Getting over the fear of rejection
Lesson 1 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Getting over the fear of rejection
Lesson 1 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
1. Getting over the fear of rejection
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
Getting over the fear of rejection
OK, let's talk about the fear of rejection where it comes from and how we can get over it fast. Now, we all know that it can be a little bit scary when you have not got a lot of experience in sales or conducting sales. But the truth is that if you are going to ultimately sell your services to clients, you need to be able to control and manage the call. What this means is you are supposed to be the expert within that situation and your client wants you to lead them through the challenges that they're currently facing to a solution. And in order to do that, you need to be 110 per cent confident when you are in the call to actually do your job properly. Now, when I coach freelancers privately, most of the time they are scared of being rejected by the client and that's what gives them a sense of anxiety and nerves when they are in the sales call trying to guide them. Now, this can be especially difficult if the client is quite dominating and a little bit scary, but do not worry, I've run i...
nto plenty of clients like that over the last 10 years. And I have dedicated a special lesson to this particular situation so that you can handle them with ease later on in the course. Now, in this lesson, I want to focus on getting over the fear of rejection because once we get over that challenge, I feel like you're going to be at least 50 to 60 per cent more confident going into every single sales call going forward. And the first step to getting over your fear of rejection is to shift your mindset for every single sales call going forward. I need you to think about sales calls as opportunities to learn instead of thinking about them as opportunities to make money. Now, I know that may seem a little bit counterproductive, but it works. And the reason that it works is that if you shift your mindset to actually trying to learn more about the client and actually learn how to communicate better, the sales automatically come and you start to become more confident as a result. The next step is to focus on the process and not the outcome. For example, when I first started conducting sales calls with clients maybe eight or nine years ago, I didn't have a clue what I was doing. I was stuttering, I wasn't communicating properly. I definitely wasn't confident over time. I started to fall in love with the process of actually having the sales call and learning how to conduct and control and manage a sales call as opposed to just focusing on getting the sale. Now, just to be very clear, I am not saying that the outcome of getting a sale is a bad thing. But what I'm saying is in order to get there more consistently and more effectively and more successfully, you need to get better at the stuff at the beginning first, which is then going to set you up to be more successful in acquiring new customers and getting sales later on once you've mastered the basics and don't worry, we're going to cover absolutely every single technique that you can possibly need in regards to converting a potential client into a paying client. And it's all structured in a nice, easy to digest way that anybody can learn no matter what your skill level. And the last that I have to share with you related to getting over your fear of rejection is to constantly improve and adapt this again comes back to mindset and understanding that even me, you know, with 10 years of experience, even though I have experienced closing deals worth 20,000, 50,000, whatever I can still improve. And sometimes even now when I go on to a sales call and I'm not prepared and I don't follow the structure that I know works sometimes I feel and every single time that happens, it's a constant reminder that I need to get back to basics. Follow the fundamentals that I'm going to share with you in this course. And ultimately don't get too big for my boots because the structure and the process works to convert potential clients into paying clients. And if you follow it, then you can not go over. You are either going to land the client and get the business or you're going to learn what you did wrong so you can do it better next time. Now, the section that you're currently in is all about mindset and motivation because I need to prepare you to get ready for the sales techniques later on. In the course, I cannot wait to get to that point. But for now, just keep on going and I will see you in the next video.