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Lesson five, this lesson is called the power of the phone, and it will show you how to leverage the

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supercomputer that's sitting right in your pocket.

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The reason this lesson is important is because once you know how to harness the power of a phone, you

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will become a much more successful and profitable freelancer.

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Once you tap into the device that everyone has on them at all times.

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That is when you're going to start to differentiate yourself from the competition.

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There are more phones on this planet than there actually are human beings.

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So what does that tell us?

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It tells us this is a huge opportunity to capitalize on because as a freelancer, as you know, all

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you really need for success is your skill set.

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A computer with a connection.

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And access to a phone now in this lesson.

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I'm going to break down.

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What power the phone has, as well as how you can harness that?

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The first thing to understand is that the phone never leaves people side.

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That goes for everyone, especially your clients.

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So when you're running a business, your phone is even more important than ever.

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Not only is it where you get notifications, but it's also where potential deals come through, where

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you make money.

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So the incentive for business people to check their phones is even higher.

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So remember this device, this smartphone, iPhone, Samsung, whatever it is.

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Is glued to people, it's probably right next to you right now or within five feet.

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Studies show that the majority of people never leave their phone more than five feet away from them

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for longer than a few hours in their day, even when they're sleeping.

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So even when you're sleeping, I'm sure your phone is probably right on your nightstand next to you.

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It's probably the first thing you touch in the morning, the last thing you touch before you go to sleep.

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And that's important to remember, because that is a direct line right into your clients and potential

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clients.

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People also trust their phones.

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So here are some stats for you.

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Two percent of all interactions take place on a telephone, and 85 percent of people report being dissatisfied

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with their interactions on the phone.

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So that means the people that are speaking with the businesses, they're speaking with the companies,

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no matter what it is.

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Most people are using a phone to communicate, and most people aren't having that good of an experience,

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especially when it comes to the business world.

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People trust their phones and they trust what they can see.

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That's why you need to use this to your advantage.

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So how can you use this to your advantage going to show you in the upcoming slides?

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It also opens the door to more sales.

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This is a major secret because if you speak to someone long enough on their cell phone, eventually

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the customer will tell you how to sell them.

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They will tell you what you need to hear in order to handle their objections.

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You just have to ask the right questions and make sure you get answers to the questions.

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So controlling the call, having a call script and role playing so you're experienced enough to handle

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those questions and objections is going to help you use that power of the phone.

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So ask questions like Why did you take this call now?

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Why are you designed to hire a freelancer?

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What freelancer have you hired in the past and how have they helped you?

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And as they start to answer this, listen, ask them to explain things further, to elaborate, take

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notes and write them down.

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I guarantee you once you start doing this and harnessing the power of the phone, it will open the door

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to more sales.

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The phone also is an amazing tool to qualify leads.

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Remember this because when you're looking for a client, it's a two way street.

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You also want to make sure that they're a good fit for you so you can get that five star review so you

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can get a good testimonial.

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And you can get referrals.

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You don't want to have a bad experience with a client.

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Not only will that hurt your reputation, but it's also not going to help you get better at freelancing

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because every time you do something.

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The whole goal is to learn and to get better.

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So one of the big things that I learned is that you need to qualify leads.

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So qualifying basically means is the person you're speaking with actually willing and able to buy the

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services they're asking for.

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So you can do this once again by asking questions and listen to the nonverbal clues as well.

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You can pick up so much on a phone and even a screen shared that you can never over text or email where

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there's no tone, there's no inflection.

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There's no clues for you to pick up on.

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The phone also helps you build relationships.

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So because people never leave their phone, if you're able to communicate with them effectively through

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it, that helps them become more trustworthy towards you.

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So when you get on the phone with a potential client, you already showing them you're interested and

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you're willing to give them the time and you're not scared to get on the phone and speak with them.

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Once you have them on the call, now's the time to do everything you can to show how much value you

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want to provide them and that you can provide them, make it all about them and how you can help.

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Focus on being genuine, and that's when relationships get formed, not just focusing on the price,

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not just focusing on small talk.

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People can see right through that be genuine build relationships and the phone will open the gates to

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your profitable freelancing career.

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Now, let's look at ways to profit over the phone.

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This is where we are looking at how to harness the power of the phone actions you can take.

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To make the most out of this smartphone computer in everyone's pocket.

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The first is to learn to communicate well, this doesn't happen overnight, and you're also not born

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with this.

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Some people are better speakers than others, but in reality it takes hard work, it takes practice,

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but you will get better.

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When I first started out my first job, I was not good on the phone.

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I answered the phone.

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I didn't have a greeting down.

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I didn't have a script.

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I didn't even really know what I was saying.

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But once I had more practice, once I started writing down exactly what I needed to say and the common

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questions people asked.

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That's when I started communicating better because when used correctly, the phone also saves time and

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is a multiplier because you can reach out to way more people than you can from a physical standpoint.

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If you were to just go cold, call and physically visit people or go to networking events, let's say.

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So the phone also gives you the ability not only to communicate better, but also it multiplies that

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communication.

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Asking the right questions is also extremely important.

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So these questions help you qualify the buyer.

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And they also help you move the sales process forward.

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Don't babble on about things that aren't important.

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Always remember there's more questions you can ask to either qualify the lead or once they're already

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qualified, more questions you can use to move them further down the journey.

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So remember this when you're on the phone, because that's the other thing clients and I'm sure yourself

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are comfortable on the phone, so it's easy to get distracted and not make sure that the process is

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moving forward, which is your ultimate goal.

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Next, use my profitable tools and apps.

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Build a HubSpot CRM account and start taking detailed tabs on your clients.

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I do this with every call I have coming up, and it works two ways number one.

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Having a call script lets you know what questions you want to ask and make sure that you have the right

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information down for the client.

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And it helps you move the call forward when you forget what to say, or you don't know what to say next.

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But it also works the other way around.

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Because then you can take notes on everything set and you can have those for the future, and you can

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use that to follow up over text, over email, over calls, over videos.

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This is how you can profit from the phone.

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Start thinking of it creatively.

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Have your call script pulled up.

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Ask them questions, and you can write these down in your call scripts so you don't forget them.

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For example, you can write down the questions I said before, such as Why did you take my call?

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Why are you deciding to hire a freelancer now?

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What have you done in the past?

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That hasn't worked.

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So whenever a client has a problem, make sure you also don't move past that.

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So in your call script, if you're asking them things and then they bring up, they had a problem in

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the past, let's say, with a freelancer or what's currently going on.

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Make sure you put your attention in that because remember you were getting paid to help them solve their

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problem.

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So once you understand what the problem is, that's when you can use the phone to help solve it.

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And that is how you're going to profit over the phone even more.

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You can also use texting to increase your conversions.

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So texting is proven to increase conversions by up to 300 percent as opposed to just emailing alone.

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Texting is that direct link with clients because it might even be a better way to get in touch with

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them than a voicemail.

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Sometimes people's voicemail boxes are full, sometimes they don't even check them, but a text message

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will always go right to their phone and now will get their attention and help you close deals over the

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phone sharing information and text and links.

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That's my favorite thing to do, because that lets the client know not only are you thinking about them,

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but you're trying to close the deal by providing value.

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You're not just following up and saying the same things.

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You're following up in creative ways, you're reaching out with ideas and with value.

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That is also what's going to separate you from other freelancers.

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Moving right into following up in other creative ways.

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So don't stop just with texting and just with calling.

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You really need to get creative here because the stats show that 80 percent of people convert on the

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fifth to 12th touchpoint.

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That means you have to keep following up.

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They might have seen your proposal messaged a couple of times, emailed back and forth, but you have

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to keep that line of communication open and stay creative throughout the whole process because commitment

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is persistence.

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So if you're committed, you have to keep persisting.

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The higher the level of your commitment, the higher your persistence needs to be.

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Because that is when the client is going to realize you were the one they should hire.

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That all of the other freelancers they're working with stopped following up, stopped answering their

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questions, stop providing value.

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But you're the one that keeps following up in creative ways.

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That's what wins you deals because the only way you can fail is if you quit.

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So if you decide to just give up, that's the only way you can fail.

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But if you keep doing the work, you keep following up in creative ways.

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Eventually, if you're offering a service that's very valuable, the client will make a decision.

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And that's how you can use follow up.

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So don't be afraid to follow up.

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Don't be afraid to keep the line of communication open in different ways and creative ways.

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Maybe that means sending a selfie video of yourself or a screen chair of you walking through a new way.

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You thought you can help the client get creative with this.

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It will help separate you from the pack.

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Texting clients third party data is another way to build credibility and to follow up in another creative

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way because you can always tell the client how great you are, the good results you've had.

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But once you use third party data from a reputable source that they know from an online publication

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that is trusted, that is when you offer other ways for the client to trust you.

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Clients don't remember what you say, so you need to send them things and writing some then text, send

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them emails and also send them third party data that proves your claims and then backs up the service

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that you were going to provide for them.

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They won't remember the specifics, but once they look through their messages and they see that you've

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been providing nonstop value and third party data, they're very likely to lean in your direction as

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opposed to someone else.

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Role playing every day is essential, and role playing is when you have to work on your craft.

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This is basically just practicing so you can do it out loud by yourself and you can do it with someone

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else near you.

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Whatever you have, you have to make do with.

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You can do it on the phone with a family member or friend.

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But the moral is to practice these things.

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So once you have your call scripts written down, once you start talking with clients and you understand

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some of the most common questions and objections, that's when you can practice.

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Those just set up a phone or call someone or sit down at a desk with someone else and dedicate that

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time like we spoke about time blocking dedicate their 15 or 30 minutes every day to training and getting

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better.

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This is what I had to do.

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So if you remember, I said when I started out, I wasn't good at the phone.

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I actually have a funny story because the nine, my nine to five I was working at.

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This is when I started to kind of rise through the ranks.

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So I went from behind the scenes doing marketing to now I was a marketing coordinator.

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I was coordinating marketing events and trade shows, and I had to speak to a lot of people.

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But like I said, my muscle of communication wasn't developed yet.

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I didn't work it out enough.

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So what happened was one day I was waiting for a phone call from the flyer company I had that was printing

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the flyers for the trade show.

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We were going to and they were they were behind.

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So it was a little upset at them.

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And I'll never forget because I answered the phone, I didn't have the best attitude.

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I didn't open it with a good greeting and it was the owner of the entire company who was the one calling,

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not the flyer place I was upset at.

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So what happened was I got a talking to.

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But it also let me know that I needed to train.

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And that's when the company also realized they didn't have a call script in place.

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So that was a way that I learned I need to practice.

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I need to have a script.

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It doesn't mean you need to be embarrassed that you're not good at the phone or that you might even

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be nervous or a little scared to get on the phone with clients because you might not know exactly what

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to say.

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But that fear starts to melt away, the more and the more you practice.

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And eventually you'll get to a point where I'm at, where it's just second nature to hop on the phone

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with any client because you're so confident in yourself and you're so confident that you can provide

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value in your services that you can profit over the phone in any circumstance.

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Practice handling the objection, so in that role playing you're doing, make sure you're focusing on

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ways you can handle objections.

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Don't pretend that you can handle it just when they come out or that objections won't come along, they're

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going to come.

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People are going to ask you why you're better than someone else.

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They're going to ask you why you're worth five hundred more than another freelancer.

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And if you don't know how to answer these, that's because you have in role played.

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You have in practice, it takes a lot of practice not only to get comfortable on the phone, but to

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also know how to handle those objections.

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So remember to keep this a vital part of your practice and to also write down every objection you get.

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So if someone just says the price is too high where someone says they don't know if this is going to

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work for them, make sure you can write that down because that's how you can keep refining and optimizing

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the way you communicate and profit over the phone.

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Also have a big claim when you're communicating through the phone, through text, through email, whatever

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it is.

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Have a big claim.

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What that means is when you talk to people, you need to let them know that you were offering something

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big.

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So what I do is I talk about big wins I've had with clients, big successful projects that I've worked

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on.

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So I'm in the advertising field.

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So what I can talk about is having, let's say, a 300 percent return on investment for my latest e-commerce

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client.

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That is another way you can shift your communication towards solving problems for the client.

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It's showing them that you're not just bragging about yourself and showing them a good testimonial you've

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had, you're showing them how this applies to them.

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And that is where the big claim really comes in, because that is what the client is hiring you for.

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They want their problem solved.

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So when you can come in with a big claim and offer something of big value that will do two things.

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Number one, it will get the client's attention.

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And number two, it will get them to interrupt the pattern and be more likely to give you a shot over

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another freelancer that doesn't have a big claim.

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Lastly, always and every single interaction you have with a call to action and next steps, because

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this is how you also move the sales process forward.

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Always make sure at the end of the call you recap what was spoken about and then you identify the next

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steps.

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And let's let's say you don't know what the next steps are.

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You have to ask them, ask the client, say if you like the opportunity.

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Let them know.

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Say this was a very interesting job.

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What are our next steps?

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Are you still interviewing more freelancers?

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Always open the door to them if you don't know what the next step is.

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If you do know what the next step is.

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Make sure to recap that.

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So if you do know you have to, for example, put together a proposal for them or report, you can say,

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OK, I'm going to get that report together for you.

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I should have that to you by tonight.

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Will you be able to look at that and get back to me by tomorrow?

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So what that does is it gives both parties a clear cut path towards what the next step is.

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You got to keep pushing for what you want.

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Keep following up in creative ways, and that is how you will profit over the phone.

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So now you understand the power of the phone and how to leverage it to make the most money possible,

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freelancing and how to close the most deals.