Building unbreakable rapport
Lesson 25 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Building unbreakable rapport
Lesson 25 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
25. Building unbreakable rapport
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
Building unbreakable rapport
How to build unbreakable rapport with a client. Now, when you're on a call with a client, there are many different ways that you can build rapport and some of which are in this particular section of the course, like mirroring, for example, which is a little bit later on, which I would really recommend you check out. Now, when you're building rapport, you're ultimately doing two things. One, you're building a level of trust and you're building a level of familiarity. Now, those two things are quite difficult to do in some circumstances, but in others, they're actually quite easy. And ultimately, this comes from a little quote that I found from Seth Gordon, which has actually stuck with me for quite a few years, maybe eight years, nine years now. And that is that people like us do things like this and what that means, at least to me is that people generally stick together their own tribes. OK? And for example, most of the clients that work with me are around my age and are white males an...
d that's just the way things are. I have worked with a range of different clients from a range of different ethnicities and a range of different countries and even clients that don't even speak English, which is crazy, but we literally communicated via translator and we ended up getting a great result. Now, does this in that? Just because you are white, for example, and a female, does this mean that only white females are going to want to work with you? Absolutely not. That's completely nonsense. However, this does mean that people who feel most comfortable with you, maybe they have had the same background or maybe they have the same hobbies or maybe they have the same interests or maybe they even just have kids. And you can talk about that we want to connect with people who we can see a part of ourselves in. So for example, I had probably one of my best clients was a gentleman called Bobby who, you know, was starting a business with his wife and kids and business partner, Rex, probably one of the nicest people I've ever met. And, you know, I still talk to Bobby today. He is of Asian descent. He lives in the US and he's not the typical, you know, kind of white male that would usually work with me and we ended up connecting and building rapport through our love for jiu jitsu, the martial art. So basically the whole premise of this lesson is that you will generally find people like you of the same background of the same ethnicity of the same age group will generally warm to you far faster. That's just the way things are apart from that, which is just mostly human nature. The other way that you can build rapport is through common interests, through asking about people's families and just how they are. Um you know, actually caring about them, you can build rapport that way, building trust through just providing an incredible service. And, you know, you gradually get to know people. I have clients who I email, not about business but just about recovery after hospital or just asking them how they are. You know, I have clients who talk to me after they've had a break up from three years ago and I've worked with them once I have clients who I play chess with. I've got a really nice guy from the UK called Paul who started EXEC, which is essentially a start up for ambitious individuals who want to get fit and healthy and really make the most of life. We play chess together on chess.com and he absolutely wipes the floor with me, but it's all about creating that connection and really investing in creating incredible relationships with your clients, which is super, super important just to summarize. Building report does not have to be complex and it needs to be authentic. For example, you can't just pretend to be interested in jiu jitsu. If you've never done jiu jitsu before, you need to find a common ground that you can both relate to and engage with. And that is the secret to building rapport. Finding part of you is also connected and similar to a part of them. That could be anything, could be a hobby, could be the fact that you both have kids. It could be the fact that you're both married. It could be anything that you feel can help you connect to that person on the other end of the phone. I don't actually know why I said phone that maybe I should have said computer, let's just say connect with the client and leave it at that anyway. I hope you found this lesson helpful and I hope that you're enjoying the call so far. If you think that what we've discussed so far is good. You have no idea what is coming up to follow. So I will see you in the next lesson. Thank you so much again and see you soon.