There is nothing more powerful than telling a client to shop around and get multiple quotes - I love doing it as it shows that you're confident that you have something to offer that the competition doesn't offer or they offer it at 3x the price, always works lol
It’s interesting-my approach is almost like: you can be my client if you are easy to work with. I definitely want as many clients as possible and very much appreciate their business, but I just don’t have time for peoples bs. Somehow this is lead to more and more people asking me I will work with them-no advertising-no marketing-almost all word of mouth or me approaching the client direct on phone or ftf
I remembered this yesterday from an earlier video and killed the engagement on a project. The prospect was being a bit too vague with the scope of what they wanted, and it was making it difficult to price. I asked why me (after they showed me some reference work of what they were looking for), because they obviously liked the work they showed me and they told me it wasn’t just me, they were shopping around. I recommended they go with another option then, because that wasn’t my specialty. It was pretty clear to me they were focused on price and I’m trying to separate myself from that market. I do photography, not design - but I find that the industry suffers from the same core problems. The difference is it seems to be behind the curve on the value revolution design is going through. I’m excited to get the jump on using these strategies more in my business.
I had a very similar situation not so long ago. I design t shirts, like a streetwear style and a client approached to me looking to get a couple t shirts for a project, they were the complete opposite from what I usually do and to be honest, pretty easy to do (really minimalist, just some random text on the t shirt) but I ended up just turning down the project, we never got to understand each other and it even tho it was easy for me to do the project, they just made it difficult because they didn't really know what they were looking for, other than "we just want it to be minimal"
This is just so timely. I've chased people and clients many times. I always end up feeling frustrated and questioning my capabilities and worth. From now on, I need to practice stepping back and maintain higher ground. Thanks a lot and I'm looking forward for more videos from you! :)
@Chrisdo In the book Never Split the Difference, Chris Voss says the only time to use a “why” question is when you are asking a proof of life question, which is “Why me?” To your point, it’s a great suggestion Jonathan Stark to ask that Why question. Just adding more support to your video. Thanks
@@thefutur completely agree. It’s all about tone. Not accusatory but, again as Chris Voss says, use your late night FM DJ voice and ask the question with indifference. I recommend anyone to practice it constantly when alone to get the tone right.
It’s all about HOW you say it… How something is said communicates one’s true intent…. People may struggle asking … “ Why “ as it may come across as confrontational… especially through txt. But if it’s said face to face with a tone of Curiosity,,,, intrigue mixed with the proper facial expressions 🙌 you unlock em Guru etc can share all the game & word wizardry in the world but if it’s not delivered correctly you’ll get it doesn’t work!! The solution is ROLE PLAY ROLE PLAY!! ❤ love it, get better at it & keep practicing Own it
@@sbug51 I would but in this case I've tried working with this person in the past & it feels like something is keeping us from working together.. I have to trust my gut on this.... Not worth pursuing ....
@@sbug51 follow-up -I saw a couple photos from the event & they looked great.. but I feel safe to assume budget was the client's concern & they probably got people to photograph for close to free...
Very wise words from a very wise man! Chris Do you are my favorite creator on this channel! Thank you all on the Futur for creating amazing content for us all to learn from!
I used to give discounts on my work in order to get clients. Now ( after they heard about me from others ) ... people promise me extras to work with me
How do you get to this point, or use this strategy, if people don’t know about you and you’re implementing cold outreach? I run a small digital agency helping hospitality brands see tangible results from their online marketing - and no one reaches out to us. We have to reach out to prospective clients to try and land meetings. It’s a nightmare but we have no other option. How can we make this more successful?
@@thefutur thanks for responding so fast! We use Linked In & Facebook groups mainly for our content/organic marketing. Nothing much paid as of yet, recently started testing Google Ads but that’s about it. We found most of our target market doesn’t respond to paid Ads on Facebook (for example).
not sure if this right or not, cold leads once they turn hot leads, start applying the question method? and also if we avoid asking "Why" according to Chris Voss (brilliant book) How will this benefit the company? What will happen if you take no action or it gets delayed? and finally, what made you think of me?
My creative agency is pretty established in 2 industries. Its easy to get those kind of clients, but its pretty niche and the client pool is becoming limited. Theres two other industries I’d really like to do some work in, but don’t have any related past work to show these kind of companies. I have a good opportunity to do work for a really respected company in one of these industries, but I’ll have to offer more competitive rates, and sell myself a bit harder to get them on board. However it will make getting other clients in this industry much easier to sell to. Should I use this company as a sacrificial portfolio builder, knowing that they will not recognize me as the high end agency in the future (because im discounting my rates)
You are talented & bring a lot to the plate.. Just explain even though you dont have the portfolio of like customers.. you would do all you can to provide an outstanding product & service to them... Dont sell yourself short - show them other work that showcases your abilities & Sensibilities.
not necessarily. what can you do to attract clients to you? can you provide a valuable resource? some kind of study, template or guide that people will want to have? then you can have a warm relationship vs. cold outreach.
How can this be applied if the context is I’m just starting out and therefore having to reach out to potential clients myself. If I’m the initiator isn’t cold calling by it’s nature going to undermine this approach?
I want to do SMMA and I have a burning question, Maybe someone can help me answer this question do you still do the retreat and follow without having something proper to show for it? As a starting business owner it doesn't really make sense in my head that you can make the client follow you when you don't have any testimonials to show for it
Ok then what's the difference between chasing a job for example and give the best you got ? I've heard many times SLOW DOWN. Ok but then what ? It's the craving we have to avoid ?
THIS CHANNEL IS REALLY GOOD FOR THIS KIND OF CONTENT BUT TALKING ABOUT GRAPHIC DESIGN... BETTER GO SOMEWHERE ELSE GUYS, IM BEING HONEST AND PLEASE DONT WASTE YOUR TIME LIKE MANY OF US WHO BELIEVED THAT WAY
Hi Chris, does the approach of 'not pursuing' apply when you are the one reaching out to people, would that initial cold email prevent me from retaining a higher ground?
Really? Simply copying& pasting of J.S.‘ content without adding adding any value makes this completely redundant. Also, having some basic understanding in sales and staging yourself as if you’re an expert doesn’t make you one. Any professional would outmaneuver you with both of his hands tied up behind his back in the blink of an eye, going like „WTF? The title could just as well be ‚No signature, no contract’”, like how can someone even do a whole video on something so fundamentally basic…? This is part of the pricing negotiation, which requires a desired product or service upfront; people who watch this are in a different situation and want to know how to get enough clients, even leads. It may help them to convert a few, but is not solving their initial challenge at all, as you should know perfectly well.
Lol... he has a successful business... his results speak for him knowing what he is doing. If it worked for him as basic as it is (according to you), it means it works and that's all that matters.
T Rockz, are you a sales professional? please advise us. I've run two 8 figure businesses. I can only speak about my experience. I've done live sales calls on Clubhouse and Twitter before, and I don't seem to have the results you predict. Blind.com $80m+ in revenue TheFutur.com over $10m in revenue I'm not saying I'm a sales "expert" but what I'm teaching works for me, and those that wish to learn it.
The majority of people have horrible mindsets and attitudes, thus making his ideologies out of reach. His advice requires a lot of personal development, which leads to professional growth.
There is nothing more powerful than telling a client to shop around and get multiple quotes - I love doing it as it shows that you're confident that you have something to offer that the competition doesn't offer or they offer it at 3x the price, always works lol
It’s interesting-my approach is almost like: you can be my client if you are easy to work with. I definitely want as many clients as possible and very much appreciate their business, but I just don’t have time for peoples bs. Somehow this is lead to more and more people asking me I will work with them-no advertising-no marketing-almost all word of mouth or me approaching the client direct on phone or ftf
It was not only great business advice but also an amazing dating advice, hehe.
right hahaha
Hhahaha I was just gonna say this. Great advice!
As a professional relationship coach, I can honestly say, don't use these questions for dating. 😂
I remembered this yesterday from an earlier video and killed the engagement on a project. The prospect was being a bit too vague with the scope of what they wanted, and it was making it difficult to price. I asked why me (after they showed me some reference work of what they were looking for), because they obviously liked the work they showed me and they told me it wasn’t just me, they were shopping around. I recommended they go with another option then, because that wasn’t my specialty. It was pretty clear to me they were focused on price and I’m trying to separate myself from that market.
I do photography, not design - but I find that the industry suffers from the same core problems. The difference is it seems to be behind the curve on the value revolution design is going through. I’m excited to get the jump on using these strategies more in my business.
Awesome growth & self awareness....
I had a very similar situation not so long ago. I design t shirts, like a streetwear style and a client approached to me looking to get a couple t shirts for a project, they were the complete opposite from what I usually do and to be honest, pretty easy to do (really minimalist, just some random text on the t shirt) but I ended up just turning down the project, we never got to understand each other and it even tho it was easy for me to do the project, they just made it difficult because they didn't really know what they were looking for, other than "we just want it to be minimal"
This is just so timely. I've chased people and clients many times. I always end up feeling frustrated and questioning my capabilities and worth. From now on, I need to practice stepping back and maintain higher ground. Thanks a lot and I'm looking forward for more videos from you! :)
I guess I have always been right by not chasing clients and I have never done that once, and great video by the way, very informative!
Glad it was helpful!
This 💯 so many times I've drained myself even with service providers that I'm adding value to. I'm learning to sit back now with a lot of people.
@Chrisdo In the book Never Split the Difference, Chris Voss says the only time to use a “why” question is when you are asking a proof of life question, which is “Why me?” To your point, it’s a great suggestion Jonathan Stark to ask that Why question. Just adding more support to your video. Thanks
Thank you. Your tone has to be spot on with a why question otherwise you can come across as accusatory
@@thefutur completely agree. It’s all about tone. Not accusatory but, again as Chris Voss says, use your late night FM DJ voice and ask the question with indifference. I recommend anyone to practice it constantly when alone to get the tone right.
It's important to distinguish if a person wants to work with you, so ask what they want not how they want things.
Darius tran, but then what would you say if they say "i just want something designed". its hard to unlock certain feelings.
@@PHlophe very true. some clients' demands are so frustrating
The wisdom is incredible.
I made that mistake this week...cringe..but I won't do that again...never split the difference is a phenomenal book
The more you love your decisions, the less you need others to love your decisions. ♡
True 👍
It’s all about HOW you say it…
How something is said communicates one’s true intent….
People may struggle asking … “ Why “ as it may come across as confrontational… especially through txt. But if it’s said face to face with a tone of Curiosity,,,, intrigue mixed with the proper facial expressions 🙌 you unlock em
Guru etc can share all the game & word wizardry in the world but if it’s not delivered correctly you’ll get it doesn’t work!!
The solution is ROLE PLAY ROLE PLAY!! ❤ love it, get better at it & keep practicing Own it
Thank you so much for this tips. btw i love the plants in your background.
Thank you. That's my monstera plant. Her name is Mailda which in inspired by The Professional.
This is fantastic - all the references from the books you shared are spot on and effective. Thank you!
Exactly what I am experiencing at this moment... I reached out, we chatted & then Silence.... I let it go.....
why not follow up?
@@sbug51 I would but in this case I've tried working with this person in the past & it feels like something is keeping us from working together.. I have to trust my gut on this.... Not worth pursuing ....
@@speliotis fair enough, gut feeling should always be trusted
@@sbug51 follow-up -I saw a couple photos from the event & they looked great.. but I feel safe to assume budget was the client's concern & they probably got people to photograph for close to free...
@@speliotis then you dodged a bullet, great job trusting your gut
This channel always opens my eyes and perspective 🧡🙏
Glad to hear Karla
A lot of gems in 4 minutes 💎💎💎thanks!
Glad to hear
Very wise words from a very wise man! Chris Do you are my favorite creator on this channel! Thank you all on the Futur for creating amazing content for us all to learn from!
Thank you very much
This is exactly what I needed to hear today
Thank you for this.
Just what I needed to hear today, gracias!
Still very relevant in 2023!
Amazing content as always!!!, Need more of these full videos plz!!!!!!!!!!!!!
We have 7 years worth.
Brilliant 👏🏽
is it a podcast episode, the one with Blair Enns?
If so, wld u please let us know which one? :)
Thanks :)
Thank you for sharing! Truly helpful reminder
You are so welcome!
So much information "inspiring"
Brilliant moves
I used to give discounts on my work in order to get clients. Now ( after they heard about me from others ) ... people promise me extras to work with me
please explain...
@@speliotis in short , after raising my prices I worried it would take many clients away , but instead they took it as the sign of high quality jobs.
Very interesting!
How do you get to this point, or use this strategy, if people don’t know about you and you’re implementing cold outreach?
I run a small digital agency helping hospitality brands see tangible results from their online marketing - and no one reaches out to us. We have to reach out to prospective clients to try and land meetings. It’s a nightmare but we have no other option.
How can we make this more successful?
what have you done for content marketing, organic and paid media?
@@thefutur thanks for responding so fast!
We use Linked In & Facebook groups mainly for our content/organic marketing. Nothing much paid as of yet, recently started testing Google Ads but that’s about it. We found most of our target market doesn’t respond to paid Ads on Facebook (for example).
@@jordanhughes3137 maybe try to run insta and tik tok ads aswell if you really wanna try something? :)
not sure if this right or not, cold leads once they turn hot leads, start applying the question method? and also if we avoid asking "Why" according to Chris Voss (brilliant book)
How will this benefit the company?
What will happen if you take no action or it gets delayed?
and finally, what made you think of me?
pure gold
Great insights! 👌
As much as I love your advice and the content of your videos, those stock footage sections just pull me out and cheapen the whole thing...
The video was cut off at the end before he finished.. where can I get remainder of video, or a video the expain this whole concept in more detail?
My creative agency is pretty established in 2 industries. Its easy to get those kind of clients, but its pretty niche and the client pool is becoming limited. Theres two other industries I’d really like to do some work in, but don’t have any related past work to show these kind of companies. I have a good opportunity to do work for a really respected company in one of these industries, but I’ll have to offer more competitive rates, and sell myself a bit harder to get them on board. However it will make getting other clients in this industry much easier to sell to. Should I use this company as a sacrificial portfolio builder, knowing that they will not recognize me as the high end agency in the future (because im discounting my rates)
You are talented & bring a lot to the plate.. Just explain even though you dont have the portfolio of like customers.. you would do all you can to provide an outstanding product & service to them... Dont sell yourself short - show them other work that showcases your abilities & Sensibilities.
@@speliotis exactly
Great, and on time for me!
But everyone begins chasing clients only, right?... I mean if I strt freelancing today, I will have to chase clients
not necessarily. what can you do to attract clients to you? can you provide a valuable resource? some kind of study, template or guide that people will want to have? then you can have a warm relationship vs. cold outreach.
@@thefutur thanks alot, you r really are the future❤
Does this mean we shouldn't follow up on clients . I mean it takes on average about 6-12 touch points to make a sale
Follow up. But don’t harass.
Is a follow up every three days harassment .
love it
Reality: "Why me?" "I dont know, you tell me"
I'm curious, was there anything you saw in our work, possibly heard about, or got you to take this call/mtg.? (see what they say)
Awesome 👏🏼
Pls make more not a designer but love the sales and general business seminar
more sales and business help?
@@thefutur yes sir👍🏽
How can this be applied if the context is I’m just starting out and therefore having to reach out to potential clients myself. If I’m the initiator isn’t cold calling by it’s nature going to undermine this approach?
Yes it is.
I want to do SMMA and I have a burning question, Maybe someone can help me answer this question
do you still do the retreat and follow without having something proper to show for it?
As a starting business owner it doesn't really make sense in my head that you can make the client follow you when you don't have any testimonials to show for it
Ok then what's the difference between chasing a job for example and give the best you got ? I've heard many times SLOW DOWN. Ok but then what ?
It's the craving we have to avoid ?
every client i got always said yes on the spot.
have you tried raising your price?
@@thefutur sry i meant to say every client that said yes always said yes on the spot. I never had to chase them. lol
Can you still ask "why me" if you approached the client instead of the client approaching you?
I've never done that so I don't know. seems like it would be out of place. but do what feels right and let me know.
Which are the top 5 books you would recommend Chris?
Check the link on my bio on social.
@@thefutur Thanks man
Talk no jutsu
Why me? Obviously I'm your most expensive option... :) 1:24
Instructions not clear...
I retreated and followed a girl...
Got arrested...
That’s a different retreat.
THIS CHANNEL IS REALLY GOOD FOR THIS KIND OF CONTENT BUT TALKING ABOUT GRAPHIC DESIGN... BETTER GO SOMEWHERE ELSE GUYS, IM BEING HONEST AND PLEASE DONT WASTE YOUR TIME LIKE MANY OF US WHO BELIEVED THAT WAY
Henry, what are you saying about graphic design?
@@thefutur Ha ha haaaa He is Trying The Walk Away Method. 🚶🏽♂️🚶🏽♂️🚶🏽♂️🏃🏾🏃🏾♂️🚶🏾
I suka vidionya....walaupun tidak mengerti dengan bahasanya♥️♥️♥️♥️🤔🤔
Hi Chris, does the approach of 'not pursuing' apply when you are the one reaching out to people, would that initial cold email prevent me from retaining a higher ground?
cold email is different. I don't like cold outreach myself, so I'm the wrong person to help with this.
so you wanna play hard to get?
Yes.
i think that's stupid dating advise because what if both parties are taking the half step back. you need to take this with a grain of salt.
Second
First
second
Really? Simply copying& pasting of J.S.‘ content without adding adding any value makes this completely redundant.
Also, having some basic understanding in sales and staging yourself as if you’re an expert doesn’t make you one.
Any professional would outmaneuver you with both of his hands tied up behind his back in the blink of an eye, going like „WTF? The title could just as well be ‚No signature, no contract’”, like how can someone even do a whole video on something so fundamentally basic…?
This is part of the pricing negotiation, which requires a desired product or service upfront; people who watch this are in a different situation and want to know how to get enough clients, even leads. It may help them to convert a few, but is not solving their initial challenge at all, as you should know perfectly well.
Lol... he has a successful business... his results speak for him knowing what he is doing. If it worked for him as basic as it is (according to you), it means it works and that's all that matters.
T Rockz, are you a sales professional? please advise us. I've run two 8 figure businesses. I can only speak about my experience. I've done live sales calls on Clubhouse and Twitter before, and I don't seem to have the results you predict.
Blind.com $80m+ in revenue
TheFutur.com over $10m in revenue
I'm not saying I'm a sales "expert" but what I'm teaching works for me, and those that wish to learn it.
This guy is so cheesy! And thinks so much of himself. His ideologies are in the clouds, and very unrealistic for majority of people.
Well he is good. And what he says actually does work.
It's really not lofty at all. It works, if you're good (valued)
Disagree... he's got great stuff if you're selling in a creative field
The majority of people have horrible mindsets and attitudes, thus making his ideologies out of reach. His advice requires a lot of personal development, which leads to professional growth.
I think you are either not into Business/Entrepreneurship/ or probably don't even know what you re typing at all.