The parrot and captain technique
Lesson 29 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
The parrot and captain technique
Lesson 29 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
29. The parrot and captain technique
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 parrot and captain technique
The parrot and the Captain technique. I am extremely proud to say that I made this up. At least I, I think I made this up. Maybe I didn't in my mind, I didn't hear it anywhere else. So I made it up. It's mine. In fact, I actually feel bad sharing it with you because it's kind of my secret weapon, so to speak. But I promised that I would give you everything that I have in regards to seals. So this is one of my favorite lines. Now, when you're conversing with a client, you are in this kind of power dynamic where you are ultimately the expert and they are needing guidance from you. Now, that's at least from some of the clients that I've spoken with about, you know, the whole dynamic of, you know, being a client and being a service provider that can make the client feel a little bit uncomfortable when they have never did a process before, like branding or website development, et cetera, et cetera. So when you are in that situation, you want to try and make the client feel empowered. So how...
do you do that? Well, how I do it is, I'll say something like this. Ok. So we're thinking about doing the website either this way or this way. And obviously you're the captain of the ship, I'm just the parrot on the shoulder. You make the decisions. I'm just the one trying to guide you to where we need to go. So, what do you think? And then we can discuss it and make a decision together. Now, listen, that is one of the most ingenious lines I've ever came up with. I'm extremely proud of it and I kind of feel bad the fact that you're gonna be using it now because you know that it's good. Therefore, it's not mine anymore. But anyway, I like you so enjoy it. But that little line is super, super impactful because it puts you together as a team and that is how every single client relationship should be. It should be you both as a team trying to find a solution. It's not just them giving you the reins and you just taking the horse and just galloping off into the sunset. It shouldn't go like that. It should be completely different to that. It should be a collaboration because then the client feels involved, the client feels like they're actually working alongside you. So by the end of the process, when you're actually finished and you've brought something together, the client feels like they were part of that journey, they're not just being handed something and like, do you like it? It's complete nonsense. And I tried that during the start of my, you know, freelancing career when, you know, I was building my agency from the ground up, I tried that approach. It never works, especially with creative exercises. You know, some clients do just want you to just do whatever you want. But did they really, I've had clients who've said that before, we trust your expertise, you just do whatever you want. And then as soon as I actually provided the work, this was like many, many years ago before I was, you know, older and wiser and had a few gray hairs, not many, but a few. It was infuriating when at the end of the process, he said we don't like that. We don't like that. Can we can we start the process again? A complete waste of time. Never ever go away from including the client in the process. And if you always think about it like that of being the parrot on the shoulder of the captain, you will always stay in the right place and never get too big for your boots because you should never overshadow the master. Very, very, very important lesson. So you found this lesson valuable. Please don't overuse it because it is my, I should probably trademark. It shouldn't, I should I do that. I should do that. I'm going to trademark it. I'll see you in the next lesson. See you soon. Trademarking something, something, something perfect.