When to mention pricing
Lesson 40 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
When to mention pricing
Lesson 40 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
40. When to mention pricing
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 to mention pricing
So when to mention pricing with clients. Now we have a problem with this particular lesson because lots of different freelancers and service providers and creative agencies have different philosophies when it comes to mentioning price. Now, it depends on what stage you're at in regards to your development. So if you're just starting out as a freelancer and you're just starting out as an agency owner, for example, then I would suggest taking some time to learn more about the client. So you can actually have a discussion with them and then mention the price because ultimately, it doesn't really make a lot of sense to start an engagement off with a client by saying what's your budget? And you know, how much can you pay me? It doesn't really sit well with me. I just think from my personal standpoint, if I was looking to potentially work with someone and the first thing that came out of their mouth was how much can you pay me? I would be upset to say the least. So I try to think about how I...
would feel and how I would like to be engaged with. The first thing that I think is I want to work with someone who actually cares about getting me the solution that I need. And that's the most important thing to me. So I personally suggest mentioning price later on in the process. And to be honest, I've actually found a lot of benefit in just putting my pricing on my website. You can actually take some time at the end of the course to check out my pricing and how I structure my packages because I basically leave some room for a little bit of wiggling in case the client needs anything extra. So for example, maybe they need 15 brand names and we only do a 10 brand name package. This is an additional cost which we would add to the 10 brand name package. But the packages that we have on the website are simply guides to say, ok, if you want a Shopify website, then this is roughly how much it's going to cost. If you want a logo development package for three concepts and three ideas. This is how much it's gonna cost. It just gives a guideline in regards to how much each package is. It's not set in stone. Ok? Now, in regards to you mentioning pricing, it depends on how confident you are. And also if you want to work with the client because sometimes when a client gets in touch with you, maybe they are a little bit rude or maybe they just don't engage in the right way and you feel a little bit disrespected. So you just kind of say, listen, like this type of service is going to cost about this. If this works for you, then we can have a conversation and you can inflate the price a little bit. If you don't want to work with them, that's completely fine. I regularly, if a client is being super aggressive and quite disrespectful, I'll just say, yeah, this package is like 20 K and payment up front and I only have next week to do it. I just want to leave me alone to be completely honest with you. And if they did end up paying the 20 K, I actually had an instance where a client paid me a stupid amount of money for a service, which I didn't really want to do. But obviously, I actually ended up loving the service afterwards when I actually started working with them because they completely changed their tone and how they trapped me. But it was worth it. It was worth, you know, just at least trying because by the way that they were treating me at the time, it wasn't as respectful as I usually liked. So it kind of really worked out in the end thankfully. So ultimately, what I'm trying to say is there's no right or wrong answer in regards to when to mention pricing, some creative agencies don't put any pricing on their website and they mention pricing up front. But I personally feel if you're working with people who are a little bit more budget conscious, people who are not big enterprises who maybe have a lot of money spend, then it's maybe a little bit better as you're working your way through the ranks. Ultimately, as an expert in your particular field, maybe be a little bit more conservative when it comes to asking for pricing and mentioning pricing and wait until the end just so you can understand their problem better and then you can give a more accurate quote. Anyway, hope you find this lesson helpful and I'm really enjoying how we're moving so fast through this course. So I will see you in the next lesson. See you there.