The B2B Revenue Executive Experience
The B2B Revenue Executive Experience

Episode · 1 year ago

Why Podcasting Will Get You More Leads w/ Jessica Rhodes


Why do I appear on podcasts (and host my own)? 


Simple: It works.


It builds your brand, gets your name out there and attracts clients.


Everyone wants more leads and hopping on a podcast is one of the best ways to get them. 


To help explain why it’s so effective, I caught up with Jessica Rhodes, Founder & Co-Owner at Interview Connections, where she has been connecting podcast guests with podcasts since 2013.


In this episode, Jessica explains:


- Why podcasts are human and, therefore, effective


- How podcasts build your brand


- Why podcasting is a long-term strategy

This post includes highlights of our podcast interview with Jessica Rhodes, Founder & Co-Owner at Interview Connections.


For the entire interview, you can listen to The B2B Revenue Executive Experience. If you don’t use Apple Podcasts, we suggest this link.

Your job is to continue showing upcommunicating the value and presenting why it's urgent for them to work withyou, but also have the patience to know that not everyone is going to be onyour timeline. You're. Listening to the btob revenueexecutive experience, a podcast dedicated help, ite executives traintheir sales and marketing teams to optimize growth, whether you're lookingfor techniques and strategies were tools and resources that you've come tothe right place. Let's accelerate your growth in three two one: Welcome Ev,you wone to the B to be revenue executive experience. I'm your hostChad Sanderson today we're talking about how service base clients canleverage podcast interviews to find clients everybody's looking for moreleads these days. This is a great way to do it as well as building a personalbrand. We've talked about personal braind and podcast in the past. Yettoday, what I hope to do is to combine this in the action will tip for theaudience telp us. We are blessed to have Jessica roads, founder and conerof interview, connections, Justga. Thank you for taking a time and walkometo the show Chad. Thanks for having me, I'm excited to be here all right, sobefore we jump in, we always like to ask a little random question for peopleget to know you a little bit better. So what is one thing? People that know you,you know largely through work. What's one thing, you're passionate about that?Those who only know you through work may be surprised to learn about you.Well, I think thit would be that I'm very passionate about helping kids inthe foster care system was honestly a passion that I just discovered withinthe past couple of years and discovered a way that I can really help by being amentor to those to a child and foster care. So that's something that I'vereally become very passionate about that doesn't really come up and workconversations. That's awesome! That's amazing! Congratulations and thank youfor that. It's boy, it's one, that's one of the most touching ones. I'veheard. So thank you for that. Basically, mywhole life is work, so I had to dig for...

...something right right, all right. So,let's, let's talk about whore. Let's talk about your role, that interviewconnections and en what you guys do over there yeah. So we I mean, as youmentioned it, the Inter were the first and leading podcast booking agency. Istarted the company in two thousand and thirteen because there were no. Therewas nobody booking podcast interviews, it just wasn't a service that was beingprovided and I had been doing it as a virtual assistant for some businesscoach clients that I had at the time and as I was reaching out to podcasthost to pitch my clientests guests or, to you know, get guess on my clientshow free interaction. I had was so positive and so like delightit they're,like wait, a second who are you. This is something you do, and it was justit's just so funny to think back seven years ago, when that was the response,because now host are like, I've got thirty emails of day with pitches andback then it was like this is so cool. So I started the business really out offirst I like doing it. It was really fun to be a connector and a matchmakerand bring people together, and there was an opportunity right. There was aneed in the marketplace that wasn't being fulfilled, excellent and sopodcasting is you're right seven years ago now, O peosle are, I mean, we'vebeen doing this one three years and even in the last three years, it's it's.This landscape has just changed right. You got everything from Joe Rogan whoeverybody sees and here's about to local hobbiist on the corner. What isit about this that makes it such an effective medium for service basedindividuals to be able to? You know, build a brand, get their name out thereand attract clients yeah, I mean what makes it so effective is that it'sbased in human relationships and connection- and you know from the fromthe dawn of time of history like businesses- are started created andthey're grown few through relationships. That is what it's all based in and whenyou do podcast interviews, you attract really qualified leads from people.Hearing you on a podcast hearing. You have a conversation by you havingconversations a lot of our clients say...

...that the host of the show wants to betheir client or refer business to them, and it's not because there's somecomplicated, algorthm and strategy. It's really like you, showe up youprovided value. You had a conversation, you allowed people to get to know yourpersonality and who you are and why you know what you know and then the peoplethat you're talking to you. Obviously you want to go on. Chows thit aretargeting your ideal client, but when you do that, it's very it's a verysimple way to attract qualified leads, because it's just you being you youshowing up and providing value and you investing in relationships yeah and Ihaven't seen any statily but curious F. If you have any on kind of howeffective is you know being on the podcast circuit in terms of attractingnew customers, I mean as a podcast host you're right, I'm getting probablyfifteen emales twenty mails a week about hey. You should have this personon. You should have this person on some of them. Obviously, do not know whatthe show is about which is annoying as hell, but I'm sure os curious how youknow have we seen stats O in terms of Roi or the effectiveness or a storythat you could chare with the audience? Well, we spend a lot of time gatheringcase studies and testimonials that are rooted in the results that our clienteyfrom being a podcast gas. Because, that's you know, that's whatever wantsto know like how effective is this? You know, and I mean our list of results- Sis ever growing. I mean we have clients like our client Mark Willis is acertified financial planner and I interviewed him and our facebook groupguess expert profit Blab. He shared that e in the last eighteen months,working with US getting onchos he's generated two hundred and sixty sixthousand dollars in sales, wow people that hurt him on a podcast reached outschedule. The consultation and I ended up becoming a client of his firm andit's like that's just one example or clientjack and Michell boss. They'vealso had a six figure return with people hearing them on podcast buyingtheir course upgraded, a coaching bying, their software. You know because thepodcast interview, if everyone has to remember this, is the first off to thefirst touchpoint. So it's not always...

...that people here you want a podcast andthey immediately invest in your tot ten osand dollar program. But they hear youon a podcast. They join your email Lis, they start getting nurtured by you. Ohthen they hear you on another podcast. So then they think okay, maybe I'll,join their facebook group or maybe they'll buy their book. So when you goout on shows consistently you keep showing up. You keep delivering value,you're, building your social proof and your credibility, because people nowsee that you're in demand and that you're consistently showing up andpeople, then they feel trust there because they're like well, you know ifhe or she is just continually showing up, then they must be leading they mustbe growing. I mean people say to me all the time like wow, because we show upconstantly on social media and on podcast and that, like we don't postour PNL report, but because people see that were out there and that were beingconsistent with our marketing, they perceive that to be they're doing well,which means I want to be aligned with them. I want to work with them becausethey're going to help me do well, so it's tonestly kind of psychological.You want to communicate your success and your value, so people want to workwith you. I love it. I love it and if somebody's thinking about jumping intothis I mean it can be a little. You know it can be a little odd. I had anexecutive on who I had seen present in person to like fifteen hundred peopleand just wow the audience, but I had him come on and they were nervous. Theywere like extremely nervous to the point where she needed to take a preminute break before we start recording to go. Do Two shots: ATDJACK DANIELSWHIC! I fine, you know I'm not judging. I did too as well just figure coult,even but if somebody's jumping into it, what are the top three things? Theyshould make sure they do to be successful. So for so theyre my tips are going tobe a little different based on the fact that someone might be nervous. So my mytips fore people that might be nervous or just getting started, I'm going tostart there practice Chris Parker is the founder of what ismy ipadrosscom. A small website you might have heard of Wev, probably allbeen to it at least once and so, when he started working with us to getinterviewed on podcast. He really know...

...he sells like advertisements on thiswebsite, so he's not selling into like a high and coach and Programmer AgencyService. So for him he was really wanting to build his confidence andclarify his message and all of that, and so when he created his suggestedtopics and questions which that's one of my tips is have suggest, topics andquestions. So you can at least be really well versed and what you want tospeak about, you know know what those are and then practice like. If you arenervous to be interviewed, you know, write down your topics and questionshanded to your significant other or your kids. If they're grown and and say,ask me these questions and literally practice, and it can also be reallyhelpful to write out your answers, not that you're going to memorize them andthen relike memorize them and then recite them as like a monologue on apodcast, but it does really help. We've done speaker, training with our client,jackline negl, who's, amazing, and she does teach that if you're writing akeynot write it outward for word, so that you can really really get what thematerial is about. So those are a couple tips so writ your topics andquestions. So that way, when you'R interviewed on a podcast, you can givethem to the host, and then at least a lot of the questions are probably goingto be what you're familiar with and then practice practice with it with afamily member go on some smaller shows. My first interview that I ever did wason a very small, like blog tolk radio show back in like W tousand andthirteen. I was so nervous, O sweading, probably because I was July, and Ididn't have air conditioning at the time, but like it was just Oh, my God Iwas so nervous, but I look back like I don't think many people listen toHoutsod Kay on go for the biggest show if you'reright out of the Gatenywal on you know it's. Okay, if you have a seven figure,successful business you're, an executive if you're nervous, to beinterviewed so on a small show like get to get some practice all right, nd. So then the flipside.What should they avoid? What are common mistakes? You see people make a lot. Oh, my gosh, it's instant gratification!If you like and thrive on instant...

...gratification- and you get frustrated,if you don't see immediate results, this is a strategy. You may want to steyour clear fune where have a break through and patience, because because this is not a strategy whereyou're going to see immediate results now sometimes lightning strikes, andyou get a huge ry like your first couple of interviews or you meetsomeone on your first interview and that leads Tis is some huge thing likeone of our clients. You know he met somebody through our community. Thatbecame an investor in his prodect and it's like wow, okay, there's your yvery quickly. That doesn't always happen right, so you want to know thatthis is a long term strategy. podcasting both is a guest and a hostis a slow burn and it takes time for people to really get to know you andalso remember that buyers by when they're ready to Bui. We would like forall of our leads to be ready to buy when we want their sale. But that's notalways the case. You know people have a lot going on.Everyone has different timelines, everyone has different cash flow and soyour job is to continue showing up communicating the value and presentingwhy it's urgent for them to work with you, but also have the patience to knowthat not everyone is going to be on your timeline, so you have to beconsistent and keep showing up yeah. Absolutely one of the first and bestpieces of advice. I got when we started this podcast like two and a Haf treyears ago. Whatever it was, was don't look at the downloads. Don't look atthe number. I would agree with that, because you're going to just think toyourself what in the world what's interesting, is you know over time thatfirst episode we did to and after years ago is, is Ein the top five of the mostdownloaded, but that's because we keep continually recycling the content rightand, and so we're not don't go yeah. I would agree one on percent: Don't gooverboard with the tracking, but let's talk about the tracking for a second.How do you? How do you do it? How would you recommend individuals track? Youknow I mean I'm to the point where I don't know that I could list all of theones I've been on or- and I sure can't list all of the guests that we've hadwe've been lucky enough to have. So how... you recommend people do track it ina way that isn't going to kick that poly crap nobody's downloading my stuff,you know, keep them from getting locking themselves in a pralyssisanalysis situation yeah. So I do think it is really helpful to track yournumbers like by client mark who I mentioned before. He could tell meexactly how many inquiries they had, how many calls how many converted likehe could probably even tell me what shows they came from. I personally donot tract that level of detail. Maybe I should, but my recommendationis, you know know what your CCALL to action is. Sothat is very, very important. If you're going to track your leads and tract theresults, you deed, you do need to tell listeners a very specific action totake so that they're not just coming to, because if you just say like. Oh here's,my website, you can also follow me on facebook and twitter and Linkdon you'regoing to be getting leads from every which way and there's no way to trackthem all. So it's like you want to put them all into one funnel, so you cantrack who's coming in and have a way that you can know where theycame from. So you know for me when I have somebodys schedule salesconsultation on my booking form, I do ask. How did you hear about is? Isthere anyone? I can thank for recommending us, and you know if it's,Oh, I heard you on a podcast, I'm always asking whose podcast did youhear me on and it's and I will say that and don't micromanage, each individualpodcast again. That is a recipe for frustration. When you say, oh well, I'mgetting a lot of results from these types of shows, but I never got aresult from this podcast so that podcast is't in good, like they allwork together. Some people will hear you on five shows before they end upwanting to work with you, but they'llthey'll e they'll be like. Idon't even know how I heard about you. They won't remember, so: Try not tomigromanage each individual show and know that it's a very hollisticstrategy, elove it all right. So, let's...

Change Direction here, a little bit. Weask all of our guess two standard questions towards the aniveachinterview. The first is simply as a founder as a business owner yourprospect for a lot of sales professionals out there you're,probably getting a lot of how reach to you and I'm always curious tounderstand if somebody doesn't have a trusted connection or referral into you,what works with you to capture your attention and earn the right to getsome time on your calendar, Oh, like somebody that wants me to betheir client, yeah, HMM, okay, so I mean what I would sayis I have to have a painpoint that couldbe solved by what you have so I'll. Just give you an example:We've had on our mind for a while. We want to grow our instagram following werunt basebook ads and Instagram ads, and we get some really good lads onInstagram, but we don't have a big following on Instagram, so I've alwaysgot my mind out, for how can I get my instagram following up and somebodyposted about hey? They just said like Hey, I just Grewmin scrimfollow metenhousand got twentythousand sales. Let me know if you want moreinformation and I was like Li. Please Doan me more information because I hadbeen thinking about solving that problem and it hasn't been high up onmy list. But it's again that's one of those buyers by when they're ready tobuy thing like because it's been on my mind, somebody that presents that orsolicits that information to be I'm more receptive to it. But if, if you went to my business partner, sheprobably wouldn't care as much because she's like don't really see the need.So it's like you got Ta, also Gotto Goto the like the person that that hasmore interest in it or sees the need so t it is kind of it speaks. It goes backto being consistent because you do have to be showing up when the personactually needs. What you have does that make sense? Yeah. Absolutely absolutelyyou need to know you need to be able to connect to h a problem that you canhelp solve when they're thinking about solving it yeah, and I would also Ialso want to add, because we do get a fair number of prospect emails frompeople that could help us with our SEO and help us with our web presence andall this stuff, and I delete them. I don't even respond to them because it'slike I don't want to be sold to so go...

...out into the marketplace with value.You know go into the market place with engagement. I don't want to get on aconsultation with something I've never met before that. Just sent me a coldemail like the fact that that guy posted about his experience, theresults, hes achieved and then invited people to dm him for more informationlike I was I was like yes DMM. I was raising my hand, but if you had justemailed me saying hey, do you want to learn how to get more in Scrimfollowers ID fee like go? I nobody wakes up in the morning andwants to be sold to it's just not the way oppans. We all wake up, think aboutproblems. Wi Got US Sall all right, so last question callid our accelerationinsight. There's one thing: You could tell sales marketing a professionalservices, people, one piece of advice: You would give them that you believe,would help them hit their targets or exceed their targets. What would it beand why talk less talking too much as a killer? I thinksales professionals- and I am one I do a lot of sales- calls fror my company,the more you talk, the less you close. If you attract the right leads andanswer their questions, you will get the sale so, like honestly, that's mybiggest step is just to talk a lot less and listen. I do a lot of meditationand one of the Meditations I heard this morning was the greatest gift you cangive. Someone is to listen to them, so give them a gift of listening to them.Absolutely I love it love it. That's going to be the quote so like we turnquotes that you say inte, graphics for the poccast and that right there'sgoing to be one of the quote. Amazing! I love it. I love it all right, so justgive if a listeners interested in learning more about interview,connections or speaking with you more. Where should we send them? So we have afree facebook group, called guest expert profit lab, and it's forentrepreneurs who have a business doing over six figures and revenue, and youcan find it by going to interview connectionscom group. Okay, I'm writingthat down for myself, even okay, Dad all right! Just G. I can't think youenough for taking time it's been great. Having Y on the show today, thanks Thad,all right, everybody that does it with...

...this episode. You know the drill hit.The website shared out leave us a review until next time we havevaluesmelling associates with ouall nothing, but the greatest success you've been listening to the BTBrevenue executive experience to ensure that you never miss an episodesubscribe to the show in Itunes or your favorite podcast player. Thank you somuch for listening until next time.

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