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How To Close The Sale For Design Jobs.

369 ratings | 22064 views
Jose and Chris discuss the differences between closing a sale in Motion Graphics and Web projects. They discuss the language of sales and help make it concrete. If you are curious about sales for your design business this is a must watch episode. Annotations: -- 1:00 Verbal agreements versus written contracts for when to start the work. 3:33 How to close out a project to prevent scope creep 5:20 The sales reps model and how to diversify your lead generation 7:25 How to use events to spread your brand and gain potential customers 9:56 Take time to walkthrough what your clients want out of the relationship 12:03 Selling the solution to the problem versus selling the creative. 15:40 Don't Sell What's already been sold 18:33 How to steer sales conversations toward yes 21:37 Listen and vividly define the problem and objections with the potential client 25:16 Techniques for closing the sale 28:04 How can the closing process go wrong? 32:11 How to price your bid relative to context 35:14 Use the Law Of Contrast to position your bid 39:05 If you can't talk about money, then you have no business being in business. Book Drop: -- The secrets to closing the sale - Zig Ziglar Sales Dogs - Blair Singer Free Strategy Videos: Alignment: http://youtu.be/uOeIG_WDesw Defining the Brand Pt1: http://youtu.be/e916gMCWVKI 👉Subscribe: https://goo.gl/F2AEbk 👉See our Academy Channel: https://goo.gl/vB9zoP Want a deeper dive? Typography, Lettering, Sales & Marketing, Social Media and The Business of Design courses available here: https://goo.gl/bRt5qd — Love the content? Become a sustaining member for $5/mo today. https://goo.gl/nwekfL BOOKLIST – Essential Reading for Creative Professionals: http://bit.ly/2UtftOb Essential Design Books: http://bit.ly/2UtftOb Kits & Proposals: https://goo.gl/mSjuWQ Visit our website: https://www.thefutur.com FREE resources: https://goo.gl/Qh6gHr Mandarin (Chinese) Subtitles on UiiUii https://uiiiuiii.com/?s=the+futur — We love getting your letters. Send it here: The Futur c/o Chris Do 1702 Olympic Blvd. Santa Monica, CA 90404 USA — OUR AFFILIATE LINKS Webflow: http://bit.ly/2EbET9l Retro Supply Co.: http://bit.ly/2GW8gzR Skillshare: https://goo.gl/YCo2uT Amazon: http://bit.ly/thefuturishere Creative Market: https://goo.gl/g4jlTE Design Cuts: http://bit.ly/2GSsAR3 Epidemic Sound: https://bit.ly/2T647tR Bring Your Own Laptop Tutorials: byol.me/thefutur By making a purchase through any of our affiliate links, we receive a very small commission at no extra cost to you. This helps us on our mission to provide quality education to you. Thank you. — 🎙 Futur Podcast: https://thefutur.com/podcast/ ✍️ Futur Blog: https://thefutur.com/blog/Jose Caballer: http://bit.ly/josecaballerTwitter Chris Do: http://bit.ly/theChrisDoTwitter Purchase a CORE Kit: http://bit.ly/COREKit === *By making a purchase through any of our affiliate links, we receive a very small commission at no extra cost to you. This helps us on our mission to provide quality education to you. Thank you.
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Text Comments (57)
MrDovanele (20 days ago)
very old school look :D
Edwin Anthony (2 months ago)
Great video. I would like to know what happens when the client says "Ok $15,000 to make $150,000....what guarantees that the 15k will get me 150k?...and what happens if I invest and I dont see 150k...what happens then?" How can we reply to this statement? Meaning that they connect to your analogy but what if they want to hold you against it? Or what if they say "How about you design this for us and whatever we earn in revenue, we will split 20% of the earnings with you?" Personally I wouldnt commit to that because then its like youre in bed with them and too many people involved etc. idk.
Edwin Anthony (2 months ago)
Interesting. So the discount must be served before the analogy presented. So that if questioned we can counter.
The Futur (2 months ago)
It’s discounted for uncertainty.
Sonia Lange (3 months ago)
Thanks for this episode! I'm trying to figure out how many ideas/proposals do you pitch for one project? To get a motion design job, do you need three ideas or just one?
The Futur (3 months ago)
When we started we pitched many. As we got better we pitched one.
Richard Messi (4 months ago)
Hey guys.. great content. I really appreciate this as we can use this knowledge and wisdom you share to grow our businesses. But it also makes me wonder why do you share your success secrets out loud on the internet ? As a beginner graphic designer I personally look up to you guys but from the business point of view, isn't this going to lead to more competition for your own company ? just curious...
Richard Messi (4 months ago)
+The Futur I will comment back on this thread the day I accomplish my goal and share my side of knowledge. Thanks for everything.
The Futur (4 months ago)
1. we don't believe in a zero sum game, where if someone else wins, we lose. there's plenty to go around. we adopt an abundance mindset vs. scarcity mindset (which is destructive and leads to hoarding vs. sharing). 2. we don't compete with people. we compete against ourselves. so we need to continue to grow and expand. by giving away our "best secrets" it forces us to continue to innovate and not rest on old ideas/techinques. 3. watch this video. it might help explain it: https://youtu.be/A_1ssFWLyvM
Samyak Agarkar (5 months ago)
Sir. As much as I love watching your videos, I have to tell you this. 20,30,40 minutes is too long for me to watch a video. 5-8 minutes summary would help me (and many others like me) a lot. "The Process" has covered many interesting and useful topics in depth. I want to watch them but time constraints come in. It would help a lot if you could summarize these videos. Thanks . Much love ❤️
The Futur (5 months ago)
We have cutdowns.
intcomaz (6 months ago)
What hosting do you recommend for freelancers and agencies?
Pradeep Fahrenheit (1 year ago)
Hi Mr. Chris can u plz upload videos with real-time example how to close a sale
The Futur (1 year ago)
i think we have a few already.
Ana Marcu (1 year ago)
Can you actually guarantee to people that their sales will increase 5 times what they spend just by what you do? Can you prove that your work alone has brought those kind of sales? I find that businesses are a group of factors from CEO personality, brand, mission ...to team collaboration that have an impact on how well a business does. How can you measure the value of what you do?
The Futur (1 year ago)
you don't. you ask them what goals they want to accomplish. ask them how will they get there. ask them how much revenue it will create. then work on a solution with them. you can't promise certain results unless you are running the ad campaign and have control over the sales page.
Anoos St. (1 year ago)
U ware young Chris :p
The Futur (1 year ago)
yes i was.
Smita Dalvi (1 year ago)
"close the sale" is it depend on Pre -sales activities?
Deepest Blue (1 year ago)
This was excellent gentlemen. It was the kind of video that got better the longer I listened to it. I appreciate the 2 perspectives of how things are explained. José tends to talk about more mature relationships (dinner with design heads, very Hollywood, LOL) and Chris (thankfully) brings the conversation back to earth for people who are less business savvy (Midwest, small town). But both opinions are essential. You folks are singlehandedly changing the design business and doing much more than the other design consultants I have been following are currently doing. Their prices seem to be out of reach for this same information. The one phrase that immediately came to mind is "All boats rise with the tide". You are pushing the basic design business into the 21st century - finally! A BIG Thank you!
Deepest Blue (1 year ago)
Honored to have you folks as mentors. BTW - The correct quote folks is "Rising tides lift all boats" and the guys at The Futur are definitely raising the design business tide. Be well.
The Futur (1 year ago)
Deepest Blue happy to be a part of your journey. 🙏
Joshua Van Hal (2 years ago)
can you quantify the value of identity for business?
Heidi Helm (2 years ago)
My business is in the field of commercial interior design and although it is not exactly the same as your, these videos are giving me so much insight into what it takes to work with bigger players in the industry. I am really excited about putting this knowledge into practice to build my business. I am feeling the excitement of striving towards bigger goals and that is something I've been missing for a while. Thank you!!
The Futur (2 years ago)
beautiful. heidi, my area of expertise is in design and facilitation. the application of the principles are broad.
philinit (2 years ago)
Thank you so much for these videos. I run a small company with my two partners with 10 employees and these tips and insides that you guys are giving are just amazing. I truly believe that it will save us a lot of the time wasted and headaches that has lead us to the good but hard road to where we are today. We are currently binge watching your videos and implementing many of your techniques. So thanks again and please let us know if there is anything we can do to support your channel and vision. Sincerely Phillip
The Futur (2 years ago)
hi. phil. many ways to support us: write us a testimonial or better yet, record one. send me a copy of your favorite book. buy something from the store. But most importantly, just keep watching!
KaraokeKoder (2 years ago)
that contrasting technique is really important, I think it will also be helpful for knowing how much to bid
The Futur (2 years ago)
KaraokeKoder yes.
Adam Fiala (2 years ago)
Thanks for this! great information.
Eric Martinez (3 years ago)
Love your program guys. I just added Chris on LinkedIn. Thank you!!!
Nathan Chen (3 years ago)
From one of my referral clients, i was able to break down the payments and the process together. 1. 40% down for brand definition 2. 40% down for developing product 3. 10% for launch This way the client can leave the process at anytime they feel comfortable. This has worked for me, but is there any cautions I should watch out for?
The Futur (3 years ago)
+Nathaniel McConnell Love that you are able to do this. The big thing is to start positioning yourself as a strategic thinker and charge for it. If you are doing this well, you will have more work than you can ever handle. You should consider looking into our kits that will walk you through the entire process. Learn more at: www.theskoolrocks.com
ryan minard (3 years ago)
35:25 mark amazing tip and advice
The Futur (3 years ago)
+ryan minored Thanks Ryan.
Mohammed Ali (3 years ago)
Did i miss it or did Jose not demonstrate his favourite 'no competition' close? I was interested in hearing about it.
LMLTV (3 years ago)
I know I left that one comment on that one video about the audio, but wow! So glad I found this channel. AMAZING!
The Futur (3 years ago)
Woot! Welcome. Hope it's the not the Nick Cage version of the National Treasure.
LMLTV (3 years ago)
+The Skool Network I feel like I found a national treasure! GOOD STUFF! And practical. I like when Jose and Chris just feed off of each other. They have great complementary personalities! 
The Futur (3 years ago)
+LMLTV Glad you hung around. We're always working on tightening up our show.
SKYWALKER (3 years ago)
Really informative, worth my time. Kudos to both of you and the people behind the show.
Jose Caballer (3 years ago)
Aimee Guzman (5 years ago)
Jose what was the question that people/clients never ask you in an interview that you mentioned in the Access is Power episode?
Jose Caballer (5 years ago)
"If the sky opened and your deity of choice gave you the perfect partner who would that be?" 
Remi Stardust (5 years ago)
Aeron chairs, always aeron chairs... I even notice them in TV shows!
Martin O'Connor (5 years ago)
If you can't talk money with your clients...bam. Shows I watched to the end and glad I did.
Bryan J - 360 BRAND (5 years ago)
+Martin O'Connor I agree, sometimes in those "off topic" comments a gold nugget gets uncovered or it leads to an idea for another segment.
Martin O'Connor (5 years ago)
+Chris Do Oh man, for me I love the dynamics. The evolution of the conversation is what makes this educational, applicable, and entertaining. Your ability to keep focus while Jose wagon wheels from the conversation is exceptional for me. The new look is also such a plus. Multiple angles, simplicity, and stripping it down to the messengers is awesome. I love that the only color we see is the links to more info, twitters, whatever. Don't change it man. To quote a band you might be familiar with..RKL- Your show helps me "keep a grin, and think positive." And then there is Bad Brains PMA, but that is for another time.
Chris Do (5 years ago)
Thanks for watching. It does seem to take us a little while to get in the flow.  Maybe we should cut  out the first 25 mins?
Stephen Calvillo (5 years ago)
Thanks guys! Much better audio. And the best info from this episode was the last 5 minutes. 
Chris Do (5 years ago)
What did you get from the last 5 mins?
Michael Thomas (5 years ago)
Thanks guys, really appreciate that you exist in this world!
Stephen Lee (5 years ago)
Awesome show guys...! I'm going to watch it again because you really gave a lot of valuable nuggets of information.
Edward McCready (5 years ago)
Great episode, really informative and inspiring. Thanks guys. The new look is really classy
altheg (5 years ago)
Where is the button for color?
Bryan J - 360 BRAND (5 years ago)
I like it in monochrome, it removes distractions.
Chris Do (5 years ago)
it's a new show. new look.

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