If you’ve ever hit July wondering where your next client is coming from—or found yourself torn between wanting rest and needing revenue—this episode is for you.
In this episode of As Good As You Are, I sat down with Natalie Koussa, the visibility strategist and creator of The Speakeasy, a group program that helps coaches and online experts double their leads by speaking on podcasts. Natalie also runs Podcast Tour Tonic, her done-for-you booking service for guests who want to show up as the first-choice name in their niche.
This conversation unpacks how Natalie pre-sells her summers with what she calls a “no-brainer offer”—so she can take time off, keep the cash flow steady, and still serve her audience in a way that moves her business forward.
The Origin Story: From Social Work to Visibility Strategy
Before she became known for helping experts grow through podcast guesting, Natalie spent her career in the nonprofit world as a Director of Partnerships, pitching, funding, and collaborating across industries.
When the pandemic hit, she moved from London to Dublin and decided it was time to start her own business. What began as general visibility consulting quickly evolved once people kept asking the same question:
“Can you help me get booked on podcasts?”
So she leaned into it—developing a process that helps her clients not only get booked, but turn those podcast appearances into warm leads and long-term growth.
The Power of the Summer Pre-Sell
Early in her business, Natalie faced what so many entrepreneurs do: a slow summer.
That first slump changed everything.
“I told myself—never again,” she said. “I want the barbecue, I want the sunshine, I want the long evenings—but I also want to know my business is taken care of.”
Her solution? Pre-sell the summer before it even begins.
Each year, she creates an easy, high-value offer that fills a specific gap in her audience and supports her long-term goals. It gives clients something tangible now and gives her business new assets for the rest of the year.
The 2024 Example: “The Spritz”
This summer’s offer—aptly named The Spritz—was a light, done-with-you version of her full done-for-you service.
Natalie noticed two kinds of people in her audience:
- Those ready for the full VIP experience.
- Those not quite there yet—but still wanting expert support.
“They didn’t want a group program or to learn everything themselves,” she explained. “They just wanted a leg up.”
So she designed The Spritz:
- A 90-minute positioning call to clarify their signature speaker topics and stories.
- A bespoke list of 15 podcasts with suggested angles and custom bios.
- 30 days of support while they pitched and booked interviews.
It was a lean, low-commitment offer that met her audience where they were—no curriculum, no overwhelm, just clarity and execution.
She sold eight spots in ten days through email only—no ads, no launches, no public posts—and closed enrollment early.
The Hand-Raiser Email Strategy
Natalie’s secret weapon? Hand-raiser emails.
Instead of sending subscribers straight to a sales page, she wrote short, personal messages inviting people to reply.
“It wasn’t about selling—it was about starting a conversation,” she said. “The link to buy wasn’t even in the email.”
This softer approach fits the energy of summer: more casual, more relational, and surprisingly more effective.
Her email sequence was simple:
- The Invitation: Emotional storytelling about summer energy + introduction of the offer.
- Immediate Results: What changes right after working with her.
- Lifetime Results: How the work compounds long-term.
- Overcoming Hesitations: Gentle answers to common objections.
- Final Call: A genuine, scarcity-backed close.
Each message built on curiosity, not urgency.
Messaging That Meets the Moment
While most businesses slow down in summer, Natalie believes the season is ripe for easy wins—if you meet your audience in the right headspace.
“People are still buying,” she said. “They just want it to feel simple.”
She positions her offers around one clear idea: make their summer easy.
That means emphasizing freedom, peace of mind, and future pacing—“so that when fall comes, everything’s already in motion.”
Her approach stands out precisely because inboxes are quiet.
“Everyone else is telling themselves it’s a bad time to sell,” she added. “That’s your opportunity.”
Small Offers, Big Strategy
Every one of Natalie’s pop-up offers serves two purposes:
- Immediate revenue.
- Strategic development.
“I never create something random,” she said. “Every offer builds a system or refines a part of my process.”
By pulling one piece out of her signature service, she gets to test demand, refine delivery, and strengthen her backend—while still serving clients meaningfully.
“I call it a slice of the pie,” she explained. “It still has the crust and the filling—it just doesn’t have to be the whole thing.”
Why It Works
The model works because it’s relational, not performative.
It’s not a “launch.”
It’s a conversation that feels aligned with both her energy and her clients’.
It’s also ethical urgency—the offer is truly limited by her capacity, not manufactured scarcity.
“People know I only take a few one-to-one clients,” she said. “So when I say there are two spots left, they believe me—because it’s true.”
Turning Summer Buyers into Long-Term Clients
Natalie didn’t just make quick sales—she made relationships.
Some Spritz clients later joined her higher-tier messaging support or moved into her done-for-you podcast tour service. Others referred new clients.
“They just wanted to know that the ‘me’ in my marketing was the same as the ‘me’ inside the business,” she said.
That’s what builds trust—and repeat business.
The Takeaway: Build Offers That Build Momentum
The best summer offers aren’t about discounts.
They’re about momentum.
Ask yourself:
- What part of my process could I pull out and deliver quickly?
- What does my audience want right now that would make their next season easier?
- How can I design something that supports both my clients’ goals and my own growth?
When you lead with ease, alignment, and clarity—your clients feel it too.
Because as Natalie reminds us, success isn’t about pushing harder.
It’s about building smarter—and enjoying the summer while you do it.
If you’re a seasoned professional—a dentist, interior designer, chiropractor, therapist, or any other expert who has spent years building a solid reputation—then you may have noticed a shift in your industry. Clients are making different decisions, new competitors are entering the scene, and the way people choose businesses doesn’t feel the way it used to. […]
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