How to get more clients
Lesson 45 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
How to get more clients
Lesson 45 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
45. How to get more clients
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 more clients
So how can you get more clients for your service based business? Well, this ultimately comes down to a four step process and those four steps include awareness, consideration, conversion and retention. Now, we don't really need to worry too much about retention just yet because this is about getting new clients. So in this lesson, I'm going to cover the first three sections to ensure that you understand the steps necessary to get new clients to want to work with you. So let's work our way through step. One, first step, one is awareness. This is ultimately how clients can find out about you. Now, there are a multitude of different ways to gain awareness for your brand or your services that you can offer. And two of the most popular are social media and freelancing platforms. Now, freelancing platforms and social media can both work. However, I personally feel that one works significantly better than the other. The reason being when you're on a social media platform, you're not really th...
inking about business or finding a logo designer or finding a website developer, you're on social media just to hang out or connect with your friends. Now on freelancing platforms, clients are actively looking for solutions to their problem. So if I had to choose whether I could have a social media presence or a presence on a freelancing platform, I would choose the freelancing platform every time because a freelancing platform is where people are spending time to do business and pay for things to have a presence on social media may be good for your ego. But ultimately, I couldn't really care about that. What I care about is the money that's coming through the door and how many quality clients I can secure within a certain period now to actually grow a presence and become extremely trustworthy on a platform like fiber or work. It takes a little bit of time, but it takes less time arguably building our presence on social media. And actually, if you're interested in developing a really strong presence on a platform like fiber, we actually have a course, literally goes through every single step of developing the perfect profile to make sure that you look authoritative, trustworthy and credible on the platform. So you can get high quality clients. Now, once you've gained awareness and a client knows that you exist, the next step is for them to actually consider you as a potential option to their problem. Now, at this stage, they're going to be looking at your profile. If you're on fiber, for example, or if you're on social media, then they're going to be checking out your website and your previous work. Now this is where your previous work case studies and your overall website really come into play because this is going to allow you to sell yourself to the potential clients. And ultimately, a client wants to see two things on your website or file or anywhere that they're doing a little bit of research on you. Firstly, they want to see that you can actually offer the solution that they need. And secondly, they want to see examples of previous work that is similar to what they are wanting to achieve themselves. And if you can tick those two boxes, then you are going to be very much on your way to the next step, which is conversion. Now, in regards to conversion, this comes down to a multitude of different factors. Like for example, pricing, making sure that your packages actually suit your buyers' needs many, many other little details us. Now, ultimately, this entire process from awareness all the way to conversion and then obviously retention which we won't be discussing in this particular lesson is all about marketing and developing a marketing funnel can allow you to take someone who literally has no idea who you are all the way down to converting into a paying customer and giving you money. And it isn't actually difficult to persuade someone to give you money if you can showcase that you can solve a painful problem that they have. That is ultimately the entire reason that money exists, it's an exchange of value. So you are getting money in return for taking the pain away from the client business does not need to be any more complex than that. Now, obviously, this course is all about sales, but I did want to touch on marketing because the marketing funnel is extremely important as part of your process of selling your services to clients. But if you are interested in marketing strategy and really getting the best bang for your buck when it comes to developing a marketing funnel, then I would suggest you check out our brand Builder pro program, which essentially goes through every single step of the brand building process, including marketing strategy to allow you to understand exactly how to market your business and get more clients. But ultimately, just by understanding this four step process and just even the first three steps between awareness and conversion, you can actually break down and understand exactly where in your marketing funnel needs the most effort. Because if you're not getting enough traffic to your website or to your profile, then you know, you need to work on aware us. And if you're not getting enough conversions, then ultimately, you know that you're doing something wrong in regard to your pricing or your structuring of your packages. So you need to fiddle around with each level of that marketing funnel so that you can understand exactly what needs fixing. So you can get more customers and more clients and ultimately earn more money. I really hope this lesson helped to put things into perspective even though we didn't go super deep in regard to marketing strategy because obviously this is a sales course. But thank you so much for your time. I really appreciate it and I will see you in the next lesson.