In How to overcome objections in sales, you briefly learned about leaning into what they want and then directing them down the right path.
Leaning in, or being empathetic during a sales process is really about giving the lead what they want.
Whether they want the lowest cost, the best value, to comparison shop, etc, it’s in your best interest to give them what they want.
When you think about sales, instead of thinking about closing every deal, think about how to have them leave your conversation in a better place.
You aren’t going to convince anyone they need you. They have to realize that themselves.
If they feel they need something that you don’t have or do, the best thing to do is to put them on the path to getting that.
One of my favorite quotes is from Pippin Williamson founder of Sandhills Development.
“If it’s a hard sell, let them go.”
If it’s hard to have a conversation with someone and suggest a course of action, how do you think a project will be working together?
Ever have a lead say “I don’t need the strategy, can you just write the code” or “Can you just design the logo without the full brand?”
The answer is simple.
“I will design you a logo, but how will you know it’ll be effective for the brand.”
“I can certainly write the code, but how will that code fit with the rest of the application and do what you need it to do.”
“Is that what you want?”
Lean in to what they want.
Explain that the strategy and process is all a part of the code or design. Without it, it’s just a visual element.
Without your process, you have no way of knowing with confidence that the solution you are providing will be successful.
This lead is often a price buyer, maybe a touch of the “know-it-all” buyer as well.
Explain that the price is the same with or without the strategy. Encourage them that there are other low cost options out there for them to use.
It’s like building a house without a blueprint. It may stand, be a 3 bedroom house. But you were expecting it to withstand a hurricane and be 5 bedroom house.
What they are looking for is your value, but for cheap and that just isn’t possible.
Let them go and come back.
Running your freelance business
More episodes in this topic:
What do you do when a crisis hits?
How to start building an email list as a freelancer?
How do you manage time wearing so many hats as a freelancer?
What software tools do you use for business? What is best?
How do you prevent, manage scope creep in your projects?
Do you schedule in time for exploring or reading articles online?
What is the best way to get income fast?
What happens if you can’t define a scope of work on a call?
What do I do first thing Monday morning?
How can I focus on my business when I’ve got a ton client work?
Do I have to be concerned with GDPR?
What are the tools and services that you use and would recommend to freelancers?
How do you have time for all that you do?
What podcasting gear do I use?
Does live chat bring you in business?
How do you followup with a lead after a proposal?
Did hiring a mentor really help you with starting up your business or your career?
What is my writing process
What is the easiest way to get a remote testimonial?
How do you determine a quality prospect?
How do you step away and actually take a vacation?
Are job boards reliable?
How to decrease the sales cycle or time to close?
How would you write a cold outreach email?
How to present different services that could potentially diminish your abilities in the minds of clients?
Should I bundle projects for clients or keep projects separate per client?
What product do you use for your business that you can’t live without?
What makes you stand out from other freelancers?
Do I drop this client?
How do I set a goal?
Do you meet leads and clients face-to-face?
How do I work “ON” my business and not “IN” my business?
What is the best structure for setting a goal?
How do you do a review of your week?
What do I say when a potential client says I’m too expensive?
What is activity based selling?
How to get more clients?
How to have a productive week?
Do you use a CRM for your business?
How do you choose the technology for your clients?
What is the structure of a weekly review?
What is the structure of a monthly review?
What are lead generation techniques to get me out of the feast and famine revenue cycle?
How do I know if I should buy a course?
What’s a polite way to tell existing clients you are raising your rates? And what is a reasonable percentage to go up?
How many email follow-ups should I send to a lead?
What do I do? I’m afraid to filter the tire kickers coming into my business because they are the only leads I have.
How to take the next step from contracting resource to solo business owner?
What do you think about Gutenberg? Schmutenberg!
How do I get better at sales?
How to overcome objections in sales?
How do I respond to an RFP?
How to respond to “I don’t need strategy, can you just do…”?
If you don’t have experience, how to you prove the quality without the education/experience?
How do you handle a client that has ghosted?
What do you ask during a sales call?
How to improve your sales process as a freelancer?
How to charge more as a freelancer?
How do you push past the imposter syndrome?
How do you segment your email list?
What to say when a client insists on adding something new?
What kind of content should I promote to potential clients?
Best of Season 3 - Get out of the comfort zone
Best of Season 3 - Building Relationships
S06 E12 - Undercharging, Targeting the Wrong Audience, and What You Should Do About It with Alex McClafferty
S03 Bonus - Tom McFarlin on Blogging, Balancing Work and Family, and Building a Business that Lasts
S09 E11 - Differentiation, Reputation, and Pivoting From the Top-Down with Peep Laja
S01 E11 - Kai Davis helping freelancers get more clients with outreach