The one who cares least wins
Lesson 34 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
The one who cares least wins
Lesson 34 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
34. The one who cares least wins
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 one who cares least wins
The one who cares least about a negotiation always wins. And here's why when you go into a negotiation with someone you're essentially trying to find a middle ground or an agreement, which makes sense to both parties. Now, the person who cares most about getting that agreement done is the one that is going to ultimately be willing to give up the most wiggle room. And that means you are instantly at a disadvantage. If you want the deal to go through more than the other person, let's think of this in the simplest context, possible real estate. So you have someone who's selling the home and you have someone who is buying the home, the person who's selling the home doesn't really care if the home sells, he's more than willing to stay in the house until the time is right. Maybe the prices are going to go up, who knows the person who's buying the home needs a home urgently and is essentially starting a job in two months' time where that home needs to be renovated and comfortable so they can ...
start their new position, which out of the to has the most leverage. Do you think that this person who's selling the home is going to be more willing to negotiate on price or do you think the person who needs to have a comfortable home to live in because they're starting a brand new position at their new job in the next two months is going to be willing to negotiate more on price. Think about it. And now let's put into the context of services. So if you are selling some form of service to a client, for example, now if you need the project and you're in a position where if you don't get the project, you won't be able to pay your bills or you won't be able to eat. Who do you think is going to be more desperate to find an agreement when you are in a position where you have to work on projects, you're at a little bit of a disadvantage. Now, this is completely normal at the start of your career. And when you are just starting, including myself and pretty much every other freelancer out there who wants to sell services and be a service provider, you need to sometimes take the hit financially to get the experience. I still remember when I did a full month's worth of work, actually, it was about 45 days worth of work overall for $1000. That is way below minimum wage because I was literally working from the start of the day until the end of the day, every day for very, very little pay. I actually worked it out and I think I was earning like 50 cents per hour or something. It was crazy. Well, the first thing that you need to be doing as a service provider and you're looking to actually sell something to someone. You need to make sure you have as much leverage as possible. So making sure you have a nest egg behind you to fall back on in case you don't get the project is really key because then you can leave with your expertise and not with the desperation of actually landing the project. And this is where things really started to change for me personally because I was able to stand by my price. And if anyone asked for a discount, I'd say to be completely honest, we're thinking about our prices in the next few months. So if you're looking for a discount, it's not really the right time to be asking for that because we are so so busy with work and we get about 30 inquiries every single day from clients wanting to work with us. So think about negotiation in this way because the more leverage you have, the more able you are to get paid what you're worth. So keep this in mind. I hope you found this lesson valuable and I will see you in the next one. See you soon.