The Magic Of Rapport – PTC 425

So many podcasters struggle to make money with their podcast. It is the primary challenge when coaches come to me for help. The thing they are missing is rapport.

Building rapport is the biggest piece of the sales process. And most podcasters miss it with their podcast.

On this episode, I want to help you refine your process, so you can make money with your podcast.

Don't make it harder than it needs to be.

STRATEGY

You know how most podcasters don't make money with their show? They waste a lot of time on their podcast when it doesn't do anything to grow the business?

I am a content coach. I help you build powerful, sales relationships with your podcast.

If you ever want to try it, the process is really simple.

First, we have a 30-minute conversation where we get clear on your podcast goals, what you hope to accomplish and how the podcast works into that plan.

Next, we figure out where you are today, determine what you've tried in the past, and build the strategy to get you to your goals.

And if you like what we've built, and you want some help implementing your strategy, I can show you what that would look like.

You can only continue to dump so much time and effort into an ineffective podcast that isn't bringing you clients and growing your business. Doing what you're doing isn't getting you to your goals.

My clients enjoy the freedom, success and financial gain by attracting clients through their podcast.

They free up their time and relax with a real strategy to consistently and easily attract clients with their show.

Implementation of the strategy we build helps them quickly and easily grow their revenue without the frustration, hard sales and guess work.

I have a few slots on my calendar if you want to meet, find the holes in your strategy, and craft your strategy to make money with your podcast. Visit www.PodcastTalentCoach.com/apply and we'll talk.

RAPPORT

Jay Gendron has been listening to the podcast for quite some time.

He wants to help women write their first draft of their book.

Jay started his journey with me by listening to the podcast. He learned how I operate, what I believe and what I value. We built a relationship without even meeting.

In December, Jay got on my email list when I offered my workshop. My emails continued to grow our relationship by helping Jay see what's possible.

In January, Jay scheduled a call with me. He told me he pivoted his business months ago, because he wants to be a role model for his kids. Such a great purpose.

On that call, Jay also told me he couldn't believe we were actually speaking in person. He had been listening to the podcast for so long, it was sureal that he was on a call with me.

But one thing Jay said was most powerful. He said, "You're my podcast coach."

This was the first time we were actually meeting, and we already had that powerful relationship in place.

Jay has now enrolled in my Audience Explosion Blueprint coaching program. He also joined 48 Days with Dan Miller through my affiliate link when I promoted that opportunity.

That is the power of your podcast. You can handle over half of the sales process before you even meet a potential client when you build your podcast properly.

SALES PROCESS

Rapport is the first of the 4 sales process steps.

The four steps are...

• Build rapport

• Qualify your prospect

• Educate your prospect on your solution

• Overcome objections and close the sale

However, each step is not equal. Many people rush to the educate step before they've spent enough time building rapport and qualifying their prospect.

Let me take you through each of the four steps.

BUILDING RAPPORT

The first step is build rapport. This step should be 40% of your sales process.

Many people believe your prospect needs to know, like and trust you. That is NOT exactly correct.

Your prospect doesn't necessarily need to like you, especially if you are a consultant or coach.

When selling services, your potentail client needs to respect you. She needs to know you have her best interest at heart, will tell her what she needs to hear, and help her get to her goals.

The definition of rapport is "a close and harmonious relationship in which the people or groups concerned understand each other's feelings or ideas and communicate well."

That doesn't necessarily mean like. She needs to trust you. This is all about building rappport.

Spend quality time building rapport. That is exactly what I did with Jay. Rapport is where your podcast should thrive

QUALIFY

Once you build rapport, you need to aualify your prospect. This is 30% of the sales process.

In this step, you ensure you are right for your potential client and they are right for you.

Your podcast handles much of this step as well.

When you craft your content properly, your listener can see who you are, how you operate and what you believe. Most importantly, they can see how you get results for your clients.

This is where they decide if you are right for them.

For instance with my podcast, I show you how you can attract your clients with your podcast. You see how the implementation of your strategy helps you quickly and easily grow your revenue without the frustration, hard sales and guess work.

If that is what you want and need, you know I am for you.

Your podcast has now completed nearly 70% of your sales process. It is now a matter of determining which of your solutions makes most sense for your potential client.

EDUCATE

That leads us to step 3. You need to educate your prospect on your solution. If you have completed the first two steps, education should only be about 20% of your sales process.

This step is about what you offer and how it solves the problem.

However, you cannot start here before you have built rapport and qualified your listener.

You can't expect your client to pay for premium products and services before they trust you. How can you offer a solution before you know the problem?

Spend the right time in the first two steps before you get here.

START

Once you have educated your potential client on the solution that is best for her, it is time to overcome objections and get started. Sales people call this closing the sale. I prefer starting the journey. This is 10% of the sales process.

STEPS TO RAPPORT

Since most of your time in the sales process is spent building rapport, and your podcast can help you do that, let me show you how.

There are 7 common steps to building rapport. Your podcast can complete six of these steps.

AUTHENTICITY

The first step is Be Yourself. Be authentic.

Scott & Holly Stoner host the Wellness Compass Podcast. They provide insights on how to navigate our lives and our relationships with greater awareness and intention.

On their podcast, Scott and Holly talk about their journey through life and their relationship. They share stories and connect with their listeners. The rapport is amazing.

They got the same from my show before we began working together.

Scott and Holly said, "We will be forever grateful for Erik's expertise and how accessible and actionable he makes his expertise. He's also just a really good guy and a lot of fun to work with."

Being yourself builds rapport through your podcast.

FIRST IMPRESSION

The next step to building rapport is making a good first impression.

Craft a solid introduction and remember names of your potential clients.

Everybody loves the sound of their own name. Use those names on your show often.

When Dave Jackson of the School of Podcasting is interviewed on another podcast, he always gives a shout out to the show and plays a clip on his podcast.

Imagine how easy it is for Dave to land interviews. Podcasters know they will get that reciprical promotion for interviewing a great guest. Plus, they love hearing Dave mention their name on his show.

LISTEN

Step three is actively listen.

When you listen to others, you show your potential client that you have their best interest at heart. You show that you are truly interested in what they have to say.

You can demonstrate this on your show when you interview your clients and prospects. Be a good listener.

ENGAGE

Step four is asking engaging questions and showing interest.

This is similar to step three. Asking engaging questions gets your prospects to think and helps you determine the exact solution they need. They help you build the solution.

EMPATHY

Step five is showing empathy. Relate to your potential client.

TaVona Denise hosts Conversations With TaVona Denise.

When TaVona transitioned out of nursing into entrepreneurship, she had many other nurses coming to her to learn how she did it. She could relate to each of them. This is when TaVona really found her niche.

She now helps those businesswomen launch their next big thing. TaVona has been there and done that. She is able to show true empathy.

TaVona used an episode to promote a summit she hosted. She told me the reason the summit was such a big success, was because she used the podcast to promote it.

When we worked together, TaVona said what she loved most about working with me is how organized I am. More importantly, she loved that I also helped her when she had her freak out moments. I empathized.

COMMONALITY

Step six is common ground. TaVona did a great job here as well.

It says I am just like you. She demonstrated that she had been there and done that. She and her tribe traveled common ground.

Tell your story on your podcast, and show your potential clients that you are just like them.

BODY LANGUAGE

Step seven is a bit more difficult to accomplish on your podcast. This step to building rapport is body language.

Paying attention to body language is critical in building rapport. However, you can't see it when you're listening to a podcast.

Therefore, you need to be careful with your intonation, inflection and word selection. How you say it and who you are being when you say it is more important than what you say.

WHAT'S NEXT

There are the 7 steps to building rapport with your podcast. Now it is time to get started.

You can only continue to dump so much time and effort into an ineffective podcast that isn't bringing you clients and growing your business. Doing what you're doing isn't getting you to your goals.

My clients enjoy the freedom, success and financial gain by attracting clients with their podcast.

They free up their time and relax with a real strategy to consistently and easily attract clients with their show.

Implementation of the strategy we buld helps them quickly and easily grow their revenue without the frustration, hard sales and guess work.

I have a few slots on my calendar if you want to meet, find the holes in your strategy, and craft your strategy to make money with your podcast. Visit www.PodcastTalentCoach.com/apply and we'll talk.