Podcast Transcript: Discovery Call Demonstration with Dr. Casey Jensen
Introduction and Assessment Results
AJ: I'm here today with Casey Jensen, Dr. Casey Jensen. This podcast episode is a little bit different, and Casey is my guinea pig on this.
Usually my guests are self-employed consultants who have several years of experience in self-employment behind them or under their belt. Casey is fairly new in his journey, and he has agreed to let me take him through the process that I use when I'm doing discovery calls with potential clients.
So Casey, thank you, welcome to the podcast.
Casey: Glad to be here, AJ. And thank you so much for having me.
AJ: And thank you for being a willing participant or willing guinea pig. So, Casey, I've asked Casey to take my consultants marketing scorecard which has given him results that tell him he's got an overall score. And then the consultants marketing scorecard focuses on the 4 pillars of marketing: lead generation, lead nurturing, converting prospects into clients, and then brand awareness and authority. And Casey's overall score is 47, which is considered significant gaps.
Strengths and Primary Challenge
AJ: And what I love Casey about what you have done or what you are doing so far is that you have - even though you have some gaps, you're doing quite well on converting prospects into clients. So what that means is you are able to, once you get in a conversation with a client or with a prospective client, you are developing some skills in mastering the art of converting.
But lead generation, as it's true with all self-employed consultants when they're first starting out, lead generation is the challenge. So that is probably your biggest area of gap. And I'm just looking through - so let's focus on lead generation, because that's where we start. If we can't generate leads and get enough prospects into the top of the pipeline, then there's no possibility of having clients come out the other end.
So you said that you generate 2 to 4 qualified leads per month, and that your lead generation is very unpredictable. It's feast or famine. Some months you may have a huge amount, other months a small amount, other months it's like, "Oh, crap. I don't know what I'm gonna do here."
So what I'd like to do is tell me a little bit about what you're doing currently in the area of lead generation. What's happening there currently?
Current Lead Generation Activities
Casey: A lot of my leads have come from my professional network and friends that I have worked with in the past, and I've been able to connect and build new connections. Right now, it's a lot of just having a conversation and giving more information about what Future Point Innovations is really about - what I'm doing, what I want to do.
And I've been able to partner with at least one university, helping them build some content. And then I've also done a number of volunteer activities to just try to build my brand awareness, which obviously I am still very much still working on and learning when to put out articles about what I was doing for free to try to build something.
So I would say that my lead generation goes a little bit even more of: I am willing to do the free stuff to be able to help out some others to hopefully build that awareness. But, like you said, I'm very new at this. And again, a lot of it's coming from my professional network - very little success at the moment on like cold calling, and so on.
AJ: Okay. So to think about the last 2 leads that you got. Where did they come from? Specifically.
Casey: Friends of mine, my professional network.
AJ: Okay. All right. So you're doing some pro bono work with universities. You are having conversations with people in your network?
Casey: I am.
AJ: Okay and anything else?
Casey: Not at the moment. The other piece that I am trying to work on, which I guess you can say it's cold calling is: I also started a podcast called "Leaders Leave Legacy" that I post on as much as I can. To be able to give some of those free tips and tricks on the leadership, management performance, and so on with employees to be able to start to build that brand awareness and authority. It just - it's still very new, and I'm still working on gathering a following.
AJ: So it has not turned into any leads yet, but you're hoping.
Casey: So it has not turned into any leads yet, but I'm hoping.
The Podcast as Lead Generation Tool
AJ: Okay. So what would you say - we'll come back to the podcast, because that's conventional and I think it's true at this point that podcasts can be a very effective lead generation tool. So you're starting to develop a nice foundation. It's just a longer lead process to get leads through that.
So what would you say is preventing you from making progress and getting more? And when I talk about lead generation - getting a systemized, systematized, predictable lead generation system put into place that's going to bring in predictable leads without you having to keep getting on calls with your network.
So what's preventing you from making progress in that area?
The Core Challenge: Self-Promotion Discomfort
Casey: If I'm being incredibly honest and vulnerable here, it has, I think, more to do with: I have a hard time selling myself because it feels very selfish. I'm a - I like to again, it might be my military background on it, but I'm a very humble person, and I don't necessarily like talking about myself in that way.
So it gets - I sometimes fumble on my words and get a little bit awkward, and that can start to shut down conversations. When I'm in my true element of facilitating a leadership development, soft skills, whatever it might be, I'm very open, honest, I draw in an audience without a problem. But when it comes to trying to say, "Hey, pay me to do this," it becomes a little bit more difficult for me to talk in that way, and I don't think I've been able to figure out how I can break that barrier yet.
And that has made me hesitate on reaching out or doing some cold calls, or reaching out to other professional contacts that may benefit from this. So it's again, it's a barrier that I am most definitely becoming more aware of, and I am not sure how to break through that wall yet.
AJ: Okay, I appreciate your vulnerability on this. I know that there will be listeners and viewers that will be shaking their heads, saying, "Yep, I can totally relate to that." So I appreciate your bringing this up.
Impact of the Lead Generation Gap
AJ: I want to explore the impact of the gap. How is the gap affecting your business right now, and the gap I'm talking about - the gap in lead gen, being able to have an effective lead gen system?
Casey: Well, I mean right now, I think in my mind it just comes right down to the numbers: there's little revenue coming in for the paid work that I am doing. It is creating, helping to create content and whatnot. But it's a very small amount of revenue - like it's preventing me from being able to get to that next level and start to build something bigger, better with more sustainability over time.
I want to see this work. I want to be able to continue to be this independent consultant, because I really kind of like this area quite a bit. It's where my passion lies. So it causes a lot of stress every day of like, "Okay, how do I start to build this bigger than what it is right now than my one client that's paying me?" I have pro bono clients. That's fine. That's cool. I love doing the work. But at some point it needs to convert to real money.
So that's where this gap is really kind of hitting me every day, and I keep reminding myself that I'm very new at this still. And if I keep persisting, it's going to happen. But hey, I need help, so I'm here for advice, right?
Revenue Goals and Current Situation
AJ: Okay, great, all right. What would it mean for your revenue if you could kind of imagine you've solved this? Well, let me step back for a moment. So you're getting 2 to 4 leads a month. How many leads do you feel like you need to be getting consistently per month in order to make the revenue that you want to make?
Casey: It depends on the scope of the work, I suppose, and that might be part of my problem, too, is as I go through, and I've done a few different, like government bids and whatnot for projects that would be upwards of a year long, and that would require 20 to 30 hours a week, which is - hey, that is a solid client for that entire year, with a pretty decent revenue in it. A whole ton of work.
So it kind of depends on what people are looking for right. When I do these - if I do like an emotional intelligence seminar, that is a day long, hey, that's okay. But I would need then 5 or 10 per month to be able to really make what I would need. If it's more of a quarterly based leadership development package or so, I would still need 3 to 4 clients as a recurring basis to really be able to say, "Cool, I'm comfortable."
I could still do more, but I would be comfortable. So that's where I think I also have a little bit of an issue with: What do I truly want to offer all the time? And I'm slowly starting to come back to creating a process of: Here are the different courses as a base package that I'm happy to do, or I can customize them to fit your business, or if you're looking for one-off seminars, here's what I'm certified in, and I can offer. I just don't always know how to get that message out there articulate enough to be able to capture the attention of my potential clients.
Ideal Client and Service Offerings
AJ: Right? Right? Okay. So what would you say - what do you like to do the best? I mean, when, if you were to think about the ideal project, ideal client and how much revenue that would bring in. What are the answers that come up when I ask that?
Casey: So from what I've been researching and looking at, I think, especially where I am right now, the medium sized business would be a really true key customer. I've also learned throughout my career that a lot of what I offer goes well beyond a single industry. So I'm kind of thankful for that.
And from there I really like being able to customize programs that's going to move the needle for the company with their people. Far, far too often are there these people development programs that exist that are overly motivational or inspirational, but do not provide an area for practicality.
And I like to focus much more on what's practical, not under perfect circumstances. This model works. It's: "Hey, you have a model, or I can propose several different models. But with your company where you're at and where your employees are at. Here's the approach to use to start truly changing that needle and getting better engagement scores, starting to get people more engaged, having better conversations, more open conversations." And that's what I love to do.
And then one step further, I love getting into the quote unquote classroom and facilitating it and teaching it and having those upfront conversations and challenging the thought perspectives. That's what I love to do, and that's where my company really started to take off in my mind, and I say, "take off" as in I created it. Now I just need more clients to be able to truly move it forward.
AJ: Right? Right? So an ideal - it sounds to me like the ideal project for you is multi-month with a client and some teaching. Some - would there be working one on one or with teams?
Casey: I typically recommend having post coaching sessions, just to make sure that as people go through and start to live that experience to be able to continue with that advice, for 3 to 4 sessions is typically enough for it to be a little bit more ingrained. But one of the other things that really helps to set me apart from my competitors is that I get the managers involved, too, like the managers have to be involved to be able to really start that learning process. So yes,
I also know the market well enough to where soon I'll be able to offer communication profiles like DISC, and to be able to again enhance how we're communicating. I always do things like emotional intelligence and a few other things like that that really do help, and some just want to do those particular seminars. However, I think you're right. My ideal client is a multi-month of "let's do something to truly move the needle." Many times as I look at it over a longer course.
I say, "Cool. Let's start with a for example, DISC assessment. We'll mix emotional intelligence in there as well as some very other, some other high impacting topics that I can customize to their company and start to move that needle and talk about real issues." So I mean, I think that was a very long answer to say, yes, I think you're right. Multi-month client is probably where my happy place is.
AJ: Okay, okay. But you're willing - I mean, you've got a number of different offerings that you could offer if somebody, if that's too rich for their blood. But ideally, the kind of ideal client that you want to be targeting is the one that says, "Yes, this whole package is what I need."
Casey: I find that that does the best for companies. But again, it can - depending on what you want - everything a little bit comes with a price, and I think that's part of what I'm looking at on the marketing side, too, is especially starting out: how do I price this competitively without undervaluing or overvaluing? And that's that I find myself pondering every day of also, like, "Is this too much? Is that why?" So, yeah.
The 90-Day Revenue Impact Scenario
AJ: Yes. So if you could fix your lead gen problem in the next 90 days where you're consistently bringing in, let's say, well, let's say, 10 leads a month, what impact would that have on your life and your business?
Casey: Oh, significant! Like if I could have 10 leads, and even if I could, I mean quite honestly, even converting 40% of that would have a major impact on the business and being able to continue to refine the offerings and be able to continue to spend the time with my clients to be able to again, let's move the needle for real.
Let's not just walk away happy. Let's walk away with something practical. That's going to matter. So I mean having 10 calls, 10 consultations and being able to convert at least 4 of those would be amazing.
AJ: Okay.
Summary of Core Challenges
AJ: I want to summarize it. So the overall challenge is lead gen. But within that there are a couple components, one is the confidence and the comfort with "promoting yourself." And I put that in quotes, because that's what we think it is - that we have to sell ourselves, which then makes it sound very objectionable.
It's like people aren't going to want to talk. People aren't going to want to listen to me talk about myself. So that is - you've got a mindset issue going on there. That and underlying belief issue that is kind of programmed into you probably personality wise, and also from your previous vocation, and then the other key area is that you aren't - well, I would say the other area to look at is that the riches are in the niches.
So another area that requires a whole big conversation is to start really defining your niche very, very narrowly, so that you can talk very specifically to those people about the problems, so that because the key - what we want to do in our lead generation and our messaging is to be so specific in talking about that person's problems and pain points that they say, "Oh, my God! He's in my head. I have to hire him because I know he understands, and he can solve my problem," and the only way we can do that is to be very, very narrow in who we're talking to.
So the biggest challenges from my side of the table are that, and it showed up in your assessment, one of the areas that is sort of the precursor, the important foundation to getting a lead generation system put together is the foundation and the foundation includes defining your ideal client, figuring out exactly what problems, pain points you solve, and being very disciplined because you can solve a lot of different pain points and problems. But it's narrowing in, really focusing in on one specific problem and pain point very specific on the outcome and quantifying the outcome. So it's ideal client target niche definition, really laying down the problem and then really figuring out what outcome you are going to deliver and putting together an offer.
The Real Foundation of Business Success
So those are the sort of the biggest challenges and those - the good news is that you are not alone. This is something that so many self-employed consultants, I would say, almost universally, struggle with this problem of, we think that the foundation is what you have been laying - a legal foundation putting together your organizational structure, and all of the sort of legal and banking and administrative elements that are the foundation of a business. But I'm talking about a different kind of foundation, and that is the foundation of who you're serving, how you're serving them and what outcomes you deliver. And most of us do short shrift on those.
So it's based on - do you feel like what - give me some feedback on what you think of as I've sort of summarized the challenges.
Casey's Response to the Assessment
Casey: Oh, I couldn't agree more. I mean they - I am absolutely stuck in the "how do I sell my business without having to sell myself" type thing as well as the how and what clients am I going for versus just trying to like throw mud at a wall and whatever sticks let's go with that route, because there's a lot of - for just example, one of the things I offer is like the facilitation portion. There's a lot of facilitators out there for soft skill, for leadership development.
The what truly sets me aside is being able to translate that company's issues into a practical solution and process. And that's a big thing of like I struggle with being able to talk about that in a real sense, without sounding arrogant, for example. And that's like, "Okay, cool. I'm kind of sensitive to that." So no, every everything that you're saying is 100% true.
I have been focusing on how many things can I offer versus what niche should I really be focusing in on, how do I talk about that? In a more succinct and direct way? And I think the more that we're talking, and the more that I've gotten some advices from some of my other friends who set up consultancy companies and whatnot have told me, too. I'm like, "Yeah, okay, maybe I need to refine what I'm doing, and not just throw it on the wall. See what sticks."
AJ: I'm learning.
The Intuition Trap
AJ: Yep, well, and you're following intuitively. We think that we should have everything so that we can take any opportunity. But it is in that case our intuitive thought is wrong. Lots of times our intuition is right, but in this case, the intuition of of being very broad just does not serve you well.
So I've given you a pretty accurate summary of the issue. It sounds like, I mean, I know absolutely there are real opportunities to help you get traction in these areas and to kind of resolve these challenges. Would it be helpful if I asked you some questions about your current situation and goals to see if there might be ways I could help you address these challenges systematically?
Casey: Absolutely.
Revenue and Investment Questions
AJ: Okay? And some of these are a little, maybe feel a little sensitive, because I'm going to ask the R word - the revenue word. If that's okay. So what is your current monthly revenue?
Casey: I'm about $2,000.
AJ: Okay? And is that consistent?
Casey: No, it is not.
AJ: Okay. And where do you want to be? 12 months from now - not track, be realistic, but a goal, I mean, and maybe a little bit of a stretch goal.
Casey: I would love to be able to get to about $10,000 a month on average, and that would provide enough for me and my family, even after the company costs, and all of that. It would end up providing enough, so I mean, my goal would be $10,000 a month. Yes.
AJ: Okay, so $10,000 a month. So you're at $2,000, and you want to get to $10,000. So what needs to happen to get there?
Casey: Clients, lead generation. I need to be able to get in front of more people and have the conversations and start to pull in, figure out how to get those leads.
AJ: Okay, and have you invested in business coaching or consulting before?
Casey: No, I have been fortunate enough to be able to get coaching from my network who also did kind of the same thing, and they've been incredibly wonderful for having these conversations and very direct and whatnot. I have not hit the point to where I've needed to, or felt like I've needed to. I should say it may be coming up very soon, so.
Understanding the Marketing Confusion
AJ: So when you think about investing and solving this marketing challenge, you know, up until now you're getting good advice from your network. But if you were to - if you're starting to get to the point where you may, you're thinking, "Well, maybe I actually need to invest in business coaching." When you think about investing and solving this marketing challenge, what's a reasonable range?
Casey: You know I don't know. One of the things that that I find, really that confuses me is even on LinkedIn ever since I said, "Hey, I'm starting this business," I have been reached out to no less than probably 200 different people, saying, "Hey, I can do this I can do that" which is great, but it's kind of a little bit of a rabbit hole of like number one, I don't even know what I actually need.
I don't like having one person tell me that they are, "Hey, for $350 a month, I will get your views on YouTube up for your podcast." It's like, "Okay. But again, what's that? What is that really, if an effective way to use money right now?" Every penny is important to me at the moment, so I don't know, and that's partly been the problem, too, of I have yet to be able to kind of distinguish between what type of marketing do I need? Because there's a thousand different ways to market. But what do I need right now to start that lead generation, and then I can get into more complexity later and down the road. So I don't know how to answer that. It's a big question mark in my mind: What do I really need to pay for right now?
And what does - and once I can figure out, what do I need to pay for? Then I can finally say, "Cool, what's the average market value of this? And now let's start looking at it." So I get lost to answer your question. I get lost.
Clarifying What Casey Needs from a Coach
AJ: So. So let me ask you another question. So you're getting inundated by "hey I can help you." And then they say, "Well, for just $350 a month," and you're turning them down. You're not going down what I would call that rabbit hole. So you're not sure when they say, for example, $350 a month - from a buyer side you're not seeing they have not articulated the value in what they can deliver to you, or given you the assurance that they can deliver the outcome you want.
Casey: Correct.
AJ: So what do you need to hear from a potential coach that would give you, or what do you need from a potential coach that's going to give you more confidence that they can help you?
Casey: Great question. I think I'm still partially trying to figure that one out as well. My biggest thing, I think, is "I can bring leads to you," right? And or "I can market to where your phone will start to ring more." And that's that part that I haven't really seen. It's been, "Hey, we can revamp your website and then your LinkedIn and this and that," and it's like that's great. But again, I don't see how that is going to translate right now in my LinkedIn. All I have is marketing people inundating me with stuff.
Not too long ago I got my small business accreditation and started looking at government contracts. And I have people reaching out, "Hey, for $5 to $7,000, we'll get you leads from the Government" like I can go on the site and find the leads. Again, I don't know what you're providing to me, or why this is a worthwhile investment. So it's "how are you going to bring me leads" is probably my number one.
I am a novice enough and I will YouTube search, ChatGPT, whatever I need to to be able to learn how to build a website to revamp my LinkedIn profile to be good enough. But I need people calling, and that's where my biggest struggle is at: how do I find those people that would be interested in this and that has not hit within anything within my LinkedIn yet? So, or any other emails and whatnot.
Marketing Reality Check
AJ: Okay. That's good feedback. Thank you. I appreciate that good feedback for me. I'm gonna want to switch a little bit gears. Now, talking about what I call the marketing reality check. How much time do you spend on marketing each week?
Casey: I'm probably about 5 or 6 hours. However, depending on what type of marketing you're referring to of my marketing is much more have been on the spending time on the podcast as well as LinkedIn. And then making phone calls to my network and getting other connections and making conversations with them, and so on and so forth. So that's where the time is being spent. I how to market in other ways. Again, I can always spend money on Google advertising or whatnot. But I'm like I don't know what that's gonna get me yet. So that's where that's where the time is being spent. More than anything else is trying to be able to develop free products. Get it out there, and try to have my professional network get it out to other people, and they can grow it and grow it until leads come in.
AJ: Okay of those activities. What are working best right now?
Casey: None. I mean quite honestly, it's I have some traction on LinkedIn, a little traction on the podcast. But it's honestly minimal at the moment. I like part of me feels like what's being held back is I just need some testimonials, but I don't have any true completed work to be able to get testimonials to be able to grow that yet, either. So yeah, I don't know.
AJ: Okay, okay, fair enough.
The Stakes: What Happens Without Success
AJ: What happens if you don't solve this marketing challenge?
Casey: I will have to find out how to make money elsewhere, whether going back to being a contractor or getting a full time job to to be able to support my family. I got young kids. So my goal is to be able to have some flexibility and be there. So.
AJ: Right? So this is really important.
Casey: Yes, very much so.
AJ: Cause I was, you know, on a scale of one to 10, how urgent is solving this?
Casey: Probably a solid 9 right now.
AJ: Okay. And if you don't solve this in the next 6 months you could end up.
Casey: I would say, if I don't solve it within - if I don't start getting some traction within the next 90 days, then I'm going to have to start looking at alternate plans. Because I'm a very big family person, and I will not let my kids go without. So if that means - yeah, I will do anything I need to do for them that way.
AJ: Good. So the timeline is 90 days. Something's gotta happen.
Casey: Yes.
Building Trust and Confidence
AJ: What would need to happen for you to feel confident, moving forward with, say, working with me?
Casey: I mean, so far you have been the most upfront and informational and educational marketing person I have talked with, so I'm comfortable now, quite honestly. Like and this isn't our first conversation, which is what has been really important to me, is to be able to one, connect and have somebody understand where I'm at.
A lot of times when I get the marketing to sell marketing, it feels incredibly impersonal. Well, we can guarantee - say, "Well, you don't know what my problem is, and you're promising things you don't know." So it also turns me off on that aspect, too. Like I want to build that relationship and say, "Cool, you understand? And now you do. Now let's move. Let's figure out what comes next."
AJ: Okay? And you've identified something that is such a key difference between marketing our consulting services and the marketing. The course creators, and other types product based companies do is that we market consulting is a relationship based business and somebody just DMing you saying, "I can, you know I can bring you 50 leads a month" is they don't have - they're making a promise. They don't understand you. They'd understand your business. How could they possibly bring you the kind of leads that you need?
Casey: That absolutely. And that's exactly what it's been. And even in the messages to where it's "Hey let's book a 30 min meeting and talk." I'm like, "Well, you already told me what you offer, and you already - it doesn't even seem like you've read anything about me before you put that out there," and most of them are automatic messages. It's so - and it's funny, I get a lot of "Hi, doctor," and then it just goes on the message. I'm like, "Okay, you're using an automated." It's one of the only reasons why I use the Dr. title on my LinkedIn is it's how people are actually doing this. If they're not using my first name, then I know that it's likely some type of macro or robot, whatever is doing it. And then I'm like, "Not real. I'm good. I'm moving on."
AJ: Yeah, delete the conversation, and do not pass go.
Casey: Exactly exactly. I do. I want to make sure that somebody understands where I'm at, can challenge my perspectives and teach me what I don't know. I am - I love my profession within HR and business consulting, and so on and so forth. But what I have learned is marketing is a weak point for me, and that is something that I vastly want to learn and turn that around, because, quite honestly, I have to.
But also my intellectual curiosity is, "How have I thought about this so wrong for so long?" And it has more to do with like it's things that I never knew I needed to know. And that's where our conversations have been really kind of phenomenal of breaking that barrier of like, "Okay, I need one. I need to upskill myself, as we have these conversations, because ultimately no one's going to do this stuff for me. It's still on my shoulders. Either I'm going to succeed or I'm going to fail." And again, so that's where I appreciate our conversations and your approach more than anything else, so.
The Service Proposal
AJ: Okay? So you've kind of established no like and trust. If I could show you a clear path to generating, let's say, consistently, a minimum of 10 leads per month with a process for converting, though a certain percent, let's say 40%. And it required an investment of $5,000 over 6 months. Is that something you'd consider?
Casey: It is something I would consider.
AJ: Okay, great. So would you like to hear how I could typically help in this situation?
Casey: Absolutely.
The Solution Framework
AJ: Okay? All right. What I do is, first we go - you took the online assessment. So we will go deeper into that to the - so the first step is to do a deeper assessment of what marketing activities are worth your time and which aren't.
And that starts with what you like to do and what you're doing that's working. So I don't have a framework where you have to scrap everything and start over. One of my business coaches says you start with what you like. Do you like to speak? Do you like to write? Do you like to do direct outreach? And you start with those. So we start with figure kind of identifying the marketing activities that you want to focus on.
Actually, I forgot the beginning part of that. The first step is that we work on the reframing of that "I'm not comfortable promoting myself." So there's a certain amount of mindset work that we do not kind of consecutive with other work, so we wouldn't be spending 3 months on mindset before you moved into anything else. But basically, what we would do is together. We will build you a custom marketing system that works like a well-oiled machine.
So it's like having enough gears because a lot of us have one gear. LinkedIn. And so we put in one input we've got one gear. We get one output. What we want to develop is a machine that's got 5 gears. So that you're amplifying. You put one and you get 5 out kind of - to use that. That's not a perfect example. But so that is what we do. And the reason it's 6 months is because this takes time.
It is a process where we identify a strategy. Figure out how you want to do it. You go out and test it. We take a look at how it's doing. Refine rinse and repeat until a system's working, and then we add another one to it. So it's building a custom marketing system.
And the most important piece of what I do is that I provide accountability and troubleshooting as you implement the system so, and the accountability and support is probably the most important thing piece, because I will give you some sort of instruction on the marketing pieces. So if you decide on a certain strategy, we can talk about the framework that to help implement that strategy. But you can get a lot of that from the Internet. What you can't get is someone saying, "Here's why this is gonna work for you. And here are the things that you've committed to doing over the next week. How did you do at the end of the week. How did you do? What's getting in the way of you doing those?"
So? And we would focus in this first period of time, we would focus on the lead gen piece primarily because you want to start getting the input in top of the funnel. But we will also, once we start to get your lead gen, a couple lead gen funnels working, we'll also take a look at the lead nurturing and the conversion because you're going to convert a certain percentage and a certain, probably larger percentage of those people are going to be saying, "not ready yet." That doesn't mean they're not - they're a no, it means they're not ready yet. So how do you nurture them? So we also focus on that.
Casey's Response to the Proposal
Casey: That makes sense. I like it.
AJ: Okay, does it make sense? What do you think?
Casey: I like starting to focus on number one mindset followed by lead generation. That makes perfect sense to me.
AJ: Okay, what questions do you have about how this would work?
Casey: I'm - from what I've heard, I'm going about this. One of the biggest things that I very much appreciate is the being able to adjust as necessary and on a timely manner. Anytime I look at the marketing stuff out there, and the small amount of research that I've done on some of the companies, it's "Hey, here's our proven plans" - like that's great. But if that's not working for me, then like, how do we adjust? And what's our timeline for adjusting? Because I mean again, I got, I have 90 days to start pulling something in before some difficult decisions are going to have to be made.
AJ: So.
Casey: That makes sense. I like it.
AJ: Okay, does it make sense? What do you think?
Casey: I like starting to focus on number one mindset followed by lead generation. That makes perfect sense to me.
AJ: Okay, what questions do you have about how this would work?
Casey: From what I've heard, one of the biggest things that I very much appreciate is the being able to adjust as necessary and on a timely manner. Anytime I look at the marketing stuff out there, and the small amount of research that I've done on some of the companies, it's "Hey, here's our proven plans" - like that's great. But if that's not working for me, then like, how do we adjust? And what's our timeline for adjusting? Because I mean again, I have 90 days to start pulling something in before some difficult decisions are going to have to be made.
So I really like that. And I would be interested in getting into a much more detailed conversation about what does that truly look like? So it's not so much questions in the higher level as much as it's I'm almost like digging at the heels of like "Cool. Let's dig in. Now let's go."
AJ: Okay wonderful.
Podcast Conclusion
AJ: And that is where we're going to end the podcast episode. But don't go away because you and I will talk after that. But thank you for being a guest and going through this. This is an example of a discovery call that we as consultants can take. Once we've got a qualified lead, then the next step is to get a discovery call, and this was an example of a discovery call to lead, and it was a perfect example.
Because I'm kind of sitting here dancing, because the ideal outcome of a discovery call is, "I want to know more. Tell me more. I'm ready to consider it." So thank you for being my guest today. And it's a wrap on this episode of thriving through.
Casey: Thank you so much, AJ, I appreciate being here.
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This transcript has been edited for clarity and readability while maintaining the authentic conversation and key insights shared during this discovery call demonstration.
