Showing calendar during call
Lesson 24 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Showing calendar during call
Lesson 24 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
24. Showing calendar during call
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
Showing calendar during call
Showing your calendar and schedule on sales calls. Now, this is a little bit sneaky, but it also isn't because in most cases it is genuine, but you could also use it unethically and you could be a little bit dishonest with it. But I'm going to let you in on a little secret. Most of our assumptions and how we feel about someone or something is all made subconsciously from a neurological standpoint. And I've studied a little bit in regards to neurology just to understand branding and connection and communication better. When we are judging somebody or something, we are picking up on tiny little cues and traits that our logical part of our brain, the frontal cortex doesn't pick up on immediately as I've mentioned before. In a previous lesson, our good instinct and our feeling that we have about something or someone or a situation is based around our subconscious thoughts. Our long term memories that hidden essentially in our hippocampus, which is in the center of our brain. Now, when we a...
re feeling certain emotions, we are ultimately putting ourselves in a situation where we have to make a decision and we have to decide whether we trust someone or whether we don't or whether someone is dangerous or whether someone isn't, some of these decisions can be extremely important to the entire trajectory of our lives. Now, when you're a client, and you're ultimately thinking about working with someone, when you first meet them, you're just trying to figure out if they're trustworthy and if they can do the job that you need them to. Now, this can be a huge decision because if you're investing a lot of money and time into building a business, for example, and you need a service provider to provide you with a certain solution, then this is going to be a big deal. This is a big decision because your entire, well, not your entire future, but a lot of your future that you are going to be working on, at least in the foreseeable future is going to be based on working with the right people. So you want to make sure you're working with people who have your best interests at heart and that not going to let you down. So a little thing that I actually did subconsciously, but then I saw it worked and I've been doing it ever since is showcasing my calendar to my clients just so consciously. So for example, I'll be sharing my screen and kind of showing them things within a Zoom call and then I'll just quickly flick to my calendar and it will be completely jam packed and it is jam packed because I'm either filming courses or I'm working on projects or I'm on calls or I'm doing something. I'm always doing something. Now, when a client sees that, it basically showcases that one. I'm extremely good at what I do because otherwise I wouldn't be so busy. So they feel that because they know that other clients have already booking me up to help them with the same types of problems. Number two, they also know that they can't waste my time because I'm already very, very busy. So they know that I have a lot of things going on. So I don't have any time to waste. So that's going to make them more aware of the fact that if we're having a 15 minute call, it's going to be 15 minutes or maybe just a little bit over. But we have to make sure that those 15 minutes are not wasted. And thirdly if I did it any time to helping them above and beyond what I've actually been paid to do, they value it even more because they know that I don't have 10 or 15 minutes spare just to mess around. I don't use my time that way. It's just not how I operate if I'm giving them 10 or 15 minutes of my time. And I say, listen, can we jump on a quick call just to discuss this? They know that I really, really care about their project and I do, I don't work with clients. I don't care about what they're trying to achieve. So by doing that and by investing my time, them, they see that is far more valuable. Just another guy who has minutes spare to try and get more money out of them. It's a completely different dynamic. And if you can use this little tiny approach, which I've used literally now for the past seven years, I think it will completely transform how clients treat you and how they see and value your time. So hopefully this little lesson was valuable and try this little method. It really does work, but I hope you find that valuable. Anyway, thank you so much for your time and I will see you in the next lesson.