What happens when you combine LinkedIn strategy with real sales expertise? You get a conversation like this. Ashley Leeds is joined by sales trainer and LinkedIn expert Niraj Kapur to unpack why so many business owners struggle with selling, undercharge for their services, and rely too heavily on social media without building genuine relationships. Niraj shares stories from his career in publishing, events, and international sales before explaining how he now helps founders and business owners become more confident in both sales and LinkedIn.

This episode is packed with practical advice for anyone trying to grow a business. Ashley and Niraj discuss why personalised outreach works better than spammy sales messages, how storytelling builds trust faster than hard selling, and why many people are pricing themselves completely wrong. There’s also a brilliant conversation about confidence, follow-up, startup challenges, and the dangers of generic business advice. If you’ve ever wondered whether you should raise your prices, pick up the phone more often, or stop hiding behind LinkedIn posts, this episode will definitely make you think.

One of the standout moments is Niraj’s reminder that people still buy from people. Whether it’s commenting thoughtfully on someone’s LinkedIn post, researching a prospect properly before a meeting, or even sending a handwritten letter, the human touch matters more than ever. Ashley also puts Niraj through a live “Roast My Post” session where they break down how LinkedIn content can either help or hurt your reach. Honest, practical, and full of value, this is a must-listen for business owners who want to improve visibility and sales without losing authenticity.

Timestamps

00:00 Introduction

01:05 Meet Niraj Kapur

02:18 Niraj’s career journey

04:26 Why people hate selling

05:34 Building trust on LinkedIn

07:08 The power of handwritten outreach

09:31 Researching clients properly

11:04 Storytelling vs persuasion

13:06 Pricing and undercharging

15:49 Charging what you’re worth

18:12 Dangerous pricing advice

19:35 Sales advice for startups

20:36 Breaking into competitive markets

22:43 Pricing creative work

25:00 Roast My Post

28:02 Why LinkedIn dislikes links

29:59 The Closers Club

Guest contact details

Niraj Kapur

Email: niraj@everybodyworksinsales.com

Phone: 07733179854

Website: www.everybodyworksinsales.com

LinkedIn: www.linkedin.com/in/nkapur