Sales presentations are a bit more complicated than in the past. Today’s business owners are savvier and competitors are more numerous.
This means when finding sponsors for your Podcast, there’s little room for mistakes. Marc Wayshak, in a recent Entrepreneur article, points out nine “rookie” mistakes.
Here are four to highlight from his list:
Cut out that stereotypical sales tone when speaking with prospects. Sounding overly enthusiastic and loud comes across as inauthentic. You’ll put your prospect more at ease with an easygoing, friendly manner of speaking. Not sure of what you sound like when “selling?” Record your next sales call to find out.
Making it all about you.
Even with the best intentions, you are going to get carried away discussing your podcast. Instead of going on and on about you, center the conversation around the prospect and his or her needs, goals and challenges.
Qualifying every prospect.
It’s tough to turn away potential new business. But sometimes, a prospect just isn’t a good fit for you, your podcast and your podcast listeners. You waste valuable time and energy when pursuing an unqualified prospect.
Failing to schedule the next step.
After a great first meeting or phone call, you need to set the next one in stone. If you finish the call with “talk to you soon” or some other vague closing, you are missing a great opportunity.
Do any of these sound familiar? Once you cut these sales behaviors out of your sales approach, you’ll notice a dramatic uptick in the number of sales you close.
Bonus: Respond to email/voicemail
Respond to your prospects email and/or voicemail within 24 hours, if not sooner. And if you’ve signed up for advertising campaign buys from your podcast platform host (Blubrry, Spreaker, etc.), check your email daily for sponsorship buys. Typically ad buys are placed on a tight turnaround schedule, and your host provider needs to know if you’re “in” or “out.”
You could be missing hundreds, if not thousands of dollars in sponsorship money.
Recorded in Studio C at the 511 Studios in the Brewery District, downtown Columbus, OH.
Brett Johnson is the owner and lead consultant at Circle270Media Podcast Consultants. The Podcast consultants at Circle270Media have over 30+ years of experience in Marketing, Content Creation, Audio Production/Recording, and Broadcasting. We strategically bring these worlds together with Podcasting. You can email Brett at email@example.com to talk more about your new or established business podcast.