How to improve your pacing
Lesson 16 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
How to improve your pacing
Lesson 16 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
16. How to improve your pacing
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 improve your pacing
OK. So one of the things which has helped me out tremendously throughout my career is learning how to pace when I'm speaking. And what I mean by that is when you speak super fast and you're nervous, you're anxious and kind of a little bit tense and you're just trying to get through the sales call as fast as possible and you don't take your time. This can really hinder your ability to communicate. And it also makes you look like an amateur because amateurs rush and when you are a professional at what you do, you can take your time to communicate precisely and concisely so that you don't have to mush up your words and mess up a million times and perhaps say something that you shouldn't have said or maybe say something that you could have said a lot better and a lot more persuasively. We have this human instinct, I think when we're in a high pressure situation where we try to just get through it as fast as possible. And that is the worst thing that we can do because our mind and obviously...
, it depends on how quickly you can think on your feet. For example, some people need a little bit more time. But sometimes on a sales call, when I'm speaking to a client, I just keep this very slow, very consistent pace, which makes them feel at ease. And it also makes me look better because I can be really, really thoughtful about what I'm saying to my client. And this comes down to the doctor approach again if you were in a doctor's office and the doctor is, you know, listening to you and he's like, you know, blah, blah, blah, blah, blah, blah, blah. And then you, you, you tell him the problem, then he just writes down a prescription and just hands it to you. There's no thought there. Sometimes when I'm in a sales call as well, I'll sometimes just think I'll actually be actively thinking and I'll just be silent for like, like 10 seconds when a client asks me something. And I, I am actually thinking about the solution. I'm thinking about what I'm going to say because when a client is asking me an important question, I want to make sure I respond in the right way. I want to make sure I'm as helpful and supportive as possible. And by taking that time, it shows that I care, it shows that I'm actually thinking about what I'm about to say. And ultimately, it gives the impression that when I'm sharing with the client, that information is more valuable because it's carefully thought through, I'm not just spurting it out, you know, I've actually thought about it and giving yourself that time and that breathing room just to kind of let your mind catch up and then just communicate effectively in a nice, smooth, easy to listen to where it can make all the difference when it comes to communicating effectively with a client. So work on your pacing, record your sales calls and just as a little side note, if a client ever gives you a little bit of a bad vibe about recording the sales call, which you want to obviously use later on to assess your performance when you're actually trying to sell something just really sorry. The it automatically record just as standard if you want me to take it off, I can do that. But simply the reason why we record everything as standard is because if you say something in this call that I need to refer back to later on in regard to the project, if we end up working together, then it's just going to be super helpful. If I can just refer back to it instead of emailing you and asking you the same questions over and over again. Is it ok? If I record and then most of the time they're going to just say yes. Now one of the things we're going to come back to a little bit later on the course is getting reviews out of your clients and testimonials via video and this is something is going to be super, super important. So get used to making sure that your clients are OK recording. But if they don't say anything, then obviously just don't mention it. Now, I know we went a little bit off track, but hopefully this lesson has shared a couple of little tips that can help you pace yourself better when you're speaking and communicating within sales calls and really take the time to check out your sales call recordings and see why you went wrong. See why you went right? And there's gonna be plenty of examples of me doing things wrong in this course within the live recording. So do not worry, you are not alone if you're getting things wrong at this point, I'm 10 years in and I still make mistakes now, but it's all about recording and just being the best that you can be. So on that note, I will see you in the next lesson.