Sales Strategies: 4 Steps to Better Paying Projects
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When you're a solo-based professionals, leading a potential client through a successful sales conversation is an essential component of your business. Unfortunately, too often self-sabotaging behaviors and thoughts keep you from enjoying the success - and income - you deserve from this all-important meeting.
Double Your Income Or More With This Proven Formula
Powerfully guiding the conversation as the CEO of your firm earns their confidence and sets you apart as a credible business professional worth top-dollar fees.
After working with solo-based professionals for nearly 20 years, I realized that many times they sabotage themselves during sales conversations with potential clients. They present themselves more as a job seeker asking for work than as a competent expert delivering a solution. When you're unable to clearly communicate the benefit of hiring you, you lose your chance. When you step up and approach the conversation as a CEO on equal footing with the client, you have more power and are taken seriously.
In this course, you'll find a few simple preparatory tasks and you'll learn the specific format to follow as you take the lead in the conversation. You'll close deals for far more money then you have previously.
Content and Overview:
I designed this course for service business professionals. You're good at what you do but you're not effective at communicating the value to potential clients. You tend to let them tell you what to do and how much they'll pay. No more of that!
We'll start off the course learning the difference between being perceived as a job seeker and as the CEO of your own 1-person firm. This is one place where most solo professionals sabotage themselves without even know it.
I'll give you some tips on how to lead as a CEO. You'll learn to overcome the client's fears and resistance.
Next you'll find in-depth exercises to prepare you to step confidently into the role of CEO. You'll do the groundwork that will help clearly communicate the value you deliver and how it impacts your client and their business.
You'll walk into your next client meeting with an arsenal of content ready and you'll have a plan to get the client's signature on the dotted line. You'll have my step-by-step format.
There are nine lectures with handouts so you can follow along and take your own notes as well. Additionally, the downloads are nice to put into a binder so you refer to each time you prepare for another sales conversation. Additionally, you'll get a complete Sales Conversation Template which distills the entire process to easily refresh yourself.
Get ready to step up into a whole new level of success with your business!
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For nearly 20 years, I've worked with hundreds of self-employed creative professionals (writers, designers, marketing and PR pros). One area they make major mistakes in is the sales conversation. They tend to let the client lead. When the client is looking for help, they don't know where they're going. They need YOU to lead. In this course, I show you how to step outside the typical freelancer role and into the role of the CEO of your business. I'm going to walk you through my '4-act play' format to show you how to lead a sales conversation, how to usher your client through the process - while showing them you're their guide, and then I'll tell you how to communicate the value of what you deliver so your fee seems like a great deal - while earning you what you're worth. You'll never work for an hourly fee again!
|Section 1: Sales Conversation Prep Work|
Learn how to lay the ground work to get your head in the game so that you can lead the sales conversations. You'll learn the difference between a job seeker (like a freelancers, contractor worker or coach) and a CEO.
Before you can master the sales conversation, you've got to know what to say. We'll start preparing your communication packet here. In this lecture, we'll start digging into what you do and we'll uncover the value you bring. Once you understand the value you offer, you can talk confidently about the results you deliver.
In this lecture, we'll create your 'Impact statements'. You'll use these (and the information you create) in you sales conversation to help you persuade your client that you're the best solution for their problems. You'll uncover the impact of your work and the costs for NOT hiring you.
An essential aspect of mastering sales conversations is to ask the right questions. More importantly, you must make a significant connection between the answers to your questions and the results you deliver. In this lecture, you'll learn to ask magic questions that get the client to give you the information you need to solve their problems.
Being perceived as a CEO is essential to mastering the sales conversation. It sets you on a level of an expert and sets you apart from job seekers. Systems, packages, products and programs help you do that. They help you more clearly communicate your services. They provide a 'container' for your services (helpful with project creep). And they help you justify your higher prices.
|Section 2: Set the Stage for Your "4-Act Play" Sales Conversation|
|Lecture 7||14 pages|
In this lecture, I walk you through the four acts of the play: The Sales Conversation itself. There are four distinct sets to lead the client through. The first two 'acts' take the bulk of the time. This is where you're goal is to ask questions and to listen actively.
|Section 3: Get The Project|
This is where you'll bring in your Signature System. You unique solution to their problem. You'll use your system to plot the course through the gap of where they are now to where they want to be. In this lecture, we'll also talk about when to ask for the work right then and state your fee and when to send a proposal at a later date.
|Section 4: Red Flags: When to Cut And Run|
Not every client is right for you and you're not right for every project. In this lecture, I'll share several red flags to watch out for before and during your sales conversation that will let you know it's time to walk.
I help solo and small business professionals harness the power of the internet and use what they knew to build a lucrative online business.
I've helped hundreds of business owners set up and run thriving businesses through my 14 years as the Director of the International Association of Self-Employed Communication Professionals. In 2006, I launched the Solo Pro Academy where I have programs to train business owners in business success in this 21st Century technology-driven global economy.
Part of my services include:
Additionally, I'm a special advisor at the local Small Business Development Center specializing on online business and eCommerce associated with the community colleges.