How to Turn “No” into “Yes” in Your Small Business Sales

Ever feel like your marketing hits a wall or your sales go nowhere after the first try? In this episode, Victoria brings a truly relatable story from her own home. The classic “Mum said no, Dad said yes” saga around a 13-year-old’s desperate attempt to get to a football match. But what does this have to do with marketing? Everything!

Victoria unpacks how her son’s persistence and creativity mirror the most effective sales and marketing strategies for small B2B expert-led business owners. From understanding decision-makers, to anticipating objections, to the value of follow-up and sheer tenacity, this episode is packed with real-world lessons (and laughs) on getting from “no” to “yes” in your business.

Key Takeaways:

• Objection Handling: The magic isn’t just in making an offer. It’s about predicting and resolving the “no” before it lands. Address objections in your content and conversations early.
• Know the Decision Maker: Just like in any family (or B2B deal!), it’s critical to know who actually holds the power to say yes and craft your message accordingly.
• Persistence Pays: It takes 7-15 touchpoints before a buyer will even consider you. Most businesses give up after one or two... don’t be one of them!
• Repetition Builds Reputation: Consistent messaging and repeated visibility aren’t annoying; they’re necessary for trust and brand-building.
• Make it an Easy Yes: Instead of pushing your highest-ticket offer, focus on creating a “small win” that’s irresistible and simple for your ideal customer to say yes to.
• Ask for Feedback: If you don’t make a sale, use it as an opportunity for insights that will improve your future offers.

Action Steps:

• Pick one core offer and tailor your marketing to mark it as the perfect “next step” for your dream client.
• Handle common objections before they arise... address them in your marketing materials, emails, and calls.
• Stay visible. Don’t drop off after just one attempt! Remember: persistence breeds opportunity.
• Use feedback from near-misses to refine your offers and content.

For More Free Resources: Grab Victoria’s Easy Offer Checklist and plenty of other tools at allstarmarketingclub.com/resources to keep your marketing momentum going.

About Victoria: Marketing coach & trainer Victoria Vickery delivers actionable advice, real-life stories, and tactical tips specifically for B2B, expert-led entrepreneurs who want marketing that actually works (and sticks in your head!).

Connect: More tales, tips, and marketing tangents: @victoriav1ckery

Free guides, checklists & templates to boost your marketing at allstarmarketingclub.com/resources

Grab free templates, checklists and guides at allstarmarketingclub.com/resources - everything you need to market smarter, not harder.

About Victoria: Marketing Coach & Trainer Victoria Vickery serves up marketing advice with fewer buzzwords, more belly laughs, and stories you’ll never un-hear... because memorable marketing starts with memorable lessons.

For More Tales, Tips & Tangents: @victoriav1ckery