The BizChix Podcast: Female Entrepreneurs | Women Small Business | Biz Chix · Natalie Eckdahl, MBA

624: Do You Have a Sales Problem?

·25 min·1 clip

Natalie says clients buy faster when they can see a measurable return on investment, not just a nice idea.

1. BizChix Podcast episode 624, “Do You Have a Sales Problem?”, focuses on why service providers may be diagnosing the wrong issue. 2. Natalie Ekdahl hosts with Elizabeth Cook, who coaches alongside her in Six Figures Lab and helps clients raise prices, set boundaries, and position their businesses. 3. The episode asks whether a marketer, consultant, or financial professional actually has a sales problem, or instead a problem with positioning, urgency, or return on investment. 4. Elizabeth says clients often come in saying they need help with sales, but the real symptoms are no leads, no closed leads, or no referrals from their network. 5. Natalie says an offer is too broad when people in a strong network still cannot tell which specific person should hire you. 6. Elizabeth connects that broadness to referral difficulty, saying people make matches carefully because their own reputation is on the line. 7. She points to the Automatic Yes workshop inside Six Figures Lab as the place where they work on specializing and niching. 8. Natalie pushes back on the idea that being able to help everyone should be enough, and reframes specialization as a way to make referrals easier. 9. Elizabeth says urgency matters when a client has a task, deadline, compliance requirement, or organizational need that cannot wait. 10. Examples include HR consultants, leadership consultants, nonprofit work, government agency work, retreats, and a speaker booking for an event. 11. Natalie and Elizabeth say proposals should have expiration dates so a client does not return a year later asking to accept an old scope. 12. Elizabeth says some clients do not know what they need, so the offer has to address a phase-two problem while the message speaks to the phase-two pain. 13. Natalie uses bookkeeping and taxes as a simple example where the client may ask for taxes first but actually needs books done first. 14. For ROI, Natalie says buyers need to see a measurable result such as time saved, productivity gained, or money connected to the work. 15. She cites Loom telling her how many meetings or hours it has saved, and Instacart telling customers how many shopping hours they avoided. 16. The HR consultant example shows a sharper ROI angle: compliance with state law, onboarding help, policy setup, and reduced replacement costs for team members. 17. Natalie says the tone is practical and diagnostic, with both hosts trading examples and clarifying questions. 18. The format is a conversational coaching session that moves from problem definition into examples and then into reverse-engineering an offer. 19. People selling consulting, operations, HR, marketing, or financial services would likely benefit from it. 20. People looking for a motivational story or a general sales pep talk may skip it.

As heard by us

A useful reset for service businesses that may have a positioning problem, not just a sales problem.

This episode speaks to consultants, marketers, and financial professionals who want a business that stays stable, profitable, and sustainable.

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Why you'd press play

If your pipeline feels stuck, this helps you tell a sales problem from an offer-and-positioning problem.

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