Many solopreneurs love the work they do and dread selling it. Nicole Kramer knows that feeling well. She spent 15 years as a high school math teacher, landed a sales job with no experience, and went on to become the number one salesperson in the country for a Fortune 500 company. On this episode of the Life-First Solopreneur, Nicole shares how to sell in a way that feels like helping, not pushing.
Solopreneurs stop feeling salesy when they focus on the relationship instead of the transaction. Nicole recommends getting so convinced of the value of your offer that it would feel out of integrity not to share it. If you had a cure for headaches, keeping it to yourself would be the real problem. The transaction is simply the exchange for the help you provide.
Nicole banned the word "contract" early in her career because it made people feel locked in. She replaced it with "agreement," which signals a partnership with terms that protect both sides. She also offered to explain how clients could exit the agreement if it stopped working for them, which removed friction and made saying yes easier.
Niching makes sales easier because people buy from someone who understands them. When you try to serve everyone, nobody feels like you're talking to them. Nicole compares it to choosing a cardiologist over a general practitioner for a heart problem, or a steakhouse over a waffle restaurant when you want steak. Specialists earn trust faster and can charge more.
One of Nicole's favorite openers is "How open-minded would you be to..." followed by your offer. Most people see themselves as open-minded, so the question invites a yes and lowers resistance. Even if the answer is no, the person is declining the timing, not rejecting you.
If you don't have clients yet, Nicole says your only job is sales. Skip tweaking your website or building funnels until you have real traffic and real customers. Every activity in your business should ultimately support sales, because revenue is what allows you to keep doing work you care about.
The feast and famine cycle happens when solopreneurs stop selling once they land clients. Nicole experienced this herself when her pipeline dried up within two months. The fix is building daily sales habits from the start, such as natural conversations that create opportunities, and keeping those habits even when you're busy delivering work.
Nicole reached consistent $20K+ months with 18 to 20 private clients and realized it was more than she wanted to sustain. Instead of grinding through it, she treated the full roster as an invitation to restructure. She invited her private clients into a new group program, and almost every one said yes. Her advice is to design your business around what matters in your life first.
Find Nicole on Instagram at @thenicolecramer and send her a DM for her free list of 23 questions for more successful sales conversations.
Listen to the full episode of the Life-First Solopreneur on Apple Podcasts, Spotify, or YouTube.