3 reasons why freelancers lose sales
Lesson 48 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
3 reasons why freelancers lose sales
Lesson 48 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
48. 3 reasons why freelancers lose sales
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
3 reasons why freelancers lose sales
So the three main reasons that freelancers lose sales. Now, I think that there are far more than three reasons why freelancers lose sales. But I wanted to make a very concise list of reasons that are most common when freelancers lose sales. And it all starts with not understanding what the client actually wants to solve, as I've mentioned before, within the features and benefits lesson and various other lessons throughout the start of the course by understanding what your client actually wants to solve and the challenges that they're facing, you can serve them a million times better. And not only that, but when a client is asking for package, for example, and after understanding exactly what they want to achieve, you've actually realized that package will only get them so far. And what they actually need is package Z it breeds a whole new level of trust instead of just being an audit here and just saying, OK, yeah, package here. Let's do it. OK, let's get started. Get, you know, please...
pay me blah, blah, blah. It just breeds a level of anxiety in the client. And I don't want to do that. I want to make sure that when we diagnose a problem and provide a solution or a potential solution or a suggested solution, the client knows that that's being well thought through and then I have their best interests at heart. So yeah, anyway, number one, make sure you fully understand what the client is wanting to achieve through the service that you are looking to offer. Now, the second reason I feel a lot of freelancers lose business is because they do not meet expectation. For example, if you say it to a client or OK, after this call, within about two hours, I'm going to get back to you with a proposal so that you can ultimately make a decision whether you want to go ahead or not. I have set an expectation that in two hours, they're going to have something in their inbox to make a decision based on if they want to work with me or if they don't. And if I don't meet that expectation of within two hours, they are basically being told so consciously that I don't care enough about their business, I don't care enough about the promises that I make to them, for them to trust me enough to actually hire me. It all comes down to expectation and you can be extremely careful and thoughtful with the words that you use. So when you promise something to a client, make sure that you do everything in your power to fulfill that promise on time every time and by doing that repetitively, you're going to build a level of trust and reliability that the client just knows that. Ok. Yeah, Scott's accountable. He's going to get back to me within a certain time period. This is going to be done. I don't need to worry about it. Let me take that off my list. And then the last and final reason, I think a lot of freelancers end up not getting as much business or losing business is by pricing themselves above their skill level. Now, listen, this is where being honest with yourself really comes into play. And the more honest, you can be with yourself, the easier you can spot holes in your skill set and ultimately look to improve in those particular areas. For example, if you want to get good at animation and you know, you suck at animation and you're just not good at it, then just admit that you suck. It's fine. Even the best animator in the world at one point did not know how to do a simple animation. The best footballers in the world at one point when they were very, very young, didn't know how to kick a ball. Every single person starts at ground zero. Everyone, some people are naturally more talented than others. Yes. Some people are going to pick up things a little bit faster than others, but be honest about your skill level. And if you need to work harder to learn something or to pick something up or to, you know, maybe you need to pay to actually be educated in regards to the particular thing that you want to be good at, make it happen, do it. And by doing that, I can honestly say this with complete confidence, I've never regretted investing in courses in webinars workshops in books. And you very quickly understand that when you read enough books, for example, on, I don't know, something like self development or sales, it's all pretty much the same thing. So once you get to a point where you're kind of reading a book on sales and you're basically reading the same stuff just in a different packaging. You know, you've got everything under wraps and you know, you understand it to a level where you don't need to read any more about it, absorb yourself in that particular skill set in those particular areas and ultimately find a way to be educated. And therefore once your skill set heightens, you're going to be able to charge more for your services. Whereas a lot of freelancers, what they do is they just want to charge as much as possible as soon as possible. This being without having the skill sets in place, this being without having any evidence that they actually know what they're talking about. This being without having a portfolio of evidence to actually show clients and case studies to talk through with them. You know, you could be a consultant for a major marketing firm and then start on your own. And you literally have to start from not ground zero, but you literally start from level one or level two because you need to build a portfolio in a case study for yourself. And not just depend on the fact that you worked for this marketing agency. At some point in the past, a client ultimately makes a decision based on the option that is most likely to get them the result that they need. And you need to focus on making sure that your pricing and your skill set and the level of evidence that you have at that particular time is all correlated and it's all aligned to help you win the client. Anyway, I hope you find this lesson helpful, really, really excited to get into the future lessons with you. So I will see you there.