The B2B Revenue Executive Experience
The B2B Revenue Executive Experience

Episode · 1 year ago

Why Podcasting Will Get You More Leads w/ Jessica Rhodes

ABOUT THIS EPISODE

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 up, communicating the value and presenting why it's urgent for them to work with you, but also have the patients to know that not everyone is going to beon your timeline. You're listening to the BDB revenue executive experience, a podcastdedicated to helping executives train their sales and marketing teams to optimize growth. Whetheryou're looking for techniques and strategies or tools and resources, you've come to theright place. Let's accelerate your growth in three, two, one. Welcomeeveryone to the BB revenue executive experience. I'm your host, Chad Sanderson.Today we're talking about how service based clients can leverage podcast interviews to find clients. Everybody's looking for more leads these days. This is a great way to doit, as well as building a personal brand. We've talked about personalbrandon podcasts in the past. Yet today what I hope to do is tocombine this into action. Will tips for the audience help us? We areblessed to have Jessica Rhodes, founder and Co owner of interview connections. Jessica, thank you for taking the time and welcome to the show. Chad,thanks for having me. I'm excited to be here and how right. So, before we jump in, we always like to ask a little random questionfor people get to know you a little bit better. So what is onething people that know you, you know largely through work. What's one thingyou're passionate about that those who only know you through work may be surprised tolearn about you? Well, I think I would be that I'm very passionateabout helping kids in the foster care system. was honestly a passion that I justdiscovered within the past couple of years and discovered a way that I canreally help by being a mentor to those to a child and foster care.So that's something that I've really become very passionate about. That doesn't really comeup and work conversations. That's awesome as amazing. Congratulations. I'm thank youfor that. It's what it's one that's one of the most touching ones I'veheard. So thank you for that. Basically, my whole life is work, so I had to dig for something...

...right, right, all right,so let's let's talk about where. Let's talk about your role, that interviewconnections and what you guys do over there. Yeah, so we, I mean, as you mentioned in the Intro, where the first and leading podcast bookingagency. I started the company in two thousand and thirteen because there wereno there was nobody booking podcast interviews. It just wasn't a service that wasbeing provided 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 topodcast host to pitch my clients as guests or to, you know, getguests on my client show free, interaction I had was so positive and solike delighted. They're like wait a second, who are you? This is somethingyou do, and it was just it's just so funny to think backseven years ago when that was the response, because now host are like I've gotthirty emails of day with pitches, and back then it was like thisis so cool. So I started the business really out of first I likedoing it. It was really fun to be a connector and a match makerand bring people together and there was an opportunity right, there was a needin the market place that wasn't being fulfilled. Excellent, and so podcasting, andyou're right, seven years ago now a lot of people, I meanwe've been doing this one three years and even in the last three years it'sthis landscape has just changed, right. You got everything from Joe Rogan,who everybody sees and hears about, to local hobbyist on the corner. Whatis it about this that makes it such an effective medium for service based individualsto be able to, you know, build a brand, get their nameout there and attract clients? Yeah, I mean what makes it so effectiveis that it's based in a human relationships and connection. And you know fromthe from the dawn of time all of history, like businesses are started,created and their grown few through relationships. That is what it's all based in. And when you do podcast interviews, you attract really qualified leads from peoplehearing you on a podcast, hearing you have a conversation, by you havingconversations. A lot of our clients say...

...that the host of the show wantsto be their client or refer business to them, and it's not because there'ssome complicated algorithm and strategy. It's really like you showed up, you providedvalue, you had a conversation, Shen you allowed people to get to knowyour personality and who you are and why you know what you know, andthen the people that you're talking to. Obviously you want to go on showsthat are targeting your ideal client, but when you do that, it's veryit's a very simple way to attract qualified leads because it's just you being you, you showing up and providing value and you investing in relationships. Yeah,and I haven't seen any stats, likely, but curious if you have any kindof how effective is, you know, being on the podcast circuit in termsof attracting new customers, I mean as a podcast host. You're right, I'm getting probably fifteen emails, twenty emails a week about, Hey,you should have this person on, you should have this person on. Someof them obviously do not know what the show is about, which is annoyingas hell, but I'm curious, curious how you know. Have we seenstats are in terms of Roy or the effectiveness or a story that you couldshare with the audience? Well, we spend a lot of time gathering casestudies and testimonials that are rooted in the results that are clients see from beinga podcast guests, because that's, you know, that's whatever wants to know, like how effective is this? You know, and I mean our ourlist of results, as is ever growing. I mean we have clients like ourclient Mark Willis, is a certified financial planner and I interviewed him inour facebook group guest sex for profit lab. He shared that he in the lasteighteen months working with us, getting on shows, he's generated two hundredand sixty six thousand dollars in sales. Wow, people that heard him ona podcast reached out Scotul the consultation and ended up becoming a client of hisfirm. And it's like that's just one example. Or client jacket, Michellboss. They've also had a six figure return with people hearing them on apodcast buying their course upgraded to coaching, buying their software, you know,because the podcast interview of you know, everyone has to remember this is thefirst off to the first touch point.

So it's not always that people hereyou want a podcast and they immediately invest in your thought tenzero program but theyhear you on a podcast, they join your email list, they start gettingnurtured by you. Oh, then they hear you on another podcast, sothen they think okay, maybe I'll join their facebook group. Or maybe they'llbuy their book. So when you go out on shows consistently, you keepshowing up, you keep delivering value, you're building your social proof and yourcredibility because people now see that you're in demand and that you're consistently showing up. And people then they feel trust there because they're like well, you know, if he or she is just continually showing up, then they must beleading, they must be growing. I mean people say it to me allthe time, like wow, because we show up constantly on social media andon podcasts and that, like we don't post our P andl report, butbecause people see that we're out there and that we're being consistent with our marketing, they perceive that to be they're doing well, which means I want tobe aligned with them. I want to work with them because they're going tohelp me do well. So it's it's honestly kind of psychological. You wantto communicate your success and your value so people want to work with you.I love it. I love it, and if somebody's thinking about jumping intothis, I mean it can be a little you know, you can bea little odd. I had an executive on who I had seen present inperson to like one five hundred people and just wow the audience. But Ihad them come on and they were nervous. They were like extremely nervous, tothe point where she needed to take a three minute break before we startrecording to go do two shots of Jack Daniels. Fine, you know,I'm not judging. I did too as well, just figure even. Butif somebody's jumping into it, what are the top three things they should makesure they do to be successful? So for so they're my tips are goingto be a little different based on the fact that someone might be nervous.So my tips were people that might be nervous or just getting started. I'mgoing to start there practice. Client Chris Parker, is the founder of whatis my IPA Drasscom, a small website you might have heard of. Weprobably all been do it at least once. And so when he started working withus to get interviewed on podcast,...

...he really know he sells like advertisementson this website, so he's not selling into like a high end coaching programor agency service. So for him he was really wanting to build his confidenceand clarify his message and all of that. And so when he created his suggestedtopics and questions, which that's one of my tips is have suggested topicsand questions so you can at least be really well versed in what you wantto speak about. You know, know what those are, and then practice, like if you are nervous to be interviewed, you know, write downyour topics and questions, handed to your significant another or your kids, ifthey're grown, and and say ask me these questions and literally practice. Andit can also be really helpful to write out your answers, not that you'regoing to memorize them and then read like memorize them and then recite them aslike a monolog on a podcast, but it does really help. We've donea speaker training with our client, Jacqueline Nickel, who's amazing, and shedoes teach that if you're writing a keynote, write it out word for word sothat you can really really get what the material is about. So thoseare a couple tips. So write your topics and questions so that way whenyou're interviewed on a podcast you can give them to the host and then atleast a lot of the questions are probably going to be what you're familiar withand then practice, practice with it with a family member. Go on somesmaller shows. My first interview that I ever did was on a very small, like blog talk radio show back in like two thousand and thirteen. Iwas so nervous, sweating, probably because I was July and and have airconditioning at the time, but like it was just, Oh my God,I was so nervous. But I look back, like I don't think manypeople listening to it out. So it's okay for the biggest show if you'reright out of the game right any wails on. You know, it's okayif you have a seven figure successful business, you're an executive. If you're nervous, would be interviewed, go on a small show like get to getsome practice. All right. So then the flip side. What should theyavoid? What are common mistakes? You see people make a loop. Ohmy 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 astrategy you may want to steer clear from. Where have a breakthrough in patients,because because this is not a strategy where you're going to see immediate results. Now, sometimes lightning strikes and you get a huge Roy like your firstcouple of interviews, or you meet someone on your first interview and that leadsto some huge thing, like one of our clients. You know, hemet somebody through our community that became an investor in his product and it's likewow, okay, there's your our live very quickly, but that doesn't alwayshappen right. So you want to know that this is a long term strategy. podcasting, both as a guest and a host, is a slow burnand it takes time for people to really get to know you. And alsoremember that buyers buy when they're ready to buy. We would like for allof our leads to be ready to buy when we want their sale, butthat's not always the case. You know, people have a lot going on.Everyone has different timelines, everyone has different cash flow, and so yourjob is to continue showing up, communicating the value and presenting why it's urgentfor them to work with you, but also have the patients to know thatnot everyone is going to be on your timeline. So you have to beconsistent and keep showing up. Yeah, absolutely, one of the first andbest pieces of advice I got when we started this podcast, like and after, two years ago, whatever it was was, don't look at the downloads, don't look at the number. I would agree with that, because you'regoing to just think to yourself, what in the world? What's interesting isyou know, over time that first episode we did to an after years agois is in the top five of the most downloaded. But that's because wekeep continually recycling the content, right and and so we're not don't go yeah, I would agree on hundred percent. Don't go overboard with the tracking.But let's talk about the tracking for a second. How do you how doyou do it? How would you recommend individuals track? You know, Imean I'm to the point where I don't know that I could list all ofthe ones I've been on or and I sure can't list all of the gueststhat we've had we've been lucky enough to...

...have. So how do you recommendpeople do track it in a way that isn't going to kick that holy crap, nobody's downloading my stuff, keep them from getting locking themselves in a paralysisanalysis situation. Yeah, so I do think it is really helpful to trackyour numbers. Like my client mark, who I mentioned before, he couldtell me exactly how many inquiries I had, how many calls, how many converted, like he could probably even tell me what shows they came from.I personally do not tract that level of detail. Maybe I should, butmy recommendation is you know, know what your call to action is. Sothat is very, very important if you're going to track your leads and trackthe results. You Dee, you do need to how listeners are very specificaction to take so that they're not just coming too because if you just saylike, Oh, here's my website, you can also follow me on facebookand twitter and Linkedin, you're going to be getting leads from every which wayand there's no way to track them all. So it's like you want to putthem all into one funnel so you can track who's coming in and havea way that you can know where they came from. So you know,for me, when I have somebody schedule of sales consultation on my booking form, I do ask, how did you hear about us? Is there anyoneI can thank for recommending us? And you know if it's Oh, Iheard you on a podcast. I'm always asking whose podcast did you hear meon? And it's and I will say that. And don't micromanage each individualpodcast. Again, that is a recipe for frustration when you say, ohwell, I'm getting a lot of results from these types of shows, butI never got a result from this podcast, so that podcast isn't good. Likethey all work together. Some people will hear you on five shows beforethey end up wanting to work with you, but they'll, they'll they'll be like, I don't even know how I heard about you. They won't remember. So try not to micromanage each individual show and know that it's a veryholistic strategy. I love it all right. So let's Change Direction here a littlebit. We ask all of our...

...guest two standard questions towards the endof each in of you. The first is simply, as a founder,as a business owner, you're a prospect for a lot of sales professionals outthere. You're probably getting a lot of outreach to you and I'm always curiousto understand if somebody doesn't have a trusted connection or referral into you, whatworks with you to capture your attention and earn the right to get some timeon your calendar? Oh, like somebody that wants me to be their client. Yeah, HMM, okay. So I mean what I would say is, if I have to have a pain point, that could be solved bywhat you have. So I'll just give you an example. We've had onour mind for a while. We want to grow our instagram following. Werun FACEBOOK ADS and Instagram ads and we get some really good leads on instagrambut we don't have a big following on instagram. So I've always got mymind out for how can I get my instagram following up? And somebody postedabout hey, they just said like hey, I just remain instagram following a tenthousand, got twentyzero sales. Let me know if you want more information. And I was like please, DM me more information because I had beenthinking about solving that problem and it hasn't been high up on my list.But it's again, that's one of those buyers buy when they're ready to buy. 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 I ifyou went to my business partner, she probably wouldn't care as much because she'slike and don't really see the need. So it's like you gotta also gottago to the like, the person that has more interest in it or seesthe need. So it is kind of it speaks. It goes back tobeing consistent, because you do have to be showing up when the person actuallyneeds what you have. Does that make sense? Yeah, absolutely, absolutely. You need to know, you need to be able to connect with aproblem that you can help solve when they're thinking about solving it. Yeah,and I would also I also want to add, because we do get afair number of prospect emails from people that could help us with our SEO andhelp us with our web presents and all this stuff, and I delete them. I don't even respond to them, because it's like I don't want tobe sold to. So go out into...

...the market place with value, youknow, go into the market place with engagement. I don't want to geton a consultation with someone I've never met before that just sent me a coldemail. Like the fact that that guy posted about his experience, the resultshe's achieved and then invited people to dm him for more information. Like Iwas I was like yes, DM me, I was raising my hand. Butif he had just emailed me saying I'd feel like, Oh, ifnobody wakes up in the morning and wants to be sold to, it's justnot the way it happens. We all wake up thing about problems are goingto solve. All right. So last question. Call it our acceleration insight. There's one thing you could tell sales, marketing and professional services people, onepiece of advice you would give them that you believe would help them hittheir targets or exceed their targets. What would it be? M Why?Talk less? Talking too much as a killer. I think sales professionals,and I am one. I do a lot of sales calls from my company. The more you talk, the less you close. If you attract theright leads and as of their questions, you will get the sale. Solike, honestly, that's my biggest step, is just to talk a lot lessand listen. I do a lot of meditation and one of the MeditationsI heard this morning was the greatest gift you can give someone is to listento them. So give them a gift of listening to them. Absolutely,I love it. I love it. That's going to be the quote.So like we turn quotes that you say into graphics for the pocket. Thatright, there's going to be one of the quotes. Amazing, I loveit. I love it. All right. So just give if a listeners interestedin learning more about interview connections or speaking with you more, where shouldwe send them? So we have a free facebook group called guest expert profitlab and it's for entrepreneurs who have a business doing over six figures on revenue, and you can find it by going to interview connectionscom group. Okay,I'm writing that down for myself even. Okay, but to have you withthe group Dat all right. Just I can't thank you enough for taking time. It's been great having you on the show today. Thanks Dad. Allright, everybody that does of this episode,...

...you know the drill hit. Thewebsite shared out. Leave us a review. Until next time, wehave value sewing associates, which you're all nothing but the greatest success. You'vebeen listening to the BB revenue executive experience. To ensure that you never miss anepisode, subscribe to the show and Itunes or your favorite podcast player.Thank you so much for listening. Until next time,.

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