Hello and welcome to this weeks episode of The Australian Small Business Show. In this episode we are joined by award winning business mentor, digital marketing coach and author Kate Toon to unpack how to generate six figures in sales without relying on paid ads. We dive into why sales is one of the most important skills any business owner can develop and why so many of us avoid properly learning it. We also explore the challenges with paid advertising, particularly in today’s economic climate, and why building relationships and trust can be a far more effective long term strategy. We discuss the key differences between marketing and selling, and why simply putting content out into the world is not enough to drive results. In this episode we break down the moment where marketing ends and selling begins, and why actively asking for the sale is critical. We also explore the importance of consistency in your marketing efforts, even when business is busy, and how failing to do so can lead to those all too familiar quiet periods. Kate shares her simple and practical framework for selling, including understanding your customers needs, identifying emotional triggers, building rapport and trust, using persuasion techniques, overcoming objections and clearly communicating value. We also talk about why price is rarely the real objection, how to better qualify leads, and why long term customer relationships are far more valuable than one off sales. This episode is packed with actionable insights that you can start implementing straight away in your business. Finally, we explore what you can expect from the book Six Figures in Sales, including step by step guidance on writing sales pages, product descriptions, emails and social media content that actually converts. If you’re looking for practical, no fluff strategies to improve your sales and grow your business, this is an episode you won’t want to miss. About Kate: Kate is an award-winning business mentor and digital marketing coach. She’s a down to earth human on a mission to demystify the realities of running a successful online business. Her Stay Tooned group of companies include the Digital Marketing Collective, The Recipe for SEO Success, The Clever Copywriting School and The Umina Beach Book Nook. Kate’s helped more than 20,000 other businesses demystify digital marketing, grapple the Google Beast, and find their own version of success. Kate is a renowned speaker, podcaster and author, and was named Australia’s Most Influential Small Business Woman (2022), one of Australia’s Top 50 Small Business Leaders (2022), and Businesswoman of the Year and Training & Education Provider of the Year at the national My Business Awards (2020). She’s the author of Six Figures While You Sleep: How to turn your services and skills into high-profit, low-effort digital products (2024), Six Figures in School Hours: How to run a successful business and still be a good parent (2023), and most recently Six Figures in Sales: How to win more customers, without spending a cent on ads. Kate is a resident expert on Kochie’s Business Builders and founder of The Digital Marketing Collective Conference, The Digital Marketing Collective Retreat and The Digital Marketing Collective Mastermind. To grab your copy of Six Figures in Sales (and all of Kate’s books) go here: https://www.katetoon.com/writing/books/ Connect with Us: If you're an Australian Small Business Owner, we'd love to connect with you on socials. You can give our Facebook Page a like here: https://www.facebook.com/theaustraliansmallbusinessshow Or follow us on Instagram here: https://www.instagram.com/aussmallbizshow/ We’d love to hear from you! Subscribe to The Australian Small Business Show newsletter by visiting our website here: https://www.theaustraliansmallbusinessshow.com.au/ Disclaimer: The information shared on The Australian Small Business Show is general in nature and does not constitute professional advice, legal or otherwise. We recommend consulting with your advisors on your specific circumstances.
