Aug 17, 2020
Listen to Nikki's on-air
coaching call with Kateri Gabriele, a Sales Maven Society member,
and her business partner Roxanne Holhous. Kateri and Roxanne are
both lifelong nurses and saw an opportunity to go into business
together. They call their business Sim2Grow, its simulated medication administration
training system, intended for nursing schools.
Kateri and Roxanne need Nikki's
help with creating a strategy for sales consistency throughout the
year. Selling anything in the education market is determined by
their buying cycle, so Nikki suggests using a subscription model to
keep money flowing year around. Because their current model sets
them apart with the original product, they think the subscription
model would work best on any other offers they might have for other
products.
Nikki also discusses having
another offer separate from the original sale, and she encourages
them to have some virtual demonstration training programs
consistently every month. Nikki speaks about rep firms and explains
what they do and how they can be the lead generators while Kateri
and Roxanne hold down full-time nursing jobs.
Kateri shares that one benefit
of being a member of the Sales Maven Society is the broad range of ways Nikki shares sales
strategies. She loves the support on Facebook from other members
and that Nikki stays in contact, answers questions, and asks
questions.
Again, Nikki's vast experience
comes into play and blows her guest's minds. Nikki gave some
suggestions that Kateri and Roxanne had never heard of, but they
are excited to try. Nikki gives the best sales tips and tricks, so
believe me, you don't want to miss any episodes of the
Sales Maven Show.
In This Episode:
- [01:16] Welcome to the show,
Kateri and Roxanne!
- [01:35] Kateri shares where she
and Roxanne met.
- [01:53] Roxanne speaks about
the business they created together.
- [03:36] Listen as Roxanne asks
Nikki for help to build a strategy for consistency with
sales.
- [04:24] Nikki shares that
education has a buying cycle.
- [06:06] Kateri speaks about
some virtual training programs they have had recently.
- [07:03] Nikki encourages them
to show their product constantly monthly or even
weekly.
- [08:33] Nikki says that it's ok
to keep inviting people who said no in case things change for
them.
- [09:05] Nikki discusses using a
subscription model that would allow for recurring payment
structure.
- [10:04] Kateri thinks since
their product is a one time purchase, the subscription model might
not work.
- [11:38] Nikki asks what else
they could provide to let nurses get continuing education separate
from the original sale.
- [12:44] Kateri shares they have
been contemplating an inventory system that might be good as a
subscription model.
- [14:55] Roxanne speaks about
their sales process.
- [16:03] Nikki discusses working
rep firms because of the relationships they have.
- [18:24] Kateri has considered
reaching out to vendors, but she had never heard of rep
firms.
- [19:29] Nikki shares more about
rep firms and how they set up appointments.
- [21:51] Roxanne speaks about
the audience at a nursing education conference and how they don't
always pay attention.
- [24:20] Nikki speaks about ways
to find a good rep firm.
- [25:50] Nikki discusses a
dealership model or a distribution model, which might be another
road they could go down.
- [28:41] Roxanne shares that
it's a challenge because they fear letting it go.
- [30:06] What is the outcome you
want to have happen?
- [31:08] They acknowledge that
they need to figure out the best model to help them grow the
business.
- [32:04] Kateri shares one
benefit that she receives from being a part of the Sales Maven
Society.
- [34:08] Thank you, ladies, for
being on the show!
Find Nikki:
Find Kateri and Roxanne: