How to never chase clients ever again
Lesson 3 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
How to never chase clients ever again
Lesson 3 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
3. How to never chase clients ever again
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
How to never chase clients ever again
There's a quote which I absolutely love, which I want to share with you, which is very relevant to attracting clients and chasing clients. And that quote is do not chase butterflies instead create a beautiful garden and then the butterflies will come. Now there's more of that quote, but essentially what I took away from that single passage is that clients will come to you if you can provide the value that they want. Now, we're going to get into developing an incredible portfolio and also selling to particular types of clients doing specific types of work that you want to specifically do later on. In the course, the message that I want to get across is that if you're constantly doing cold outreach and posting on social media and trying to bring clients in and chasing them, what does that say about you and your time? Now, this might be a very unpopular opinion. But I personally feel that by posting on social media all the time as a freelancer who has a limited amount of time. Anyway, thi...
s says to me that you have all the time in the world to create content for social media because you're not busy enough with projects. And this is coming from someone who can make $100,000 a year easily by doing brand naming, logo, design, website development, brand strategy. And I've never posted a single time about my work on social media because I know from a client standpoint and also from a freelancer standpoint that the natural urge to share your work and show everyone how incredible your work is on social media, for example, and on other platforms is one way to get clients 100 per cent. But what I found is clients that come to me first are usually willing to pay a lot more for services. They're a lot easier to work with. They give me less tight deadlines. So I actually have time to do my best work and they're also a pleasure to work with. And that's simply because they have came across you before you've went and chased them. And, you know, we all know that in relationships and romantically, you know, there could be two guys chasing a girl and the guy that is, you know, constantly texting her, constantly calling her, constantly asking her out, he is instantly perceived as less valuable and available. Therefore, the girl is naturally attracted to the guy who's a little bit more mysterious and a little bit more busy because he's got stuff to do and that ultimately translates subconscious into being more desirable. So let's imagine there is you and another freelancer pitching for the same client's business. Now, the other freelancer is emailing them and messaging them every day saying, hey, you know, how did you find our sales call and our quote? Did you like it? You know, is there anything that you want to change? Do you want some sort of discount? When can you start the project? Blah, blah, blah, blah, blah, you on the other hand, stand firm and you say thank you so much for your time during the call. I really appreciate you taking the time out to help me understand exactly what you're wanting to achieve. Let me know when you're ready to go ahead with the project and I can check our schedule and we can agree terms. Who do you think is going to get you a better result? And this is one of the mindset shifts that a lot of freelancers that I coach privately have to go through because they think that being very available and being very upfront and being super heavy on communication is the way to go. But what they forget is you don't want to be constantly chasing the butterfly. If you create a beautiful garden and make it desirable, the butterflies are always going to come and we're going to learn sales techniques and certain little tricks and tips that you can use to make yourself and your services become more desirable. And these are not tricks as in unethical tricks, but these are just little subconscious and neurological methods to help the client see you as being valuable, which is the most important thing. OK. Hope you enjoy this lesson. We are really on a roll now. So let's crack on with the next one. I'll see you soon.