The Halo Effect
Lesson 21 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
The Halo Effect
Lesson 21 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
21. The Halo Effect
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
The Halo Effect
Saw the halo effect and the power of niche. So this is going to be probably one of the most impactful lessons in the entire course. And the reason for this is it's a lesson that I actually learned from a really knowledgeable guy, Chris Dawe from the future, who is just an awesome creative, he is extremely savvy when it comes to business and, you know, freelancing and, you know, offering creative services. So he's very, very smart. And one of the things that he said, which I'd been doing beforehand before I actually sort of realized that he'd articulated it very well on youtube is something called the halo effect. Now, what is the halo effect? So the halo effect is when a client works with you and realizes that you're really good at something. So they assume you're good at everything and this sounds a little bit contradictory, but hear me out for a second. So clients work with us in regards to brand naming. OK, that's the first step to basically starting any business apart from obviousl...
y idea generation, actually making the business idea the next step, let's name the company, we capture the business at the start of their journey. So literally before they can even think about a logo or a website or marketing or communications, we connect with them in regards to their brand name. And when we connect with them, in regards to their brand name, as long as we really smash it out of the park, and we really do a good job, they are gonna come back for their logo design and then they're gonna come back for their website development and then they're gonna come back for their marketing strategy. It's just this process finding the best solution within those little realms to keep a client longer and to provide as much value as possible. So that's the hilo effect. But what about the power of niche? What does that mean? Well, the power of niche basically means that you are selecting the service, which you are either the best or the service is at the very, very beginning of the buyer's journey as they are developing and trying to find the solution that they are looking for. So for example, if I'm the best the world at that particular service us or even close to being the best in the world or that is just the best talent that I have, that should be the main service that I'm offering to new clients coming on board. The reason being is because I'm so good at that particular thing I can offer them, that particular service provide a really great experience and then they're going to think I'm great at everything else so you can sell other services off the back of it. One thing you should never do is try to be the best at everything because even if you are the best at everything, don't let people know that the reason being is people not going to believe you, they want specialists in a particular field and then you can build your business on top of that. Instead of basically just saying, you know, we do website design, logo development, copywriting, blah, blah, blah, people don't want journalists, they want specialists so match with them in regards to a specific thing that you're great at that you can really deliver a great experience in and then build on top of that afterwards. Anyway, I really hope you enjoy this lesson. I'm looking forward to the next one. So I will see you there.