Overview
In this episode of the Duct Tape Marketing Podcast, John Jantsch interviews Stacey Hylen, internationally recognized business coach, growth strategist, and author of “Hidden Profits: More Clients and Cash.” Stacey shares actionable insights on how business owners can uncover untapped revenue, raise prices with confidence, and create long-term client relationships—often without spending a dime on new marketing. The conversation covers why mindset is key, how to reposition from commodity to couture, and why small changes (like a single upsell question) can deliver massive results.
About the Guest
Stacey Hylen is a globally recognized business coach, growth strategist, and speaker who has spent over two decades helping entrepreneurs—from solo businesses to Fortune 500s—uncover hidden profits and boost performance. As a former VP for Chet Holmes International and now the author of “Hidden Profits,” Stacey is known for her practical, empowering approach to business growth.
Actionable Insights
- Most business owners are too close to their operations to spot hidden profit opportunities—outside perspective is powerful.
- Raising prices is often the fastest path to profit, but it requires a mindset shift toward abundance and owning your expertise.
- Attracting the right clients (and letting go of the wrong ones) leads to higher revenue, less price sensitivity, and more enjoyable work.
- “Profit leaks” are caused by focusing on low-impact tasks and avoiding essential sales and marketing actions.
- Reframing sales as service (helping, not selling) builds confidence and makes it easier to attract and close ideal clients.
- Past clients are a goldmine—reactivation and “come on back” strategies can drive immediate revenue with minimal effort.
- Upsells and cross-sells (“do you want fries with that?”) at the point of sale create easy, recurring profit boosts.
- Every team member—not just sales—can (and should) look for opportunities to help clients and add value.
- Even “commodity” businesses can reposition themselves as unique, high-value partners through better packaging, messaging, and client experience.
- Small changes can have huge impact—one new question or process can increase sales by 40% or more.
Great Moments (with Timestamps)
- 00:54 – Doubling Revenue with Hidden Profits
Stacey shares how a client reactivated past customers and tweaked pricing for dramatic growth. - 02:07 – Overcoming the Fear of Raising Prices
Why mindset and confidence are essential to charging what you’re worth. - 03:19 – The Power of Narrowing Your Focus
How strategic positioning and language attract the right (and repel the wrong) clients. - 04:58 – Spotting and Fixing “Profit Leaks”
Why low-impact busywork and avoidance hold businesses back from real growth. - 06:02 – Sales as Service, Not Selling
Why reframing the sales conversation helps business owners overcome reluctance and get referrals. - 08:46 – The “Come on Back” Strategy
How one client had their best month ever by reactivating former customers—even in December. - 10:30 – The $700,000 Mistake
The cost of not keeping in touch—and how a single call can recover massive lost revenue. - 12:53 – The Hidden Profits Framework
Stacey outlines her step-by-step process for finding revenue you already have. - 13:47 – Upsells and Cross-Sells at the Point of Sale
Simple, proven ways to increase average transaction value. - 15:52 – From Commodity to Couture
How even price-driven businesses can reposition for higher profits and loyalty. - 18:00 – Surprising Results with Small Changes
The story of a 48% sales increase from a single upsell question.
Pulled Quotes
“Most business owners are too close to see the hidden profits in their business. It’s about getting resourceful, not just adding resources.”
— Stacey Hylen
“Sales is service. If you’re great at what you do, you owe it to your clients to help them—and that means being confident about your value.”
— Stacey Hylen
profits, revenue, stacey hylen
