Shock Method
Lesson 20 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Shock Method
Lesson 20 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
20. Shock Method
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
Shock Method
The shock technique. So I have been using this particular method for probably like seven years and it's actually something which has worked for me pretty much every single time. And it's probably one of the most powerful techniques to get a customer to buy from you if they actually want what you are selling. Now, the first thing to mention is it kind of goes hand in hand with the anchor pricing approach, which we'll come to a little bit later on. Ultimately, what you want to do is you want to downs sell your services. Now, why is that powerful? Because let's think of an example. Ok. Real life example, I had a client who was looking for a brand identity development package and he basically asked me, listen, Scott, I don't know which one's going to be best. Which package would you suggest I go for? And I knew this guy had a lot of money. I knew he had a huge budget because his business was turning over a like he was a multi multimillionaire and I knew he could afford our top package of s...
ix grand easily. But the difference was he was going to be a long term client. I wanted to work with him because he was incredible to work with, you know, he was extremely smart, extremely kind of exciting to work alongside and he had a big vision for his brand. So what I did is and this is obviously completely authentic, by the way, like you, you shouldn't really do this without a genuine heart if that makes sense. And I know that sounds a little bit cliche, but just listen to the example and then you can make your own assumptions yourself. So I knew that he could afford the six grand package. But I also knew that he didn't need the $6000 package because he already had an idea of what his logo should look like. And we'd already discussed it and I kind of knew how the logo was going to look already. So I said to him, I said, listen and let's just call him Craig. His name wasn't Craig, but let's just use it as an example. I said, listen, Craig, the $6000 package would give you everything that you need. But to be completely honest, there's a $3000 package which I think is gonna give you pretty much the exact result that you want. The only difference is you won't get logo animation and a couple of other things which to be honest, like for your particular circumstance, I don't think it's gonna be very useful for you and the look on his face when I literally just gave him back $3000. Cos that's ultimately what I did. I could have easily sold him the $6000 package and he basically saw me in real time say jo this, I'm not even going to try and sell you the $6000 package. I would actually suggest you keep that and I would choose the middle package of $3000 and that will give you the exact result that you need. And what basically happened over like 1/5 the month period following that particular package. And that agreement is Craig ended up spending close to 57,000 in regard to brand identity development, in regard to referrals of business that he brought in, in regard to the website that we built, which was extremely complex naming products, which we helped him do um strategy marketing, which we also partnered with him in and that all came from me saying no to 3000. So this is a trick if you want to win a client's trust. And again, you need to do this with complete authenticity and not as a manipulative tactic, don't try and sell them on the top package, do what's right for the client if the most basic package is right for them in their situation, and you honestly think that you can get a result that they are going to be absolutely ecstatic with for the core package for the bottom package that you offer, then offer them that ultimately, what sometimes happens to be completely brutally honest with you is I've offered the lowest package and said, listen for what you need. I think considering how simple the project seems, I think the most basic package may be best for you because you don't need 10 brand names to get the result that you're looking for. I think five is going to be enough and it's going to give us a lot of room for exploration. Now, I've had instances where clients have literally loved that so much that they've ended up buying the premium package anyway, which is like the best feeling in the world because they trust you so much. They've completely ignored the fact that you've tried to downs sell them to the bottom package. So you've instantly showed them. I don't care about making money. I don't care. I care about getting you the best solution possible for the best possible cost and that's powerful clients love that stuff. Use that, try it. And I can guarantee you that work 110 per cent. If it doesn't message me, we'll see, make sure you send me the recording as well because I want to actually see you in action. Ok? But anyway, I hope you found this little lesson helpful and I will see you in the next one. See you soon.