How to Get Clients From Podcast Interviews Using LinkedIn

Karen Yankovich 0:00
So, a woman once said to me a few weeks ago, Karen, I did the thing. I got booked on a podcast, and it was great. The host loved me. We had a great conversation. Oh my gosh, so much, so much synergy. I had so much fun, and then nothing happened. Nothing happened. I maybe podcasts are always behind. Like, why am I doing this, right? And I want you to hear me say this with all the love I have, because I’ve been on both sides of this microphone for you know over a decade. That’s not what happened, right? What happened was you were handed a room full of people who wanted to like you and did like you, right? And then you walked out of the room without talking to any of them. Here’s what everybody tells you when you’re pitching yourself to shows: a podcast has no way to keep you. Right? Think about it. There’s no follow button that means anything. There’s no messages tab. Somebody hears you and thinks, “Oh, she’s good. And then the episodes end. The episode ends, and she’s gone, and you’ll never ever know she existed, right? the The show itself isn’t what hands you the room. The show hands you 40 minutes, and then it takes the room back. LinkedIn is where you keep the room. That’s it. That’s the entire thing. The stage gets you seen. LinkedIn is where you get chosen. I’m Karen Yankovich. This is the Good Girls Get Rich podcast, and today I’m going to give you the five things you need to do on LinkedIn in the 48 hours after you stop recording. Five moves, two days, no new bookings, no bigger audience, no more content. Okay, like just do these five moves. You don’t have a visibility problem. You’ve got a continuation problem, and that is one that I can fix for you in a couple minutes, 20 minutes. But let me just say this: I’m I’m saying this that I want you to do this after you stop recording. But really, what you need to do is do this after the episode is aired, right? So we don’t always know when we record when the episode is going to be aired. Okay, so if there’s a difference, I’ll let you know what it is. But we’re really what we’re talking about here is less about like sometimes if it’s live, obviously when you stop recording, that’s when your 48 hours start start, right? If you’re doing a live stream podcast record, but if you’re doing a pre-record, your 48 hours starts when the when when the episode goes live. Okay, so back to the the woman we were talking about before. Four months ago, she was a guest on a podcast, and it went great. Right, the host said one of my favorite conversations. This was awesome. We have to find a way to continue this. And the day that it dropped, she posted the link. Right, a couple of likes, a comment from her sister-in-law, right? Nothing really came of it. Yeah, and and by the way, even posting the link is more than a lot of people do when they’re interviewed on a podcast. So posting the link is beautiful. I’m happy that you’re doing that. But what you what she then thought was like, well, maybe this just doesn’t work for me, right? Because who cares if like my sister-in-law, like like my episode, right? Or maybe I’m too niche, or maybe I’m too old, or maybe I’m too young, or maybe I’m too whatever, right? None of these things are true. None of these things are true, and we talk ourselves out of this stuff. And when we talk ourselves out of this stuff, it costs way more than the opportunities on that particular show. It actually costs you pitching the next one, okay? So you don’t get the downloads, right? What you’re getting is access, right? You’ve got a host who now knows your name, and that host has a relationship with every other guest they’ve ever had on, right? You’ve got a permanent piece of like a third party endorsed proof with somebody else’s credibility stamped on it, right? You got a legitimate non cold reason to be in the inbox of every single person that host sends the episode to, even if it’s 10, right? Maybe it’s 40, right?

Karen Yankovich 4:02
Whatever it is, and every single one of those only cashes in on one place. It’s not the podcast app. That’s for the host. It’s not her email list, right? It’s on LinkedIn, where people are starting to know your name, know your title, know your company, and they have an open message box for you. Okay, so people talk all the time about the exposure that you’re getting. Exposure doesn’t pay, right? We don’t care about the exposure. We want the access, and access has a shelf life of about a week. Okay, and I want you to spend that week on LinkedIn. So scene is the stage known is the 48 hours after the episode. So chosen, and what happens three months later is what happens three months later, right? When you’re the one that they think of. Okay, so this is how this system works. If all you’re doing is the scene part, you’re getting the. Exposure, but you’re not filling your bank account, and we want-I want you to fill your bank account. I want there to be more wealthy women in the world. I believe women with money can change the world, and I want you to be one of those women with money changing the world. I want your voice amplified and and not not stifled. Okay, so yes, we want to be seen, but it’s the known and the chosen that fills your bank account. All right, so the day that it gets released, make sure that you’re at the very least connected to the host, right? The day that you hit the record, not the day that it adds, right? That you want to because when it adds when it airs six weeks later, and they’ve recorded eight more episodes after that, you know you want to make sure that when you connect with them on LinkedIn, you’re the most interesting per interesting person that you talked they talked to that day. That makes sense. So the same day that you record the episode, make sure that you are already connected on LinkedIn to the host. And remember that I this is on LinkedIn, not just via email. You’re probably already connected via email. Email is transactional, and it ends. I don’t know about you, but my inbox, right? I don’t want you. You don’t want to be my boss in my inbox. You want to be connected to me on LinkedIn because a LinkedIn connection is permanent, right? And that’s what puts you in their feed for the rest of time, for eternity, right? You want to be the person that this host will get your face will pop up for this host on a Tuesday two years from now, right? So, so when you send the connection request, of course, send it with a note. Always with a note. Reference something that was said on the show, not just loved our conversation. Like say, like talk about something that was said on the show, because if you vetted this opportunity, you want to build a relationship with these hosts because you want to know what other opportunities are there, right? How can I get this host to you know where? How can I further this relationship? So don’t pitch anything, just reference something specific that they said, not something you said, something they said, right? Couple sentences, right? Like the thing you said about blah blah blah being the scariest thing you ever did. I’m still thinking about it. Thanks for having me. This was a good. This was a great one. That’s it. Everybody else says thanks so much for the opportunity. Like, that’s the message where someone thinks she was doing the taking, right? You don’t. You gave them an episode, so so stop thanking people for the opportunity and start stepping into it. Shift the narrative to being to to understand the power of that collaboration. Okay, and then go to the that go to Apple Podcasts or wherever the host the has their list of previous podcast episodes, and this is probably your highest yield move on LinkedIn all year long. And pull the show’s last 20 to 30 episodes. Write down the guest list. Find the get names of the guests just on a piece of paper. Okay, find them on LinkedIn and take a look at them and research them. People ask me all the time. I don’t know who to connect with.

Karen Yankovich 8:03
Here you go. Here’s who you connect with. Right, connect with the ones who should know you. Right, not just the ones you want to know, but the ones that you think should know you. These people are pre-qualified in multiple ways. In many ways, the host already vetted them. Right, so they’re in your orbit and they’re roughly at your level, right? Because you were on the same show, and you have a real reason to be connecting with them. Almost nobody does this. So here’s what I want you to understand: the audience heard you once, and you’ll never find them again. The guest list is 1020, 3040, named women on LinkedIn with their job title right there who you have a legitimate reason to message today. The audience was the borrowed stage, right? We want that. The guest is the borrowed network, right? These are not the same asset, and the borrowed network wave. The value is is is amazing, okay? And the reason writes itself, right? We’ve both been on this show. I listen to yours and be very specific about what you heard on that, very specific about that, and say, you know, I just recorded mine today, and I, you know, I had such a great time. She was such a great host, wasn’t she? I mean, you know, I wasn’t it fun to be doing that. Actually, listen to it though, because if you fake it, it’s obvious, and it defeats the purpose of this, right? This is value-driven outreach here, not AI. What is a LinkedIn calling it? Not AI slop, right? Value-driven outreach. Send 10 a week, not 40 in an afternoon. 10 in a week, five in a week. Okay, five in a week, and no ask if you heard, you know, episode 387 of this show, you already know how I feel about no asking the first message. Just connect with them, okay? All right, that’s your second move from being a guest on a podcast episode. The third move, after being a guest on a podcast episode, is throw it in your featured section for a while. I don’t. Have 100 things in the featured episode in the featured section, so I don’t want you to leave there forever. But leave it there for a little while. Leave it there for a little while. The feed, the post is gone for a day. If it’s a really valuable episode for you, featured sits on your profile forever above the fold for every person that looks you up, right? Which, if you heard episode 388, is happening more and more and more and more. Add the link. Rewrite the auto pull title. The show titled it for their audience, not yours. Right. So rewrite it. One line of description saying what the listener gets, not what the episode is called, and put one or two of them in there, and maybe rotate them through. Right. But it it does a couple of things for you. It brings more people to to your world, right? So I want you to do this as soon as the episode airs, okay? Because somebody hears you, they Google your name, they land on your LinkedIn profile, and that profile is like kind of like the second half of your appearance, right? And if it does, if it says something like marketing professional, you lost them, right? You lost them. So I want you to capture them. I want you to capture them, and putting that in there does that. The other thing it does is when is it lets people that maybe did not hear that episode know that you are available to be interviewed, right? You want to make sure that the the the high value podcast interviews you do show up there, so that other people looking for guests know that you’re potentially one of them. Does that make sense? All right. The fourth move on this. The fourth move on this. The day it airs. Okay. Everybody does this. So honored to have joined. Name the host there on name the show there to chat about. Name the talk topic there. Link in comments. Again, it’s about the honor. Nobody’s clicking a link to celebrate your honor, right? And it’s saying it is like kind of telling the world, please validate me.

Karen Yankovich 11:50
Like it’s like you’re kind of showing up less than, which is the opposite of the authority you just spent like the whole time on the podcast episode demonstrating. So lead with the most useful or most contrarian thing that you said in that whole episode, flat out as a standalone idea, and then here’s where I unpacked it, and then the link, right? Tag the host a real tag so it gets in front of their network. Because let me tell you something, as a host, I wish more people did this, right? I try to do it where I can, but you know, I I try to practice what I preach, right? It’s really really valuable, and then work the comments because every person who comments is a warm human with a name, and that’s the harvest, right? That’s the harvest. And if you really want to go deep on this, make yourself a calendar a calendar notation, or maybe even schedule it four weeks, like a month later, with a different idea from the same episode, right? It’s a 40-minute recording or a half-hour recording. There’s probably a bunch of posts in there for you, right? And maybe you’re going to reach people that might not have even seen the first the first post, right? This is the part where people tell me like they need to be posting more. They don’t need to be posting more. You need to do like one appearance worked properly, is like four posts and 60 new named humans. Right, that’s a month of LinkedIn content off one recording. Okay, so pick and choose what’s valuable to you and do that piece of it, and then move number five. When somebody messages you about the episode. This is where the money is. Somebody episode. Somebody says, “I heard you on blah blah blah episode, right? And you say, “Oh, thank you so much. I’m sure I’m so happy that you loved it. That’s it. It’s over, right? It’s over. So thank them in a couple of words, and then ask one question about them connected to why? What was it that made that land for you, or did you take like tell me about the like if it was me? What actions have you taken on LinkedIn since that conversation? Or are you in the middle of doing this right now? Right, you’re not pitching. You’re finding out whether this is is a person with a problem that you can solve. Because if she is, and you’re having a normal conversation about it, just like you would with anybody else. This is how you’re building your network full of valuable leads. Okay, so when somebody messages you, and that definitely happens, I get those messages all the time. I do tell people to connect with me on LinkedIn, and you should be doing the same. But don’t make it all about you know, like oh, thank you so much for the nice words. Like no, find out. Are they a there? Is there a is there possibility that you should be furthering this relationship? They’re not. Nobody messages a stranger to be polite, right? They messaged you because something in it was about her, right? Your job is to find out what that was, and then that when that whole conversation is in your LinkedIn inbox, right? This is the this is the room that that show gave you the keys to. Does that make sense? Does that make sense? You know, my friend Max. I don’t know if you guys know Maxwell Ivy. You totally should know Max Ivy. I should. I’ll link to him here. He is amazing. He is the blind blogger, and. And Max put, if you look at my LinkedIn recommendations, Max put put something in a recommendation that said she showed me how to use the platform to locate and land speaking engagements. LinkedIn can be the cash engine for your business. This isn’t just me saying this. This is other people that I’ve had conversations with, or I’ve had a chance to work with. Max was actually I met Max because he was in an audience of a stage that I was on. Right, that’s how I met him initially. Stage LinkedIn opportunity, not stage and hope. Right, build the strategy one step at a time. So a few years ago, I went on a show.

Karen Yankovich 15:38
It was a small show, a couple 100 downloads an episode, and I almost said no, but I connected with the host on LinkedIn, and I really loved her energy. So we had a great conversation, and then I pulled her last 20 guests and connected with about I don’t know six or eight of them, maybe 10 of them, on LinkedIn. And one of those women hired me a couple months later for to to speak at her event. Right, this wasn’t the host. This wasn’t a listener. This was another guest that never even heard my episode with the with the host of this particular show, right? But we, I had a reason to connect with them. I connected peer to peer and got this huge opportunity. This huge opportunity, right? This can be true for you. It’s about using LinkedIn, like leveraging these podcast opportunities using LinkedIn, building actual relationships because this is where the real money is for you in your business. This is where it is. This is where people say things like it’s your network determines your net worth. Okay, stop posting and start networking. Right, like do this, do this, and let me tell you something. I wasn’t born knowing how to do this. I I can’t even tell you how many podcasts I was a guest on, or speaking events that I that I was on stage for that I didn’t do this piece of it. And then I was like, what am I doing this for? Right? Like I’ve done it too. Right? I’ve done it. I’ve done it too. But the reality here is we don’t always know who’s in the room. That’s the whole thing about this. So you want to leverage what you can leverage. And let me just let me let’s just be clear here. Let’s manage our expectations here. Okay. If you’re on one podcast, if you’re I guess on one podcast episode, you know you. I’d love to to think that it produced a handful of real LinkedIn relationships, right? But three or four podcast episodes over even just a year. Imagine if it was a month. That produces a pipeline. That produces a pipeline. The compounding is in the guest lists overlapping. The same name starts showing up across shows, and at some point, you’re not a stranger in that world anymore. Right. That’s how you become known. Right. That’s what the word “known” means in practice. Not, not a promise of a client from one episode, right? Become known because you’re over episode after episode. You’re connecting with the the network of people that these podcasts are interviewing, right? I’m not telling you that one podcast is going to change your business. I’m telling you that the woman who does these five things on LinkedIn after every single appearance has a completely different year financially and a completely different bank account than the woman who posts the link and waits. So here’s your homework, and it’s not the five moves moves. Okay, those for next time. Go find the last podcast you were on, any of them, even if it was two years ago, and pull up the episode list and find 10 guests who came on right before or right after you, and look them up on LinkedIn, and pay attention. The reason I say like look for 10 and maybe connect with five, some of them are just not on LinkedIn, and we just ignore who’s not. Like focus on who is. Let’s not stress about who’s not. Find the ones who came after you. Connect with the ones on LinkedIn that are active on LinkedIn. Connect with five or 10 this week with a note referencing their episode. 10 people-that’s the whole assignment. You already barred the stage, right? You were on somebody else’s podcast episode. I’m just asking you to finally turn around and look at who else was standing on it. And if you’ve never been on a show at all, come say so in our Facebook group, LinkedInForWomenCommunity.com, because I promise you there’s a woman in there booking guests right now who’s looking for exactly you. The stage gets you seen. LinkedIn is where you get chosen.

Karen Yankovich 19:08
Now, if you’re sitting there thinking, “All right, Karen, but how do I get on the shows in the first place? That’s what our masterclass is. It’s called Borrow the Stage. It’s free. It’s the whole system: how to find the right stages, how to get to the yes, and how to run it through LinkedIn, so it turns money into money instead of just a nice conversation you once had, right? Nice people you once met. So go to she’slinked up.com/masterclass, grab a seat, and I will see you there.

Transcribed by https://otter.ai