How to smartly discover your clients’ budget
Lesson 14 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
How to smartly discover your clients’ budget
Lesson 14 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
14. How to smartly discover your clients’ budget
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 smartly discover your clients’ budget
How to ask for your client's budget. Ok. So this is usually a sticky subject and to be honest, most of the time a client won't tell you that budget, but there are smart ways to get a client to reveal their budget to you. And I'm going to explain that method in this very video. The reason that a client doesn't want to tell you that budget is because if they tell you a budget, which is higher than what they would actually charge, then they're obviously going to raise their prices. Now, there are a couple of ways that you can counter this. Now, the first way is to put your pricing on your website. Now, this can seem a little bit counterproductive and I know that there are some agency owners that I personally know that really don't like this approach. But I personally feel like having the pricing on my website makes it so much easier and simpler for a client to choose me and that peace of mind and just ease of letting clients just choose whichever package suits them best is worth so much m...
ore to me than having to haggle and negotiate and just the, the mental strain of going through that whole process again and again and again, just to earn an extra couple of $100 it's not really worth it. So what if you can't create set packages for what you're offering or maybe your client needs something that's beyond the packages that you generally offer? Ok. So this is the approach that I usually take to get an idea as to where my client's budget usually is for this particular project. So when I'm speaking to a client, I will understand exactly what they want to achieve. So I can have the best possible idea when it comes to what they want to have as a result from us working together. And then what I'd say, once I fully understand what they're trying to achieve is by the way, I think I fully understand what you're trying to achieve and I'd repeat it back to them and say, OK, so you want to do this, this, this, this OK, perfect. Now, there are a couple of different ways that we could approach this, ok? Some of them are a little bit less expensive and some of them are more expensive now, just so I can make sure that I can provide solutions are within the ballpark of where you want to be spending. Where roughly and I don't need an exact number where roughly would you like me to win? Because if you say that your budget is $500 it's going to be really difficult for me to help you. But if you're looking through the ballpark of around 5 to $4000 roughly, then that's going to be far more doable. And you're actually going to get a result is going to last the test of time and get you the results that you need. So by giving them that number up front, I'm basically anchoring them into understanding that a solution for the problem that they have is going to cost at least by me of around 4 to $5000. So if they react to that in a way where it's like like 4 to $5000. Are you nuts? Do you really think I've got 4 to $5000 to spend on this? Then you need to make a decision, you need to understand is this client in a position where they can afford you or are you willing to go down and meet them maybe $1000 because that's their maximum budget. But what that's going to do is that's going to provoke a reaction to them on the call. And if they don't give you a reaction, then you can't really do anything by just being direct and just, you know, is $45,000 roughly something that you can work with for this particular project. And there could be a little bit of an awkward silence, but just stick with it just, you know, just be quiet and just listen to them and just listen to what they say. And if they say something, like to be honest, this is, that's a lot more than I was expecting. Then you can just say, oh, sorry. But how much were you roughly expecting? And then they have to answer when you ask directly for a client's budget. It's a little bit of an intrusive personal question. Even though it's a business scenario, I personally feel that when a service provider asks me for my budget, I'm like, it's kind of none of your business. Like how much can you do this for? You know what I need? How much is your price? So by me giving the price up front, it disarms the client and the client is ultimately in a position where they're like, ok, to $5000 is too much. I've maybe got two, then you've got it. Then you've actually kneeled down that they were roughly ideally looking to spend around $ on that particular solution. So this is how you can take a situation, could be very awkward and you can even say the client listen and I actually say this sometimes to clients when I'm just trying to disarm them because I can feel that they're a little bit maybe nervous or anxious. I'll say, listen, your budget is none of my business. Ok? Now, for this type of solution, you're probably going to be looking at between 5 to $4000. Now notice as well how I said 5 to $4000. Now, you can see a 10 to 5 or whatever. It obviously depends on what you're trying to quote. For the reason that I go from higher to lower is because it feels higher. And then it feels a little bit more relief when it goes down because usually people go up. Right. So it feels a little bit more of a relief and it makes the client feel a little bit more comfortable. But that single little method of just disarming the client and getting an idea of roughly what they want to spend and just being completely direct and just asking them. And by understanding roughly what your client wants to spend is going to really help you to tailor a solution that's focused around that particular budget. Now, I hope you find this less than helpful. Thank you so much for your time as always. And I will see you in the next video.