Using FOMO
Lesson 30 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Using FOMO
Lesson 30 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
30. Using FOMO
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
Using FOMO
OK. So how do you use for more to ultimately generate more sales? Now, in regards to formal, I personally think that there are two different ways to do it. There is the super slimy salesy way and the more subtle, elegant way, which is what I prefer when it comes to formal, I have one single approach to applying for more to any situation. And ultimately formal is the fear of missing out, which if you haven't already worked out, that's what it means. Formal to me is essentially a client having that little bit of urgency and desire to work with you, but they're just not quite there and they just want that little extra push just to seal the deal. Now, what I usually use is a range of different things. But one thing that I usually use among other techniques that I've already mentioned in the course already like scarcity and promoting urgency, which we've just mentioned and went through in the previous lesson. One thing that I do use is I make it very clear on our website and on calendly, wh...
en you actually sign up, when I'm actually in a sales call, I'll tell clients. I'll say, you know, we get 30 inquiries every single day for brands wanting to work with us. We select one or two a day. That's it. That's it. No more. We only work with between 30 to 50 companies a month maximum. Sometimes we only work with 10 or 15. It depends on if we're actually interested in the project. And if we feel like we can help the client, if we can really get an exceptional result for them, then we'll work with them. But we really limit the amount of clients that we work with every single month by saying that it not only makes you more desirable because ultimately, every single client wants to work with the best possible option. And if you start to see, you know, we've got tons of availability, you should definitely come and work with us. You know, we can give you the best possible service. Give me a man, give me a break, just relax, calm down. You don't want clients to think like that. You don't want them to think that no one wants to work with you. Because if you were busy and you were good at what you do, then your schedule will be packed and people would want to work with you. That's why you say something along the lines of, you know, we get 30 to 40 inquiries every single day. We select the ones that we think we can do best because we really care about our clients. We want to make sure we work with the best clients possible. If you're one of those clients, you know, we will be happy to work with you. And that just completely shifts the power dynamic of a client and service provider relationship because they're not choosing you anymore, you're choosing them. Come on like that is like the perfect situation to be in because then it allows you to actually select the clients which you feel you can serve the best. And that's when everything starts going uphill downhill, everything starts succeeding. Forget that analogy, everything starts going swimmingly well. Ok, so I hope you found this little lesson valuable. Thank you so much for your time again and I look forward to seeing you in the next lesson. See you soon.