Why you should leave a Zoom call after 3 minutes
Lesson 2 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Why you should leave a Zoom call after 3 minutes
Lesson 2 from: Sales Mastery Bootcamp for Freelancers: Sell More ServicesScott Lancaster
Lesson Info
2. Why you should leave a Zoom call after 3 minutes
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
Why you should leave a Zoom call after 3 minutes
Why you should leave every single sales call after three minutes of no one showing up. Now, listen, you might be thinking Scott, you're crazy, but hear me out and I can guarantee that this single technique is going to get you 100 times more respect from your potential clients. So let me just lay out the situation for you. You've jumped on the sales call and you're on time, the client is nowhere to be seen. They haven't tried to enter the chat or the call. They haven't emailed you to let you know that they're going to be late. They haven't messaged you, they haven't whatsapp you, they haven't contacted you whatsoever and they think that it's completely acceptable to turn up to the sales call late. Ok. So now we know the situation now that two ways that you could potentially react the first is literally what I used to do when I didn't have much experience and I used to wait for maybe 1015, 20 minutes for the client to come sending them two or three E mails saying, you know, what time are...
you going to be arriving and waiting for you? Et cetera, et cetera. And guess what? When I did that, the client thought I was an idiot. The client thought that I had all the time in the world to wait around for them and they didn't show me an ounce of respect. And I know a lot of the freelancers that I coach privately fall into this exact same trap. For some reason, clients feel like they can just boss you around and use you like a commodity if they feel like they can treat you like that when they're not even working with you, imagine how they're going to treat you when they're actually paying you. So this is how I deal with every single client who's late for a call. Let me just put it out there. Sometimes things happen and a client is late for a very good reason. So this is how I deal with every single circumstance no matter what happens. Ok? So I'm in the call, I'm waiting for the client. So by the time the first minute arrives and they're late officially, I send them an email and say, hey, so and so I've just entered our call, just wanted to pop you the link to make sure you had it. Regards Scott. And after one more minute, if they don't attend the call, I'll send them a further email saying this, hey, just a heads up. I've got a lot of projects to work on today and I've got a couple of meetings coming up. So if you can't attend the call, I'm going to head off in around 60 seconds so that I can get on with the rest of my work. If you want to reschedule, feel free to use the link and you can reschedule for another day. But I just wanted to give you a little bit of notice. And if they still haven't ended call after one minute, I'll close the Zoom call. Go directly to my Google diary and I'll cancel the meeting with a note saying client did not attend meeting, send. Now, some people may think that's a little bit harsh, but I've been doing this for 10 years and I can guarantee you that if you let a client push you around in the first engagement and your first interaction, they're going to think they can get away with it in future, then you can extend it to maybe five or seven minutes if you feel a little bit more comfortable with a bigger number. But I think three minutes is more than enough time for someone to attend a meeting that they originally set and agreed to and listen. I want to work with people who respect me and who actually understand that I have value to provide them. So if they're not going to the meeting on time, then ultimately, I don't want to work with them. Now, listen, if I was personally late for a meeting, then the client wouldn't be very happy. So why should I as a service provider waste my time waiting for a client who can't manage their time properly now, although this is primarily for people who you haven't worked with yet, who you were just kind of trying to test out to see if you want to work with them. This does apply to existing clients too. Obviously, you can be a little bit softer with those clients because ultimately, you already know them and you're already working with them. So it's a little bit of a different situation. But just remember that the first engagement that you're going to have with a client is going to dictate how they're going to treat you throughout the rest of the project. So make sure you have respect for yourself and make sure that have boundaries when it comes to clients being late for meetings. I really hope that this video wasn't too harsh and I hope it was a little bit helpful and I really want to kind of empower freelancers to be a little bit more strict with meetings so that they aren't wasting their time waiting for clients that aren't respecting their schedule. But anyway, I hope you found this video helpful. I look forward to seeing you in the next lesson. See you soon.