How not to feel nervous on sales calls
Lesson 4 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
How not to feel nervous on sales calls
Lesson 4 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
4. How not to feel nervous on sales calls
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
How not to feel nervous on sales calls
Now again, this is a mindset shift that a lot of the freelancers that I privately coach have to go through and it does take a little bit of time. But one thing that I need you to remember is that over time, you are going to see significant improvements in your confidence when controlling and managing a sales consultation. And these three tips that I'm gonna go through in this very lesson are gonna help you see that improvement far, far faster. So let's start at the beginning. The first tip is to be prepared and practice. I remember when I first started in sales, even before I had my branding agency when I was actually a salesperson for an external company. I used to practice my script in the car every single morning on my way to work. Now, I didn't have to do that. I'm not saying that you have to either. But what I'm trying to say is during that time because I was practicing 1020 times more than everybody else on that sales floor. I managed to wipe the floor with them in regards to sal...
es figures simply because the client on the phone I sounded more calm, confident and trustworthy. So how can you actually prepare for a sales call if you know that a client is wanting a new website? Maybe you can take some time to check out their existing website. Also, make sure you check out some of their competitions, websites, gather data assets and any of the materials that you feel are going to help you and the client and have a better quality conversation together. Now, a little bit later on in the course, we're going to actually go through a full structure of how a sales call should look. And we'll also be reviewing some real life zoom calls from my recordings to go through them and actually learn as much as we possibly can about what I did, right? What I did wrong and what I could do better. Now, the second step to stop feeling nervous and anxious during a sales call is to ultimately know your value. Now this gets a lot easier over time. And when you first start out as a freelancer, you may begin with a little bit of imposter syndrome, which basically means you don't feel like you deserve that amount of money to do that type of work. For example, I still remember the first time I got paid $500 to find a brand name for a company. It was a huge eye opener for me because I actually set that price as a joke around 67 years ago because I thought that the maximum that you could charge to find a brand name for a company was about 100 to $200. But as soon as I sold a brand naming package for $500 my entire world opened up. Now, that exact same package costs double. And I also sell packages for brand naming exactly the same for $2495 which are currently active. My website. Now, the reason that I'm sharing this with you isn't to boast or to brag, but it's simply just to share with you that at one time, I thought that my services was worth $100 when actually the service that I was providing, some clients were willing to pay 10 times that now that doesn't mean that you can Tenex your prices today. But what I am saying is you should definitely experiment with how much you can actually charge because ultimately, as freelancers, we're quite self critic and we are very unaware of how much value we can actually provide to some customers. Do not worry, we'll get to pricing and perfecting your pricing later on in the course. But I just wanted to share that with you because it was super important to making sure that you are in the right mindset going forward into the rest of the course. Now, the last tip that I want to give you in regard to feeling less anxious and nervous during sales calls or just conversing with clients or just engaging with clients overall is competence. So ultimately, the more evidence you have that you are good at what you do, the more confident you will become. So at the very beginning, it is difficult to justify a certain price point. In fact, when you first start out offering any type of service, you have absolutely zero evidence that you can actually do what you see you can do. Even if you've read every single book in the world on a subject, you still haven't actively done it, which can leave a little bit of doubt in most people's minds. So for this tip, I need you to simply be patient with yourself because when you work with more clients and you deliver a high level of service and you get happy client after happy client, after happy client, you start to build a portfolio of evidence of clients that know that you were a pleasure to work with and for new clients who have never worked with you before, this is going to be golden. The reason being is they need a reason to trust you and they're also constantly looking for reasons not to trust you. So when you actually engage with them, if you come across as nervous and anxious, then they're going to think that you're not up for the party, you're not up to serving them to the correct required standard. And this can be damaging and it can harm your chances of actually landing the client and getting that project. But all the time it does get easier. It becomes completely impossible to doubt because you've got so many instances of your process and your talent working in your favor and providing a great result. Anyway, I hope you found this lesson valuable and I cannot wait to see you in the next one. See you soon.