How to know when a client just wants a discount
Lesson 51 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
How to know when a client just wants a discount
Lesson 51 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
51. How to know when a client just wants a discount
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 know when a client just wants a discount
So clients will try and get a discount. Now, this generally happens at the very beginning of your journey. And when you have a little bit more credibility and authority, people generally don't ask for discounts very much. And if they do, then it's very easy to just say, you know, I would love to, you know, give discounts out to customers all the time. But the reality is we have, you know, 30 people get in touch with us every single day because the amount of value that we provide for the price that we charge is just not even similar, like we provide so much more value than our clients charge. And that's why we're so busy all the time. Now, what I can do is I can potentially, you know, add an extra concept or maybe, you know, like a brand guideline book to the actual package just to give you a little bit of a sweetener to purchase the package because I know you want to get the best deal possible. So I'm happy to do that and meet you half way. But in regards to a discount, it's not really...
something that we can do because it wouldn't be fair on our other clients. So ultimately, you can approach discounts in that way. But you can generally tell by how a client is engaging with you if they just want a discount and they just want to try and try their look. Basically when it comes to getting the service for a little bit of a cheaper price. Ultimately, if they're asking for a discount, it usually means they're very interested because they are actively telling you that they want to buy from you. What I would say is when a client is asking for a discount, take it as a positive because they're actually looking to work with you. And as long as you deal with it in the right way and you answer it in the way that I've just mentioned a little bit earlier on in this lesson, then you're going to end up getting the deal because they are actively wanting to work with you and all they want is they just want you to give a little bit of rope just a little bit just to make them feel special. And you can do that by offering them something like, you know, brand guidelines, which you know, for, for us personally, we charge $595 I think for brand guidelines. So when I give them that and I say, you know, take these brand guidelines, you know, I'll add these to the package absolutely free of charge, they think they're getting $595 when brand guidelines are actually fairly simple to bring together. And you know, we can arrange those within a couple of hours, obviously, once the whole brand identity has been developed and stuff, obviously, but ultimately, they're not ultimately very difficult to do once you have the main bulk of the work in place. So anyway, I hope this helps you. I hope this helps you to kind of navigate through client situation where they ask for a discount because it does happen. But thank you so much for your time again and I will see you in the next lesson.