How to use discounts to charge more
Lesson 70 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
How to use discounts to charge more
Lesson 70 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
70. How to use discounts to charge more
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 use discounts to charge more
Ok. So this lesson does not have to be very long. Let me just put it like this. If you saw a $200 T shirt discounted to $100 or if you saw a $100 T shirt and they were pretty much identical. Which one would you buy? The $200 T shirt that's discounted to $ if they were identical. Now, let me put it into context. If a client sees that you're giving them $300 discount or $400 discount or, you know, even, you know, depending on how much your actual product is a 50 per cent discount, a 20 per cent discount, whatever, because they think that you're giving them a favor or something special for them. Then ultimately, they're going to be more happy with the purchase. Now, this has been proven with countless studies all the time. If you give someone a good deal that they perceive as a good deal, even though it isn't, they will feel happier about the purchase. For example, you've all seen the Black Friday price tag thing where basically people going into supermarkets take the Black Friday price o...
ff. And the price behind is literally the exact same as the Black Friday price tag. The reason that this is really effective is people think they're getting a good deal and they perceive it as a good deal even though it isn't, even though it's just the same as before. And this can be super, super powerful. So you can use this at any point in your business, you can use this from the very beginning all the way until the end. And I sometimes still do it. Now, if you know there's a particular client that I really want to work with a client that I want to get in our portfolio a little bit later on. It's really, really important to remember that it's not the actual value in your mind that matters. It's the perceived value in the client's mind. So if you know, if you can offer like a $200 discount, but the price was already inflated by $200. Anyway, the client's happier you get paid what you're worth and everyone's happy need. I say it any more. I'll see you in the next lesson.