As a business owner, as a salesperson, which if you are freelancing I hate to break the news here, but you are in sales, you need to close the open loops in the decision making for your leads and clients.
We don’t have control over the decision-making process anyone has, but we can lead them to that decision.
We can create a path to that decision that makes it easy for them to make a choice.
You do a great job of getting people interested in you, yet in the final moment of helping them decide, you fall down.
You fall down because you leave the decision making solely on their shoulders.
This final moment is the tough part. It’s the part where I struggled with too. But it’s the part that needs to be mastered in order for you to have a sustainable business.
Remove choices and create easy options
In sales, it’s your job to put the lead on the path to solving their problem. This is the mindset you need to be in so that you overcome objections in sales.
When you remove choices and create easy options for a lead, they are more likely to buy from you.
Your goal should be to create a statement that presents a choice to them.
I was on a FB Live talking about follow-up and I said “There are 2 types of businesses online, ones who become freebie folks and ones who actually sell and make money.”
And now I wasn’t selling anything, but in the midst of the conversation, it framed everyone there watching, including the host, where they sat.
It made perfect sense for them to go ahead and see what they needed to do or take action on based from this live stream at that time.
By removing all the choices on how to do a follow-up sequence, how many emails, what tools to use, when to send them, and so on, I positioned the simple action of just doing a follow-up sequence against making money or not.
As service-based businesses, you and I have so many things that we know we can do for a lead to help them out.
The leads know they need the help, they just aren’t sure of the right choice or the right decision to make.
By painting a picture of who they are today and where they want to be with a simple action for them to take, you remove all the choices and give them the easy option to choose.
Marketing for Freelancers
More episodes in this topic:
Social Media Marketing, is it worth it to do?
What social media platforms to spend time on?
How to get clients when I have no portfolio?
How to get the messaging right to attract customers?
Have advice for soliciting podcasters to be a guest?
Should I focus on SEO or Paid Ads to gain new clients?
Do you get any leads from your content? And what traffic acquisition methods have worked best?
When creating a new freelance service what’s the best way to send cold emails?
What is my second most successful lead generation tactic?
Why is an email list important for a freelancer?
What is the best way to attract larger clients?
How do you market your business to local clients other than attending networking meetings?
How do I pitch some big companies in my niche?
Imagine I was going to bring you $100k in revenue
How does a freelance web designer build a client profile when preparing their marketing plans?
How do you price your services on your site?
How important is branding?
What are some useful tools that you use?
What makes a great case study?
How do you turn the things I do into benefits?
How do you decide what to start blogging with if you’ve never blogged before?
How often should I write a blog post?
Should I put pricing on my website?
How to overcome objections people have about you?
What is the best lead generation strategy?
What is your cold outreach strategy?
How would you get into the corporate business as an independent professional?
What is the difference between warm and cold outreach?
How to answer objections and get clients to say “yes”?
How to grow with word-of-mouth marketing?
How to ask?
All my work has been word of mouth, how do I find work on my own?
How do you handle a good fit for you that doesn’t really fit for your marketing message?
What do you say when a lead comes to you from a bad experience with another freelancer?
What to say when a potential client says you are too expensive?
How do I find the time to create content for my business and what do I write about?
Is this going to get me clients fast?
What is the #1 business trend for 2019?
How to sell on Twitter?
How do you make it simple for a lead to sign?
Why did I move my business from Drip to ConvertKit
How do you sell strategy?
11 Lessons on How to Find Clients
Finding Clients Lesson #1: Targeted Referrals
Finding Clients Lesson #2: Zero Line Item
Finding Clients Lesson #3: The Client Sandwich
Finding Clients Lesson #4: The Sneak Peek
Finding Clients Lesson #5: Buy a cup of coffee
Finding Clients Lesson #6: Get Yourself On A Podcast
Finding Clients Lesson #7: Your Up Level Skills
Finding Clients Lesson #8: Brag about your clients
Finding Clients Lesson #9: Are you priced right?
Finding Clients Lesson #10: Who do you hang with?
Finding Clients Lesson #11: Group Coaching for Leads
Is Instagram a better vehicle for visibility? Sales?
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
S08 E11 – SEO, Content Marketing, and Skyscraper Strategies with Alex Panagis
S06 E11 - Creating Results and Building Relationships Through Your Pricing with Mor Cohen