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Realizing who your most valuable customer is

Lesson 69 from: Sales Mastery Bootcamp for Freelancers: Sell More Services

Scott Lancaster

Realizing who your most valuable customer is

Lesson 69 from: Sales Mastery Bootcamp for Freelancers: Sell More Services

Scott Lancaster

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Lesson Info

69. Realizing who your most valuable customer is

<b>Identify and focus on the clients that bring the most value to your business.</b>

Lessons

Class Trailer
1

Getting over the fear of rejection

04:23
2

Why you should leave a Zoom call after 3 minutes

04:24
3

How to never chase clients ever again

04:13
4

How not to feel nervous on sales calls

05:23
5

How to not take it personal

05:46
6

Slow & Steady vs Fast & Many

06:11
7

The importance of being accountable

04:12
8

The importance of being invested and excited

04:56
9

Understanding the difference between features VS benefits

04:48
10

Assignment - Mindset & Motivation segment

02:39
11

Helpful Doctor Approach

03:58
12

Breathing method for better sales calls

02:40
13

Managing your clients’ expectations

07:41
14

How to smartly discover your clients’ budget

05:29
15

How to come across as more confident

09:18
16

How to improve your pacing

04:19
17

How to structure a sales call

09:28
18

Ghost Opening Method

04:18
19

High converting sales funnel

09:17
20

Shock Method

04:41
21

The Halo Effect

03:04
22

Organizing portfolio to win more clients

03:23
23

Build trust using science

02:42
24

Showing calendar during call

03:57
25

Building unbreakable rapport

04:33
26

Sharing relevant stories

02:44
27

Using numbers to make prices make sense

03:21
28

Using urgency and scarcity

04:38
29

The parrot and captain technique

03:31
30

Using FOMO

02:51
31

The power of mirroring

04:38
32

Always put your clients’ needs first

03:34
33

Assignment for sales techniques

01:53
34

The one who cares least wins

03:27
35

How to price your services

06:38
36

Handling clients who are bullying you

04:11
37

Connecting with clients’ dreams

04:07
38

How to use trial closes and assumptive selling

03:17
39

How to overcome challenging objections

08:20
40

When to mention pricing

03:59
41

Assignment for negotiation techniques

01:22
42

How to get video testimonials for your website

03:53
43

Setting up automated Calendly meetings

02:35
44

How to strategically improve your website using Hotjar

02:23
45

How to get more clients

05:02
46

How to get clients to pay more

04:34
47

Do you need to be liked as a salesperson?

02:56
48

3 reasons why freelancers lose sales

05:27
49

What makes a good vs bad salesperson

02:44
50

How many options should you give clients?

01:32
51

How to know when a client just wants a discount

02:40
52

How to know when a client is interested in your service

02:00
53

When a client doesn't reply

03:28
54

How to practice your sales techniques

03:04
55

How to ask high-quality questions

02:48
56

Which social media platform is best for getting clients

03:54
57

Which social proof is best for winning new clients

03:27
58

How I sold a 10k website with one single email

02:58
59

How to manage prospects and follow-ups

04:14
60

What to do when you screw up on a project

02:38
61

How to handle a client who wants a refund

04:10
62

When a client wants lots of revisions

03:32
63

How to spot a nightmare client

02:17
64

How long should you small talk?

01:07
65

Should you spend time creating proposals?

01:35
66

How to get a sale without being too pushy

01:22
67

What to do when a client says you are too expensive

03:46
68

Assignment - common questions

01:32
69

Realizing who your most valuable customer is

03:32
70

How to use discounts to charge more

01:53
71

Price anchoring technique

02:43
72

Creating product flow and product expansion

02:34
73

How to win client loyalty for the long term

01:09
74

Last assignment project

04:14

Lesson Info

Realizing who your most valuable customer is

Ok. So this is actually a lesson for someone who's maybe been doing freelancing and service providing for about a year or two. And this is something I didn't do in my first one or two years. I actually did it probably in year five, which is far, far too late by the way. But what I did is I basically took every single client that I'd worked with over the past five years and I looked at who was the most profitable. Then I took all of those clients and looked at how did I start engaging with them and how did they become the most profitable clients? Now, what I found was every single one of those clients, I think there was about 10 altogether over the past five years or the first five years, should I say? And all of them all started with a naming package cost roughly around $1000. What I found was the people who were willing to pay $1000 for a naming package were generally the types of people who were more willing to pay more for logo design and website development. So they had a budget se...

t aside to work with. Now, basically, people who were only willing to pay $300 for brand name were only willing to pay a certain amount for logo and websites. So their budget was far more restricted. So this taught me that the types of people that I needed to work with in regard to long term client relationships were ultimately people who needed a brand name and were willing to pay about 1000 for that particular solution. That was a pre qualifier for me because it actually gave me the insight that ok, they've got a budget to work with and it makes sense for them to spend this amount of money to get their branding, right? So the types of clients that I want to work with over the long term and what I also found is the people that generally wanted to work with me were people around my age who were also male and who also were from a Western background. This isn't down to differences in race or the fact that I am 32 or the fact that I'm a male or a female that doesn't really matter. Now, at first, I just thought it was a coincidence, but after actually looking at the data and checking out the most profitable customers that I've had over the past five years, every single one of them, apart from maybe one, I think who was a woman from Canada, who was a lovely, lovely client I have, by the way, all of my most profitable clients were all guys. Exactly the same as me. The same age, the same ethnicity, everything. This was a big eye opener for me because it showed me that yes, I love working with clients from all different countries and everywhere in the world, regardless of gender, age ethnicity. I love all my clients and I do my best for every single one of them. But it just so happened that I saw a massive opportunity with the types of clients that were more like me, they had similar interests or they were the same age, same ethnicity or they just kind of had a similar characteristic and they were quite introverted. Another thing that was quite similar between all of us and when I realized that I started to be very selective with the types of clients who I worked with. So I would start to work with clients who only had enough money to basically pay $1000 for a brand name. And this is something has helped me to connect with more clients that I can work with over the long term because they have more budget to spend. So I'm getting rid of all the clients that are just coming to work with me once and get a $ brand name and then leave. I want to work with clients that want to work with me over the next six months to really build their brand and do things properly. Anyway, I really hope you found this lesson helpful because it was a big, big game changer for me. So I guess I'll see you in the next lesson. See you soon.

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