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This lesson is called negotiating and closing the deal, and it will show you how to negotiate with

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clients in close freelance deals.

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This lesson is important because everything you do in life relies on your ability to close.

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You might think this is just a thing with business, but it's not.

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It's your entire life because you need to first understand what the close is and then you will see how

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it really does apply to everything.

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The close is where you get an exchange.

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Life is all about negotiating, and the final step in the pursuit of any goal is the close.

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It's something that happens in every part of your life.

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The world is full of big ideas and dreams.

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But without closing, you can't make anything in reality.

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This is the most important skill that you will learn and you will master on your freelance journey,

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and it determines how good you will do.

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Because even if you're the best at your skill set, if you don't know how to negotiate and to close

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deals and land clients, you will never have freelance success.

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In this lesson, we will be covering the difference between an objection and a complaint.

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How to handle those real objections that do come up.

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How to assume the sale to land more clients.

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How to have 100 percent conviction throughout this entire process so you can be a better negotiator.

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How to focus on the benefits that you're providing.

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And then how to negotiate with value, not with price.

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And lastly, how to control the freelance sales process so you can negotiate and close at a much higher

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success rate.

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Now, it's time to look at the difference between what a complaint is and what an objection is.

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A lot of people mistake complaints for real objections and that hurts them when they go to negotiate

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in close deals because a lot of times they're focusing on handling the customer's complaints, which

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are nothing more than a complaint and really doesn't hold them back from purchasing.

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So most of what you hear are actually complaints or what's known as an RDR, which is a reactionary

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defense response.

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You can think about this when you go to a mall or a store and you walk into that store and what happens,

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you're greeted by a salesperson and they ask you, can I help you find anything?

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And usually 99 percent of the time, even if you're there for a specific thing, most people are protective

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and defensive because they know salespeople are there to make money by selling them things.

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So what most people say, they say, Oh, I'm just looking, thank you.

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And what does that do?

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That automatically comes off as an objection for the salesperson, and they usually say, OK, let me

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know if you need anything, I'll be over here.

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They took the complaint for an objection.

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That is not a real objection.

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Most people are there to find something.

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So what salespeople can say instead is, OK, no problem.

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What are you looking for?

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I'll show you where the right direction is.

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That's how you can automatically start moving into fact finding and now focus on the complaint.

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Make sure you understand what a reactionary defense response is and what a complaint is and what a real

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objection is.

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It will be different based on what freelance skill you provide and what type of clients you work with.

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But it's up to you to begin to identify the difference between the two.

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The reason this is important is because you don't handle objections that are really only complaints

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distinguish the difference between these two and treat all objections as complaints until the potential

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client gives you a reason.

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Otherwise, most complaints can be handled simply by just saying, I understand and then moving on to

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the next stage.

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That could even mean moving on to asking them to close the deal, so handle them by agreeing first.

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And then if the complaint is brought up enough and validated, it will turn into an objection that you

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can then handle using the future steps I'm going to provide.

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Then you want to move past the complaints to find the customers real pain points and their buying motives.

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That is how you can learn to handle them.

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So when you're dealing with objections and orders and complaints, always agree with them first and

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move further towards finding what their real motives are.

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Sometimes what they say isn't always what they mean.

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And you need to listen for small things like the tone of their voice and what they're implying with

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the words they're saying.

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Now, let's move on to how you can handle those objections that are real and that aren't just complaints.

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First, you want to agree first, no matter what.

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We've spoken about this throughout the academy, and the reason that I'm bringing it up multiple times

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is because in order to be a profitable freelancer, this needs to be deeply ingrained in what you do

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and how you act.

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Agreeing with customers builds a relationship with them.

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So keep using those different phrases I've been teaching you, such as saying, I understand I totally

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get it.

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I know where you're coming from and things of that nature that helps people feel more comfortable.

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And that's why when you're going and negotiating and closing, understand that you're providing value

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because closing a client is really providing them a service because you're making them pull the trigger

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and make a decision.

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So don't get this confused with just being nice when you look into what the word nice actually means.

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It actually means something that comes from another word that means foolish, simple, silly or ignorant.

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So you don't want to be nice, but what you want to do is relate with the client.

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Tell them you understand and then move to the next step in the journey.

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Always remember you need to be attempting to close and to land the client if they're a good fit for

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you.

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Keep persisting on your journey whenever stalls, complaints and objections come up.

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Make sure to agree with them and move on if they really keep bringing it up.

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That's when you can go about learning what the real pain point is and how to handle that objection.

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Closing is a service you're providing.

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So remember this as you're selling clients and as you're negotiating with them because you're not just

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doing this to be nice, you're doing it to help them.

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They need to make a decision.

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And you know that you're the best fit for the project.

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So make that clear while you're communicating with them.

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Next, write down the most common objections that you get.

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You can also include the different stalls and the different complaints that come up.

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What you're trying to do here is get a list of the most common things people say when you're trying

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to sell your specific skill set or whatever product or service it is that you sell.

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Once you have this list, you'll realize there's probably only a handful of common objections, and

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they can probably fit within a couple of different categories.

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That helps you determine how you can handle each objection from a systematic approach.

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So once you know how to handle the different price objections people have, or maybe it's an education

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objection where they just don't know how something works that you're offering, and for that reason,

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it's throwing them off.

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Once you know what the common objections are and you know how to handle them from experience, that's

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when you can turn into the most profitable freelancer possible.

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After that, continue finding ways to handle that objection and drill down on it.

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So once you find a handful of your most common objections and you start to understand different ways

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that you can handle them, that's when you want to start drilling down deeper in finding multiple different

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ways, you can handle each specific complaint as you start to drill things.

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And as you start to prepare scripts from this, that will help you get more skilled.

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There's a saying out there it says drillers become killers.

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And that means in sports and anything you do in life, the more you drill something, the more effective

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you are going to be at it, especially when you're competing with people who haven't drilled these things.

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So even though there's competition out there and freelancing and in every industry, if you do everything

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I'm teaching you in this academy and you continue to drill into practice, you'll be putting yourself

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in the best position possible to really have success and to land clients on a consistent basis.

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So write down all of those objections start to drill how you can handle them, and you can even record

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yourself doing this daily and role play with another person.

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The more serious you take this, the more success you will have.

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Then continue developing a full arsenal of ways you can handle all of the objections.

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So even though you might have a couple of different ways to handle each one.

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Don't settle with that.

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Always have an arsenal at your disposal that you can use.

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Have an arsenal of different closes that you can use in any situation that comes up.

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Most people quit because they only have a couple of closes.

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But what happens when those fail and the client doesn't understand those or doesn't go with those?

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You need a punch in your pocket that you can just pull out to handle all different types of people,

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different personalities and different types of clients.

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This relates back to the correct expectations of work required to get the results that are needed.

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You need to know that it takes a lot of work to become successful at anything, and you don't just stop

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once you have a couple solutions.

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Wouldn't you rather be overprepared than underprepared?

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What you want to do is you want to develop a full way that you can handle every specific situation.

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This will all be integrated into your call scripts, into your CRM and into your profitable freelance

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sales process.

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Next, don't shy away from the truth.

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Pressure is perceived as a bad thing in society, and it gets a lot of people flustered.

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They don't know how to handle it.

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But in reality, pressure is a good thing.

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And pressure is what makes diamonds.

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So when you're pressuring someone to do something that you know is right for them, that's not a bad

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form of pressure.

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If you're telling clients the truth that if they don't work with you now and they wait and they go with

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someone else, that that could potentially be a bad choice for them, that's fine.

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You need to tell clients the truth.

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You must be willing to be insistent.

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You need to be able to keep following up and to keep pushing for the sale.

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Don't worry about being nice.

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Worry about servicing the client.

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Never listen to what society says just because there's a certain norm.

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Remember the school system and society?

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They make people that are just good at staying in a specific box, performing the tasks that they need

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to paying taxes and then dying.

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That's what the normal society is breeding.

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So as a profitable freelancer, that's not you.

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So you have to break those norms and don't get comfortable with always doing what the societal norm

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is.

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If you believe you are better than the competition, then you need to put pressure on that client to

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close the deal.

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Pressure is what will close those deals in those last few moments.

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You need to keep persisting and you need to be so sold on your offer in on what you offer as a freelancer

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that you keep using that to drive you forward.

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When you're purpose driven and you're focused on your why?

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Money will just be attracted to you based on the actions you're taking.

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Because when you're focusing on your purpose, you're willing to take the actions necessary to succeed.

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So be goal oriented here and don't shy away from the truth and from pressure.

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The burden of physical or mental distress is going to be worth achieving your passion and your dreams

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and your why.

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So remember all of that as your negotiating and closing deals to always stay in the line of the truth

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and to move the journey forward one step at a time?

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And this also means asking those hard questions when you need to to push that sales process forward.

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If someone doesn't seem like they're paying attention to you on a call, for example, just ask them,

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Do I have your full attention right now?

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If you're giving people a sales demonstration and you can tell that they're asking questions that seem

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like they just don't believe you, ask them, Do you believe anything I'm saying right now?

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You need to ask the hard questions as they come up and you need to get answers for them.

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You can also ask them what percent of everything I've said right now.

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Do you actually believe what this does is it gets them to connect.

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You're letting them know that, you know, in the free land sales process that freelancers say a lot

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of different things and that a lot of times they can easily exaggerate.

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So by breaking down that wall with the client, by letting them know that you understand the journey

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and you know that people are oftentimes saying a lot of big claims, it helps you connect with them

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and it helps you get a real answer and stand out in their mind.

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Don't be afraid of the truth.

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Don't be afraid of those hard questions.

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That is what is going to help you land clients.

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And as these objections come up, I want to give you some examples of ways you can handle them.

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So when objections come up about the price, a lot of times this will happen.

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After you provide that written quote, the customer might just say something like the price is too high.

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And instead of disagreeing with them right off the bat and doing all of those things that don't make

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a profitable freelancer, well, you want to do is you want to approach it in a way where you're handling

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that objection.

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And this is how you can handle the price objection.

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You can say, sir or ma'am, I know the price is high.

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Everyone I have ever spoken to at this point in time says that.

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But here's the thing once you realize the return on investment you're going to get with the Google ad

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services I provide, it will all start to make sense for you.

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And then I can even go into an example of my most recent e-commerce client that I got a 300 percent

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return on ad spend for in the first few months of management.

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From there, I can go into the call to action and say, How does that sound?

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Let's make it happen.

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So automatically, I'm showing the value on providing and I'm handling that objection once I hear that

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and it needs to be an automatic thing based on the previous steps I just taught you.

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Once you have those common objections down and the different ways to handle them based on the personality

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type you're dealing with, you can pull this out of your pocket and handle objections and close more

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deals than you ever thought possible.

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It's not just about the product, as you learned in the price myth.

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Clients don't just buy services, they're investing in way more than that.

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They're also thinking, Is this freelancer going to take care of me?

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Are they going to provide that expert level service?

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Another price objection you might get is when a client says another freelancer I spoke to is cheaper

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than you.

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This is saying that your price is too high without really saying it, and I like to handle this by saying

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something to this effect.

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OK, well, which one of us would you rather work with if our prices were the same?

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If the customer says yours, then you can say, OK, well, why?

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What are the reasons you would rather work with me?

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And then once they give you a couple of reasons, they maybe will say, Oh, well, I really like your

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proposal.

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I really like your portfolio.

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You can say, Oh, well, why else?

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Why else?

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And then they might say something like, Oh well, you reached out really quick, et cetera, et cetera.

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From there you can say, OK, sir or ma'am.

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Well, then you can see why I'm worth more money or why we are worth more money.

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If you're working on an agency or a team.

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Let's make this happen.

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That's how you can start moving past these price objections, because what have you just done right

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there?

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You've made the customer see the value that you provide and that makes the customer sell themselves.

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It justifies why you're worth more money, and it's a psychological way you can handle price objections.

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On the other side of the token, if the client says they want to work with the other freelancer, you

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can just ask them the same questions and ask them, Well, why would you want to work with me?

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Why are you speaking with me then?

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And then you can say, Oh, well, you actually want to work with the competitors.

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If we're the same rate, then why is that?

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And then you can say, what is it that I don't have or that we don't have?

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And then from there you can go into another demonstration.

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You can say, Oh, OK, well, I actually do provide this service or I actually have someone on my team

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or another freelancer.

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I know that I help with this service, so make sure that they're on the right product.

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Sometimes a price objection can come up because the client is actually asking you for the wrong service.

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So don't be afraid to ask the buyer the price from the competitor.

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Ask them, Well, oh OK, well, what does the other freelancer charge?

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What value do you see with them?

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This all goes into asking the hard questions and staying on the path of the truth and of ethics.

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You're telling them exactly why you're more expensive.

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And then if they're trying to say that another competitor is a better fit for them, then ask them why

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they're still talking to you in the first place.

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A lot of times you'll start to see that there's more reasons to it and that they might actually like

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you more than another freelancer.

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But the other freelancers rate is lower, so you just need to build that value in their mind.

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Why you're worth it.

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Another type of objection you might get is the demonstration objection, and this might happen after

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that first client call on the freelance sales process.

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Right before you go into the sales demo and when this happens, the client or the customer might say,

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Oh, I already know all about specific service you provide.

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I just need your price when this happens.

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You want to say something to the effect of this, sir or ma'am, I understand I'm with you.

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I didn't ask that.

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I show you all the things you already know.

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I just want to show you some unseen benefits of this new Google Ads feature or whatever service you

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provide, such as.

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And then you can go into explaining it and giving some curiosity.

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So in this example, I said, such as some new keyword ranking and local search tools.

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It would be doing both of us a disservice if I did not take the time to show you a completely.

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And then you can go into a time objection in this demonstration objection as well and say it will only

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take 10 minutes of your time and I can answer questions as we go.

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How does that sound?

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What this does is it shows that you're not short cutting the freelance sales process, you're making

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sure that you're showing the client the full demonstration because as we went over in the previous sections,

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it all builds on each other.

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You need to know what the scope of work is.

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You need to make sure they're on the right product.

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And if you just start skipping steps of the freelance sales process just because it's hard and objections

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come up, you're not going to be able to have success inland clients.

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So if a customer continues to try to talk you out of it, use different ways to handle that objection

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like this one?

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So you can get them on that demo and make sure that they're a good client for you before you send them

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a quote.

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Next, another way you can close and negotiate more deals as a freelancer is to assume the sale and

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by assuming the sale.

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I mean that you are subconsciously making that potential client think that you already have their relationship,

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you already have that sale with them.

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And a lot of times what you have to do to assume the sale is to just ask for the sale.

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A lot of freelancers don't ask for the sale soon enough, and they put it off till the very end when

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the client has to bring it up.

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But that's not what you want to do.

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So many people are doing this and they're missing out on building that mental ownership in connection

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with that potential clients relationship.

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Use ownership words such as your, for example, what you can do is if you're servicing websites or

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building websites, you can say when would you like to take ownership of your new website?

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That's a way you can start to show that you're already assuming the sale and you're assuming that the

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client is interested in you because they're still speaking with you and you're showing them that you're

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eager to get started and close the deal and move the process forward.

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This will work on multiple different levels in their mind.

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If they do notice that you're doing it, they'll know that you're serious.

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And if they don't notice, even at that subconscious level, it's going to make them more likely to

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do business with you.

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This is just like when you go and buy a car or test drive a car, they're going to use words like,

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How do you like your new car before you've even bought it?

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When I was buying my last car, I was driving it and the salesperson made me pull up to the gas station

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and fill it up and just said, Yeah, let's fill up your tank real quick.

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This one's on me.

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And he was already assuming the sale before we even did any negotiating.

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And obviously, as a freelancer and a marketing guy and salesperson, I knew what was happening.

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But even though I knew what was happening, it still showed me that they were going above and beyond

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to get my business.

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And that's when you want to do when you're negotiating with these high ticket clients.

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Next, be committed when you do everything as a freelancer, have 100 percent conviction and act from

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a place where you are so fired up and you have so much passion that it just shines through to the world.

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This is how you're going to go from an average freelancer to an amazingly successful one.

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You need to be a super freak in your presentations, and people need to just see and feel that your

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energy is through the roof.

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Now, this doesn't mean that you're acting psychotic or you're doing anything that's outrageous, but

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it just means that you're so above and beyond the norm that it stands out that it gets their attention.

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So a lot of times in freelancing and in sales, a lot of people get stuck in the same process.

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They use the same sort of words and it becomes very repetitive and you want to get their attention.

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You want to shock them in a good way.

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You want them to consider doing business with you on a long term basis.

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So you need to make sure that you're always doing things with 100 percent conviction.

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If you're doing a demo, you're on a client call and you're not 100 percent sold on yourself or your

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product that will shine through.

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And you want to focus on the benefits and the advantages you provide as a profitable freelancer, you

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want to take the focus off of the price and onto the value that you're providing.

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And you can also focus on the benefits, advantages of the service or the platform that you work on.

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You want to focus on everything that the client is going to get in how you are going to solve their

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problem.

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The price is just what they are going to pay you to get that done.

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But once they're sold on, all of the advantages in the value you provide is when you are going to actually

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close that deal.

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Some ways you can start negotiating with value and not with price is by selling yourself and not just

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the service or product that you're selling.

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Sell yourself as a freelancer.

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So when you're speaking about the service and the value you provide, make sure to show the value that

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you bring to the table as a freelancer.

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So this means how dedicated are you, how good at communicating are you?

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How passionate are you about continuing to learn and develop your craft?

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You need to sell that to the client.

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Sell to them that you're an expert in this field and you're never stopping that learning process.

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This will make them more comfortable and more likely that you close that deal.

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Also, don't focus on the product or the service.

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Remember that can be bought anywhere else from any other freelancer.

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So focus on the value you're providing.

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For example, if you're providing Google ads, don't focus on the actual product on the campaign, for

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example, in this negotiating process.

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Focus on what the results are going to be.

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Focus on the value you're going to provide.

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How you're expert level skills will provide a higher return on investment than working with another

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freelancer.

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That is how you can start to negotiate with value and not just on the product or the price that you're

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providing.

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And make herself part of the value that your customers are buying, like in that first example, you're

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not just selling your product or service, you're also selling yourself.

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So add that into the value that the customers are getting that will help them understand why they should

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choose you over someone else.

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Next, if the client keeps insisting on a lower price, what you can do is instead of lowering the price

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is you can deliver more value so you can offer them more services, for example, or a longer time period

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of management.

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But instead of lowering the price, you're increasing the value.

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That's what's important here that shows the client that you're not just going to budge and lower your

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prices just because they asked.

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But it does show that you're willing to do some negotiating here, and what you're doing is you're throwing

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in more value, which means you're dedicating more of your time and your energy to that client.

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This is a great way to negotiate, and it will help you keep your prices at that profitable point.

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Lastly, give the client upfront free value to prove that your price is worth it.

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And this is all a function of that winning proposal formula.

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When you start to deliver the work in the proposal, you start to show them how much value that you

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provide on the sales demo and on the call.

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And what it does is it moves you into that closing range.

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That's when you're done negotiating.

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You've proven all the value you're showing them, not just telling them.

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And then when you ask for the close, you're much more likely to get it.

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So here are some questions to control the clothes.

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When you're ready to ask for it.

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Are there any changes or additions to your website templates before we address the figures?

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This gets you to that next step where you can go into talking about price, sending the quote and closing

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the deal.

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You can also ask May you allow me to provide you with figures that will make it easy to say yes to your

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new website.

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If the client says something like, Oh, I'm not making a decision today, you can say, I know you're

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not expecting to buy a website today, but can I show you how easy it is for us to do business together?

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You can also ask things like, what do you think your customers will think of your new website that's

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using a couple of different key success factors here.

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It's assuming the sale and it's also putting the client in their customers shoes and you're showing

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them the value that you're going to provide.

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So you're taking the focus off of that website that you're providing and you're putting the focus on

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what the customers are going to think of it.

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That's how you can start controlling the clothes with these advanced questions.

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Another thing you can ask is if the client in a hurry, you can say, I understand you're in a hurry.

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Can we review the figures to get you your new website built fast?

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So in this example, let's say you've already sent them the quote.

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The client says they're interested, but they said they're in a hurry so you can agree with them.

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Say, I understand you're in a hurry and let them know that you can work fast.

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You're adaptable.

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Let them know.

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Let's review the figures so you can get started.

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Lastly, let's say the client says that they still need to interview more freelancers.

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You can say, I appreciate that you've not interviewed all of your proposals yet.

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May I suggest what I can do for you and I'll leave the final decision up to you.

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That's a way that you're opening the door to that close.

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Even if you don't get it right, then you're controlling the clothes, you're controlling the process

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and you're doing your own form of negotiating as a profitable freelancer.

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This is all ways you can control the clothes.

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Inland clients.

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Here's a quote from Mark Cuban.

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To be a successful entrepreneur, you have to work knowing that someone else is out there working 24

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hours a day with one goal to take your business away.

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What this quote tells me is that you need to be sold on yourself when you're sold on yourself and you're

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so passionate about being a freelancer and helping these business owners solve their problems with the

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skill you provide.

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That's when you break through to that next level, and that's when you become a truly successful and

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profitable freelancer in every area in meaning of the word.

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So now, you know how to negotiate and how to close deals as a freelancer.

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I look forward to seeing you in the next lesson.