The Speaker Lab Podcast

Speaking Leads 101: Process, Touchpoints, Cold vs Warm, and More with Rick Clemons [Coaches Corner]

Jan 16, 2024

In this episode of the Coaches Corner series, Maryalice Goldsmith speaks with Lead Management expert Rick Clemons. They discuss topics such as the difference between warm and cold leads, thinking like a business owner versus a hobbyist, the number of touchpoints needed to convert a prospect to a lead, understanding buyers' mindsets, and practical examples of lead generation processes.

49:17

Episode guests

Rick Clemons

AI Summary

Highlights

AI Chapters

Episode notes

Podcast summary created with Snipd AI

Quick takeaways

Consistent engagement with prospects and providing value through multiple touchpoints is key to converting leads into speaking gigs.

Understanding the distinction between warm and cold leads is crucial to tailor your approach and effectively navigate the sales process.

Treating your speaking career as a business, focusing on providing value and strategizing for growth, is vital for sustained success in the industry.

Deep dives

The importance of daily prospecting and nurturing leads

Prospecting and nurturing leads on a daily basis is crucial for building a successful speaking business. It involves consistent effort in reaching out to potential clients, identifying their pain points, and presenting yourself as a solution to their needs. By implementing a daily power hour and using a structured process, you can effectively engage with prospects and build relationships. It's important to avoid the mistake of sending just one email and expecting immediate results. Building relationships takes time and requires multiple touch points, adding value and showing genuine interest in their challenges.

Valuing the privilege of representation and referrals

01:15

Building and maintaining business through relationships

01:20

The importance of consistent and intentional lead nurturing

01:56

Introduction

2min

Tips and Tricks for Mining and Using Leads

9min

The Power of the Hour and Research Process in Speaker's Journey

2min

The Importance of Research in Prospecting and Discovery Calls

25min

The Importance of Multiple Touch Points

8min

The Importance of Consistency and Intentionality in Mining and Nurturing Leads

3min

"Just because you get a speaking gig doesn't mean, oh, cool, I got the deposit check. Let's go spend it. You don't actually "realize" that entire piece of income until you walk off that stage and it's done. But if you're listening to how I'm talking about this, this is how a business owner thinks. This is not how a hobbyist thinks."

We’re back with another edition of our Coaches Corner series! This week, Maryalice Goldsmith sat down with Rick Clemons to dig into Lead Management and how to think like a business owner in this relationship business.

“The more you can sell the solution that you provide, not you. Yes, quote, I am the solution, so to speak. But the solution I'm going to offer to them to fix their problem, the sooner you're going to start getting the buy signals and the sooner you'll start moving that through the selling pipeline and filling your pipeline through the process."

In this episode Rick and Maryalice cover:

The difference between warm and cold leads
What it means to think like a business owner vs a hobbyist
How many touchpoints a prospect needs to become a lead
Buyers mindsets around investment decisions
How to research the heck out a prospect so they become a lead
Practical examples of what consistently looks like in the lead generation process

"You have to find where you can get in the door. And one of the things I learned when I was doing this is I could offer a college or university something. Sometimes there was some pushback, but the moment I said, and here's what else I'll do, as soon as I offered the what else I'll do, which was either a quick little webinar...or a recorded thing that I could do… I could get in the door."

Episode Chapters:

01:00 What are common pain points in lead generation?

06:39 When do I consider it a lead?

08:52 Should this be part of your daily routine?

12:12 How can prospecting be done effectively?

14:57 How can you leverage your warm network?

19:46 What differentiates the mindset of a business owner?

25:58 Do you understand the importance of relationships in this field?

27:03 How does persistence benefit you as a speaker hoping to achieve business growth?

33:12 Do you set clear goals for tasks?

36:40 Could a webinar-driven low-end product work?

37:35 How can you find opportunities to offer value?

45:35 Examples of how Rick approaches finding places to offer value

47:26 Why is tapping into the community important?

Episode Resources:

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The Speaker Lab Podcast

Speaking Leads 101: Process, Touchpoints, Cold vs Warm, and More with Rick Clemons [Coaches Corner]

Episode guests

Podcast summary created with Snipd AI

Quick takeaways

Deep dives

The importance of daily prospecting and nurturing leads

Understanding warm leads and cold leads

Treating speaking as a business and considering long-term success

The importance of relationship building in the speaking business

The significance of consistent touches in the prospecting process

Valuing the privilege of representation and referrals

Building and maintaining business through relationships

The importance of consistent and intentional lead nurturing

Remember Everything You Learn from Podcasts