Becoming Friends with Larry: How to Turn a Cold, Hostile Prospect Into a Long Term Client

Sell Well: Helping Agencies Close More Deals and Grow Revenue · Apr 3, 2026 · 5m · transcript

In this episode I'm telling you the full story of how one of the most hostile cold calls I ever took turned into a $10,000 website and one of our longest running retainer clients. And then I'm breaking down exactly what I did so you can do it the next time you get a Larry.

Because here's what I've learned: if you've only ever worked referral calls, cold calls can feel like a wall. But they don't have to be. Cold clients, when you win them over, are some of the most loyal clients you'll ever have. They chose you based on you, not because someone told them to.

I'll walk you through the four…