September 29, 20247 min irakurketa

⚔️ 8 Proven Strategies to Win High-Paying Clients Effortlessly · The Bunker #102

Hi friend 👋🏻!

A Newsletter in which we talk about UX Design and the Freelance Journey, dedicated to those who are starting out in both worlds and who feel identified.

From The Bunker, we accompany you on the way.

Until relatively recently, I managed to close a deal for almost €10,000 with a client for a web project.

For some, this might sound surprising, but the truth is that 3 out of 4 clients usually accept almost all of my proposals from the start. I propose a budget and timelines, and I rarely have to negotiate or lower prices. The client sees the value from the beginning.

The most interesting thing is that those €10,000 represent more than half of what I could earn in six months with my full-time job.

Are you interested in knowing how I achieved it? Stay until the end and I'll tell you.

Closing a project: A well-thought-out negotiation

The first thing we need to understand is that closing a project or negotiation with a client is not simply selling, but a strategic negotiation. What we are doing is convincing the client to buy our services, and for this, we must approach the conversation in an intelligent and structured way.

Here lies an important key:

Features explain.
Benefits sell.

In other words, instead of telling the client: "I make websites," we should say: "I propose a comprehensive web strategy that will effectively boost your business."

This way, we shift the focus of our proposal, transforming the conversation from the technical aspects to the real impact it will have on their business.

1. Social impact from the first moment

From the first contact, whether through your portfolio, landing page, or any communication channel, it's essential to show social proof such as testimonials or case studies. This has an immediate effect on the potential client's trust.

Imagine a client lands on your website and the first thing they see are comments from other satisfied clients, sharing how you've helped them solve similar problems. This considerably reduces the barrier of distrust.

Social proof is powerful because it turns external people into ambassadors for your work, and that directly influences purchasing decisions.

2. Responsibility as the axis of negotiation

Many clients tend to focus solely on money, but a good professional knows that the real conversation should revolve around the solution.

Two key points on this topic:

If a client focuses too much on price, that can be a warning sign. If their only concern is to reduce the cost as much as possible, they probably don't really value the solution you're offering. They might not be the right client for you.
On the contrary, a good client will be willing to pay what's necessary to obtain a quality solution. A client with a long-term vision knows that a good solution has a price, and will be willing to assume that cost because they know it will provide lasting value.

The amount of responsibility you take on and the ability to explain how you can assume it are key factors in successfully closing a deal.

3. Simplify the options

Giving too many options can paralyze the client. The reality is that most clients don't know exactly what they want or how to solve it, therefore, they can't correctly decide between multiple technical options.

Instead of offering a wide menu of possibilities, provide a unique and specific solution, one that seems tailor-made for their particular problem. By simplifying the choice, you eliminate indecision and guide the client towards the perfect solution.

What really works is saying: "This is the problem you have, and this is the best solution." With this, you make the client trust your judgment and see your proposal as the only logical option.

4. The "cinema menu" technique

The cinema menu technique is an approach that seeks to create an offer so irresistible that the client can't say no.

Alex Hormozi calls it "the grand slam offer", it should be a proposal that seems foolish not to accept. How do you do it? By adding so much value to the offer that the client feels they're getting much more than they're paying for.

For example, instead of simply offering a website, you could include six months of support, SEO optimization, or additional improvements that together exponentially elevate the perceived value.

5. Appeal to emotions

Purchasing decisions are, for the most part, emotional. As a service provider, your job is to make the client feel the urgency to solve their problem.

It's not about exaggerating the problem, but about making them see the possible consequences of not solving it properly.

If you manage to land that feeling of need in the client, the sale will be almost automatic. The key is to make them aware of the impact your solution will have on their business or life.

6. Position yourself as the solution

Your goal is for the client to see you as the only person capable of solving their problem. And more importantly: make them feel that the solution is so simple and clear that they only need to pay for you to take care of the rest.

A client is looking for security, and you can provide it if you manage to make them understand that with you everything will be easier, faster, and more effective.

7. Focus on them, not on you

One of the most common mistakes is talking too much about yourself. Instead, what you should do is ask much more. Ask the client questions to better understand why they've contacted you, what they really need, and what problems they're trying to solve.

The more you understand about their situation, the better you can adapt your solution to meet their specific needs. Remember: every client wants to feel understood.

8. Create a referral program

Once you've finished a project with a client, don't miss the opportunity to mention your referral program to them.

A satisfied client who recommends you to their acquaintances is already a "warm" client, which means that the trust barrier has already been largely overcome.

Having a referral system will not only help you get more clients, but those clients will come already convinced of the value you offer.

Think about it this way: when someone recommends a psychologist or a doctor to you, you're much more likely to trust them than if you find them searching on the internet.

Until next time,

Jordi Espinosa.

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