Ghost Opening Method
Lesson 18 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Ghost Opening Method
Lesson 18 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
18. Ghost Opening Method
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
Ghost Opening Method
The ghost opening technique. This is a method which I've used for maybe the last 8 to 10 years to basically persuade a client to make a decision and secure a package. Now, there are a few things that need to happen in order for this to work. And to be honest, sometimes this just happens naturally. When you get a lot busier, you have clients that reschedule things to the end of your calendar and you have a new opening and you can slot someone else in. Now, it doesn't always happen like that. And this lesson actually goes in conjunction with another lesson later on in the course, which ultimately uses your Google calendar to show clients how busy you are. Now, we'll get to that a little bit later on the course. But first and foremost, the first step is to actually show a busy calendar to your client. And what I would usually sit the client to use the go store method is something along the lines of, hey John, by the way, just a really quick message, I had a client who was looking to start...
their website this week and they've basically had to postpone it because they want to go through the logo development process with us first. Now, this opening is ultimately open for website development projects only. And I know that you were looking to get started in the day now. So if you want to take that, but I can make it worth your while and give you $200 discount or something. Just to basically say thank you for helping us out for filling the space. If not completely understand and take as long as you need, I'll offer it to the next person in line. And at that point, the client's in a situation where they can basically take this free spot where they were pretty much willing to take up that space anyway. But instead they're going to get $200 discount, which incentivizes them to take up that space. Now, this has worked a lot for me over the last couple of years. And I think it actually comes from a situation where I was genuinely available through a client postponing their project until the end of the month. And I thought, wow, this, this really works like I literally just emailed them and they literally signed up like within like an hour. So giving a client an incentive to actually purchase now and do it in a way which is super passive. So you can actually say, you know, you can take the spot if you really want to. But if you don't want it. That's absolutely fine. I'll just pass it to the next person in line. It kind of gives an element of formal, like you don't want to miss out on the discount and you're willing to actually work with us anyway. So it just kind of pushes the client along a little bit, which is really, really powerful. Now, one of the things which is super important in regards to this working, showing the client that you're busy before you actually do this. So within every single sales call, at some point, I'll show the client my calendar which basically shows all of the projects that I'm currently working on and it's pretty packed. I don't really have a lot of time spare to mess around, put it that way. Now this tells the client that I'm extremely busy and it also tells the client that I don't have a lot of time to waste. So if I say something in regards to my schedule, it's most likely to be true. But the client see my schedule and they know how busy I am, even though they don't know that I'm doing that on purpose just so that they know how busy I actually am. So this this whole kind of subconscious game going on. And I mean, I'm in the position now where my schedule is literally chock a block and I have to actually schedule and say no to tons of projects just to record this course and many of course that we been developing over the couple of weeks, but use this approach sparingly. So don't use it all the time. Basically, use it when you are needing a client to be pushed along and you need to make a decision. Now, some clients may potentially see this as a little bit of a persuasive tactic to get them to buy sooner because it is ultimately, it works 99 per cent of the time. I've never actually had a client not take me up on this offer, or at the very least they've, you know, entertained the opportunity of, you know, filling up the space and, you know, sometimes I haven't even had to mention a discount. Maybe I've just said, do you want to take that space and, you know, I'll add extra logo concept or I'll add an extra phd or website or something like that. These things can really help you to get those clients to take action to use this to your advantage. And hopefully you found this technique and method valuable and I look forward to seeing you in the next lesson.