E. 319: Shauna Matkovich on Positioning Yourself as the Expert in the Room

Written By Pia Silva
E. 319 Shauna Matkovich on Positioning Yourself as the Expert in the Room

When Shauna Matkovich joined No BS Mastery, she had already narrowed down what she wanted to do and who she wanted to help. But she was still taking on lots of different projects and struggling to turn her large network, speaking, podcast, and mailing list into the kind of work she actually wanted.

Shauna also has one of the most challenging sales environments of anyone I’ve worked with. She operates in a small, fiercely competitive industry where her prospects are often direct competitors, referrals can be difficult, and buying decisions involve multiple people, corporate budgets, and procurement processes.

In this conversation, Shauna shares how she made the No BS model work for her highly specialized business. We talk about the pricing decision that allowed clients to hire her without going through procurement, what she learned from delivering five Lead Products™, and how structuring her work as an intensive changed the way clients saw her.

Shauna is the Founding Director of The ForestLink and has more than 20 years of experience in sustainable forest management, international forest investment, ESG and impact management, and business development. She helps asset managers and nature-based solutions developers raise and deploy capital faster while reducing risk and creating greater impact.

Shauna’s experience is such a great example of why the No BS model can work in even the most complex expert-led businesses. It doesn’t require every sales process or intensive to look exactly the same. It gives you a structure you can adapt so you can lead the work, deliver more value, and be recognized as the expert you already are.

Find this episode for free on your favorite podcast player.

Tune into this episode to hear:

  •  How Shauna went from taking whatever work came in to focusing on the projects she does best

  •  Why pricing her Lead Product™ below her clients’ procurement threshold made it easier for them to say yes

  •  How a referral ask worked even though Shauna believed referrals were nearly impossible in her industry

  •  What Shauna learned from delivering five Lead Products™ to groups of corporate decision-makers

  •  Why her longer sales cycle doesn’t mean the Lead Product™ process isn’t working

  •  How structuring her engagement as an intensive helped clients feel guided and see her as the expert

  •  How Shauna created a reusable AI tool that made her more valuable while helping her client’s internal team own the work

Learn more about Shauna Matkovich:

Resources:

 
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Pia Silva
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E. 318: Marc Scheff On Finding A Way To Market That Actually Feels Aligned