1 00:00:00,000 --> 00:00:01,000 audioNikkiRausch11981981702: Welcome and thank you for listening to The Sales Maven Show. I'm your host, Nikki Rausch. I'm your own personal maven here to offer you tips and strategies and techniques to master your sales conversations. Today is a part of the Mastering Excellence series. And mastering excellence comes from my background in neurolinguistic programming where we learn that there is a structure to excellence. 2 00:00:01,000 --> 00:00:02,000 Sarah first used LinkedIn when promoting the nonprofit. She founded student organ donation advocates more than 10 years ago. In the process, she discovered the power of LinkedIn to find aligned partners, get visibility and raise money. She did this all organically without spending a dime on paid marketing. 3 00:00:02,000 --> 00:00:03,000 audioNikkiRausch11981981702: I don't think I knew that. You're a long time listener. Thank you so much for listening. I'm, I'm very flattered by that. I always like to kind of start the show and let people give some context to how we connected. And I'm gonna say just being really candid, how we connected is really what you teach. 4 00:00:03,000 --> 00:00:04,000 Like Sarah is so freaking amazing and I was like, I have to ask her to be on the show so that other people could hear what it is that you're doing and how you're teaching. Now we're finding that we have a lot of people in common like it, it's just a, it's a small little entrepreneurial world. But will you tell everybody a little bit about, before we jump into the questions, like the connection and kind of the process that you went through and what happened from your perspective? 5 00:00:04,000 --> 00:00:05,000 And so actually it's a little bit meta, but I decided I wanted to get in touch with you several months back. And so I followed my DMing process where I figure out who I wanted to talk to. I send you a message. I developed that relationship over the course of a month or a few months, and then I asked if you wanted to get on a call. 6 00:00:05,000 --> 00:00:06,000 And then here is you this brilliant shining example of. Taking control, like you said, and then doing it in a way that felt like, frankly, organic. It felt very natural. And at no point did I ever feel like, oh, she's trying to pitch me. She's trying to sell me something. It just felt very organic. 7 00:00:06,000 --> 00:00:07,000 And so I actually detach from the outcomes and I encourage my clients and detach from the outcomes because you're leading with this goal of how do I form a relationship. How do I form a relationship? And when you lead with that, the, the good stuff like comes down the road, right? You get the invite to be on the podcast or the interest in having a call later, but you actually start with the intention of how do I become in relationship with this person? 8 00:00:07,000 --> 00:00:08,000 And so it's like, it, it is kind of giving you that control. Like, okay, so how are you showing up and how are people perceiving the way that you're showing up? And the way you showed up with me felt very much like. You were just looking to build relationship and connection. It wasn't like I'm looking to sell her, I'm looking to be on her podcast. 9 00:00:08,000 --> 00:00:09,000 Should I be referring clients to you? Like I, it just, it makes sense the way that you did it. So we're gonna kind of dig into a little bit of your, your structure around it. So. My first question, usually in the mastering excellent series is this idea of like, if I was gonna step in for you, like I step into your shoes for a day and I get to like think like you think and behave like you behave and, and talk like you talk. 10 00:00:09,000 --> 00:00:10,000 It's actually how I started our conversation. I think I made a comment about your podcast, right? About one thing I enjoyed about it and I just said thank you. And we're just. Trying in that initial conversation to get a response from the person and to get them to, to realize that we're a human again. 11 00:00:10,000 --> 00:00:11,000 It's like, no, no, no, let's dig a little deeper here and give a real compliment based on you show showing that you've actually like invested some time and energy into the person before they even hear from you. 12 00:00:11,000 --> 00:00:12,000 And you had, you had no doubt that I had, you never considered, oh, Sarah had sent this to someone else. And so when you send a message. To, to the audience, to those listening, make sure that you couldn't possibly copy and paste it and send it to someone else. 13 00:00:12,000 --> 00:00:13,000 audioNikkiRausch11981981702: That's right. 14 00:00:13,000 --> 00:00:14,000 audioSaraRoyf21981981702: You're, you're getting to the point in the conversation where somebody says, they either say to you directly, like, oh, let's talk about this. Or you say to them, I can help you. Do you wanna talk about it? And when you structure the conversation properly, they nearly always say yes when you get to this point of the conversation. 15 00:00:14,000 --> 00:00:15,000 You know, you talked about how important it is that as a business owner, like we're deciding who we're gonna reach out to. I'm interested, from your perspective and your thought process, how do you decide who you're gonna reach out to? What, like how? Yeah. I'm gonna leave the question there. 'cause if I give too much more context, I feel like I'm gonna taint the question. 16 00:00:15,000 --> 00:00:16,000 I have layers that I teach, right? Who do we start with first? Who do we, who are like the inner layers and who are the medium and then outer layers. So that's like part number one is that we wanna go from inside to outside. And then part number two is we, I teach nine triggers. Nine triggers being like, what is something that makes this person that I'm talking to. 17 00:00:16,000 --> 00:00:17,000 I could help them, you know, make LinkedIn posting a part of their business that generates leads for them, or make direct messaging, you know, part of their business that really serves them. If you're a content writer and you're using LinkedIn and I see that your, your content is like, you know, structured in a way that makes sense for blogs but not, doesn't make sense for LinkedIn, I could reach out to you. 18 00:00:17,000 --> 00:00:18,000 audioSaraRoyf21981981702: Yes. And you mentioned something really interesting, you said, does this person meet the trigger? I just wanted to add, we're also saying, how do I find more people? 19 00:00:18,000 --> 00:00:19,000 audioNikkiRausch11981981702: So let me ask you about this, the grow the audience, I get it, the strength in the audience. What would you say are some things that you think about to strengthen your audience, specifically using your expertise around LinkedIn? And I don't know if any of DM comes into play with that or not, but I'm interested to hear your answer about it. 20 00:00:19,000 --> 00:00:20,000 My clients are also nurturing their audiences through their content. So then when I go back in the dms and I send a second message, you've seen my name pop up. I actually got a direct message today from someone who's been following me for like two years. I've talked to them. Once, once or twice, and she said, let's book a discovery call, we had had a direct message conversation like a year ago. 21 00:00:20,000 --> 00:00:21,000 audioNikkiRausch11981981702: I love that you're sharing that, and I, I won't share specifics, but I was having a conversation. We have, we have a, a, a mutual connection and somebody who is a client of yours has been a client of mine, but also is. A mentor of mine as well, and she was just sharing that you guys had recently had a conversation and she shared a strategy that, that you had suggested for her and I was like, dang, that is so smart. 22 00:00:21,000 --> 00:00:22,000 audioSaraRoyf21981981702: you think like, what, what would I say to them if I were in person? And, you know, we, we live in this age where people are using chat GPT all the time, and they buy templates from template shops. And what I really want you to do, you know, even, even in my programs, I provide templates, right? Like I, I have a chat, GPT brainstorming assistant that helps you get unstuck. 23 00:00:22,000 --> 00:00:23,000 audioNikkiRausch11981981702: I love that. I love that. That's such great advice. Thank you so much. Usually I like to do a little thing where I ask, I always call it the little something extra section, and I wanna ask more about you. But before we go there. Because I do think so many people who are listening, if they're even kind of resonate or like resonating with the message and thinking like, I need more Sarah in my life. 24 00:00:23,000 --> 00:00:24,000 audioNikkiRausch11981981702: Amazing. 25 00:00:24,000 --> 00:00:25,000 audioSaraRoyf21981981702: One of the things that I've been. Working on for a long time. So I actually moved to Israel about five year, 4, 4, 4 years ago now. Because I married an Israeli guy. So first I convinced him to move to the US and then he convinced me to move to Israel. So I live in Tel Aviv, Israel, and for the past 10 years I've been learning Hebrew. 26 00:00:25,000 --> 00:00:26,000 audioNikkiRausch11981981702: Fantastic that. Wow, I'm in. I'm in awe. Anytime anybody can speak any language other than just like their born language, so amazing, and thinking about bringing that into your business too is so impressive. All right. What is something exciting going on in your business right now? 27 00:00:26,000 --> 00:00:27,000 So I'm sending about 16 emails over the course of. You know, a week or two, and I already had a few sales come in from, so I feel like I'm, I've made a lot of progress, but you know. I feel like I'm constantly learning new skills, and that's my goal as a business owner is okay, I'm helping other people learn the new skill for them of direct messaging. 28 00:00:27,000 --> 00:00:28,000 And that's my, you know, when my clients come to me, they're not amazing at direct messaging and they're not amazing at writing posts, but it's my job to guide them through that process. 29 00:00:28,000 --> 00:00:29,000 audioNikkiRausch11981981702: Which by the way, she did for me. You did that for me so graciously, and the way you delivered your suggestions on ways to improve my profile. Again, it was so. Well done. It was so kind. It was so helpful. And I did take your advice and tried to like implement the things that you suggested and every suggestion I was like, Ooh, that's a good suggestion, so please take her up on this because Wow. 30 00:00:29,000 --> 00:00:30,000 audioNikkiRausch11981981702: And for you, the listener, please connect with Sarah. Think about some of the stuff that she shared today in the podcast, and ask yourself some of these important questions, like what is the outcome? And, what is something that you could actually say to somebody in a DM that you couldn't just copy and paste to everybody and see what that does to making connections for you?