When a client wants lots of revisions
Lesson 62 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
When a client wants lots of revisions
Lesson 62 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
62. When a client wants lots of revisions
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 wants lots of revisions
So how to deal with clients that want a lot of revisions. Now, there are a couple of answers to this question and over the last decade of working on projects and seeing clients that just want things done again and again and again, there are three main pieces of advice that I can give you to limit the amount of revisions that a client going to need. And it all starts with understanding the requirements in the first place. Again, I'm all about accountability and as a freelancer or service provider, it's your job to understand exactly what the client is wanting to achieve. Now, you can obviously add your own creativity and pizzas and your own expertise and touch to it, but you need to understand the client's personal preferences and then say to them, ok, you like the color purple. I personally think purple could potentially work, but I also think that we should explore some other options as well and then you can make the best decision going forward. How does that sound? Again? It all come...
s back to the captain and the parrot theory that I've mentioned a little bit earlier on in the course you are essentially the parrot to the captain and they're paying you to be the par. So it doesn't mean that you need to be a pushover, but just manage the project in a way where you essentially give them options, which includes one of their personal preferences. So that's one way that you can reduce revisions by simply just focusing on what the client actually wants, but also add your expertise and give them a couple of different option. Now, another way to limit the amount of revisions, which I personally feel isn't as effective is to basically put it into a contract or an agreement. Now, clients get a lot more decisive with their decision making when they know that an additional revision is going to cost them money. So ultimately, if it's just a free for all at a buffet, you'll just take as much of anything that you want, right? You don't really care about any waste or you don't really care about wasting the chef's ingredients. For example, I'm putting into a context of buffets, but you can get the idea when a client has absolutely no incentive to stop doing revisions. It kind of makes it very easy for them to just continue the wheel until they hopefully find something that they like. Something that I found is really helpful is if you say to a client, OK, we're going to have a window of opportunity here to generate feedback and to discuss your feedback. And if they start giving feedback, like I just don't like it, then you can't really do much with that. You can ask them why they don't like it. And maybe they can give you a little bit more insight. But what you really want is feedback. Like the logo doesn't seem very sharp to me, it seems a little bit too flat, it doesn't seem very interesting. So then you can use your expertise and I'm just using logo design as an example because it's one of the things that a lot of people can relate to. You need to understand exactly why the client is reacting in that way, not just what they think. So when you do that, you can start to understand how you can fix the problem. Otherwise you're just going to go around in a wheel and just go to a million different options and both you guys are going to get fatigued and ultimately going to be very unhappy with the solution that's offered. So that's the second way that you can limit the amount of revisions. Now, the third and final way that has really helped me in the last couple of years, especially is to really refine your systems and process. And ultimately, this is connected to the first piece of advice that I gave you of just basically getting the requirements and understanding what the client actually wants to achieve. So ultimately, if you can have specific milestones throughout your process where clients can actually give feedback, it's going to allow them to actually feel part of the journey. And if they feel part of the journey, then the end result is going to be far more aligned with what they actually wanted to achieve in the first place. Anyway, I really hope you find this lesson valuable. I will see you in the next one.