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.

[claudeandreafrulla]

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.

[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

[johnnywalker]

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.

[Pluology]

"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.

[aleksandrfilimonov]

You have gotten so much better. Nice progress dude.

[andrewbreiter-wu]

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

[mcbane]

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).

[martincedell]

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.

[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.

[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.

[nmr]

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

[fermunoz]

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

[YCV]

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

[chriskuva]

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

[rrace]

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

[Jy-okep]

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 YouTube in my opinion

[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? :)

[strager]

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?

[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..

[matthewswanson]

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?