Sales Maven

• How To Craft Memorable Impressions to Grow Your Business

  Networking isn’t just about handing out business cards—it’s about building genuine relationships that help you and your business thrive. In this episode, Nikki welcomes Faithann Basore, business owner and CEO of Window Cleaning Plus and The Networkers Tour Guide. Faithann shares how networking saved her business during COVID and provides actionable strategies to make your networking efforts more effective. Learn how to craft a memorable elevator pitch, build rapport effortlessly, and confidently ask for referrals. Faithann and Nikki also discuss why reciprocal relationships are key to long-term success and how small shifts in your approach can lead to big networking wins. In This Episode: [01:22] Meet Faithann Basore: Entrepreneur & Networking Expert [02:42] Why networking is crucial for business success [05:33] How to craft an elevator pitch that sticks [07:19] Developing the right networking mindset [19:39] Faithann’s personal anecdotes & lessons learned [24:16] How generosity and support strengthen connections [26:36] Creating responses that leave a lasting impression [27:57] The framework for successful networking [29:12] Confidently asking for opportunities [29:40] Building rapport & making meaningful connections [32:15] Practical networking tips you can apply today Resources & Connect with Faithann: https://www.thenetworkerstourguide.net Find Nikki: Nikki Rausch [email protected] Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven

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• Navigating the Trust Recession - Sales Strategies for Today’s Market with Dan Englander

  Are you struggling to get potential clients to trust you in today’s skeptical marketplace? Do you feel like the old sales tactics just aren’t working anymore? What if you could tap into the underlying reasons behind purchasing decisions, gain instant trust, and stand out in a sea of competitors without resorting to aggressive tactics?   In this Mastering Excellent Series episode, Nikki speaks with Dan Englander, CEO of Sales Schema, on the importance of understanding past sales trends, managing the present "trust recession," and leveraging strategic commonality to build true connections.   Learn how to detect the underlying patterns that influence buyer behavior today. Discover why trust is at an all-time low and how to overcome mistrust.  Discover how to utilize commonality to break through the noise and build real relationships. Learn the hybrid approach to selling that keeps prospects engaged without wasting time. Find out why your choice of words can make or break a sale—and how to avoid sales-killing language.   If you want to future-proof your sales approach, connect with high-value prospects, and sell with confidence in today’s shifting landscape, this episode is a must-listen. Dan Englander is the CEO and Founder of Sales Schema, a fractional new business team for marketing agencies, and he hosts The Digital Agency Growth Podcast.  Previously Dan was the first employee head of new business at IdeaRocket, and before that, Account Coordinator at DXagency.  He's also the author of Relationship Sales at Scale: How to Find Your Virtual Tribe and Reliably Grow Your Professional Service Business, Mastering Account Management and The B2B Sales Blueprint.  In his spare time, he enjoys developing new aches and pains via Brazilian Jiu-Jitsu and spending time with his wife Sarah and their son Adrian in NYC. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [02:31] We're going to talk about how to look to the past in order to look to the future. [03:56] We learn about Dan's many jobs until he read Tim Ferriss's book and started thinking about alternatives. [04:55] He mostly worked in agencies until he started Sales Schema as a fractional new business team. [06:18] His tendency is to go to the past to figure out the future. [07:03] he's a believer in building energy through meaning. He's a fan of Viktor Frankl's book, Man's Search For Meaning. [08:55] The advantage of being able to look at history and understand why something does or doesn't work. [09:55] Figuring out why something is no longer working.  [11:26] What has changed with the people you're interacting with? Historically we're kind of in a "trust recession". [13:25] The internet and information technology has delivered a lot for us, but we don't know how much more value there is left to be extracted. [14:47] The stuff that's going to be valuable is the stuff that has been valuable. Such as things that have been scarce. [16:22] When you know we're in a "trust recession" you need to find a way to differentiate yourself. Go back to what scares like commonality. [17:47] The things that people want long-term change over time. [19:06] Pay attention to trends and notice how they are the same or different from past trends. [22:14] Nikki says that rapport builds relationships and people want to buy from people who they trust and have a relationship and connection. [24:15] Dan gives an example of hybrid sales. They have video content which they include with their sales process. [27:19] The advantages of repelling people who aren't in alignment as fast as possible. [29:10] Really paying attention to trends. Just because it worked in the past doesn't mean it's going to work now. Pay attention to what your clients say and what they're looking for. [30:52] Using secret languages to speak with prospects. [34:08] The importance of paying attention to language. Words matter. [36:43] Most of what we see now is downstream of technology. The order seems to be a scientific breakthrough, to technology, to economy, to culture. [39:32] Dan's 15-month-old son brings him joy. He also hosted a College radio show and was the hip hop director for a Santa Cruz radio station. [40:32] His business is pivoting to a training model. They also have a new content channel, and they're messing around with a lot of new tools.    For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch [email protected] Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Find Dan: Dan Englander - Sales Schema [email protected] The Digital Agency Growth Podcast Relationship Sales at Scale: How to Find Your Virtual Tribe and Reliably Grow Your Professional Service Business Mastering Account Management: 102 Steps for Increasing Sales, Serving Your Customers Better, and Working Less The B2B Sales Blueprint: A Hands-On Guide to Generating More Leads, Closing More Deals, and Working Less Do You Know Any Secret Languages? The Challenger Sale: Taking Control of the Customer Conversation  

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  42:15
• How to Handle Leads Who Want Free Resources - Turning Hesitation into Opportunity

  Do you ever feel frustrated when potential clients say they’ll “explore all the free resources” before making a decision?    Are you struggling to keep them engaged without feeling like you’re chasing them?   Imagine positioning yourself as the go-to expert while maintaining your integrity—without the pressure of convincing or persuading.   In this episode, Nikki shares her proven strategies for handling prospects who aren’t ready to buy yet. Learn how to keep them in your orbit, create strategic touchpoints, and make it easy for them to take the next step when they’re ready.   From offering value-packed free content to using language that builds trust and credibility, Nikki’s tips help you stay top of mind—so when the time is right, they choose you. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [00:40] Today we're talking about prospects who express interest in your products and services but don't buy, because they're exploring all of the free resources. [01:15] This is the good and the bad of putting a lot of content out into the marketplace. [02:00] I don't believe in chasing clients or convincing them that they're wrong. [03:01] I'm suggesting you set yourself up to be a resource for them, give them options, and let them decide what they want to do. [04:02] Don't be afraid of people using your free resources. Put fantastic content out into the world. [05:02] You can use language to imply that there's more which they can get by signing up to your program. "When things change, you're welcome to reach out, and I'll be happy to work with you." [06:09] Continue to invite people to work with you. You don't have to chase them. [07:03] If you put an offer in front of them and they're still only interested in the free resources check in and ask if there's anything that would be a right next step like a starter package. [09:49] Timing is always an issue. It's one of those things you don't control. Some people need to reach a certain level of uncomfortableness before they decide to make changes. [11:34] Be flexible. Don't be attached to someone taking action. [12:13] Words can influence people but ultimately they have to decide for themselves. [13:18] In one of my master classes I teach that it's okay to give some of your secret sauce away. If someone's blown away by the free stuff you give them, they're going to wonder what else you have. [14:09] You need to put enough out there to entice people to take the next step. [15:01] Create a resource page and make it easy for people to consume your content. The convincer strategy is something that prospects decide for themselves. [17:08] Micro touches and how many times someone needs to be exposed before taking action.  [18:09] You want to create a trifecta with the right time, the right place, and the right offer. [19:11] An inspiring story about a client who started out very small, but led to coaching.    For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch [email protected] Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven   

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  23:22
• How to Handle Clients Who Delay Payments

  Do late or missed payments make you feel frustrated and unsure how to deal with them?  Are you struggling to have those hard conversations without blowing the relationship with the client? Imagine being able to handle these situations with ease and confidence while protecting your business and maintaining your professionalism and rapport. In this episode Nikki shares her tips for handling overdue payments with ease. Learn how to use language that keeps your integrity while making it clear the agreements need to be kept.  Find out why being professional and firm helps you keep the trust and protect your cash flow.  From dealing with missed payments to knowing when to walk away from uncooperative clients, Nikki’s tips give you the power to control your income and free up your time and energy to do what matters. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [00:43] How do you handle those people who aren't paying in a timely fashion or skipping payments? [01:08] When this happens you're going to have to do and say some things that might be uncomfortable. [02:06] "Selective amnesia" is when you have to do or say things that are outside of your normal behavior. Once this is done, you act as if everything is fine. Use "selective amnesia" to your advantage. [03:41] There will be times when you have to determine whether this is a relationship you would like to keep or not. It's okay to "bless and release" when needed. [04:21] Language you can use includes: "I'm reaching out today is to ask, what do you need in order to take care of the payment that is now due today?" [05:10] "In order for our relationship to stay in good standing, it's important that we both keep to our agreements."  It's important to always keep a balance of power. [06:00] You can also let them know if they're unable to pay today to contact you to find out what's needed to make the payment happen. [08:31] There are also times when you're just not going to get the money. If it's not worth chasing this person down to get a payment, you may want to "bless and release". [11:36] Nikki shares a personal story about someone who she needed to stop chasing for money.  [14:06] Another personal story of someone not paying.  [15:25] There will be people who can't or won't pay. Think about how you're going to handle it up front. Payment up front is a good idea.  [16:59] Another great option is to have them sign up by credit card using software like ThriveCart.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch [email protected] Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Resources: ThriveCart  

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  19:32
• 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. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [00:45] 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.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch [email protected] Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Find Melissa: Crow & Pitcher Melissa Jacobs - LinkedIn   Resources: Generating New Business With Confidence A Sales Success Story With Melissa Jacobs

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  37:42

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