Do you need to be liked as a salesperson?
Lesson 47 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Do you need to be liked as a salesperson?
Lesson 47 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
47. Do you need to be liked as a salesperson?
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
Do you need to be liked as a salesperson?
Do you need to be light as a salesperson? No, but it certainly helps listen, to be completely brutally honest. In the very beginning, like nine years ago, when I first started offering logos and creative services, you have to literally go 100 per cent in on just being liked. And this is simply because at least speaking from experience, I wasn't very good at sales. I wasn't good at selling my services. I didn't understand how to do it. I didn't understand how to overcome objections. I didn't understand how to showcase benefits in regard to features. Instead I would just offer what I could do and hope for the best. And ultimately, I did end up getting quite a lot of business through just being nice and just being polite and just being, you know, maybe, you know, trying to be a little bit funny, although, you know, it's very subjective as to if I was funny or not. I think the most important thing is just to be polite and try to be a little bit charming. You don't have to be nice. It just ...
makes the experience first and foremost for you a lot nicer because you can just be nice to people and it also makes it more enjoyable to work with you. So I think clients ultimately, although they are obviously looking to get a solution in place, they want to work with someone that they like, you never want to work with someone who, you know, you just hate or that grinds your gears, who or who super annoys you. And that's ultimately, you know, not just in business, but just in life in general, right? Like you do not want to spend time with people that you don't like. So ultimately to keep it short and sweet, you don't have to be nice as a salesperson or, you know, as someone who's selling a service, you can try and be like very professional and very like, oh this is this, we're gonna get you this result and this result and this result, but people buy from people ultimately and you kind of have to have a certain likability and that doesn't mean you need to roll over and you know, let them scratch your tummy every, you know, 20 seconds and you know, just act like a complete imbecile. What you can do is you can just be professional, have confidence but be very likable as well and be empathetic. I think that's one of the most important things because when a client is going through a process, especially a creative process where they've never developed a logo before. They've never done a website and they're not quite sure of what's going on by being understanding and caring and empathetic. It just allows the client to see that you actually care and that you have their best interest at heart because although you are developing websites every day and you've done this a million times before, this is the first time they've done it maybe the second time, but it's still a novelty to them. So to them, it's everything. Whereas to you, it's just another one. So think about it like that and you know, keep that in mind when you are trying to engage with clients because it can really help to make the experience as special as possible. Anyway, I really hope that you found this lesson helpful and I look forward to seeing you in the next one. See you soon.