Always put your clients’ needs first
Lesson 32 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Always put your clients’ needs first
Lesson 32 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
32. Always put your clients’ needs first
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
Always put your clients’ needs first
So this should go without saying and it's not rocket science, it's pretty basic advice, but it's something that as a service provider, you need to remember because when you are in a position where you can, you know, put your needs in front of everyone else's and ultimately, you need to make bread, right? You need to make money in order to survive. And that's why you're providing a service to get paid. You're thinking about it all wrong though. If you're thinking about things that way, what you should be thinking about is how can I serve my clients in the best possible way in the way that when they go to their mother's the next day, they're saying about how fantastic I am and how much I take care of them. If you can do that, you'll never have to worry about money again in your entire life. I promise you that. I promise you that because I've been in that situation, I've been in a situation where I've just been trying to make as much money as possible and trying to get the biggest deal an...
d trying to earn as much money as possible and work with as much clients and blah, blah, blah, blah, doesn't work authenticity and actually giving everything to a client. I almost swore that, but I didn't giving everything to a client is, is everything. And there's this kind of dynamic, right? And I don't think many people talk about this, at least I went through this dynamic and I'm not sure if you share the same thing, but there's this weird thing that happens when you're a service provider where you don't quite give 100%. And that sounds weird to say, but in the first kind of couple of years of me actually providing services, I had this weird thing where I would give like 95 to 90% because then if the client came back and said they hated it, I would say, oh, well, I try 100% anyway. So that's why. But it's the completely wrong way of thinking. And if you muster up the courage to not just give 100% but go above and beyond and really care like it's your own business, like it's your own life on the line to actually provide the best service possible. And listen, when they say they don't like something, which very, very rarely happens by the way, very rarely happens when you put your heart into something and they, and they don't like it. They do appreciate it. It hurts, it really, really hurts. But I'll tell you what feels a lot better when you put your heart into something and they love it and they absolutely love it. And, you know, you went above and beyond to provide that service to the client. That is the most, one of the most fulfilling things I've ever felt in my entire life beyond, you know, like just raw emotion and obviously personal life from a career standpoint, it's the best feeling in the world when you've put in 100 and 10%. And the client loves it. Like, literally can't stop looking at the logo, you know, scroll through the website a million times because they love it so much. You see that business succeeding because of the work that you did, that only happens at the 110% mark. That doesn't happen at 90. It's below average. It's not good enough. 100% is average. That's what you're expected to do 100%. That's where the man happens. Remember that and put your client's needs in front of your own and sacrifice, sacrifice for your client, sacrifice your own, you know, time, sacrifice your own. In my case, mental health. Sometimes it doesn't happen too often anymore. But you need, you need to give a little bit to really, really drive home quality. And when you do that, the first time, you must have the courage to do that. Be honest with yourself, you'll never go back, trust me, you will never go back. You work with less clients, you'll earn far more money than you ever thought possible. If you take anything away from this course, take that it will change your life for the better. Trust me. Ok. Thank you so much for your time with this particular lesson and I'll see you in the next one. See you soon.