From the secret beach hut studio, Podcasting Veteran James Martell continues his discussion of how you can use podcasting to work less, earn more, and have more time to enjoy family, travel, and the things that matter most. In this episode of Podcasting Mastery, James talks to Ryan Stewman about how to quickly convert a podcast into a sales generating machine.
Ryan Stewman is the host of the Hardcore Closer podcast, as well as a master salesman and trainer. Also, he is a four-time best-selling author, motivational speaker, sales coach, blogger, and CEO/flounder of Hardcore Closer and Break Free Academy. He’s been a commissioned salesman or business owner his entire life. Ryan got into the business of sales when he was 13 years old at a car wash. He convinced the car wash owner and his step-dad to let him try and sell car washes. He ended up managing the place and then being offered another job from a customer. In 2010, he joined the Internet marketing world, and in 2011, he started a podcast. He has built a seven-figure empire due to his sales abilities!
In 2011, he started podcasting from the front-seat of his car during his lunch breaks while selling cars. He was recruited for a job at the Chicago Title Company. He had an inner conflict that he wanted to do something, but not necessarily that – it was not for him.
However, Ryan came up with the idea for the Hardcore Closer podcast while working there. Clients and co-workers came to call him, the Hardcore Closer. He designed the program for $1,000 and wanted to use the podcast as a way to generate leads and sales for a product he created that helped loan officers get more mortgage leads. Every podcast now begins with a sales pitch!
Some people are afraid to use their podcasts as well as on or offline business to sell something because they do not want to offend anyone. According to Ryan, what’s the point of having a podcast if you are not going to use it to sell? Entertain, educate, and make money using your podcast.
Watch what others do for monetizing a podcast. Come up with a product that will sell and valuable content/topics related to it. Tell your audience what you are trying to sell them. They expect that. Otherwise, they wonder why you are doing it for free. Just let them know you have something that may help them.
When selling something on your podcast, you can handle objections is something you can do naturally through conversation. It is called, pre-framing. Make a list of 5-10 reasons someone would buy your products.
Know how to respond to objections. If necessary, have a piece of paper in front of you with answers to all possible objections. Learning how to handle objections allows you to know how to quickly convert a podcast into a sales generating machine.
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