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October 2023
CONQUER YOUR PODCASTING FEARS! Why These 4 Phobias Shouldn't Hold You Back
This month, millions of Americans will celebrate Halloween, a holiday that dates back over 2,000 years. Originally called All Souls Day and All Hallows’ Eve, it's a day when people believe the boundary between the world of the living and the dead is blurred, allowing ghosts to walk the earth. Over time, the holiday evolved to encompass all things spooky and became the one night of the year when your worst fears are entertainment. We see these fears played out in countless costumes or blockbuster flicks: clowns with sharp teeth, chainsaw-wielding serial killers, and flesh-eating zombies fresh from the grave. At Rise25, we're not too proud to say we have some pretty intense fears ourselves. For Jeremy, it's spiders; for Catie, our lead content writer and editor, it’s rats — specifically, rats the size of small dogs. While we won't be dressing up as spiders or rats this year, we do think it's important to challenge your fears, especially if they actively stop you from doing something that could benefit your business. And when it comes to our prospects and clients, they all seem to fear the same four things. So, we wanted to take a moment to tackle these common podcasting fears and explain why they're actually not that scary. No. 1: The Fear of Reaching Out to Potential Guests Often, this fear stems from the even more prominent dread of rejection. What if they don't want to be on my
show? What if my show isn't "popular" enough for them to want to be a guest? Remember, you are already an accomplished entrepreneur. You've started a business — what can be scarier than that?! Plus, when reaching out to guests, the proof of your success doesn't have to be how many people download your podcast every week. It can be how many years you've been in business, how much you sold last year, or how your company is altering its respective market. You're already impressive, even without your podcast, and people will feel flattered you're asking to talk with them. No. 2: The Fear of Technology Many people mistakenly believe they must invest thousands of dollars into technology or equipment to have a podcast. They're afraid of either spending a lot of money or spending that money and having no idea how to use what they bought. The truth is that all you need to start a podcast is a USB microphone and whatever channel you already use to meet with people online, like Zoom or Skype. And, for reference, the microphone Amazon listed as "Amazon's Choice" is only $29.99. No. 3: The Fear of ‘Being Like Everyone Else’ To this fear, we pose a very simple question: Every business has a website — does that mean your business shouldn't have one, too? Or, if a company sells shoes, does that mean no
one else can ever sell shoes? Of course not! Just because other podcasts are out there, it doesn't mean you shouldn't make one. No one else has your point of view, your experience, or anything else that makes you and your business different from the rest. No. 4: The Fear of ‘Having Nothing to Talk About’ You don't need to worry about finding endless things to talk about — that's what your guests are for! Plus, what your podcast covers or focuses on will likely change over time as your business evolves. You may start a podcast hoping to talk about productivity and move on to something else later — and that's okay! There's no requirement to stick to only one thing. Rely on your guests to bring new and fresh ideas to your show, and simply follow the things you're interested in. See, not so scary, right? While beginning any new marketing venture can seem intimidating, a podcast is nothing to be afraid of. So, that's out of the way now. What's left? Feel free to reach out with some of your other fears, like spiders or big, fat rats.
–Dr. Jeremy Weisz & John Corcoran
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Close More Sales by Transforming Objections Into Opportunities
A strong sales team is the root of every successful business, but sales can be challenging. You’ve probably experienced this firsthand, as many entrepreneurs got their start in sales or, at the very least, developed their sales skills to pitch their businesses and products to potential investors successfully. In most cases, after a business starts to bring in profits, the entrepreneur will step away from the sales role, hire salespeople, and delegate all sales responsibilities. But once you step away from the sales game, it can be challenging to jump back in, especially if it’s been several years since you’ve practiced your sales pitch.
rejection or probing further to find their concerns. But if your salespeople push the sale too hard, customers grow frustrated and take their business elsewhere. The trick is to find the sweet spot. How can you turn their “no” into a “yes”? Here are two fresh tactics that can deliver the results you’re looking for. Change the Topic This might sound counterintuitive, but you don’t want to push immediately after a customer rejects your offer. Instead, change the subject altogether. Take the no in stride, and ask them about something else, like a local sports team, their clothing, or literally anything else that isn’t the sale. This should open up a dialogue, allowing you to redeem yourself in their eyes. Saying something like, “Did you catch the game last night?” or “Your handbag is really cool. My wife bought a similar style over at Macy’s. Where did you get yours?” will completely change their perspective. Just like that, you’re no longer a salesperson — you’re someone they want to converse with. Once you’ve built rapport, start your pitch again and try to sell. You’ll be surprised by how many positive responses you’ll receive! Restate Their Answer Have you ever received an outlandish objection from a customer? They likely don’t even realize how crazy they sound, so repeat what they said right back to them. First, this demonstrates you were listening, but more importantly, it gives them a chance to reconsider what they just said. In most cases, the customer will change their tune and story, giving you something to work
“Just like that, you’re no longer a salesperson — you’re someone they want to converse with.”
So, why is sales such a difficult job? If you’re comfortable socializing, then trying to sell to people can feel like a normal conversation. Unfortunately, most people have developed a negative impression of salespeople. You might have that negative outlook yourself without even realizing it. When you enter a furniture or retail store, do you actively seek help, or do you push away any salesperson who tries to assist you? Most customers who shop at your store believe salespeople want nothing more than to make
a sale. They don’t think salespeople have the customer’s best interests in mind. So, how do you shake this stigma? It all has to do with sales tactics.
with. They may even open up, sharing the real reason for their immediate rejection of your sale. If you stay quiet and listen to what they say, they’ll likely give you enough ammo to make a sale without additional digging.
One of the most challenging situations salespeople face daily is hearing a customer say “no” to them. Some try to read the customer to decide if it’s worth pushing further. Others might refuse to quit until they hear “no” three times. There’s nothing wrong with asking again after an initial
Anyone can make these sales tactics work with enough dedication, practice, and charisma. Teach them to your sales team, and prepare to watch your customers say “yes” more often.
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This Month’s Featured ‘Inspired Insider’ Podcasts
Building Sales Teams for Strategic Business Growth
Continuous Development & Growth-Driven Design
Scott Scully is the founder and CEO of Abstrakt Marketing Group, a B2B lead generation and business growth agency. In this role, he has led the company to become one of the most successful privately held marketing startups in the St. Louis region. Over the past 28 years, Scott has started,
Travis McAshan is the founder and CEO of GLIDE Design, an award-winning, purpose-led digital creative agency. The team at GLIDE helps startups, nonprofits, and leading brands create
a seamless customer experience through its web design, development, and digital marketing services. Completing over 850 projects spanning seven countries, GLIDE continues to grow under Travis’ leadership. He is also on the Board of Directors and the Learning Chair at EO (Entrepreneurs’ Organization) and is a member of the EO Austin Chapter. In today’s episode of the “Inspired Insider” podcast, Jeremy Weisz is joined by Travis McAshan as he shares a glimpse of his award-winning company and how it continues to make a positive impact in the world. Travis also talks about the company’s continuous improvement embedded in the growth-driven design and how it applies to its clients. Special Shoutouts: A notable person on Travis’ journey is Emmitt J. Smith.
invested in, or played a major role in several companies in the marketing and lead generation space, three of which have exceeded $12 million in annual revenue. He is also the co-host of “The Grow Show,” a podcast for business leaders and entrepreneurs with a growth- driven mindset. In this episode of the “Inspired Insider” podcast, Dr. Jeremy Weisz interviews Scott Scully about sales strategies for business growth. Scott also talks about facilitating outreach efforts to book sales calls, the key components of a sales script, and how to develop service niches and operational infrastructure for business growth.
Scan the QR code or visit the link to listen to the full episode.
Scan the QR code or visit the link to listen to the full episode.
InspiredInsider.com/ scott-scully-interview
InspiredInsider.com/ travis-mcashan-interview
This Month’s Featured ‘Smart Business Revolution’ Podcasts
From Running a Knife Sharpening Business to Teaching Entrepreneurs How to Buy Businesses
Building a PR and Marketing Agency, and the Evolution of Podcasting
Chip Griffin is the founder and CEO of Small Agency Growth Alliance (SAGA), where he helps PR, public affairs, and marketing agency owners grow and thrive in their industries. SAGA supports agencies by providing business news, insights, and consulting to help them improve their
Walker Deibel is an M&A Broker for online businesses with Quiet Light, where he works virtually with a group of nine other entrepreneurs to assist online companies in scoping potential acquisitions and closing transactions. Walker is the founder of Acquisition Lab, a membership program that
delivers resources and tools valuable to any successful entrepreneur. He also authored “Buy Then Build,” which garnered praise at its release and became a crucial part of many university reading lists. In this episode of the “Smart Business Revolution” podcast, John Corcoran welcomes Walker Deibel to discuss acquisition entrepreneurship. Walker breaks down the risks of acquiring a business, the fundamentals of getting an ROI on your purchase, and how to start a search for companies listed for sale. Special Shoutouts: A few notable people on Walker’s journey include Chad Troutwine and Mark Doust.
processes and increase profit margins. In 1997, Chip became the CEO of Townhall.com, a company that operated a policy-oriented web portal. He also co- founded CustomScoop, an early online news clipping service company, and launched his first blog in 1999. In this episode of the “Smart Business Revolution” podcast, John Corcoran interviews Chip Griffin about building a PR and marketing agency. They also discuss the early days of podcasting, the types of challenges agencies face, and current growth opportunities in the agency world. Special Shoutouts: A notable person on Chip’s journey is Gini Dietrich.
Scan the QR code or visit the link to listen to the full episode. SmartBusinessRevolution.com/ walker-deibel-from-running-a-knife- sharpening-business-to-teaching- entrepreneurs-how-to- buy-businesses
Scan the QR code or visit the link to listen to the full episode. SmartBusinessRevolution.com/ chip-griffin-top-agency-series- building-a-pr-and-marketing-agency- and-the-evolution-of-podcasting
... continued from Page 4 made a website that allowed students to design their profile pages and articles, while Obrecht and Perkins printed and distributed the yearbooks to Australian schools. The couple secured an investor, and the Fusion Books application went live in 2008. Within five years, Fusion Books became Australia’s largest yearbook company. In 2010, Perkins received her big break when Silicon Valley investor Bill Tai visited Perth. Perkins, Obrecht, and Tai met briefly for dinner, and Tai invited Perkins to San Francisco to pitch her ideas. When Perkins met with Tai in California, she thought she blew the pitch. “I thought that he didn’t really like what I had to say,” she recalled. “He was
and Canva that easily, though. He encouraged her and Obrecht to take up kitesurfing and come to his unique retreat for investors and kitesurfing enthusiasts. At the retreat, Tai introduced the couple to their future tech advisor and co-founder of Google Maps, Lars Rasmussen. They also met an ex-Google employee named Cameron Adams, who would become a co-founder of Canva. With these new advisors, Canva secured $1.5 million from investors and another $1.5 million from the Australian government to keep the business in Australia.
Today, Canva is used by 125 million people every month, bringing in
on his phone, and I thought that meant he wasn’t really engaged in what I had to say about the future of publishing.” Tai was actually connecting Perkins with other investors and tech entrepreneurs. Unfortunately, Perkins’ pitches to Silicon Valley investors and executives proved fruitless. Many were concerned about a tech company starting in Australia and
over $1 billion annually in revenue. Perkins isn’t doing terribly, either. She’s worth over $6 billion and is still Canva’s CEO. Canva has continued to be at the frontline of graphic design programs, continually releasing new features and tools. With AI usage on the rise, they’re developing new ways to utilize it in Canva. Perkins’ journey proves that if you have a good idea, you should stick with it until it sells.
decided against funding it. Tai wouldn’t give up on Perkins
When Mount St. Helens erupted in 1980, dark ash drifted to Idaho, forcing temperatures down by as much as 15 degrees F. Residents experienced a fraction of the horrors back in 536 — a time Harvard University historian Michael McCormick once called “the worst year to be alive.” For decades, the year 536 was a historical mystery. Records showed that it was a terrible time, stricken by the triple threat of: 1. Unexplained, unending darkness 2. Unseasonably frigid weather 3. Crop failure and famine Those horrors ravaged the globe, and experts puzzled over the tipping point in 536. Then, in 2018, researchers discovered a Swiss glacier riddled with volcanic glass. Further study revealed enormous volcanic eruptions in 3 REASONS 536 WAS THE WORST YEAR IN HUMAN HISTORY
Rise25 Podcast Spotlight
'WRK & WIN' Corinne Milien
'Mission Matters Podcast' Paul Feith Featuring: Successful, mission-driven leaders committed to creating a positive change in the world 'Next Wave Leadership' Dov Pollack Featuring: Leaders creating great places to work and grow 'The Firebelly Social Show' Duncan Alney Featuring: Food and beverage brands on a mission to make the world a better place
Featuring: Top founders, entrepreneurs, and people leaders sharing their inspiring stories of success 'The Here’s Waldo Podcast' Lizzie Mintus Featuring: Leading visionaries and creatives in the video game industry
'Marketing Tails' Mark Bevington
536 likely caused “The Dark Ages.” As we write this, volcanoes in Iceland and Alaska are the most likely candidates. We’ve already survived a pandemic
Featuring: Inspiring stories from influential executives and entrepreneurs
this century, so let’s hope both regions stay quiet for everyone’s sake!
Go subscribe on iTunes!
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Inside This Edition
1.
Don't Let Fear Haunt Your Podcasting Dreams!
2. 3.
Cracking the ‘No’ Code
Step Into 536: ‘The Worst Year to Be Alive’ The Start of a Global Graphic Design Empire
4.
According to the Small Business Administration, nearly 627,000 businesses open each year, but at the same time, around 595,000 businesses close for good annually. Further, U.S. Bureau of Labor Statistics research states that 45% of new companies go out of business within their first five years. It’s no surprise that building a successful business is easier said than done, but once in a blue moon, an entrepreneur breaks the mold to reach new heights. We saw it with Jeff Bezos and Amazon, Bill Gates and Microsoft, and now, we’re watching it happen with Melanie Perkins and Canva, an online graphic design tool. While most tech startups originate in Silicon Valley, Canva’s inception took place on the other side of the Pacific Ocean. Born in 1987 in Perth, Australia, Perkins first tasted entrepreneurship as a teenager. She designed and sold scarves to shops and markets across her hometown at 14. A few years later, she enrolled at the University of Western Australia, where the idea for Canva was born. Needing extra cash, Perkins worked as a tutor, teaching fellow students how to use graphic design programs. It often took months for them to learn the basics; not only were the programs difficult to use, but they were also expensive! She wondered if there was a How Melanie Perkins Founded a Global Unicorn
way to create a graphic design program that was simple, affordable, and easily accessible online. Perkins took her idea to her boyfriend, Cliff Obrecht, and the two determined that the initial concept for Canva was too ambitious. Instead, they started smaller by creating Fusion Books, an online school yearbook design business. They
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