Build trust using science
Lesson 23 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Build trust using science
Lesson 23 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
23. Build trust using science
Lessons
Getting over the fear of rejection
04:23 2Why you should leave a Zoom call after 3 minutes
04:24 3How to never chase clients ever again
04:13 4How not to feel nervous on sales calls
05:23 5How to not take it personal
05:46 6Slow & Steady vs Fast & Many
06:11 7The importance of being accountable
04:12 8The importance of being invested and excited
04:56Understanding the difference between features VS benefits
04:48 10Assignment - Mindset & Motivation segment
02:39 11Helpful Doctor Approach
03:58 12Breathing method for better sales calls
02:40 13Managing your clients’ expectations
07:41 14How to smartly discover your clients’ budget
05:29 15How to come across as more confident
09:18 16How to improve your pacing
04:19 17How to structure a sales call
09:28 18Ghost Opening Method
04:18 19High converting sales funnel
09:17 20Shock Method
04:41 21The Halo Effect
03:04 22Organizing portfolio to win more clients
03:23 23Build trust using science
02:42 24Showing calendar during call
03:57 25Building unbreakable rapport
04:33 26Sharing relevant stories
02:44 27Using numbers to make prices make sense
03:21 28Using urgency and scarcity
04:38 29The parrot and captain technique
03:31 30Using FOMO
02:51 31The power of mirroring
04:38 32Always put your clients’ needs first
03:34 33Assignment for sales techniques
01:53 34The one who cares least wins
03:27 35How to price your services
06:38 36Handling clients who are bullying you
04:11 37Connecting with clients’ dreams
04:07 38How to use trial closes and assumptive selling
03:17 39How to overcome challenging objections
08:20 40When to mention pricing
03:59 41Assignment for negotiation techniques
01:22 42How to get video testimonials for your website
03:53 43Setting up automated Calendly meetings
02:35 44How to strategically improve your website using Hotjar
02:23 45How to get more clients
05:02 46How to get clients to pay more
04:34 47Do you need to be liked as a salesperson?
02:56 483 reasons why freelancers lose sales
05:27 49What makes a good vs bad salesperson
02:44 50How many options should you give clients?
01:32 51How to know when a client just wants a discount
02:40 52How to know when a client is interested in your service
02:00 53When a client doesn't reply
03:28 54How to practice your sales techniques
03:04 55How to ask high-quality questions
02:48 56Which social media platform is best for getting clients
03:54 57Which social proof is best for winning new clients
03:27 58How I sold a 10k website with one single email
02:58 59How to manage prospects and follow-ups
04:14 60What to do when you screw up on a project
02:38 61How to handle a client who wants a refund
04:10 62When a client wants lots of revisions
03:32 63How to spot a nightmare client
02:17 64How long should you small talk?
01:07 65Should you spend time creating proposals?
01:35 66How to get a sale without being too pushy
01:22 67What to do when a client says you are too expensive
03:46 68Assignment - common questions
01:32 69Realizing who your most valuable customer is
03:32 70How to use discounts to charge more
01:53 71Price anchoring technique
02:43 72Creating product flow and product expansion
02:34 73How to win client loyalty for the long term
01:09 74Last assignment project
04:14Lesson Info
Build trust using science
So how to build trust using science. Well, throughout this entire course, there are tons of different methods and approaches can help you build trust with a potential client. However, if you actually want to understand the science of why we build trust and how that actually happens, it essentially all comes down to tiny little moments of you meeting expectation or exceeding it again and again and again, for example, let's take business completely off the table for a second. And let's just talk about the connections that we have in general, think about the people that you trust and then think about someone that you don't trust, the people that you trust have most likely exceeded or met at the very least your expectations again and again and again, at least when it comes to the most important stuff. Now, on the other hand, if someone really lets you down or really breaks your trust or your expectation, then that is ultimately when you really can't trust them anymore because you know, for...
a fact, they're going to let you down. Now, this response that we have of being more drawn towards people that we can trust is all down to evolution. For example, when we were all cavemen and cave women, and you know, we had to essentially trust each other in order to survive. It was a huge factor and we had to make sure that the people who we had in our tribe were trustworthy. For example, if Frank told me that there were food down by the lake and in fact, there wasn't food, there was a hungry crocodile, then I would be eaten and I would be dead. So trust is a huge, huge factor, not only then but now as well. And although we might not be getting eaten by a hungry crocodile, it's still very important. And ultimately, if someone lies to us or if someone is dishonest and we can't trust them, then it's better for us to stay away because it keeps us safe. And this is all based around a lizard brain trying to keep us safe as much as possible. And that's why when we are around people that we trust or we are around someone that we trust like a companion or a partner or parents. For example, we feel a lot safer and we feel more at peace and more calm. That's because we're not thinking about security or safety. We're thinking about just enjoying our time with the person that we connect with and trust. So just think about trust like that. Think about trust as in promising certain things and meeting those expectations again and again and again and if possible, exceeding those expectations. And ultimately, as long as you can do that trust is going to be built, no matter who it is, no matter what situation you're in, trust comes from meeting expectation on a repetitive and consistent basis. Now I try to get this lesson as concise and simple as possible. So hopefully I achieve that, but I'm looking forward to seeing you in the next lesson and I will see that.