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  • - If this is the first time you watched my video

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  • I'll send the next video.

  • - [Matt] Cut.

  • Thanks. - Awesome.

  • Good.

  • - [Matt] Okay.

  • - More sticks, boom!

  • - [Woman] Hey Sifu, a quick question here something,

  • actually Matt if you wanna stick around

  • I think we can really use this footage.

  • I think some students would

  • - Is it rolling?

  • - Yeah. - Okay.

  • - I think students would benefit from this.

  • So I got this from a student.

  • Let's check it out.

  • - [Female Voice Recording] Hey Vic, sorry to bother you,

  • I know you're probably busy but today I got really stuck

  • talking to a prospect.

  • They asked how much experience I have

  • and as you know, I'm just kinda starting out,

  • so I didn't exactly know

  • how to answer that question confidently.

  • I got a little bit defensive,

  • and I was just wondering what you think the best way

  • to handle that in the future would be?

  • - Okay, so the object is like

  • how much experience do you have?

  • Okay. That is pretty common.

  • Since we're rolling, maybe why don't we role-play?

  • - Yeah.

  • - 'cause it's a lot easier.

  • So why don't I be the closer, you be the prospect?

  • - Okay.

  • - And let's say, I am providing digital marketing services.

  • You're an entrepreneur, we've been talking

  • and now we're kinda halfway.

  • We're talking about money, we're talking about budget,

  • and but you're leaving me on the fence,

  • so you're not quite sure how much experience I have.

  • And I'm kinda brand new, right?

  • I'm quite new at this.

  • So let's try that.

  • - Okay.

  • So, so Dan, thanks for sharing all that information with me

  • but I'm just really wondering at this point,

  • how much experience do you have with all of this?

  • - Well, that's a very good question.

  • I'm just curious why are you asking the question?

  • Well you know I've made a lot of mistakes in the past

  • with hiring to be very frank, right?

  • - Mistakes meaning, like you've hired other people

  • in the past?

  • - Yeah, and a lot of money as well.

  • You would think that you pay a lot of money,

  • you get really good quality but that's not always the case.

  • So I've signed contracts with people that didn't work out.

  • So I wanna know what makes this

  • what we're trying to do now any different?

  • - I understand.

  • And if you don't mind me asking,

  • how much money have you like you've said like, wasted?

  • - Oh, I've lost like five figures.

  • - Five figures, like 10, $20,000 dollars?

  • - Yeah, like $20,000 dollars.

  • - $20,000 dollars,

  • And now kinda you've been burned a little bit,

  • had some bad experiences?

  • - I don't feel very confident.

  • You know if I've been trying to be transparent with you

  • because there's so many marketers out there

  • they say their great.

  • Right, but on any other day I put the money down

  • and do I see the results.

  • Until I see it I don't really know,

  • so I'm a little bit tentative.

  • - And then what inspired you book a call with me, now.

  • Like you talk with different people

  • and you've had some bad experiences.

  • - Well, I mean I've heard good things about you.

  • I went online and I saw a lot of the things

  • that you teach right?

  • Some of the YouTube videos

  • I've been watching you for a while as well,

  • I thought I'd reach out and see

  • where the conversation takes us.

  • - I see.

  • - But it does make me feel a bit hesitant at the same time.

  • - Yes. - Yeah.

  • - So, are you looking for someone kinda do things

  • the same old way?

  • Kinda has a pattern, or are you looking for

  • some brand new ideas, someone to bring some fresh ideas

  • to your business, to generate more leads for you,

  • is that what you're looking for?

  • - Definitely not what the last two people did for me,

  • 'cause that didn't work out at all.

  • So, something that would really make a difference

  • to my bottom line, essentially I wanna see results.

  • - I see, and the question is, and I'm sure

  • other people you talk to, that they kinda promise you

  • the moon, and they're gonna do this and do that for you.

  • I'm not gonna do that, instead,

  • 'cause what I believe in

  • each client I work with is unique.

  • The reality is it doesn't matter what results

  • are produced in the past,

  • that doesn't always translate into

  • what I could do for you, right?

  • So, I mean I cannot guarantee any kinda results.

  • What I can guarantee you is, looking at your business,

  • looking at your business model and your offer,

  • I think I can add a lot of value.

  • At the end of the day you have to be

  • comfortable with what I offer.

  • So, it's up to you.

  • What do you think?

  • - Okay yeah.

  • I mean it sounds a lot more promising

  • than the last two people that I've talked to.

  • So I kinda like that you don't try

  • to over promise me, right?

  • So yeah again, I'm very much results based right now.

  • - Yes, awesome.

  • So that's one way you can handle,

  • I think maybe you share that with a student.

  • - Yeah, I think we can probably clip that

  • and send it to her.

  • - Yeah, and the same thing like

  • if when you are talking with a prospect

  • and sometimes you get defensive,

  • maybe you don't have a lot of experience

  • and you try to justify too much.

  • Or you know, "I don't share my client either with people,

  • "I protect their privacy."

  • A lot of defensive kinda statements

  • instead of just be if you don't have experience,

  • be very transparent say, "Hey,"

  • and I don't have a lot of experience, just say,

  • "what are you looking for?

  • "Are you looking for experience?

  • "Are you looking for results, right?"

  • Past experience doesn't equal results.

  • And on the other hand,

  • I remember when I was getting started, as a copywriter,

  • I was young, I was 20 something years old.

  • So the way I kinda frame it is,

  • yes I don't have a lot of experience,

  • but you can bet, you can be certain

  • that I'll work extra hard,

  • because I don't work with a lot of other clients

  • like you are it as a client.

  • I value you as a client, I'm gonna do my very, very best.

  • And a lot of the time entrepreneurs I talk to they're like,

  • "Okay, I'm gonna give this young guy a shot."

  • I find that that's the best policy,

  • honesty is the best policy right?

  • - Watch our HTC Family.

  • Today was a great day.

  • I have another three fucking booms!

  • Three booms!

  • 15K closed for today, so my commission about $15,000 bucks.

  • - HTC Family.

  • Okay update.

  • Two booms today.

  • $12,000 dollars, and feeling fantastic.

  • And every time I close, I wear the HTC cape.

  • You're closer than you think.

  • - If you want more role-play,

  • I have a four part training series that is free.

  • You can click a link here and you can check it out.

  • You can actually download a couple more role-plays

  • kinda like this.

  • And here, what a closing call sounds like, right?

  • What are the some of things that you can ask?

  • What are the correct questions that you could ask?

  • So, click below and check it out.

- If this is the first time you watched my video

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A2 US kinda experience htc lot client prospect

Dan Lok

  • 95 10
    Charlie Chen posted on 2019/05/17
Video vocabulary