How to ask high-quality questions
Lesson 55 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
How to ask high-quality questions
Lesson 55 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
55. How to ask high-quality questions
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 to ask high-quality questions
So how to ask high quality questions to showcase your expertise to a client. So in regards to asking high quality questions, you need to focus on the objective. What do I mean by that? What I mean by that is you need to focus on the thing that the client wants to achieve from working with you. And that sounds like the simplest answer in the world, but it actually isn't. Now, let's take logo design for example. And I actually mentioned this in a previous lesson earlier on in the course. So you might have already been given this example, but I'll repeat it because it's very important for this particular lesson. If a client is investing in getting a logo designed, why are they having a logo designed? Is it because they need a logo or is it because they need their business to be seen as more trustworthy and reliable and professional? Or maybe they need to communicate something different to what their current logo communicates a different story, a different message, a repositioning of the b...
rand, these things are very important. And instead of asking questions like for example, so if a logo designer, that I started working with, started asking questions like, so what type of logo do you want? You know, what color would you like the logo to be? What typography? What font would you like to use for the logo? Listen, if you're an expert, you should be telling the client which options they can choose from. You shouldn't be asking them which one they want. It isn't an ice cream parlor. You are an expert and providing a very complex service which has a million different options. Just give the client two or three, use your expertise to save them time and energy and give them the best solution instead of asking them what they want because what they want does not matter what they need is far more important. So the secret to asking high quality questions is looking at the objective and using your expertise to help the client find a solution which helps them meet that objective. Ok. So keep that in mind and this is relevant to every single service in the world, no matter which service you're talking about, whether it be copywriting, website development, logo, design, fitness, anything you are the expert, you should be saving your clients time and energy by focusing on their objectives and helping them get closer to that objective by using your expertise and by guiding them and supporting them in the best way possible. And the only way you can do that is by asking questions focused around the objective instead of asking them what they want, which is not why you're getting paid. Or in fact, if you're getting paid very little, then this is probably because you're asking these types of questions and you're not asking the right types of questions which is valuable to that particular client. Anyway, really hope this little lesson was valuable. Thank you so much for your time and I will see you in the next lesson. See you soon.