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The Sales Evangelist

Collin Mitchell on The Sales Evangelist Podcast

One of the best ways to build rapport with prospects is through their topics of interest. (And what better way to do that than by podcasting?) In today’s episode of The Sales Evangelist, Donald is joined by Co-founder and CEO at Salescast Collin Mitchell to learn how he uses podcasting to build rapport with his clients.

Use podcasting to build a professional relationship.

  • People go on podcasts to contribute thought leadership and share knowledge with the world. Therefore, finding podcasts your clients or prospects have spoken on is a great way to learn more about them.
  • Listen Notes is a helpful resource to view podcasting information like topics, guest names, and show popularity. You can also search for specific people to see if your client or prospect has been on a podcast! 
  • People are often more personal and vulnerable on podcasts. So listening to a prospect’s guest episode is a great way to learn about them to use in conversation later.
  • For example, people on this show frequently talk about how they got involved with their organization, started their career, and sales methodology. That’s all great information to bring back to the prospect. 
  • Even more important is that you took the time to research and show up differently than everyone else.

Other podcasting strategies to build rapport:

  • Obviously, you can host your own podcast. There are many opportunities to get into podcasting, and the barriers to entry are low. 
  • Remember, the goal isn’t to get sponsors and downloads. It’s to get access to another person.
  • If you’re an enterprise seller, you can reach out to those in your target account list and ask if they want to join you for an episode. You’ll receive incredible engagement. 
  • Everyone is thankful to join a podcast. They appreciate being elevated alongside their peers, highlighting their expertise to their community.
  • You still need to build the relationship, don’t just try to sell something immediately after the recording stops.

Creating content for social and video opportunities:

  • Social media is huge, especially for sales. LinkedIn is a major platform to connect to your audience.
  • When we’re busy, creating original and consistent content is the first thing that falls by the wayside. But it’s a powerful tool to create growth.
  • Social media, if managed correctly, will be a powerful rapport-builder to connect and build relationships with more people in your industry.
  • Collin’s best video tip- use it as often as possible. A video conveys the authenticity and the human behind the screen, which shows who you are as a person and builds trust.

For more insightful sales content from Collin, check out his podcast Sales Transformation.

This episode is brought to you in part by LinkedIn Sales Navigator.

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Gain the advantage of accurate, quality lead generation data from LinkedIn Sales Navigator. You can get a 60-day free trial of Sales Navigator at www.LinkedIn.com/TSE

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

This episode is brought to you in part by Closers.io.

Closers.io helps sales reps land their dream remote sales gig, where they can set their own hours, work from anywhere, and make six or even multi-6 figures per year. That sure sounds good to us!

Committed to helping sales reps make a shift, Closers.io will place you in an available sales role that will increase your commissions and help you live the life you want. Apply for free now at go.closers.io/TSE.

This episode is brought to you in part by Scratchpad.

Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we’re speaking from personal experience.) Luckily, we’ve found the solution.

Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.

Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

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