December 27, 2019 — As creatives, we hear objections from potential clients all the time.
Unfortunately, we don’t all respond appropriately and we end up losing business. In this talk, we explain how creatives should respond when a client says you’re too expensive, don’t have enough experience, or aren’t an expert.
Closing the sale is hard, and it doesn’t help when a client hits you with an objection that could derail your pitch entirely.
But instead of losing projects because of objections, we can actually use them in our favor. Whether the objection is due to you being too expensive, not having enough experience, or not being an expert, you can still win the project if you tweak your sales approach.
In this talk, we share how we land gigs even though we’re more expensive than our competitors, don’t have double-digit years of experience, and don’t have any expertise in any particular industry.
July 5, 2016 — Plenty of freelancers and agencies still sell websites as they were only commodity that needed to be done once and then forgotten. In this talk, Laurent Maillard explains the 4 steps he implements with his clients to help them grow their businesses and how it has helped him switch from one-shot projects to retainers.
July 4, 2016 — We tend to forget we’re all salespeople. Yet, no matter if you sell plugins, themes, services, tickets or memberships… 99% of your potential customers aren’t looking to buy from you RIGHT NOW.
In this short talk I’ll show you what users are actually looking for and the top 3 tips you can use to boost your sales – without selling directly (hint: all successful salespeople start by solving problems).
April 21, 2016 — Successful businesses have happy customers. Taking the time to discover the real problems, pain points and opportunities of your clients will help you propose and sell the solutions they need. This will make them happy. Your business will benefit as a result.
This presentation will cover:
The importance of Discovery and how to conduct it.
How to help customers define clear business objectives so you can enable their success.
How articulate differentiation and focus on value instead of price.
Choosing hourly vs fixed bid pricing based on the situation.
When and how to bundle additional services like hosting, SEO and support services.
How and when to say no to new prospects