Mo asks Grant Baldwin: How can we hack our habits to keep focusing on the long-term and stay top-of-mind?
Speaking is a person-to-person business. One of the keys to success as a speaker is regularly following up with past events or with events that you would like to speak at. There is a consistent turnover each year as event organizers look for new voices and little touch points over the course of a few years will help you stay top-of-mind when they begin the process of looking for their next speaker.
The more times someone is exposed to you and what you do, the more likely they are to feel familiar with you and take you up on your offer.
To organize your follow-up efforts you need to have a system. This could be in the form of a spreadsheet or a CRM, but it can’t just be in your head.
Pre-schedule your follow-up tasks months into the future, that way your only day-to-day task will be to check your CRM and see what you need to do in terms of follow-up for that day.
One of the most important things you can do as a speaker is have a system in place to help you be responsible in your follow-up. When you do follow up after promising to do so, you’re giving the person a taste of what it is like to work with you.
People want to do business with people who make their life easy.
In terms of tasks and time, Grant checks his CRM (currently Hubspot, but the software isn’t as important as the system) each day and then executes on that follow-up task first. These follow-up tasks also give him a high level view of the leads in his pipeline which allows him to plan ahead.
Like a flywheel, you have to keep putting energy and effort into your business or at some point it’s going to stop. You need to put in a little bit of work each day to keep your business going. Build in the time now or it’s going to be 100 times harder to get things going again in six months when you run out of work.