30 minutes | Jul 30th 2020

SL073: How To Sell Your Speaking On The Phone

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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: Mark Hunter Website 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 w
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