Jul 30, 2020
How To Sell Your Speaking On The Phone
James Taylor interviews Mark Hunter and they talked about how to sell your speaking on the phone.
In today's episode Mark Hunter talks about how to sell your speaking on the phone.
How To Sell YouMark Hunter, AKA "The Sales Hunter”, is a speaker and author who helps individuals and companies identify better prospects, close more sales, and profitably build long-term customer relationships. As a speaker Mark has shared the stage with such greats as Seth Godin, Tony Robbins, Arianna Huffington and Simon Sinek. Salesforce, Lenovo, Mattel and Kawasaki are just some of the companies that brought him in to help transform their people.
What we cover:
- The dangers of going broad
- How to sell your speaking on cold calls
- How to sell your speaking to associations and corporations
Resources:
Please SUBSCRIBE ►http://bit.ly/JTme-ytsub ♥️ Your Support Appreciated!
If you enjoyed the show, please rate it on YouTube, iTunes or Stitcher and write a brief review. That would really help get the word out and raise the visibility of the Creative Life show.
SUBSCRIBE TO THE SHOW
Apple: http://bit.ly/TSL-apple
Libsyn: http://bit.ly/TSL-libsyn
Spotify: http://bit.ly/TSL-spotify
Android: http://bit.ly/TSL-android
Stitcher: http://bit.ly/TSL-stitcher
CTA link: https://speakersu.com/the-speakers-life/
FOLLOW ME:
Website: https://speakersu.com
LinkedIn: http://bit.ly/JTme-linkedin
Instagram: http://bit.ly/JTme-ig
Twitter: http://bit.ly/JTme-twitter
Facebook Group: http://bit.ly/IS-fbgroup
Read full transcript at https://speakersu.com/how-to-sell-your-speaking-on-the-phone-sl073/
James Taylor
Hi, it's James Taylor, founder of SpeakersU. Today's episode was first
aired as part of International Speakers Summit the world's largest
online event for professional speakers. And if you'd like to access
the full video version, as well as in depth sessions with over 150
top speakers, then I've got a very special offer for you. Just go
to InternationalSpeakersSummit.com,
where you'll be able to register for a free pass for the summit.
Yep, that's right 150 of the world's top speakers sharing their
insights, strategies and tactics on how to launch grow and build a
successful speaking business. So just go to InternationalSpeakersSummit.com
but not before you listen to today's episode.
Hey there, it's James Taylor. And I'm delighted today to be joined by Mark Hunter. I just met Mark Hunter, a National Speakers Association event and I said, I have got to get you on the summit because we had a really fascinating conversation. So if you don't know Mark, Mark Hunter, aka the Sales Hunter is a speaker and author who helps individuals and companies identify better prospects. more sales and properly build long term customer relationships. As a speaker Marcus share the stage with such greats as Seth Godin, Tony Robbins, Arianna Huffington and Simon Sinek, Salesforce, Lenovo, Mattel, and Kawasaki are just some of the companies that have brought him in to help transform their people. And it's my great pleasure to have Mark joining us today. So welcome, Mark.
Mark Hunter
Thank you for having me. I'm looking forward to our conversation.
So share with everyone what's going on in your world just now.
Well, what's going on my world just as we were talking beforehand,
next week, at this time, I'll be in Bogota, Colombia, speaking
there to it to an audience and then I'll return to the States, Kwik
Trip to Florida and then it's off to Malaysia, where I'll be doing
another program in beautiful Kuala Lumpur and both those cities
have got great restaurants. So yeah, I do probably about 25% of my
work outside the US. And what's fascinating is business does
travel
James Taylor
globally. And I believe I mean you're you're on the road now about
200 days a year. You know, kind of roughly so so you're you have,
you've got some serious air miles that you've accumulated over the
years I'm guessing as a speaker,
Mark Hunter
right? Wrong or indifferent? Yes, I do. I have more miles than I'll
ever use in my life. But, but you know what? It's all about
connecting with people and the experiences that you pick up, which
in turn, make every keynote you do. Every keynote I do is really a
culmination of what I learned in the previous keynote. There's
always something new there's always a new person you meet a new
experience a new story to tell
James Taylor
when it will begin for you. Where did the you know the keynote
speaking the professional speaking style for you?
Mark Hunter
Well, it began I was in court. I was in a corporate job for 18 year
18. Wow. 18 years. Yeah. And I just got simply tired of working for
the corporation. And in that role, I had been kind of a corporate
spokesperson. For my company, it was a large we are doing about $16
billion a year in sales US dollars. And I was doing a lot of this
speaking at conferences and so forth, so I just I just quit, I
literally just walked out the door and begin began doing a lot of
consulting initially. And then began morphing into more and more
training and speaking, see, really the keynote speaking drives
everything else I do. Now, that's probably about 60% of my revenue.
But it drives a lot of the other consulting opportunities I have
the online activities I do some of the training I do, etc, etc.
James Taylor
So if you had to strip it all back is the speaking the one thing
that you would ensure that you always wanted to do you or do you
actually is a speaking just a vehicle in order for you to do
consulting as a consulting where your heart really lies?
Mark Hunter
No, my heart is not in consulting. My heart's really on the stage.
I love being on the stage. I third, I thoroughly enjoy being on the
stage. But the nice thing about consulting is it provides you with
the experiences it provides you with the insight it provides you
with so to speak the behind the scenes Look, if all we do is
keynote, I think we become kind of shallow because we see people at
meetings and it's a very superficial type relationship when you
have a chance to dig into companies and really understand them. And
I think that's what clients who hire me today, that's what they
like, because they said Marquis, you bring in the experiences
because you've pretty much have have worked in every industry, and
so many countries globally, that you bring a freshness, an outside
perspective to an insight.
James Taylor
I'm going to talk about that kind of international the global piece
in a minute, but I'm wondering when you got started as Speaker Who
were those early mentors for you who the people that they can maybe
take you under their wing or provided support or advice or
mentorship.
Mark Hunter
Well, maybe that's why I started so slowly because I didn't have
anybody who took me under the wing. You know, maybe that's, you
know what I watched people like Tom Peters, I watched I watch, who
are the thought leaders Tom Deming Who are the thought leaders out
there in the business world? jack welch became a real mentor of
mine. He doesn't know it. I don't even know him. But I mean, you
know, watching him. So really, it kind of learned from just
watching people from a macro perspective. Then I got involved in
NSA and NSA was a terrific asset to me and it was able to really
create a lot of very strong relationships. And then you just kind
of keep going down the journey you keep you keep going down the
road. And when you can get started in the speaking world, we were
very clear that sales specifically as a topic you wanted to speak
on or were you abroad a speaker at the start? And then you can, you
can start to hone in on actually, the sales is the thing I'm really
passionate about Angel Android can can sharing helping transform
people in that way? Well, I made the mistake so many people did you
have a check? I have a speech for you. You know, we all kind of so
many people started off that way. And it was only after a few years
that I really came into this You know, my background is sales. And
when you have the last name of Hunter, it really works pretty well.
So that's how I became the sales Hunter. And you know, it took me a
few years to kind of morph into that. But when I did that, then I
found my legs truly as a sales speaker. Now, that gives me the
opportunity, I can run off and do some other things in terms of
sales, leadership in some areas, but it really comes down to sales,
which really is what business is all about.
James Taylor
So I know whenever I serve a speakers, people that maybe attend
these summits, and I asked them what their biggest challenges are
the sales, the getting the gigs part is like, probably the number
one maybe, you know, maybe branding and other positioning. And I
think privacy, maybe sales is, especially as people kind of get
more into the business. So for someone that's watching this just
now who is maybe like you, maybe they're coming from a corporate
background, they're starting to move into really wanting to believe
that this is something they really want to do. How should they be
thinking about the sales piece What they do?
Mark Hunter
Well, you got to understand that you're going to spend 90% of your
time in sales and 10% in the delivery of it. And I'll tell you what
it's all about the telephone. I mean, if you can't pick up the
telephone and make those calls to people who are not expecting your
calls, guess what, you're probably not going to be very busy. We
can write all the posts we want, put them out on the internet, we
can do all the social media stuff and all and that's all good
stuff. But I'll tell you what, my bank does not take clicks and
likes. My bank takes dollars. So at the end of the day, I've got to
be picking up the phone and I love making phone calls. That's what
it's about. You have to remember, what are we doing when we deliver
a speech? We're creating changed behavior. And what does that mean?
That means it's got to start off with really the prospect who is
the person I'm reaching out to? And I got to create a level of
trust, a level of relationship with them, and only after that
point, will they hire me? I mean, even today, I mean, I've been
doing this for almost 20 years. I'm on the phone all the time
making calls are they to cold calls? No, not really. But boy their
calls and you know what, I love making them because that's where it
all starts. You get the engagement because the phone call you made
so
James Taylor
I'm wanting I'm thinking as a sales is a lot of people have got
maybe a negative connotation about what sales is and what sale how
to sell and, you know, think about this as it Glengarry Glen Ross
You know, there's movies were always be closing and, and all those
you know, there's things you hear all the time as well. I do
remember one thing though from from that which was one of the other
things we're in a kind of by the by in terms of the quality of your
leads, and you know, you know, lead sales come from from leads. So
I'm wondering, you know, at that early stage before you even get on
those conversations, how are you thinking about the leads part of
finding leads lead generation?
Mark Hunter
Well, yeah, that's huge. I always say inbound leads have
depreciating value. outbound leads have appreciated value. Let me
give you a quick 32nd overview of inbound leads. Somebody inquires
on your. You can't, you can't on fast enough to call them back. I
had a gentleman who filled out an online form on my website and it
goes to my staff and it comes to me, I happen to be sitting in an
airport, I got it, it would have been easy to sit there and say,
I'll just let my staff handle it. There is a guy's phone number. I
picked him up. I picked up the phone. I called him and he said,
Wow, that's fast. I wasn't expecting you to call. I was expecting
somebody reach out to me for a couple days. And I joke with him. I
said, Well, I am the sales Hunter. And I do believe in prospecting.
And he laughed. And within five minutes, we took that deal all the
way from Well, I think I want you to have Have you come in and
Keynote for my sales kickoff meeting to you are going to come in, I
just have to get the approval for the funds. And you inbound leads
have depreciate you got you got it you got to read you can't reach
out to them fast enough and don't reach out to them. by way of an
email pick up the phone and call I I can't stress this is a
personal business this is a relationship business. And so I grabbed
that now the outbound lead, I'm gonna you know, I may be calling
you and I've got trade associations I want to do work with I may
call them and they don't know who I am. But you know what I know if
I leave a message they're going to go to my website, they're going
to go out and Google me See that's where that that that that web
presence that internet presence that you've created begins to take
hold. And guess what I'm going to follow the the number one sales
every morning in the shower. We are we are faced with the key word
in sales. People don't don't realize this, but it's on the bottle
of shampoo. It says repeat, repeat. You have to be willing to
repeat,
James Taylor
repeat. I don't want you on the outbound piece. Any of the best
salespeople I've ever met, they that they know their numbers.
They're very, very clear. I need to be doing this number of calls
and They're very, very clear on the numbers. So I'm wondering, you
know, somewhat yourself, what are the numbers are important to you
that you're always tracking? You're always wanting to be sure that
you're kind of you're hitting those, obviously, apart from booking
of keynotes. But what what are those kind of those lag? The lag or
the, you know, in sales number? Yeah.
Mark Hunter
I always want to have three meaningful conversations every day. If
I can't have three meaningful conversations, I haven't hit my
number. And it's interesting, but I look at that come the end of
the week. And I want to know, and this is one of the wishes. One of
the things I've had many, many times when come Friday afternoon, I
may be in my office and I'm tired. It's been a long week been
traveling and I want to shut down but I go, you know what, I
haven't made my number. And I pick up the phone and I make it and I
make those calls back does funny but the last three Fridays I
happen to have been in my office kind of unusual. And every week
has been and yet every week, the last couple hours of the day winds
up being incredibly productive because I start making calls calls
start coming in momentum. Tim creates momentum. This business we
have unfortunately too many wonderful speakers very talented, very
gifted speakers who don't make it because they don't. They can't
get the platform. Yeah, because they can't sell. You've got to be
able to sell pick up the phone make the call.
James Taylor
I remember talking with david admin about this and he said a lot of
the speakers they forget they forget that this the job is not
speaking the job is getting the speaking gig or something or
something along those lines.
Mark Hunter
All it is is to completely separate. Yes, yeah.
James Taylor
So I'm wondering now, for someone that maybe they just haven't had
a lot of experience in sales haven't come from maybe a kind of
sales background, but they realize, okay, this is important. I need
to be developing these skills. I'm just wondering, just the first
kind of question I'm wondering is like, when, in terms of the time
of the interview usually suggest to get get on those causes early,
getting them out of the way as quick as possible in your day, or
are you thinking in terms of using time zones, because you're
speaking a lot of different places, there's different time zones,
and I'm also wondering when you're on the road When you think you
know, your airports, you're traveling or you dinner wherever you
are. How do you ensure that you can hit those numbers? Well,
yeah,
Mark Hunter
it is. A I use time zones all the time. I 11. I live in the central
part of the United States, but I'm using the East in the West and
Asia and Europe. Yes, very much. So here's all key thing. I want to
start off the day making my calls. That's very important. Why
because it actually get, I get excited, I get jazzed making
telephone calls. And other freaking out over this, but I get
jazmyne that actually actually pumps me up. Now you may be afraid
to make calls. So here's a tip that I suggest for you. The first
call you make today, make it to somebody you know, maybe it's the
next client, maybe it's somebody who you know, reach out to them.
Just getting your lips move and just getting your conversation
going. And here's the thing when you're calling somebody. And for
instance, I break my business into into two parts associations and
corporations, associations, I know have to book speakers because
they've got meetings. So my conversation is going to be more along
the line. What are you looking for when you bring in speakers? What
are some of the challenges you have in getting people there? Now?
It's not my content. No, it's it's what are you doing to get people
there? What are you doing to get people engaged in your
association? If I'm calling your corporation, my conversation is
more around, you know, the challenges the corporation is facing new
products are rolling out competitors, different conversations,
you've got to it's not about selling a speech. It's about selling
an outcome. It's helping them achieve their objective.
James Taylor
That's great advice. I mean, and that, that someone said to me
recently, we just said, you know, they will look at you my site was
just going through a renewal just now. And they said you know, the
one your soul looks great and everything but you're you're not
focusing on the outcome. Why do these people want to be so so that
kind of goes down to the sales piece as well having those
conversations, thinking about, you know, thinking the outcome
first, and I'm wondering so you dealt with like one part about
dealing with rejection. Getting those first calls getting them in
early having that first one was maybe someone you know, but it may
be when you get to how do you deal with the inevitable state that
you will get rejected on courses that you have people will say no,
for whatever reason. Is there anything in terms of how to, you
know, build that resilience and yourself as a speaker as Sally is
speaking?
Mark Hunter
Yeah. First of all, no is never permanent. It's only a moment in
time you got it, you got to always remember it, no, is only a
moment in time. And I know I'm not going to get every engagement.
That's fine. I know. But all all I want to do is be able to keep
the real, my objective of every phone call is to earn the right,
the privilege, honor and respect to be able to reach out to that
person again. So they may say, no, we're not interested. I said,
Great. Hey, I want to really wish you the best in achieving your
goals. And let's just keep in touch, and I'm going to reach back
out to them. I might reach out to them again in a couple months. It
might be six months it might be but I'm going to reach out them
again. Nobody ever falls off my radar screen completely.
James Taylor
And as you start to build your career off, see now you speak
globally speaking 25% of the time, you're speaking internationally
as well. I'm wondering, was there a key, a key insight, a key maybe
an aha moment, as you were developing your speaking career you
went, Ah, okay. This is maybe why I need to be focusing on maybe in
my the content of what I do or in terms of how I sell myself or
perhaps something else in terms of how you're building your
authority or your overall business.
Mark Hunter
Yeah, it's really, I'd say it's three things. One, it's being
yourself, you have to allow your personality to come through and be
who you are integrity in this business is the only sustaining value
we're going to have. And if you are not off the stage, as soon as
you are on the stage, you are dead. Now I'm in sales. This is
interesting. So it's very interesting is when I'm on stage, I'm
talking about sales. Guess what those practices I used to sell
myself and better be the same had better be the same thing. So
That's one Be yourself let your personality to it's about creating
concepts and ideas that your audience can relate to and travel with
them. I've written a couple books high profit pricing, assuming
high profit selling high profit prospecting, and what is it around
high profit you see that that that's kind of a focus of where I'm
at, I'm helping you achieve profit and with that, then I've got
very key talking points and so forth. The third piece is really
creating your image and a big enough of a platform you know, really
is a strange I, the expression has been made many many times but
you become who you associate with, you know, you become most like
who you hang out with. And it's very important that that Who are
you hanging because that's who you get associated with. So I work
to really create that brand and that brand image is as much me as
it is the sales hunter and I'm proud of the brand, the sales hunter
There are people who say, oh, you're in sales. I'm going to go, you
know what my objective in sales is to help you see and achieve what
you didn't think was possible. Yeah. Now think about that. That
James Taylor
makes that makes me feel pretty good. I love that. And it's
actually it was interesting after that, where we met, and I had
like a big stack of cards that usually when you leave an event, and
I was I was thinking, I just on the flight back, I was thinking,
who do I remember? And why do Why do I remember those people? I
remember yourself and there's like three other speakers I you know,
in terms of having conversation with people as they were speaking
on stage, but just having conversations, and they had some, there
was something in them in terms of the hook. In your case, I think
it's the clarity of, of your of your message and what you're about.
So it's really kind of straightforward and positioning. And for
other people. It was just it was they had a way about them. It was
something else but there was something there that can hook that
made you want to say, tell me more, you know, tell me more and you
can happen to find that.
Mark Hunter
Yeah. That brings up a good point. Because from an international
standpoint, if you think about, you gotta have clarity of message.
If the message is not clear, and there's not clarity in the
message, it's not going to translate well. And I think this is
what's allowed me to do, I'm making probably my sixth or seventh
trip this next week to Colombia. Why? Because it's a clarity. And
remember, they speak Spanish there. I don't speak Spanish very
well, I don't speak I don't. The only language I speak is the
language of business. And, and but it's the clarity of the message.
You know, in a couple weeks I'm in Malaysia, I mean, I, as I
clarity has to be there.
James Taylor
So as you were starting to kind of develop your speaking business
you mentioned but moving into more speaking more globally as well.
Is there any advice maybe someone new that's watching this just now
they're already speaking, they've already got pretty good speaking
business in whichever country at the end they're in with US or UK
or Australia. But they really want now to start stretching their
their wings a little bit and what about Would you give them was it
is it best to maybe choose a couple of key territories? Or is it
may be looking, you know, is it? Where do they begin in terms of
thinking about those other territories?
Mark Hunter
Yeah, I've never chosen a territory and maybe because I'm the
world's lousiest tourist. I mean, I've traveled all over the world
and I can't tell you what's outside that hotel. I mean, I just, I'm
a lousy tourist. I have done two things to really build my global
business I've allowed by and you've spoken globally, there's
somehow you've got, you've got the passport, you know, check. And
so I've had companies. I've had Samsung, I've had Coca Cola I've
had, I've had a number of companies Heineken, I've had a number of
companies that have trap that I've allowed to have that have taken
me globally to help them with their message. The other piece that I
do is is there are local associations or local entities that I will
turn Right to reach out to, you know, and that's a way for a new
speaker, you know, you may be saying, Hey, I'm in this country
here, how do I reach out to some organizations in that country?
This is again, what NSA and the global speakers, you know, all
wonderful opportunities that you say maybe I'm going to try to
speak at one of those events, and then you build out your brand
from there. The other thing that I've done is I've got clients that
aren't even in the United States. I'm going in May, I will go to
India. And this is with a Japanese company. They don't have any
operations in the US but a couple years ago, they brought me to the
Philippines. Now they're bringing me to India. How did they find
me? They found me because of my global work with other companies.
They it just it just begins snowballing,
James Taylor
isn't it? I know I was speaking to Frederick hiren. The other day,
a great speaker from Singapore. And he was saying he made a very,
very clear thing when you want to speak more globally, he said, he
said I'm going to try and pitch myself primarily to speak The
global conferences of those companies or those associations. And so
he really went and made a beeline for speaking at the global
because he knows if I speak for, you know, let's say Toyota might
speak at their global conference, then all the leaders of all the
other local, national, you know, versions of the company going to
be there as well. And he said, he said, if you're any good, and
this is the this is the really hard part isn't you've got to ensure
that you're good. Otherwise, you said if you're not going and
speaking, you're not going to have the bookings straightaway from
that speaking, then you probably need to be looking at your, your
craft, and whether you're speaking.
Mark Hunter
Yeah, that's a key point because I'll tell you what every speech
has got to create another speech. And if you don't, I'm going to
Malaysia here in a cup. I haven't even I haven't even been at this
conference. I'm going to speak at Malaysia and I already got
another lead off of it this morning from somebody who's going to be
at the conference. So it's like, Okay, this is great. You know,
something about speaking internationally to you have to be willing
to fit in to their customs. Just go with it. I mean, I really try
to be low maintenance, nothing, I'm speaking in India, and all of a
sudden the power goes out and the room is dark and I just kept
talking. Because I know that you know what the power goes out. And
you know, in 20 seconds the generators will kick in and I did and
the generators came back on and I know that you know what in
another bit, they're gonna flick again as a generous go off and go
back online. And it was amazing at lunch, the client came you said,
Oh, thank you. You were excellent. You how many times you know, you
really know us here in India because you know, our power goes out
and because I just rolled with it, you just roll nothing fazes.
James Taylor
So there's a couple of quickfire questions that as we start to
finish up, wasn't your speaker bag. What is it that bag that you
carry with you to all your speaking engagements that the bits and
pieces that you have there? What do you never leave home
without?
Mark Hunter
What do I never leave home without my American Airlines? You know
what I mean? Really, it's just my laptop, my iPad and my phone, you
know, and I've got that I've got that universal charger, that
universal connection code and you know, so forth. But I rely on
Skype, I use at&t, I have a newer phone so I can I can make
phone calls anywhere in the world, as long as I connect to Wi Fi.
So I don't allow that's a key piece. I love making phone calls to
other clients or the potential clients when I'm going in. Hey, I'm
in Malaysia today, but I wanted to reach out to you and talk about
Wow, that's cool. make phone calls when you're in other countries
and just Hey, I happen to be in Colombia. I happen to me. Yeah,
those are gold. So really, there's no tricks to the trade other
than I'm always can. I'm always connected with my laptop, I'm
always there.
James Taylor
Well, but when it comes to the sales pitch, I mean, obviously
mentioned Skype as a tool that you use for that. Are there other
tools that you use online tools, apps in order to ensure that
you're always following up you're you have some way of being able
to track all of this?
Mark Hunter
Yeah, I I'm really in between CRM. Systems right now. So my CRM
system really right now is a notepad and an Excel spreadsheet. were
evaluating some new CRM systems. But I haven't migrated to that. I
had been using Zoho for a long time, but we're my work, we're going
to migrate off it. The other thing I was gonna say, um, well, one
of the best tools that I use to keep in touch LinkedIn, I'm all
over LinkedIn. LinkedIn is a global business to business
communication tool. I use that far more than Facebook. Facebook to
me has got a very small slice. I know within the speaking
community, a lot of people are on it. But LinkedIn is where I'm at.
And along with that means that's beans. It's YouTube. That means
it's
James Taylor
Twitter. And what about in terms of a book I think I love a book
recommendation from you. It could be a book on can be one of your
own books about book it could be on speaking it could be on the
sales part or something in terms of mindset for speakers.
Mark Hunter
Yes. Well, I don't have a wall. Yeah, I buy the book right now that
I absolutely. I can't reach you right now. It's on the floor
principles by Ray Dalio. Ray Dalio. He is the CEO of Bridgewater
group, I believe it is that is a huge, huge investment hedge fund.
And terrific book, another book that I keep going back to, and he
is an NSA member. Wonderful, wonderful Gentlemen, I have probably
sold hundreds of I've given away hundreds of his books, Vern
harnish. And the book scaling up, scaling up is a tremendous
business book. And I almost universally whenever I'm with a medium
sized company, somebody around 100 $200 million in sales, or even
20 or 30 million, and I meet the CEO, I always say, Hey, you know
what, I'm going to send you a copy of this book. It's not my book,
but I recommend it. And I get more comments back on that
James Taylor
one phone footage on the show is here as well.
Mark Hunter
Yeah, suggest other books. I'll tell you what, you want to become
endeared to thought leaders. Send them copies of other people's
books. Yeah.
James Taylor
That's huge. Yeah, absolutely. Actually, we I was I was talking to
someone the other day about it. And I said, you know what we should
do? Just get together, you know, a couple of thought leaders
speakers, and almost put together a bundle that we sent to like co
books of the month thing and we just cross, you know, collaborate
with other speakers because I know a lot of speakers are doing it
themselves for their own individual books, but wouldn't be cool if
we had some kind of way that we could just club together. And we
could just send out those books.
Mark Hunter
And we need to because we're in a very high margin business. I
mean, our cost of goods Think About It is very, very low. Nobody
invest in our business the way we should. So don't go say, Oh, it's
a $30 book. It's a $20 book, get over it, send it send it, it's
well worth it. Because if you get that full fee engagement, hey,
that's pretty good margin.
James Taylor
Now, final question for you. I want you to imagine you woke up
tomorrow morning, and you have to start from scratch. So you have
all the skills, the sales skills, the speaking skills you've
acquired over the years, all the knowledge, but no one knows you,
you know, no one, your LinkedIn profile has been wiped clean. Your
CRM has been wiped clean. What would you do? How would you
restart?
Mark Hunter
Well, I would I would Google first Association And I would start
with associations, I'd get a list. And I would start reaching out
to 10 associations every day. And know that don't make 100 calls.
Because the key and making those calls is the art of following up,
you're going to call 10. Today, you're gonna call the next day. And
you know what, a week or so later, you're probably gonna have to
call those same 10. Again, you're gonna have to call again, I would
start with associations, because you know, they have to book
speakers, be flexible, be variable, and just get out there and make
it happen. This is a wonderful, this is a wonderful business and
I'm going to tell you something very interesting. It's easier to
break into the business today than it's ever been. It's easier to
create a name for yourself today because this little thing called
the internet, I think it's gonna stick around I think it's gonna
make it allows us to create a pretty big global footprint pretty
quickly. And that's why I love I love I love speaking. And I love
speaking globally because every opportunity creates another
opportunity.
James Taylor
Now where should people go if they want to learn more about you, I
know you have obviously you've defined a resource manager some of
the books as well, but where's the best place for them to go to
kind of learn more?
Mark Hunter
Well, the best place is the website, the saleshunter.com that's my
website, the saleshunter.com. And hey, it's
full of resources. tons. There's tons of free things, but you can
sign up receive my weekly email, I send out a video every week I we
put a lot of content out there because we believe you got to
share.
James Taylor
Yeah, share to help other people. Mark. It's been an absolute
pleasure speaking with you today. I'm so delighted, you know, we
got a chance to meet at the NSA event when we had this
conversation. So I really want you on this summit as well. So thank
you so much for taking the time today and sharing your your wisdom
and your knowledge, especially around the sales thing. I look
forward to getting a chance to actually hear you speak on stage at
some point soon.
Mark Hunter
Great. And thank you for all you do to help the speaking
community.
James Taylor
Today's episode was sponsored by speakers you the online community
for speakers and if you're serious about your speaking career then
you can join us because you membership program. I'll speak as you
members receive private one on one coaching with me hundreds of
hours of training content access to a global community to help them
launch and build a profitable business around their speaking
message and expertise. So just head over to SpeakersU.com to learn more.
#speakersU #speakerslife