The power of mirroring
Lesson 31 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
The power of mirroring
Lesson 31 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
31. The power of mirroring
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 power of mirroring
OK. So the power of mirroring. Now, this particular technique works so much better in person, but it still works on zoom calls and you know, Google meet whatever you want to use. And it's essentially a technique where you physically and verbally mirror the person who you're speaking to. Now, there are two different ways to do it physically and verbally physically. You might do something along the lines of, you know, say for example, the clients saying, yeah, uh we, we did this a little while ago and yeah, then we, then we tried that and it didn't really work. And like this, you mirror, this is something that I learned from a guy called James who was one of the best sales people I have ever met in my entire life. This guy could knock on someone's door, a complete stranger and be in their house having a cup of tea within three minutes flat. I'm not even joking and I learned a lot from this guy and he is, you know, still one of the best salesmen that I've ever met in my entire life. And t...
his is like 10 years later and what he would do. If the guy touched his face at the door, he would mirror him. He would do the exact same thing and he would, he would be looking at that and he would be doing the exact same thing. And this is a subconscious neurological trigger where it's basically telling the client or the person that you are more like them, that they can trust you. II, I used to watch him sometimes and I used to think how is he doing this? It's like magic unless you actually see it happen in real time and you actually try it yourself. It's, it's, it's, it's like, it's, it's like something you've never seen before and something else that I used to do was the tone of his voice and the, the speed in which he spoke. So, for example, if you had a client who was, you know, very, you know, serious and quite low energy but very collected and, you know, thought very carefully about what he said. And like this, James would automatically change his voice and manipulate and not to kind of mock the person, not to, you know, kind of, you know, manipulate them but well, kind of manipulate them in but not to kind of copy them. But he would just lower his voice a little bit and he would be like, yeah. Yeah, I completely agree with you. Yeah, I think that this is, this is something that you, you know, you should definitely think about 100%. You would instantly see the connection between the person. And once I learned that and once I start applying it when we were working together, we used to go out and ultimately do door to door sales. This was like 12 years ago. And honestly, if you saw how quickly people warmed to James and I started applying the things that he was teaching me, like, pretty much instantly. As soon as I saw it work for him, I was like, OK, I need to learn this. This is incredible. It's like magic. As soon as I started doing it, it became second nature and I literally started seeing so many great results. And the second that you can apply, mirroring is essentially verbally. So obviously, you can change the tone and the speed of your voice, but you can also mirror the things that the person's saying. So for example, when you are listening to a client and he is, you know, going through or he or she is going through, obviously, the challenges that they're facing, he could be saying something along the lines of, you know, we've been finding it very hard to find a domain that is available for the brand name. And also none of them have really, none of them are really rolled off the tongue nicely. Yeah, it's been really difficult and then I would basically respond like, ah OK, so it's been quite difficult right to to to find a domain name. And you know, all the ones that you've you've found are not really rolling off the tongue very well. Is that right? And basically, it's just that little reassuring mirroring technique that just makes the class I feel super at ease and you're not manipulating someone on purpose, you're just making them feel at ease. So you can ultimately create a better connection to get a better result for them. Because when you first start speaking to clients, it can be a little bit daunting for them, especially if they're not used to speaking to service providers. So as someone who needs to sell a product or service to someone, you need to make sure that you understand how to communicate with them effectively to open them up to ultimately serve them better because there's nothing worse than someone who's like tight and, you know, not really speaking from, you know, from the heart and openly, you need to make sure it's your job and your responsibility to let them feel at ease and, you know, give them complete peace of mind that you're there to take care of them. So anyway, I hope you enjoy this little lesson. I really, really enjoying, you know, sharing my experiences and, and stories with you. It's really, really uh enjoyable actually. So anyway, I'll see you in the next lesson. See you soon.