Creating product flow and product expansion
Lesson 72 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Creating product flow and product expansion
Lesson 72 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
72. Creating product flow and product expansion
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
Creating product flow and product expansion
So creating a product floor. Now, what do I mean by product floor? A product floor to me is product extension. So you are adding more products to what you can offer your clients, but you're doing it in a way is smart. So for example, when we are offering brand naming, which was one of the first services that we offered along with logo development, we then started to think, ok, what else do these clients need? And it's a little bit like when you go to a our showroom, they'll sell you the car and then there are other little bits and bobs that you can add to the car which add to their profit margin. So for example, you'll buy the car. Do you want to add paint protection? So you can protect the paint around the car? Sure, why not? I've just bought a $20,000 car. I might as well protect it with a $500 paint protection kit. Ok, perfect. Do you also want the mats inside the car to protect the interior? Because obviously you just paid $20,000 for car, you want to protect the interior, right? O...
k. I'll pay an extra $50 for the interior mats. Perfect. Ok, but what about the boot? You want, you want to make sure you protect the boot, right? If you put shoes in there, it's going to be all dirty. If you ever resell the car in 3 to 5 years, you know, we don't want the boot to be a mess, do you? Ok. I'll pay an extra $100. All of a sudden you've taken a $20,000 purchase and you've added an extra $1000 on add ons and additional bonuses that usually would have been kept in the client's pocket. And because obviously some deals in a car showroom are on finance, $1000 doesn't really seem like much because you're spreading it over 36 months, you have really low interest rates, et cetera, et cetera. Now, the reason I mentioned this is you can earn a lot of money just creating one service and just providing one service, your clients after a while, there's going to be opportunities for you to add different types of services afterwards. Like for example, social media management, for us, for example, we started doing brand strategy, marketing strategies, brand management services help to grow the brand. So what else does that potential client need? And what you can create is a product floor of services where you work with them. In regards to say, for example, in our case, the brand name, then the logo, then the brand strategy, then the website, then brand management, and then social media marketing, all these aspects all come together to create a portfolio of products that are perfect for that particular client and you craft them in a way so that it serves that very specific client perfectly. And when you can do that, you will never have to worry about money ever again. So I hope you enjoy this lesson. Thank you so much for your time and I will see you again very soon.