Using numbers to make prices make sense
Lesson 27 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Using numbers to make prices make sense
Lesson 27 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
27. Using numbers to make prices make sense
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 numbers to make prices make sense
Ok. So how can you use numbers to persuade clients that your service is worth what you want to get paid for it? Now, sometimes clients won't bring up numbers and they'll just pay for your service and that's it. And they won't even question if it's worth the value. But let me share a quick story with you because there was one instance with finance company in the US where there was a gentleman who really needed me to justify our pricing and usually I don't justify anything. If someone doesn't want to pay what we charge them, that's fine. You can just, you know, go with someone who's a little bit cheaper in regards to this particular gentleman. He was very much on the fence and he was like, oh, but I don't want to pay, you know, $ for a logo, I think at the time, which was, you know, quite expensive, I think for him. Now, what I said was how many of 10 people that come to your website and see your branding would think that company doesn't look professional or trustworthy enough for me. An...
d when I asked him that he thought a little bit and he said out of 10 people, maybe it would say that it looks, you know, not great. So you're telling me that eight out of 10 people that come to your website and see your branding do not see you as a possible option because your branding isn't that great and you don't look as professional as you maybe should look. And when I said that to him, things started to make sense. But I continued, I said, ok, how much is one customer worth to you? He said, what do you mean? I said in a year, how much is one client worth to? You? Give me a ballpark figure. And he said, well, each client pays us around 100 and $20 a month to do their books. And, you know, roughly, I'd say, you know, maybe after all fees, maybe $1500 per year. Now, what I said to him next, pretty much got him to pay for the service within 30 minutes. And what I said was if we get your branding to the level that we know it can be and you get just one more customer, just one for one year, that's $1500. And you've paid 1000 at the time. Obviously, our packages are a lot more expensive. Now, you've got $500 profit off just one single customer. Now, if from our branding, we make you look super professional super trustworthiness established and you get just one extra customer per month, which is pretty realistic and quite conservative. To be honest, that will be $18,000 just from one extra customer per month, taking away our fee of $1000 that leads $17,000 profit from one single decision of hiring us to make your company look and feel more professional, helping us communicate. What makes you special as a brand. Does that seem like a good decision? And literally just for me saying that breaking that down for him, it allowed him to understand he wasn't just paying $1000 for a new logo. He was paying to be taken more seriously from his potential customers that he was losing because his branding just looked terrible. Now, hopefully you find this less than valuable and hopefully you can adjust it and you know, apply it to your own business. This because by using this logical breakdown of the financial benefits that your particular customer is going to use and ultimately enjoy it can just make the decision for them far easier. So anyway, thank you so much for your time. I will look forward to seeing you in a future lesson.