Leveraging COI Relationships Through Podcasting

The title of this article may sound like a recipe for exploitation, but that couldn’t be further from the truth. People enjoy helping others. Your clients and centers of influence (COIs) take pleasure in helping you and they also get satisfaction from helping others in their network.

Podcasting makes that win-win helping easier.

Imagine calling one of your top clients and explaining that you have a podcast— and that the purpose of your podcast is to help other investors and like-minded professionals achieve {insert whatever is important to you here}.Then, you tell your client that you would like to invite professionals they know (and work with) to  be a guest on your podcast.

Big wins.

First, the client will be impressed that you have a podcast. Next, they’ll feel flattered that you asked them “who do you know?.” Then, their referrals (i.e. your new COIs) will help you produce valuable content that your podcast audience will appreciate.

It’s a cycle where everyone comes out winning. You look good, the client looks good, their professional connections look good, your message gets shared, and your clients and podcast audience appreciate the added value.

Today’s technology makes it easy for podcast guests to participate from the comfort of their home or office at a convenient time. The advantages of this opportunity are too great to ignore.

Another benefit is that, in working with you, your podcast guests will see firsthand how professional you are. They will get to experience your podcast guest-appearance process and your ability to pull things together. Not only will they remember the experience, but they’ll get an idea of what it would be like to work with you. Then, they will share that experience with their network including, yes, their top clients.

Finally, it’s easy for your new COI to share your podcast with other like-minded people in their network. You can provide them with instructions on how to share your podcast through social media. (As part of your instructions, include images, links, and any text they can use to make sharing as easy as possible.) They will want to share it, so it’s really just a matter of providing a step-by-step guide to make that process intuitive for them. The referring client will want to share too, feeling proud that they set up this new highly visible and valuable relationship. You will inevitably expand your network to top prospects.

By leveraging your centers of influence, you’re activating a formula that draws in referrals AND everyone wins in the process. You win, your client feels special, your new COI gets visibility, and listeners get more valuable insight, so they win too.