Getting Clients to YES
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- Опубликовано: 19 сен 2018
- Do you have trouble dealing with difficult clients? In this video, we show you how to overcome your client's objections so you can get them to YES.
Ben Burns and Chris Do go over ways of getting a client to get over their fear of committing so they can get to yes.
0:33 - Get Clients to Commit
2:00 - Embrace Objections. Problem Solve Solutions
2:15 - Clients are not your enemy
2:24 - 3 Outcomes to any potential client interaction
2:43 - What is the ask?
3:06 - Answer by asking
3:33 - De-Risk the Situation for your client
3:57 - Listen. Don't come with pre-baked conclusions
4:46 - Make it clear the absurdity of the request
5:00 - Surface objections and empathize
5:29 - Be an advocate for your client
5:32 - Show empathy through understanding
5:43 - Remove expectations. Just be helpful
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Host- Chris Do
Cinematography- Ricky Lucas
Live Editor- Erica Pead
Editor- Ricky Lucas
Futur Theme Music - Adam Sanborne www.adamsanborne.com
Typefaces: Futura, Din, Helvetica Neue
Futur theme song- Adam Sanborne
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*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.
0:26 Got 2 seconds?
Chris:No
The End
for me that is always how it goes lol
LMAO! I snorted when I read that. Sheesh
Haha.
Time is money.
Ben: Got 2 Seconds?
Chris: You see all these cameras in here, you know I got 2 seconds.
Chris's communication skills are so cool.
Yeah especially when myself and probably many others are used to self-consciousness and beating around the bush. Looking forward to tomorrow's stream btw!
Thank you.
I have to watch this video 4 more times! There's so much gold in this!! Thank you!
Thanks Henry.
I am a simple man, i see a "futur" video.. i like it.
me 2
@@JamieBeau me 3
@@Atoom1990 me 4
dont forget to practice it
Me 5
" Remove expectations, just be helpful" - This should be among my top 3 quotes of the year!! Thanks Chris!
Lean in with empathy and then say *Bleep* 😅 But for real, Futur content game is on point!
I was laughing at that too :D
Downloaded for offline viewing before client meets. Thank you Chris and Ben
Clear the uncertainty, find the root of their fear to move forward. Easier said than done. I believe you have to practice this a lot before really understanding how to navigate and guide clients to feel clear and certain about your process to see the value you offer. These were great points. Coming from a place of empathy I am learning is key to giving them this assurance but also making them talk and let you know what they need beyond the designs.
It took me some time to realize, that you are probably beeping out the real sum of money. For some reason, every time it did BEEP, I imagined the word "shitload". :D :D
Haha.
15k
150k
it was 500k actually
@@Hollyweed1 wtf. 500k????????
People are working hard and getting rewarded every day
The futur is an amazing example of that broooooo
This is a neat interaction. I want to see more. I want to see what Ben actually thought and did afterward. I see it's just slightly too staged off the top and bottom. BUT good stuff. Good info. Just want to see more of the authentic story.
I love Chris, how you look at things both from analytical / business and also empathetic point of view, it's rare.. your words are gold
Thank you.
I'm a fan big fan of the 'role playing' style in this video. I like all your content, but this was more engaging than usual (to me, at least). As always thanks for the great work!
Was in a Facebook group this morning and people were having very negative emotional reactions to clients who try to get best deals possible. I refered them to your youtube channel to really find out what the word SALES mean. These people would really benefit from your approach, wisdom and experience.
Oh I like that last part of No expectations, usually is the expectation that's getting in the way of wanting to be helpful to the client, it will water down all empathy ... I feel
Happiness is reality minus expectations.
Joe Chan, thanks ... That was a beautiful pointer and an important one actually. Thanks for putting it here for others also to realise. I for one am honestly grateful 💗🙏
@@swetabhushan798 I benefited a lot from Futur myself :) :) w
@@JoeChanTV I agree... We all have. Thanks to the whole Team of The Futur for giving us this gem of a channel 💝
Man i love videos like this keep them coming! Another game changer!
Pure gold. I started reading the Win Without Pitching Manifesto, and my ''futur'' starts to be brighter than before. Is it crazy to say that, not being a graphic designer AT ALL, this tools greatly improved my way through clients? Maybe craft beer isn't far away from the creative solutions you provide. Great content as always! Love you guys.
Crazy like a fox.
I love how he speaks. Eloquent and educated.
thank you so much for putting this quality of content! I really appreciate your efforts guys!
Glad you enjoy it!
This is really helpful. Thank you, Chris.
Lots of Chris' remarks remind me of negotiation techniques shared in "Never Split The DIfference". I strongly recommend that read!
Exactly what I was thinking!
You can see the Win Without Pitching Manifesto in the background, channeling its message right into Mr. Do's skull.
Simply brilliant.
Good luck fellow bearded man.
I really like his tone when speaking. I can understand why client's are proactively listening.
Man after being responsible for getting new client work at a design agency, this video is super helpful. So much in here that freelancers can pull from.
So glad I found your channel! Learning so much and I am going to invest into your courses! I can't image the gold in those !
Yay!!
Very useful, thank U !
I believe this is the most important b2b video I have seen regarding client relationship
empathy empathy empathy
clients are not enemy
ask to get clear crystal idea
.
great tips guys
I love this men!! #NoHOMO
If you can notice how much value have in only 6 minutes. Its impossible to not subscribe to this channel.
Chris's cap and t-shirt are perfect combo. :)
Big score.. thanks for sharing homes
this video was straight to the point, so informative. Thanks ^_^
Great video! Thank you!
Thanks AJ.
Ben Burns I'm doing great Ben, thank you! Hoping the same for you sir.
Very good advice. Loved that you took out the words that would have caused me to click off. Thanks!
Great content. Great music too wooh!
I'm hoping that Ben closes this deal!
I got a meeting next monday, and I'm going to use the tips in this video to make sure I'll get a YES!
Update: I got my YES!
pure genius.
Love the video, had to watch it two times though. The music made me totally anxious and nervous. I imagine that was quite the opposite feeling the video was supposed to do. Love you channel guys!
Thanks for sharing. We are small but we deal with the same struggles of overcoming client objections to close a deal. Thanks for sharing!
Love this, but ooh - so wanted to know the outcome of Ben’s call... #alwaysleavethemwantingmore 😆
That Beep thing) Great as always.
That was all Ricky.
Letting clients come to you is the best way so far...chasing clients makes you seem needy and desperate in 2018 they use that advantage to waste your time and frustrate you.
I totally agree ive never chased my clients!
Build an amazing inbound game.
100% - inbound approach puts you in the driving seat from the start. Probably won't win them all but you're in a better position.
Gold!!!!
This was so intense! Was this also before you read Chris Voss? "How am I supposed to do that" is such a powerful question.
Yes. I only read never split the difference a few months ago.
You guys should upload in upscaled 1440p. You can just use the normal 1080p final export, and export that again in 1440p. You will then get a 1440p video with 1080p footage. Now why would you do that you may ask, well 1440p on RUclips has waay higher of a bitrate than 1080p. This makes the video quality so much crisper, sharper, and les artifacted. You should really just try it for one video. The incredible high value of your videos should reflect in the playback quality.
Wow, thx, i'll try it... when I upload a video. hehe
Luckily for us Chris just happened to be in the other room with two professional cameras on him, lighting setup and dressed set 😏. Jokes aside, great info as usual! One can only marvel at the production quality of all these videos, both in content as in execution. V
The cameras are always on.
True statement by Ben
Now that's commitment!
We have cameras everywhere. Even when I don’t want them around.
@@thefutur Then you need a re-brand as the Chrisdashians
4:33 I totally agree @The Futur but unfortunately I do not work for clients like these period. I explained to clients using a different example. clients that expect free work are trying to score a free ball . It stems from disrespect. its like going into a Ferrari dealership and expect to walk out with 10 vehicles without paying a cent.
Good luck Ben
I think I went back and forth on this video around 4 times just to register this in my brain. XD
Apply. Rinse. Repeat.
that look at the end as he closes the door....:0
That *IS* a huge sum of money, what kind of project is that? That a big fish right there. I hope it worked out and great content as always!
Thanks. We only go big game hunting.
I have to tell you this. The starting scene is so dramatic guys. Pls dont that! We love the real things. Apart from that, contents are great. As usual
Your videos are goat tysm
You’re very welcome
So it’s all about asking the questions, in hope they answer what we want them to say.
If you ask the right question your odds are very high
Good! :)
Am I considered a gold digger for watching thefutur's content many times ?
Haha. We call you a knowledge digger.
I asume you have read the book never split the difference ;) nice one
Yes. Since this video. Yes.
I just recently came across your channel and I just finished watching the lectures video about pricing and starting your own design biz. (That is like watching almost two hours of your content. This is the third one. Haha). I then visited the Blind website and I see the services from branding, digital, motion, etc. which really inspired me to move forward with our idea. We are 3 on my team and we are trying to build our own creative agency/company. My question is, how do you able to get clients? If we do approach their company, who are exactly do we look for when we visit them? Do we have to build like a kit to show them our services and do a proposal to them?
Study what you want to become.
The Futur Thank you!! By the way, I believe that Chris is coming to Cebu, Philippines to do a workshop and I am from Cebu! I registered to the workshop already and I can't wait to meet you guys!! 💖💖
Mans a genius
I wouldn't have the balls to hire Cris. He's too good
The music had to be so good as if the content wasn't diamond already
Golden
I wonder what Chris Do thinks of Apple’s design failure the “notch”
This isjust a 5 minutes talk. Image the value of a day working with these guys! Wow.
I see 3 books in the back. One is the "Win without pitching manifesto". Do you mind sharing the other 2 books? I'm curious.
Going to need a little help. I’m sitting in front of a bookshelf.
@@thefutur I'm sorry. Yes you are, but you have 3 books pinned to the wall rightsight the shelf. You can see them in the center of the picture of this video. They seem to be special, because you present them right next to THE manifesto.
Staenley The one on the left is a piece of artwork, the middle one is a book call Chairman by Tibor Kalman - check our instagram story - we show Chris' office - you might like.
That’s a big **dolphin noises** number!
So, how did the client react to your strategy and rephrasing?
Save to Favorites
Client: “I am unsure, we have been burned in the past.” Negotiator: “What exactly is your ask?”
My question is you do really good work that's worth what you charge, buh after the client hears what you charge they say okay "I'll let you know" not all of them buh most of them, how do I go about the For Logo I typically charge somewhere between 100 to 300 most of them agree to this range. When I hit on a price like; can you do 150 for this piece , they go by I'll let you know. Pls how do I go round this?
I know this was a while back now, but how'd the call go!?
My target audience is small businesses, 1-10 people, how are you supposed to get their interested these days, now that with the GDPR laws I'm assuming you aren;t able to cold call people out of the yellow page any longer? I'm most likely going to be using facebook ads, handing out leaflets in town, an actively updated blog with useful information, but to me this isn't targeted enough, I need to business of small business owners, how do I target them without breaking privacy laws now?? Do I just say screw it and call/email people with bad looking ads online/in print and hope I don't get reported or what? Thank you guys for all your incredible invaluable information. This is the year I am going to push myself to become a graphic designer, something I've wanted since I was 12 or 13 years old but never pushed myself enough to realise that passion.
That sounds like a BLEEPIN' truck load of money. Best of luck. Follow up and debrief of the call would be appreciated.
It bleeping was.
I also always have some cameras set up in my office for some spontaneous advicegiving. Just my office is actually my living room and my girlfriend (which i live with) often just doesnt even care about my opinion, which is fine ... I guess
I'm interested to know the outcome.
*Half a million dollars*
1 BILLION DOLLARS! hehe
Perfect!!.. What happened next?
C'mon now, i got faith in Mr. Ben Burns...
They never had it, so they could never lose it. With this approach you help the client choose one of the three options. So either way, you serve the client and regardless of what they choose you gain trust!
"we are on the same side"
"this guy cares"
that is what it seems like maybe 80-90% of Chris' sales advice comes down to. i'm always somehow finding more videos to watch but this isn't the first time it's surprised me that Chris doesn't just yell, "CARE. ABOUT. THE CLIENT."
if people just legitimately cared, it feels like these questions and approaches just naturally flow from that. greed repels gains but it seems to be the factor that is most preached toward in sales coaching which leads to this loop.
Lol the intro
Chris Do! Why dont you close the deal??
How did it resolve?
As a business owner, how do you deal with losing a bid with a client when you've invested a lot of free time in the initial stages of a negotiation? Whenever I begin a conversation with a potential client, that conversation and the time it takes to break down tasks, figure out what they need, provide them with a quote, documents and a plan to move forward etc etc is technically all my own time working for free right? There's a risk in the initial setup of a project and if they don't decide to work with you that's all time lost. Anyone have any suggestions on how to reduce this risk? Or is this more of a standard thing I need to just accept. :)
Bring up the price as soon as you understand the big goal and challenge. Price bracket early (ie. $10k-$20k, are you comfortable with that?), if they aren't figure out their objections or move on to another lead.
I’d recommend looking into the playlist with Melinda Livsey - Running a creative business.
One episode is about how you’re not paid for putting together a proposal and how not to over-invest yourself.
ruclips.net/p/PLzKJi2GjpkEFdDUEpVRrIPKsB1RSQ6P9W
Awesome thank you!
This is a no brainer.
People ! Just imagen if it was your business and how would you want someone to approach you with a sales pitch.
Other then that use the resources you have.
Awesome! what are some recipes your sales guy had to negotiate to move the needle? Example, often the pay as you go, anything else you are comfortable offering to help them put their feet in the water?
There's no specific go to script. Rather it's about listening, probing for objections, and overcoming them (if you're a good fit).
I appreciate that! curious on what are your go to battle tested options to offer so they are comfortable moving forward. That is since doing it for free is out of the conversation :D
The most common question I get asked by client is what guarantee can I give them that a website design or branding will increase their sales by X%. I’m stuck with this question at almost every pitch with client and having to watch clients walk away because I can’t seem to answer this one question.
How do I get them to sign up without committing to direct increase in sales results?
Watch episode with jonathan stark.
The Futur Watched the episode. Blown away with the amount of value that this episode delivered! By far one of the most valuable The Futur video I’ve watched. Got my answer and it was like finding the Holy Grail. Thank you so much for delivering such great contents. You guys are amazing! Can’t wait to try this in my next client meeting
Ben: meets back with client
Client: talks with Ben
Client: you had me at hello!
What happened? I need to know!
Ask Mr. Ben Burns.
Is there a follow-up video comming? Would love to see how you guys debriefing the situation.
@@mrbenburns Wishing you all the best! And thanks for sharing this experience with us! I learned something.
All you have to ask him if he knows Chris and he'll say yes
How did it go!?
2 million.
What if we could not be meeting client expectations,even though we could have done a better job
Clients are sometimes burnt by work and not by the money, How to face it?
I meant to say that they are exhausted by asking different people for the same project as they are not happy with the results
👍🏾👍🏾
I think the number was half a million dollars
Any advice for us architects ?
Don't do free sketches. Offer services a la carte instead of full service.
Why is everyone so nervous to talk about money
Emotional attachment.
People are afraid to negotiate
It’s the designers curse.
True
wats up my best yourtubers
Hello bob
AUugh ! What happened! It's a Cliffhanger! lol update?
I need to start making "offensive language money" like you guys...I will then know that I made it...lol
It’s called FU Money.
What did they say?
From when did you guys start having your background music too loud during speech ?
It was fine for me
We will keep an eye on it.