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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[@claudeandreafrulla7766]

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]

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]

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]

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 !!!!!

[@martincedell1495]

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]

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

[@johnnywalker4857]

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.

[@aleksandrfilimonov4639]

You have gotten so much better. Nice progress dude.

[@charlielight7938]

Thank you!

[@officialRobinson]

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

[@Chrisatrucker]

keep going don't give up

[@CharlieLight]

Have you gotten your first clients?

[@epicdoge786]

I think he be gave up 😤

[@officialRobinson]

@@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]

@@officialRobinson ummm like?

[@mcbane2048]

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]

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

[@AshleeKiesling]

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]

Did he sign?

[@Plu7ology]

"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]

Plu7ology yes I definitely like that line

[@andrewbreiter-wu]

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

[@CharlieLight]

Thank you!

[@paulargueta]

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]

Completely agree

[@nmr20067]

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]

Thanks for watching, Marc!

[@surengy]

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]

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]

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.

[@LoyolaLauv]

Really great stuff! Nice work on those cold calls.

[@CharlieLight]

Thank you for watching! Are you subscribed?

[@YCV624]

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

[@devilsadvocate7837]

Yeah yalilee you are beautiful

[@MikeBarron1]

YES - SKILLS! 🚀

[@CharlieLight]

Thanks for watching!

[@austinharrison8430]

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

[@CharlieLight]

Thanks Austin

[@kirtisivakoti5786]

Love this cold call. Fantastic!

[@CharlieLight]

thanks Kirti!

[@axeglobaledunetwork5877]

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]

Thanks for watching

[@sahilsidhu3645]

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

[@CharlieLight]

Thanks for watching

[@midnightgaming3709]

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

[@CharlieLight]

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

[@fermunoz3838]

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

[@upsurgeagency3593]

Very smooth. I'm learning alot.

[@prissymac2360]

This is great training thank you so much.

[@CharlieLight]

You're welcome! Thanks for watching

[@MarkyCEO]

KEEP UP THE GOOD WORK! -Marcus

[@007strager]

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]

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]

Charlie Light Would this claim be applicable for doctors and surgeons

[@charlielight7938]

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

[@muthonindungumn]

This is amazing! Thanks for sharing.

[@CharlieLight]

thanks for watching

[@yourmomsfriedgravy]

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]

Thanks for watching!

[@Florian-ur3vt]

great video!

[@Jy-ok7ep]

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 KZbin in my opinion

[@CharlieLight]

Thanks for watching! Good tip

[@VinceTwiga]

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]

Check my recent uploads

[@vicarious8588]

Thank you this really helped

[@CharlieLight]

enoch abel glad to hear that!

[@kizzzee]

That was awesome!!

[@CharlieLight]

kizzzee thanks!

[@kizzzee]

Just amazing! Keep it up man....

[@CharlieLight]

kizzzee thanks!

[@LearningwithJS-ei3ci]

Awesome content

[@rongbo7397]

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.

[@chriskuva]

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

[@charlielight7938]

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]

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

[@justinmlawrence]

So epic. Crushing it.

[@charlielight7938]

Thanks!

[@sampraas1]

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.

[@l1628689]

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

[@CharlieLight]

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

[@markmckinney9821]

Great call!!!

[@CharlieLight]

Thanks!

[@bruceb85]

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

[@CharlieLight]

Thanks Bruce! Make sure you are subscribed

[@rollandoater]

Cardone 100% I like it, good job

[@miguelmagana7460]

broooooo thank you soooo much

[@asherfaisal9552]

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

[@CharlieLight]

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

[@JamesMooreMarketing]

Great vid

[@charlielight7938]

thank you!

[@rrace002]

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

[@chrisginoc]

Sometimes it takes some good old calling and prospecting

[@shepzy]

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

[@CharlieLight]

All the time

[@nathanielcarrasco5622]

very inspring ! .

[@CharlieLight]

Nathaniel Carrasco glad to hear!!

[@brittandcasey1]

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]

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

[@matthewswanson9385]

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]

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]

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

[@voltairepabustan]

Interesting example!

[@CharlieLight]

Thanks!

[@danawaldrop4930]

I need a salesman... just like YOU!

[@CharlieLight]

Check out prospectaim.com

[@enfiestado]

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]

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

[@IntBusinessProvider]

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

[@nachosanchez6837]

+1000$ for charlie! great job

[@charlielight7938]

Thanks!

[@mroyghosh5185]

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]

Check my recent uploads

[@jonathanbatista6135]

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

[@CharlieLight]

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.

[@talhaakhtar7609]

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]

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 😔

[@MikeBarron1]

Good 🚀

[@CharlieLight]

Thanks!

[@brunovincent1969]

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]

Thanks Bruno

[@kasforai]

Never say if you have a second!

[@CharlieLight]

Why not?

[@tommyshaw2420]

Charlie, what type of results are you getting?

[@CharlieLight]

I do this on behalf of clients

[@growbangladeshbd]

great do more

[@CharlieLight]

Working on new videos now

[@growbangladeshbd]

@@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]

[e-mail] please send your feeedback and new video to mail

[@enfiestado]

How did you get Davids direct number?

[@CharlieLight]

Kevin Garcia either Lead411 data.com

[@SUPER_GIANT]

Good.

[@AsianVideoGamer]

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]

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

[@nicolel_]

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

[@CharlieLight]

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

[@nicolel_]

@@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]

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.

[@markthompsonbonusreview7140]

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

[@CharlieLight]

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

[@otisthomas4171]

How many calls do you make everyday

[@charlielight7938]

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]

I like your sincere style

[@domferretti]

Serenity now

[@deepaqvvartak847]

Super call

[@CharlieLight]

Thanks

[@bizcreditcon1378]

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]

Sorry about that- just sent you an email.

[@michaelgyan-rz9jq]

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

[@paulwilliams6927]

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]

I see what you did there

[@CharlieLight]

Yes

[@Nick-lq3nf]

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

[@paulwilliams6927]

Nicolas Almiron 😘

[@thepeopleswealthnetwork3372]

Asking if he has time is a big no lol

[@CharlieLight]

Okay

[@tylebron9682]

can tell you have been studying grant cardone!

[@CharlieLight]

I have!

[@draee4538]

Very good, you got a snapchat?

[@ROTHSTEIN01]

Hey bro please how I can download your script?

[@LeadSurge3000]

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

[@CharlieLight]

ProspectAim.com

[@zateimarketing]

I am jealous

[@jatinsharma2204]

1:36

[@mathewcarterceo7984]

You look like Charlie Puth lol

[@CharlieLight]

I get that a lot!

[@BoldBeard]

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

[@CharlieLight]

What would you have done?

[@BoldBeard]

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

[@CharlieLight]

Sounds good

[@SuperSwifty59]

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

[@conorstechreviews1]

"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]

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

[@nickzema4683]

Doesn't look real sorry to say. No landscaper knows the last time he updated his website.

[@CharlieLight]

Some do