If you have been listening to this podcast for any amount of time, you know the different ways to monetize your podcast and you know that selling your products or services on your podcast is often the most profitable way to do it.

In yesterday’s episode, Lauren Smith of Master Your Mind, Business, and Life podcast shared so many useful tips that she learned from her podcast & monetization journey. Today, I’m going to expand on that conversation and talk about how you can sell your products on your podcast…without being sales-y!

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What you need to do before you start selling on your podcast

Before you start selling your products or services on your podcast, there are two things you need to do. First is to make sure that your offer is scalable and second is to have a customer journey that works. 

A scalable offer is a product that doesn’t require your personal time to fulfill. If you are a coach, there are only so many 1:1 clients you can take on because you only have so many hours in the day to personally coach them. That isn’t a scalable product. However, an online course or an ebook that relates to your coaching method is scalable. You can serve a lot more clients and even outsource the work needed to maintain these products, which isn’t possible with 1:1 coaching. 

The second thing you need to do is confirm that your customer journey works. What is the next step you want your customer to take after they hear your sales promo? Are you sending them to your website or having them join your email list? If they are subscribing to your email list, what sales journey are you taking them on from there? This will take some experimenting to see what works for you, your business, and your products/services. 

How to sell your product on your podcast without being too sales-y

Once you have a scalable offer and an established customer journey, where should you promote your offer in your podcast? There are three different places you can do this during your episode: the intro, mid-roll (somewhere in the middle of your episode), or the outro. Let’s take a look at each option.

I am a big proponent of value first, which is the content of your podcast. No one likes a blatant sales pitch, so approach intro ads with caution. If you do want to mention your promotion in your intro, keep it very brief and then go into further detail somewhere later in the episode after you’ve provided some of the value they’ve come to receive. I have turned on podcasts that start with aggressive sales pitches and I stop listening to the episode altogether. Don’t drive your listeners away with this sales tactic.

A mid-roll ad is placing your promo somewhere in the middle of your episode. You take a break from the episode and include an audio snippet where you tell your audience about the product or service that you’re selling. Keep your snippet to one minute or less so that you don’t lose your audience’s attention. This time limit will force you to create a strong pitch.

Another tip is to place the ad right after a cliffhanger. If you’re interviewing a guest, place the audio after you ask your guest a particularly juicy question that the listener will want to hear the answer to. This helps ensure they’ll stick around and not leave the episode when the ad starts.

The last place to place the ad is the outro. While mid-roll can be effective for people to hear your ad and keep listening to the episode, your audience isn’t necessarily ready to take action because they’re still consuming the content. During the outro, they are more likely to be ready to take action so this is a great time to put in a reminder about your offer with a strong CTA. Mention the website they need to go to and include the link in the show notes for easy access.

Okay, now let’s start selling on your podcast!

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