Today, I want to share a personal story with you.
Last October, I was on a call with a client.
And we discussed his needs and my solution for over an hour.
In the end, he asked me for my rates.
Based on what he needed, I quoted him around 2400 dollars.
He was like, “Woah man, this is way too much, this is way out of my budget.
And I kept quiet. I did not say a single word.
It was awkward. But I kept my mouth shut.
Because whoever speaks first, loses.
And he spoke first.
After cutting down on a few things, I was able to land him for 1500 dollars.
What’s the lesson here?
Know when to speak and when to keep your mouth shut.
This will a lot of problems for you.
Silence is a powerful tool in sales.
Don’t view this as a lack of words. Instead, it’s a strategic tool.
If you learn to use it correctly, you will:
- Maintain composure and control over the negotiation.
- Learn more about the true thoughts or concerns of the client.
- Be able to give time to think and absorb the information
How to use silence correctly and effectively?
After Making an Offer:
Just like in my story, after you present your price or proposal, allow a moment of silence.
This lets the potential client consider the offer and often leads them to reveal objections or concerns that you can address.
When Faced with Objections:
Instead of rushing to counter objections, pause briefly.
This shows you are considering their point seriously and not just dismissing it, which can build respect and rapport.
During Negotiations:
Use silence to create a sense of contemplation.
It signals that you are thinking deeply about what is being discussed, which can encourage the other party to consider your position more carefully.
After Asking a Question:
Let the silence sit after asking a critical question.
This encourages the client to give a more thoughtful and detailed response.
Learn and implement the following framework:
- Improve your sales techniques to not only
- Close deals more effectively n
- Building stronger and more respectful relationships
Framework: Strategic Silence in Sales
Prepare
Knowing when you might employ silence is the key.
You do not want to be silent if a client is asking you a question.
There are times when you should speak.
And there are times when speaking goes against you.
There is no shortcut to this.
You will learn this on client calls.
Practice
Silence can feel uncomfortable.
Practice with colleagues or in less critical sales situations to get used to it.
I have a focus group of 5 friends. Where I experiment with all these things.
Observe
During conversations, pay attention to how clients respond to silence.
This can provide valuable insights into their decision-making process.
Adjust
Use silence flexibly.
If it seems to make the client uncomfortable to a counterproductive extent, reengage politely.
Remember, Balance is the key here. Don’t lose that.
I have realized that if you want to be successful, you must surround yourself with successful people.
You have to learn from them.
A man is an average of 5 people he meets daily.
So, it would help if you created your own small community.
These people will be the fuel to your rocket of success online.
A simple way to attract and retain a supportive group of people, you meet them.
There is no other way.
And when you meet them, you have to give them some value.
Just like a moth is attracted to light, humans are attracted to reward.
You can achieve all of this by hosting networking events online.
It can be either a small event with few people or a large seminar with thousands of people.
It depends on you.
You can go with an audio event, video event, or whatever you are comfortable with.
This is a powerful way to build and nurture a community.
Why host online networking events?
- Connect with people all over the world.
- Flexibility to choose to join via audio or video event.
- Attract people with shared interests or goals.
Here is a simple 5+ step process to create and host effective online networking events.
Define the Purpose
Start by clearly defining what you want to achieve.
Are you looking to connect with peers within a specific industry, share knowledge, or perhaps create a support group for freelancers?
Choose the Right Platform
Select a platform that suits the style of your event.
For intimate audio discussions, platforms like Clubhouse or a simple group call may work.
For larger, more interactive sessions, tools like Zoom or Microsoft Teams can be effective.
Plan the Event Structure
Decide on the format.
Will it be a free-flowing conversation, a structured Q&A, or a series of short presentations?
For smaller events, consider more intimate formats that encourage everyone to speak.
Promote Selectively
For small events, personally invite members who would benefit most from the discussion.
For larger events, use social media, email newsletters, and community forums to attract a broader audience.
Facilitate Engagement
As the host, your role is to guide the conversation and ensure everyone has a chance to contribute.
Prepare some discussion starters or questions in advance to keep the conversation flowing.
Follow Up
After the event, send a thank you message and a summary of the key points discussed.
Encourage ongoing communication through social media groups or a dedicated forum to keep the network active.
Now, as always, here is a framework to help you host successful online networking events.
Create valuable opportunities for people to connect, learn, and grow together.
This reinforces your position as a key player within your community network.
Framework: Small-Scale Online Networking
Freelancers and agency owners benefit the most from small-scale online events.
They require much less work and they are easy to host.
Here is the framework.
Preparation
First, clearly define the goal of the event—
whether it’s
- Sharing industry insights
- Offering support
- Facilitating introductions
Then, choose a platform that fits the event’s size and style.
- For audio-only events, consider using Discord or Clubhouse.
- For video, Zoom or Google Meet might be more appropriate.
- You can also host audio or video events on LinkedIn or Twitter.
Finally, curate your guest list to include individuals who will benefit most from interacting with each other.
Consider their backgrounds, interests, and what they could contribute to the conversation.
Execution
You will be the moderator of the event. So you will dictate how things will go.
Start the event with a brief introduction, explaining the purpose and the structure.
This sets the tone and clarifies expectations.
Pro tip: Use a semi-structured format with pre-prepared questions to guide the discussion and ensure it remains focused and engaging.
Include polls, breakout rooms, or Q&A sessions to increase interaction. This helps participants feel more involved and valued.
In my experience, Q&A works best.
Keep the event concise.
Aim for about 30-90 minutes to maintain energy and focus without overwhelming participants.
I prefer 30 minutes to be more than enough.
Post-Event:
This is where the real magic happens.
You do not want to miss this.
Once the event is over, send out a follow-up email.
It should have:
- A brief survey or a feedback form to gather insights on what participants found valuable and areas for improvement.
- Provide a summary of the discussion, key takeaways, and any resources or links that were mentioned.
Invite participants to a dedicated online space for further discussion and networking.
This could be a Slack channel, a LinkedIn group, or another suitable platform.
Now, if you will excuse me, I have a lot of things to write for you.
Our weekly issue is due soon and I have a lot of pending work.
See you tomorrow.
