{"version":"1.0.0","segments":[{"startTime":2.003,"endTime":4.064,"body":"You're listening to Podcasting Made"},{"startTime":2.003,"endTime":4.064,"body":"Simple."},{"startTime":4.064,"endTime":6.185,"body":"I'm your host, Alex Sanfilippo."},{"startTime":6.185,"endTime":10.888,"body":"For this episode's guide and resources,"},{"startTime":6.185,"endTime":10.888,"body":"please visit podprose.com slash 272."},{"startTime":11.729,"endTime":13.649,"body":"And now let's get to the episode."},{"startTime":15.318,"endTime":17.638,"body":"We all have a goal as a podcast guest."},{"startTime":17.638,"endTime":20.819,"body":"And for a lot of us, it's to grow our"},{"startTime":17.638,"endTime":20.819,"body":"business."},{"startTime":20.819,"endTime":26.281,"body":"So how can we take a podcast guest's"},{"startTime":20.819,"endTime":26.281,"body":"appearance and turn that into a sale?"},{"startTime":26.281,"endTime":30.602,"body":"I'm here to walk you through my five steps"},{"startTime":26.281,"endTime":30.602,"body":"for creating a killer lead generation"},{"startTime":30.602,"endTime":31.102,"body":"funnel."},{"startTime":31.102,"endTime":33.243,"body":"As I go through this, I'm going to use a"},{"startTime":31.102,"endTime":33.243,"body":"case study."},{"startTime":33.243,"endTime":36.403,"body":"That's going to be one of my lead"},{"startTime":33.243,"endTime":36.403,"body":"generation funnels."},{"startTime":36.403,"endTime":40.205,"body":"And I'll explain the ins and outs of how I"},{"startTime":36.403,"endTime":40.205,"body":"created it and give you a chance to see"},{"startTime":40.205,"endTime":42.225,"body":"all the steps that I lay out to you in"},{"startTime":40.205,"endTime":42.225,"body":"action."},{"startTime":42.225,"endTime":43.778,"body":"So the first step to creating a"},{"startTime":43.778,"endTime":47.54,"body":"killer lead generation funnel is to really"},{"startTime":43.778,"endTime":47.54,"body":"know your topic."},{"startTime":47.701,"endTime":51.484,"body":"What is it that you're going to be talking"},{"startTime":47.701,"endTime":51.484,"body":"about when you go on a podcast?"},{"startTime":51.604,"endTime":55.388,"body":"Now you can have more than one topic, but"},{"startTime":51.604,"endTime":55.388,"body":"you'll wanna go through this process for"},{"startTime":55.388,"endTime":56.288,"body":"each one."},{"startTime":56.589,"endTime":61.113,"body":"So when I go on a podcast, a lot of the"},{"startTime":56.589,"endTime":61.113,"body":"times I'm talking about how to be a great"},{"startTime":61.113,"endTime":67.138,"body":"podcast guest, or what I'm talking about"},{"startTime":61.113,"endTime":67.138,"body":"right now, which is how to turn podcast"},{"startTime":67.138,"endTime":69.721,"body":"listeners into warm leads."},{"startTime":69.721,"endTime":71.221,"body":"So my topic is set."},{"startTime":71.298,"endTime":74.94,"body":"Think about all of the topics that you"},{"startTime":71.298,"endTime":74.94,"body":"talk about on podcasts."},{"startTime":75.04,"endTime":76.721,"body":"And that brings us to step two."},{"startTime":77.122,"endTime":81.124,"body":"What's a common question that you get when"},{"startTime":77.122,"endTime":81.124,"body":"you talk about your topic?"},{"startTime":81.525,"endTime":86.729,"body":"If my topic is lead generation through"},{"startTime":81.525,"endTime":86.729,"body":"podcasts, there's a lot of questions that"},{"startTime":86.729,"endTime":88.13,"body":"people might have."},{"startTime":88.13,"endTime":90.631,"body":"They might ask me, how does it work?"},{"startTime":90.652,"endTime":91.973,"body":"What does it mean?"},{"startTime":91.973,"endTime":95.235,"body":"The question I get most often is how do"},{"startTime":91.973,"endTime":95.235,"body":"you create a lead magnet?"},{"startTime":95.235,"endTime":99.082,"body":"Take the time to write out all of the"},{"startTime":95.235,"endTime":99.082,"body":"topics that you talk about."},{"startTime":99.082,"endTime":102.603,"body":"and then list out some of those common"},{"startTime":99.082,"endTime":102.603,"body":"questions that you might get for each"},{"startTime":102.603,"endTime":103.564,"body":"topic."},{"startTime":103.604,"endTime":106.245,"body":"This is going to help you create a lead"},{"startTime":103.604,"endTime":106.245,"body":"magnet."},{"startTime":106.265,"endTime":111.088,"body":"So the third step is how are you able to"},{"startTime":106.265,"endTime":111.088,"body":"answer those questions using a lead"},{"startTime":111.088,"endTime":112.008,"body":"magnet?"},{"startTime":112.009,"endTime":114.21,"body":"First, let's talk about what a lead magnet"},{"startTime":112.009,"endTime":114.21,"body":"is."},{"startTime":114.23,"endTime":119.533,"body":"Simply put, a lead magnet is anything you"},{"startTime":114.23,"endTime":119.533,"body":"use to generate leads, and a lead is a"},{"startTime":119.533,"endTime":123.695,"body":"person, group, or organization that may"},{"startTime":119.533,"endTime":123.695,"body":"potentially make a purchase from you."},{"startTime":123.695,"endTime":127.257,"body":"Often when I talk about lead magnets, I"},{"startTime":123.695,"endTime":127.257,"body":"talk about them in the context of growing"},{"startTime":127.257,"endTime":128.697,"body":"a subscriber list."},{"startTime":128.726,"endTime":132.989,"body":"By getting someone onto your subscriber or"},{"startTime":128.726,"endTime":132.989,"body":"email list, they're giving you permission"},{"startTime":132.989,"endTime":134.43,"body":"to follow up with them."},{"startTime":134.77,"endTime":139.254,"body":"So lead magnets are generally free content"},{"startTime":134.77,"endTime":139.254,"body":"and you give them away in exchange for"},{"startTime":139.254,"endTime":142.476,"body":"that person opening up a window to"},{"startTime":139.254,"endTime":142.476,"body":"conversation."},{"startTime":142.476,"endTime":146.62,"body":"It's the beginning of a relationship that"},{"startTime":142.476,"endTime":146.62,"body":"you start cultivating and hopefully grow"},{"startTime":146.62,"endTime":148.181,"body":"into a lifelong customer."},{"startTime":148.181,"endTime":152.224,"body":"So when we're creating a lead magnet, we"},{"startTime":148.181,"endTime":152.224,"body":"wanna think about those questions that"},{"startTime":152.224,"endTime":154.186,"body":"people would ask us about our topic."},{"startTime":154.186,"endTime":158.568,"body":"And how are we able to create an enticing"},{"startTime":154.186,"endTime":158.568,"body":"piece of content that will answer those"},{"startTime":158.568,"endTime":159.489,"body":"questions?"},{"startTime":159.489,"endTime":164.832,"body":"So I mentioned that my topic was lead"},{"startTime":159.489,"endTime":164.832,"body":"generation, and the question that I most"},{"startTime":164.832,"endTime":167.473,"body":"often get is how to create a lead magnet."},{"startTime":167.653,"endTime":172.296,"body":"So I created an ebook with 50 ideas for"},{"startTime":167.653,"endTime":172.296,"body":"lead magnets."},{"startTime":172.296,"endTime":174.697,"body":"Ebooks are probably my favorite type of"},{"startTime":172.296,"endTime":174.697,"body":"lead magnet."},{"startTime":174.697,"endTime":178.7,"body":"They let you really dive deep into your"},{"startTime":174.697,"endTime":178.7,"body":"topic and give a lot of context and"},{"startTime":178.7,"endTime":182.561,"body":"information that you just can't give on a"},{"startTime":178.7,"endTime":182.561,"body":"podcast episode."},{"startTime":182.694,"endTime":187.335,"body":"You're limited to the amount of time and"},{"startTime":182.694,"endTime":187.335,"body":"you want to focus more on stories and more"},{"startTime":187.335,"endTime":190.476,"body":"on why you do what you do versus the"},{"startTime":187.335,"endTime":190.476,"body":"actual how."},{"startTime":190.476,"endTime":196.277,"body":"So as a writer, I like to create short"},{"startTime":190.476,"endTime":196.277,"body":"ebooks that are five to 10 pages that just"},{"startTime":196.277,"endTime":200.639,"body":"explain in greater detail the topics that"},{"startTime":196.277,"endTime":200.639,"body":"I go on to talk about."},{"startTime":200.639,"endTime":203.56,"body":"There are so many other ways that you can"},{"startTime":200.639,"endTime":203.56,"body":"create a lead magnet."},{"startTime":203.56,"endTime":205.72,"body":"I already told you, I have a book with 50"},{"startTime":203.56,"endTime":205.72,"body":"of them."},{"startTime":205.72,"endTime":207.121,"body":"So clearly there's a few."},{"startTime":207.121,"endTime":210.521,"body":"If you're an author going on podcasts to"},{"startTime":207.121,"endTime":210.521,"body":"promote your book."},{"startTime":210.666,"endTime":214.667,"body":"You can create a lead magnet by just"},{"startTime":210.666,"endTime":214.667,"body":"pulling out a chapter or two of the book"},{"startTime":214.667,"endTime":217.307,"body":"or giving your prologue or your"},{"startTime":214.667,"endTime":217.307,"body":"introduction."},{"startTime":217.508,"endTime":221.849,"body":"Having that book preview is a way that you"},{"startTime":217.508,"endTime":221.849,"body":"can not only get subscribers onto your"},{"startTime":221.849,"endTime":224.87,"body":"list, but start to generate buzz around"},{"startTime":221.849,"endTime":224.87,"body":"your book."},{"startTime":224.87,"endTime":229.611,"body":"If you're a podcaster, a bonus interview"},{"startTime":224.87,"endTime":229.611,"body":"is a great option for a lead magnet."},{"startTime":229.611,"endTime":233.373,"body":"If you have a big name guest or a guest"},{"startTime":229.611,"endTime":233.373,"body":"that you're really excited about, have"},{"startTime":233.373,"endTime":236.273,"body":"them stick around after the traditional"},{"startTime":233.373,"endTime":236.273,"body":"interview."},{"startTime":236.274,"endTime":238.674,"body":"and answer a few fun or personal"},{"startTime":236.274,"endTime":238.674,"body":"questions."},{"startTime":238.674,"endTime":242.675,"body":"Then release that piece of the interview"},{"startTime":238.674,"endTime":242.675,"body":"only to the people who will subscribe to"},{"startTime":242.675,"endTime":243.636,"body":"your list."},{"startTime":243.636,"endTime":248.097,"body":"This will help you access not only your"},{"startTime":243.636,"endTime":248.097,"body":"listeners, but also people who are a fan"},{"startTime":248.097,"endTime":249.837,"body":"of the guest that was on your show."},{"startTime":249.837,"endTime":253.318,"body":"Another option for the creative types is a"},{"startTime":249.837,"endTime":253.318,"body":"swipe file."},{"startTime":253.338,"endTime":255.379,"body":"Swipe files are a lot of fun to create."},{"startTime":255.379,"endTime":257.46,"body":"They're also called inspiration files."},{"startTime":257.46,"endTime":260.76,"body":"These are kind of like a treasure chest of"},{"startTime":257.46,"endTime":260.76,"body":"content ideas."},{"startTime":260.76,"endTime":264.701,"body":"It's basically a portfolio of your best"},{"startTime":260.76,"endTime":264.701,"body":"work that you can put together"},{"startTime":264.714,"endTime":268.375,"body":"so that someone can swipe through it when"},{"startTime":264.714,"endTime":268.375,"body":"they're trying to find ideas."},{"startTime":268.375,"endTime":272.416,"body":"This can be great for social media"},{"startTime":268.375,"endTime":272.416,"body":"managers, graphic designers, anybody who"},{"startTime":272.416,"endTime":277.097,"body":"works within a creative position and has a"},{"startTime":272.416,"endTime":277.097,"body":"library of content that they've already"},{"startTime":277.097,"endTime":277.897,"body":"created."},{"startTime":277.897,"endTime":281.038,"body":"This is also great for copywriters that"},{"startTime":277.897,"endTime":281.038,"body":"can put their best headlines and high"},{"startTime":281.038,"endTime":285.459,"body":"converting text into a swipe file to give"},{"startTime":281.038,"endTime":285.459,"body":"ideas for people that are looking to"},{"startTime":285.459,"endTime":286.62,"body":"improve their writing."},{"startTime":286.62,"endTime":290.581,"body":"And remember, not all lead magnets need to"},{"startTime":286.62,"endTime":290.581,"body":"be original or creative."},{"startTime":290.581,"endTime":294.038,"body":"You see lead magnets every day on"},{"startTime":290.581,"endTime":294.038,"body":"different websites that you go on."},{"startTime":294.038,"endTime":298.099,"body":"We've all seen the spinning wheel that has"},{"startTime":294.038,"endTime":298.099,"body":"different percent discounts on it when we"},{"startTime":298.099,"endTime":299.8,"body":"go onto a retailer site."},{"startTime":299.8,"endTime":300.801,"body":"That is a lead magnet."},{"startTime":300.801,"endTime":305.242,"body":"You only get the code to use your coupon"},{"startTime":300.801,"endTime":305.242,"body":"if you subscribe to their mailing list."},{"startTime":305.303,"endTime":309.144,"body":"There's also things like free shipping,"},{"startTime":305.303,"endTime":309.144,"body":"free trials, and free consultations."},{"startTime":309.144,"endTime":313.667,"body":"Anything that is enticing enough to get"},{"startTime":309.144,"endTime":313.667,"body":"someone interested that you can use to get"},{"startTime":313.667,"endTime":315.307,"body":"access to their email address."},{"startTime":315.307,"endTime":317.448,"body":"Step four is create the lead magnet."},{"startTime":317.548,"endTime":320.609,"body":"Set it up and guard it behind an email"},{"startTime":317.548,"endTime":320.609,"body":"capture form."},{"startTime":320.702,"endTime":324.704,"body":"Email capture forms are in most of the"},{"startTime":320.702,"endTime":324.704,"body":"email softwares that we use to create our"},{"startTime":324.704,"endTime":325.765,"body":"mailing lists."},{"startTime":325.765,"endTime":327.146,"body":"I use Constant Contact."},{"startTime":327.146,"endTime":331.709,"body":"There's also options like Beehive or"},{"startTime":327.146,"endTime":331.709,"body":"Active Campaigns or MailChimp."},{"startTime":331.709,"endTime":335.352,"body":"If you don't have an email system or yours"},{"startTime":331.709,"endTime":335.352,"body":"doesn't have forms, you can use something"},{"startTime":335.352,"endTime":337.673,"body":"like Google Forms or JotForm to set this"},{"startTime":335.352,"endTime":337.673,"body":"up."},{"startTime":337.673,"endTime":340.355,"body":"The fifth step is to start filling that"},{"startTime":337.673,"endTime":340.355,"body":"sales funnel."},{"startTime":340.435,"endTime":344.078,"body":"A sales funnel is meant to look like an"},{"startTime":340.435,"endTime":344.078,"body":"inverted triangle, basically like a"},{"startTime":344.078,"endTime":344.518,"body":"funnel."},{"startTime":344.518,"endTime":348.421,"body":"And it's our goal to move people from the"},{"startTime":344.518,"endTime":348.421,"body":"top of the funnel all the way down to the"},{"startTime":348.421,"endTime":349.621,"body":"bottom of the funnel."},{"startTime":349.738,"endTime":352.839,"body":"And at the bottom of the funnel, that's"},{"startTime":349.738,"endTime":352.839,"body":"when they start to make a purchase"},{"startTime":352.839,"endTime":353.639,"body":"decision."},{"startTime":353.639,"endTime":356.64,"body":"The top of the funnel is when we're in the"},{"startTime":353.639,"endTime":356.64,"body":"awareness stage."},{"startTime":356.76,"endTime":360.762,"body":"This is when people are just starting to"},{"startTime":356.76,"endTime":360.762,"body":"know about us, and we're just spreading"},{"startTime":360.762,"endTime":363.523,"body":"brand awareness about who we are and what"},{"startTime":360.762,"endTime":363.523,"body":"we do."},{"startTime":363.523,"endTime":367.445,"body":"Podcast appearances are so powerful for"},{"startTime":363.523,"endTime":367.445,"body":"this awareness stage because it lets you"},{"startTime":367.445,"endTime":371.066,"body":"talk to different audiences that have"},{"startTime":367.445,"endTime":371.066,"body":"already been curated by the host of the"},{"startTime":371.066,"endTime":371.606,"body":"show."},{"startTime":371.606,"endTime":375.468,"body":"Being a guest on a podcast means you're"},{"startTime":371.606,"endTime":375.468,"body":"introducing yourself to a new audience and"},{"startTime":375.468,"endTime":377.689,"body":"starting them in that awareness stage."},{"startTime":379.042,"endTime":380.782,"body":"but we need to be able to do it well."},{"startTime":380.782,"endTime":382.903,"body":"We need to be a really good guest."},{"startTime":382.924,"endTime":388.187,"body":"So tell stories, focus on connections, be"},{"startTime":382.924,"endTime":388.187,"body":"really authentic and help the audience get"},{"startTime":388.187,"endTime":391.228,"body":"to know who you are and who your brand is."},{"startTime":391.348,"endTime":393.83,"body":"Don't use this time to be salesy."},{"startTime":393.83,"endTime":397.812,"body":"You don't have to because we're setting up"},{"startTime":393.83,"endTime":397.812,"body":"a sales funnel that will help us make"},{"startTime":397.812,"endTime":398.933,"body":"those sales later."},{"startTime":398.933,"endTime":403.195,"body":"Just focus on getting them in that first"},{"startTime":398.933,"endTime":403.195,"body":"step of the funnel and really putting out"},{"startTime":403.195,"endTime":405.877,"body":"great content and a great interview."},{"startTime":405.877,"endTime":407.478,"body":"Once you've captured their attention,"},{"startTime":407.478,"endTime":410.399,"body":"potential customers move down to the"},{"startTime":407.478,"endTime":410.399,"body":"interest phase."},{"startTime":410.399,"endTime":413.42,"body":"Here is when they start seeking more"},{"startTime":410.399,"endTime":413.42,"body":"information about you."},{"startTime":413.42,"endTime":416.181,"body":"These are the people who will access your"},{"startTime":413.42,"endTime":416.181,"body":"lead magnet."},{"startTime":416.181,"endTime":420.823,"body":"The goal is to engage them by providing"},{"startTime":416.181,"endTime":420.823,"body":"really valuable content and information to"},{"startTime":420.823,"endTime":423.844,"body":"help foster their interest in your product"},{"startTime":420.823,"endTime":423.844,"body":"or service."},{"startTime":423.844,"endTime":427.806,"body":"Now, not everyone that hears you on a"},{"startTime":423.844,"endTime":427.806,"body":"podcast is going to download your lead"},{"startTime":427.806,"endTime":428.586,"body":"magnet."},{"startTime":428.586,"endTime":431.127,"body":"That's why the funnel is an inverted"},{"startTime":428.586,"endTime":431.127,"body":"triangle."},{"startTime":431.527,"endTime":434.528,"body":"As it goes down, it gets smaller and"},{"startTime":431.527,"endTime":434.528,"body":"smaller."},{"startTime":434.669,"endTime":437.409,"body":"So if you have a hundred people listening,"},{"startTime":437.546,"endTime":441.767,"body":"Maybe only 10% are really going to be"},{"startTime":437.546,"endTime":441.767,"body":"interested in moving to that next phase."},{"startTime":441.767,"endTime":442.947,"body":"That's okay."},{"startTime":443.027,"endTime":444.968,"body":"You're not meant to work with everybody."},{"startTime":444.968,"endTime":448.649,"body":"The people who really resonate with what"},{"startTime":444.968,"endTime":448.649,"body":"you say on the podcast episode and what"},{"startTime":448.649,"endTime":452.23,"body":"you have to talk about, those are the ones"},{"startTime":448.649,"endTime":452.23,"body":"that you really want to continue the"},{"startTime":452.23,"endTime":453.49,"body":"conversation with."},{"startTime":453.49,"endTime":457.271,"body":"Once they're ready to move past the second"},{"startTime":453.49,"endTime":457.271,"body":"phase, they move into what's called the"},{"startTime":457.271,"endTime":458.752,"body":"consideration phase."},{"startTime":458.752,"endTime":461.172,"body":"And this is when your email campaign comes"},{"startTime":458.752,"endTime":461.172,"body":"in."},{"startTime":461.232,"endTime":464.393,"body":"They've already downloaded your lead"},{"startTime":461.232,"endTime":464.393,"body":"magnet, which means they've been put on"},{"startTime":464.393,"endTime":465.733,"body":"your email list."},{"startTime":466.038,"endTime":469.44,"body":"So you have to have an email sales"},{"startTime":466.038,"endTime":469.44,"body":"campaign that is triggered to"},{"startTime":469.44,"endTime":473.464,"body":"automatically send every time someone gets"},{"startTime":469.44,"endTime":473.464,"body":"added to that list."},{"startTime":473.464,"endTime":478.328,"body":"Every lead magnet that you have should"},{"startTime":473.464,"endTime":478.328,"body":"have its own list that triggers a specific"},{"startTime":478.328,"endTime":479.469,"body":"email campaign."},{"startTime":479.469,"endTime":483.432,"body":"This means that all of the content is able"},{"startTime":479.469,"endTime":483.432,"body":"to be tailored precisely to the content"},{"startTime":483.432,"endTime":486.375,"body":"that you put out that person accessed."},{"startTime":486.375,"endTime":490.418,"body":"I have lead magnets about building a"},{"startTime":486.375,"endTime":490.418,"body":"personal brand, podcasting for higher"},{"startTime":490.418,"endTime":494.806,"body":"education, building a business through"},{"startTime":490.418,"endTime":494.806,"body":"podcasts, and podcasts for realtors."},{"startTime":494.806,"endTime":497.026,"body":"Those are all very different audiences."},{"startTime":497.026,"endTime":501.327,"body":"So you don't want to have the exact same"},{"startTime":497.026,"endTime":501.327,"body":"email campaign sending to people on every"},{"startTime":501.327,"endTime":502.227,"body":"list."},{"startTime":502.368,"endTime":506.449,"body":"You want it to be very tailored so that"},{"startTime":502.368,"endTime":506.449,"body":"the content in the email resonates with"},{"startTime":506.449,"endTime":508.769,"body":"them based on something you know they're"},{"startTime":506.449,"endTime":508.769,"body":"interested in."},{"startTime":508.769,"endTime":512.51,"body":"The people in the consideration phase are"},{"startTime":508.769,"endTime":512.51,"body":"reading reviews, researching your"},{"startTime":512.51,"endTime":515.411,"body":"competitors, and trying to learn more"},{"startTime":512.51,"endTime":515.411,"body":"about what you do."},{"startTime":515.451,"endTime":519.032,"body":"So you want to create a sales campaign"},{"startTime":515.451,"endTime":519.032,"body":"that really guides them to the purchase"},{"startTime":519.032,"endTime":519.992,"body":"decision."},{"startTime":520.072,"endTime":522.713,"body":"I do this in four to five emails."},{"startTime":522.733,"endTime":524.042,"body":"In the first email,"},{"startTime":524.042,"endTime":525.883,"body":"All I do is deliver the product."},{"startTime":525.883,"endTime":527.343,"body":"There's no sales message."},{"startTime":527.343,"endTime":530.765,"body":"It's a short and sweet email delivering"},{"startTime":527.343,"endTime":530.765,"body":"the piece of content that they subscribe"},{"startTime":530.765,"endTime":532.927,"body":"for and thanking them for downloading it."},{"startTime":532.927,"endTime":536.809,"body":"The first email in your series will always"},{"startTime":532.927,"endTime":536.809,"body":"be the most opened email because it's the"},{"startTime":536.809,"endTime":539.91,"body":"one that they need to get the piece of"},{"startTime":536.809,"endTime":539.91,"body":"content that they wanted."},{"startTime":539.91,"endTime":543.873,"body":"So if you see your open rates drop a"},{"startTime":539.91,"endTime":543.873,"body":"little bit after this first email, don't"},{"startTime":543.873,"endTime":544.473,"body":"feel bad."},{"startTime":544.473,"endTime":545.634,"body":"This is normal."},{"startTime":545.634,"endTime":547.955,"body":"You don't open every email in your inbox"},{"startTime":545.634,"endTime":547.955,"body":"either."},{"startTime":547.955,"endTime":551.097,"body":"For the second email, I like to give an"},{"startTime":547.955,"endTime":551.097,"body":"easy next step."},{"startTime":551.097,"endTime":552.63,"body":"Now this is not a sales pitch."},{"startTime":552.63,"endTime":557.111,"body":"This is something that they can do"},{"startTime":552.63,"endTime":557.111,"body":"themselves by putting in action the ideas"},{"startTime":557.111,"endTime":559.451,"body":"that I gave them in my lead magnet"},{"startTime":557.111,"endTime":559.451,"body":"content."},{"startTime":559.451,"endTime":563.513,"body":"So because my lead magnet was about types"},{"startTime":559.451,"endTime":563.513,"body":"of lead magnets they can create, my second"},{"startTime":563.513,"endTime":568.394,"body":"email gave the three best practices that I"},{"startTime":563.513,"endTime":568.394,"body":"have found to actually create a great lead"},{"startTime":568.394,"endTime":569.214,"body":"magnet."},{"startTime":569.214,"endTime":573.295,"body":"Once I give them those three steps, I"},{"startTime":569.214,"endTime":573.295,"body":"invite them to book a call with me just to"},{"startTime":573.295,"endTime":575.836,"body":"discuss the content that I've given them"},{"startTime":573.295,"endTime":575.836,"body":"so far."},{"startTime":575.836,"endTime":579.737,"body":"It's their chance to ask questions about"},{"startTime":575.836,"endTime":579.737,"body":"the content and talk through some of the"},{"startTime":579.737,"endTime":580.498,"body":"ideas."},{"startTime":580.498,"endTime":584.661,"body":"and start to see if lead generation and"},{"startTime":580.498,"endTime":584.661,"body":"lead magnets are really right for them."},{"startTime":584.661,"endTime":586.122,"body":"They may not book that call yet."},{"startTime":586.122,"endTime":587.043,"body":"That's okay."},{"startTime":587.043,"endTime":588.384,"body":"They're still considering."},{"startTime":588.384,"endTime":589.985,"body":"And we have a lot more emails to go."},{"startTime":589.985,"endTime":592.988,"body":"The third email is meant to offer a"},{"startTime":589.985,"endTime":592.988,"body":"solution."},{"startTime":592.988,"endTime":596.771,"body":"This email talks about the problem that"},{"startTime":592.988,"endTime":596.771,"body":"the customer is facing and shares how your"},{"startTime":596.771,"endTime":598.933,"body":"product or service is able to solve it."},{"startTime":598.933,"endTime":602.816,"body":"Explain their problem in a way that"},{"startTime":598.933,"endTime":602.816,"body":"reminds them of it and creates a sense of"},{"startTime":602.816,"endTime":606.299,"body":"urgency so that they really feel like it"},{"startTime":602.816,"endTime":606.299,"body":"needs to be solved and it needs to be"},{"startTime":606.299,"endTime":607.279,"body":"solved soon."},{"startTime":607.279,"endTime":610.221,"body":"Because social media is the more talked"},{"startTime":607.279,"endTime":610.221,"body":"about option,"},{"startTime":610.246,"endTime":614.348,"body":"I compare email marketing with social"},{"startTime":610.246,"endTime":614.348,"body":"media marketing to show the prospect that"},{"startTime":614.348,"endTime":617.109,"body":"they might be missing out on some great"},{"startTime":614.348,"endTime":617.109,"body":"opportunities."},{"startTime":617.109,"endTime":618.97,"body":"I do this using statistics."},{"startTime":618.97,"endTime":624.153,"body":"So in this email, I explain that email"},{"startTime":618.97,"endTime":624.153,"body":"marketing is 40 times more effective in"},{"startTime":624.153,"endTime":626.594,"body":"obtaining new customers than social media."},{"startTime":626.594,"endTime":630.477,"body":"Your email is five times more likely to be"},{"startTime":626.594,"endTime":630.477,"body":"seen than a Facebook ad."},{"startTime":630.477,"endTime":635.079,"body":"The email marketing click-through rate is"},{"startTime":630.477,"endTime":635.079,"body":"six times higher than organic social media"},{"startTime":635.079,"endTime":639.001,"body":"engagement and email conversion rates are"},{"startTime":635.079,"endTime":639.001,"body":"three times higher than social media"},{"startTime":639.001,"endTime":639.714,"body":"marketing."},{"startTime":639.714,"endTime":644.377,"body":"The solution I'm explaining here is email"},{"startTime":639.714,"endTime":644.377,"body":"marketing, but I also explained that you"},{"startTime":644.377,"endTime":649.06,"body":"need to get leads onto your email list if"},{"startTime":644.377,"endTime":649.06,"body":"you're going to have someone to market to,"},{"startTime":649.14,"endTime":650.601,"body":"and that's where I come in."},{"startTime":650.621,"endTime":655.325,"body":"So I end that email with a call to action"},{"startTime":650.621,"endTime":655.325,"body":"for them to book time with me and discuss"},{"startTime":655.325,"endTime":658.947,"body":"ideas that they might have for lead"},{"startTime":655.325,"endTime":658.947,"body":"magnets that could work for their brand."},{"startTime":658.947,"endTime":662.409,"body":"The fourth email, I call the peace of mind"},{"startTime":658.947,"endTime":662.409,"body":"email."},{"startTime":662.69,"endTime":667.093,"body":"Anytime you hire a new service provider or"},{"startTime":662.69,"endTime":667.093,"body":"purchase a big ticket item, that can be"},{"startTime":667.093,"endTime":667.842,"body":"stressful."},{"startTime":667.842,"endTime":670.983,"body":"So how can we offer peace of mind to our"},{"startTime":667.842,"endTime":670.983,"body":"prospects?"},{"startTime":670.983,"endTime":675.385,"body":"This email is meant to do just that, by"},{"startTime":670.983,"endTime":675.385,"body":"answering some frequently asked questions"},{"startTime":675.385,"endTime":679.106,"body":"that you might get about your services or"},{"startTime":675.385,"endTime":679.106,"body":"outlining some of the common objections"},{"startTime":679.106,"endTime":682.888,"body":"and overcoming them so they don't stand in"},{"startTime":679.106,"endTime":682.888,"body":"the way of your prospect making that"},{"startTime":682.888,"endTime":683.728,"body":"purchase decision."},{"startTime":683.728,"endTime":686.829,"body":"You can also use this email to explain"},{"startTime":683.728,"endTime":686.829,"body":"what someone can expect when they work"},{"startTime":686.829,"endTime":687.329,"body":"with you."},{"startTime":687.329,"endTime":688.21,"body":"That's what I did."},{"startTime":688.21,"endTime":691.591,"body":"I use this email to lay out the three"},{"startTime":688.21,"endTime":691.591,"body":"steps of working with me so that it seems"},{"startTime":691.591,"endTime":693.572,"body":"super simple and easy for the customer."},{"startTime":693.572,"endTime":697.346,"body":"They're more likely to make a purchase"},{"startTime":693.572,"endTime":697.346,"body":"decision if they know what comes next."},{"startTime":697.346,"endTime":701.068,"body":"So I make it as easy as step one, two, and"},{"startTime":697.346,"endTime":701.068,"body":"three, and then invite them to book a"},{"startTime":701.068,"endTime":701.628,"body":"call."},{"startTime":701.628,"endTime":703.57,"body":"So now we're in the conversion stage."},{"startTime":703.57,"endTime":707.312,"body":"This is the stage where the potential"},{"startTime":703.57,"endTime":707.312,"body":"customer finally decides to make that"},{"startTime":707.312,"endTime":708.353,"body":"purchase decision."},{"startTime":708.353,"endTime":711.775,"body":"This is the final step in the email"},{"startTime":708.353,"endTime":711.775,"body":"series, the pitch email."},{"startTime":711.775,"endTime":715.938,"body":"Instruct the customer to make the purchase"},{"startTime":711.775,"endTime":715.938,"body":"decision and use things like limited time"},{"startTime":715.938,"endTime":719.421,"body":"deals or coupon codes to really push them"},{"startTime":715.938,"endTime":719.421,"body":"over the edge."},{"startTime":719.421,"endTime":723.363,"body":"The aim is to make the purchasing process"},{"startTime":719.421,"endTime":723.363,"body":"as easy as possible, providing clear calls"},{"startTime":723.363,"endTime":726.962,"body":"to action and supporting them throughout"},{"startTime":723.363,"endTime":726.962,"body":"the decision making process."},{"startTime":726.962,"endTime":731.563,"body":"Now that you've turned that lead into a"},{"startTime":726.962,"endTime":731.563,"body":"client, the final stage is the advocacy"},{"startTime":731.563,"endTime":733.524,"body":"stage or the loyalty stage."},{"startTime":733.524,"endTime":738.686,"body":"Our focus shifts from creating a customer"},{"startTime":733.524,"endTime":738.686,"body":"to continue to cultivate the relationship"},{"startTime":738.686,"endTime":741.908,"body":"and have that customer continue to be"},{"startTime":738.686,"endTime":741.908,"body":"loyal to our brand."},{"startTime":742.048,"endTime":743.508,"body":"And to be an advocate."},{"startTime":743.508,"endTime":746.75,"body":"If you're like me, a lot of your new"},{"startTime":743.508,"endTime":746.75,"body":"business comes from referrals."},{"startTime":746.75,"endTime":750.711,"body":"So you wanna turn as many clients as you"},{"startTime":746.75,"endTime":750.711,"body":"can into advocates for your brand so that"},{"startTime":750.711,"endTime":754.553,"body":"they refer their friends and network to"},{"startTime":750.711,"endTime":754.553,"body":"work with you as well."},{"startTime":754.553,"endTime":755.746,"body":"So for this phase,"},{"startTime":755.746,"endTime":758.406,"body":"Think of the ways you can continue to"},{"startTime":755.746,"endTime":758.406,"body":"support your customers."},{"startTime":758.406,"endTime":762.948,"body":"This can include post-purchase support,"},{"startTime":758.406,"endTime":762.948,"body":"encouraging repeat business, or motivating"},{"startTime":762.948,"endTime":765.888,"body":"your customers to share their experiences"},{"startTime":762.948,"endTime":765.888,"body":"with others."},{"startTime":765.888,"endTime":769.289,"body":"You want to develop long-term"},{"startTime":765.888,"endTime":769.289,"body":"relationships with your customers and"},{"startTime":769.289,"endTime":773.571,"body":"encourage them to become repeat buyers and"},{"startTime":769.289,"endTime":773.571,"body":"brand advocates."},{"startTime":773.571,"endTime":777.392,"body":"So now we know how to create that funnel"},{"startTime":773.571,"endTime":777.392,"body":"and how to create an email sales campaign"},{"startTime":777.392,"endTime":779.633,"body":"to turn those leads into customers."},{"startTime":779.633,"endTime":783.286,"body":"But how do we get them to be aware that"},{"startTime":779.633,"endTime":783.286,"body":"this lead magnet even exists?"},{"startTime":783.286,"endTime":786.068,"body":"This is when we have to really nail our"},{"startTime":783.286,"endTime":786.068,"body":"call to action."},{"startTime":786.068,"endTime":789.75,"body":"Our call to action is what we want someone"},{"startTime":786.068,"endTime":789.75,"body":"to do after they listen to us talk on a"},{"startTime":789.75,"endTime":790.551,"body":"podcast."},{"startTime":790.551,"endTime":795.014,"body":"So my best advice for creating your call"},{"startTime":790.551,"endTime":795.014,"body":"to action is gonna be to go buy a URL."},{"startTime":795.014,"endTime":798.316,"body":"Every lead magnet that I have has its own"},{"startTime":795.014,"endTime":798.316,"body":"URL."},{"startTime":798.417,"endTime":802.359,"body":"These are only about $12 on GoDaddy and"},{"startTime":798.417,"endTime":802.359,"body":"they can help you generate thousands in"},{"startTime":802.359,"endTime":807.203,"body":"revenue because it makes it easier for a"},{"startTime":802.359,"endTime":807.203,"body":"podcast listener to get on your funnel."},{"startTime":807.243,"endTime":810.285,"body":"At the end of your podcast guest"},{"startTime":807.243,"endTime":810.285,"body":"interview, the host is probably going to"},{"startTime":810.285,"endTime":810.83,"body":"say,"},{"startTime":810.83,"endTime":813.811,"body":"Tell our audience how they can learn more"},{"startTime":810.83,"endTime":813.811,"body":"or get in touch with you."},{"startTime":813.811,"endTime":819.273,"body":"Now instead of saying, well, you can visit"},{"startTime":813.811,"endTime":819.273,"body":"my website at favo or follow me on social"},{"startTime":819.273,"endTime":825.095,"body":"media or even send me an email at sara and"},{"startTime":819.273,"endTime":825.095,"body":"giving them all of these steps to follow,"},{"startTime":825.095,"endTime":827.156,"body":"we're able to give something really"},{"startTime":825.095,"endTime":827.156,"body":"simple."},{"startTime":827.356,"endTime":833.619,"body":"So I can say, to learn more about creating"},{"startTime":827.356,"endTime":833.619,"body":"a lead magnet for yourself, visit favo Now"},{"startTime":833.619,"endTime":835.52,"body":"that's easy for a listener to remember."},{"startTime":835.52,"endTime":839.586,"body":"They don't have to remember my whole brand"},{"startTime":835.52,"endTime":839.586,"body":"name or the name of the ebook itself."},{"startTime":839.586,"endTime":841.886,"body":"They just have to remember that one URL."},{"startTime":841.966,"endTime":846.007,"body":"But the key is that URL just forwards to"},{"startTime":841.966,"endTime":846.007,"body":"my website."},{"startTime":846.427,"endTime":848.568,"body":"So it leads to a landing page."},{"startTime":848.568,"endTime":851.869,"body":"Now, how I set up those landing pages is"},{"startTime":848.568,"endTime":851.869,"body":"really important."},{"startTime":851.869,"endTime":853.87,"body":"The headline is just the name of the"},{"startTime":851.869,"endTime":853.87,"body":"e-book."},{"startTime":853.87,"endTime":857.911,"body":"I want it to be really obvious as soon as"},{"startTime":853.87,"endTime":857.911,"body":"someone gets to this landing page, what it"},{"startTime":857.911,"endTime":859.691,"body":"was that they went there for."},{"startTime":859.791,"endTime":862.932,"body":"Maybe they remembered the URL, but didn't"},{"startTime":859.791,"endTime":862.932,"body":"really remember what the name of the book"},{"startTime":862.932,"endTime":863.492,"body":"was."},{"startTime":863.492,"endTime":864.413,"body":"That's okay."},{"startTime":864.413,"endTime":867.753,"body":"They still got there and they have a"},{"startTime":864.413,"endTime":867.753,"body":"reminder right in front of them."},{"startTime":867.99,"endTime":872.171,"body":"Right under the headline is a short two"},{"startTime":867.99,"endTime":872.171,"body":"sentence introduction to who I am, what I"},{"startTime":872.171,"endTime":875.091,"body":"do, and what the value of this piece of"},{"startTime":872.171,"endTime":875.091,"body":"content is."},{"startTime":875.091,"endTime":879.173,"body":"I want to make it really clear what value"},{"startTime":875.091,"endTime":879.173,"body":"this piece of content holds, and giving"},{"startTime":879.173,"endTime":883.354,"body":"them that brief introduction to myself can"},{"startTime":879.173,"endTime":883.354,"body":"actually add the value because I position"},{"startTime":883.354,"endTime":885.374,"body":"myself as an expert on the topic."},{"startTime":885.374,"endTime":890.056,"body":"Right underneath that is the form to fill"},{"startTime":885.374,"endTime":890.056,"body":"out to download that ebook."},{"startTime":890.056,"endTime":894.197,"body":"All it is their name and their email"},{"startTime":890.056,"endTime":894.197,"body":"address and a button to hit submit, and"},{"startTime":894.197,"endTime":897.13,"body":"they're going to automatically be added to"},{"startTime":894.197,"endTime":897.13,"body":"my mailing list."},{"startTime":897.13,"endTime":900.491,"body":"and that triggers the email series to send"},{"startTime":897.13,"endTime":900.491,"body":"them the piece of content."},{"startTime":900.491,"endTime":903.912,"body":"But it's important that this is on my"},{"startTime":900.491,"endTime":903.912,"body":"website because I want them to have full"},{"startTime":903.912,"endTime":905.793,"body":"access to everything that I do."},{"startTime":905.793,"endTime":910.115,"body":"I want them to be able to explore more,"},{"startTime":905.793,"endTime":910.115,"body":"click around and learn more about my"},{"startTime":910.115,"endTime":910.795,"body":"company."},{"startTime":910.795,"endTime":914.817,"body":"So after they download my lead magnet,"},{"startTime":910.795,"endTime":914.817,"body":"they can go see my services page or my"},{"startTime":914.817,"endTime":918.919,"body":"about page or read some of my blogs or"},{"startTime":914.817,"endTime":918.919,"body":"download some of my other free content."},{"startTime":918.919,"endTime":922.58,"body":"They also will be able to see all of the"},{"startTime":918.919,"endTime":922.58,"body":"links to my social media so they can go"},{"startTime":922.58,"endTime":925.661,"body":"interact with me online or follow me to"},{"startTime":922.58,"endTime":925.661,"body":"stay connected."},{"startTime":925.87,"endTime":930.831,"body":"They can also go to my contact page to"},{"startTime":925.87,"endTime":930.831,"body":"either send me an email or book time if"},{"startTime":930.831,"endTime":933.512,"body":"they want to talk to me after hearing me"},{"startTime":930.831,"endTime":933.512,"body":"on the podcast."},{"startTime":933.592,"endTime":937.114,"body":"Having all of this put together before you"},{"startTime":933.592,"endTime":937.114,"body":"go on a podcast is going to make your"},{"startTime":937.114,"endTime":941.976,"body":"experience so much better because you'll"},{"startTime":937.114,"endTime":941.976,"body":"really be able to capture your audience"},{"startTime":941.976,"endTime":944.076,"body":"and turn them into leads for your"},{"startTime":941.976,"endTime":944.076,"body":"business."},{"startTime":944.076,"endTime":945.097,"body":"I hope this was helpful."},{"startTime":945.097,"endTime":946.717,"body":"Thank you so much for listening."},{"startTime":948.014,"endTime":952.416,"body":"If you enjoyed this episode, please visit"},{"startTime":948.014,"endTime":952.416,"body":"podprose.com slash two seven two."},{"startTime":952.416,"endTime":956.098,"body":"Then share the link with one person that"},{"startTime":952.416,"endTime":956.098,"body":"you believe it would add value to."},{"startTime":956.098,"endTime":958.198,"body":"Until next time, thank you for listening."}]}