Here's the script that change everything for my freelancing business

The mindset:

Before we get into the "what to say", we need to fix the "how to think", This is 90% of the battle.
Your job isn't to push a product; it's to diagnose a problem. You should be listening, asking intelligent questions, and determining if you're even the right person to help them. If a doctor listened to your symptoms for 30 seconds and immediately tried to sell you on a specific surgery, you'd run. Don't be that person.
In the first half of the call, the client should be doing 80% of the talking. If you're talking more than them, you're pitching, not discovering. You're losing.
You don't need this client. You are evaluating them just as much as they are evaluating you. Think of it like a first date. You're not trying to force a second date from the moment you sit down. You're genuinely trying to see if there's a connection and if you're compatible for a long-term relationship.
Do not read this word-for-word. Reading makes you sound like a robot and breaks all trust.

在我们进入“说什么”之前，我们需要解决“如何思考”，这是90%的战斗。你的工作不是推销产品；这是为了诊断问题。你应该倾听，提出明智的问题，并确定你是否是帮助他们的合适人选。如果医生听了你30秒的症状，并立即试图向你推销一种特定的手术，你就会逃跑。别做那种人。在通话的前半段，客户应该完成80%的通话。如果你说的比他们多，你是在投球，而不是在发现。你输了。你不需要这个客户。你对他们的评价和他们对你的评价一样多。把它想象成第一次约会。从你坐下来的那一刻起，你就没有试图强迫第二次约会。你真的想看看是否有联系，以及你是否适合长期关系。不要逐字逐句地读这个。阅读让你听起来像个机器人，打破了所有的信任。

2.Preparation:

Good prep is going to be the source of your confidence.Knowing your questions and your offer ahead of time frees up your mental energy to actively listen.

2.1:

Go through the steps below and write down 3-5 specific questions for each section.

完成以下步骤，并为每个部分写下3-5个具体问题。

2.2 EXTREMELY IMPORTANT:

Prepare 1-3 clear service packages with prices. Even if you won't be able to pitch a productized service, this will help you quickly and without hesitation answer ANY questions regarding your pricing(e.g. "I've done similar projects for around $4000). This makes you look like someone who's been doing this for years, is a professional and even allows you to close the deal on the call instead of letting the momentum die with a "let me get back to you with a proposal."

准备1-3个清晰的服务套餐，并注明价格。即使您无法推销产品化服务，这也将帮助您快速、毫不犹豫地回答有关定价的任何问题（例如，“我做过类似的项目，价格约为4000美元）。这让您看起来像是一个多年来一直在做这件事的人，是一个专业人士，甚至可以让您在通话中完成交易，而不是让势头随着“让我给您一个建议”而消失。"

The biggest mistake most people make is to NOT talk about pricing. Talking about pricing massively speeds up the sales process, because prospects can either accept your offer immediately, decline it, or try a delay tactic.

大多数人犯的最大错误就是不谈论价格。谈论定价大大加快了销售过程，因为潜在客户可以立即接受你的报价，拒绝报价，或者尝试延迟策略。

If they accept - then great! If they decline or delay, you can ASK them why, and you'll find out a lot about the objections they have about working with you.

如果他们接受，那太好了！如果他们拒绝或拖延，你可以问他们为什么，你会发现他们对与你合作有很多反对意见。

3. The warm-up:

Spending 2-3 minutes on small talk shows you're a relaxed, normal person, which helps the prospect relax, too.

花2-3分钟在闲聊节目上，你是一个放松、正常的人，这也有助于潜在客户放松。

What to say: "I see you're based in Austin. I've heard great things about the food scene there." " I have no mention this, you picked the best Zoom background." "Glad we could connect before the weekend. Any exciting plans?"

该说什么：“我看到你住在奥斯汀。我听说那里的美食非常棒。”“我没有提到这一点，你选择了最好的Zoom背景。”“很高兴我们能在周末前联系上。有什么令人兴奋的计划吗？”

Then, transition and set the frame. This is crucial for taking control."Awesome! Well. I'm excited to chat. Should we dive right in?"(Wait for "yes"); "Great. So the way I usually run these calls is I'll start by asking a few questions to get a really clear picture of your business and what you're looking for. If it sounds like I can definitely help. I'll explain how I work. Sound good?"

然后，转换并设置框架。这对于控制至关重要。“太棒了！好吧。我很高兴能聊天。我们应该直接进去吗？”（等待“是”）；“太好了。所以我通常会先问几个问题，以真正清楚地了解你的业务和你在寻找什么。如果听起来我肯定能帮上忙。我会解释我是如何工作的。听起来不错吗？”

4.Discovery:

This is your "doctor" phase. Start broad and then go deep.

这是你的“医生”阶段。先宽后深。

If they reached out to you:

"So, to start, I'd love to hear what prompted you to book this call today? What's going on in your business?"

“所以，首先，我很想听听是什么促使你今天预订了这个电话？你的生意怎么样了？”

If you reached out to them:

"When I reached out, something in my message must have clicked. What was it that made you decide to take this call?"

“当我联系时，我的消息中一定有什么东西点击了。是什么让你决定接这个电话的？”

Now, shut up and listen. Take notes, After their initial answer, dig deeper with your prepared, service-specific questions.

现在，闭嘴，听我说。做笔记，在他们初步回答后，用你准备好的、针对特定服务的问题深入挖掘。

Pro-Tip:

If they give shot, unhelpful answers, use this: "Could you tell me a bit more about that?"

5.Their experience:

Are you taking to a seasoned pro or a total beginner?The answer dictates how you'll pitch later on and what kind of questions to ask.

你是选择经验丰富的专业人士还是完全的初学者？答案决定了你以后将如何投球，以及要问什么样的问题。

"Have you tackled this issue before? What worked or didn't work?"

“你以前处理过这个问题吗？什么有效或无效？”

"Have you worked with another freelancer or agency on this? what was that like?"

“你和其他自由职业者或机构合作过吗？那是什么感觉？”

This tells you what they value, what they hate, and what landmines to avoid. if the say their last designer was a "terrible communicator," you know to highlight your communication process in your pitch.

这告诉你他们看重什么，他们讨厌什么，以及应该避免什么地雷。如果他们说他们的上一个设计师是一个“糟糕的沟通者”，你知道在你的演讲中要突出你的沟通过程。

On the other hand if they tell you they've had 20 freelancers on this and that they all sucked, you should probably run away.

另一方面，如果他们告诉你他们有20个自由职业者，而且他们都很糟糕，你可能应该逃跑。

6.Defining success:

This is where you move from their problems to their aspirations.

"Okay, let's fast forward 6 months. if we were to work together on this, what would need to have happened for you to feel like this was a huge success?"

“好吧，让我们快进6个月。如果我们要在这方面共同努力，需要发生什么才能让你觉得这是一个巨大的成功？”

"What would achieving [their goal] actually do for your business? why is this a priority right now?"

“实现（他们的目标）对你的业务有什么实际意义？为什么现在这是一个优先事项？”

When they answer this, they are literally selling themselves on the value of your service. Write down their exact words.

当他们回答这个问题时，他们实际上是在推销你的服务价值。写下他们确切的单词。

7.Uncovering roadblocks:

Why their problem still exists.This is the bridge to your pitch.

为什么他们的问题仍然存在。这是通往你球场的桥梁。

"So you're looking to achieve [their goal], What's held you back from getting this done on your own so far?"

“所以你正在寻求实现（他们的目标），到目前为止，是什么阻碍了你自己完成这项工作？”