Why You Should Be Using Fear In Your Sales Calls as a Freelancer
Imagine hearing this:
"What would happen if your bank was hacked, and all your customer's confidential information was stolen?"
This is what sales people do when dealing with cybersecurity. Their sales tactics used often revolve around fear.
Because, gosh darn, they know that their potential client does not want their information compromised.
People often think that using fear is a sleazy sales tactic. It's not. (But it can be.) What it is, at its base level, is speaking to someone’s emotions.
PSA:
>>>Without pulling on emotions, you are only listing your services and you are more likely to lose the client because there is no skin in the game for them.<<<
For freelancers, however, you want to take the client from fear to cozy. And in order for a client to feel safe, they need to feel fear first. One of the methods I teach with my students is how to bring potential clients to a cozy place. Because to me, cozy is the opposite of fear.
But again, fear can't be ignored.
Potential clients should fear, to some level, staying in the same place they are now and NOT hiring you. That should invoke a certain level of dread. It’s important to bring it to light with your ideal client because:
Emotions is one of the most important factors to closing a deal
(you want them to connect with you emotionally)
It helps fight their resistance to change
(and hiring you is a big change)
It brings them from point A to point B
(with you guiding the transformation process)
Questions you ask should revolve around:
Their current reality vs. their future goals
Their current feelings about their situation vs. how they would feel if it was resolved
Where there time is currently being spent vs. what they could be doing when they hire you
This takes them from fear to the cozy place where problems are solved
Often, students talk only about their skills and experience. But next time, I challenge you to take it ONE STEP FURTHER.
When you are on a potential client call, see if you can move them from fear to cozy. This gives them a transformation.
And in the end, winning that deal is often about selling the transformation they get by working with YOU.
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Looking for a business coach for your freelance business? I’m your gal. Let’s set up time to chat and accelerate your business.
