How to Have a Successful Sales Call
Lesson 40 from: Fiverr Pro BootcampScott Lancaster
How to Have a Successful Sales Call
Lesson 40 from: Fiverr Pro BootcampScott Lancaster
Lesson Info
40. How to Have a Successful Sales Call
Lessons
Fiverr Pro Bootcamp
1Introduction to the Program
06:52 2Fiverr Seller Levels
11:17 3Pros & Cons of Fiverr
09:41 4Follow These Rules or Get Banned on Fiverr
07:02 5How to Attract High-Quality Clients
14:49 6How to Spot Nightmare Clients
13:31 7Keeping Your Response Time Low
03:42Using Promoted Gigs on Fiverr
05:42 9Overview of the Fiverr Dashboard
08:51 10Taking a Break from Fiverr
03:46 11Seller Plus Program - Is It Worth It?
02:04 12Fiverr Analytics
03:39 13Getting Your First Fiverr Sale
04:23 14The Perfect Profile Picture
03:04 15Service Provider vs. Helpful Doctor
05:46 16Profile Description
02:43 17Sharing Skills on Your Profile
02:01 18Linking to Other Accounts
02:33 19Showcasing Your Education
02:56 20Niching Down as a Freelancer
01:55 21Strategically Deciding Which Services You Will Offer
04:06 22How Long Do You Have to Wait to Apply for Fiverr Pro
02:25 23Preparing to Apply for Fiverr Pro
05:35 24The Fiverr Pro Application Process
04:54 25What Happens Once You're Accepted onto Fiverr Pro
02:12 26Dealing with Anxiety as a Freelancer
06:34 27Handling Imposter Syndrome as a Freelancer
04:36 28How to Not Get Stressed with Managing Lots of Projects
05:19 29Creating the Perfect Gig Title
01:57 30Writing the Perfect Gig Description
02:48 31Creating the Perfect Gig Video
02:25 32Creating the Perfect Gig Thumbnail
02:01 33Pricing Your Packages with Anchor Pricing
04:27 34Finding the Perfect Gig Tags
01:55 35Showcasing Your Work as Part of Your Portfolio
01:51 36Custom Gigs
04:41 37Milestone Gigs
02:47 38Setting Up Requirements Properly
03:56 39Manage Clients Like a Fiverr Pro
03:46 40How to Have a Successful Sales Call
08:32 41Setting Up Quick Responses
05:30 42Linking Up Calendly with Your Fiverr Profile
04:54 43Using Positive Reviews to Get More High-Quality Clients
04:54 44How to Tackle Negative Reviews and Turn Them into Positive Ones
13:55 45How to Encourage Clients to Write Long Positive Reviews About You on Fiverr
07:30 46Balancing Quality with Quantity
03:43 47How to Sell Services on Fiverr at a Premium
05:24 48What to Do When a Client Doesn't Reply
06:31 49What to Do When a Client Wants to Cancel the Order
08:18 50The Snowballing Method - Keeping Orders in Queue
04:38 51How to Get Favorites on Fiverr
01:28 52Upselling, Cross-Selling and Building Long-Term Client Relationships
04:42 53Brand & Portfolio Building
04:00 54Creating a Professional Email Template
01:23 55Project Management Made Easy with Notion
07:30 56How to Stay Focused While Working Remotely
06:51 57How to Travel While Freelancing
05:42 58Tracking & Growing Your Net Worth
02:04 59My Personal Journey Becoming a Freelancer
11:46 60When to Go Full-Time as a Freelancer
06:25 61Investment Strategies for Each Stage of Your Freelance Journey
04:50 62The Legal Side (NDAs, Contracts and Licenses)
02:59 63Final Thoughts
02:01Introduction to the Program
Lesson Info
How to Have a Successful Sales Call
So how to structure an effective client sales call. So sales is a skill. I think every freelancer can benefit from it is the ability to communicate to a client and ultimately guide them and persuade them to buy from you or to purchase something that you are offering. So there's a particular structure that you can use to basically maximize the likelihood that someone is going to buy from you. And I will also add some examples of my sales calls through Zoom on this call so that you can actually see me personally in action, selling a service to a real client. But the first question that you should be asking yourself is what you actually want to achieve from the sales call. Now, in my personal opinion, the first thing that you should be looking to achieve is to be as supportive and as helpful as possible. This does not mean spending every hour of the day with the client and basically giving them all the answers on the sales call because you have to respect your time as an expert you should...
do is answer all of their questions as best as possible. Or if they ask a question requires a little bit more thinking a little bit more time. Then either I can get back to you a little bit later on with a more fleshed out answer, or if they're actually starting to creep into the realms of a project and basically say this particular answer would take some research and it would actually take a lot more time than me just giving you a quick fire answer on this call. So when we're actually inside the project, I'll be able to answer that question a lot more effectively. So hopefully we end up working together and then I can answer that properly for you. Now, one thing to remember when you're actually in a sales call with a client is what is your client thinking? Now, when you actually watch some of my sales calls, maybe after this lesson, you'll see that the clients that I have never spoke to before are pretty much always a little bit dubious and a little bit scared and they're quite skeptical of talking to me. They don't know if I'm going to be super salesy or if I'm going to be professional or if I'm going to be approachable by the end, you'll see that they actually are laughing a little bit and obviously they've opened up a little bit more and they trust me more simply because I'm trying to be helpful doctor and being supportive as possible to try and help them get the solution that they need, whether that be working with me or working with somebody else. And as I've said, multiple times within this course, it's really important that you dig as deep as possible to find the challenge or the issue that the client is currently facing. So you always need to come back to the challenge that they're facing so that you can say, OK, this is the challenge that you're facing these, the services that we offer. This is how we can create something is custom and tailored to you to help you rectify that problem and get the solution that you need. But in regard to pretty much every single sales call that I've had, there is a structure that I try to follow as best as possible to make sure that I maximize my chances of success in signing the client. Now when I first come on a call with the client, the first step is always to introduce myself and just thank you for their time and then basically ask them what their situation is. So if a client comes on a call, ask something along the lines of thank you so much for your time, I really appreciate it. I know how busy you must be. I know you mentioned that you were looking to potentially find a brand name for your company. Do you want to tell me a little bit about the journey that you've had so far and how that's been and what challenges you're currently facing. What this basically does is it sets the client up to basically start telling me everything about their journey so far. And what I said at the very end, which was quite clear is what challenges are you currently facing. So they're going to be telling me how hard everything's been, how much pain they're in basically in regard to trying to find the perfect brand name, all the things that went wrong. So that afterwards I can say, ok, you've got this problem, this problem, this problem, this service that we offer will literally solve all of these issues. So you literally have the service there to rectify all this pain. All you have to do is secure it and you are ready to go. Now, whilst they're telling you all of their problems and challenges, make sure you are super attentive. So just be there on the call and just be nodding listening and actually be listening to what they're saying because they're going to be giving you lots of clues to be able to connect to them later on when you're offering your solution in your services. Now, when they're finished, they're going to essentially be pretty much out of breath by the time they tell you all of the things that have either been going wrong or the challenges that they're facing. And at that point, it's your turn to start speaking until then you should have just literally not said a word and you should literally just be agreeing with them and nodding and just letting them know that you are listening to what they are saying. Now, once they've told you everything, it's your turn to say, ok, from what I understand, you are challenged with this, you're having this problem and this is the main issue that you're facing, is that correct? So basically what you've done is you've listened, you've been attentive, you're caring, but then you've repeated back to them what the challenges that they're facing. So they've just told you everything, you've just summarized everything up in a super short and concise way and said, OK, I understand you're currently being faced with this. Is this correct? Is this what you're currently facing? And if we can solve this, is this going to help you? OK. This is the next step. Now, you're starting to actually take everything that they have crafted and everything that they've told you and you're starting to offer them a solution is custom and perfect for them. Now, at this point, you may need to ask them some additional questions, which is the perfect time. So you may ask them. OK, so you said that the challenge was this, what was the main thing about that particular challenge which you personally kind of struggled with? And do you think that this particular solution could be a possible resolution for that particular challenge that you're facing? Now, once you've answered all your questions and you fully understand the client situation. It's now time to put your helpful doctor's costume on and simply go through everything that you would personally suggest to help them rectify those problems. Now, this is simply just your suggested approach to resolving the problem. You're not giving them the answer yet, you're telling them how you're going to get to the answer. So I might say something along the lines of, ok, sir, you've been really struggling with trying to get a website to convert. So how I would approach it is, I would actually first look at the website that you have in place right now and we'd learn as much as possible from that website to see what you're doing well and what you're doing. Not so well, we look at all the data to see what's working and what's not working. And then we would redesign the website with your new brand, which is going to be far more aligned and far better at converting customers based on what we've learned from the failure of the first website. Then you should ultimately have a website works. You is high, converting should also look far better as well because it's obviously been branded by a professional agency that knows what they're doing. Now, once you've provided your suggestion, the client is going to ultimately have to pretty much go away and they're probably have a couple of questions before they actually leave to consider if they want to work with you or not. Now, at this point, I always like to take control and say so what I'd like to do now is just basically open up the floor for you to ask any questions for me. I'm sure you have a couple of questions in regards to maybe my agency, maybe clients who have worked with in the past our process. Anything else that's on your mind? Just please let me know, I want to be as helpful as possible. And at that point, they're probably going to ask you a couple of questions maybe in regards to pricing, not something else, which is actually a really good sign. It shows that they're interested, but at that point, you just simply listen and you just literally respond to every single question that they have. Now, one thing that I always make sure that I do before I end any sales call is to thank the person for their time. So what I would generally say is listen, I know how busy you must be. Thank you so much for your time. And if you have any further questions, please let me know, but just let me know if you want to work with us or if you need any further help whatsoever. Thank you so much and then just end the call and that is it. Now, I understand that it may take a little while to get used to doing sales calls. But you will build confidence over time. And as long as you just try to be the helpful doctor and you just try to understand the client, you can't really go far wrong. So just take things at your own pace. Practice makes perfect. So please do not try to rush things, just be patient and you will get better. I promise. And I know can be a little bit uncomfortable sometimes to actually have conversations with clients, especially difficult ones. When you actually get to a point where you can really drive home, the suggestions that you can suggest for the particular issues that your client is facing. You can really be a super helpful freelancer who your client can value and trust. So I hope this lesson was valuable. Thank you so much for your time and I look forward to seeing you in the next one. See you soon.