How to spot a nightmare client
Lesson 63 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
How to spot a nightmare client
Lesson 63 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
63. How to spot a nightmare client
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 spot a nightmare client
Ok. So how can you spot a nightmare client really quickly? Well, a nightmare client ultimately happens when one of two things happen, one the person is just an outright nightmare. And secondly, you maybe have done something wrong. Now, I do not mean to be direct, but if someone is just, you know, a really nasty person and they're just super negative or just super sensitive or just maybe they just don't like being told that their opinion maybe or their view is maybe not the best solution for them. They just want things their own way and they don't actually want to use your expertise. Maybe they're just destined to be a nightmare for everybody. And that can usually be spotted by how they speak to you if they, you know, are extremely picky or kind of, I don't know, aggressive in the initial engagements that you have. On the other hand, there's also the case that you potentially did something wrong within the engagement. So for example, a few years ago, maybe seven years ago now I had a si...
tuation where I hired someone to help with the website and basically the website navigation bar was not done to the correct standard. Let's just say that now the rest of the website was absolutely perfect, but the client was extremely upset about that particular navigation bar and it really set up the relationship for a negative ending, which obviously I didn't want, but I couldn't do anything about it apart from try and fix the problem. So I hired someone else to actually fix the problem and, you know, everything was rectified and fixed in regards to the website, but the client was still a little bit of a nightmare. They were booking calls with me all the time to try and get refunds and try and, you know, basically make my life a live in hell until I gave them some money back, which I didn't because I had completed the project, but they had tried and tried and tried to really make my life a misery for a, you know, a good few months now, thankfully, that's all rectified now and all sorted. But ultimately, you need to be honest with yourself. Is the client just need a little bit of extra hand holding or are they just not a very pleasant person to work with? And in that situation, you need to be honest with yourself and ask yourself, can I control this or is this just something I don't have the energy to manage? And on that note, I'll leave you to enjoy the remainder of the course. See you soon.