Using urgency and scarcity
Lesson 28 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Using urgency and scarcity
Lesson 28 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
28. Using urgency and scarcity
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 urgency and scarcity
So how to use urgency and scarcity without being too salesy and slimy about it. Now, there are some really subtle ways to use these two sales principles to really help customers to take action and hire you. Now, some of the favorites that I've been using over the past, you know, 89 years is basically just letting people know how busy you are. And I think that's usually the best way to go about things because when people know that you're busy and people know that you're an expert in the thing that you're actually providing, that's what makes all the difference. And you can very quickly add, you know, just enough scarcity where the client doesn't feel like they're being pushed into a decision, but they feel like, you know, it's in my best interest to make a decision sooner rather than later because if I make it later, I may have to wait an extra month or two months before I even get to work with this person. And I really want to work with them if you're constantly available all the time ...
and you make it very apparent that you're available all the time, like you get back messages within 20 seconds and you get back to e mails literally as fast as anything before they've even sent you a message, you're ping them another message back. You need to take yourself away from that a little bit. At least in my opinion. And you can do you want, you can take whichever approach you like. What I've learned is as long as I get back to people within a certain amount of time, then they respect me more. As long as it's a reasonable amount of time. And I'm not taking, you know, 20 days to get back to someone or like a week or even like three days. To be honest, that's a little bit much. I think, you know, like, uh, to 24 hours is pretty reasonable. I think now you could lose some business that way, but you certainly will lose business from someone who is serious about hiring you to help them with their solution a problem. And what I've learned over the past decade of building a branding agency from the ground up is that the clients that want to hire you will hire you. It's just a case of waiting for the right time. In fact, literally, just before recording this lesson, I've just had a Zoom call with a guy from Israel called wolf who is literally a guy who I spoke to maybe six months ago and he still hasn't hired anyone for the solution that he needs. But he's just got back in touch with me when the time was right. And that's ultimately just because I have positioned myself and had a discussion with him to make him aware that I'm the best person for the job because I understand what he's trying to achieve better than anyone else. And that's just a fact just because I've read everything that there is to know about this particular subject and I understand how to solve the problem with these. I've done it a million times before with other clients. What does this mean for you in regards to using scarcity and urgency to get clients to buy from you? One of the things that I like to use is just to put the ball in their court and just something along the lines of, by the way, obviously, take as long as you need to make a decision. I know this is a super important decision for you. Once you're ready to get the ball rolling and get started, let me know and I can check our schedule. What does that say? Subconsciously, what am I saying to you? I'm saying I'm not going to be waiting like a dog, waiting for a bone to be thrown for me, take your time, do whatever you need to do and then when you're ready, let me know and I can check our schedule, our schedule, my agency schedule, not my schedule our schedule because that suggests that there's a big team of us, right? And I do work with, you know, other freelancers, for example, and build teams for specific projects that require it. But mostly, you know, if I can just handle the work and I really enjoy the project, just work on my own. And I generally do that for a lot of the projects that I work on because I actually like the work that I'm doing. So using that little tiny line, I'll check our schedule says so much subtly and adds so much urgency and scarcity you wouldn't believe without being too pushy or sales. So try it, try it the next time. Make sure you just slip that in just really subtly be really, really respectful, really thankful, just say it whenever you're ready. Let me know and I'll check our schedule and they're constantly gonna be thinking like I'd better make a decision pretty fast because otherwise they're not gonna be available for me. So I need to make a decision or I need to at least plan ahead to make sure that I secure them as soon as I possibly can because I don't want to be waiting around for a long time. And this because this is important to me, I want to get a result as soon as possible and I want to start building my business. So use that line, try it because I think it's going to be extremely surprising what results come from it. Thank you so much for your time. I hope you enjoy this lesson and I will see you in the next one.