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We're often asked how we come up with our sales systems at such a rapid pace - we've shared more than 70 systems in these podcasts alone. In this episode, we're walking listeners through the exact steps we take each week to assess the challenges we encountered and how to build or modify a system so that challenge is never encountered again. It's the mother of all sales systems!

Many salespeople and nearly all speakers are giving up too early or simply annoying their prospects with poorly-timed and selfish messaging. In this Speaker Sales Systems podcast, we're sharing the three elements to ensure you build into every outbound sales campaign to ensure you're providing value and getting on more stages.

If you're taking the time to qualify speaking prospects, you know how much is hurts when we lose the gig because we didn't keep in touch. Those 'leaks' cost us stages and revenue, and we're sealing them in this week's Speaker Sales Systems podcast!

Selecting a speaker comes with an almost unlimited amount of options for conference organizers, which is why they'll often choose a speaker a friend or colleague recommends instead of the one prepared to deliver more value. But what if we could answer all their concerns before they ever came up in a sales conversation? That's what we're addressing this week so we can stack the deck so both we and our clients win!

In the 21st century, speakers are expected to not just talk at their audiences, but rather walk with them on a journey of change. That means engaging audiences in ways that keep them attentive while providing insights. Speakers that can do this are always in high demand, and the technology exists to make it easier than ever. In this episode of Speaker Sales Systems, we go over why live polling and surveys are the future of audience engagement and how to use them during you talk. Most importantly, we share how to leverage the data we gather into future speaking sales!

There's a secret all great salespeople and business leaders know about that costs little and is under-utilized by almost everyone - and it's consistency. Specifically, consistency in our outreach. This week, we're going over the impact that consistency can have in a speaking business and how to make sure it's scheduled and managed intelligently. It's the difference maker in controlling your business' success and revenue, making it a skill speakers have to learn!

While many speaking coaches will advocate why all speakers should 'nice to get rich', it's a strategy that limits scalability and open a speaker up to industry downturns. In this podcast, we walk through how to break out of the padded prison of only speaking within one industry and how to diversity target industries to capitalize on growth and shield against industry downturns. 

While 'Always Be Closing' is a famous saying in the world of sales, it can't happen without prospects to sell to! In this episode of Speaker Sales Systems, we're going over why speakers should 'Always Be Prospecting', how to find speaking prospects, where to make time to add new ones into our pipelines each week, and of course the value having a lot of prospects gives us as entrepreneurs!

Every organization selects their speaker in a different way, but one way that is becoming more common is the use of a committee. A committee that the speaker never gets to talk to or win over. While that might stop many speakers cold or force them to simply submit their information and hope for the best, we realized there was a system we could use to ensure we converted the committee and positioned ourselves better than any other speaker they'd be considering. It's all here in this episode of Speaker Sales Systems!

If you're dedicating time to reach out to people who can hire you, then you should know that not all outreach tasks are created equally. Yet, they all need to be done - the calls, emails and social media messages that drive sales. In this week's podcast, we dive into how to rack and stack your daily outreach tasks to ensure you're driving every prospect towards hiring you to be on their stage!

Call reluctance is something all salespeople face, but we've seen it especially endemic in the business of speaking. We discovered it comes from considering calls as only having two outcomes- make the sale or get rejected. After 8,000+ sales calls, we learned there's a way to ensure we make every conversation or voicemail a way for us to get closer to getting the gig and it's all here in the only podcast for professional speaking sales!

While many speakers are focused on getting booked, the most successful speakers know that getting paid is just as important. In this episode of Speaker Sales Systems, we dive into the payment term negotiation ladder and show speakers how to ensure they're getting paid sooner while achieving maximum value for their clients. 

In you're taking the initiative in your speaking business and reaching to people who can hire you to speak, you will encounter objections. For most speakers, they kill the chance to make an impact or an income from that gig. However, we realized that salespeople have been dealing with objections for years and have a way of overcoming them. In this episode of Speaker Sales Systems, we go over our most commonly-heard objections and how we ensure we never lose a deal for the same objection again!

Speaking sales, like any sales, has rainmakers and rain barrels. The first take the initiative on their revenue and the second passively accept whatever comes along. What many speakers don't know is that being a rainmaker is not a secret, and it is also an active state. A speaker who stops doing rainmaker things will revert back to being a rain barrel. In this podcast, we differentiate between the two and tell listeners how to ensure they become - and remain - rainmakers with their speaker sales. 

There's a difference between the way a busy speaker and a desperate speaker approach sales. The busy speaker makes their potential clients 'earn' their talk, ensuring there's a fit for budget, availability and audience before sending a proposal. A desperate speaker does the opposite, and rarely gets the gigs they pursue. In this episode, we deconstruct the mentality behind making all of our prospects 'earn' their way into our pipeline, proposals and even to get on their stages.

While most speakers are focused on ensuring folks know their name, the best salespeople approach it differently. There's another name that simultaneously unlocks the name of decision makers, potential budgets, decision making process and timeline - the names of the speakers an organization has hired in the past! In this episode, we reveal how to find those important names and how to use them in your speaking sales conversations!

If you conduct enough outreach, eventually you'll run into rude people. They're a part of sales, but don't have to shut down your chances of speaking. In this week's Speaker Sales Systems episode, we're walking through the different types of rude prospects a speaker is likely to encounter and what to do with each of them to redirect and salvage the sale. 

For many speakers, their biggest challenge isn't their expertise - it's their sales conversations! This week, we dive into one of the most powerful techniques we can use when reaching out to the folks who can hire us. It seems contradictory, but by losing the sale before we ever pick up the phone, we're better positioned to win it. 

If you've every heard someone tell you, "Send me info about your talk/topic and we'll keep it on file," then you were likely missing a key element of getting someone excited about your talk: You didn't elicit their interest. So how do we discover EXACTLY what a decision maker needs a speaker to deliver at their event, and how do we connect our talk to that specific outcome? We answer it all in this week's Speaker Sales Systems podcast!

COVID-19 not only changed businesses and the events industry, it also changed the way people buy speakers' services. In this episode of Speaker Sales Systems, we go over what we've learned needs to happen before, during and after sales conversations to ensure we maximize our fees and the impact we can have with a live or virtual audience in a COVID world.