How to Leverage Relationship Selling to Increase Revenue with Nikki Rausch

loyb podcast selling Jan 25, 2022

Most people, especially entrepreneurs, have mixed feelings around sales. It might seem odd that you have built a service or a product that you believe could genuinely solve a problem, a want or a need, but then struggle to sell it. But according to Nikki Rausch, CEO of Sales Maven, it’s because we have all had a similar experience of being sold to instead of being sold with. 

Being sold to looks like receiving emails that you never asked for, for “pain points” you never gave a stranger permission to talk to you about. Being sold to is that gross feeling when someone creates a pain point or a problem just to sell you the solution. 

To sell with someone is to listen and to offer invitations. Selling with someone is following the 5 Step Selling Staircase so that you truly understand what your potential customer/client needs and wants before you ever actually propose a sale.

So, if you’re ready to transform your feelings around the selling process or just want to avoid some common selling mistakes, listen in to Episode 56 of The Lean Out Your Business podcast where Nikki Rausch and I discuss:

  • Why selling “to” someone doesn’t work 
  • How to shift to relationship selling 
  • The 5 steps of the selling staircase 
  • Common mistakes that are made in the selling process 
  • Tips for selling through email campaigns 
  • The three things that need to be aligned in order to make a sale 
  • Whether or not you should put pricing on your website 
  • Sales strategies you've been taught that actually repel the sale 

The 5- Step Selling Staircase. - Nikki Rausch. Click To Tweet

 

"If you're selling before you ever get somebody's permission, you'll have them go into shutdown mode" Nikki Rausch. Click To Tweet.

 

References Mentioned

If you’re ready to level up your sales game, download Nikki’s free e-book to help you increase your confidence and close the sale at salesmaven.com/leanout

Want more air time with Nikki? Listen to her podcast, Sales Maven, on your preferred platform.  

Ready For More

  • The waitlist to our next round of The Build to Scale Offer Incubator - head over to leanoutmethod.com/build for all the details and special bonuses. 

  • Have questions?  Book a call at scalingstrategycall.com to see how we can best support you to simplify and scale your business, and build your scalable signature offer that sells.
  • Love this podcast? Then you want to join the Lean Out Method community on Facebook for weekly mini-trainings and Q&A with Crista.

     

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Transcript

00:08

Welcome to the Lean Out Your Business podcast a show dedicated to helping entrepreneurs accelerate business growth in simplify success. I'm your host, Crista Grasso, and I've been working with businesses for more than two decades to help them lean out and optimize what's working, while eliminating anything that's not adding value. So if you are ready to get more time back in your day, more profit in your business, and to do business differently growing and scaling on your terms. Let's dive into today's episode.

 Hello, hello, and welcome to another episode of the lean out your business podcast. Today I am so excited to have Nikki Rausch with me in we are going to be talking about relationship selling, which I can't wait to dive into and how you can leverage that to increase your revenue this year. So let me tell you a little bit about Nikki and then we are going to dive into things.

 So Nikki is the CEO of sales Maven, and she has the unique ability to transform the misunderstood process of selling. She has 25 plus years of a selling experience with entrepreneurs and small business owners who now hire Nikki to show them how to sell successfully and authentically. And we're going to talk a little bit about authentic sales today. Nikki's written three books all available on Amazon, and she has a podcast called sales Maven, which you can find on your favorite podcast platform. So Nikki, welcome. I'm so excited to have you with us today.

02:34

I love this question. I feel like it's a big question, my short version of the answer is going to be one sales, is it something you do to somebody, and if you're somebody who hates sales, it's 

01:38

Well, thank you for having me, I am thrilled to be here with you.

01:42

It's fun how we end up connecting, right? It's I always love how we come together and we have what is this like two degrees of separation from a couple different directions. So it's always fun coming together. But you guys are in for a real treat today, I love this conversation and can't wait to dive in. So the first thing that I wanted to talk about is, I feel like selling is something that people have such mixed feelings about. There's some people who love it. Like there's some unicorns out there probably like you who really love selling. There's other people who are like, Well, I do it because I have to post you know, that type of business. But there's a lot of people who really dread it, or it even gives them anxiety when they think about going into a sales conversation and selling. So for those people who are not on the I love sales camp, how can they really go into sales conversations with confidence and feeling like they know how to actually get good results and get those results in a really authentic way?

Probably because you've been on the receiving end of had of having it done to you, and not with you. So sales actually something you do with people. And when you start approaching a sales conversation with this with attitude, this is a collaborative experience. This is you know, not one person in the conversation holds more power than the other, there's a balance of power. And I teach a structure to a sales conversation, I call it the selling staircase. And the idea is, when you know where you are in the conversation, it's easier to know what to do next. So instead of trying to think, you know, 1020 steps ahead, or, you know, oh my gosh, I have to memorize the script or any of that, nope, you don't need to do any of that. You just need to know, where are we in the conversation? And what's the next logical step in that conversation? And you just focus on that.

 So it takes the stressor off of like, oh, my gosh, am I supposed to be selling right now? Or should I push? Like, did they give me an objection? What about you know, and then you're all up in your head, and you're not really focused on the conversation, you're not focused on the other person. And so that goes back to relationship selling is a width conversation, it's not talking at people, it's not trying to convince anybody of anything or change their mind. It's just a collaborative experience.

04:05

I love that so much. And that feels so much more inviting. It feels so much more natural. And you're right, I feel like so much of what we're talking about selling does put you in your head instead of in the conversation. Because it it is very much like listening for different things. And it just it does kind of put you in a different perspective. So how can somebody shift into more of that relationship type of selling approach in that perspective instead?

04:32

Well, the first thing to do is really focus on building rapport with the other person. So instead of like going into this conversation with I'm gonna sell this person or whatever, go into it and think, How can I build before how can I ensure that regardless of the outcome of our conversation, the person feels better than when then when I left them right or then when I showed up like they feel better at least they had a nice conversation with a good person who legitimately caring about them in some way. So that means stop treating people like not? Well, most people who are afraid of sales don't do this. But, you know, you don't need to treat anybody like a wallet or like $1 sign walking around on their head. It's like, No, this is a real person. And I'm just here to show up in conversation and to show up with a with a curiosity.

Does this person have a problem? Or a need or a want? And do I have a solution that might help solve a problem in need, or a want? And if so, in, in reality, and I mean this in the kindest, most loving way, it's your responsibility to put an offer in front of this person to solve their problem need or want, it's not to create their problem. It's not to like, convince them they have a problem. It's to understand, do they have a problem? And do you have a solution, and then to put it in front of them in an invitation way that they can either accept the invitation, or they can decline the invitation. And either way, the relationship is still intact.

06:04

There is so much gold in what you just said, I absolutely love that approach. And that just it feels so much better. It should be an invitation, and it should only be an invitation if it's the right fit. So  I absolutely love that. So that takes me to what are some selling mistakes that that people make?

06:22

Well, okay, so I mentioned that I teach a five step process to the sales conversation, I call it the selling staircase, because your job is to move from step two, step two step in, and this the steps I'm just going to give them to you really quickly, this first step is the introduction. It's your job to make a powerful first impression. And that's what happens in the introduction step. Step two is create curiosity. That's to have somebody want to lean in want to hear a little bit more have somebody asked questions. Step three is discovery. Some people call that consultation. And your job there is to really get a better sense of what's going on for this person, do they have a problem a need, or want. And then step four is a proposal. And that's to lay out a really clear next step for somebody. That's where you're issuing that invitation to work together. And then step five is the close. And this is, you know, a really important piece where you actually do issue some close language. And so back to your question, the biggest mistake, or some of the mistakes that people make in a sales conversation is they try to skip steps, they meet you, and they go right into sales mode. But actually, there's no selling in the first three steps. You're not selling during the introduction, you're not selling during creating curiosity, and you're not selling during the discovery process. Now, you might sell in that conversation, but not until you're at step four, which is proposal.

 So these steps can happen in one conversation, or they can happen over a period of time, depending on kind of where the person is. And, you know, if they're ready to move forward, and if they understand they have a problem, or need or want all of that good stuff. So that's the biggest mistake is people try to skip steps. And when you skip steps, you leave the prospect feeling either confused, or sometimes overwhelmed, or frankly, irritated. Because you never really do this really important piece, which in selling I teach, it's very important to ask permission. And if you don't have permission to sell to somebody, you should not be selling to them. So all those emails that we get in our inbox every day, where somebody's like, Hey, I just checked out your Instagram account, it could be so much better. And here's how we would make it better. And here's why you should hire us well, I'm never going to hire that person, because they never had my permission to sell to me, they should have got my permission before they launched into their sales pitch. 

And the same is true in a live conversation. If you don't have permission from somebody you really shouldn't be selling and, and just to, like, bring it to light here. A way to ask permission is to say to somebody, you know, based on what you've shared with me, I have some thoughts of some ways we might work together. Would you be interested to hear more about those? That's a permission question. And if you can ask that and somebody says, Yeah, tell me more. Well, great, now you can actually lay out an offer now you're in kind of sales mode. You're walking through like the the ways to work together, what you would recommend for them, whatever that is, but if you're selling before you ever get somebody's permission, you're probably having them go into shutdown mode. They're like never gonna buy from this person. I don't like her style.

09:28

Yeah, so true. And it's it's fascinating to me, why do you think we still get those emails all the time? Do they actually work because I probably get I don't know dozens of them every single day with people wanting to fix everything from my SEO to my Instagram to everything under the sun.

09:48

You know, I I'm not convinced that they work. I think it's a little bit of like a shotgun approach to sales. I don't believe in a shotgun approach to sales. It's like I'm just gonna spit out you know, as much garbage as I can into the world. and see if anything sticks. And I think comes back to me, I think it's a huge waste of time and energy. I also think it just annoys people. So I don't think that they work, I really don't. Now, you might be saying, well, if they don't work, then why are people doing them? It's because somebody somewhere taught them, this is what you're supposed to do. But I'll guarantee you, the people who taught them that this is what you're supposed to do, are probably people selling lists.

That's how they make their money, hey, I'm going to sell you this list of 10,000 people, and you can send an email immediately to 10,000 people, and you're probably going to get some buyers. I don't know, I've been I come from a corporate background, I've worked for companies that bought lists before, nine out of 10 times. And this was years ago, where list service weren't as prevalent as they are today. But most of them are garbage. Because I'll tell you that most of the ones that I get that obviously, somebody has put my email on a list, it's not even relevant to me, I was never ever going to be a client to them. 

So they just paid money to get my email address. And they have zero chance of earning my business one, because I don't have a problem that they can solve. And to, I don't buy from people who don't have my permission to sell to me, I'm really like, kind of a stickler about It.

 

 No, I love that. Because I think that's true for so many of us. And I think that that's like an obvious extreme. I don't think any of us listening, you know, anyone listening is either going to take that approach, or probably ever going to open up their wallet and buy from somebody who does that. But I think there's subtler versions of that, that we see all the time on social media and emails that we get in our inbox from people whose lists we did subscribe to, and there is no real permission, it is very much a, you have a problem. And I can tell if that problem, but you've never actually confirmed with the person that they had a problem they realize or interested in solving the problem or want to work with you to solve the problem. So what do you see there that the mistakes that entrepreneurs make that maybe they aren't asking for that permission or being a little too aggressive in their sales? Because somebody told them that they should? But it doesn't feel right, or doesn't feel authentic to them?

12:16

Yeah, I love this too. So I can talk about this all day long. Because I love this idea of selling over email. And I have a list, I have an email list I sell to my list all the time. But I'll tell you, the difference is that I don't ever talk at people in my email, I talk with them and the way I talk with them as I asked a lot of questions. So you'll never get an email from me, that says, Hey, I know that you have this problem. And because you have this problem, you need help. And here's a solution for you. You're going to get an email from me that says, Hey, have you ever experienced this? Have you ever wanted to have a solution? If so, here's a possible solution for you.

Here's where here's where you can go with this. Right? So it's going to be an invitation or I'm going to say, you know, Hey, have you ever had this problem? Have you ever wanted a solution to it? Here is a possible solution would love to invite you to be a part of blah, blah, blah. So I'm going to ask questions. And the other thing, an email that's different, I will say with me and with my clients, cuz I preach this, like on my soapbox, religiously, frankly, is I never send an email that says, Hey, everyone, because none of us read email as a group.

I don't know about you, but I don't know any of my girlfriends. We never get together for reading email parties. You know, we never like hey, let's all get together and read our emails. So when you talk to everyone in an email, it's super easy to ignore. You get an email from me, it's probably gonna say, hey, Krista, or it's gonna say, hey, Janet, you know, it's gonna have your name, the name of the person I'm sending the email to, and I'm not going to say this is for all of you. 

I'm gonna say this is for you. Because you're reading it as a person I talk. I talk with you like you are a person because you are a person, and you want to be treated like a person. I do, too. So when you're selling in your email list, be really aware of the language that you're using. Stop telling people I know you need this. I know you have a problem. I know you're struggling with this. Because when you you, it's called flipping polarity response. I don't know about you and your life. But if somebody comes up to you, who doesn't know you, and you're like, Girl, I know you're struggling with XY and Z, you're probably more likely to be like, first of all, you don't know me.

And I'm never gonna admit that I'm struggling with that because you just told me something about myself and you don't have permission. So instead of telling anybody what you know about them, ask because if somebody came up to you and said, Hey, Crista, have you ever struggled with such and such, you might be more inclined to answer that question.

14:57

Yeah, it's so true. I got an email I'd say it was maybe like two weeks ago. And it was like you're setting goals wrong. And this is why you're not living the life of your dreams, and you're not getting the results that you want. Because you don't know how to set goals. And I'm like, I teach people how to set goals for a living. I know how to set goals. I don't do it. But it was just it gave me that instant reaction when I got the email. And it just made me think, is anybody responding positively to this? Like, do they realize how that emails being taken because even if I was somebody who couldn't set goals to save my life, I feel like it still would have triggered me to be like, don't tell me now, or it feels really shaming, right? Like if you're if you if you are somebody who really struggles with with goal setting, and somebody is like saying these things to you, none of us want to feel shamed.

 Like, you know, it's kind of a thing right now on, you know, social media, like, people love to shame each other. And we love to like, we have the canceled culture and all of that. But nobody wants to be on the receiving end of being shamed or being a part of the cancel culture, it doesn't feel nice. And it can be really hurtful and triggering, like you said, so make sure that even if you're not even if you go Well, that wasn't my intention, your intention actually matters less than what was the result. So I have a background in neuro linguistic programming.

And in NLP, there's a presupposition if you've never heard that term before, by the way, it's really the study of communication, NLP, neuro linguistic programming, but there's a presupposition that says the meaning of your communication is based on the response you get. So saying, like, oh, well, that wasn't my intention doesn't doesn't count, because the person who felt pinched by what, you know, if you felt pinched by what they said about the goal setting, you don't care, that wasn't their intention. That's how you took it. So therefore, that's the meaning behind it. Because it really only matters what the reader thinks, not what you meant. It's what how did the reader take it?

17:02

Yeah, it's so true. And, you know, for anybody listening, just look at your emails, listen to what he has to say. Because there's a lot of people teaching you to do the things that we're talking about here that you really shouldn't do. They're teaching you to tell people that they have a problem, so that they recognize they have a problem and need your, your service. But there is clearly a better more Invitational way to do it, which Nikki, I think you did a beautiful job of outlining.

17:28

Thank you. I thought sometimes I think about it as like, you know, it's like somebody comes up to you, and they like, give you 10 paper cuts, and they go, Oh, bless your heart, you're bleeding. Yeah, I'm bleeding because you just cut me 10 times, like, we don't need to do this, we don't need to hammer home people's pain points in order to sell to them. I just am. So one, I think society, like we're kind of sick of it, but I'm really sick of it. And it just doesn't need to be that way. And this is, again, kind of back to your original question.

This is why those of us who don't feel comfortable with this, don't want to sell because we don't want to papercut people, and then tell them they're bleeding, you know, that doesn't feel good. And so then you hold yourself back from really making the impact in the world that you can make. Because you think you have to sell like these people are out there preaching, which you don't, and you can be really successful, showing up and caring about the person that you're in conversation with?

18:29

Yeah, I mean, I couldn't love what you're saying and agree anymore. Everybody knows something I say all the time, is why why do you have to agitate the pain I get that you need. Somebody needs to recognize in a lot of cases that they do have a problem that you can help them solve, but you don't need to make them feel worse in the process. You really don't need to make them feel terrible. So I love all of this.

18:53

I love that. That's you're saying like why do you need to agitate the pain. Like I feel like I want to like give you like a huge shout out of like, Thank you. Thank you for preaching that because Yes, amen.

19:04

Yeah, trust me, they know they have pain. They really do.

19:08

We all know, we all know you're struggling, right? We all have issues, right? Like we're all in this together.

19:15

So let's talk about how we can leverage this whole concept of relationship selling and everything that you've been sharing, to achieve some of our revenue goals for the year. So let's say we do have those big revenue goals. We want to increase our revenue in a pretty significant way this year. And we're like, this feels so much better than what I've been told before. What would you recommend? What should somebody be thinking about?

19:37

Well, one thing you need to be thinking about is if you have any hesitation around sales, and the the comfort level around it, but yet you know that that's really the only way you're going to reach these big revenue goals is nine out of 10 times probably nine out of nine, nine times. Like really, I find that people actually aren't putting enough offers out until The Marketplace, they're not giving people enough opportunities to say yes. So this, what I mean by this is, you know, if you are building an email list, and that is one of the ways that you intend to grow your business, which, frankly, is the way most of us grow our business, as entrepreneurs as we make offers to our email list, chances are, you're not making enough offers, and you're not testing out different levels of offer.

Because I find sometimes people get stuck in like, I'm only going to sell this really high end thing, or I'm only going to sell this really inexpensive thing. But realistically, you got to test different levels, because I always say, with your offers, you want to hit the trifecta, you got to hit the right person at the right time with the right offer, but you don't know what the right time is or what the right offer is going to be. 

So you need to make offers regularly so that your list one gets trained, that there's going to be offers made to them, that they're going to have opportunities to work with you sometimes. And actually, I had somebody tell me this years ago, I was speaking and she she heard my talk. And afterwards, she came up and she's like, you know, Nikki, you talk about that. You've got an issue invitation. She's like, but I sell to adults. And in that moment, I like froze, because I was like, who doesn't sell to adults? Like I honestly, I was like, Who is she wrapped?

Did I say I sell the kids like, like, in my mind, I'm like, What did I say that made her like, have to tell me she sells to adults. And then she and then she followed it out with? While I'm freaking out in the privacy of my own mind, as she's saying this. She goes I sell to adults. And if they want to buy from me, they'll let me know. And I said, Oh, actually, that's not true. 

Most people will not make a decision to hire you unless you put an invitation in front of them. One because in our society today, most of us have decision fatigue, our brains are lazy. We won't make a decision if we don't have to. And the only way you're going to help people take the next step with you is by putting a decision right in front of them at the right time where they can say yes, no, I have a question, whatever that next step is. So you got to be issuing invitations more often. That means you need to be making more offers to your list.

22:16

Yeah, it's so true. I remember one of my coaches who I've worked with in the past who I followed her for years, I had bought one of her programs like eight years ago. And I've been I get her newsletter. And I think the world of her and I would have loved to work with her. But it wasn't until she sent out an email saying, Hey, I've got a few spots open for VIP days. Here's the dates that are available if you want one, reply back. And I probably never would have gone to her website on my own and said, Hey, does she have a VIP day?

But she sent that email and I was probably like, replied five seconds later, like I want that day. I'll see you in New York City. I want that one. And I thought the world of her I would have loved to have worked with her. But it was just it wasn't until I got the email that said, Hey, this is available that my mind triggered with of course, why am I not hiring her and working with her?

23:04

Yeah, it's like the right time the right offer, you know, you're the right person. So and, and back to your point all and I actually hear this all the time from people that will say like, you know, I would have hired so and so years ago had I known what she charged, but I was always afraid to ask her because she doesn't list it on her website. I'm also a big advocate of putting some pricing on your website, which usually puts people into a tailspin when I tell them this, but it's like, guess what people are actually never even calling you or thinking about hiring you because they're afraid that the first question they have to ask you is what do you charge?

And if that's the first question they have to ask you, then it feels uncomfortable and awkward to them. And your job in the sales process is to put people at ease, make it easy for them to work with you make it easy for them to take the next step. And if they're having to, like, you know, be like a private detective to find out your pricing. So they know whether or not they can hire you or be a private detective to find out when you might have open VIP days, chances are, they're not going to even ever, like take the opportunity to look at that.

24:11

I'm so happy you said that because all of my pricing for every single offer I have, including my highest ticket offer is on my website, and always will be. And I tell people to do this all the time. It makes me crazy. And there are very, very few people that I would ever schedule a call with, or even fill out an application for if I didn't see the price first. And it's not because the price would give me sticker shock. It's not because I would say Oh, that's such a good deal. It's because to me, it feels like a slimy sales tactic that you're going to make me get on the phone with you to talk before you'll tell me how much something costs.

I don't know if other people feel that way. But that's kind of my reaction to it. And I never want to do that. So my pricing is 100% visible at all. points in time. And I always recommend to people that they do the same. Do you find people have that same reaction?

25:06

Yeah, people tell me all the time, I had this one time, we were having a fairly heated discussion in one of my master classes, because I was talking about how important it is to have pricing. And then there was the people who are like, Yeah, but I don't put pricing because, you know, I went through this training with so and so. And they said, you know, you want to get on the phone with people, blah, blah, blah, blah, blah. And then there was one person in my room that like she like, kind of raised her hand, but like in that, like, I'm not sure if I should speak up kind of way, you know.

And then she was like, I just want to say that I will never call people who don't have pricing on their website, because I feel cheap by having to ask that question. And I was like, that's not the impression you ever want to make with anybody, right? If you put the client or the prospect in a position where they feel less than because they're having to ask for, frankly, information that should be readily available, then you're doing them a disservice. And I actually had a sales conversation, I, this woman came highly recommended to me from a trusted colleague, I needed her service, and I was gonna hire her.

She didn't have any pricing on our website. But again, she came highly recommended. And we got into the conversation. And I said, at one point, you know, I'm ready to move forward, I just need to understand the pricing structure behind this. And she said, Nikki, we'll talk about that later in. But first, we need to talk about these other things. 

And that was that she lost my business. Because I was like, you don't get to tell me when I asked you a direct question, that you're not going to tell me your price, because now that does feel slimy. And I know somebody somewhere taught her this technique. But she lost herself a $10,000. Client, I would have paid her $10,000, which is what our price was to do this thing, and I was ready to buy right then.

But she she acted like her pricing needed, she needed to convince me before she could reveal her pricing. But I was already in I just wanted to know the price. So that I could decide, you know, am I putting it on my credit card? Am I sending or, you know, what am I doing here? So we can move forward. So yeah, this whole idea of like, trying to play your cards close to your vest, like I'm not going to reveal my price that does such a disservice to you and to the relationship with the with the prospect your your, I can guarantee you you're damaging relationships by doing that.

27:30

I feel like we could talk for days about all of the things. Yes, yes, yes to all of that. And I have heard people teach exactly what that woman did. When somebody asks about pricing, you never answer. What you do is and so I'm sure she was very highly trained on how to go through that sales process. And not even realizing how much money she's leaving on the table.

27:56

Yeah, it was such a mistake. It was yeah, it was really, it was really unfortunate. One, it was unfortunate for her right, because she lost a client, but for me also as the client, because I missed out on what she could have provided for my business at that particular time. So yeah, and and the other thing is, you know, there's a lot of other solutions out there, you know, there's a million other sales coaches that you can go hire. But you ask me a question, I'm going to give you a very direct answer and not in a, you know, harsh way. And when I answer my question about pricing, it doesn't mean that I'm just going to say the price and leave it there.

I might say the price and then I'll explain what you get for that price. I'm going to establish value behind it. But you asked me a direct question, I'm going to give you a direct answer because otherwise it it breaks down safety, it breaks down trust.

28:46

So tell people if they are resonating with this conversation as much as I am, tell them where they can find out more about you. And what do you have coming up, like what's exciting that's coming up.

28:56

Thank you so much. So the easiest way for us to connect, I'm going to wrap it around a gift for your audience. So there I have an e book called closing the sale and it kind of talks with those last couple steps. You can get that by going to your sales Maven, and it's maven.com/leanout.  So all one word lean out. So this is for your listeners. So then we'll be connected. That's the easiest way for us to connect. You can also find my my own. I have my own podcast called Sales maven.

So if you're listening to podcasts, which obviously you do, that's another way. And what I have coming up is a masterclass. So I teach master classes a few times a year, and it's a deep dive on a particular topic around sales. So my next master class is coming up soon. And it's the kind of class where you go in. I teach a concept you get to work on the concept during the course, get to ask questions, get feedback, get coaching from me, and so that when you walk away, you've you're prepared to implement it into your business.

29:53

I love that. And so now for the question that I cannot wait to hear your answer for, which is I asked Everyone is how do you work smarter, not harder. It keeps things lean in your business.

30:07

I feel like I want to have two answers, but I'm gonna say the real, the real answer is that I have a team and that I delegate tasks that I don't need to touch that my team can do so that I can show up and be fully present with my clients when I work with them and be strategic about the focus and direction of my business. So I'm going to say delegating, and having a team to support the efforts of my business is how I think I work smarter, not harder.

30:36

I love it. Absolutely critical. I always say you need strategy, planning systems and team those are like the the key items to really have a lean, successful business. I love it. Okay, so any final tips on how people can really increase their sales and feel really authentic in the way that they're going about it?

30:54

The number one tip is to issue more invitations, be willing to ask people, Hey, is there ever an opportunity that we might work together? Like just even asking that might open a door for you to have a conversation with your ideal client?

31:09

I love it. Nikki, thank you so much. I already know I want to have you back on the podcast because I really do think we could just talk for days. I hope you all absolutely loved this episode and got a ton of value out of it. We'll be back again next week. Nikki, thank you so much for being here.

31:25

Thank you for having me.

31:29

Thank you for joining me for another episode of the lean out your business podcast. I hope you got a lot of value and actionable insights from today's show, and would love if you take a moment to leave us a review. If you have any questions on today's episode or on how to lean out your business. Join us over in our private Facebook community, where every week we do live training and q&a. And I'd love to have you be part of the conversation had to lean out method.com/group to join us. And before you go, be sure to subscribe to the show. So you're the first to know when we release a new episode. We'll see you next week.

by Crista Grasso

Crista Grasso is the go-to strategic planning expert for leading global businesses and online entrepreneurs when they want to scale.  Known as the "Business Optimizer", Crista has the ability to quickly cut through noise and focus on optimizing the core things that will make the biggest impact to scale a business simply and sustainably. She specializes in helping businesses gain clarity on the most important things that will drive maximum value for their clients and maximum profits for their business.  She is the creator of the Lean Out Method, 90 Day Lean Out Planner, and host of the Lean Out Your Business Podcast. She is also the founder and CVO of the Profitable Planner Co and Criscara Jewelry.

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