Sharing relevant stories
Lesson 26 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Sharing relevant stories
Lesson 26 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
26. Sharing relevant stories
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
Sharing relevant stories
So how can you use relevant stories to make your new clients feel at ease? Well, it's actually pretty simple. Now, this gets a little bit easier, the more projects that you work on because then you have more stories to pull from. But the trick here is to have a library of stories and projects that you can pull out whenever you need to give an example. So for example, if I'm having a conversation with a client throughout a naming project where we haven't quite found the best brand name yet and they aren't 100% happy with the initial names that I send over. This happens from time to time and every single time they see anything in that nature of, oh, we haven't found the brand name yet. I don't think we can find it. You know, the first names just didn't quite feel right. I always bring up a specific project where we literally got it completely wrong on the first try. And what I always say to every single client that says this throughout the process is we are only 30 per cent aware through...
the process. We haven't even met half way yet. And the reason that I can share that with you is this particular project that I worked on a little while ago, we were in the exact same position and we ended up finding them that the brand owner absolutely loved. And then I go through the project with them and I say, listen, this was the initial names that we actually came up with and this name that we actually learned from, ended up being the inspiration for the name later on. So at this point in the journey, we're not looking to find the perfect brand name. We're looking to learn as much as possible from the initial names that we have, which is eventually going to lead to the best end result. Now, obviously, I've been doing this for a very long time. So when I need a story to, you know, make a client feel at ease, I have plenty to choose from. But as you go through your journey of working on more projects and you know, capturing more stories that you can use later on, it's going to get a ton easier. Now, one thing to remember is you're going to be staying within the category of your skill set for your entire career. You know, you're not gonna go from website development to building rockets, right? I mean, maybe you will. But you know, I'm just trying to kind of put it in a context. So you're gonna be working on very similar projects time and time again. Anyway, so you're gonna rack up a library of stories that you can use to put your client's mind at ease fairly quickly. Anyway, I hope you find this less helpful. This is just a tiny little tweak that you can use to your sales pitch in communication with clients to really help you get the optimized result for yourself and for your agency or freelancing journey. So anyway, hope this was helpful. Thank you so much for your time and I will see you in the next lesson.