A client asking for a discount mid contract can feel like a punch in the gut. Your brain goes straight to value, rejection, and worst-case scenarios, even when the work is solid and the relationship is good.

In this episode, I share a real story from a digital marketing agency owner whose client asked to lower her monthly price by two-thirds halfway through a three month engagement. The surprising part is that he was not unhappy and the results were not the issue.

I take a look at what to do when a client wants to lower their investment, how to stop taking it personally and how to get curious about what is really driving the request. Often it is cash flow and timing, not a lack of trust or a lack of value.

You will hear the three options you have in this situation, and why restructuring payments can sometimes protect your scope, your revenue, and the relationship at the same time.

00:00 Introduction

00:38 Client is asking for a discount mid contract

01:45 The real issue: cash flow, not value

02:30 Three options when a client asks for a discount

03:37 Restructure payments, keep scope

04:35 Timing and cash flow vs price

05:00 Protect revenue and protect relationships

LINKS

Emma McQueen:

Day With The Queen

Website

YouTube Channel

August Go-Getter Event in Brisbane: https://emmamcqueen.com.au/events/go-getter-brisbane/

BD Sprint:

https://emmamcqueen.com.au/coaching-services/bd-sprint/

Mentioned in this episode:

Day With The Queen

If your sales calls feel warm and promising, but the follow-up dies in the inbox, this episode will hit a nerve. We’re talking about the sneaky gap between “that was such a great chat” and “why did they disappear?”, and why it’s rarely your offer, your price, or your personality. Most of the time, it’s simpler than that. The call had no structure, so nothing moved forward.

You’ll hear a repeatable way to run a clarity or discovery call that still feels human, but actually goes somewhere. We cover how to choose one clear offer before you even jump on the call, how to anchor the conversation in the client’s transformation (not your list of deliverables), and how to lead without dominating the airtime. It’s about listening properly, reflecting what you’re hearing, and earning the right to present a solution that fits.

We’ll also get into the moment most people talk themselves out of the sale, how to hold your nerve when it’s time to make the offer, and why pricing should match the outcome, not the clock. Then we finish where money often leaks: the next step. Not vague “let’s stay in touch” energy, but a clear, kind, time-bound close that keeps momentum alive.

CHAPTER MARKERS

00:00 Stop Losing Sales

00:48 Why Calls Drift

01:44 Pick One Offer

03:23 Map The Ladder

04:36 Three By Three Call

08:01 Offer In Three

09:28 Silence Sells

10:17 Price With Conviction

11:14 Lock In Next Step

12:23 Homework And Practice

13:45 Wrap Up And CTA

LINKS

Emma McQueen:

Website

For a copy of Emma's book, 'Go-getter: Raise your mojo, shift your mindset and thrive' – https://emmamcqueen.com.au/want-more/emmas-book/

YouTube Channel

August Go-Getter Event in Brisbane: https://emmamcqueen.com.au/events/go-getter-brisbane/

June Go-Getter Event in Melbourne:

https://emmamcqueen.com.au/events/go-getter-day/

BD Sprint:

https://emmamcqueen.com.au/coaching-services/bd-sprint/

Mentioned in this episode:

Style Bundle

Instagram: https://www.instagram.com/style_bundle/

Style Bundle

Instagram: https://www.instagram.com/style_bundle/

Style Bundle

A quiet week in business can mess with your head fast. One minute you’re fine, the next you’re wondering how to get more clients and whether you need to change everything. In this episode, I’m sharing a simple metaphor that brings you back to strategy, not panic: turn on the tap.

Every business has a “tap”, a handful of actions that reliably create opportunities when you actually do them. The problem is we forget, we get busy, and we start chasing shiny new tactics instead of switching back on what already works.

You’ll hear the four taps I look for first: relationship taps, visibility taps, invitation taps, and generosity taps. Plus, I’ll walk you through how to create your own “tap map” so you always know what to do next when things slow down.

If you’re ready to stop reinventing the business every time it goes quiet, this is your reset. Pick one tap, turn it on this week, and build momentum from there.

Chapter Markers

00:00 Business Gone Quiet

00:56 Turn the Tap On

01:18 Real Client Tap Wins

02:37 Stop Chasing Shiny Taps

03:32 Busy vs Real Taps

04:08 Four Types of Taps

05:39 Build Your Tap Map

07:18 Find Your Top Revenue Taps

07:57 From Hope to Operating System

08:34 Your One Tap Challenge

09:31 Wrap Up and Call to Action

10:07 Podcast Outro

LINKS

Emma McQueen:

Website

For a copy of Emma's book, 'Go-getter: Raise your mojo, shift your mindset and thrive' – https://emmamcqueen.com.au/want-more/emmas-book/

YouTube Channel

August Go-Getter Event in Brisbane: https://emmamcqueen.com.au/events/go-getter-brisbane/

June Go-Getter Event in Melbourne:

https://emmamcqueen.com.au/events/go-getter-day/

BD Sprint:

https://emmamcqueen.com.au/coaching-services/bd-sprint/

Mentioned in this episode:

Style Bundle

Instagram: https://www.instagram.com/style_bundle/

Style Bundle

Style Bundle

Instagram: https://www.instagram.com/style_bundle/

You don’t need longer sales conversations. You just need a cleaner process. In this episode, I share a little story about a 15-minute coaching conversation that completely turned a client's business trajectory around. If you’ve ever had a few inquiries fall through and immediately concluded you’re just "terrible at sales," this is your permission slip to stop overcomplicating things.

We dive deep into why you don't need longer sales conversations. Nobody wants to sit there for an hour - you just need them to be cleaner. I break down the common process traps that keep service providers stuck in information overload, distracted in the "cracks" of their day, and losing out on dream clients.

You'll learn how to switch from phone calls to high-trust Zoom connections, why structure always beats pure instinct and how to execute a thoughtful, human follow-up process that converts without the "ick". Before you go redesigning your offers or changing your prices, let's look at the actual evidence and clean up your conversations.

LINKS

Emma McQueen:

Website

For a copy of Emma's book, 'Go-getter: Raise your mojo, shift your mindset and thrive' – https://emmamcqueen.com.au/want-more/emmas-book/

YouTube Channel

August Go-Getter Event in Brisbane: https://emmamcqueen.com.au/events/go-getter-brisbane/

June Go-Getter Event in Melbourne:

https://emmamcqueen.com.au/events/go-getter-day/

BD Sprint:

https://emmamcqueen.com.au/coaching-services/bd-sprint/

Mentioned in this episode:

Style Bundle

Instagram: https://www.instagram.com/style_bundle/

Style Bundle

Style Bundle

Instagram: https://www.instagram.com/style_bundle/

Want more referrals in your business? Let's start with basic manners. Before you roll your eyes, this isn’t an etiquette lesson, it’s about why skipping the relationship building in business is quietly eroding your growth and giving your network the ick.

In this episode, I share two recent experiences that made me pause and realise how common it has become to confuse digital access with a genuine relationship. In an era dominated by AI, cold funnels, and automated messages, true relationships are a competitive advantage because they are the one thing that can't be replicated.

I discuss why familiarity should breed thoughtfulness rather than assumptions, the dangers of letting your personal urgency dictate your manners, and the three simple filters you need to run your communication through before hitting send. If you want a business built on long-term trust, sustainable referrals, and real revenue, it’s time to put relationships first and opportunities second.

LINKS

Emma McQueen:

Website

For a copy of Emma's book, 'Go-getter: Raise your mojo, shift your mindset and thrive' – https://emmamcqueen.com.au/want-more/emmas-book/

YouTube Channel

August Go-Getter Event in Brisbane: https://emmamcqueen.com.au/events/go-getter-brisbane/

June Go-Getter Event in Melbourne:

https://emmamcqueen.com.au/events/go-getter-day/

BD Sprint:

https://emmamcqueen.com.au/coaching-services/bd-sprint/

Mentioned in this episode:

Style Bundle

Instagram: https://www.instagram.com/style_bundle/

Style Bundle

Instagram: https://www.instagram.com/style_bundle/

Style Bundle

If your sales feel like a feast and famine cycle, you’re not broken. You’re just relying on bursts of effort instead of a rhythm you can keep when you’re busy, and that’s why the panic months keep showing up.

In this episode, I’m sharing the simple daily framework I use to build consistent sales without burning out. It’s called the 3-2-1 rhythm, and it’s designed for real business owners who are juggling delivery, clients, and a life.

We’ll break down what counts as a reach out, why follow ups are where most money gets left on the table, and how one simple post keeps you visible without turning you into a content machine. The goal is not intensity; it’s repetition that compounds.

If you want a pipeline that stays warm even when you’re flat out, this will give you a clean place to start. Try it for two weeks and tell me what shifts for you.

00:00 Introduction

00:35 The Feast and Famine Sales Cycle

02:41 The 3-2-1 Sales Rhythm

03:15 What I See in the Business Development Sprint

04:58 3 Reach Outs (Start Conversations)

06:18 2 Follow Ups (Move Deals Forward)

07:45 1 Social Post (Stay in the Room)

09:39 Consistency Over Intensity

11:52 Common Mistakes That Break the Rhythm

14:30 Step into Consistency

LINKS

Emma McQueen:

Website: https://tea-with-the-queen.captivate.fm/website

For a copy of Emma's book, 'Go-getter: Raise your mojo, shift your mindset and thrive' – https://emmamcqueen.com.au/want-more/emmas-book/

August Go-Getter Event in Brisbane: https://emmamcqueen.com.au/events/go-getter-brisbane/

June Go-Getter Event in Melbourne:

https://emmamcqueen.com.au/events/go-getter-day/

BD Sprint:

https://emmamcqueen.com.au/coaching-services/bd-sprint/

Mentioned in this episode:

Tracey Rudich - Intimo - Instagram

Tracey Rudich - Intimo - Instagram

Are you staying nice on the outside while fuming on the inside? In this episode, I help you understand how to give clear feedback as a leader without causing a massive blowout or hurting someone's feelings. Most leadership friction in growing businesses isn’t a strategy problem; it’s an avoidance problem.

I give you some advice on how to ditch the outdated "feedback sandwich" and replace it with a powerful, fact-based framework called SBI (Situation, Behaviour, Impact).

You will learn how to manage the emotional stories in your head, check your true intent, and approach your team with curiosity instead of reaction.

I also give you some neuroscience hacks to create a brain-friendly space so your message actually lands instead of sending your team into defence mode.

Stop waiting for your team to "just know" the boundaries and start leading with clear, respectful communication that builds trust and drives business growth.

• 00:00 - Introduction - Why unclear is unkind
• 02:54 - Check your intent: Shifting from what’s wrong to what’s strong
• 05:41 - The 4-step process to reflect and manage your emotions
• 09:35 - The SBI framework
• 11:22 - Why you must practice your feedback out loud
• 13:40 - Creating a brain-friendly space using the SCARF model
• 15:30 - Case study: The massive cost of an unsaid conversation
• 17:50 - How the human brain actually remembers feedback

LINKS

Emma McQueen:

Website: https://tea-with-the-queen.captivate.fm/website

For a copy of Emma's book, 'Go-getter: Raise your mojo, shift your mindset and thrive' – https://emmamcqueen.com.au/want-more/emmas-book/

August Go-Getter Event in Brisbane: https://emmamcqueen.com.au/events/go-getter-brisbane/

June Go-Getter Event in Melbourne:

https://emmamcqueen.com.au/events/go-getter-day/

BD Sprint:

https://emmamcqueen.com.au/coaching-services/bd-sprint/

Mentioned in this episode:

Tracey Rudich - Intimo - Instagram

Tracey Rudich - Intimo - Instagram

If you’ve been told to post more, show up more, and be everywhere, this episode is your permission slip to stop treating visibility like the goal. Visibility matters, especially early, but if you’re still hustling for every sale years in, it starts to feel like a treadmill that never switches off.

We unpack the shift from visibility to positioning using a simple lighthouse test, plus a real example of what it looks like when a buyer arrives already warm, already trusting you, and basically already sold. No chasing, no convincing, no heavy lifting.

You’ll hear the core building blocks that move you from being seen to being chosen, and the mindset shift that makes it stick. If sales feels harder than it should, or you keep attracting the wrong clients, this will help you figure out what’s actually going on and where to start.

LINKS

Tracy Rudich, Initmo: https://www.instagram.com/tracy.rudich

Emma McQueen:

Website: https://tea-with-the-queen.captivate.fm/website

For a copy of Emma's book, 'Go-getter: Raise your mojo, shift your mindset and thrive' – https://emmamcqueen.com.au/want-more/emmas-book/

August Go-Getter Event in Brisbane: https://emmamcqueen.com.au/events/go-getter-brisbane/

June Go-Getter Event in Melbourne:

https://emmamcqueen.com.au/events/go-getter-day/

BD Sprint:

https://emmamcqueen.com.au/coaching-services/bd-sprint/

Mentioned in this episode:

Tracey Rudich - Intimo - Instagram

Tracey Rudich - Intimo - Instagram