Organizing portfolio to win more clients
Lesson 22 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Organizing portfolio to win more clients
Lesson 22 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
22. Organizing portfolio to win more clients
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
Organizing portfolio to win more clients
So how can you strategically organize your portfolio to get more clients and make more sales? Well, this is actually pretty simple and it's based on two principles that you need to keep in mind whenever you're looking to showcase your work to attract new clients. So principle number one is you need to think about the types of clients that you're wanting to attract. For example, if I enjoyed working with technology companies or that's just the clients that pay best, I would want to attract more clients like that. So technology companies and all the projects that I've done so far should be at the very top of my portfolio. Now, this type of advice applies mostly when you're first starting out, you don't have a lot of projects to actually showcase within your portfolio. Now, there's no reason to get it any more complicated than that. But as you start to grow your portfolio and you start working with a different range of clients that is when the need change a little bit. So when you're in t...
he very beginning of your freelancing journey, you need to be showcasing the best portfolio pieces that you have and also the pieces that you ultimately feel are the type of work that you want to do more of in future. And this is what you should be doing. For example, I have a friend who's a freelancer and she is incredible at doing letter marks. So essentially just logos that are basically created around unique letter forms. And the majority of her work is with coffee companies. So coffee companies will contact her to create their logos and she is incredible at it. So on her portfolio, all she shows is the letter forms that she has done for coffee companies. So if any coffee companies come across her or if someone wants to start a coffee company, they know that she can do the job better than anyone or just as well as anyone. This is super important because think about it, this is all a client is looking for when they are looking through your portfolio, they're looking for evidence that you can give them the result that they want. And when your portfolio starts to grow and you start to basically work with lots of different other clients. Like over the last 10 years, I've been lucky enough to work with clients in all different sectors, from real estate to technology, to personal brands, to e commerce, pretty much everything that you can think of. I now have had to restructure my portfolio to allow clients to find the types of work best suits them. So for example, I have two options on our portfolio currently within my branding agency. The first is the type of work. So brand naming, brand, identity strategy, website development, and also the actual type of clients. So real estate, e commerce, technology and so on and so forth. Now, everything that I'm doing and everything that you should be doing should be focused around one single objective, get the person who is looking to find evidence that you know what you're doing in front of the projects that they need to see first. So again, this is really simple when you first start out because you just need to showcase one type of work and the best work at the very top. But as you start to develop, you need to think about things a little bit more strategically, you need to help your users or the person who's actually potentially looking to hire you to find the type of work is most suited to them and their specific situation to give them the peace of mind that you can do the job that they need you to do. I know this is a really simple lesson, but hopefully this is a little light bulb moment can help you think about your portfolio in a slightly smarter way. So on that note, I will leave you there, but thank you so much for your time and I will see you in the next lesson.