I took my dog to the vet to get spayed the other day.
The week prior when I called, I got a masterclass in selling your services.
As I explained what I needed, one of the first things they asked me was, “Is it a stray?” Our dog, Marley, is. A neighbor rescued her, but wasn’t able to take care of her, so we took her from him.
Because of that, the animal clinic gave us 40 bucks off.
That’s lesson #1.
The hook.
When I called I was just gathering information. I was going to call a couple clinics in the area, compare prices and then set an appointment with one. But, once they offered me that deal…
I just went with them.
A lot of the clinics probably offer similar discounts, but it was a surprise to me. And, gave me a compelling reason to just go with them right then and there and not hassle with calling around and comparing prices.
I was already “getting a good deal”.
Then, came the cross-sell.
“Has your dog had a rabies shot?”
Damn.
No.
I should do that, too.
Then, when I dropped her off for the appointment, I had to sign a surgical release. The clinic (brilliantly) mingled that release with the contract for their services and included 4 optional additions to the services.
Blood work to check for any problems.
Heartwork check.
Pain medication to take home after the surgery.
And, post-op laser therapy to help everything heal faster.
Two of which I opted for.
So, they took me from “just looking” and planning on comparing prices to not only a client, but one who opted for a cross-sell and two upsells. And, I appreciated and enjoyed every part of it.
Because they were all things I wanted.
All they had to do was ask.
And, of course, know their clients so well they knew exactly what additional services to offer and how to pitch them. But, here’s the big lesson I want you to take away from this. It’s an animal clinic.
A service that’s, frankly, kinda boring.
Been around forever.
Nothing super “secksy” or exciting to sell.
And, this stuff works to perfection for them. And, that’s the point. When it comes to selling your services, there’s very little new under the sun. You could be selling inter-galactic, hyper-transport beams…
Or sand.
What works… works.
You just have to know it and then apply it.
And, that’s what I teach you in my Beginner’s Guide to Freelance course. Those tried and true fundamentals that aren’t necessarily rocket surgery or some shiny, flashy, “brilliant” gimmick… but work no matter what services you offer.
And, we talk about hooks and cross-sells and upsells…
And, how to do them right.
Getting referrals.
Turning one-time clients into repeat clients.
Handling contracts and payments.
On and on and on.
Anyway, if you wanna learn those fundamentals, you can get access to the course for nothing over on SkillShare. As a teacher, I can give an *exclusive* 2-month free trial of the site. Just join the trial, take the course and cancel before the trial is up…
And, you never pay a penny.
Simple, simple.
In any case, link is here if you’re interested: https://johnmorrisonline.com/freelance
Later,
John
