Get Clients- Cold Calling, Tough Negotiation Role Play AMA

How do you get hot leads if you don't have the portfolio to back it up? How can I approach a client? How do you do cold calling? What should I say or ask for? How do you handle a belligerent and difficult client who doesn't value your time? Ask Me Anything episode with Chris, Matthew, and the crew. Want us to answer your questions?
01:39 Announcements
08:16 Futur is splitting into 2 channels Futur Academy
09:05 #Adobe368 @theChrisDo
09:30 Question 1: What should I talk about in a case study? Why is it important?
11:10 Q. 2: why is your Merch not that cool?
11:40 Q. 3: How can I find hot leads?
18:35 Q. 4: How do you learn? Do you learn while you go or do you dedicate time to learn?
21:20 Thank You For Smoking: screenplay reading and what you can learn about how Nick argues. What's the best flavor of ice-cream.
24:00 Why did Nick win the argument?
31:40 Aaron & Chris roleplay a client conflict (video project) Take 1
39:30 Role-play recap-what did he do well? What could he do better?
44:40 What does it mean to come up with a fair price?
51:50 Roleplay Take 2: More aggressive version w/ Chris
51:00 Chris needs to pitch a prospect via cold calling.
Business Bootcamp
www.thefutur.com/business-boo...
--
👉Subscribe: goo.gl/F2AEbk
We love getting your letters. Send it here:
The Futur
c/o Chris Do
1702 Olympic Blvd.
Santa Monica, CA 90404
USA
Want a deeper dive? Typography, Lettering, Sales & Marketing, Social Media and The Business of Design courses available here:
goo.gl/bRt5qd
-
Love the content? Become a sustaining member for $5/mo today.
goo.gl/nwekfL
BOOKLIST -
Essential Reading for Creative Professionals: bit.ly/biz-booklist
Essential Design Books: bit.ly/futur-design-books
Kits & Proposals:
goo.gl/mSjuWQ
Visit our website:
www.thefutur.com
FREE resources:
goo.gl/Qh6gHr
Mandarin (Chinese) Subtitles on UiiUii
uiiiuiii.com/?s=the+futur
-
AFFILIATE LINKS*
🙏 Support The Futur by purchasing through our affiliate links:
Amazon: bit.ly/thefuturishere
Webflow: bit.ly/2EbET9l
Retro Supply Co.: bit.ly/2GW8gzR
Creative Market: goo.gl/g4jlTE
Design Cuts: bit.ly/2GSsAR3
✍️ Sharpen your skills by taking a course, using our affiliate links:
Skillshare: goo.gl/YCo2uT
School of Motion: bit.ly/futur-som
Bring Your Own Laptop Tutorials: byol.me/thefutur
🎧 Do you like the music? Check out the music libraries we use in our affiliate links below:
Epidemic Sound: share.epidemicsound.com/thefutur
Artlist: bit.ly/2uWdna7
Get our FAVORITE notebook from Baron Fig: baronfig.com/?ref=zQoKL
-
Futur Podcast on iTunes: 🎙
itunes.apple.com/us/podcast/t...
-
Host- Chris Do
Cinematography- Aaron Szekely, Mark Contreras
Live Editor- Jonathan Garcia
Editor- Stewart Schuster, Mark Contreras, Aaron Szekely
Futur Theme Music - Adam Sanborne www.adamsanborne.com
Typefaces: Futura, Din, Helvetica Neue
Futur theme song- Adam Sanborne
===
*By making a purchase through any of our affiliate links, we receive a very small commission at no extra cost to you. This helps us on our mission to provide quality education to you. Thank you.

[@sarthakrawat9488]

cold calling starts from 1:19:00

[@filipmokrogulski]

thanks, appreciate it!

[@SamyadeepPurkayastha]

🙏🙏🙏

[@gautammourya1063]

1:19:00 cold calling

[@yoverale]

Gautam Mourya thanks! too much talking

[@edgar123456789P]

You mean too much value? Haha all jokes aside, I recommended watching the whole thing

[@gautammourya1063]

@@edgar123456789P hahah yes, these people are master at what they do, but it's good to revise few lessons when you're in little hurry ;)

[@merlo6518]

Some of the most valuable knowledge I come across is from this channel. I super appreciate your time and efforts into each video. It always motivates me to become a better version of myself. You're changing business and education already.

[@thefutur]

Thank you.

[@jaykingman641]

This is probably one of the best AMA’s yet! Loved seeing Aaron do some roll play. More of this please!! ❤️

[@Neentendo69]

This is such a top value video. There are so many "marketing gurus" on here using clickbait titles and promising how to get clients by cramming a bunch of reused info into an 11 minute video full of ads without even hitting the top of the iceberg. The reality of dealing with clients and being in the business of social media, marketing and creative work is laid out right here. Ty Mr. Do, supporting The Futur and wishing you the best.

[@thefutur]

Thank you.

[@iamthedefinition]

Watching this three years later... Still so relevant and helpful!!! We love you Chris & the entire crew!!!

[@Kronken]

To Aaron, a story to share. Jack Ma got interviewed with a question. He is asked how he can go through all these years hard work and consistently put himself into breaking situations with fears and discomforts. He got praised for going through such a gruelling years. The interviewer said if for him he will suffocate. Jack’s replied, “I should be the one who admire you. To live a life without progressing and stayed stationary. If for me, I will be suffocated.

[@gridhop]

"Aaand... just recently... we're also on Spotify!" It was definitely one of those wait for iiit moments. I dropped my fork and jaw when you said Spotifiy. I always listen to podcasts on Spotify- namely TED NPR. I'm so glad The Futur made it over! Thanks- literally perfect. I've never followed a podcast before but I just searched it up and followed it on Spotify- whatever that means. Hopefully it means notifications. Thanks again for pushing the envelope on awesome content!

[@YuriRadavchuk]

The amount of value in this video was the most impactful for 2 years if me watching theFutur. At the end, that piece was so psychologically deep that in the end I now have a pitch idea I was struggling to complete, and a clear vision of where I'm stuck in life. More than that. This video (and this whole channel) teaches you how to move from wherever you are. theFutur empowers to progress. I don't need a therapist when I can have this)

[@thefutur]

yay! thanks Yuri.

[@asifzzaman1632]

That soft light caressing Mr.Do's face is 👌!

[@mrebbesen]

asif zzaman Stop the video at any moment and he has an edited profile pic :)

[@ilovedagreenday]

as a photographer..i've always thought of the lighting being kinda wonky in these videos. it's not distracting, but i am always surprised by how amateur and harsh it looks. the content is amazing so it's hard to complain.

[@abilitybusinessgroup1989]

Love the Mindset shift. My spin is I take each call as an opportunity to better my sales call skills. Listen better, ask more questions, talk less and learn more... if I get the client its a win, if I don't get the client it's a Learn. Like Nelson Mandela said... I never lose, I either Win or Learn.

[@happysloth91]

I'm learning a lot about business and clients here even though I'm still a student! I'm graduating this year, can't wait to apply all this knowledge!

[@tanmaypanadi1414]

I just applied the 1820 presentation avoided the deadly sins and won the contract

The lighting is spot on, guys! A nice upgrade.

[@isaaczimberg2815]

I really like role playing because its not theory. You can learn theory but when its time to negotiate I find it helpful to hear the actual backroom language you use in these scenarios. Thank you!

[@jdude333]

This was the best stream I've seen from you guys. I learned a lot from your role playing scenarios between Chris and Aaron. I couldn't look away. Thank you so much.

[@thefutur]

thanks Joseph. it was totally fun and unscripted.

[@axr4305]

Thank you guys. Im learning a lot from you all.

[@rodaparicio_]

Hi @thefutur! Just to let you know the pitching by Chris is on mark 1:17:02, not on 51:00. Thanks for all the great content you give us. =)

[@lilstunna]

The Futur is am amazing channel to get new ideas, thank you guys a bunch!

[@ravihooda3323]

Matthew is love, Matthew is life

[@claringnalang]

When I actually "don't need" this video for now, but because there's those two shades guy in the thumbnail that I watched it. Lol. Still, i learned.

[@persianchris2451]

1:49:29 The most realest and deepest truth spoken!! I couldn't have agreed any more and also took away a very well spoken reminder to LIFE. The appreciation for it. How time is always guaranteed to run out and to maximize that time. That gave me an enormous amount of motivation just now, damn.

[@kalebmartinson]

Why we need to know our creator. Jesus

Much Love and Respect to all of you Guys. thanks so much for all the insights and lessons

[@TerentiaVision]

Thank you so much for the superb content. I am super non-confrontational, so this role-playing and client insight are really helpful.

[@robynleesamuels]

I've seen this a bunch of times and it's always good.

[@fastfutureforwardbychristi9064]

just love YOUR content, all of you + I LOVE Chris' way of thinking and teaching:))

[@maimohamed3590]

wow guys this is huge and helped me understanding more the negotiation in life not just in business, thank A LOT :)

[@pedroroque8681]

Listen to you guys everyday. You've been very important for my creative agency!

[@thefutur]

Glad to hear

[@Myxlpltx]

Quality videos this week with great role playing and insight. Liked hearing the story of the business partner who gave Chris a bad feeling. Best to stop this kind of situation early on and avoid headaches down the line. Practice practice practice to become better at the business of design

[@thefutur]

Listen to your gut.

[@AcaMaca1984]

That cold call, smooth as butter

[@negative42]

"smooth like a butter"

[@orangecountywebsites]

We love the futur and the staff. Lost without you guys!

[@thefutur]

Thanks mike.

[@limberpasillas5801]

Great content. I appreciate what you do. Thanks for putting it out there.

[@AmberLimShin]

Matthew is such a good client for role plays

[@AdvaitV]

Where were you hiding all these years Chris!! Love everything about this channel

[@thefutur]

Hiding in plain sight.

[@Drefromthe7th]

this is probably one of my fav RPs i've played this back to back a few times

[@armcezar8106]

Getting stoned at work. Perfection.

[@maxmoviez]

THIS IS GOLD....i totally felt this video negotiation

[@johannestornquist]

Thank you so much, excellent video as always! :D

[@liamhooper]

Quality content once again guys.

[@admorris3898]

Surely the smart thing to do in these conversations is to offer the client a more basic service closer to the price they're looking for? If they try to low-ball you then you're obviously not going to give them your flagship service, but it's your job as a creative professional to direct the conversation towards a resolution where the client still gets something closer to their budget and you still get the job without losing time and money. p.s. - love the cyan and orange lighting

[@taylorsampey-commissionart2207]

My goal in life is to find a way to create value for Chris. I'm not sure what that looks like quite yet but, if he ever becomes a client, direct mentor, acquaintance...whatever, then Ive made it. Thank you tor the content, insight and perspective, @thefutur

[@koegon]

Loved this episode, always know I'm gonna invest in valuable time when watching you guys !

[@rdeniel]

You are great! So much value! :) (I 've been applying Core in my process... it was a game changer for me)

[@thefutur]

it was for me too!

[@martacalado4034]

This is the best video ever! Thank you so much the futur! ❤

[@thefutur]

Thank you.!!!

[@warrenlincoln154]

I got so much value from Mathew’s explanation of case studies @ 9:50. It’s almost as if I was meant to find this video. I’m late but better late than never 😎

[@thefutur]

Welcome to the Futur. better late than never.

[@DebunkSensibly]

1:16:48 Inspiring! Self respect Positive energy

[@horoshuhin]

love those role plays.

[@yusuff5067]

Awesome work you guys

[@hbhehbhe1803]

this was entertaining and educational. People who aren't even into design can watch this content.

[@thefutur]

Appreciate it!

[@Penfinity]

Great as always everybody. I missed it I wanted to ask you guys a question about the 3D industry and how you see the futur(e) of it because I have a bad feeling that it will be wiped out like crazy. By the way the light Chris.....ohhhhhhhh yeahhhh!!!😎

[@franci-uz]

Hi Team! Thanks for sharing your knowledge. Could you do a lesson about digital filing systems? What's the most efficient way to work on servers and name folders and files? Thanks a lot

[@maitreyeek9906]

Can't wait to meet all the other contestants!

[@thefutur]

see. you on the show.

[@AmberLimShin]

1:08:02 Aaron's "I see" had me try so hard to stifle my laughter

[@noor-rx1ij]

Same here 😀

[@rlyneedthephoneJimmy]

Haha. And the way the both laugh.

[@eduardobarceloscoach4985]

My notes 11:49 What are the other ways I can find hot leads? 1:04:08 Tough Negotiation 1:19:41 Cold Calling

[@pierego]

1:17:00 Chris Do Cold Calling - time stamp!

[@osiris0408]

I love seeing Mr Do or Do Not

[@AM-ui9mc]

”Who told you guys to burn all that material in there?” 😂🤣😂

[@TAKUMISEGI]

Aaron Leveled up !!! Toss up some fire emoji. Good job

[@liv7492]

this is gold.

[@RamyaR06]

Great Video and a lot of insights as always!! On a different note, the 4th contestant's name is pronounced ''My-trey-eee'' :)

[@maitreyeek9906]

Haha...I appreciate it!

[@donkonstantin3064]

You just gotta love chris.

[@mcfly531]

Great video

[@wolfgangwaha7666]

Love this!

[@pablodelmares2207]

Another amazing video guys... Thanks a lot. I love the part where Matt tells CHris: "we should do a role play where you do a cold call to sell the service", and Chris goes like: "I CALL TO SELL MY SERVICE? Ok let me try" hahahahahaha

[@thefutur]

How did I do?

[@pablodelmares2207]

@@thefutur like you use to, annoyingly well. Hahahahaha. No, seriously. I find myself cold calling right now and it was quite interesting to learn to focus the calls as trying to find people you can help, instead of trying to sell (what you guys have saying for ages). As always: thanks a lot for this videos, they are way more useful than even you might think.

[@marekgrajczynski3524]

Great episode! I will try some of your techniques at tomorrow's meeting with my the client.

[@thefutur]

good luck Marek

[@alliesteamc3546]

Non-linear paradigm truth both are right because transcend logic, to the level of Happiness and Love

[@DimiHard]

29:52 - and you got him! 👊💥

[@osiris0408]

mathew is great, but do is gold!

[@alliesteamc3546]

Issue is linear and non-linear paradigm: linear paradigm is to assume if you prove they are wrong that means you are right but non-linear is both can be right

[@linkpatron4026]

Hey The Futur Buddies, You're doing an awesome job The 3 man crew on the other side was on fire too... literally I'd like to suggest that you guys check out content from Jim Kwik He's a memory expert who'll blow your mind And I really mean it You'll no longer run into problems when trying to remember previous topics And you can do that in a FAST and FUN way guys... I love your content and I believe Jim's SUPER BRAIN program will elevate your content to the next level Anyway, Happy Friday 6/3/2020 from Kenya

[@gabrielmoffa]

Thanks!

[@johnsonoptical4445]

My fav channel

[@topeadebayo8863]

the Futur Rocks...................

[@hanzahajji]

Why does Aaron, Nick and other guy give me my money dont jiggle jiggle vibes 🤣. The coolers and the atmosphere. Coools and poor Aaron tho It is lil fun to watch I feel the heat in the processor

[@thefutur]

Haha.

[@wennnang5761]

J'aime votre énergie, Amazing !

[@thefutur]

merci beaucoup.

[@alliesteamc3546]

Non-linear paradigm is where joy health Love abundance friendship happy relationships are

[@SirGabrielBohrer]

I wish I could do this kinda of sessions with somebody. Seems cool.

[@CesarNicoP]

@thefutur team and Sifu Do, it would be cool to show some love to the YG applicants that weren't selected. A token gesture that helps their development you know. Maybe a limited release of some of the sustainer/pro member content, some merch, etc. You guys are probably on it already, but it goes a long way to build community.

[@WyzrdCat]

I love your content

[@batwork4031]

The best school ever.

[@alwayjohnrallos7359]

damn, those are so true about the "what can you do for us" type of businessman or professionals. I've had experience with most of them from government and crappy businesses. You're not gonna wish to work with them, they will belittle you and squeeze you up to the most extent just to make use of you for their own interest.

[@lucasvilasboas4997]

Gold content!

[@mziyandamdai3219]

Thanks

[@odinfineartcreations9898]

After this intro I am definitely down to work with The Futur ( not that I wouldn't before hand )

[@obichukwuma2363]

Awesome

[@tfustudios]

Agree with all of the above! But I'd like to underline that the 'relationship' end of this HAS to be genuine. If the 'cold call' or email comes off like a hustle, of if it's apparent that you're a middleman of some sort, it will almost always fail. These things work when the relationship is direct and 1 to 1.

[@nsokoloff]

Chris Dojo!

[@tehmangoboss]

what was beat at the beginning of the video?

[@thejuiceandthejam]

Your designers of course your in the merch business! Lol God is a Designer is my favorite.

[@jelellyy]

Can't seem to find The Futur Academy. Anyone have any luck? Maybe they haven't created the channel yet?

[@thefutur]

We are about to launch it. We need to make channel announce video.

[@MahckMedia]

hahaha fun episode guys

[@DarshanGangwani1112]

Can you guys please give links of the podcast channels on Play music and other platforms too?

[@igortot01]

Note to self - 1:19:29 start

[@brianfong5711]

Edit: Issue has been illuminated based on my experience between this stream and another Futur stream kzbin.info/www/bejne/fKuQiXqabaqLabc. When watching the live-stream, the quality is somewhat worse, like a subjective 10-20%. After a couple of hours to a day the video quality is improved. Switching to 1080p does not change 10-20% video degradation. The codec that youtube uses to deliver the video is sometimes AVC and usually VP9, however both are capable of delivering degraded video quality so you cannot use codec as a sole indicator. How do you find out if the video is in VP9 or AVC? Right click the video and click "stats for nerds" and look at the "codec" line. Bitrate is a large decider of video quality, but that is out of control of the youtube viewer on the day the livestream is active. If you want the best video quality, watch the video 1 day after it is live for youtube to work out the kinks. Old Post: Your last stream "How To Overcome Client & Sales Objections Without Conflict" had the same problem with video quality and now this stream too. Guys what is happening to your streaming video quality? It's getting pixelated/blocky pretty bad when ever there is movement, especially on the skin and faces. Is your computer overheating and causing the encoder to auto-magically pick a lower quality h264 preset? Did you change the h264 encoding preset from medium to fastest? Did you change the h264 bitrate from 3000 kbps to 800 kbps? Maybe you guys aren't encoding by bitrate and using h264 CQ (constant quality) and you guys changed the quantizer from 20 to 40. Did you change the codec from h264 to xvid? Did you change the codec from h264 to h265 and severely lower the bitrate or increase the quantizer? Did you change the encoder from hardware (GPU) to software (CPU)? Are you using a slower computer with fewer cpu cores? I am watching at 1080p max qaulity too.

[@thefutur]

we have to check this out. we're not aware of any issue.

[@merlo6518]

I'm not having this problem o:

[@brianfong5711]

@@merlo6518 Watch a Kier Mclaren video (another piece of content from the Futur) and pay attention to Keir's face, then look at Chris's face in this video and you will notice the blocky pixels that remove all detail from Chris's face, go to 1:23:15 and look at his cheeks and forehead, severe compression artifacts. Like a badly compressed Jpeg, or butter spread over too much toast Frodo. My eyes notice, they are slanty. Either that or I watch on a 32" monitor to see it more easily. Here is a link to Keir kzbin.info/www/bejne/gJDQamBqp8yjn6c

[@tanmaypanadi1414]

Don't have the same issue check your connection pings it makes a difference otherwise get your display checked

[@alliesteamc3546]

Happiness is the belief and truth that what A says may be true AND THR OPPOSITE MAY ALSO BE TRUE. Because all is subjective and the context of A and B are different.

[@Cbreezy0704]

Aaron could have expressed what he was needing in order to take the project at a lower rate, or what his going rate would be to get the job done with the deliverables mentioned in the conversation.

[@Beast-ms4gl]

1:13:00 , start from where the roleplay ends , somewhat back from the timestamp 1:17:00 roleplay 1:24:00 1:49:29

[@thejuiceandthejam]

I think y'all should do this Young Guns again but no limits. Old vs Young, college vs streets.

[@ahmedmaher9985]

Chris is just areal life don dribber 😊

[@Dextension_]

Aron looking stoned af lol 0:53

[@TVSHI]

You guys seem mad chill lol

[@thefutur]

Haha