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Cold Call - Selling Digital Marketing Services

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Charlie Light demonstrates his process for cold calling a local business. Get the prospect interested in wanting to hear more, then gather data on their business. After you have created some interest, be ready with 3 to 5 qualifying questions to uncover the prospect's pain points. Once you've uncovered a pain point, you can start working on helping the prospect solve their problem.
Every decision maker has a few problems (usually 3 to 5) that they're actively looking to solve. If one of those problems can be solved by your product/service, then you're in luck. Make sure you present yourself and service confidently, and work towards an agreement with your prospect. But if your prospect isn't looking for your type of service, then all you can do is leave a positive impression and move on to the next call.
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Need help with Cold Calling? Visit our site prospectaim.com/

Опубликовано:

9 янв 2017

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Комментарии : 188

@claudeandreafrulla7766 3 года назад

I think that constructive criticism is really good and sometimes it is difficult to be opened about it. At the same time, I am tired of this era where people write books telling you how to do things but you never see them actually doing it. While Charlie may do something wrong (I don't know that actually) and of course there is room for improvement, as usual, he put himself in front of the camera showing you everything. Much respect!! If you want to teach him how to cold call, please, avoid writing a comment, and show us a video as he does.

@CharlieLight 3 года назад

Thanks Claude! This video is about 5 years old now, and I think I have improved quite a bit. But I have left this up because I want people to see my progression, and I think bad examples of cold calls can be learned from too

@dough715 2 года назад

I don’t know how far you were into your sales career 5 years ago but I thought this call was great. You handled their objections really well.

@LearningwithJS-ei3ci Год назад

This is bad? Really? I found it good man! It’s better than how I do it lol! I’m learning from this too! So thank you man! I wish you’d uploaded more !!!!!

@officialRobinson 7 лет назад

I'm struggling in getting a first client for the past few months but watching this video gives me an inspiration to not give up on getting clients

@DeaconChriss 6 лет назад

keep going don't give up

@CharlieLight 4 года назад

Have you gotten your first clients?

@epicdoge786 2 года назад

I think he be gave up 😤

@officialRobinson 2 года назад

@@epicdoge786 yeahh man cold call sucks but I discovered better ways now to closed clients without cold calls. It’s still a trial and error because what used to work few months ago doesn’t work few months later so I have to constantly adjust

@epicdoge786 2 года назад

@@officialRobinson ummm like?

@martincedell1495 5 лет назад

I feel like the most important thing is to get an OK-OK playing field with the customer first, as you are doing. By asking OPEN questions about business, customers, geography and marketing can really make you get a lot of information for what products you have is most suitable to the company's needs. A lot of your questions are closed but the guy seemed interested as you gave a carrot in that you had already helped someone in their field of business. Good job.

@CharlieLight 4 года назад

I agree - I should ask more questions that help me understand what their pain points are.

@Plu7ology 6 лет назад

"Would you have the capacity to handle the new clients ill be getting you?" When i worked sales support i heard the lead sales guy use this so often. Worked fairly well for him.

@CharlieLight 6 лет назад

Plu7ology yes I definitely like that line

@aleksandrfilimonov4639 7 лет назад

You have gotten so much better. Nice progress dude.

@charlielight7938 7 лет назад

Thank you!

@AshleeKiesling 4 месяца назад

OMG - I've been working for free for a week and a half with a commission only sales company in order to gain the skills to be able to get a real sales job. I just used this 2 times and on the 2nd try I got a YES. I just made $300 because of you! I was going to give up - my boss was even like woah what did you change? And I told him about this video. I just pray he signs the proposal. That's the last step.

@MakeMeEggs Месяц назад

Did he sign?

@andrewbreiter-wu 5 лет назад

Great flow from start to finish. You are very well trained on the phones.

@CharlieLight 5 лет назад

Thank you!

@johnnywalker4857 9 месяцев назад

I realize this video was posted six years ago, but just wanted to say that it was very generous of you to share a cold calling video with your subscribers. You had a quick one-two punch ready to overcome the initial objections and focused on uncovering and establishing a need first and then scheduling a second call to present your solution.

@mcbane2048 6 лет назад

Hey man, I just found your channel and this was the first video I watched. I subscribed right away - here’s why: I just changed industries from HR + Benefits sales into digital marketing. It’s a very different type of sales, I talk to a lot of small companies that don’t have a lot of revenue to throw around so many aren’t believers in marketing. This call was a great example that I got a lot of value from in terms of how to grasp the attention of the prospect in the first 15 seconds. Just wanted to say thanks, great content, I look forward to watching the rest of your videos and watching your development (and maybe stealing a word track or two).

@CharlieLight 6 лет назад

Spencer McSain thank you Spencer! Hopefully my videos can help you out

@fermunoz3838 Год назад

Ufff that "would you be able to handle that?" Part was beautiful

@paulargueta 5 лет назад

Thanks for sharing. Digital marketing & SEO work. Most people don't have the patience or take the time to learn it, let alone wait for the results. It's like planting seeds and farming.

@CharlieLight 4 года назад

Completely agree

@YCV624 6 лет назад

I would have say YES from the beginning. Amazing skill!

@devilsadvocate7837 6 лет назад

Yeah yalilee you are beautiful

@MikeBarron1 4 года назад

YES - SKILLS! 🚀

@CharlieLight 4 года назад

Thanks for watching!

@surengy 7 лет назад

Wow, man that was really cool. Thanks for sharing. We were just calling people to ask them about their business, and we are not selling anything and it is still tough to get throughout them to the right person... Could you make a video on how you would approach contacting people for research purposes? :)

@CharlieLight 7 лет назад

What kind of research are you doing? Could definitely make a video about this, just let me know more specifically what you are looking for

@doncesarm 6 лет назад

Hey Deniss, I think the problems you are having is the emotional state of being liked or disliked, but you should focus on the steps to getting business done. I used to be a college advisor for a university that had to prospect, sell, and close students, and if I stopped on the 1st "no" there would a lot less students graduating with their degree. I did receive a lot more thank you when they grauduated, because they would still unemployed, no education, and no hope. Point is, don't stop at the 1st no and keep going until they really have to go. You are not being pushy, you are really truly helping them. Imagine if you pushed through, how many more clients you would have.

@nmr20067 7 лет назад

Your videos are great for me.. I'm getting client SEO and digital marketing services, and cold calling and cold email are what I'm going to have to do.. You can be as good at local SEO as possible, but if you can't sell, your no good... Your videos are very helpful to me getting started! Thank you! Marc

@charlielight7938 7 лет назад

Thanks for watching, Marc!

@chriskuva 7 лет назад

It would be nice to hear the voice on the other line to make this more legit

@charlielight7938 7 лет назад

I agree- I'll work on getting some calls where you can hear the other end of the conversation. I didn't for this video because I didn't want to violate the prospect's privacy.

@CharlieLight 6 лет назад

Chriskuva check out my latest video. Now you can hear the other end of the call

@LoyolaLauv 5 лет назад

Really great stuff! Nice work on those cold calls.

@CharlieLight 4 года назад

Thank you for watching! Are you subscribed?

@Jy-ok7ep 6 лет назад

Your definetly one the best cold callers I’ve seen so far. But just to many “heys” maybe chill out on the hey a little bit and you will officially be one the best cold callers on RU-vid in my opinion

@CharlieLight 4 года назад

Thanks for watching! Good tip

@yourmomsfriedgravy 2 года назад

This is basically going to be my new job starting Monday and I'm stoked! I'm going to subscribe and leave you a lot of really weird comments, My Donkey ;)

@CharlieLight 2 года назад

Thanks for watching!

@007strager 7 лет назад

Love the fact that you kept going and persisting. Great work! What should be the calling strategy if you don't have prior case studies?

@charlielight7938 7 лет назад

Thanks! Have some sort of claim that you can get someone interested (the more specific the better)- For example "based on my research, I believe I can find you 20 new solid leads/month on Facebook"

@007strager 7 лет назад

Charlie Light Would this claim be applicable for doctors and surgeons

@charlielight7938 7 лет назад

Definitely could be - as long as you have the research and data to back it up

@rrace002 5 лет назад

Its always easier to sell SEO to clients who initially found you with seo....

@chrisginoc 5 лет назад

Sometimes it takes some good old calling and prospecting

@shepzy 4 года назад

Agreed, fed up of people giving SEO a bad name when they can't deliver the goods.

@CharlieLight 4 года назад

All the time

@kirtisivakoti5786 4 года назад

Love this cold call. Fantastic!

@CharlieLight 4 года назад

thanks Kirti!

@axeglobaledunetwork5877 5 лет назад

That was cool man ; yu Where not pushing but yu showed interest & the information was collected through conversation not robot question.. i like the approach simple and hardwork

@CharlieLight 5 лет назад

Thanks for watching

@midnightgaming3709 5 лет назад

I'd love to hear the other end of that conversation, thanks!

@CharlieLight 4 года назад

Working on recording some of those. Just need to make sure to protect the prospect's privacy

@bruceb85 5 лет назад

Wow you had that guy on the call forever lol nice work

@CharlieLight 4 года назад

Thanks Bruce! Make sure you are subscribed

@sahilsidhu3645 5 лет назад

AWESOME PLAYER.. THANKS FOR THE INFO MAN .. I LIKE THE STYLE OF YOUR CALL.. GO FOR IT..

@CharlieLight 5 лет назад

Thanks for watching

@MarkyCEO 7 лет назад

KEEP UP THE GOOD WORK! -Marcus

@VinceTwiga 7 лет назад

Hi Charlie, I like this approach. Do you happen to have recorded the actual salescall (or from another cold prospect)? I'd like to learn from that too..

@CharlieLight 4 года назад

Check my recent uploads

@LearningwithJS-ei3ci Год назад

Awesome content

@matthewswanson9385 7 лет назад

Hey Charlie your phone calls have been a great tool for the past few weeks. I also have a web development company. I find clients thru two ways either cold calling or thru referrals. I am a one man show so my cost are very low and produce a great product with good results. My question is do you think it is worth the money to advertise website development on facebook? I don't see facebook being a good lead generator for service based companies. Do you have any experience or suggestions to grow more quickly?

@CharlieLight 7 лет назад

I personally have never used Facebook ads to find new clients. I know that some companies do it successfully, but you must have an effective funnel laid out for it to be effective (as opposed to just captioning your ad "we help businesses grow using digital marketing" and linking to your homepage). Experiment with free offers, informational videos, landing pages, etc to see what works and what doesn't.

@matthewswanson9385 7 лет назад

Thanks, for the quick response and keep grinding the phones.

@sampraas1 6 лет назад

Hey Charlie that was indeed a champion call! Indeed learnt a lot, I was just wondering if you could give me a small gist of what a typical "case study" of the business that you have previously helped would comprise of, can you help me with the things that you cover/mention on the email presentation which you send across to the prospect? Also if you could make a video on the same later on it would be absolutely wonderful, would look forward to your reply.

@austinharrison8430 6 лет назад

Dude thanks for the information!!! GREAT STUFF!!

@CharlieLight 6 лет назад

Thanks Austin

@brittandcasey1 7 лет назад

Great demonstration! Do you think that it would be beneficial to let the company know who exactly you helped in the past, rather than just saying "another landscaping company?" Just curious for your input.

@charlielight7938 7 лет назад

Yes, the more specific the better. Just make sure you have that previous client's permission to drop their name

@markmckinney9821 5 лет назад

Great call!!!

@CharlieLight 5 лет назад

Thanks!

@upsurgeagency3593 2 года назад

Very smooth. I'm learning alot.

@voltairepabustan 3 года назад

Interesting example!

@CharlieLight 3 года назад

Thanks!

@muthonindungumn 5 лет назад

This is amazing! Thanks for sharing.

@CharlieLight 5 лет назад

thanks for watching

@rongbo7397 2 года назад

Hi, thanks for the video. Would it be possible if you can upload some video regarding close deal meeting? The meeting you book after first phone call with customer.

@asherfaisal9552 6 лет назад

This guy is solid! Any tips on getting past the gate keeper?

@CharlieLight 6 лет назад

Asher Faisal have something compelling to say. Gatekeepers won't put you through if they feel like you're going to waste the decision maker's time

@mroyghosh5185 6 лет назад

I work for an agency and I want to close a call.could you please upload a clip and let me know how to do that

@CharlieLight 4 года назад

Check my recent uploads

@Florian-ur3vt 7 лет назад

great video!

@nachosanchez6837 7 лет назад

+1000$ for charlie! great job

@charlielight7938 7 лет назад

Thanks!

@justinmlawrence 7 лет назад

So epic. Crushing it.

@charlielight7938 7 лет назад

Thanks!

@deepaqvvartak847 3 года назад

Super call

@CharlieLight 3 года назад

Thanks

@danawaldrop4930 6 лет назад

I need a salesman... just like YOU!

@CharlieLight 4 года назад

Check out prospectaim.com

@rollandoater 2 года назад

Cardone 100% I like it, good job

@prissymac2360 7 лет назад

This is great training thank you so much.

@CharlieLight 7 лет назад

You're welcome! Thanks for watching

@talhaakhtar7609 3 года назад

Please tell me guys why did he say that it will be $4k a month can you handle that? Or it is equal to 2 job openings? He is just increasing the revenue or is it something else?

@flipflip7428 2 года назад

I AM REALLY STRUGGLING TO GET MY FIRST CLIENTS , NO ONE TO HELP SO I CAN LEARN BUSINESS , OR EVEN DISCUSS,. TRYING TO LEARN ONLINE BUSINESS FROM GURUS WAS BAD EXPERIENCE 😔

@vicarious8588 6 лет назад

Thank you this really helped

@CharlieLight 6 лет назад

enoch abel glad to hear that!

@AsianVideoGamer 3 года назад

I'm getting 1 call a day from some marketing company telling me my domain is not linked to a website. How do I stop them from actually calling me. I can make my own website don't need anyone to help me

@CharlieLight 3 года назад

Tough to get people to stop calling. Either block their number, or answer but don't say anything so that they think it's a dead line

@l1628689 5 лет назад

Hey Charlie. Great video. Can you tell what kind of mic you have there!

@CharlieLight 5 лет назад

Thanks for watching! It's a Plantronics Voyager Legend Bluetooth Headset

@kizzzee 6 лет назад

Just amazing! Keep it up man....

@CharlieLight 6 лет назад

kizzzee thanks!

@enfiestado 6 лет назад

How did you get Davids direct number?

@CharlieLight 6 лет назад

Kevin Garcia either Lead411 data.com

@enfiestado 7 лет назад

Hey man so I'm wondering, did you really get that other landscaper an extra $4k/mo in sales? Or did you just say that? Like is that a tactic?

@CharlieLight 7 лет назад

This call was on behalf of a client- yes, my client did actually get the other landscaper $4K in extra sales.

@IntBusinessProvider 3 года назад

@@CharlieLight How did you prove that you really increased his business $4,000?? analytics,Revenue report for that month??

@nicolel_ 5 лет назад

I feel nervous about cold calling as I am trying to feel better about it.

@CharlieLight 5 лет назад

That's definitely understandable. As long as you have a proven plan on the call, they get much easier to make

@nicolel_ 5 лет назад

@@CharlieLight I am just starting out am sitting here nervous about making my first call about marketing. I need to take ACTION but not sure how to get through with the gatekeeper

@CharlieLight 5 лет назад

You need to demonstrate your value right away. Be confident, but most importantly, make sure the gatekeeper knows that you can bring value to the business. If you need a script, I have several available at shop.leadlogica.com. You can also book a call with me there and I can help you create one.

@tommyshaw2420 6 лет назад

Charlie, what type of results are you getting?

@CharlieLight 4 года назад

I do this on behalf of clients

@jonathanbatista6135 3 года назад

Hey Charlie, roughly how many cold calls did it take before gaining the confidence to not be deterred?

@CharlieLight 3 года назад

Good question. Keep in mind, if you have a bad approach you will never get comfortable making calls. If you make 500 calls and get 0 good leads, you won't build up confidence. I would say that if you have a good approach that works, you can become confident in making calls after 2 or 3 weeks of making a consistent 50 calls a day.

@kizzzee 7 лет назад

That was awesome!!

@CharlieLight 7 лет назад

kizzzee thanks!

@domferretti Год назад

Serenity now

@markthompsonbonusreview7140 6 лет назад

how about VMProspector... I think it is a much better solution!

@CharlieLight 6 лет назад

Mark Thompson Bonus & Review never heard of it, I will check it out

@brunovincent1969 6 лет назад

Pretty good Charlie :) One thing I might change though, is say "4K" or "4 grand" a month, I find saying "dollars" sounds kind of like hype, even "bucks" would be better, just my 2 cents :)

@CharlieLight 6 лет назад

Thanks Bruno

@miguelmagana7460 Год назад

broooooo thank you soooo much

@otisthomas4171 7 лет назад

How many calls do you make everyday

@charlielight7938 7 лет назад

Otis Thomas some days only 10 - 20 if I have longer meetings scheduled. But if I have an open hour I'll want to get a solid 20 cold calls done. I rarely just cold call for an entire day, so 50 calls is most typical

@patwilliams6920 6 лет назад

I like your sincere style

@growbangladeshbd 4 года назад

great do more

@CharlieLight 4 года назад

Working on new videos now

@growbangladeshbd 4 года назад

@@CharlieLight Hi - could I have a chance to work a proposal for business - partner for my site - I need a good partner to work with my business. No need to invest money and need only invest time and skill cold calling to bring clients and I will give 1000 leads phone and name details - we can share profits, I am from Bangladesh. visit my details - www.worldwideclippingpath.com

@growbangladeshbd 4 года назад

msb2020bd@gmail.com please send your feeedback and new video to mail

@nathanielcarrasco5622 7 лет назад

very inspring ! .

@CharlieLight 7 лет назад

Nathaniel Carrasco glad to hear!!

@kasforai 5 лет назад

Never say if you have a second!

@CharlieLight 5 лет назад

Why not?

@michaelgyan-rz9jq Год назад

how's that going? warm leads are much easier.

@JamesMooreMarketing 7 лет назад

Great vid

@charlielight7938 7 лет назад

thank you!

@bizcreditcon1378 6 лет назад

Charlie - I emailed you on your website a couple of days ago and haven't gotten a reply. Could you get back to me?

@CharlieLight 6 лет назад

Sorry about that- just sent you an email.

@SUPER_GIANT 3 года назад

Good.

@paulwilliams6927 6 лет назад

Hey Charlie, Just wanted to pop in and tell you just last week we helped a young social media marketer who’s trying to grow his youtube channel increase his views and subscribers by over 15% in the first three days. Does this sound like something you’d like to know more about?

@martincedell1495 5 лет назад

I see what you did there

@CharlieLight 4 года назад

Yes

@nasvcp 3 года назад

What a dick. Are u tryna be funny? Cuz ur not

@paulwilliams6927 3 года назад

Nicolas Almiron 😘

@MikeBarron1 7 лет назад

Good 🚀

@CharlieLight 4 года назад

Thanks!

@zateimarketing 5 месяцев назад

I am jealous

@tylebron9682 6 лет назад

can tell you have been studying grant cardone!

@CharlieLight 4 года назад

I have!

@thepeopleswealthnetwork3372 4 года назад

Asking if he has time is a big no lol

@CharlieLight 4 года назад

Okay

@jatinsharma2204 2 года назад

1:36

@ROTHSTEIN01 7 лет назад

Hey bro please how I can download your script?

@LeadSurge3000 4 года назад

Hold your phone near the speaker while you play the video & turn on talk-to-text. It will transcribe the call for you.

@CharlieLight 4 года назад

ProspectAim.com

@BoldBeard 3 года назад

He’s just using “if i would you” It’s not that impressive of a cold call

@CharlieLight 3 года назад

What would you have done?

@BoldBeard 3 года назад

@@CharlieLight sold the ultimate auto pilot marketing system geared to produce profits by 1000%

@CharlieLight 3 года назад

Sounds good

@mathewcarterceo7984 4 года назад

You look like Charlie Puth lol

@CharlieLight 4 года назад

I get that a lot!

@draee4538 7 лет назад

Very good, you got a snapchat?

@SuperSwifty59 2 года назад

i dont like the Hey this and Hey that manner of speech ... Other than that it was ok

@conorstechreviews1 5 лет назад

"Do you have a second" is by far the worst thing to say in a cold call, imma be honest this aint teaching people a lot at all.

@CharlieLight 5 лет назад

It works a decent amount of time. Really almost anything works on a call as long as your confident and can explain your service concisely. People need to stop searching xkr the absolute perfect script and just make the calls