Today’s guest is Tom Schwab and he shares with us another interesting side of the sales spectrum. In fact, it’s something not too many salespeople or entrepreneurs have even thought about.
If you haven’t yet harnessed the power of getting on podcast interviews as part of your sales strategies, then you’d probably consider doing so. It’s a great, new way to start your year with a bang! Being that figure of authority. Being that expert that your customers will look upon.
And if high conversion rates are what you’re leaning towards for this year’s goals, you better get started with getting on podcasts. Right now.
Here are the highlights of my conversation with Tom:
Why podcasts are important in getting your ideal customers:
- High conversion rates up to 25% and even up to 75% (visitors to leads)
- Rich medium that would get them to know you and trust you
- You get not just leads, but hot leads
- You can connect with thousands of customers just by serving them and having them come back to you
How to find the ideal podcast for you:
- Define your ideal customer.
Be very selective on who you want to work with. Define who your dream customer is, who will be a lifetime customer, and an advocate. Then you will know what to say to them, what their pain points are, and where they hang out.
- Ask your customers about the podcasts they like.
Ask them which podcasts they find to be engaging.
- Get on the podcast.
This way you get more credibility and your customers will see you as an expert.
- Start searching for podcasts on the New & Noteworthy
Go to iTunes and break it down by category. Search keywords.
What do you do to not come off as a spammer?
- Make sure it’s not a cold call.
Listen to the podcast first to see if you’re a good fit for it.
- Reach out to the podcast host.
Leave them a review on iTunes so they will know who you are. Connect with them on social media. Build a relationship.
- Make it clear of the value you bring.
Make it very brief. Put on a one-page pitch sheet at the end (bio, picture, contact information). Go to tmschwab.com/tse to check out what a pitch sheet looks like. Once you’re on the show, make the host look like a genius for having you on.
6 Steps to Selling a Product Online:
- Define who you want to talk to.
- Define why you’re an expert.
- Find the podcast that your ideal listeners listen to and pitch yourself to the host.
- Get on there and have a great interview.
Get people the opportunity to know, like, and trust you. Tell the story behind the product and the problems you solved. Don’t sell but give them the opportunity to get to know you.
- Give them a reason to come to your website.
Give them something to move them towards your call-to-action. Take them from being a listener to being a visitor.
- Send them to a welcome page.
Show them trust seals or things that make them feel welcome and that they’re on the right page. Then you can put some of the offers and get leads. Sometimes the host is your best customer.
Even if you don’t have a website, you can get up to 10 free welcome landing pages where they will automatically email you the leads.
Tom’s Major Takeaway:
Getting on the podcast is what everybody focuses on. But it’s the process that does the magic. Do the process over and over.
Tom leaves us with his favorite quote by Derek Sivers:
“What’s ordinary to you is amazing to me.”
Connect with Tom on Twitter @tmschwab and on LinkedIn.
Episode Resources:
Check out different strategies on Tom’s website by visiting www.tmschwab.com/tse and learn how to grow your business as a podcast guest turning listeners into customers.
Click below and get a free audiobook download from Audibletrial.com/tse
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Loved this podcast Donald and Tom, A great strategy indeed.