Selling Your Expertise: Sales Help for B2B Consultants, and Service Providers

075: How to Sell More to Existing Clients

—>>https://www.askmecoach.com/ [https://www.askmecoach.com/podcast] Your best upsell opportunity is already sitting in your client roster, they just don't know you can help them. Renee Hribar breaks down the exact reason clients go hire someone else for work you're fully capable of doing: you're letting them enter through one door and never showing them the rest of the house. Using the "referral-reliant Rachel" archetype and a real client story, Renee walks through how consultants and service providers accidentally train their clients to see them as specialists in a tiny box. The fix is simpler than you think; an infographic during onboarding, a sentence woven into a progress call, a testimonial in your email footer. Renee also introduces the PONS meeting framework (Progress, Opportunities, Next Steps) as a natural, non-pushy way to open the door to additional offers before a project ends. This one strategy alone could add tens of thousands of dollars per year in revenue with clients you already have. If you've ever watched a client hire someone else for something you do, this episode is the reset you need. Mentioned in this episode: AskMeCoach.com

074: Why Your Referrals Are Not a Sales Strategy

—>>https://www.askmecoach.com/ [https://www.askmecoach.com/podcast] You built a business that works. You just can't explain why, and that's the most dangerous place a consultant can stand. Renee Hribar walks through a real client scenario (meet "Rosie", a booked-out email strategist and ghostwriter with 15+ years of experience) to unpack what actually happens when successful experts hit a plateau. The culprit is almost never a lack of leads. It's invisible systems; growth that happened through referrals and word of mouth, but was never tracked, named, or understood. Renee introduces three tangible actions any consultant can take this week: a "where did they come from" audit tracing the last three clients back to their origin, a simple one-on-one outreach message that reconnects without pitching, and a "what actually works" filter to run before chasing any new strategy. Your next client is probably already in your network. You just haven't looked yet. This episode gives you the lens to find them. Mentioned in this episode: AskMeCoach.com

073: Reset Your Sales Strategy

—>>https://www.askmecoach.com/ [https://www.askmecoach.com/podcast] Clearing your calendar feels like freedom — until it doesn't. Renee Hribar pulls back the curtain on a real coaching conversation with a consultant who did everything right: she finished out her clients, dropped the underpriced projects, and gave herself space to think strategically. And then the doubt crept in. Through a three-step framework, Renee walks through exactly what happens in the messy middle between stopping the chaos and finding full clarity — and why the answer is never more planning, more tweaking, or a more perfect offer. It's one direction, consistent conversations, and action taken before belief arrives. You don't need certainty to move forward. You need direction, repetition, and the courage to start inviting before you feel ready. Mentioned in this episode: AskMeCoach.com

072: Sales Call Tips for Consultants Who Are Done Winging It

—>>https://www.askmecoach.com/ [https://www.askmecoach.com/podcast] If your sales calls feel like therapy sessions, the problem isn't your personality — it's your structure. Renee Hribar breaks down exactly why sales calls fall apart after the first five minutes — and it has nothing to do with confidence or credentials. Using a real client example (a Columbia-educated, dynamic expert whose calls weren't converting), Renee diagnoses three structural gaps that kill discovery calls before they ever get to the offer. From leading with a story that runs too long, to asking open curiosity questions with no destination, to losing control of the conversation mid-call — these are fixable, practical problems. Renee walks through a simple call framework: send your bio in a pre-call confirmation email, open with a clear goal statement, use guided questions that function like a house tour instead of a blank walk-through, and keep one pocket phrase in your back pocket to reset any call that starts going sideways. The result for her client? Calls that didn't just feel better — they converted into ideal clients. Because a structure built around who you are isn't a script anymore. It's just what you do. Mentioned in this episode: AskMeCoach.com

071: 5 Step Sales System That Gets New Clients

—>>https://www.askmecoach.com/ [https://www.askmecoach.com/podcast] Sales is not content; it's conversations, and Renee Hribar is here to prove that one intentional outreach a day can change everything for your business. In this episode, Renee walks through a real client session with a woman who had all the systems, all the tools, and zero sales momentum. The problem wasn't discipline, laziness, or even messaging. It was the absence of a simple, repeatable daily sales rhythm. Renee breaks down her five-step framework: set a weekly income goal, choose one connection strategy, build a prospect list of five names, reach out to one person a day, and repeat. She also shares exactly how she helped her client rewrite an outreach message that got crickets into one that got an immediate response. Within two weeks, that client had signed a new client and was drafting a proposal for another. If you've been reorganizing your folders instead of making sales, this episode is your reset. Head to askmecoach.com to find Renee's current offers and keep the momentum going. Mentioned in this episode: AskMeCoach.com