Les 5 stratégies d’Alex Hormozi à adopter (et celles à jeter à la poubelle) si tu es freelance

I read all the books by Alex Hormozzi, including his last $100 million money model. And everyone agrees that these sales techniques are incredible for entrepreneurs. The problem is that not many people dare to say that some of these techniques don't work at all for freelancers. So in this episode, I decided to go back to the most emblematic techniques by Alex Hormozzi and tell you what you can keep for your freelancing activity and what you absolutely have to throw at the trash. And if you still don't know yourself and you wonder who this girl is that allows you to throw away techniques by Alex Hormozzi at the trash, well, I'm Flavie Prévo, I created LeBorn, which is the first podcast for freelancers and solopreneurs in France. I created the first incubator for solopreneurs. It's been 5 years that I've been working on all the methods to be a freelancer and a successful solopreneur. So I'm working on all the business models possible and all the techniques to see if they work on the solopreneur model. And the problem with Alex Hormozzi is that obviously he accompanies all the types of companies, sasses, sports rooms, companies that scale to more than 100 million. So be assured, I'm not going to throw away the big baby with the bin. But we will still check that these techniques work well if you are a solopreneur. Well, and it's not because he has big biscuits that we don't have the right to disagree with some of these techniques. By the way, stay with me until the end of this video because I have a small gift for you to offer. I created Hormozzi LeFri, who is a small IA agent who will take Hormozzi techniques and who adapts them to your business as a freelancer. Like that, you will be able to use all the advice I give you in this video and adapt them to your own business. In addition, it's free, come back at the end of the video to get the information. Let's go for the 5 Hormozzi advice to keep absolutely in freelancing. Well, the first thing that Alex Hormozzi has to keep absolutely in freelancing is the irresistible offer. The huge problem with freelancing is that you sell your time and you don't sell an offer. Selling your time is really a love-killer in freelancing because clients don't want to buy efforts from the seller. They want the result. For example, a client wants an internet site that converts. It doesn't matter how long you spend creating an internet site. So the first thing to do is to go to an offer for free or for the result. And in his $100 million offer, Hormozzi decors you with precision what you have to put in your offer so that it is comprehensible to the client and that it is good and that they sell. And that's gold for freelancers like for all types of entrepreneurs. It works really well, especially for the notion of sales of services. Because as long as you buy croquettes for dogs, well, we say okay, I buy croquettes. But when you buy consulting from a product manager, a fractionalized CMO, etc. it's more intangible, so it's even more difficult to perceive the value of his offer. Another advantage of creating an offer is that it's easier to reach your commercial goals. Imagine that you want to do 100k a year and that your offer is 10k. Well, it's easy, you have to find 10 clients. Whereas when you sell your time, it depends a little on the client. He's not here in August, we don't make more. In the end, he dumps you over the years, we don't make more. It's much more dangerous. So the offer in a Hormozzi way is validated. Second thing that we validate in the end, it's still in the same book. It's the equation of value according to Hormozzi. I show it to you on the screen. If you listen to us on podcasts, I advise you to follow my channel, "Le Borde Média" on YouTube, where I do a whole bunch of analysis, like that, videos, to decorticate the successful business models of the entrepreneurs. So what does Hormozzi say in the text with my fabulous American accent? It's "Increase the dream, decrease time, sacrifice and effort, and increase certainty." Imagine that this formula is like a fraction. You have a numerator at the top and a denominator at the bottom. So you will add things in the numerator. There, it's the dream, it's the certainty, that is to say the dream, the desire of the customer to buy your offer, but also the assurance that your offer will work. So the famous ROI, the proof of results. And at the bottom, at the denominator, there is a whole bunch of things that brake your customer, which prevent him from buying it. These are the purchase frictions. And there, I think you don't have to worry about the number of purchase frictions that you have. I'll take my example of croquettes. If I want croquettes, I go to a pet food site, I put the croquette in the basket and I buy it. Sometimes even on Amazon, it's in a click. Now, I would like you to put yourself in the skin of your customer and imagine everything he has to do. What is the course of the fighter before buying your offer? Sometimes you don't even have an internet site. When there is one, there is not even the price of your offer displayed. We don't even know what's in your offer sometimes because you do the offer on a scale, on two lives, at the end. Then you have to take an appointment in a calendar, you have to have it arranged. Finally, you have to discuss with yourself, then you have to send a invoice, then the customer has to pay. It's already seven steps, a lot of frictions everywhere. So that's unbearable. Even buyers of Bitubi want to buy it more easily today and more quickly. So it makes their work easier. Imagine that your offer is like a digital product. You have to have a place where you know what's in it, it's your sales page of your offer. You have to be able to pay it online. Why not put a strike link to use digital product sales tools to make your offer? You have to be able to reserve on a calendar the date of departure of the mission, for example. So all that, you can improve it in your back office to make your offer much easier to buy. Good, that's good. You took me away from the course of the fighter there for your customers. So we move on to the third technology Hormozie has kept. Improve your closing techniques in sales maintenance with your customers. Well, that's not in these books, but it's on all of its YouTube channels. Hormozie gives a lot of sales advice, closing. I've been a commercial director for Bitoubi and Bitouci environments for 13 years, so I can tell you that they don't talk nonsense. And that, overall, without having to make a PIDD in sales, it's going to give you the right material to criticize your customers' prospects. Because there is a huge flaw that you have, unless you are freelance. You think that when customers make an appointment to see you, that's good, it's in your pocket. Except that no, it's still a prospect at this stage. And if you don't manage to maintain it well, if you don't sell this magnificent offer that you just created, well, nothing will happen and you're going to waste your time, you're going to spend 1 hour in between, you're going to make you visit, and your customer is not going to concretize. And Hormozie, he has an unstoppable technique to close your customers, that is to say to concretize them in sales calls that work very well. These 5 types of questions to be asked in sales calls and I'll show them to you right away. Number 1, context. What do we do today? Why do you decide to take care of this subject now? A very powerful question to cut the crap and just talk directly to the customer, put him in the driver's seat instead of the passenger seat, make him an actor of this sales interview, he will tell you immediately what he is waiting for you. Question number 2, the pain. What are your biggest challenges regarding this subject? How much does it cost to have this kind of problem and not to solve them? There you want to qualify, but above all quantify in euros the pain of your customer. Third step, the desire, the famous dream. What will your situation look like if we solve this problem here, 12 months? What will it change for you to no longer have this problem? Fourth question, if a solution to remove this problem exists, would you be willing to invest? Or else what will you do? And fifth question, the qualification. What budget do you have at the resolution of this problem? Who will decide with you? What result do you really expect? When do you want to have these results? I'll let you put these questions in my words and have them under your eyes for your next sales interview with a prospect and I assure you that it will greatly help you to concretize this prospect in the future customer. Fourth technique of the big barbecue that I love, the lead magnet. Yes, yes, you want to see, it's also useful in freelance, it's not only in solopreneur. So a lead magnet is something free that you will offer to your prospect in exchange for an email that will leave or a contact that will record on your site. This is super used by solopreneurs or classic companies, but very often used by freelancers. Whereas frankly, when you're freelancing, you don't want to have calls with tourists. You don't want to spend your day publishing content and attracting clients who are not at all intascible. So the lead magnet is a very good filter. In addition, it reinforces your professionalism. So I really advise you to create this tool or this course or this free resource exactly aligned with the type of client you want to attract. There, the goal is not to have hundreds of thousands of downloads per month. It is only 10-12 people who download your document every month so that in size, there are 1, 2 or 3 who want to work with you. So the lead magnet in a homosy way is like a cake, except that you are just going to give it away, but you are not going to give the recipe of the cake. So typically, you will extract a first small problem that you could help the client to solve without giving him your whole solution, your whole offer. For example, if you are marketing director, CMO has shared you, you could create a small ROI simulator for marketing campaigns. It will not help the client to create marketing campaigns, it will just help them to measure the result and it will show that you are someone who is interested in the ROI, the result. So it will be rather interesting for your authority. If you are a ghostwriter, you can create a small GPT, so a small assistant, a small agent IA, who will help the client, for example, to make a diagnosis of the strength of his LinkedIn profile or to improve one of his posts. But we agree that it will not write all the strategy or write all his next posts. If you are a product manager in a startup, you can write the list of 10 errors that cost more than €500,000 when you build a product, for example. Once you have your lead magnet, the goal is to talk about it with regularity, about once a week, to generate hyper qualified traffic and create a prospecting base for you to never need to prospect cold. The last technique I love at Hormozie is social proof or customer testimonials. As they often say, "Proof is better than promise". The proof is stronger than the promise. Here, we really feel the guy who worked in the sports rooms or in the regimes, etc. since we can see it well before and after, the guy who has no muscles, who comes out hyper barraquette. Well, you will have to have the same degree of reassurance and confidence with your offer in freelance. So yes, I know, it's not easy because it's less visual. Often, especially when you do advice in a B2B environment, at least there are ways to create that. You can do client cases, you can do interviews, clients. Me, I did a few on my podcast. You can look a little at what it looks like. You can also build in public, that is to say, tell how your mission is going. You can collect clients' opinions. In short, there are a lot of ways to increase your social proof. And I assure you that this is really the best way to sell. Every time I publish a client case, I always have one or two people contacting me while saying, "I would like to have the same kind of result, or me too, I have such an activity. I would love to join the incubator as we do." By the way, Hormozzi, in his last book, gives a little tip for that. He created a small offer called "Win your money back". And actually, on this small offer that is not expensive, be careful, don't do that on a 30,000 euros corporate offer, for example 1,000 euros. Well, he will say to the client, "If you reach the goal with some constraints, for example, participating in a meeting with me, do a client case before and after, then I'll give you your money back." That can be an excellent way to build a portfolio, to build social proof. With that, you will collect social proof as muscular as Hormozzi. Well, I'm going to stop making jokes about these biscuits. And we will move on to the techniques that I strongly recommend you to use when you're in a relationship. The first thing we're going to put into the bubble if you're in a relationship is the ecosystem of offers that he offers to have in his last book, precisely "Money Model". He says that he needs 4 types of offers. A discovery offer, an upsell offer, a downsell offer, and a continuity offer. That is to say, an subscription, for example, or a membership. I don't care about this ecosystem, I myself use a ecosystem of this kind, because I'm a solopreneur, but it's an ecosystem that is very complicated for a too complicated frequency. I rather recommend the ecosystem of Daniel Priessley in this book that I love, "24 assets", which suggests having 4 types of offers, but simpler. A gift, the famous lead magnet. A discovery offer, product for prospect. So something not too expensive that a first customer who has never worked with you can accept, a bit like a no-brainer, for example, I don't know, 3,000 euros in corporate environment to do a first mission. Then you agree with the offer, so your heart, your freelance offer, and fourthly, your product for customers. That is to say, a product that you will only sell to your customers. So that's where we're going to put upsell, continuity, etc. but we put everything in a block. It's a lot easier when you're freelance, because otherwise, to put the dormitory ecosystem in place, you're going to need months and months, and you don't have time to lose in freelance to do all that. Second thing I don't like too much at Hormozie for freelancers, is the American guarantee. There, it's stuff like "satisfying" or "borrowing" or "I'll give you $5,000" if you're not satisfied with my offer, etc. For me, it's completely unadapted to freelancers for several reasons. Already, in the Bitubi environment, it's not too much. In fact, we don't care that you're borrowing me. What I want is to advance my project. If I'm in DRH, if I need to recruit, it's a super key business issue. So I don't want the mission to fail. So I don't want to guarantee that I'm satisfied with my job. I just want to advance my project or my website. Second, you spend time on missions. So it costs you money. It's not like you were selling a digital product, a PDF on the internet at $50, where it didn't cost you much except for the sale and commercialization time. So you can't borrow a client for a 10,000 euros mission, for example. So the alternative I'm offering you is to add service. It's kind of the guarantee of a good end. For example, satisfying where I add a coaching with your team until your team is operational on such a subject. For example, it's the guarantee that I bring to the bootcamp of the incubator solo-proner. I make sure that people reach the goals of the bootcamp. And I'm going to add coaching with them so that it's the case. Third thing in the trash, massive content. Your frills, your time, your money. You don't have an incredible strike force to create content all day long like hormones. I remind you that they invest more than $70,000 a month just for their content creation. I talked about it in this episode in Solonation Stories, where I told you a little bit about all their technical, commercial and marketing techniques. You don't have this money, you don't have tens of frills that work for you that can film you, upload your podcasts, etc. So if you're a freelancer, I advise you to create a minimum viable media to make you know, increase your authority and then, above all, don't take your whole day. What do I hear from there? Your Magnet or a newsletter to collect your prospects' contacts? A social network where you find your clients. For example, LinkedIn, clean, with a hyper-optimized profile, SEO, where you can find yourself. And a profile description with the good things in the right places. For example, your Magnet to collect emails. Your client case, precisely, your social proof to increase trust. And possibly, I don't know, your offer or your sales page or the link to your calendar. Once you have this minimum viable media, at least people who will fall on your profile will be reassured. And that's already not bad. And if you want, you can post about one post a week with a client case or your Magnet lead to strengthen your authority. And that will be largely enough if you're well positioned to find one, two, three or four clients per month that you need in freelancing. The fourth thing we forget about at Lormosi is the sales funnel. What they offer you is to have closers' armies, to make pubs everywhere, to get to know yourself and to scale over 100 million dollars. But like you, your freelancing, it's you who do the missions. You can't scale for the moment. You're not yet a solo entrepreneur. You're not selling digital products yet. So you don't need that. As I was saying earlier, you don't need thousands of clients to succeed in freelancing. If you have a good offer, very expensive, let's say 10,000 euros, you need a client per month to do your 100k a year. So I don't advise you to do pubs, to have closers, all that stuff. It's not at all suitable for freelancing. Even me, as a solo entrepreneur, I don't have a funnel that's that complicated. And I already make more than 350,000 euros a year. So what do I advise you to do as a sales funnel? It's the freelancing funnel. So a really minimalist funnel. No need for complicated tools and only three steps. The first step, the Magnet lead. So there, you get the customer's contact. Email, but it can also be Instagram, WhatsApp, if you do Bitcoin too. But your second step, write a message. So a private message on LinkedIn, an email as you want. Third step, a call with you. It's as simple as that. And that's what will bring you regularly future clients in your pipeline. A huge advantage is that you can take very simple tools to do that, even free. As for example, a Talib form, integrated on a Notion page to capture emails from your clients. And then, your email tool, for example Gmail, to write them emails and offer them dates. Eventually, a little calendar for the date. You will see something quite simple and minimalist in freelancing. The last thing we put in the trash, the bonus bullshit. The bonus is part of the Hormozie tactic to make your offer irresistible. So he's right, when the bonuses are well thought out, it can really incite to the purchase. But it's rarely the case in BitObi for a freelancing. Indeed, a decision maker, he's going to buy a freelancing mission to advance on his project. And it doesn't matter to have a PDF of 227 pages of advice on Instagram. He wants it, it's a community manager who manages Instagram at his place, okay? So I find that the bonuses that are often used by influencers, for example, people in online business are not at all adapted to BitObi. On the other hand, I found an idea of ​​a bonus that could work very well if you're a BitObi freelancer. You could offer something to the decision maker, to the buyer. I explain to myself. Imagine that you give LinkedIn training to employees of the company to help them be ambassadors of the brand. You're talking to the DRH, you made him a living to accompany all the collaborators of his team on LinkedIn, you can tell him if we work together there in the month of science decides this month. I also offer you a personal coaching on your profile of DRH on LinkedIn. And I'm going to help you become Top Voice RH where I'm going to help you increase your authority. I'm going to improve your profile, I'll help you create X Post on LinkedIn. Like that, you see, you give a bonus that really has a value for the person who has the power to decide to push your offer to buy it faster. So that, it really has an interest. So it's rather a bonus in prestation than a bonus in digital product. In fact, we're not going to lie to ourselves, the decision makers have other things to do than have a nm PDF in their mailbox. Thank you for watching this video. So already, I wanted to tell you that in LinkedIn, I offer you Hormozie Le Fri. The little agency that I built with all the Hormozie techniques. Adapt to freelancing businesses. Go for it, it's free. Make yourself happy and tell me what you think in the comments. And if you'd like to increase your freelancing business, exceed 100,000 euros a year and even start generating passive income that does not depend on the sale of your time, I gather all my techniques, all my templates and all the experts who can help you do that. In the Solopreneur incubator, I put you the link in the description of the episode, you know where to find me. Here, I don't have any sparradra, but I can assure you that with all that, I'm going to help you create an offering that will tear, to create your first scalable product, to create a media that will make you visible, that will inflate your authority and inflate your price and also create a community around you and a system or organization that will not crack in flight. Thank you very much for watching this video. Feel free to send it to the fanboys and girls of Hormozie who are also freelancers. And subscribe to my channel if you want other analysis and other advice to boost your solo business. Come on, say hi to the solos!