Speaker 1: 0:02

Welcome to Podcast Suck. A podcast about starting a podcast where we dive headfirst into the wild, wacky and sometimes frustrating world of podcasting. If you've ever sat down with a microphone hit record and thought what on earth am I doing? Or if you're just curious about the magic behind your favorite shows, then you're in the right place. Get ready for laughs, insights and a whole lot of what not to do advice as we embark on this podcasting journey together. Let's dive in. What if I told you that your next customer is already booked on your podcast customers already booked on your podcast. No slimy sales scripts, no awkward pitches, just smart conversations with the right follow-up? This is exactly how I've turned podcast guests into clients for the past 10 years, naturally and consistently. In addition to that, naturally and consistently In addition to that, it's what we teach at the Podcast Launch Lab with the clients that we get the opportunity to work with to help them make their podcasting dreams a reality. On this episode, I'm going to give you the framework on what you need to do in order to put this strategy into play. So, unless you're driving, you may want to grab a pencil or a pen, if that's how you roll, or your notepad, or your journal or a chalkboard or some Crayola crayons and take some valuable notes. But don't just take notes. Take the notes and do something with them. Let's jump in. All right.

Speaker 1: 1:49

Step one find someone amazing and interesting to interview. Don't just chase influencers, whatever those are. Interview people you genuinely want to work with. You probably want to target decision makers or industry peers. Think networking event. If I was at a networking event or I was at a conference or I was at an event in general, what type of people would I be targeting For me? I'm looking for seven and nine figure business owners and entrepreneurs that don't have a podcast, want to start a podcast, don't want to do the work on their own, want to get there yesterday and they want to work with the best. So I'm looking for seven and nine figure businesses without a podcast. That's my niche. So step one interview amazing people, but don't just chase gigantic names or people that you like and follow. Target decision makers, industry peers.

Speaker 1: 2:57

Step two this is a tough one for a lot of people. This is a tough one for a lot of people. Actually listen to what they need. So, during the podcast interview, ask questions that are going to later become ammo for you to be able to tee up a sales opportunity. Identify the problems that they're having and talk about those problems. Be present, ask about their business challenges, goals. Use your ears to be a magnet for opportunity. We live in a world where we're listening to figure out what we want to say next. Don't do that. Be present, actually care. I believe that it's called intuitively listening, listening because you actually care, because you should, if you like new business and you like money.

Speaker 1: 4:01

Step three once you're done with the interview. Step three once you're done with the interview. Don't ever pitch them during the interview, by the way. Ever Wait till the interview's over. Maybe this happens before the interview. I recommend after because it gives you in the beginning. You want to hey, how are you? Great to see you, great to meet you, thanks for your time. Yada, yada, yada.

Speaker 1: 4:23

Then do the interview asking the right questions, intentively listening, actually caring, asking the right questions and then at the end, thanking them again and then, without pitching them, say something to the tune of hey, you mentioned during the interview, insert pain point here and I've actually helped clients with that. Want me to send you something over? Here's a good example of that. Hey, you mentioned during the podcast that you don't currently have a podcast, but you want one. I've actually helped hundreds of clients do that exact thing launch a podcast to radically change their life and their business.

Speaker 1: 5:10

I wouldn't say want me to send you something over. I would say something like in the event I can ever support you in that space, don't hesitate to reach out. Chances are they're going to say thank you, I appreciate that. I'll let you know which probably means they don't care. That's okay too. That's part of this process. Or they're going to say you know what? That sounds great. What's the best way to book a call with you? And you can actually open up your calendars right there and get an appointment on the calendar. Sometimes they want to talk about it right then and there. That's cool too. If you've got time to do it, great. Sometimes they're going to ask for a link to book a call. That's cool too.

Speaker 1: 5:54

All you're doing here is not pitching them. That's how we're trying to do here. Here is not pitching them. That's not what we're trying to do here. You're trying to recap the conversation strategically so that you can identify a sales opportunity, you can identify a pain point where you know you can solve a problem?

Speaker 1: 6:13

Simple supportive, zero pressure. Supportive, zero pressure. Here's why this works. People buy from people they trust. Your podcast creates a perfect environment. You're giving them a platform, you're interviewing them, you're positioning yourself as a peer or authority and you're not trying to sell. You're trying to serve. There is a gigantic difference in between selling and serving. Typically, if you're serving, leading with your heart and actually caring and wanting to do something for them, you're going to sell them by default. They already like you because you made them sound great for 30 minutes on your podcast and you invited them to be on your podcast, so you're already ahead of the game.

Speaker 1: 7:15

I've had this happen countless times over the past decade and continue to have it happen. If I join a new group, if I'm part of a new mastermind, the best way for me to meet as many people as possible is to invite them to be on my podcast. Once I do that, I build rapport with them. Sometimes we don't identify an opportunity right away. Sometimes we do, but I'm able to convert them over to agency clients. Okay, and it's the exact same framework that I'm sharing with you right now.

Speaker 1: 7:50

This isn't hard, this isn't difficult. It's just being human and actually caring, listening, asking the right questions. By the way, these are all great components of being a phenomenal podcast host. Let's recap real quick. Number one identify amazing people that you want to do business with and invite them to be on your podcast and interview them. Secondly, listen. Listen to what they're saying, ask the right questions. That'll create a sales opportunity without pitching. And if you're not able to book a time or get something on the calendar after the interview, follow up with them. So try this out on your next episode and then send me a DM on Instagram Tell me how it went at podcast suck.

Speaker 1: 8:44

That's at podcast, just like the show name, podcast, plural suck. This is a great way to turn your podcast into a sales machine without actually sounding like one. Podcasting isn't just a mic, it's a magnet if you know how to use it. I hope you're leaving this episode with at least one or two things that you did not know about how to turn your podcast into a cash flowing machine with integrity, without being a sleazy salesperson, actually caring and listening. Take these tips, tricks and tools that you learned today, put them into play on your next episode and I promise opportunities will start sprouting up faster than you think.

Speaker 1: 9:34

Questions, thoughts, ideas, concerns about this episode or any episode on the podcast. Please shoot me a DM at PodcastSuck, just like the show name over on Instagram, sebastian Rusk, on LinkedIn or on Facebook. Instagram is probably best for the DMs. It's where I hang out a majority of my time, but I do appreciate you taking time out of your day to hang out with me for just a couple minutes to help you better understand what you don't know, that you don't know about the wonderful world of podcasting. Until next time, friends. Thanks so much for tuning into this episode. We sure do appreciate it. If you haven't done so already, make sure you're subscribed to the show wherever you consume podcasts. This way, good updates as new episodes become available. If you feel so inclined, please leave us a review and share the show with someone you know should start a podcast or may already have one. And remember podcasts suck if you don't have one. Until next time, friends.