Ever felt like you needed a shower after a sales call? You're not alone! This week, we're diving into the world of authentic sales strategies with email marketing queen Kristi Scott.

Kristi spills the tea on her journey from cold-calling tech sales to building her nonprofit consulting business. She shares how she ditched the pushy tactics and found her groove with a more genuine approach that aligns with our sector's values.

We chat about the power of niching down (spoiler alert: it's not as scary as you think), how to leverage workshops for lead generation, and why being part of a consultant community is a game-changer. Kristi even drops a truth bomb about her financial situation that'll make you rethink those picture-perfect Instagram posts.

Key Takeaways:

1. Authentic beats aggressive: Learn how to sell your services without feeling like you need to take a decontamination shower afterward.
2. Workshops work wonders: Discover how offering value upfront can lead to long-term client relationships.
3. Clarity is king (or queen): Find out why getting crystal clear on your offerings can make sales conversations a breeze.
4. Community is your secret weapon: Hear how connecting with fellow consultants can skyrocket your business growth.
5. Transparency trumps perfection: Get inspired to be real about your business journey, struggles and all.

Ready to transform your sales approach and build a consulting business that feels as good as it looks on paper? Tune in and let's get to work!

Ever wondered what it's really like to ditch your nonprofit job and start a consulting business with your work buddy? Today, we're pulling back the curtain on that exact scenario. No sugar-coating, no BS - just the raw, unfiltered truth about what it takes to build a values-driven consulting firm from the ground up.

Sarah Steiger joins us to share the rollercoaster journey of how she and her former boss, Laura, transitioned from nonprofit employees to co-founders of Steiger Vitelli and Associates. Buckle up, because this conversation gets real fast.

From their "aha" moment on Laura's back porch to navigating the murky waters of pricing and client acquisition, Sarah holds nothing back. We dive deep into the nitty-gritty of building a business that aligns with your values (hello, community-centric fundraising!) while still paying the bills.

But it's not all sunshine and rainbows, folks. Sarah gets real about the challenges of putting yourself out there as a consultant and dealing with criticism. Spoiler alert: sometimes it involves hiding under the covers with your dog for a few hours. (No judgment here!)

Key Takeaways:

1. Volunteer gigs can be a goldmine for future clients. Don't underestimate the power of showing up and doing good work, even when you're not getting paid.
2. Your values can be your superpower. Sarah and Laura's commitment to community-centric fundraising principles has become their unique selling point.
3. Partnerships can be a game-changer. Two heads (and two sets of skills) really can be better than one when it comes to building a consulting business.
4. Self-care isn't just a buzzword. It's crucial for surviving the emotional rollercoaster of entrepreneurship. Sometimes that means taking a mid-day break to ugly cry or read a book.
5. Pricing is an art, not a science. Don't be afraid to get creative with your pricing structure to align with your values and serve your ideal clients.

Look, starting a consulting business isn't for the faint of heart. It's messy, it's challenging, and sometimes it downright sucks. But for those of you ready to take the leap, this episode is packed with hard-earned wisdom and practical insights. Whether you're just starting out or looking to level up your existing practice, Sarah's story will give you plenty to chew on.

Rachel Zant of Pen With a Purpose shares her journey from agency workhorse to boundary-setting badass. With 25 years of fundraising copywriting under her belt, Rachel dishes on the ups and downs of running a successful consulting biz while juggling motherhood and the constant urge to say "yes" to everything.

From charging what she's worth (spoiler: it's way more than when she started) to firing clients who don't respect her expertise, Rachel keeps it real about the struggles and triumphs of being a solopreneur in the nonprofit world. She even shares her secret sauce for packaging her services and why she's totally cool with sometimes choosing Netflix over networking.

Get ready for a no-holds-barred chat about embracing your true self in business, even if that means ugly crying in client meetings.

Key Takeaways:

1. Ditching the hourly rate trap: Rachel breaks down her journey to value-based pricing and why it's a game-changer for your bank account and your sanity.
2. The art of the graceful "no": Learn how setting boundaries can actually lead to more fulfilling work and happier clients (yes, really!).
3. Embrace your quirks: Rachel spills on how leaning into her emotional side made her more successful, not less "professional".
4. Balance is bull... but priorities are everything: Get the scoop on how Rachel juggles single motherhood, client work, and self-care (hint: sometimes self-care wins).
5. Your expertise has value: Discover why it's okay to charge premium prices and fire clients who don't respect your experience. (Your future self will thank you!)

Find Us Online: https://www.confessionswithjessandcindy.com

Connect with Rachel:

LinkedIn: https://www.linkedin.com/in/rachelzant/

Website: https://www.penwithapurpose.com/

Connect with Cindy:

Cindy Wagman Coaching: cindywagman.com

Fractional Fundraising Network: fractionalfundraising.co/

LinkedIn: ca.linkedin.com/in/cindywagman

Connect with Jess:

Out In the Boons: outintheboons.me

LinkedIn: linkedin.com/in/jesscampbelloutintheboons/

Today, we're diving into the world of client retention with Alex Lustig, co-founder of the Global Grant Writers Collective. Their business is teaching people how to build careers as grant writers, but the real magic? They're keeping 70% of their members for a second year.

Alex shared insights on how they've built this success. It's not just about teaching grant writing - they've created a program that's part skill-building, part business training, and a whole lot of community. Their members aren't just learning a new skill; they're reimagining their lives.

While Alex's focus is grant writing, the strategies we discussed apply to any consulting business. We explored client retention, community building, and creative ways to make your clients feel valued and supported.

Key Takeaways:

• Prioritize onboarding. Get your clients taking action and seeing results from day one.
• Use surprise and delight tactics. Keep your clients engaged with unexpected perks and milestone celebrations.
• Build a strong community. Facilitate connections between your clients to boost retention and satisfaction.
• Focus on one marketing channel at a time. Master it before moving on to others.
• Play to your strengths. You don't need to be an expert in everything - build a team or network that complements your skills.

Whether you're just starting out or looking to level up your consulting business, this episode offers practical strategies to boost your retention rates and create a business that truly serves both you and your clients.

Find Us Online: https://www.confessionswithjessandcindy.com

Connect with Alexandra:

LinkedIn: https://www.linkedin.com/in/alexandra-edwards-lustig-09220644

Instagram: @learngrantwriting

Connect with Cindy:

Cindy Wagman Coaching: cindywagman.com

Fractional Fundraising Network: fractionalfundraising.co/

LinkedIn: ca.linkedin.com/in/cindywagman

Connect with Jess:

Out In the Boons: outintheboons.me

LinkedIn: linkedin.com/in/jesscampbelloutintheboons/

Ever wonder how some consultants seem to effortlessly land high-paying clients while you're still struggling to break the $5K mark? This week's guest, Kel Haney, spills the tea on her journey from theater director to six-figure fundraising consultant.

Kel shares how she transitioned from a 20-year career in theater to becoming a sought-after fundraising consultant, specializing in mid-level donors and her signature "5-minute fundraising ask." She candidly discusses her initial resistance to networking, her mindset shifts around pricing, and how she learned to articulate her unique value proposition.

But here's the kicker: Kel reveals how she went from charging $30-50 an hour to a $15K minimum for her consulting packages. And spoiler alert: clients are saying yes!

We dive into the nitty-gritty of Kel's business model, including how she structures her offers, her approach to business development (hint: it's all about relationships), and why she's committed to keeping her business lean and mean.

Kel also shares her secret weapon for staying motivated during the less-than-glamorous parts of running a business. Let's just say it involves a green visor and a healthy dose of playfulness.

Key Takeaways:

• Clarity is queen: Kel's business took off when she got crystal clear on her niche and how to articulate it. Take the time to refine your messaging – it pays off.
• Invest in yourself: Kel credits her rapid success to investing in coaching and professional development. It's not an expense, it's a fast pass to success.
• Relationship-building trumps cold outreach: Kel's high-ticket clients come from nurturing her network and being genuinely curious about people's needs.
• Keep it lean: By maintaining low overhead, Kel maximizes her profit margins and gives herself more flexibility in her business.
• Don't be afraid to raise your rates: Kel's story proves that when you offer unique value, clients are willing to pay premium prices. Know your worth and price accordingly.

Today on Confessions, we're diving into a topic that's been on all our minds lately: online courses. We all know the appeal, right? Scale your impact, ditch the time-for-money trap, and make some serious cash. But, like everything in life, it's not as simple as it seems.

On our recent Mastermind retreat, we enlisted our friends Rhea Wong, Brooke Richie-Babbage, and Rachel Bearbower to have a raw, honest chat about the challenges of creating a course that actually sells. Spoiler alert: the world doesn't need more pretty content. As one of our peers put it, "Nobody cares about how cute your content is if it doesn't solve a problem for them." Ouch, but so true! It's a wake-up call to focus on crafting experiences that genuinely transform our clients' lives, not just info dumps.

We also dove into the nitty-gritty of actually building a successful course – from how to structure it for maximum impact to finding your ideal audience and getting them excited to buy. It's a journey, guys, not a sprint.

We're sharing all the behind-the-scenes secrets, from validating your ideas (goodbye, biased "mom calls" 👋) to pricing strategies that attract high-paying clients. We even get real about the emotional roller coaster of charging for your expertise.

Get ready to ditch the fluff and create courses that truly matter. Tune in and join the conversation!

As you immerse yourself in this unfiltered conversation, you'll uncover:

• Strategies for validating course ideas through authentic audience conversations, avoiding the pitfalls of biased "mom calls"
• A framework for scaling your business methodically, from stabilizing your core offering to optimizing and expanding strategically
• Insights into pricing models that cater to your highest-paying clients, fueling sustainable growth without burnout
• Candid reflections on the emotional toll of pivoting from free to paid offerings and navigating dissenting voices

Find Us Online: https://www.confessionswithjessandcindy.com

Connect with Cindy:

Cindy Wagman Coaching: cindywagman.com

Fractional Fundraising Network: fractionalfundraising.co/

LinkedIn: ca.linkedin.com/in/cindywagman

Connect with Jess:

Out In the Boons: outintheboons.me

LinkedIn: linkedin.com/in/jesscampbelloutintheboons/

Email marketing remains a potent tool for nurturing relationships and driving revenue. But are you truly harnessing its full potential? We're peeling back the curtain on the often overlooked strategies that separate lackluster campaigns from engagement powerhouses.

With candor, we breakdown myths and discomfort surrounding email cadences, calls to action, and general email strategy.

Prepare to have your email marketing mindset reshaped as we demystify the enigma of robust inbox placement. You'll discover a muscle-building approach to nurturing email deliverability, from crafting reply-prompting messages to decoding the intricate metrics that govern inbox providers' algorithms.

In this unfiltered exchange, you'll uncover:

• The counterintuitive magic number of hyperlinks to embed throughout emails for maximum mobile engagement
• Ethical upselling strategies that foster genuine connections without triggering mass unsubscribes
• Techniques for nurturing the "email deliverability muscle" to ensure robust inbox placement
• A profound mindset shift: reframing relentless reminders as a generous service for the chronically forgetful

Find Us Online: https://www.confessionswithjessandcindy.com

Connect with Cindy:

Cindy Wagman Coaching: cindywagman.com

Fractional Fundraising Network: fractionalfundraising.co/

LinkedIn: ca.linkedin.com/in/cindywagman

Connect with Jess:

Out In the Boons: outintheboons.me

LinkedIn: linkedin.com/in/jesscampbelloutintheboons/

Have you been feeling the pinch in your nonprofit consulting business lately? You're not alone. The landscape for nonprofit consultants has been shifting, and many of us are experiencing challenges we haven't faced before.

Jess recently hosted a roundtable discussion in her Build Better Together community to explore what's really going on in 2024 and brainstorm solutions. The insights shared were eye-opening and we want to pass them along to you.

Get ready for some real talk about:

• Current Nonprofit Landscape: Nonprofits face funding uncertainties, post-pandemic shifts, trust issues, and changing donor preferences. How are consultants adapting?
• What's Working for Consultants: Discover the back-to-basics approach, the power of collaboration, flexible pricing models, niche specialization, and community engagement that are yielding results for consultants.
• Overcoming Obstacles: Learn how to navigate proposal purgatory, LinkedIn fatigue, and scarcity mindset – common challenges faced by consultants in the nonprofit sector.
• Moving Forward: Find out how building a supportive community, clear communication, nurturing existing relationships, and prioritizing self-care are crucial for consultants to thrive in these evolving times.

The nonprofit consulting landscape may be evolving, but with creativity, adaptability, and a supportive community, we can continue to make a significant impact.

Find Us Online: https://www.confessionswithjessandcindy.com

Connect with Cindy:

Cindy Wagman Coaching: cindywagman.com

Fractional Fundraising Network: fractionalfundraising.co/

LinkedIn: ca.linkedin.com/in/cindywagman

Connect with Jess:

Out In the Boons: outintheboons.me

LinkedIn: linkedin.com/in/jesscampbelloutintheboons/