Lesson Info
69. Realizing who your most valuable customer is
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
Realizing who your most valuable customer is
Ok. So this is actually a lesson for someone who's maybe been doing freelancing and service providing for about a year or two. And this is something I didn't do in my first one or two years. I actually did it probably in year five, which is far, far too late by the way. But what I did is I basically took every single client that I'd worked with over the past five years and I looked at who was the most profitable. Then I took all of those clients and looked at how did I start engaging with them and how did they become the most profitable clients? Now, what I found was every single one of those clients, I think there was about 10 altogether over the past five years or the first five years, should I say? And all of them all started with a naming package cost roughly around $1000. What I found was the people who were willing to pay $1000 for a naming package were generally the types of people who were more willing to pay more for logo design and website development. So they had a budget se...
t aside to work with. Now, basically, people who were only willing to pay $300 for brand name were only willing to pay a certain amount for logo and websites. So their budget was far more restricted. So this taught me that the types of people that I needed to work with in regard to long term client relationships were ultimately people who needed a brand name and were willing to pay about 1000 for that particular solution. That was a pre qualifier for me because it actually gave me the insight that ok, they've got a budget to work with and it makes sense for them to spend this amount of money to get their branding, right? So the types of clients that I want to work with over the long term and what I also found is the people that generally wanted to work with me were people around my age who were also male and who also were from a Western background. This isn't down to differences in race or the fact that I am 32 or the fact that I'm a male or a female that doesn't really matter. Now, at first, I just thought it was a coincidence, but after actually looking at the data and checking out the most profitable customers that I've had over the past five years, every single one of them, apart from maybe one, I think who was a woman from Canada, who was a lovely, lovely client I have, by the way, all of my most profitable clients were all guys. Exactly the same as me. The same age, the same ethnicity, everything. This was a big eye opener for me because it showed me that yes, I love working with clients from all different countries and everywhere in the world, regardless of gender, age ethnicity. I love all my clients and I do my best for every single one of them. But it just so happened that I saw a massive opportunity with the types of clients that were more like me, they had similar interests or they were the same age, same ethnicity or they just kind of had a similar characteristic and they were quite introverted. Another thing that was quite similar between all of us and when I realized that I started to be very selective with the types of clients who I worked with. So I would start to work with clients who only had enough money to basically pay $1000 for a brand name. And this is something has helped me to connect with more clients that I can work with over the long term because they have more budget to spend. So I'm getting rid of all the clients that are just coming to work with me once and get a $ brand name and then leave. I want to work with clients that want to work with me over the next six months to really build their brand and do things properly. Anyway, I really hope you found this lesson helpful because it was a big, big game changer for me. So I guess I'll see you in the next lesson. See you soon.