Slow & Steady vs Fast & Many
Lesson 6 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Slow & Steady vs Fast & Many
Lesson 6 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
6. Slow & Steady vs Fast & Many
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
Slow & Steady vs Fast & Many
Slow and steady versus fast and many, what on earth does that mean? Well, let me explain with a little bit of context. And then I want to share a story from my personal development and journey that I think you may be able to relate with. So let's first describe slow and steady, so slow and steady. To me personally means working with less clients, taking things very slow and methodically and doing things in a way that is extremely close to a proven process. Now, having processes and systems are very important and when you don't have processes and systems in place, things can seem a little chaotic and manic. Now, on the other hand, fast and many, at least to me means having lots of clients and just trying to do things as fast as possible because you feel under a constant sense of pressure because you have so many projects to manage now just to share a personal story, just to try to give it a little bit more meat on the bones. When I first started out as a branding consultant, I didn't un...
derstand how to manage clients. Now, later on, in the course, we will get a little bit deeper into managing clients and the pro of actually managing clients. But for this particular lesson, I just want to focus on the fast and many and the slow and steady approach. So as I was saying, when I first started out as a freelancer, I was working with tons and tons of clients and learning as much as I possibly could and just ultimately trying to get myself through as many projects as possible because I felt that if I was busy then I was earning more money now, what you're going to learn depending on what level you are as a freelancer right now. I'm not sure how long you've been doing it is that when you feel busy, it doesn't necessarily mean you're making more money. What it means is you're busy and those two have zero correlation. In most cases. In fact, I've slowly realized that the slower I take things, the better I can serve clients and the more money they spend with me, I feel less busy. I have more time for my family, my wife, eventually my son who's, you know, going to be born in the next couple of months and I have so much more freedom to spend on myself. My own health, my own mental well being instead of having tons of different client calls and having to manage a million plate spinning at the same time, now I'm not going to go too deep in regards to mental health and ultimately living a good life in this particular course, I think that's for a very different course and program. But for this particular lesson, I just want to drive home the importance of at the start of your freelancing journey. And again, you can take this however you want to, depending on how much experience you have and what level you're at at the moment, if you're just starting as a freelancer and you don't have a lot of experience with the actual service that you're looking to provide, you have to work with tons of clients, get through it, learn as much as possible and make plenty of mistakes. At least that's what I did and you could obviously study and learn that way. But I just think there's so much value with being in the trenches and actually getting through project after project after project and learning how to communicate with clients manage expectations, which will be coming to later on in this course. And ultimately getting from the start of a project to the end of it, there's an amazing amount of power in that. And you know, after a while, it just becomes like clockwork, you are constantly churning out new clients and new projects over and over again and you're gonna make good money with that. However, it's all about retention. For example, Netflix is not a freelancer. I know that, but Netflix makes its revenue from recurring revenue once it acquires a customer, it doesn't have to work hard to keep that customer again and again and again, you as a freelancer need to be working once you have your expertise down and you are an expert, what you're actually providing a service. Your next step is to focus on retaining customers and putting things in place to keep those customers and clients loyal. This is going to take less time than acquiring new clients. It's going to cost you less money. It's going to help you earn more money because clients who already trust you are willing to pay more for your services because that's just how things go and not only that, but it gives you the peace of mind and confidence that clients are sticking around. Therefore, you can predict how much you're going to make over the next few months. So just to summarize for this particular lesson at the beginning of your freelancer journey. So I'm saying the 1st 6 to 12 months, you need to be in the trenches working with as many clients as possible, at least in my opinion and really getting your stripes right? Like really getting the experience that you need, that's going to carry you through for the rest of your freelancing career. If that's what you want to do. Now, once you finish that 12 month crash course in freelancing and delivering your service again and again and again and you're super good at it, then you can start really focusing on quality. And I'm not saying that you shouldn't have been delivering quality before. But I'm talking about little tiny things like really driving home, the customer experience and really making your clients feel special. Like, for example, now every time I get an email for a client that I'm working with, I send them a personal video explaining everything in complete detail to me. Sure that they fully understand everything and it takes time to do that. And I certainly couldn't do that if I was managing 30 projects. Like I was in my first year as a freelancer, it would be impossible. I would literally spend all day answering emails with videos and that's it because I have so many emails from so many different clients asking different questions. My brain would literally explode. So hopefully that gives you a little bit of structure in regards to where you are in your freelancing journey and also how you can approach the idea of working with less clients and getting paid more because you can deliver more value and a better quality experience for them. Anyway, I really hope that you found this concept and this lesson helpful and I look forward to seeing you in the next one. See you soon.