How to get clients to pay more
Lesson 46 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
How to get clients to pay more
Lesson 46 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
46. How to get clients to pay more
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 get clients to pay more
So how can you get clients to pay more for your expertise and for your services? Now, this is something that I personally had to go through. And it's something that I think every single freelancer has to go through. I think that the first thing that you need to do is to make sure that you check out all of the lessons in this course on pricing because that is going to allow you to understand pricing and finding the perfect price for your clients and the specific solution that you can offer far more easily. And again, it's an experiment. It is constantly changing and ultimately you can charge whatever the market allows you to charge, you can't charge more. And I certainly wouldn't recommend you charge less. But if you're really struggling and you literally have no idea what to start with in regards to your pricing, what I always suggest. And what I personally did myself back in the day is if I had no idea what to charge for my websites or logos or whatever, I would start by looking at wh...
at the other people on fiver for example, or upwork were charging for solutions. Around my skill level. And this is where humility really comes into play because you have to be really honest with your skill level and where you need to improve. Because there are some things that I personally can improve on. Like for example, icon design, that's something which I've been kind of putting off and not really learning for a little while now. But I know I need to learn it because it's going to take my website and my overall design, you know, delivery to another level. And I want that I want to be able to perfect every single skill set that I have within the creative spectrum. You should be looking to do that as well. So ultimately, the two steps that I would follow, if I had no idea how much the price my services would be, check out what everyone else is charging around my A level. So if you're maybe at level five, let's say, check out what other people are charging around level five or six and charge the same, see how things go and you should get a couple of clients that way afterwards. Once you have mastered that particular pricing and you feel like you've improved and you've got a little bit better put your prices up, you need to find out how much you can actually charge first before you actually start worrying about getting as many clients as possible or charging as much as possible. But it's entirely possible to charge more for your work. But all you need to do is just invest in getting better at the work. Does that make sense? Value exchanges with value every single transaction since the start of time was through this exact same principle. These Apple headphones are more valuable to me because they are sleeking design. They look good. The noise cancellation on them is incredible. And I like how they look and I like the little Meshy thing on the top because it just feels good. These particular headphones are more valuable to me personally because I see the value in them, whereas somebody else may not see them as valuable and just see them as a very expensive set of headphones. The reason that we are more willing to pay more for certain services, certain products is because we personally see more value in that particular product and what it can do for us as somebody else might, for example, somebody may see the value in driving a really nice car around every day. Whereas I don't see the value in that I would rather get a taxi and just not have to worry about driving a car around and worrying about parking and this and that I would rather just have the convenience of getting out the car and not having to worry about anything. It's less stressful for me personally. So the thing to remember is every single time you're thinking about trying to charge more for your services or trying to get more money, it all comes down to the value that you can provide and you control that. Ok. So when you start to think about how can I earn more money, it all comes down to the value you can provide to a client or someone else. If you're getting paid $300 for a website, then it's most likely that the value that you're providing in regards to that website and the journey and the experience of actually building that website is not as good as the guy who's charging 10 grand for a website. Now, you're both selling a website, but one is just significantly different to the other. So just to summarize and really drive this whole, always think about the value you can provide. Never think about how much you can charge. Just focus on what you can control and focus on the value that you can provide to a client within your particular skill set. Anyway, I really hope you found this lesson helpful. I will see you in the next one. See you soon.