Connecting with clients’ dreams
Lesson 37 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Connecting with clients’ dreams
Lesson 37 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
37. Connecting with clients’ dreams
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
Connecting with clients’ dreams
Connecting to your client's emotions and dream outcomes. So I think that this is possibly one of the most underrated techniques when it comes to selling and negotiation. Now, when a client is coming to you for a website development or a logo or whatever, you need to learn how to understand what they really want. Because when you do that, you'll be able to communicate with them 100 times better. Let me give you an example. I worked with a guy from the US who was extremely smart, very, very great at communicating and he wanted to start his own insurance company. Now we did the whole nine yards. We did brand naming, we did logo design, we did website development, we did strategy, we did everything and he was very, very happy. Now, one of the things that he said to me and there's actually a testimonial video, testimonial on our website of what he said. And he said these exact words are pretty much these exact words, something like this. He said, I did the branding exercise two times before...
or maybe even three times. And I was ashamed to show anyone that I knew what had basically been created until he met us. So he'd already spent like $10,000 on other branding agencies to try and get it right before he met us. And then as soon as he met us, he was just like, listen, I'll pay whatever it takes to get it done. Right. That's all I care about getting it done. Right. And when he said that I realized that he didn't just want a brand, he didn't just want a website. He didn't just want a brand name. He wanted something that he could show off to people that he knew to show that. Ok, I'm going to start this business and I'm going to make it a success and I think he's got something stupid like 300 reviews on Google or something now and everything's going extremely well for him. It is all about the hidden desire of what they actually want even for me. You know, if I really think about it, I've got three businesses and every single one of them is all focused around making my mother and brothers proud. You know, I love what I do, but it all spurs from being able to provide for my brothers and mother and my, my family ultimately and give them things that, you know, we've never been able to afford. That's the only thing that drives me. That's why I'm making this course right now. So think about what the client's core desire is. If they are doing a rebrand or you need a new website or something. What are they actually doing it for? What is the objective? Ask them what their actual objective is? Why are they doing this? What is the reason behind doing this? There's going to be some business objectives. But between the lines, you're going to find out the real reason and the emotional drive behind why they're making that decision. And if you can connect to that and speak to them about that, that is where the connection with the client just goes to a different level. I actually have a client right now called Manuel. He is one of the nicest guys I have ever met and he has given me around 10 emails now knowing that I've got a little boy due in April and he's sending me emails, daddy tips because he's just had a little girl literally a couple of months ago and his driver to start his business is all about his little girl. He wants to have more freedom so he can spend more time with his little girl, which I think is one of the most admirable things in the entire world. I love that. I absolutely love that. And because we've spoken about his true motivations and some clients are not going to talk to you about it because they just like to keep that sort of stuff locked up. The ones that do are there to ultimately become friends clients become friends if you talk to them about this type of thing and you find that common ground, it's a magical, magical thing and connecting with someone emotionally is always so much more effective than just talking numbers. Business is business, but good business happens when you have a real connection with someone and that's all you need to focus on. So I hope you found this helpful and hopefully you get to try this out in the near future, but I'll see you in the next lesson.