The Business of Freelancing, Episode 39: Sean D’Souza on Why Clients Buy (Part 2)

By Brennan Dunn

Today I have part two of my interview with the amazing Sean D’Souza. We needed to go deeper into the 7 bag framework that Sean’s developed that covers the 7 objectives that need to happen prior to a successful sale. In this interview, we dove deeper into all of this.

I really wanted to get his perspectives on how to use the principles that were so foundational for my own businesses and tailor them to people like you: freelancers and consultants.

More and more companies are making the same fundamental mistake that’s hindering their sales and keeping them from moving up in the charts. But what mistake is that, exactly?

One of the most important aspects of sales is knowing how to listen to your customers and speak to them in a language that they’re familiar with, and more importantly, that they can relate to.

Episode highlights:

  • How to optimize your sales so they’re more attractive to customers
  • How to uncover the customer’s problem and it use it to your advantage
  • How to use Sean’s “Yes-Yes” sale method
  • What you should be paying closer attention to when it comes to your customers
  • How to establish your business credibility

When you create a product, it’s because you have a solution to a problem. When someone asks you why you created that product isn’t when you start talking about the wonderful solution you came up with. It’s your perfect chance to present the problem and explain why you have the best solution.  

“It’s not just about bringing up the problem, it’s bringing up the consequences of not dealing with that problem.”

We wrap up the episode while talking about having multiple pages, the importance of testimonials, and the reason why you’re not getting more customers.

If you liked today’s podcast, please leave a review for the show in iTunes.  Your reviews are what keep me up-to-date on how to improve the show so you can have the best listening experience possible.

Be sure to join us next week for another awesome episode, joined by the talented Julia Kelly.

It’s almost the new year — have you thought about your health care?

I know first-hand what it’s like to deal with getting health care when you’re self-employed. Before I went to work for myself, I’d never had to worry about insurance, it was covered for me. But when I did go out solo, I had to figure out how to get insurance, which wasn’t hard when it was just me. A lot of plans were tailored for larger companies than my solo shop. I ended up hiring a broker and shopping around for weeks until I found something that was affordable and would actually work for my family and I. Hopefully you haven’t had a similar experience, but with the way signing up health insurance goes, I wouldn’t be surprised if you had!

Luckily, Stride Health is changing the game. They instantly compare every available health plan to help freelancers find their perfect match, factoring in prescriptions and favorite doctors. You can sign up for a plan in 10 minutes (that’s 90 minutes faster than healthcare.gov!). And from what I’ve been told, they save their members over $400 a year on health insurance by helping them pick the right plan.

Check out Stride Health at http://stridehealth.com/double. From there you can create your free account and find the perfect plan for you and your family. Even if you already have health insurance, create an account and add your plan to get access to all kinds of year-round savings, like prescription discounts and tools that unlock your health plan’s free benefits. You’ll also get a personal support team for any of your health insurance questions.