How to not take it personal
Lesson 5 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
How to not take it personal
Lesson 5 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
5. How to not take it personal
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 not take it personal
What to do when a client says no and rejects your proposal. Now, listen, there are tons of reasons why a client may say no, maybe you're too expensive, maybe you're just not the right fit. Maybe the client has a cousin that does the exact same service and they think that they can do it just as well. Now, one thing we need to remember is that we can only control what we can control. Ok. So the first thing that you need to think about when you get rejected by a client and the client says no to your proposal. How can I best assess a situation and learn from it? That is literally the first thing that you should be thinking every single time. So every time that a client says no to my proposal, I do two things and I do these two things no matter what the client says to me. And the first thing that I always do is I just ask very directly, just out of curiosity. I was just wondering because we had a really great conversation with each other initially and we seemed like a great fit. What was it...
that stopped us from working together. I'm just wondering because if there's something that we can do our side to help us be the perfect fit, then I'll be more than happy to explore it together. Now, this is a win win situation for you because in one case, they just don't reply and you haven't really learned anything. So it's not really a win, but it's not really a negative either. And secondly, they're gonna get back to you with a reason for not going ahead with you. And if you hadn't sent that message initially, then you would never know. So you've kind of got a 5050 chance pretty much. And to be honest, I'd say more of a 9010 chance because most of the time they will get back to you just say, listen, either you were too expensive, which you can do something about if you really want to work with them and take on the project, you can reduce your price and say, listen, I never really do usually do this, but I really like the project. If I could get it down to 80 per cent of the original cost, would you go ahead today? So giving them an incentive to actually close on the deal more rapidly or maybe they just weren't ready or maybe they don't have the budget either way. There are tons of different reasons why they may not want to go ahead. But ultimately, it all comes down to understanding what the reason is. So you can adjust and learn from it in future. And then the second thing that I do, if either they don't tell me the reason why they don't want to go ahead with me or they don't answer me is I get back to them with a helpful email. So what do I mean by a helpful email? Well, I have expertise in branding, brand, naming, brand strategy, website development, logo design in design in general and I can give them guidance and support in all of those areas. Now, it takes me three minutes to write an email, right? It's not a great amount of time, but I want to basically leave the conversation open so that if they go to another freelancer and that other freelancer doesn't serve them well or the result is not quite what they expected, guess who they're going to come back to. So for example, maybe I've just helped the company find the perfect brand name and they are wanting to go somewhere else for their logo design because our packages are around $ and they want to pay $500. So I say, hey guys, thank you so much for your transparency. If they get back to me, if they don't, then that's fine as well. And I'll just say something else. Thank you so much for working with us in regards to the brand naming. I know that obviously the next step is naturally to develop your logo design. And obviously we are here and we do you have packages and I'll link it to our package page on our website. So if you do want to work with us again, please let me know. I'm more than happy to work with you again. If you don't, that's absolutely fine. I just want to make sure that you are fully supported by us and you have all the guidance that you need to take the brand name that we've already developed for you and to develop an incredible captivating logo, that's really going to capture the attention of your target audience. So at any point during the process of working with someone else, if you have any questions whatsoever, please, please let me know I'm here to help. And I mean that now this particular email, a couple of very important things. Firstly, it shows that I actually care because if a client is not directly working with you, they're not paying me anymore. But I'm actively going out of my way even when they have not responded to me to say, listen, I know you're doing your logo and you may not have a lot of experience in regards to that. If you need any help, any support, no charge, absolutely free. Pop me an email. I'm more than happy to give you my unbiased opinion. And ultimately what generally happens and I have, you know, maybe 10 emails that I could show you right now that showcase clients who have sent me logos. And then ultimately, what they do is they don't like the logos that have been sent because obviously they've paid next to nothing for them. And then they end up securing a package with me because I actually know what I'm doing. And if you have expertise in any sort of area, you should be doing this as well. Because if you can point out the good and the bad things about the solution that someone else has provided, then the client knows that you're not just looking out for yourself, you're looking out for them. And that is a trust which is beyond comprehension. You cannot believe the persuasion that you have and the level of confidence that the client in you now that you've actually taken time out of your valuable day and schedule to help them. So just to summarize, do not take it personally when a client says no, instead follow the two steps that I stated in this lesson and you are going to find yourself in so many more situations where clients are ready to hand you money. I hope this lesson was valuable, really excited to see you in the next one. So I will see you very soon.