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290

 – More Sales, Less Marketing – How to Take the Yuck Out of Selling with Frances Pratt

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Hosted by HerBusiness

On air:

9 January 2025

As small business owners, sales can be one of the most daunting aspects of business.

Sales are tied to so many negative stereotypes that just feel “icky”. But in this episode, I’m talking with Frances Pratt, author of More Sales, Less Marketing: How to Take the ‘Yuck’ Out of Selling to challenge that perception and redefine what sales should be about.

We’re talking about the differences between marketing and sales, the power of storytelling, and the importance of understanding your ideal client (and how YOU can help THEM).

Here’s what you’ll learn in this episode: 

  • Discover how to reframe selling away from being pushy, and more about genuinely helping your clients.
  • Understand the nuances that define sales and marketing (and how they SHOULD work together).
  • Use storytelling to connect with your clients and make basic sales concepts more relatable.
  • Know how to access your clients’ pain points and tailor your messaging directly to their needs.
  • Learn how to tailor your direct proposals so they’re effective and focus on your client’s needs.
  • Redirect objections from clients into opportunities to deepen the conversation and build deeper trust.
  • Discover how to lean on credibility, reliability, and intimacy to build stronger relationships with your clients.

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About the host

Suzi Dafnis

Hi there. I’m Suzi Dafnis, CEO at HerBusiness. My BIG passion is helping women business owners to grow and scale their business, so that they can create their ideal lifestyle and make a difference in the world. Every day I am inspired by the more than 30,000 amazing women (and men!) in our community and I love finding the best education, mentors, and resources from around the globe, to help them get the skills, knowledge, and support they need to succeed. It’s been my privilege to lead HerBusiness (formerly The Australian Businesswomen’s Network) for the past 23 years (two+ decades – WOW!) because, whilst I’ve enjoyed success in business, I’ve also experienced the highs and the lows – sometimes you can feel on top of the world and in control and other times you can feel isolated, exhausted and stuck. What has made the biggest difference for me has always been having great people around me and having a lifelong commitment to learning. That’s why I am so passionate about the work we do here at HerBusiness – providing a Connection Network for women in business to get the mentors, contacts, referrals, knowledge, and skills they need to grow their confidence, make more money, build their businesses, expand their network and create the lives they love. My entrepreneurial journey started in the spare room of my Sydney apartment in 1994 when my business partner and I started a boutique events company that represented speakers and authors from the USA, here in Australia. Over the years I’ve grown multiple multi-million dollar businesses in the events, publishing and education niches – with teams in Australia, New Zealand, and the USA. Not everything has worked and there has been a degree of trial and error, and a lot of bumps in the road. But I have always had a strong commitment to always surrounding myself with great mentors and like-minded peers – a Connection Network that I can depend on and who can depend on me to be there for them too. I truly do what I love, every day.  

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About the guest(s)

Frances Pratt

Frances Pratt

Fran Pratt helps businesses better connect with their clients and truly understand why their clients choose to buy from them. This deep understanding enables businesses to improve their performance with existing clients while more easily attracting and converting new ones. With 27 years of sales experience, Fran leverages tools developed through real-world expertise and insights gained from studying Change Management and completing an MBA at Melbourne Business School. Fran balances a busy life with five children (two younger and three bonus), a partner who also runs his own business, and numerous simultaneous projects. Her passion lies in connecting with and helping people succeed.

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