[LIVE] Copywriting Sales Call w/ $57M CEO (A Must Watch If You Want Clients)
Summary
TLDRIn this episode of 'Road to $10,000 a Month,' the host shares his journey in landing a significant call with a CEO of a large company. Despite initial setbacks, including a challenging start and an unexpected inquiry about his background, he successfully negotiates a deal. The episode highlights the importance of being likable and confident in sales calls, even when faced with objections. The host also discusses his strategy for growing his business and attracting clients, emphasizing the value of personal connection in business relationships.
Takeaways
- 📈 The speaker is aiming to increase their income to $10,000 a month through marketing and sales strategies.
- 🔍 They hired someone on Fiverr to find leads because it was too time-consuming to do it themselves.
- 🎯 They managed to land a call with a big company, which was a significant achievement in their sales efforts.
- 💡 The speaker identified a problem in the potential client's funnel and offered a solution, which got the client's attention.
- 💸 The initial offer was $500 plus 5% royalties, but it was adjusted to $100 for research and 3% royalties due to the client's size.
- 📝 The speaker learned the importance of being prepared and having a clear understanding of the client's business model.
- 🗣️ The call was challenging due to initial miscommunication and the speaker's lack of knowledge about the client's company size.
- 🤝 Building rapport and being likable can be as important as competence when closing deals with clients.
- 📊 The speaker emphasized the importance of setting clear tracking and measurement for the success of marketing campaigns.
- 🌐 The speaker is also working on a strategy to potentially replace the client's current marketing agency with their own services.
Q & A
What was the main focus of the episode three of 'Road to $10,000 a month'?
-The main focus of episode three was on marketing and the process of landing a significant call with a potential client, which involved discussing the number of outreaches made, the challenges faced, and the strategies used to secure a deal.
How many outreaches did the speaker make in the week leading up to the episode?
-The speaker made a total of three outreaches during the week leading up to the episode, with one on May 18th, one on May 21st, and two on May 22nd.
Why did the speaker hire someone on Fiverr?
-The speaker hired someone on Fiverr to find leads because it was taking too much time to do it themselves, and at the income level of $4,000 to $5,000 a month, it became an affordable luxury to outsource this task.
What was the outcome of the speaker's first outreach attempt in the episode?
-The outcome of the first outreach attempt was successful, as the speaker identified a problem in the client's funnel and provided a solution, which got the client's attention and led to further discussions.
What were the three offers made to the school community in the coaching niche?
-The three offers made were: 1) $6,000 setup fee and 30% share in revenue, 2) $4,000 setup fee and 35% share in revenue, and 3) $1,000 setup fee and 40% share in revenue.
How did the client react to the speaker's initial call setup?
-The client reacted negatively to the initial call setup, as the speaker was late and had trouble understanding the phone extension system, leading to a rude response from the client's representative.
What was the speaker's goal with the sales page pitch to the client?
-The speaker's goal with the sales page pitch was to charge $500 plus 5% royalties for their services, with the aim of improving the client's sales funnel and increasing their revenue.
How did the speaker handle the client's request for a price upfront?
-The speaker was caught off guard by the client's request for a price upfront and initially asked for $500 for research and 3% royalties, which was later negotiated based on the client's reaction and the size of the company.
What was the speaker's strategy to overcome the client's objection about their background and experience?
-The speaker overcame the objection by being honest about being self-taught and having limited formal experience, but emphasized their youth, ideas, and hunger to succeed, which resonated with the client.
What was the speaker's ultimate goal with the client's marketing agency?
-The speaker's ultimate goal was to perform well with the sales page and potentially take over the marketing agency's role for the client, aiming to secure a long-term contract worth $10,000 a month.
Outlines
📈 Road to $10,000 a Month: Episode 3 Insights
The speaker begins by greeting Michael and discussing the focus of their conversation, which is marketing. They reflect on their recent efforts to achieve $10,000 a month in revenue, highlighting the importance of finding high-quality leads. Despite a modest number of outreaches, the speaker successfully landed one client and shared the strategy used to gain their attention. The episode also includes a discussion about hiring a lead finder on Fiverr to improve efficiency. Additionally, the speaker details a challenging sales call with a significant client in the coaching niche, offering different revenue-sharing proposals and discussing the potential for substantial monthly earnings.
📞 Overcoming Call Anxiety with a High-Stakes Client
In this segment, the speaker recounts a particularly stressful sales call with a CEO of a large company. Initially, the call did not go as planned due to a misunderstanding with the phone number and extension, leading to a rude dismissal by an assistant. However, the speaker persisted and eventually connected with the CEO. Despite being unprepared for the CEO's direct approach and large company size, the speaker managed to discuss the potential for improving the company's sales page. The conversation led to an agreement on a service fee and royalty percentage, showcasing the speaker's ability to adapt and negotiate under pressure.
🤝 Turning a Difficult Start into a Potential Business Opportunity
The narrative continues with the speaker's realization of the CEO's significant business stature and the pressure to perform well during the call. Despite initial setbacks, including a late start and a lack of preparation, the speaker managed to propose a solution to improve the company's sales funnel. The CEO's direct inquiry about pricing led to an impromptu negotiation, where the speaker offered a service fee and a royalty percentage. The speaker also had to think on their feet about tracking conversions, which they assured the CEO they could handle, even though they were unsure of the specifics at the time.
💼 Navigating a High-Stakes Sales Conversation with Honesty
In this part, the speaker discusses the importance of being honest and likable during sales calls, even when faced with objections about their background and experience. The speaker admits to being self-taught and having limited formal experience but emphasizes their hunger and innovative ideas. The CEO appreciates the speaker's honesty and decides to give them a chance, highlighting the value of personal connection in business. The conversation concludes with an agreement to send a draft of the proposed sales page, setting the stage for future collaboration.
🚀 Setting Sights on $10,000 a Month and Reflecting on Progress
The speaker wraps up the episode by sharing their plans to reach $10,000 a month in revenue. They reflect on the progress made so far, including a successful call with a high-worth CEO and a referral that led to a smaller project. The speaker also mentions their intention to purchase leads to expand their client base and expresses optimism about achieving their financial goal. They invite viewers to join their Discord server and consider their 'Under 1K Highway' program for those looking to scale up their income. The episode ends with a call to action for viewers to engage with the content, like, share, and comment to support the channel.
Mindmap
Keywords
💡Leads
💡Sales Page
💡Revenue Share
💡Funnel
💡Outreach
💡Royalties
💡Copywriting
💡Fiverr
💡Conversion Rate
💡Sales Call
💡Likability
Highlights
Introduction to the episode focusing on marketing and the journey to achieve $10,000 a month.
Mention of hiring someone on Fiverr to find leads due to time constraints.
Discussion about the importance of finding high-quality leads for business growth.
Narration of a successful outreach that led to a significant business opportunity.
Description of a challenging sales call with a potential client in the coaching niche.
Presentation of different offers made to a client, highlighting the negotiation process.
Recount of an unexpectedly difficult call due to the client's high status and the pressure it created.
Reflection on the importance of being well-prepared and the challenges of being late for a call.
Explanation of the strategy used to address a client's lack of a proper sales page.
Discussion on the proposal made to the client, including a setup fee and revenue share.
Insight into the client's preference for a revenue share model over an upfront payment.
Narration of a call that started poorly but led to a potential business opportunity.
Description of the client's immediate focus on pricing during the call.
Discussion on the importance of being adaptable and improvising during sales calls.
Highlight of the client's decision to work with the speaker based on likability rather than just competence.
Conclusion of the call with an agreement to send a draft for a sales page and a plan for future communication.
Reflection on the importance of being a likable person in business and sales interactions.
Summary of the week's achievements and plans for the upcoming week to reach the $10,000 a month goal.
Transcripts
hi hello am I talking with Michael uh
what's the call about it's about
marketing marketing he won't take that
call tell that right now thank
you welcome to this new episode episode
three of road to $10,000 a month
copyright now in this episode we landed
a big big call I want to show first of
all how many outes I did this week I did
three on May May 18th one on May 21st
and two on May 22nd now out of these
three and so this is nothing no
basically not much but I was not really
able to find a lot of high quality leads
which is now uh which is why now I've
hired someone on Fiverr to find leads
for me because it just takes me too much
time when you are going to get to$ four
to $5,000 a month that's something
that's a luxury that you can afford to
now uh out of these out I landed one I
know I hope you can see it from from
there but basically he said Matia thank
you for letting us know I basically
found a problem that they had in their
funnel and a problem that they had I I
let them know about that and he told me
H thank you for letting us know we have
been able to unreplicated the issues
blah blah blah blah okay you got my
attention with your sales PCH statement
and open to hearing more and have
included my president m whatever so he
can be included in the conversation so
this guy basically pitched in my sales
page I told him that uh if he had a
sales P he could make much more sales
and my goal here was a $500
plus 5% royalties okay $500 and 5%
royalties now we sort of managed to get
that but I'm going to show you that
later in a call now if you've watched
last week's episode you know that I also
was about to call uh I called with a guy
set up a school community in the
coaching Niche this is the offers I made
to him offer number one $6,000 setup fee
and 30% share Revenue offer number two
$4,000 setup fee and 35% share revenue
and offer number three 1% $1,000 setup
fee and 40% Revenue now the guy said he
prefers to do no money up front and
higher share uh for me so that would be
maybe a 45% to 50% of the community and
honestly that's fine with me since it's
a it's something that could go up to
$40,000 a month and that's cool with me
that would be the end of the series
already but anyway just wanted to let
you know this uh if you don't know what
I'm talking about go watch last week's
episode I put it up here and you can or
down in the description you can watch
later now let's go into this call that I
had this call was absolutely I have to
say the hardest call of my life like the
most stressful call of my life I did not
know how big of a company this guy had
when I called I did not have any idea of
that so when I discovered that I was
like wow okay so let's start it did not
start well it did not start well at all
but let me show you so basically the guy
gave me a number to call it was a weird
number there was like a x and and
something else like an extension after
the number and I've never used that and
I'm calling with my computer with open
phone so I could not put that inside and
then I had to call the number and
someone else picked up so this is the
first guy who picked up hi hello am I
talking with the
Michael no you're not how can I help you
this is Matthew uh hi Matthew yeah I had
a call setup with with Michael he told
me to call he told me to call this
number and then he said the X like times
26 how can I reach him through this
number uh what's the call about it's
about
marketing marketing he won't take that
call I'll tell you that right now we
have a I can show you the I can show you
the I can can show you too thank
you and that was it that was the end of
the first try uh now I could have played
it a bit better I could have just said
no no man I really have the call like uh
um I got the email but in that moment
you know when you're on the sales you're
going to see you're going to act
completely different you're going to see
that also um stutter because when you're
on the call with someone who's like a
big CEO or anytime you're on a call or
under pressure you tend to perform worse
and I and I have to say the more sales
cles I do the better I um I do them so
it's getting better but still you're
going to see how I stutter a lot of
times now in this case bro just tried to
be I'm not going to I don't want to
insult obviously I just think he tried
to be the smartass and he told me he he
won't take that as soon as he heard my
Italian accent he said hey uh he thought
I was you know just another kid reaching
out he said he's not going to take that
call and I was going to say I can show
you the email and he said oh I canot
show you bye so it was very rude but we
kept going I called again I reached
another not Matthew again another person
and they sent me to Michael now this is
the first thing Michael says as soon as
he jump on the call no hi no how are you
now now that point I realized how big of
a CEO he was I did not know I did not do
any research on the company which is my
fault I did not know how big he was I
later discovered he has like 350 to 400
employees and that is like a 50 million
to 100 million a year company
so yeah it was a big call Guy the the
Bro doesn't generally get marketing
calls and he accepted the call with me
so at that point I realized oh [ __ ] this
is big I need to perform and that's why
I was a bit under pressure and I already
[ __ ] up because because of this
mistake I was already 8 minutes late on
the call 8 minutes you don't want to be
8 minutes late with these guys but this
is the first thing he says once I manag
to reach his
number I just emailed you and said you
were going to call me at 9:30 sorry
about that I tried to call but uh I did
not seem to understand how the times 26
uh works on the on
the extension 26 yeah yeah I'm sorry I
never saw that before no no no no no
worries um all right so now it went from
you were to call me you had to call me
it why did you to call me now you know I
was actually sorry bro I was late I
could not do anything about that I not
know how that works and bro was like
okay yeah no wor no wor and then we
started the conversation but you see
first thing very stressful okay as soon
as I opened the phone it was hey you
were supposed to me you were supposed to
call me 8 minutes ago I sent you an
email saying the email the code was
canceled bro actually sent me an email
saying that the call was cancelled
because I was late so these guys don't
play games I was already lucky here I
was already lucky now let's see how it
goes so what's happening I I don't fully
understand what the call is about so if
and I've got another call in 22 minutes
so I'm going to be extremely fast so
basically I reached out to you because I
noticed that you're trying you have
these programs about uh you know and you
also are now um doing this form for this
low in uh in California and and you
don't really have a sales page you're
sending people to I mean it is sort of a
sales page but in my opinion in my
coating and marketing experience you
could highlight the pain points much
more and build much more fear inside the
reader and get them a better reason to
to buy okay so basically it's going to
happen very often that the the guys who
reach out to they say yes to the call
but they don't even know what the call
is about so you're going to have to tell
them now in this case I told him you
know the problem I thought there was in
the the thing and now what I expected
was for him to say all right well I
don't see the problem or this is why
that's like that or this is why blah
blah blah instead he said this okay what
do you charge for that he immediately
went to the price that is where I
realized that bro is serious bro doesn't
play games bro doesn't waste time price
first thing first first thing the price
I would charge and I was not prepared
for it by the way so I mean I knew I
wanted to charge but when he asked it to
me like that I kind of folded I have to
say and and you'll see now in the price
that I asked $100 just for the research
I let me go back for a second yeah cuz
you didn't hear it probably charge for
that I would charge $500 just for the
research and doing all of that and then
a 3% of royalties so the idea beginning
was $500 and 5% but then when I realized
how big was company it was I was like oh
[ __ ] yeah let me ask 3% that's probably
better silence well we already make a
lot of money so how would I how would we
gauge what your what difference you made
I have I would set up the funnel and we
would see the numbers if it's more
profitable then we do it if it's not
more profitable then we don't and I'll
give you actually your money
back here I tried to give a guarantee on
the $500 but bro doesn't care uh he
didn't even he didn't even hear it
probably because he never mentioned that
later but I was even going to give him a
guarantee like if it doesn't perform
better than yours because I'm so sure I
can make it perform better I'm going to
give you your money back but B doesn't
care about $500 you would know you would
know exactly so you would know what
business came through the funnel so you
would know that what 3% of that that
total would be exactly and I would know
the conversion rate if it's better than
the one you have right
now okay so that would be five 500 plus
3%
yes um and that's but they would have to
actually go through the funnel and sign
up through now here's where you
sometimes have to improvise now I did
not know I've never like really set up
the I know how to set up sales pages I
know to set up fun Etc but you need to
know this businesses already have a
system and you need to like I don't know
it's tough to then track conversions
when you use your funnel how do you make
it that you send traffic to it I did not
know much about that yet so now we're
going to jump on a call next week and
I'm going to explain now what's the what
the plan is to track everything but
honestly when I said yes I know exactly
how to track it I did not know exactly
how to track it I knew I could figure it
out and that's what matters okay so
that's why you can't really um stumble
there you need to say yes I know how to
do it worst case you then reach out and
say look I don't know how to do it but
now just say you know how to to do it
right he hasn't paid you yet so just say
you know how to do it now I figured out
how to do it and you also I'm sure if
someone says hey can you send out the
emails for me you've never done it say
yes watch a YouTube video and now you
know how to do it that's what I mean
funnel and you know how to track
that uh pretty sure you see I was a bit
like do I know to track that I don't
have a clear idea but I'm pretty sure I
know I will know how to do that and I
mean I if you were to do the sales CES
you want to you want to be more sure
than I was there okay in other words so
a lot of people come to my web my
website and then they go without going
through your funnel uh and then they
purchase the course okay yeah so would
it be would it be everybody that goes to
the website and sees that page no it
would be just one you do through ads
okay and here's where I realized I said
something stupid because then later
working on the funel I realized no I
need to put that in their in their
website because they don't have any sort
of cold traffic and it would not be fair
it would not be fair to them
converting warm traffic so people who
are already aware of it and me with my
sales page converting cold leads like
that's not a fair game I can't compete
on the conversion rates there so in
order to make it work I need to set that
up in their website that is something
that I realized in these days working on
the funnel already and um I'm going to
and then I'm going to tell bro next week
when we're going to jump on the
coal
interesting uh how long would it take
you to set that up uh a couple days make
sure make sure to always sound fast
right speed is very important for these
guys if you say a month they're going to
be like all right [ __ ] off right two
days I said a couple days I'm going to
get it done even though it takes me more
than two days okay I pay a lot of money
to a marketing company but they haven't
done this so um I need to talk to them
and you know they they may they may
actually eat the cost of that and pay
for it I'm not sure but either way I'm
I'm interested uh in in in you know
exploring this more what can you send me
I did not have anything to send them an
idea of how I wanted them funnel to be
and this is my fault I did not do enough
research before the call even though I
had it set up for a couple days I did
not man I did not I just uh did
underestimated the call maybe okay and I
thought it was a normal call but I did
not know it was with a $50 million plus
CEO so uh what can I send you I can send
you some examples I can send you some
drafts that I can do about how it would
look like uh I can't do it right now I
could do it by by the next 24 hours so
but I I said it you know not now next 24
hours 24 hours is fair
time yeah why don't you do that because
frankly I'm I'm a little upset with them
for not thinking of this before
um but if this if they don't do that and
this is your specialty then uh I may
just pay you to do it and then take the
500 bucks out of what I pay them this
month that would be great and our goal
here now is do a crazy sales page
perform and then take over the marketing
agency that is our goal here clear
that's what I said earlier I said my
goal here is not the $500 is well the
royalties could be very good considering
how much money they're making but the
goal here now is going to be take taking
over the company not the company the
marketing agency so the way we do that
we need to perform on the sales page
then we start doing some ads like I'm
going to do a vssl for him then I'm
going to do some ads and bum bum bum bum
bum before you know it he's going to
fire the agency and pay me $10,000 a
month to do everything that is our goal
here obviously let's see how that works
but let's keep going yeah that would be
that would sound good to
me okay what's your background boom
question what's your background have no
background self-taught got out of high
school two years ago uh started working
with clients so I had to improvise as
the same thing as they were to ask you
what's your experience right you need to
say something that's a big objection
that people have and let's see how I
handled it I could have handled it
better yes but i' I've been 100% honest
and that worked let me show you uh I'm
actually finished high school three
years ago and I'm now working with
different uh companies and agencies and
currently work for a company in Dubai
we're making about $3 million and a year
a year not a month not yet 300K a month
I talked to you guys about that uh in
the past videos in one of the past
videos uh and we sell e-commerce
Automation Services then I have my own
uh courses so I'm I'm mostly self-taught
I'm young I have ideas and I'm hungry so
that's why I reach out to you okay you
see this is what CEOs want to know like
this is what these entrepreneurs want to
know you're young you have ideas you're
hungry like this is all if you even say
I don't have experience I have a lot of
knowledge but not much experience I am
self-thought but I am young I have ideas
and I'm hungry this is what they care
about this what I care about so see now
how he
replied yeah well I like that uh I I
respect that um this is a $50 million
year $100 $100 million a year of a
Company CEO right and he says that after
I say I self-thought got out of high
school he worked with that he still says
cool I like that let's give you a shot
right so don't have to worry really
about what's your past experience if you
can reply the way I replied and your
your name certainly looks uh Italian to
me but you sound Middle Eastern it is
Italian it is Italian so now we start
talking about Italy and that is very
good to do with your clients right we
get to a point where we start laughing
because you know he says he's been to
Rome I'm not going to get you through
that part because it's not really
important for the call but uh look it
started with hey you were to call me
you're 8 minutes late I have a calling
another 22 minutes to yeah I went to
Rome last last summer I got uh fetu
chinis at Alfredo I don't really like
them and we start laughing about it
right that is how you know and one more
thing that I have to add on this is that
people don't buy from who's the most
competent people buy from who they like
the most I don't I'm not the most
competent person on sales pages is it
not even ask me to show him some numbers
he did not ask me to do any of that he
simply started Laing me as a person he
he understood my he liked my honesty he
liked the fact that I was genuine he
liked the fact again I guess that I was
Italian and since he liked me as a
person I was a likable person in the
call he wanted to do business with with
me but I was clearly not the most
competent person I was clearly not
someone with a track record of who knows
you know not that specific track record
I know what I'm doing but I do not have
that track record so still he decided to
work with me why because I was a
likeable person so what I'm telling you
is whatever you do anytime you do
business anytime you have a client
anytime you get on a sales school be a
likable person it's much more important
than how competent you are now the rest
of the call is pretty simple we decide
I'm not going to get you through that
because we de decided simply I'm going
to send him uh an email yesterday I sent
him that email uh on the draft for the
sales page how it would look like blah
blah blah and he going to reply to me on
Monday which is today uh later today and
we're going to start we're going to try
to jump on a zoom this week where I'm
going to show you where I'm going to
show him the sales page now in the next
episode I might even show you the sales
page the final result this is a guy in
the survival and security Niche so it's
very interesting to write the sales
about that and uh yeah this is basically
it as you I mean as I said I'm not going
to get you through the rest of the call
because it's pretty simple we just
simply said all right let me send me
that tomorrow and boom done the big part
of the Cod was the beginning now we
already left we already talked about
Italy like bro likes me there's not that
tension anymore but guys I'm telling
this was to me personally one of the
hardest um calls I've ever had first of
all starts with hey I need the first of
all it starts with um what's the price
and starting with what's the price at
the beginning got me caught me really
off guard but I managed to do that then
second thing nobody ever asked me about
my experience I have to be honest I've
made about 15 sales scores in my past
nobody ever asked me about my past
experience or formation or any of that
my background right bro did so another
thing other objection that I overcame
now this week we also got a referral I'm
going to post you here maybe I mean I
got I jumped I jumped on another sales
call but this was a referral and I got
you know a little project for $250 so
we're not going to throw that away we're
going to take that uh I I can maybe put
some a little recording here on the
screen um maybe the the audio of him of
we of us agreeing on the price $120 per
ad script I'm going to put it here now
you tell me your prices yeah for the
scripts is 120 script
okay but yeah this is basically
everything that's happened this week now
this week that comes ahead today's
Monday what am I going to do this week
to get 10K a month now this month first
of all we should close it at about 5k 4
to 5K from copyrighting clients alone
next month or obviously going for the 10
uh I think June can be the 10K month if
we keep it up like this now I ordered
some leads on fber uh 50 leads let's see
how uh the quality is this week if it's
good quality
then I might be able to lend many more
clients this week CU as I said I managed
to lend a big call with only four six
outreaches email outreaches okay so this
is it this is the update for the week
that was the call with A50 to100 million
Company CEO I hope you enjoy the video I
hope you learned something this is
definitely the content that I wish I had
when I go into copyrighting so that's
why I'm doing this content um if you
still are not at 1K a month this
strategy might not be for you what might
be for you is the one below the 1K
Highway where I get you really guide you
hand by hand from zero to 1K a month in
under 90 days and if you put in the work
and don't manage to do that I'll give
you all your money back no questions
asked just check it out down here in the
description if you want to join a
Discord server of you know good
copywriters you find that also down here
in the description
I really I would really appreciate that
if you like this series if you want me
to keep going if you're learning
something to like share subscribe and
most importantly comment you don't know
how much commenting helps me with the
algorithm so even just commenting hey I
like the video I like this this part
really really helps me but that's all I
appreciate you being here I'll see you
in the next episode of road to $10,000 a
month bye
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