The importance of being invested and excited
Lesson 8 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
The importance of being invested and excited
Lesson 8 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
8. The importance of being invested and excited
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 invested and excited
So being interested and excited about the projects that you're working on is possibly the best feeling in the world. The fact that I get design logos for a living and come up with brand names and talk to business owners who are running multimillion dollar companies to give them advice is remarkable to me. And in the split second where I start to, you know, la Gratitude, I very quickly snapped myself back into it because I am so lucky to be able to do what I do every single day. Now, let's run back to about years ago when I actually first started working with clients and offering services. I wasn't excited about every single project that I worked on because I didn't really have much of a choice. I was at the beginning of my journey and I was taking any project no matter what it was because I needed the money, right? I was broke at the time I just bought a house. So I had a mortgage to pay, I was single locally. Um but I didn't have any money. So I had to work on every single project. I...
remember doing my first ever logo design. I'll try and find the logo and share it on this video if I can. But this was like 10 years ago when I literally had zero experience in regards to logo design and that logo was absolutely terrible. It was the worst logo possibly ever created in the history of logo design. But I didn't know what I was doing and I needed to learn. I had a lot to learn, but I think I was paid maybe $10 for that logo. And, you know, I used to create hundreds of logos every month, just, you know, churning them out and churning them out and just trying to get better and thinking, you know, why does this not work? Why does that work? How did great agencies in the world like Pentagram create logos? What's that process? Like, how do they showcase their work? Constantly learning? And that's what excited me at the time, not the projects themselves because the projects were fairly simple and basic because nobody in their right mind who takes their business seriously is going to be buying a logo from someone who clearly has no idea what they're doing, you know, way back in the day, 10 years ago and, you know, paying $15 for it. But from my standpoint, I started getting excited about the projects when I started to get into the rhythm of delivering my service. So as soon as I started getting good, and I was significantly undervalued when it come to actually providing my service. And knowing that my client was literally getting the best deal ever. That was when I could be a little bit more selective with the projects that I worked on. And that was one of the most empowering things to get to that point, which takes a year or two, depending on obviously how fast you learn and how many projects you managed to acquire within that time period, the amount of power and freedom that gives you to be able to say no to projects, just don't really connect with you and saying yes to the projects, even at a discount to work with people that you actually enjoy working with and want to support. It's one of the best feelings in the world. And I suggest that everyone try to work towards a future where you have a nest egg big enough, which we'll come to again later on in the course, we're going to cover all of this in more depth later, but try to create a future. You have a nest egg where you feel completely comfortable losing a project for five K 10 ki I literally just lost. Uh Well said no to a project for 7.5 K today because I didn't want to do it. I don't want to outsource it. I don't want anything to do with that particular client just because they are a 99 to work with. They want you to jump through a million hoops just to finish a project when I could literally take that same amount of time and make double the amount within the same time period, just with clients who I actually enjoy working with. And it's a pleasure, we all know that when you find your floor, when you're actually working, whether it be design or website development or whatever it is that you do as a service when you find your floor and you actually enjoy the process, time goes quicker. You are happier after work, you're happier before work. You're excited to go to work. You know, if you can and call it work. And I honestly feel like I haven't worked for the last 10 years because I've enjoyed pretty much every minute of working with challenging clients, working with nice clients, et cetera, et cetera. So I think that this is one of the biggest lessons that freelancers can learn, making that shift between actually doing everything you can to build a nest egg so that you can see a note of the projects that you don't want to do and say yes to the projects that you can get really excited about because that's what it's all about. At the end of the day, you wanna wake up, you wanna do what you want to do and not what you don't wanna do. Hope you found that little insight valuable and I look forward to seeing you in the next lesson. See you soon.