If you are using you podcast and email strictly for selling your stuff, you are probably making a big mistake. There is a much stronger strategy. That’s what I want to show you today.

THE BRIDGE

This episode is going to take me much longer to record today than usual. You probably wouldn’t even notice if I hadn’t brought it up.

It won’t take you longer to listen. There will just be a lot of edits today.

My little buddy Gizmo is getting ready to cross the Rainbow Bridge. The vet says he has cancer.

We’re not sure how old he is. He came to us as a rescue from a hoarder. We’re guessing 13 or 14.

Giz has been a little lethargic lately. We thought it was just old age. Yorkies tend to get that way.

Then, he lost weight. A lot of weight. He wasn’t eating much at all and went from 10 pounds to 6.

One vet said he had an infection in his mouth and really needed his teeth cleaned. However, we couldn’t get them cleaned until the infection was gone and we did blood work to see if he could handle the procedure.

The vet put him on antibiotics, and we waited a couple days. Things weren’t clearing up. He sent us to another doctor.

The second vet says Gizmo has a pretty good size mass in his mouth and she is pretty sure it is cancer. She can’t biopsy it. Blood tests came back showing incredibly low liver levels.

Now he is on pain meds and the antibiotics to help his mouth. But, it’s only a matter of time.

Daisy and Harlow know it too. We’re just taking it a day at a time.

CODY JOHNSON

As I thought about Giz, I thought about my family and why I do this.

Podcast Talent Coach is all about giving me the freedom and flexibility to spend time with my wife, and my daughter, and my son and our dogs. I can do this anywhere, even with a Yorkie sitting in my lap.

In fact, I’m in Minneapolis this weekend with my son getting regular Yorkie updates from my wife.

There is a song out right now by country star Cody Johnson. It is called “Til You Can’t”. It is a great, uptempo tune, but chokes me up everytime I hear it.

The song says …

So take that phone call from your mama

And just talk away

‘Cause you’ll never know how bad you wanna

‘Til you can’t someday

Don’t wait on tomorrow

Cause tomorrow may not show

Say your sorrys, your I love yous

‘Cause man, you never know

If you got a chance, take it

Take it while you got a chance

If you got a dream, chase it

‘Cause a dream won’t chase you back

If you’re gonna love somebody,

Hold ’em as long and as strong and as close as you can

‘Til you can’t.

You can hear the whole song at www.PodcastTalentCoach.com/cody.

PUTTING OFF

What are you putting off today that someday you’ll wish you hadn’t?

Don’t regret the things you didn’t do. Do it today. Just strart. One thing a day.

Rome wasn’t built in a day. But, one day they got started. Make this your one day.

If growing your podcast and business will help you on that journey, you need to join us for the “Land a Client in 90 Days” workshop. I will show you how to get a paying client in 90 days using podcasting.

Get the details and register at www.PodcastTalentCoach.com/workshop.

CHET HOLMES

As my son and I were making the drive to Minneapolis, I was listening the audiobook “The Ultimate Sales Machine” by Chet Holmes.

In the book, Chet talks about the 3%. I thought Chet developed this study. But the more I researched it, the more I realized this theory of selling has been around for decades.

I couldn’t determine who is actually responsible for discovering this concept. Many act like it is their brilliant research. Many attribute it to Chet and his book. But, I’ve found articles about it dating prior to the publishing of the book.

The 3% rule refers to a ‘buyer pyramid’. The pyramid is divided into 5 sections, each showing where a potential buyer is with regard to making the buying decision in the selling process.

At the very top of the pyramid in the smallest triangle, you’ll see at any one time only 3% of your target market will be ready to buy right now.

In the next level of the pyramid, 6% to 7% of people are open to considering such a purchase.

That leaves 90% of the pyramid remaining. This area is divided into thirds.

30% of the market are not thinking about making a purchase at this time.

Another 30% of the market don’t ‘believe’ they are interested based on the info they currently have.

The final 30% of people are definitely not interested.

YOUR FOCUS

When it comes to your podcast, where are you spending your time and placing your focus?

I love using podcasting to drive a business and attract your ideal clients. However, you need to have a balance.

If you are only selling your stuff, or inviting to your webinar or promoting your joint ventures and affiliates, you are missing 97% of your audience.

Only three percent of your market is in buying mode right now. Even if you include the seven percent that could be convinced they need it now, you still miss 90% of your audience.

Your podcast and your emails need to serve first. Use the conversations to build relationships.

Once you offer value, you can give your listener the opportunity to go deeper with you. If they are not part of the 10% that are buying or could be talked into buying, at least they will have the benefit of the great content first. That’s how your relationships are built.

SELLING

People in general love to buy. We love stuff. That’s why malls exist. Our love of buying is why end caps and the candy at the point of purchase is so effective.

On the other hand, people hate to be sold to. We feel like we are getting duped by somebody selling.

When we get sold to, our guard is up. We feel like the seller has an alterior motive and they are trying to take advantage of us.

When people aren’t in the buying mode, they won’t take your offer. You’re wasting your time if you are only selling.

However if you are building relationships first, you have still capitalized on the conversation even if they are not buying.

When it becomes time to buy, you will have laid the foundation. You will be their solution.

Marketing is about the opportunity to build relationships. Rather than trying to engage people when they have a need and are buying, engage them earlier in that lower 90% of the pyramid. Establish the relationship and develop rapport before they’re ready to buy.

ARE YOU READY?

Are you ready to attract your next client with your podcast?

Let me show you how.

One of the challenges coaches face when using their podcast to attract their clients is a lack of a solid strategy. They have no process to build a relationship with the 90% of the audience who isn’t looking to buy right now.

So if all you’re doing is selling on your podcast and not building rapport and relationships, or worse yet you have no client strategy at all, you’re are wasting your time.

With my show and my process, I want to attract podcasters who are building a business. Those who can envision big things for their podcast and their lives.

Imagine being able to serve a passionate audience with your superpower, helping them overcome their struggles and reach their goals.

I’m an entrepreneur at heart. Other entrepreneurs are my people. I get inspired by your passion and your goals. Therefore, I block out the rest so I can leave my impact on you and the world.

You can do the same. And, I’d love to help you.

If you want to use your podcast to help you grow and scale a coaching business, I want to help you make that a reality.

I am holding the “Land a Client in 90 Days” workshop on Monday, June 20th. Get the details and join us at www.PodcastTalentCoach.com/workshop.