Handling clients who are bullying you
Lesson 36 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Handling clients who are bullying you
Lesson 36 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
36. Handling clients who are bullying you
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
Handling clients who are bullying you
So how to handle an alpha client who's trying to bully you during negotiations. Well, I've got a couple of opinions on this particular topic. Now, I've been very lucky to not have that many alpha clients who've tried to bully me. To be completely honest, I can think of maybe two or three that I was a little bit frightened of now. The best way to handle and character who's more of an alpha and more dominating is to essentially let them dominate and act like you are kind of a little bit more submissive. I'll explain what I mean. So I had a client good few years ago now, I think about seven years ago and he ultimately wanted to dictate pricing. He wanted to dictate terms. He wanted to literally have of payment after delivery, which was just no, thank you. Right. So I'm going to do all the work up front. Then I'm going to give you all of the work and then you're going to maybe pay me first and foremost, need to understand if you actually want to work with that person, you can easily just s...
ay, I'm really sorry. I'm just super busy at the moment, but I can put you in touch with someone else who can treat you well and make sure that you get the best result and then within your price range. So yeah, please go and work with them because I don't want to work with you. I actually really enjoy working with clients that are a little bit more challenging because it teaches you different lessons, right? And especially in the beginning of your career, you want to work with a large range of different clients. Now, I can speak to a client and within like about 5, minutes, I can understand the type of client that they are. You know, I can understand how things are going to play out from literally just speaking to them for about five or 10 minutes just to get a taste of their character and how they communicate and how they approach things and situations. Now, this very dominating character and client who was very dictor and wanted to basically tell me exactly what to do and how things were going to be. I didn't like the fact that I was, you know, basically saying, listen, you know, we, we can't actually do all the work and then get paid afterwards is just not how things work. And he was giving me a little bit of a few nasty e mails to say the least and the way to handle that is to basically act like there's someone else on board. That is not really agreeing with what they're saying. So how I would handle it is I would say hi Stephen. I've spoken to the team about obviously the terms that you wanted to go forward with and, you know, I tried my best to make it happen, but our accountant is really, really strict on making sure that at least 80 per cent is paid up front before we start a project simply because we are so busy with other clients. And obviously we've got a lot of clients that want to work with us. I would love to work with you. But the reality is it wouldn't make a lot of in a sense to turn away a client who's ready to pay us up front for a client who wants to pay us 30 or 60 days later. It doesn't really make sense to us from a business standpoint, but I'd really love to work with you and I'd really love to help you if we can find something to help us meet half way. Now, in that position, he basically started to have a little bit of a, an angry moment, but then he came around and we eventually end up working together. And after we actually got over that hurdle, he was actually fine. He was actually really, really nice, but it was just that initial hurdle because he wanted to have control and be dominant and he didn't trust me once you kind of fight fire with fire a little bit, but in a polite way and say, oh, listen, I, I spoke to Xy and Z and they said that, you know, it's, it's not really gonna work out for us. Um, I can offer this but this is kind of as much as we can do because otherwise we're, we're probably gonna have to leave it when you can do that in a way which just, you know, seems very smooth and you know, very authentic and very organic. That is when you're going to be able to handle those challenging types of clients. Now, thankfully, those types of clients do not come around too often. The lords, the gods who it is so so stressful sometimes when people are sending you nasty emails and you're like, do I wanna answer this email? Uh No, I'll leave it for tomorrow. But anyway, I hope you find this lesson helpful. And if you have any questions, please, please let me know I am here to help. But apart from that, thank you for your time and I'll see you in the next one.