laurie says that she feels that financial planners and attorneys might be natural referrals for her business. [21:01] Could you structure a signature talk? Have you thought about what you could say? [23:21] Nikki speaks about having an offer ready if you do a free webinar. [25:02] Never be afraid to use your network to reach out and ask people to introduce people they know. [28:48] When you are at these speaking opportunities, share your stories and plant seeds to other individuals about their legacies. [29:33] Thank you so much for agreeing to this on-air coaching call. [30:18] What has been of value to you as a Sales Maven Society member? [32:10] 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 Find Laurie: Laurie Hermance-Moore LinkedIn

Do you have a 'Go Fish' mentality? Do you know that that is? Listen as Nikki shares what she means by this along with ways that you can communicate that will drive sales, counter tips that could cost you sales and actionable advice that you can use to grow your business, all on this episode of The Sales Maven. As a salesperson, it is your job to make it easy for a person to take the next step with you, not be so vague that they feel like they have to pull the information out of you. Don't make your clients feel like they are playing a game of Go Fish when they are trying to pay you money. Think about how you are communicating with your clients right now; are you being clear in your communications? The more specific you can be, the easier it will be for the client to know what to do next. Do you ever feel like there is a breakdown in the communication you have with a prospect or a client? Listen as Nikki explains why this might happen and what you can do to reboot the conversation. It's your responsibility to earn someone's business, so be specific, get rid of the vague language, and make it easy for a client to do business with you. Nikki always gives the best advice, and if you want to grow your business, you need to listen to this episode. Nikki doesn't pull any punches. She will tell you why she believes you are having issues, and it's up to you to see and correct the problems.  In This Episode: [00:42] Welcome to the show! [01:45] Nikki reads some reviews from listeners that have touched her. [03:34] Thank you to everyone that leaves reviews. [04:38] Nikki shares that she was on episode 96 of The Brainy Business podcast. [05:16] Nikki describes what she calls the 'Go Fish' mentality. [07:40] As a salesperson, your job is to make it easy for a person to take the next step with you and pay you money. [08:27] Nikki shares an example of what she means by the 'Go Fish' mentality. [11:11] Do not make your clients play a Go Fish game when trying to pay you money. [13:38] Think about the way you are communicating with your clients, are you very clear in your communication? [15:07] Nikki says to take a step back, review your information, consider what's going on and ask yourself what you are missing. [17:17] If you feel like there is a breakdown in your communication with a prospect or a client and you aren't sure where it's gone wrong, ask someone to look it over. [19:00] Nikki believes that it's your responsibility to earn someone's business. [20:24] Nikki recaps the steps to communicating in a way that drives sales. [21:19] Nikki shares a suggestion that she wants you to leave with today. [22:07] If you would like some additional resources visit www.yoursalesmaven.com/maven. [22:46] Thank you so much for listening! 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 how to pre-frame a call with a client? Listen, as Nikki and her guest Teresa McCloy have an on-air coaching call about how Teresa can guide clients into the business side of what she does and move them to the next level. Teresa is a member of the Sales Maven Society and a coach, speaker, and Enneagram practitioner. She is the creator of the REALIFE Process and she partners these tools together to guide clients to a fresh way of intentional living. Teresa wants Nikki to help her move clients from taking the Enneagram profile to inviting them to the coaching side to teach them to apply it to their daily lives. Listen as Nikki shares some ideas with Teresa on how to pre-frame the conversation and ways to add some questions when discussing the results of their profile to let the client see additional ways you might serve them. Nikki discusses ways for Teresa to tailor information from calls to the client for offers that will be perfect for them. She shares how to take notes during a call looking for key phrases and how much time they need at the end of the call to make the sales offer. Nikki also speaks about ways to stay in touch with the client, even if they say no to the offer. Listen as they speak about building credibility and pouring love on the person you are referring the client to and how the call should feel the same no matter which team member is answering it. Teresa also shares the main benefit she gets from the Sales Maven Society group and how much she has learned and continues to learn from Nikki. If you want to know how to take your client to the next level, this is a conversation you don’t want to miss. In This Episode: [01:06] Teresa, welcome to the show! [01:15] Teresa shares some details about her business. [01:47] Can you describe the Enneagram for us? [02:37] Nikki speaks about being a client and going through the Enneagram process. [03:16] Teresa shares how Nikki can serve her today. [05:17] Nikki gives Teresa some tips on how to bring up the need for additional work they might need. [07:30] Leave clients feeling satisfied and let them know that there are other ways to work together. Lay the foundation. [08:39] Teresa likes pre-framing at the beginning of a call, so they know that at the end of the call, there are other opportunities. [11:04] Nikki says to drop some questions in while reviewing their profile with the client to see if they see a need to do additional work. [12:44] That will set you up to share more of what you offer. [14:30] Nikki speaks about having information tailored to the client by taking notes during the conversation. [16:27] Should we have a list of key phrasing to look for and then a list of leading questions? [19:20] Teresa wants to know how much time at the end of the conversation, she needs to leave to offer them more services. [22:44] What are the next steps if we get off the call, and they decide not to go forward? [24:31] Teresa shares that once clients go through the Enneagram profile, they then receive newsletters weekly. [25:18] Nikki discusses putting out special offers that she handpicks people for with a message tailored to them. [26:55] Are you using a CRM or any business software? [28:30] Nikki shares ideas for ways of setting tags on clients to know what offers you might want to send them. [30:23] It is so important to teach your team to establish credibility and paint the person you are recommending in the most favorable light. [33:20] The call should feel the same no matter which team member is taking the call. [35:00] As a Sales Maven Society member, what is the most significant benefit you find within the group? [36:48] Thank you so much for being on the show. [37:01] Keep sales front of mind, it will help grow your business! Find Nikki: Nikki Rausch Email @yoursalesmaven Facebook | Twitter | LinkedIn Sales Maven Society To download free Resources from Nikki: www.yoursalesmaven.com/maven Find Teresa: Teresa McCloy Email Podcast @teresa.mccloy LinkedIn | Instagram | Twitter

Do you feel you are failing when it comes to making sales? Listen, as Nikki shares, some of her most significant sales fail, and lessons she has learned over the years. Isn't it interesting how it makes us feel better when we find out others are making mistakes too? Keeping yourself calm and composed no matter what happens, be the swan. Nikki speaks about a time when she didn't have a good understanding of who was in a meeting and lost a significant customer because she took control of the meeting, assuming she already had the sale. Her lesson was that even when you lose a deal, the most important thing is always to keep that relationship going because you never know where you will be in a year or two.  Nikki also shares a time when she called a contact she knew with a company she wanted to get a product into, and because she was given the wrong information and handled the contacts anger wrong, she lost the relationship with him. Her lesson was as a salesperson; you have to build relationships that are outside of the company. This is just a taste of what Nikki is sharing with us today. If you have been in the sales business for a while, I am sure you can relate to the examples she gives. Nikki is making herself vulnerable and sharing these lessons so that maybe you will laugh and say if Nikki can laugh about her sales fails, so can I and move on to the next opportunity. In This Episode: [00:43] Welcome to the show! [02:26] Shout out my inspirations Elizabeth Hartke of The Scaling Up Podcast and Natalie Eckdahl of the Biz Chix Podcast. [03:51] Nikki says she is a lifelong learner, and she sometimes makes mistakes repeatedly. [04:41] Nikki shares one of her most significant sales failures as a sales professional. [07:41] She tells us why she considers this one of her biggest failures. [09:49] Nikki discusses a huge lesson she learned while selling projectors to a school district. [13:38] Nikki speaks about a meeting she had with the end buyer. [15:45] Nikki shares that she took charge of the meeting, and she shouldn't have, and she should have a better understanding of who was in the meeting. [18:13] Even when you lose a deal the most important thing is to always keep that relationship going. [19:59] Nikki speaks about another lesson and sales fail she had around a revolutionary technology product. [21:35] She sold the product and as soon as it was installed they had issues and it all had to be removed. [25:01] Nikki says she lost the trust and relationship with her contact at the company. [25:53] As a salesperson you have to build relationships that are outside the company. [28:06] Nikki reveals another fail at a conference where she was speaking. [31:16] She shares the three lessons she learned from this experience. [34:11] Nikki talks about a live workshop she put on with a mixed crowd of women and men. [35:40] She was teaching a concept called psychogeography, she used a man from the group as an example and he hired her later as a VIP client. [36:25] Nikki found a post from him on social media, saying that I had manipulated him into giving her thousands of dollars that he couldn't afford. [38:05] She spoke with him and sent him a full refund even though she had done some coaching with him. [40:21] The lesson she learned was when you see red flags, turn the business down. [42:15] The last one she is sharing is from a year ago involving an offer of private coaching. [43:55] Nikki shares that she doesn't always have people sign up for the offers she puts out. [45:02] She loves to test things out, sometimes it's okay to just put something out there and see what happens. [46:04] Nikki hopes by hearing these sales fail, it gives you laugh and to make a few of your own or to let go of the ones you are beating yourself up about. [47:23] 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   Scaling Up Podcast with Elizabeth Hartke - Episode 53 with Nikki   Biz Chix Podcast with Natalie Eckdahl - Episode 320, Episode 312 with Nikki, Episode 386 with Nikki

Do you have the funds for a professional level marketing strategy? Nikki is having an on-air coaching call with Casey Gromer, a beloved member of her Sales Maven Society. Casey calls herself a fractional CMO, a Chief Marketing Officer, whose company, Wave Marketing, focuses on being a small business marketing leader who helps you turn more people into paying customers. Casey has an MBA and has led marketing teams for Fortune 100 companies in a corporate marketing setting for nearly 20 years. She now uses that skill and experience to serve entrepreneurial businesses, making professional-level marketing strategy, structure, and operations available at a fraction of the cost of hiring a similarly qualified full-time employee. Listen as Nikki shares solutions to Casey’s questions of how she can create curiosity with implementers and companies that are running EOS systems. Nikki discusses using her strive five list and how she uses it for the events and conferences she attends. Nikki says always take advantage of seed planting opportunities because you never know when it will pay off. Nikki speaks to Casey about the questions she should ask that will open up conversations and allow her to move forward from the relationship-building point and on to how I can support you portion of the connection. You don’t need a lot of fluff when reaching out to companies, just let them know what you do and how you can help them. Casey shares one benefit she has received by being part of the Sales Maven Society and shares why you should join as well. Nikki flawless in her responses to Casey’s questions, so don’t be shy if you have questions. Nikki has answers, and she will help you grow your business if you implement what she says. In This Episode: [01:05] Casey, welcome to the show! [01:19] Casey shares a little about her background and what her company does. [02:56] She gives us some examples of how her company can help you. [06:00] How can I serve you today? What would be something that would be useful to you as you grow your business? [06:24] Casey wants to niche down to a group of companies that are running on a framework called the Entrepreneurial Operating System. [07:34] Casey is having trouble creating curiosity with implementers and companies that are running EOS. [08:25] How does one become an implementer? Do they have a network or community? [09:24] Nikki says that you must always ask, how will this benefit them to bring you into it? [10:40] Nikki shares some ideas she has for Casey around creating curiosity. [11:31] Nikki discusses her strive five list and why it is essential. [14:03] Nikki creates a strive five list for many of the events and conferences she does. [16:21] Nikki details a way that Casey can work on a question of how she can help them with their marketing. [18:25] Always take advantage of seed planting opportunities. [19:00] Casey asks for advice on how to move forward once she has the relationship part down. [20:03] Nikki says that ask strategic questions to open up the conversation. [22:45] You don’t need a lot of fluff when reaching out to companies, just let them know how you can support them in their businesses. [25:01] What has been one benefit to you from joining the Sales Maven Society? [28:23] Connect with Casey; she is a wealth of knowledge. [28:52] #implementers get results, just implement one thing you have heard today and see how it will affect your business. Find Nikki: Nikki Rausch Email @yoursalesmaven Facebook | Twitter | LinkedIn Sales Maven Society To download free Resources from Nikki: www.yoursalesmaven.com/maven Find Casey: Casey Gromer LinkedIn

Have you ever needed to pivot in your business because you wanted to niche down and stop doing all the things right and do a few things amazingly?  In today’s episode, Nikki is having an online coaching call with Lindsey Johnson, a member of her Sales Maven Society. Lindsey’s company is Verity & Co, where she helps women business owners feel confident in the marketing messages that they put out. Nikki shares her insight into Lindsey’s question of how to communicate the pivot her company is making into copywriting alone. Nikki shares how to keep Lindsey from losing the rapport she has with the people who follow her and tells her why she shouldn’t use her story as a reason for the change she is making. They also speak about free training that Lindsey could put out that would get people thinking about copy. Listen as Nikki describes what a next step offer should look like, why it is so essential for you to make it easy for people to buy from you because easy is the thing or service that is in front of them and you always want them to take the next step from you. Lindsey says that the best thing about being a member of the Sales Maven Society is the Facebook group and the people who she gets to interact with every day. Lindsey shares where to find her free training called ‘Five Writing Strategies to Win Your Dream Clients’ and describes what you will learn. Nikki will blow you away with her answers to Linsey’s questions; believe me, they are not something you would just know. Every episode of this podcast has so much value that if you have missed any of them, you really need to go back and listen. In This Episode: [01:08] Lindsey, welcome to the show! [01:18] Lindsey shares a little about her business. [01:57] How can Nikki support you today? [03:16] Nikki speaks to Lindsey about the question she has around communicating with her clients, the need to niche down and only do copywriting. [05:48] How can she keep from losing rapport with people who follow her now? [07:00] Nikki shares what to say to potential clients that want what she used to offer. [09:24] You don’t have to use your story as a reason to pick apart your decision. [10:52] Lindsey, what was the free training you offered? [12:00] Nikki believes that she should put that training out to her community and have a next step offer. [13:00] Nikki describes what a next step offer should be. [14:50] When you make it easy for people to buy from you, they will. [15:56] Does the absence of an effortless next step prolong the sales process so much that people will not go through the levels? [18:56] You have to make it so easy for people to always take the next step with you. [19:56] Lindsey shares her favorite part of being a member of the Sales Maven Society. [22:22] Thank you so much for being here! Find Nikki: Nikki Rausch Email @yoursalesmaven Facebook | Twitter | LinkedIn Sales Maven Society To download free Resources from Nikki: www.yoursalesmaven.com/maven Find Lindsey: Verity & Co Five Writing Strategies To Winning Dream Clients Pinterest | Instagram

Do you think about who you allow to give you feedback? In today’s show, your host Nikki Rausch will define what a sales mindset is and how to protect it, some things you should think about before allowing someone to give you feedback and much more on this episode of Sales Maven. Nikki discusses the four things she believes everyone should think about before allowing someone to give you feedback, a rule that she has in her house, and a challenge for you around feedback. Nikki shares an example of a time when her idea of being clear of her boundaries was cemented in her mind. Listen, as Nikki speaks about the red flag that should pop up when you hear someone say, “I just thought you should know,” a client with a great idea that was treated harshly on social media, and what she does when people send her snarky messages on her website. Remember, you have the option of unsubscribing or blocking anyone who tries to drag you down and mess with your sales mindset. Nikki shares four statements that she says to herself before every call, training and even before she does this podcast; I’m glad I’m here, I’m glad you’re here, I know what I know, and I care about you. Wow! These are statements to live by and just think if we take a moment to repeat them to ourselves every day how prepared we would be for whatever comes our way. As usual, Nikki feeds our sales souls and lets us know that she has been there, there probably isn’t a scenario she hasn’t faced in her years of sales and aren’t we glad she takes the time each week to give us ways to move our businesses another step forward. In This Episode: [00:42] Welcome to the show! [00:57] What is a sales mindset and do you know how to protect it? [02:04] Nikki shares that being protective of her mindset has served her. [03:01] Do you want to make a more significant impact in the world? Do you know who your ideal client is? [03:52] Nikki discusses some things she recommends you should think about when deciding who you will allow to give you feedback. [04:00] Nikki speaks about being in a place of resilience before she will enable someone to give her feedback. [05:33] The second thing she thinks about is the person’s motive for providing feedback. [06:27] A third thing is for you to decide after you hear it, whether you agree with it or not. [08:59] Nikki chats about a rule that she has in her house. [10:52] Nikki challenges you to think about your sales mindset and who you are letting in. [11:29] Nikki shares an example of a time that helped cement her idea of being clear of her boundaries and who is allowed to give her feedback. [13:45] When someone says, “I just thought you should know,” it should be a red flag that someone is going to give you feedback. [17:03] Nikki speaks about a client with an excellent idea for her business and how someone was harsh on social media to her. [19:57] Nikki shares about a client that unsubscribed from her website but then asked her to manually send her free stuff. [23:28] Nikki believes that she has the most amazing and brilliant clients in her Sales Maven Society. [24:49] Nikki shares four NLP statements that you can say to yourself around your mindset. [27:00] Relationship first rapport, always! Find Nikki: Nikki Rausch Email @yoursalesmaven Facebook | Twitter | LinkedIn Sales Maven Society To download free Resources from Nikki: www.yoursalesmaven.com/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

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