What do you think of when you hear Bank of America, Wells Fargo, or Chase Bank? These are some of the most powerful financial institutions in the world. But, have you ever heard of Cross River Bank? In the last year, Cross River 
Bank has become a business lending powerhouse. How does a small New Jersey Bank compete with the big dogs?
Ever hear of Stripe? Stripe provides point of service transactions for millions of businesses. Cross River Bank is one of the original backers of Stripe.
When Cross River Bank wanted to get into business lending, they used Stripe for leverage.
In this article we'll talk about growing your business with “Leadership Leverage.”
- Picking fights with bullies
- Why giving value is a bad idea
- It's all about samples
Picking Fights with Bullies
When I was a kid, I had a very weird habit. I used to pick fights with bullies. One day I saw a bully picking on a friend, and I got angry. I pushed him with everything I had and—what do you know?—he hit the ground.
He didn't bully me or my friends anymore, and it gave me the courage to stand up to bullies whenever I saw them. Today, the bullies I see are these “Thought Leaders.” They’re lurking around every dark corner of the Internet sharing their ideas of how things should be. The problem with these ideas is that most of them have never been battle-tested.
Nowadays, instead of picking fights on playgrounds, I’ve turned to the airwaves. My show ResultsLeader.FM, shines the spotlight on leaders who are getting results. Podcasting is one of the best ways to leverage your leadership to get your name out there. But you have to be intentional on how you use it. In the next section we’ll show you how giving too much away could hurt your business.
Why Giving Value Is A Bad Idea
There's a big lie Internet Guroobs are spewing out there. It's the idea of “Giving Value.” They tell you to give away all your best work to attract clients. But, giving away your best work only undermines you. When you give too much value people begin taking you for granted. The more you give, the more they take. It's an awful cycle.
Giving value attracts the worst kind of clients. The freebie seekers who don't have the money to pay for your help. We definitely want to steer clear of these people. Instead of giving value, we need to demonstrate value. Show people what you know and how you can help without giving it all away. This attracts the right kind of people.
But How Do You Demonstrate Value (Without Giving Too Much Away)?
One of the best ways to demonstrate value is using podcast interviews. Telling stories of people you've helped, and the results they've experienced. Your listeners will begin to realize that you can help them get results too.
When you're giving value, you're telling them how to do it, and they don't need you. Instead, we want to focus on telling them why we do things and what the results are. Your listeners will need to engage you to learn how to get the results they want.
One of the best ways to demonstrate your value is using our Power Pack Technology™:
- Power Notes: Curiosity-based notes that makes readers want to listen to your show
- Power Quotes: Powerful images that get people to stop scrolling and read your caption
- Power Clips: Video-based images that are perfect for ads and social media
When we demonstrate our value, we can attract higher quality clients. Now let's bring everything together. In the next section we'll talk about using podcasting for Leadership Leverage.
It’s All About the Samples
Covert Cows and Chick-fil-A is a book about how Chick-fil-A grew to be a powerhouse in fast food. They started in malls with trays of samples. Their most successful marketing campaign was their “Be Our Guest” cards.
The concept was simple: Use this card to get a free sandwich the next time you visit. They believed if you liked their sandwich, you’d become a customer. They were right.
For many years we couldn't figure out how to give people a sample of working with us. It seemed impossible because there's so much that goes into producing a show.
- Cover art
- Audio engineering
- Copywriting
- Recording
- Post production
- Uploading
- Syndicating
- Etc.
Last year we finally cracked the sample code. We figured out we could help you demonstrate your value by inviting you to ResultsLeader.FM
When you're our guest, you work with our team to produce a show. After recording the episode we create a Power Pack for you. You can use the interview and the assets for Leadership Leverage in your market.
We covered a lot, so let’s do a quick recap before we wrap up.
Putting It All Together
If you're wondering how we use ResultsLeader.FM for our business, it's simple.
- First, we're using the show to share our philosophy on Results Leadership.
- Second, we're helping our guests demonstrate value so they can attract better clients.
- Third, we're giving our guest a sample of what it's like to work with us.
Now that we've recapped, let's talk about your next steps:
Next Steps:
Wondering how you could use a podcast to book more calls and make more sales? We've helped 89 experts exactly like you. Let's hop on a quick call and I can show you how. Book a time that works for you at https://thepodcastfactory.com/start/
Want to take a test drive? Be our guest on ResultsLeader.FM – book your pre-interview call at http://resultsleader.fm/
