How to manage prospects and follow-ups
Lesson 59 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
How to manage prospects and follow-ups
Lesson 59 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
59. How to manage prospects and follow-ups
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 manage prospects and follow-ups
So how to manage prospects and follow ups. So if you do actually want to follow up with a potential client, then there's a really easy system that you can use. Well, actually two that you can use one including the software notion and the second involving Google calendar. Now, ultimately, a follow up system does not have to be super complicated, especially if you're just starting off in your freelancing journey. But ultimately, what you want to do is after you have a conversation with a client, if you do want to follow up, I don't personally do that now, but I used to back in the day is I would put three simple pieces of information in a nice organized manner in either Google calendar on a specific date or in notion with a specific date attached to it. And those pieces of information would be the client's name, what service they're interested in and some notes in regard to the previous exchanges that we've had, whether it be on phone call or via email. Now, the only purpose of using Not...
ion or Google calendar is to basically notify you when to get in touch with a client for example, I had a client called Sarah who I worked with in regards to naming and logo development and she was getting ready to do her website. But then basically something happened, she said, Scott, I need you to get back to me in around 4 to 5 months to basically see if we're ready for the website. Sure enough, I went into my Google calendar. I put in 4 to 5 months' time contact Sarah. And sure enough, when I got back in touch with her, she was ready to start the website. Now, if I hadn't taken the time to put it into my Google calendar, I would almost definitely forgotten. So, just think of your client relationship management as a way to keep money in the bank for the future because ultimately, that website was like 8000 pounds, I think at the time roughly. And that website was simply just a check waiting to be cashed four months down the line, which is what everyone wants, right? If you said to me, ok, in four months time, I can give you a project for $8000 or 8000 pounds, you would probably say yes. So by just being organized and taking the time just to schedule everything and make sure that you're organized and making sure you put notes as well. So for example, when I was speaking to Sarah, she was talking to me about the website, what she wanted, what she didn't want how we were going to approach it, et cetera, et cetera. But because I'd taken all the notes and recorded and organized everything when we had the conversation again. Four months later, she forgotten about everything and I'd be like, ah, ok, don't worry, I've got everything organized. Let's refresh our sale and then let's move on from there. So it saves a ton of time as well because you don't have to rehash the same information again and again. And ultimately, it keeps you super organized and really clear on what you're trying to achieve with that particular client no matter when you're working with them again. Now, I personally prefer Google Calendar just because I pretty much check it every single day and it just helps me to really organize my week and my month and my future ultimately, and I even use it for birthdays. So if I don't remember someone's birthday and to be honest, I struggle to remember my own birthday sometimes joking. Um I will just note it that their birthday is on this date for a particular person, the types of things they like and just reschedule it for every year. So every single year it's the same and I don't have to worry about it ever again. One of the things which is really important, I think with just mind fatigue is using Google calendar and notion and software to basically just make your mind work less why I use that because I don't want to remember useless stuff. It's only useful for the day that actually happens. It's not useful for the other 364 days of the year. So, why would I think about it? Why would I remember it? Think about notion and Google calendar a little bit like that and think about managing your prospects and follow ups in that way, put them to the side and don't worry about them until it's time to actually follow up with them. But manage this like a schedule and make sure that you set up some sort of system and that's unique to you that works for you, which just highlights the most important things that you need to talk about what the situation is with the client and maybe some of the notes are going to be helpful. Like, for example, if the client is quite bossy and aggressive, maybe put that in there in the notes just so you can be prepared for the next call, right? So use it your advantage. I hope you find this little less useful and I will see you in the next one.