You say that you start a phone call with "hey! how's your day going?" FYI, when a stranger starts a call with "how are you doing today" or "how's your day going" I either hang up (knowing it's a sales call) or instantly put up a high guard. I would start with mentioning your name (not a company yet), telling them how you got their number (e,g, saw your website), and ask to confirm if they are so-and-so. This gets them talking without a guard.
@@nezmustafa4271 unless it’s really bad, your prospects forget your opener within 5 seconds. tonality and cadence is 1000000x more important in the beginning
I was going to be quick to judge because I thought I "heard it all" with cold calling tips but this is similar to what I do in real estate. This was very valuable and made me think differently. Thanks for this!
Thank you Rob! Just used this in an email with this connection to a similar project angle. I'm a bit introverted too so I prefer to find a website that needs a lot of work and then email them with a really personal intro advising them kindly about the issue/s and how I can help them. It's worked well in the past - no phone calls! - and I think this will make it even better. Let's see if they want to meet! I enjoy your videos a lot and learn so much, thank you!
Great Kim. Keep in mind that a business website will only show a small portion of the possible problems too. Usually, there are a lot more problems behind the scenes than what you see upfront. So when possible try to get on the call and dig even deeper. Problems on the website are great but business problems are more urgent for them to solve and usually are linked to charging higher prices for you to solve.
To get a first project and break into a new industry, do you think this cold call or cold email pitch could be tweaked to "Hey, this is Fox, I'm a web designer and problem solver looking to help [niche] business owners like you get more sales. I found you on [source] and noticed your website has a few problems on it that could be preventing you from connecting with new clients. Could I send you what I discovered via email?" This way, the new web designer sidesteps the "did similar work for similar businesses" line and can go straight down the funnel you presented. And if the prospect asks later about previous results (after we're further down the funnel), the web designer can say "I actually haven't worked with your type of business before but if we end up working together I'd be willing to work for free in exchange for a case study after I help your business get more sales." Thoughts?
It doesn't have to be a similar business - focus instead on a similar problem... "Hey I just reached out to you because I have been working with another business that attracts customers online in a similar way. They got a serviced based business like you guys and we helped them double their sales over the last 3 months. I wanted to send you an email and show you..." "Service-based business" could be a tattoo artist, or a cleaning business, or a gym instructor, or an arcade. Just look for creative ways to make your past work seems relevant to them. What us important is that it seems like you have a reason to call THEM. They need to feel that this information (the call) is specific to their situation and valuable to gibe time and attention to.
1) Is it important to pick 1 niche and approach only that particular niche business owners for high conversation rate to find clients as a beginner? 2) Should I make my portfolio only around one niche as a beginner? 3) How can I find any ideal niche to develop a website for clients?
Hey Rob, Can you share some insight into stats for this? What’s your general ratio of cold calls > emails > sales calls > sales? (I currently do the high volume spamy approach selling digital marketing but it’s burning me out 😵) Thanks man.
This is the approach I have been using, although I like to send a Loom video audit and break some stuff down for them, just to make it more personal for them. Also because my only real project is my Agency's website and a website I built for my Mom who runs her own Spa. I'm not looking to really work for Spa's but since I have helped her out I might still bring it up. Also, I try and see if I can meet them in person since I'm only reaching out to local businesses, it's definitely more nerve racking than a call so that's why I have been somewhat reluctant asking to meet in person. Really I'm looking to land a solid, relevant project for the industries I'm targeting and make a case study for the email, that is the real missing piece for me. Also, does anyone have advice for visual content? A lot of businesses either don't have any custom images or the ones they have are terrible. I am not a photographer and I don't really know any but I think that could be a valuable service, however I do some marketing as well so I don't know if I want to learn photography. Should I learn or just find someone local and work with them?
Let me break that down into two parts: #1 - this part of your post caught my eye... "Really I'm looking to land a solid, relevant project for the industries I'm targeting and make a case study for the email, that is the real missing piece for me." ...what video could I make that would help the most with this? What has held you back on this?? #2 - images If you are working local then, for now, you could learn some camera basics and use a newer smartphone or basic DSLR. There are a ton of YT videos that can show you how to take great photos with simple gear. Another option is to reach out to local photographers on Instagram and ask them if they are interested in portfolio work for cheap or free. Some might also be struggling to get an example project and you can partner up. Later on, when the budgets get bigger you can either hire experts or invest in teaching yourself more and getting better gear. I have done both over the past few years.
@@FoxWebSchool Thanks for the reply. I think a great video you could make would maybe be how to make a case study. How to structure it, how to present results, etc. The only thing that's held me back is I haven't gotten a project in the industries I want to work with, I only created my site and a site for my Mom's Spa. I think I might want to have someone handle imagery for me for now. I'm bootstrapping and don't want to invest in a camera, I had one a while back but ended up selling it which I regret now. I do have a phone but I don't think it's going to offer the quality I'm looking for. Also, this would be a great video idea. Something that gives a general guideline for how you should get visual content for a business. I know it will vary widely but some general rules like what should the imagery focus on, what makes good hero images, etc would be really valuable.
@@austincreekmur2635 Thanks for the ideas - I will add these to the content list :) You are doing great - two sites done is good. Can you contract someone related to the Spa industry and get another project? Maybe gyms, health services, beauty clinics, small hotels or niche rental properties? or even providers of spa equipment etc. (go upstream into manufacturing and distribution).
@@FoxWebSchool Yeah, that might be the best approach for me to take right now. I was trying to get into the Architecture and Construction/Contracting niche since it is higher ticket. Although, I imagine if I do good work it won't really matter if I've worked with a specific industry or not.
@@austincreekmur2635 Ya good work makes it easy to switch niches. If people see you can create sales/fix business problems they will want to work with you more than someone else with no real results (even if those other people have "niche experience".
How do you get the "before and after" sales data from the previous client to use in future cold calling pitches? Are you setting up and tracking Google Analytics for the old clients and keeping tabs on how effective the new website is doing?
Being a good customer success person, following up with your past clients and asking them if the sales have gone up, how many customers came to the business as a result of the website, etc.... Just be a normal person who cares for his/her clients
Sir it is a brilliant way you have gone with Your presentation is really very good sir could you give me some of the example Of live sales call and give us some ideas About how to sell e-commerce and online marketing website
Fox I have a question. When cold calling how do you get passed the gatekeeper? I been cold calling your method works but I am having a hard time getting to talk to the business owner. My research doesn't always produce the business owner name
Hi Rob, great video and very timely for my business as I'm about to start cold calling after a few projects. Quick question : for the follow-up email, do you use a template or do you write each email separately on a project-to-project basis ? If you're using a template I'd be very interested in your thought process. Thanks a lot for your content.
Great content! Why you don't show other projects that you made, the value your service will add to them, etc on sales call instead you send them an email that there is the chance of lead not responding?
So I just got my first project with an auto repair shop in CA where I used to live. For getting new work, do you have to only reach out businesses in the same industry for that trust factor? Right now, the auto shop project is the only available one within my network. However, I know that I want to work more closely in the travel industry with agency websites. Thoughts?
Hey Rob. First of all I loved your video it didn't really help me but I found your way really valuable and easy. But I'm from Greece and here the way our society works is that we are always 5 years behind from US in every aspect, What I'm trying to say is that in our society they don't really use the email and almost always they ignore any sales email. although we have this problem I tried it for a little period of time, I called them and after they gave me there email I sent wrote about what I do. I did it in 40 companies and nobody answered. Do you think I should move on to others ways or should I keep going? Thanks a lot for your time:)
Hey fox I've done 2 projects so far with a barber and a hair salon, but now I want to take on fitness prospects. Do you have any advice on how I can take those two projects to my advantage as a way to my leverage myself when dealing with those fitness prospects?
hye bro, your comment is 3 years ago , so i want just to ask you for niches like barber, etc ..., and what do you offer is it a portfolio ( pricing , services) how much is your confirmation and delivery rate with this customers. Thanks a lot
@@hatimanonyme9657 After that comment I ended up making 2 more websites (a bouncy house one and tree service) but pivoted to real estate since it fit my long term goals far better than web design. Glad I did web design tho bc I picked up marketing, copywriting, and just overall know how to make my own website. in terms of my pricing for services the highest I did was 1.5K and asked a down payment. Didn't really get as detailed with my numbers. Hope your journey goes well!
Great video, thanks for posting. Question - how do you put urgency on the sale? I used to be in magazine sales and the 'secret ingredient' for a sales process is urgency, as it makes people act quickly and when you act quickly, it's (generally) only using emotion and not logic. So, do you have a few examples of urgency to use in your pitch that you've successfully used?
My main way is by finding a problem(s) that showing them the cost of now having it fixed ALREADY. If something is costing them money every day, or even actively damaging their business every day, then there should be a lot of motivation to fix it right now. Keep in mind - people are more motivated to protect what they already have than they are to get even more of something.
Rob suggests doing a free project so you can show your past work. Showing past work is the most valuable, but the same principle can apply in other ways. For example, anything that you share in common can be an opportunity to build rapport. You can try: "I saw your physiotherapy clinic focuses on helping seniors recover their mobility. My grandmother is currently in a physiotherapy program, she's been telling me about how helpful it is, and for me and the rest of the family, we consider it to be really valuable." "I'm from X country but I spent some time in X state." "I have a client in your area, I was doing some research on the community and found your business on Facebook." "My friend runs a business similar to yours, he was telling me that getting repeat clients is key but difficult to automate. How difficult is it for you to get repeat clients?" Think about what these messages do: 1. They generate likeability based on a connection. 2. They demonstrate you understand something about their location/market/business. 3. They build trust through that understanding. 4. They make you memorable. (It gets the prospect to think: "It's not a random person who spammed us, it's a friendly person whose friend runs a business just like mine!")
Probably not. Maybe I can do a contract email but giving legal advice online is very risky. It leaves you guys open to sue me if things don't go well! I will see if I can do a "conflict resolution" video or contracts but I won't be giving specific legal advice.
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You say that you start a phone call with "hey! how's your day going?" FYI, when a stranger starts a call with "how are you doing today" or "how's your day going" I either hang up (knowing it's a sales call) or instantly put up a high guard. I would start with mentioning your name (not a company yet), telling them how you got their number (e,g, saw your website), and ask to confirm if they are so-and-so. This gets them talking without a guard.
This video and his method have many issues, but if it works for him that’s great.
I was thinking of starting with 'It's Nez from London, have I caught you at a bad time?'
Is that a good approach? Thanks.
@@nezmustafa4271 unless it’s really bad, your prospects forget your opener within 5 seconds. tonality and cadence is 1000000x more important in the beginning
@@nezmustafa4271how it's going?
@@nezmustafa4271 yes very good, I use that
I was going to be quick to judge because I thought I "heard it all" with cold calling tips but this is similar to what I do in real estate. This was very valuable and made me think differently. Thanks for this!
Thank you Rob! Just used this in an email with this connection to a similar project angle. I'm a bit introverted too so I prefer to find a website that needs a lot of work and then email them with a really personal intro advising them kindly about the issue/s and how I can help them. It's worked well in the past - no phone calls! - and I think this will make it even better. Let's see if they want to meet!
I enjoy your videos a lot and learn so much, thank you!
Great Kim.
Keep in mind that a business website will only show a small portion of the possible problems too.
Usually, there are a lot more problems behind the scenes than what you see upfront.
So when possible try to get on the call and dig even deeper. Problems on the website are great but business problems are more urgent for them to solve and usually are linked to charging higher prices for you to solve.
I have no time limit. The ore focus is to have good communication and have better understanding of what client is talking about.
To get a first project and break into a new industry, do you think this cold call or cold email pitch could be tweaked to "Hey, this is Fox, I'm a web designer and problem solver looking to help [niche] business owners like you get more sales. I found you on [source] and noticed your website has a few problems on it that could be preventing you from connecting with new clients. Could I send you what I discovered via email?" This way, the new web designer sidesteps the "did similar work for similar businesses" line and can go straight down the funnel you presented. And if the prospect asks later about previous results (after we're further down the funnel), the web designer can say "I actually haven't worked with your type of business before but if we end up working together I'd be willing to work for free in exchange for a case study after I help your business get more sales." Thoughts?
It doesn't have to be a similar business - focus instead on a similar problem...
"Hey I just reached out to you because I have been working with another business that attracts customers online in a similar way.
They got a serviced based business like you guys and we helped them double their sales over the last 3 months.
I wanted to send you an email and show you..."
"Service-based business" could be a tattoo artist, or a cleaning business, or a gym instructor, or an arcade.
Just look for creative ways to make your past work seems relevant to them. What us important is that it seems like you have a reason to call THEM.
They need to feel that this information (the call) is specific to their situation and valuable to gibe time and attention to.
1) Is it important to pick 1 niche and approach only that particular niche business owners for high conversation rate to find clients as a beginner?
2) Should I make my portfolio only around one niche as a beginner?
3) How can I find any ideal niche to develop a website for clients?
I only have a few niches works well for me, you can learn the problems on the industry deeper and gain clients quicker.
This is how high level Tech/SaaS is sold. Very good way. I would make some tweaks but yeah, this is the way for sure.
Hey Rob,
Can you share some insight into stats for this?
What’s your general ratio of cold calls > emails > sales calls > sales?
(I currently do the high volume spamy approach selling digital marketing but it’s burning me out 😵)
Thanks man.
Great Video! Looking forward for some cold calling example videos. I do follow all your videos and got some results as well. Thanks Rob
This is the approach I have been using, although I like to send a Loom video audit and break some stuff down for them, just to make it more personal for them. Also because my only real project is my Agency's website and a website I built for my Mom who runs her own Spa. I'm not looking to really work for Spa's but since I have helped her out I might still bring it up. Also, I try and see if I can meet them in person since I'm only reaching out to local businesses, it's definitely more nerve racking than a call so that's why I have been somewhat reluctant asking to meet in person. Really I'm looking to land a solid, relevant project for the industries I'm targeting and make a case study for the email, that is the real missing piece for me.
Also, does anyone have advice for visual content? A lot of businesses either don't have any custom images or the ones they have are terrible. I am not a photographer and I don't really know any but I think that could be a valuable service, however I do some marketing as well so I don't know if I want to learn photography. Should I learn or just find someone local and work with them?
Let me break that down into two parts:
#1 - this part of your post caught my eye...
"Really I'm looking to land a solid, relevant project for the industries I'm targeting and make a case study for the email, that is the real missing piece for me."
...what video could I make that would help the most with this? What has held you back on this??
#2 - images
If you are working local then, for now, you could learn some camera basics and use a newer smartphone or basic DSLR.
There are a ton of YT videos that can show you how to take great photos with simple gear.
Another option is to reach out to local photographers on Instagram and ask them if they are interested in portfolio work for cheap or free.
Some might also be struggling to get an example project and you can partner up.
Later on, when the budgets get bigger you can either hire experts or invest in teaching yourself more and getting better gear. I have done both over the past few years.
@@FoxWebSchool Thanks for the reply. I think a great video you could make would maybe be how to make a case study. How to structure it, how to present results, etc. The only thing that's held me back is I haven't gotten a project in the industries I want to work with, I only created my site and a site for my Mom's Spa.
I think I might want to have someone handle imagery for me for now. I'm bootstrapping and don't want to invest in a camera, I had one a while back but ended up selling it which I regret now. I do have a phone but I don't think it's going to offer the quality I'm looking for.
Also, this would be a great video idea. Something that gives a general guideline for how you should get visual content for a business. I know it will vary widely but some general rules like what should the imagery focus on, what makes good hero images, etc would be really valuable.
@@austincreekmur2635 Thanks for the ideas - I will add these to the content list :)
You are doing great - two sites done is good. Can you contract someone related to the Spa industry and get another project?
Maybe gyms, health services, beauty clinics, small hotels or niche rental properties? or even providers of spa equipment etc. (go upstream into manufacturing and distribution).
@@FoxWebSchool Yeah, that might be the best approach for me to take right now. I was trying to get into the Architecture and Construction/Contracting niche since it is higher ticket. Although, I imagine if I do good work it won't really matter if I've worked with a specific industry or not.
@@austincreekmur2635 Ya good work makes it easy to switch niches. If people see you can create sales/fix business problems they will want to work with you more than someone else with no real results (even if those other people have "niche experience".
Fantastic advice Fox. Cold calling can be incredibly valuable if done properly!
Thanks, let me know if you got any questions or want me to go into smaller detail on anything.
@@FoxWebSchool Would be cool to watch a live couple of hours of this. and how you price them
I love "Normal Person" Thanks Rob for the great content :)
Would be cool to watch a live couple of hours of this.
Of me teaching or the calls?
@@FoxWebSchool The actual calls. I'd love to see it live and in action.
@@FoxWebSchool yes the calls, and all the legal matte. that would be awesome!!
@@travisrodriguez5694 Ill see what I can do ;) Thanks
Love this, Rob! Great video and lots of awesome ideas to implement!
Thanks Daniel as always!
Great video Average number of calls to get a lead?
Number of leads to get a sale?
One of the very best videos I've ever seen bout' sales that I feel fits best for me. Thank you ver much :)
I like your video presentation. It is informative too, at the same time. Thanks a lot for your guidance!
Easy: was clear, faster to the point, and simple!.
How do you get the "before and after" sales data from the previous client to use in future cold calling pitches? Are you setting up and tracking Google Analytics for the old clients and keeping tabs on how effective the new website is doing?
I would love to know how you are able to track the results of the websites you do too.
Being a good customer success person, following up with your past clients and asking them if the sales have gone up, how many customers came to the business as a result of the website, etc....
Just be a normal person who cares for his/her clients
Thank you, this is awesome for introverts like me... Can you also put some insight on how to pass the gatekeeper?
Thank you! this video is awesome!!!
Video starts at 5:45
Sir it is a brilliant way you have gone with
Your presentation is really very good sir could you give me some of the example
Of live sales call and give us some ideas
About how to sell e-commerce and online marketing website
This is invaluable information!!!
Thanks Siddharamesh! Appreciate the feedback.
Very helpful video. Thanks for sharing.
Nice video Rob, great presentation mate
You are sharing a great value !! appreciate it bro
This is great! Thank you! Excellent!
Fox I have a question. When cold calling how do you get passed the gatekeeper? I been cold calling your method works but I am having a hard time getting to talk to the business owner. My research doesn't always produce the business owner name
Hi Rob, great video and very timely for my business as I'm about to start cold calling after a few projects.
Quick question : for the follow-up email, do you use a template or do you write each email separately on a project-to-project basis ?
If you're using a template I'd be very interested in your thought process.
Thanks a lot for your content.
Can you make a video on how your 1-2 minuite call goes? That would be really valuable
I just fall in love with him by watching him talk ❤❤
1/4/22 Viewing; loved it!
Great content! Why you don't show other projects that you made, the value your service will add to them, etc on sales call instead you send them an email that there is the chance of lead not responding?
Thank you for such valuable info!
grats on 10k
Thank you Arthur!
So I just got my first project with an auto repair shop in CA where I used to live. For getting new work, do you have to only reach out businesses in the same industry for that trust factor? Right now, the auto shop project is the only available one within my network. However, I know that I want to work more closely in the travel industry with agency websites. Thoughts?
Very helpful video, thank you so much 👌
Glad it was helpful!
could you please train us on the first call , that would be so valuable
Hey Rob. First of all I loved your video it didn't really help me but I found your way really valuable and easy. But I'm from Greece and here the way our society works is that we are always 5 years behind from US in every aspect, What I'm trying to say is that in our society they don't really use the email and almost always they ignore any sales email. although we have this problem I tried it for a little period of time, I called them and after they gave me there email I sent wrote about what I do. I did it in 40 companies and nobody answered. Do you think I should move on to others ways or should I keep going? Thanks a lot for your time:)
@11:15 what if you don’t have any other sites similar to their business or you’re just starting?
Thankyou so much!
Hey fox I've done 2 projects so far with a barber and a hair salon, but now I want to take on fitness prospects. Do you have any advice on how I can take those two projects to my advantage as a way to my leverage myself when dealing with those fitness prospects?
hye bro, your comment is 3 years ago , so i want just to ask you for niches like barber, etc ..., and what do you offer is it a portfolio ( pricing , services) how much is your confirmation and delivery rate with this customers. Thanks a lot
@@hatimanonyme9657 After that comment I ended up making 2 more websites (a bouncy house one and tree service) but pivoted to real estate since it fit my long term goals far better than web design. Glad I did web design tho bc I picked up marketing, copywriting, and just overall know how to make my own website. in terms of my pricing for services the highest I did was 1.5K and asked a down payment. Didn't really get as detailed with my numbers. Hope your journey goes well!
Great value
Hello, This video amazing. I love the method. Can I have a copy of the script and email templates that you use for sales? hope you won't mind. Thanks
great you are, thanks for your help
How do we present what we have to offer?
Great video, thanks for posting. Question - how do you put urgency on the sale? I used to be in magazine sales and the 'secret ingredient' for a sales process is urgency, as it makes people act quickly and when you act quickly, it's (generally) only using emotion and not logic. So, do you have a few examples of urgency to use in your pitch that you've successfully used?
My main way is by finding a problem(s) that showing them the cost of now having it fixed ALREADY.
If something is costing them money every day, or even actively damaging their business every day, then there should be a lot of motivation to fix it right now.
Keep in mind - people are more motivated to protect what they already have than they are to get even more of something.
high value info
Thnx for this video
Thanks!
Please which software do I use to call? Avatar or google gmail?
I dont understand why you share past results to them in quick call . even though after introduction, it feels kinda weird
Can you upload a cold calling script for us if you can please? Thanks.
Do you have the clients sign a Master Service Agreement plus an SOW?
Relax bro 😄
What if I havent worked with a similar business previously?
Rob suggests doing a free project so you can show your past work. Showing past work is the most valuable, but the same principle can apply in other ways. For example, anything that you share in common can be an opportunity to build rapport. You can try:
"I saw your physiotherapy clinic focuses on helping seniors recover their mobility. My grandmother is currently in a physiotherapy program, she's been telling me about how helpful it is, and for me and the rest of the family, we consider it to be really valuable."
"I'm from X country but I spent some time in X state."
"I have a client in your area, I was doing some research on the community and found your business on Facebook."
"My friend runs a business similar to yours, he was telling me that getting repeat clients is key but difficult to automate. How difficult is it for you to get repeat clients?"
Think about what these messages do:
1. They generate likeability based on a connection.
2. They demonstrate you understand something about their location/market/business.
3. They build trust through that understanding.
4. They make you memorable. (It gets the prospect to think: "It's not a random person who spammed us, it's a friendly person whose friend runs a business just like mine!")
@@danielbarbour6294 Thanks, I appreciate the detailed reply.
can you do a legal matter video. settlement letter and things like that
Probably not. Maybe I can do a contract email but giving legal advice online is very risky. It leaves you guys open to sue me if things don't go well!
I will see if I can do a "conflict resolution" video or contracts but I won't be giving specific legal advice.
Fox Web School i understand.
more love and respect to you....
Do you follow up with a call after the email if they don't respond, like a few days later?
YaI usually follow up 1-2 times if they seemed like a solid suitable lead, usually with another email and then a call.
@@FoxWebSchool thanks for the response
live couple of hours of this.
Thank you. Can you give us access to your sales email
Great content. Would love to collab some day
the lights with the books distracts attention from you... ;o)
Thanks - Ill see how I can improve that.
Get a life
Wow
I wasted so much time sending 3,000 cold emails and only getting 2 replies ffs lol
When u start telling? Not in first 10 minutes 😡
I try to teach “why” - not just “how”.
You are confused 😂😂😂😂
I'll get into this comment in a second
I didn't get anything in my in box and your 24 sec video on the first pin like on your every video not working!
Decent stuff in here. However, you *belabor* all of your points before moving on. Highly exhausting to listen to.
Awful 😞 I’m going
Full 2.5 minutes spent "selling" the viewers that your method isnt "salesy".
Youve got the salesmans blindspot for sure...congrats!
Cool channel man, hope you get a second subscriber sometime.