How much eye contact should you make with a client?
Did you know that your potential branding clients are making decisions about if they want to work with you before they even meet you?
Was your website easy to find, what they expected?
Did you have social proof/case studies from past clients?
Did you have work that aligned with the direction they wanted to move in?
Did you follow up fast enough when they dropped you a dm/email?
Did you seem to have a process when setting up the call?
Did you ask the right questions when they first inquired?
Did you push a budget question early or not?
By the time the client meets with you in my experience they are 90% of the way sold.
My old coach Taki said that people don’t jump on sales calls for fun - they have a problem, they have an inkling you can solve it, now you just gotta prove it.
But, what i’ve learned is it's the small things that can make or break a new opportunity.
Like for instance how you present your price.
Do you look your client in the eye and tell them your price, and ask if they’d like to go ahead?
Do you whisper sweet nothings under your breath with that magic number?
Present them the price on a little card in tiny handwriting (lol jokes)
Or do you not tell them the price at all out of fear of a no (save if for the proposal?)
In my experience if you present your price/packages with confidence the client will believe that you stand behind your work, your deliverables and the outcomes you’ve promised.
You know your time/expertise is worth that much but they have to believe it too, they’re deciding do I want to spend money with you, do I trust you can nail that brand identity and help me grow.
Look them in the eyes, slow down your voice and give it to them straight.
For this, you’re looking at $xxxxx. How does that sound? Would you like to go ahead?
If you believe without a shadow of a doubt your solution is worth 10x what they’re spending with you and you convey that confidently, that’s how you create certainty and get buy in.
Hayden
