When a client doesn't reply
Lesson 53 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
When a client doesn't reply
Lesson 53 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
53. When a client doesn't reply
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
When a client doesn't reply
So what to do when a client doesn't reply. Now, I have quite a different approach to what most people would most likely do in this particular circumstance. Now, if a client doesn't reply to you, it could be for a very legit reason. I've got clients literally yesterday. I had a meeting with a client who hadn't spoken to me for six months. And, you know, we hadn't really communicated during that time. We had a call orig originally and then we had another call literally yesterday and it looks like he's ready to work together. Now, when the client doesn't message you back or doesn't get back to you, it means that you're not a priority, it means that it's not urgent for them. OK? And that could be down to timing, but it could also be down to the fact that they've chosen someone else a way that I would always approach this particular circumstance. At least when I was earlier on in my journey is I would say something along the lines of, hey Derek, I don't know who Derek is, but hey, Derek, I,...
I know that you're in a position to get started pretty much any day. Now. Um, if that's the case, let me know so I can book some time in my schedule. If that's not the case, then just let me know and I can allocate that time to someone else. You could say something like that. And that usually gets a response of either. Yeah, I'll be ready next week or at the start of December, whatever, or maybe I've found someone else and I'm not interested. Either way you're not looking to just win the business, you're looking to gain clarity. It's better for them to just say to you. Listen, I found someone else. Thank you so much for your time and then maybe you can get in touch with them and say, but what was the reason behind you choosing someone else? Just out of curiosity just for my own feedback. And they'll usually give you a little bit of constructive criticism which you can then use to better yourself going forward. Now, what I usually do now is I'll actively tell clients like, unless we're actually working with a client, we're not going to follow up with you and try and sell our services. We're just not. And that just comes from almost a selfish sense of me not wanting to waste time trying to chase clients when I already have clients to take care of. But I know not everyone is in that type of position. So I think that once you get to that position, you can see the clients li like, listen, like, you know, obviously we are going to be following up with clients who we're working with to make sure that obviously the projects are progressing nicely. If you don't get back to us, expecting us to reach out to you again, that isn't going to happen. We just won't contact each other again. And by saying something like that or something along those lines, you can are to position yourself as someone who isn't going to be trifled with and also someone who isn't going to be pushed over or be chasing the butterflies. Again. If you've watched the previous video earlier on in the course, it's always better to be the desired person or option, right? You don't want to be chasing around trying to catch butterflies all or catch clients in this case. Now, one thing that I think is really important is the fact of making sure that you do have a way of reaching out to clients. If you do really want to work on a certain project. In that case, what I would suggest is going back to the ghost opening section of the previous lesson I think is going to really help you to get in contact with a client and basically give them a really great incentive to ultimately working with you if you're wanting to just nudge them over the edge and get them committed. Anyway, I really hope you found this little lesson valuable and look forward to seeing you in the next one. See you soon.