How To Get Clients You Want To Work With (Role-play)
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- Опубликовано: 23 авг 2020
- Mo Ismail + Melinda Livsey asks for practical business advice on how to get clients you actually want to work with. How flexible should you be while not appearing to be desperate?
How To Nail The First Client Interaction
Greet them with awesome energy. Build rapport. Ask them what their objectives/goals are and why they're not doing it themselves to have better clarity. Ask them how they’d measure results (increase in sales). If it’s out of your control, ask what’s something you could measure (reach, CTR, views). Figure out their objections are from starting today and offer solutions based on their concerns. Bring up cost and make a package custom for them based off their solutions. Tell them what more you’d bring to the table versus just being hands. You're in it to build a relationship that gets results. Ask what would make this a homerun if it isn’t already.
Check Melinda and Mo out:
/ melindalivsey
/ moismai
3:19 - What makes for a good client
10:00 - Melinda x Mo’s Roleplay
25:00 - Chris x Melinda’s roleplay
38:00 - Mo’s breakdown of what Chris did right
59:00 - Melinda’s problem: Someone told her you shouldn’t get paid as much as a doctor
1:36:00 - The dream client you should look for
===
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Host: Chris Do
Content Director: Matthew Encina
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Thanks to everyone, especially Mo for being brave enough to be the 'bad example'.
Congratulations everyone! this discussion should be printed and pasted on the walls of any company that has a sales department. simple. it is pure gold. I have to stop the video to be able to notice the nuances.. the direction in which the discussion is going, even in Mo's case. Chris said that he spoke according to a script. If he says... I don't contradict him :) ... but for me it seemed natural. It seemed like experience. At Chris.. I was totally in a fog! A real ping pong match. A kind of Rambo in the jungle.. you don't know where he can appear in the next second.. GREAT CONTENT !!!!
I love how Chris breaks down words and ask's guests to elaborate and clarify what they mean when they use certain words. It helps build a better understanding of the topics, and puts the information into a better context. Great talk!
I totally agree! It also shows he's engaged and interested to really understand what they have to say.
Melinda: what are the types of results I can expect from this?
Mo: 100%
😆
THIS. CONTENT. IS. GOLD!
Guys more roleplays man, we need more roleplays generally in your videos. All kinds of situations during a sales meeting! The "When prices are too high role play" video you made - Was absolutely phenomenal. "I already have a guy doing it for me", "Why would I pick you", why this why that. Other ways on going about it those mentioned too. Do more of these roleplays in many different niches and industries
please
"Each one of us gets to decide the value of something based on our own world view" This sentence is pure diamond for me because it is not applicable in business only but in life as general . Yesterday when I talked to one of my friends telling him in order to me solve one of my problems I took decision to stop watching movies and series . He just saw this action from his perspective as I'm taking hard actions on my self but I see this action a Golden action I took in my life it saves me a lot of time and I used that time for watching your pure gold content which I enjoy more than Netflix and that gets me more Money which makes me happier than watching breaking bad . You don't know how much you having effect on my life Chris right now after my last call with my client after closing deal with my client I went to my brother and I told him That Chris do Stuff work . Next Step in my journey Will be purchasing your Paid contents but I will consume free one's first and Then I will get and support The great Futur work
Damn wish I heard this live. So good! Thank you The Futur
You’re very welcome
Brilliant as usual. Does anybody else practice role plays? I learned so much from practicing role plays with collegues: Just practice guys! Practice a lot. Don't overthink it. Get feedback. Listen and take notes. Follow your curiousity. Let your clients speak. It's almost like dancing a nice little Mambo. My client feedbacks sound like this: 'I compared you to other brand strategists. You were the only one, who truly understood me. Nobody asked the questions, you did. That made me think. I really need to work with you! And I don't care how, but I really must work with you.'
I've learned role playing from these vids, and man it def helps! Even it's just you, just practicing out loud helps! Sometimes I've went to a client's place early and just practiced in my car in the parking lot. It goes way smoother cuz you've already heard yourself say the words before so it's familiar.
@@jaypzl Absolutly! Great!
4:18 "Looking at this with anxious or eager eyes ..." and my mind goes: Hungry eyes, one look at you and I can't disguise
Thank you for creating and sharing!
Im still learning the business side of my company and Chris is really giving out such great info. I think what I suffer from and probably many others too is I overthink and overcomplicate the sales process. Like he said just ask them what are you looking for and what would make this a success for you and listen and go from there.
Yes, I love how Chris puts it. It is all about how you can assist and help the other person. You are actually helping them to get a better business or more clients so that potential client of yours NEEDS your services.
This was genuinely one of my favorite conversation you guys have ever posted. Amazing insight on real life interviews. I deal with these conversations almost on a daily basis. They could not be more spot on with their feedback. Thanks guys!
Mindblowing role play for the 36K problem! Blew me away! Thanks Chris Mo and Melinda
The way Chris turned the "just" against the client without being confrontational. Genius. #antijust
This was such a good video.. Wow..I'm in this place now where I'm trying to get/work with clients.. Thanks for this. Always love the helpful videos you all out out.. So very helpful!
I run a small start up marketing agency and the advice on how to qualify the need and budget of the client is gold in this one.
This Video is soooo 100% what ive needed! Because i do RUclips and Instagram, im very open minded whith creating and showing that im a creator. So many people see and hear what im up to. Thats why im getting a lot of Questions lately about whether im also offering Instagram Care and Managing the whole process. For now im very unsure about saying yes. Although im feeling great with my creativity and creating content for my accounts. Im not completely sure if its the same vibe what the client is looking for. So what was extremely helpful was: Moe telling what exactly he is offering for the price ( cutting, screen, posting, texting... blabla) that are things that im doing for myself. But still i need to learn to talk about this in the context of money earning. So thank u. Im in the middle of the Video and already satisfied :D Best polish wishes from Germany :*
Hello. Thanks for sharing.
I think I have switched from my casual Netflix to your RUclips Channel.
Grateful for all this content. Artists are not really exposed this knowledge on how to sell better and talk to clients.
What you are doing is great and I am a big FAN !!
I love the honesty of this channel. This is an amazing culture. I always appreciate the content.
Happy to hear that!
Your videos have helped me so much as someone who didn't go to art school but is trying to make it as a graphic designer!
Chris expects so much of Moe. Really asks the hard questions and has high expectations.
I used to think Chris was being too hard on some of his workers too. But the more I watch him the more I realize he is doing it to make them grow as a person and unlock their potential. I've noticed that he's harder on people that are already really good at what they do, such as Moe. But Moe is taking it well, I think Moe truly accepts Chris as a mentor, which is why I am jealous of this relationship. Would love to be in the shoes of Moe and be mentored by Chris. Such an honor.
@@psomas92 Truth
He’s also being hard on his team to help us a beginners to develops our skills
That fiver, upwork series sounds awesome! Can’t wait for you to break someone’s reality!
This guy has such a soothing energy... I love it, calms me down. Only watching as a meditation :) just listening to the conversation on the side as a company xD
Thanx Chris for this great Zig Ziglar quote: "If you do more than you're paid to do eventually you'll be paid more for what you do"
Mic drop! On this one! Unbelievable!!! Outstanding!
As always, a very great content with tons of value in the conversation that we can learn from. Hope oneday I could also involve in the conversation. For everyone who does involved in keeping this channel do all the good things thats really worth to spread of, you're all deserve more than an appreciation! Just want you guys know, there's someone who come from unpleasant circumstances, with no degrees or experiences, who want to make some changes with his cracked software in his pocket. He's now able to keep up a subscription plan, able to pivot some accounts from a crowdsourcing platform, onboard them directly with whole different context and kind of conversation. After almost 5 years learning from this channel. Knowing what to put on the table when having the moment to make the change. He's still not able to join in the pro group yet, but he already made more than what avarage people in his country made.. and make some tiny changes.. So keep up the good job! Will sure join the pro group ASAP 🤞 My warmest regards from Indonesia.
Best of luck.
U r guys are amazing! Thanks again for helping me out! Thanks for the video!
Love Melinda and Mo. Can't get enough of these folks! Melinda is a smartie and a cutie and Mo ain't too bad himself. ;) Love the content!
I love your content. I need to work on role play more to get comfortable talking to potential clients. Honestly, I need to land my first client. But, it will happen sooner or later. I am working on my website and some spec shoots to present to potential clients. I have seen so many of your videos and I am learning so much. Thank you for all that you do.
I've learned role playing from these vids, and man it def helps! Even it's just you, just practicing out loud helps! Sometimes I've went to a client's place early and just practiced in my car in the parking lot. It goes way smoother cuz you've already heard yourself say the words before so it's familiar.
I love this shit. I started as a graphic designer, and my company needed a production manager in a pinch. I still design, but nowhere near what I did previously. I worked in sales previously, and have university knowledge of graphic communication, digital design & production, management, and general business administration.
Pay isn’t the best, and people I love are trying to pursuance me to take another job in a field unrelated to what I love(because pay would be much better, and there aren’t many related positions in this current economic and social climate). I’m putting up with this depressing life while getting the “real word experience” in terms of years in the field to score a better position(many jobs require half a decade or more in industry experience). TL;DR: Keep pushing.
I spent 7 years moving up the corporate ladder and further and further away from the art/creative side of things. Money and prestige was great, but I was NOT HAPPY. I spent another 5 years trying to get into art depts only to be denied cuz I didn't have a good enough portfolio, so I had to settle for development positions (work that's between the art and production depts). Wasted A LOT OF TIME. At 40 years old, I finally yanked the bandaids off and just started creating art and going back to school. 45 now, and I'm finally doing what I want - painting murals, creating art, and taking on graphic design commissions. My point - if you ain't happy, yank the cord on that bs and take a chance on yourself. You'd be surprised on how strong you are to not let yourself (and your family) down. Do something that you can see yourself doing for the long haul.
Entire stream-valuable. I just need to say however at @ 44:03 Chris becomes Mr. Steal Yo' Girl and that had me rolling LOL
Haha
I love the conversation here. I might need to join the pro group just to enjoy these conversations more actively.
Moismai If only we can all meet safely in person 😭. Im just so eager to feel the group’s energy and passion in person, nothing beats that connection for me.
@@IMDANIELAUSTIN so true, especially among creatives
Awesome Chris thank you, I Learn a lot, mind set and really understand what we are doing is important to increase price
Thank you for this content! I have gone through so many of The Futur videos and gotten many pages of valuable notes and information for how I'm going to begin my freelancing in graphic design. I can see my future more clearly when I watch these. So thank you again, Chris, Matthew, Melinda, Ben, and the rest of the design crew for making these videos possible for people like me and in my same position just wanting to learn how to grow and properly be a great businesswoman and designer! I look forward to using these tactics in my own work and can't wait to begin making my own videos after finishing my portfolio to send to colleges this fall. I just finished watching Matthews Stylescape critique (which critique videos are great by the way) and I hope my addition of style scapes and a full brand identity break down, that I learned from the Hamilton Family Beer project, are going to be helpful in my portfolio moving forward. In the portfolio critique video, I didn't see much of stylescapes but I wonder If its a good addition because I noticed Matthew and professor were really interested in seeing more of the process in detail, or if that's just something to be left out when displaying these projects? Let me know what you think if this message even reaches someone on your busy team!
You're very welcome Lauren!
I'll leave this for @Matthew to answer.
@@thefutur Thank you!
On the note of needing money but getting more money and how to do it, I have a super simple appeasing great strategy. Been doing this for 13 years through my family company doing traditional media design strategy in print, signage, wraps and digital marketing. When a client is below my price point but I need food on the table, I simply push the customer to the most they can pay and then say "I normally don't do it for this price, so THIS time i'll do it, i'll take the project, but I'm going to show you my worth and on the next project it's going to be a bit more, and we'll slowly work to where I am at. If your not open to that, then this won't be a good fit."
Preparing a customer and reminding them at the end of the project that the next will be more, prepares them, and when they shop around, if you did a good job, you'll have a good rapor and they will pay more. Until they reach the most their willing to pay in totality and you outgrow them into new customers.
Slow and steady wins the race, build the trust. Who do people buy from? People they like. No one says I'm going to go give my money to the guy I don't like or the guy I don't know.
Onwards and upwards.
Does this work? or do you do the project for low and then move on to a client who can afford you?
At an 1 hour 37 minute mark, Chris just crushes it with the Wix / Squarespace response 😂😂😂😂 I’m ☠️☠️
After watching one or two videos of role play where Mo was quite agreeable as a client, I have to say that it was great to see him being more "combative" in this one, trying to give Cris a bit of a hard time so we could see how he deals with hard clients that are more disagreeable, so we can learn do to it as well. Awesome content as usual!
Melinda came through with the pressure. Good stuff!
As always, I learned a lot here. This was a good kick in the behind.
As always such great value
I love that Mo was upfront with pricing!
I've had this video up for weeks. I finally watched it and took notes. so informative.
I loved Chris' analogy of a relationship with clients. Find out what they want and match with what you can give.
I was confused by Melinda's remark at 51:54 To me, it would seem false to discuss the success that hasn't happened yet. I liked Chris response
Glad you watched it.
Am empowered for real. Am ver attentive in this class from Kenya
These are really low-key creative videos! They remind me a bit of Look Over My Shoulder by Victor Cheng for Management Consulting but applied for designers. Nice work.
Thanks
I'm glad I found your channel today man
In car sales, it was, ‘What’s your Best out the door price? I’m paying cash.’ And they usually had bad credit and never paid cash. After test driving several cars and not getting approved by the bank, ‘I need to sleep on it.’ Then a dream customer would come about Once a month.
Another comment I know it sounds weird but you have a level of confidence that I wish I reach to it one day and iam learning from you that thing too .
Your level of confidence makes me scared . Don't get me wrong now In my client and freelancer relationships IAM the one who leads the relation and the one is positioned as expert in his field but I have goal to reach such your level of confidence.
1:39:15 - I just ditched UpWork. Was on all their preferred lists and in contact with their agency team, pitching to some bigger clients...but was constantly being asked to submit creative pitches and continued to not win because we bid realistic prices and were being prevented from having meaningful conversations with the clients. Definitely goes against "The Win Without Pitching Manifesto" they push back hard on that platform. Not a pleasant environment to find clients from.
Love this content
you stolen my heart chris 🙌
I need to study this episode. Great content
Really enjoyed this!
Glad you enjoyed it!
Very Nice Tutorial
good one 😇😇❤❤
My pleasure for the "Beautiful People";)
Good stuff Chris Do...
love Jon Bellion!
48:20 - Married guy over here still taking notes. Love when the content applies in my work life and home life equally well.
Also, Mo adds great energy.
Its really hard to imagine this community without Chris. And I'm not even a Pro Memeber. Yet!!!!
Fabulous!
Best Thumbnails On RUclips! Change my mind🤝😏
Does anyone notice mo does a "Chris Do laugh" at 0:34 😂 the price of absorbing so much info from one person: you become them.
Everybody needs some Mo Do in their life👌🏽😎
Great content, great people
I'm here wearing my shades because MO is so bright 😎
Chris Do, can you create a video on how you take notes when interviewing and/or talking to clients? I'm not sure if you already have one but I couldn't find it. I think your process is so precise and well constructed.
let me see what I can do. sounds like some future content for sure.
Yes
This intro was lit, 😍
Whattup Waeez! Agreed!
This Video Really Created the Climax
I feel like Moe wasn’t prepared at all, and I felt Christ was way too pushy. I didn’t like how both wanted the client to “Feel comfortable” but still forced them into doing something the client didn’t really want. I feel like the client didn’t fully understand why not having the videos just edited down was effective enough. I feel like this would have been a lot stronger with illustrated case studies, and diagram of showing the work flow process.
I did like that Moe asked if the price range was ok, but I felt like it was too soon. Like as if he was trying to scare them off before he made a pitch as to why it’s worth the investment. It needed a build up so the client felt like every dollar was invested, and not just a random fee.
I did like that Chris how Chris asked about their goal and pointed out that he had no control over the sales. 👌
Thank you for the feedback
The fact that Mo loves Jon Bellion is the best thing ever
Thanks!
I've always knew Melinda was hard to get 🤩 😇
I HATED just being a pair of hands, a warm body, my life is worth so much more.
I think i'm in love with Melinda.
I have a question that I haven't heard addressed yet in any of the video's I've watched. Is it standard to take notes during a bidding discussion? I assume it's fine. Bullet points type stuff in a notebook makes sense to me. Also, this is a great resource, thanks for putting it out.
Take notes. It’s ideal.
Yes, always! Mark the date on your page and list who's in the mtg too!
Thanks
At 17:17 he does something Chris strongly advice against. He won. She agreed to proceed. But he kept "selling". (I'm writing this before hear Chris points on it).
9:10 Melinda has heard the word... with your host... Perd Hapley.
Chris, about the role-play with Melinda, you said in the debrief something to the effect of "tell me what your ideal date looks like, and I'll do that. If it's volume, I can do that."
I took that as "if the price is right, I'll do the work".
How important is it to be steadfast about the type of work you do, as you are about the price at which you do it?
With enough money and time anything can be done.
@@thefutur I can't disagree with that. My questions was more, should it be done?
this is epic :)
How to determine, how expensive the problem of my client is, if I don't have any numbers? Let's say my client is starting a new business and needs a website. | Love the role plays btw! :)
The value you bring to your client as a whole is more valuable than what a doctor can make charging single individuals, you can reach hundreds of thousands or make that much money or more to your client while doctors can only reach a single client at a time, in that sense, I don't see why you have to limit yourself to what a doctor makes, it makes no sense to me.
To expand a little about before people throw stones at me. The comparison above is 1 designer x 1 doctor, if we were talking about the whole body of doctors and comparing with designers, now, that's a very different thing.
DAAAAAAAAAAAAAAMN!!!!!...Chid Do can steal your cliente...AND YOUR GIRL!!!!!!!!...
. Хорошая работа.
I feel like the people who “determine the value” so low are people with all the time in the world
True. And likely they aren't our clients anyway.
1:29:30 WOW - mic drop!!
I would respond:
- I am actually your business's doctor!
I was actually designing 404 page as Chris mentioned it. Felt weird. 😂😅😲
teachers and basketball players!!! ; )
53:36 no, sorry Chris, I disagree. You are not being empathetic to what Melinda is saying, which matters more here since the premise of this role play is that you like her and are a fan of hers. She's right, and you did touch on it when you broke down all the extras that you offer in justifying your min price of $2500. She, the Client, just wanted to hear more of it - the value of it. And I believe she's right. she's counting on you to be the expert here, a friend, someone to guide her and show her the way. Clients at the $2K level are of course gonna react exactly as she did. they want the most for their money but not sure what that can mean. You have the right answers, but it isn't the one you're giving right here at this point.
1:20:07 I wonder if you asked the client - "if you don't achieve your goal, what would you lose." - I'm sure Chris has mentioned this in other videos, but that would get them to determine what's at stake and then you could help them to determine the value of what you are doing.
yes. what's the cost of doing nothing?
I would love to apply for the program that help people get out of Fiverr and Upwork. Could you please kindly direct me to the right place to apply?
👍🏾👍🏾✊🏾✊🏾
when working with a new prospective client.
and they ask you personal questions
such as:
where where you born,
whats your age,
ever been in jail,
are you married,
do you have any children, etc.
do you drink, or do drugs
or start with stories that are related to this.
if i answer or give a story they may take it to mean that its me and not a story or experiences.
how do you handle this.
especially if your uncomfortable talking about personal life.
I feel they may make a quick judgements based on here-say, other opinions based on culture.
and not get to know me as a professional trying to provide a service.
or
they say i dont know you..
then they proceed with the personal questions.
Find the problem, find the solution, find the client. 👍
43:36 - More of this.
I've watched certain parts of this video over and over and im really learning from it. But I got a few questions, please what's a deal memo? ( Timestamp: 35:20 )
Simple bullet point summary of terms you’ve agreed to.
@@thefutur Thank you very much for the clarification. Also, I'm familiar with invoices been given at the end of a project, after everything is done and cleared, I'm well aware of the dangers of that but how do you give an invoice at the beginning when there is a possibility that the scope of work may change over time? Does your invoice contain anything pertaining to possible change to the scope earlier agreed upon?
@@tioluwanielesho1448
Hi... Let's see if I can clear your doubt.
The initial quote is for the initial security deposit, that might be 25%, 50% or whatever.
The deal memo referred here is a contract that both of you (you and the client) agree upon.
The initial invoice or initial quote is just an idea of how much budget the project may need. Then if there are any changes in the future, that should be cleared out in that contract beforehand.
@@saranroy okayyy, so if I get you correctly, the full price isn't billed on the initial quote, just a percentage, and when the work is done. Another quote is issued for the outstanding deposit? (which may be more than what was initially budgeted depending on the project)
@@tioluwanielesho1448
You've got it right. The first deposit is for the designer's security, usually a non-refundable one. When the work is over, you send the client the invoice for the rest of the payment, which actually, should be close to what you've told the client earlier (if there was no extra work or project given by the client).
So yes, depending on the project it can be a bit low if you want, or a bit high, but you have to show your overall calculation (not necessarily the detailed one though) in your invoice, that how you got to that number.
WHERE CAN I BUY YOUR HAT? 💰
Deep
I usually dislike woman in these panels but not Melinda. Really like her here.
Why do you dislike women on panels?
You are a weirdo.