Helpful Doctor Approach
Lesson 11 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Helpful Doctor Approach
Lesson 11 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
11. Helpful Doctor Approach
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
Helpful Doctor Approach
Ok. So what if I told you that the best way to sell something was not to sell anything at all? A little bit confusing. Well, let me ask you a quick question when you go to the hospital and you speak to a doctor who's wearing a nice white coat and he is obviously an expert in what he does for a living when he prescribes something to you. Do you ever question it? Do you ever say? Hm. Well, that medicine might be good, but actually I think this one might be better or do you just completely agree with the doctor and respect him and go with what he says? Now, I don't know if you just don't like doctors or maybe you are a doctor. I don't know, I don't know what your personal situation is. But what I do know is doctors are very well respected and the reason that they're respected is because they've studied an incredible amount of time to be experts at what they do and do, they sometimes get things wrong rally. But yes, of course they do. Everyone is human at the end of the day. But one of the...
things that we need to remember is doctors are some of the best salespeople without even knowing it because they can literally persuade you to do anything and put things inside your body could potentially do harm to you. Now, obviously, they're not going to do that. But I'm getting to my point right now, prescribing is selling. And in order to prescribe, you first need to diagnose the challenge that the client is facing. And in order to diagnose, you need to first understand the pain point that the client is facing. So let me give you an example. Now I'm going to include as many live recordings of client calls as I can possibly include in this course because I think it's going to be super valuable to anybody watching them who actually wants to see sales in real time and how I actually manage the conversations effectively and ultimately, some things that I may do wrong as well. We need to learn from every single instance within the sales recordings. One thing that I need you to do is to change your mindset from selling to prescribing because if you can position yourself as being the helpful doctor who just wants to try and find the best solution for your client, you're going to win so many more clients over. And the reason that this works is because you are actually digging down to try and find the pin point that the client is currently facing. And some people could argue that prescribing is a form of selling, but it's just a lot softer because when you're trying to sell something, you're actively trying to get the client from A to B. But prescribing isn't like that. Prescribing is focusing so much on air that the client wants to be willingly by themselves. You don't have to drive them there. They are feeling comfortable enough with you and they trust you enough and you have enough authority because you've given them so much value and insight in regards to what the solution would be and ultimately how to solve their pain point that they will willingly getting in there. Metaphorical theoretical car and drive to be themselves. That is the difference between selling and prescribing, prescribing, gets the client to willingly walk to be themselves. Selling means you pick the client up and you drive them there. There's a huge, huge difference. Now, later on in the course, we are going to cover how to structure a sales call so that you can prescribe more effectively as a freelancer. But at this point, I just need you to know the difference between selling and prescribing. So selling is actively trying to sell your services. Whereas prescribing is focused only on trying to fully understand the clients' problems and pain points and then trying to offer an effective solution can be provided by you. So think about those two differences and keep those in mind throughout the entirety of the rest of the course because they're going to come in super, super handy. So I will see you in the next lesson.