The importance of being accountable
Lesson 7 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
The importance of being accountable
Lesson 7 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
7. The importance of being accountable
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 importance of being accountable
Now there's a book that I would recommend everyone to read if they want to own their own business. It's called Extreme Ownership by a guy called Jacko. Willing. He seems like a very intimidating individual, a very nice guy, but an intimidating one. And if you like reading books, I'd really recommend you pick that up and give that a read because it ultimately gives you an insight in regards to the, the level of accountability that a navy seal needs to have to be successful in the field in a war zone right now, obviously with freelancers, right? We're not in a war zone, but the same principles still apply being accountable for every single step of your process is super important. And for example, I know that one of the most off putting things, whether it be, you know, me being a client or someone else or you know, me, you know, providing a service to a client if I do something wrong, and I don't take responsibility for that particular thing, that mistake, it just tells the client that th...
ey can't trust me. And there's something so charming and just confidence building about making a mistake. And you know, the client thinking, oh, what are you going to do? And then you just basically say, listen, I made this mistake. I'm going to fix it literally right now. It's the top of my priority list. I'm going to get it done today. I really appreciate your understanding, but I'm going to get this fixed because it's my responsibility and having that mindset of literally being 100 per cent responsible for everything that happens within that package that you've offered to the client and not trying to back out, not trying to, you know, do things by halves and you know, kind of cut corners being one 100% accountable for this particular result. Like it's for yourself, it's such a valuable trait to have. And I honestly feel like once I read that book and once I started to adopt the principles and the values that, you know, Jocko shared in that particular, it was life changing, not just in business, but in every sense of my life, relationships that I had with my family, with my health, with everything I am responsible for everything that happens in my life. I'm accountable for the results that I get from the decisions that I make and you need to train yourself to actually start to think like that. And that's why the book I think was so valuable. I actually listened to it on audio book just because it was a lot easier. I was listening to it while I was in the gym and I didn't have much time to actually open the pages and sit and read for a couple of hours. So I'd really recommend reading that book. I have no association with the book at all. I just think that from an accountability standpoint, one of the most lovable traits about a freelancer is when they can be accountable and say, do you know what it is? I screwed up and I'm going to fix it. Me, nobody else. Me, I'm gonna do it. If you can do that, I can guarantee you 100% that if you take accountability and responsibility for every single mistake that you do, you're gonna make less of them because it hurts. We all know it, it hurts us when we make a mistake and we actually care about the project and the client. So that is the lesson that I want to leave you with within this particular video. I want to leave you with the importance of being accountable and responsible for every single aspect of providing a service to your client. And you might think that this is not related to sales. But trust me, if you want to make money and a good amount of money as a freelancer and you care about your clients and you're accountable and responsible for everything that happens when you are engaging with them, when you are providing them a service and doing anything for them they are going to want to spend more money with you. And that's ultimately what this whole course is about. So I hope that you found that valuable. And I'm really enjoying actually just sharing some of my personal insights and some of the things that have really helped me in my life and my freelancing journey. So I hope they're helping you too. But on that note, I will leave you there. Thank you so much for your time and I shall see you in the next lesson.