Fast-Track Your Clients: How to Get Quick Decisions Without High Pressure

In the world of freelance service providers, it's a common scenario: you have a fantastic discovery call with a potential client, only to hear them say, "I need to think about it." Not knowing how to get people to make decisions quickly, without high-pressure tactics, can be a challenge. Today we explore a method that ensures timely decisions and higher conversion rates, all while preserving the client’s comfort.

Topics Covered In This Episode:

1. Decision Fatigue: Understand that decision fatigue is real and affects your clients, making it harder for them to make quick decisions.
2. Fast Action Bonus: Implement a 48 to 72-hour signing bonus to motivate clients to make quicker decisions without feeling pressured.
3. Proposal Deadlines: Always include a deadline (e.g., 7 days) on your proposals to create a sense of urgency, but also protect your pricing.
4. Sales Mindset: Utilize a sales mindset to help clients make quicker decisions by providing incentives like fast action bonuses.
5. Follow-Up Strategy: Use the fast action bonus as a reason to follow up with potential clients, making follow-up feel natural rather than bothersome.
6. Simplicity in Bonuses: Offer bonuses that are easy to implement and don't add extra work for you (e.g., ad audits or graphic templates you already use).
7. Client Interaction: Offer the fast action bonus only to clients who say they need more time, ensuring it’s an extra incentive rather than a default offering.
   
   

Find the full show notes at:  https://brandimowles.com/234

Loved This Episode? Check Out More Here. ⬇️

CLICK HERE TO LEARN CRYSTAL’S JOURNEY TO FINDING AND LANDING HER DREAM CLIENTS

Additional Resources:

Are you looking to make more while working less? Register for my free webinar to learn how to have a 100K year with only 5 clients per month - CLICK HERE!

Ready to use this strategy and see an increase in your conversions? DM me on Instagram @brandimowles to tell me your fast-action bonus in your business!

Follow the Podcast: https://podcasts.apple.com/us/podcast/serve-scale-soar/id1477998650

Follow Brandi on Instagram: https://www.instagram.com/brandimowles

Follow Brandi on Facebook: https://www.facebook.com/Brandiandcompany

Transcript

Ep 234 - Fast-Track Your Clients: How to Get Quick Decisions Without High Pressure

===

Brandi: [00:00:00] Have you ever done a discovery call and you get to the end you tell them your prices you're super excited to work together and then they say I need to think about it and then you're left being like Okay, great. I'll follow up. And then either you never hear from them or maybe you hear from three months later and your prices have went up and you're just not sure like how to get people to move quicker, how to get them to make decisions.

Now that's what this episode's all about is how without using high pressure tactics, how to get people to make decisions one way or another. Now, if you're ready to get more conversions on your calls, move people to clients quicker. This episode's for you. So let's jump on in.

[00:01:00] Welcome back to another episode of the Serve Scale Soar podcast. My name is Brandi Mowles. I am your host and you are in the perfect place if you are ready to start growing scale, your freelance ad management business. And in all honesty, today's episode can work no matter if you're an ad manager A launch specialist, a podcast producer, whatever service you are offering.

If you implement this one thing, you can land more clients in a quicker time. Because this one thing can completely change the game for your conversion rate. I've seen it work not only in my own business, but on hundreds of students who have implemented this, and I say hundreds instead of thousands because not all of them are implementing this.

But the ones that do see results, and an episode that we just had with Crystal that will make sure to link up, she uses this to land clients quicker, to help them make decisions quicker. And [00:02:00] so we're specifically talking about when you're on a discovery call and you get to the end, you share your. I'm going to be talking about pricing and everything and you feel good.

They feel good. And you're like, great. Are you ready to get started? And they say, I need to think about it. And you're like, womp, womp. Like, how long do you need to think about it? And that's what we're thinking in our head, but we don't say that. So there's a few things that usually happen. Most. Service providers, most ad managers, they say, okay, great, I'll follow up with you.

And maybe they don't even say, I'll follow up with you. They say, great, you let me know , and then I'll send you a proposal. But the other flip side is that is some people say, great, take your time. I'll follow up with you. And then some of them have been in my programs, so they implement a deadline on their proposal.

So that does give a little bit of scarcity, but still. The deadline proposal gets into this little bit of gray spot. Is that really scarcity? Like, what if they come back after [00:03:00] that? And it's a great thing to have. I suggest everyone has proposals with deadlines. It's more about protecting you and your prices than anything, but how do we get people to really make decisions and move forward?

And first we have to talk about a little bit of how our brain works. This goes to sales psychology, but it's also anatomy. So, our brain actually uses up one third of all of our energy every single day. The brain Is the organ that uses the most calories that burns the most energy that burns the most calories.

And so that's why decision fatigue is such a real thing for people. The less decisions we have to make, the less energy our brain uses. And so our brain doesn't want to have to make decisions because it's conserving its energy. It's protecting itself. It's protecting us. But also with that being said, that's why we get to the end of the day And the most So I'm not going [00:04:00] to pick a specific one.

But I think that the number one thing that couples fought about topic with married couples is what's for dinner. Like true story. It's facts and that's because the decision fatigue, you've went all day making decisions. And then you get to the end of the day and you have to make another decision and no one wants to make that decision.

Not because you don't know what you want to eat, but because it's one more decision to make and just like with dinner We can plan for that decision to come up, just like that's why Steve Jobs wore the same thing every day. That's why Mark Zuckerberg wears the same thing. They're making less decisions with trivial things that have to be made.

Like, what's for dinner is very trivial. What to wear? Very trivial. However, hiring someone to work in your business is not so trivial. It takes more energy to make that decision then it does what's for dinner. So, we, that's why deadlines. Scarcity, things like that work when it [00:05:00] comes to sales, because it gives someone a timeframe of when they have to make a decision.

Because if the brain doesn't have that timeline, it's less likely to make decisions because people are already exhausted with decision making, decision fatigue. So how can we create a deadline that is true scarcity, that gets someone to make a decision quicker? That and it's a little bit more sexy than just an expiring proposal and that's where a 48 hour to 72 hour

I've actually implemented these in my service based business ever since I started my business. And that's because I knew coming from a sales background of selling a lot of skincare product, a lot of makeup, I knew that if I gave someone a right now bonus, Either in product sales, so if you purchase right there at that day, I had [00:06:00] bonuses for you.

Special pricing. But after you left, you didn't have that pricing anymore. Then with recruiting, I had bonuses. If you've booked in the next, if you became a consultant in the next 24 hours, you got X. So there's always some type of signing bonus, quick action bonus for products or recruitment. And so when I came into the online space, the service based business space, I knew that that was something I was going to implement because I had saw how it worked before.

And a lot of service providers aren't doing this because It's just not, it's so weird because it is common with other places. So even with your hairstylist, a lot of times if you book that appointment there, you're guaranteed your spot or some of them give you like free shampoo, free dry, because they want that booking right there.

But for some reason in the online service based space, this is like a foreign concept, but we see it with course creators. We see it with other businesses, but some [00:07:00] reason it's like taboo for us as freelancers to do this. But I want you to know it's not taboo. So if you're resisting putting this into place, you're just losing out on money.

You're losing out on booking more clients. You're going to lose those clients to other people. This isn't a scarcity mentality. It's just other people will do something that's more enticing that gets people to move. So if When you go buy a product, they're not afraid to do this. If you're booking your hair appointment, they're not afraid to do this.

If course creators, membership owners, they're not afraid to do it. Then why are you afraid to do this? And maybe you just don't know about it. Maybe you've never thought about it. But, I want you to get on board of being like, Okay, I can implement a fast action bonus. I got this. I understand the importance of it.

So now that we know that, what the big thing is that you can implement is a 48 hour to 72 hour signing bonus, fast action [00:08:00] bonus. What are some strategies? What are some things that you can actually offer? A lot of times I don't want to add more work to my job. Schedule my offerings. That's not what I'm the person who I want to make the most amount of money in the least amount of time Which is why I streamline things why I don't add a bunch of garbage that your clients really don't need That's not going to get them results.

I like kiss. Keep it simple, sweetie So with these these fast action, they're kiss. Keep it simple, sweetie One thing I do with every single client that's new is I do an ad audit I do it because it helps me as the ad manager make better decisions but I don't share that ad audit with my clients. I have a whole document.

We give you the template inside conversions for clients. We have a video that shows you how to do one, but it's not something I'm going to ever give my clients cause it's. Something for me. And most clients like, if they knew I did it, they'd probably want it. But most clients aren't sitting there. Can I have [00:09:00] the ad audit that you're doing?

And so with this, it's something I'm already doing. I don't typically give it to clients, but it's something that I can use. To give to clients. So we get to the discovery call They're like, hey, I need to think about it any more time I'm not ready to make that decision just yet and i'm gonna say great.

I totally understand One thing I can do as soon as we get off here. I'm gonna send you over a proposal That's gonna have everything we talked about today Plus my pricing packages and it will have a seven day deadline to make a decision. So that proposal is only good for seven days. After that it expires.

If you want to work together after that, you can reach out. I don't know if I'll have the spot available and I don't know if the pricing will be the same, but You still have that deadline for seven days, but then here's where the magic happens. But one thing I always do is we do have a decision maker bonus.

I call it a decision maker bonus. And if you decide [00:10:00] that within the next 48 hours, You want to work together, you sign your contract, you pay your invoice. What we'll do is I'm going to do a full ad audit on your account. I'm going to go through and look at everything that has happened since you've opened up your account.

I'm going to make sure everything's set up correctly. I'm going to do a deep dive in the creative, the copy. All that the campaigns, and then I'm going to have a full document. I'm going to create a loom and I'm going to send it over and you'll have that for your records. So you can watch that. You'll have a better understanding of what's worked in your ad account.

What hasn't, you can use that to also make decisions about messaging, emails, all that if you want. But. When you sign in the next 48 hours, you're gonna get that full deep dive ad audit from me as a bonus for making that decision. And so that's only for our decision makers that will go away after the 48 hours.

But just know your proposal's good for seven days, then I'm going, it gives me a reason to follow up. So then I get off and I send the proposal. I remind them [00:11:00] about the decision maker.

I'm going to send over an email and say, Hey, I just wanted to follow up with you, see if you had any other questions. And just a quick reminder that your 48 hour decision maker bonus is expiring tonight and that your proposal will expire on X date. Let me know if you have any questions. It gives you a reason to then follow up.

So what happens is people make decisions much quicker if they're going to work with you because people don't want to miss out on things. People do not want things taken away from them. People do not want things, like things that they can't have, they want more. And so when you have this bonus, it makes your offer more enticing.

They don't want to miss out on something. They're going to make the decision quicker. And here's the thing. Not everyone will take you up on it, but the people who do take you up on it, they are going to be quick decision makers. They're going to start working with you quicker. And those are the type [00:12:00] of clients I like to work with are decision makers.

So it just gives them a chance to make that decision a little bit quicker and not leave you hanging. And it gives you an opportunity for follow up, which sometimes is so hard for us. We're like, we don't want to bug anyone. Well, if you give a reason to follow up, then you can follow up. And then you also have a reason with the expiring proposal.

So on that day, you're going to follow up the day before you're going to follow up. And so your follow ups built in to these expiration, the scarcity. And so when you implement this. You can see your conversions go up, and even if they don't go up, what you'll find is you're not chasing people for as long.

They're making their decisions much quicker, which gets you moving quicker. I like quick decision makers. So, now think about, what is something you're already doing for a client? That could be a good 48 hour bonus. Another example is when I was doing social media content, I would do a full, um, I would give them graphic [00:13:00] templates.

So either Pinterest templates, Instagram templates, I would give them the Canva main file that I created. And so I would make them X amount of pen graphics or X amount of Instagram graphics, and then I would let them have those templates. But the thing is, I was pretty much reusing all the templates. For all the clients just changing out the colors to match their branding.

So it was simple. So think about KISS. Keep it simple, sweetie. Don't add on what you're not already doing. What things do you have that you could add as a 48 hour bonus that's not going to take more time out of you, but that can make it really enticing for a client. If you're in conversions for clients, drop them into the Facebook group and let's chat through them.

And so I just think that everyone should have a 48 hour, 72 hour bonus that they are offering whenever a client says, Hey, I need more time to think about it. Now, if a client says like, let's roll, give me the contract. [00:14:00] You're not offering the 48 hour bonus. This is only for people who say, I need to think about it.

And then you're going to offer it. So what we've talked about today is adding that 48 hour bonus, 72 hour bonus to get people to make decisions quicker without high pressure. We're also using this as a way for follow up. It gives us a reason to follow up. And if you want to hear about other people who have done this in real time, Like I said, we'll link up Crystal's episode.

She talks about how this has been really, really impactful for her. And she's charging 500 a month per client. So this isn't like just newbie status doing this. This is seasoned pros that are also using this strategy because we don't want to be chasing people. We want people to make decisions so we can either.

continue, like we can continue that relationship, get the contract signed, the invoice paid, or we can cut ties, move on, maybe follow up in 30 days, 60 days, 90 days. So that [00:15:00] is the power of the fast action bonus. I encourage you to implement one of these in your business, no matter if you're an ad manager, social media manager, a podcast manager, whatever service you're providing, you could add this to your business.

So if you're like, heck yeah, Brandi I'm going to do the dang thing, message me on Instagram. I'd love to hear what yours, your package is going to look like. What is your fast action bonus? And then if you are looking to start, grow or scale an ad management business, head to confidentadmanager. com and join us inside conversions for clients where we go deep.

On strategies, tips, tricks on starting growing and scaling a freelance ad management business and how to run ads from A to Z. Because my friend, this is the place where it happens. This is where those who are making moves are at. And if you need help on brainstorming a 48 hour bonus, this is the place to do it inside of conversions for clients.

So I hope to see [00:16:00] you inside and until next week, go out. Serve your clients, scale your business, and soar into the success you deserve.