Closing a deal with a client for shipping

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90% of the sales calls that you're on is predetermined by the preparations that you do so in this video I'm going to teach you the three things that you can do that I can almost guarantee you that your 2x or 3x your close rate and it doesn't require negotiation skills or sales hacks or verbal Ninjutsu and the coolest part is you can do this even before you get on the sales call in order for you to have a successful productive fruitful sales call there's a couple things I want to talk to you about and what you can do to make sure you have the very best opportunity to close the jobs that you're given we know these opportunities don't come often we want to give ourselves the best chances right let me talk about a couple things number one is about how clients find you how a client or Prospect finds you is really critical to the dynamic that you're about to have and so we need to work on our SEO our lead gen and all the kind of magnets that we create out there so that we're attracting the right kinds of person often times we have unqualified leads people who find you via search via Google they heard it from a rando it just just have no idea who you are what you charge or what makes you different they just have a problem they need a quick solution this becomes problematic cuz you're going to waste a lot of time talking to them and feel like God I just lost another job when in fact there were never a good fit for you so what you want to do is you need to pre-qualify your leads there's a couple different ways you can do this depending on the size of your agency or studio if you're one person banned what you need to do is put some things about who your clients are what kind of money they want to spend and the kinds of problems they're trying to solve that way when they find you on the internet like a see John solves these kinds of problems John only works with Fortune 500 corporations or series a startups or whatever it is that you want to talk about so that way they can self select this is very important so it's almost like you created a restaurant you say we only serve vegan options so people don't come in like why I notice on the burger there's not enough beef on the Patty you're like um yeah cuz it was only vegan this is a vegan restaurant and so this is what you need to do you need to let people know who you are what you do and who you do it for this is a an important way to qualify or pre-qualify the people that are going to seek you out now if you have a little extra Human Resources you can have a person get on the phone and say before we put you in touch with whoever runs the company I have to ask you a couple of questions do you have this kind of budget what is your timeline what is the problem you're trying to solve and that way they create a little buffer between you and every person who is a prospect so we we want to make sure that they're qualified before we move to the next level there are a couple things that you can do to pre-qualify to make sure the people that you actually talk to are good fit for you and for them cuz you don't want to waste anybody's time number one is you can do this on your sales page itself you can just say this is what we do who you are who you do the work for and what it costs so that can turn away anybody who's a poor fit you can have a customer intake form or lead form where you ask him some very specific questions I would say no more than five cuz you're not trying to like interview a person for a job just so that you can get the relevant information and if it's not a good fit you just say you don't meet the minimum requirements for somebody we consider taking on for a client that way you don't have to schedule the call or you can have an appointment setter a producer sales type of person who's on your team or independent contractor who can then be a buffer between you and the process make sure it's worthwhile to get on a call a sign of a seasoned experienced person is that you know your customer you know your customer's paino you know what their objections are going to be and the objective those are very important things for you to know so if you're new in business you don't know who the customer is or if you're poorly positioned meaning you take on any kind of client you have have no idea what the problems are what the objectives are going to be and the objections to working with you so this is an important thing number one if you're new in business and you haven't actually done a lot of work with clients I want you just to try to use your creative empathetic skills and to imagine who this person is are they a doctor a loyer small to medium-sized business or they startup do they work in biotech whatever it is just imagine your ideal customer type what kind of problem are they trying to solve what is creating pain in their life that you can make go away with the things that you do so that's clear number number two try to imagine from their point of view all the complaints or accusations or objections they're going to have in terms of working with you this could be a bar price it could be around timeline it could be around your lack of experience you could have too much experience your team's too small your team's too big your bench isn't deep enough Whatever It Is Write down a whole list of objections or accusations they're going to have with you and then go back and circle the top three and start working on what the answers are going to be I'll tell you how to deal with that in a second so this is the problem you know the objections of working with you and then what are the objectives is the outcome that both of you want for getting on the phone in the first place many people make this mistake they think oh I have to establish Rapport I want to be friends with the person so then your objective is to be friends that doesn't make any sense all business calls about business it's about making sure that they get what they need and what you need so you can write down on two columns what do you think they need to accomplish on this call and what do you need to accomplish on this call going to make some assumption about what you need you need to know the scope what is it that need to get done you need to know the timeline the deadlines in which things need to get done by and number three probably the most important how much money do they want to invest to make this come to fruition so when you start to design the conversation you need to make sure you're going off on all of these things now you can say then what is the most important thing in terms of how we sequence it is it what is it they want to get done how long they they have to work on it or is it the money and how you know this is if you get to the objective what they want to accomplish and the deadline but then the budget isn't anywhere near what it is that you need to get started on this then there's no point to understand the first two so the sequence might be given that people who call us hire us for these kinds of things like people like you hire us for these kinds of things the budget range is usually between this amount and that amount it could be between 10,000 and 30,000 is that something you prepare to spend is this an investment you're ready to make great well I need to know a little bit more about the deadline and then the scope and it's usually in that order because if they have the money but the deadline's impossible there's no point to talk about scope now you might be realizing something right now which is is oh my God all I do is talk about scope that's all I do we're doing this in the wrong sequence there's no point to talk about scope if they can't afford it and the timeline's impossible you're not a magician you can't turn straw into gold so this is not going to work so you need to then get out the phone because they deserve to get off the phone and find the right partner who can do this and if it's not you do not waste any more of their time and if you're paying attention if you had followed the first part of what I said you wouldn't even be here in the first place because these are unqualified leads probably one of the most important things that you need to do to prepare for any sales call to give yourself the best shot of closing the gig is your state of mind this is really really important and I cannot emphasize this enough when you come to any engagement with an abundance mindset you're not going to act in a state of desperation you're not going to act needy nothing is more repelling than someone who's needy who's clean who's desperate for the work in fact we want that which we cannot have it's why the attractive person is so desirable for you it's why the home that's never on sale in theet Market when it goes on Market that everybody's bidding after it or why certain luxury goods luxury cars whatever it is there's a premium for those things because they're not so easily available this is something you want to take into consideration so if you have to meditate if you have to say positive affirmations if you have to just double check to make sure you're in that right place of mind to be a service to people without being needy you're going to set the right tone they're going to feel your energy the frequency that you put out and they're going to want to work with you even more let's get specific cuz you're probably rolling your eyes when I said meditate or like have some positive affirmations you want to be as confident as possible entering in a call it's going to set you in the right state of mind my belief is that confidence comes from one's own abilities in your skill sets so do you believe that you are qualified for this do you have the body of work have you put in the repetitions if you have lean on that you might review your portfolio you might look at some of the best projects that you've done recently to say like wow we did a great job we we were able to help the clients achieve those objectives IES and review that over and over in your mind so you're like yes I'm ready and the mindset that I go into it is I know I'm better than anybody that the clients can hire they just have to be smart enough to pay me so that I can share my gift with them that's what I tell myself and gosh darn it you're good-looking and people like you here's a little trick that you can do in case like all these things don't work meditation looking at your work if you just look at yourself from the eyes of other people you'll believe what you what you need to believe you'll learn something about yourself so one one thing that you can do is read the testimonials that clients have given you and if they recorded audio recordings or video where they've given you a testimonial cut those up and put them on a loop and just listen to them you got to stop all that negative selft talk everybody just believe what people already see in you and then you can realign and you can project the right kinds of energy and I want to say this I know it's really weird I'm not a woooo Mystic kind of person but people feel enthusiasm and if you enter the call like I'm a happy person I'm happy to talk to you I'm happy to serve you and if I'm I'm not the right fit I'm also happy for you to find the right person for you that kind of stuff makes people joyful there's a term that neurobehavioral psychologists use it's called mirroring it's a very powerful concept and you'll see this phenomenon happen too when you smile when you laugh the other person Smiles inside their mind they might not be outwardly smiling and laughing but this happens all the time it's why when you're watching a Tik Tok video and there's a lot of laughter and you hear laugh track you feel happier inside because you can't help it but to mirror and I think the science behind this is as social creatures we have to be able to connect and bond and this is one of the things that happens automatically that's why when you're also around a group of people that are really scared about what's happening you are also on edge yourself you don't want to bring that kind of energy into it because no one wants to hire someone who's scared nervous and anxious it creates anxiety in them they start to doubt their own decisions are you the right person are you safe to spend the money with are you reliable and trustworthy don't do that enter in with a positive State of Mind be happy cuz that energy is infectious if you apply these three principles even before you get on a sales call you're going to have a lot more success and if you've enjoyed this you're going to want to check out this other video for a deeper dive