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.
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.
The secrets to closing the sale - Zig Ziglar
Sales Dogs - Blair Singer
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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.
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...
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
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.
Much love ❤️
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?
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.
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!
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!!
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
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?
+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
+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.
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