How To Get More Clients For Your Studio (Part 2)

Brian Hood (0:00)

This is the Six Figure Home Studio Podcast, episode 43 You're listening to the Six Figure Home Studio Podcast. The number one resource for running a profitable home recording studio.

Welcome back to another episode of the 6 Figure Home Studio Podcast. I am your host, Brian Hood. I'm with my podcast co-host, Chris Graham. Chris Graham, what would it take to get you to this brand new car, buddy?

Chris Graham (0:29)

Oh, man, I'll have to talk to my wife and my banker first.

Brian Hood (0:33)

No, no, no, man, I think you'd look great in this car. Let's, uh, should I get you the red or the blue car?

Chris Graham (0:39)

Oh, give me the blue one.

Brian Hood (0:41)

Okay, that's great. Let's just have you sign right here. Okay, that was a stupid skip. But today we're talking about sales.

And when you hear sales, that's kind of what you think about. Is the weird sleazy, like, fake talking, like a businessman, corporate car salesman guy, whatever. And that, my friend, is not sales, at least not in our world of recording studios and audio professionals.

Chris Graham (1:00)

And probably not at all in 2018 It might have been in, like, 1998, but...

Brian Hood (1:05)

Yeah, honestly.

Chris Graham (1:06)

Things have changed.

Brian Hood (1:07)

If someone came to me and talked to me like that, uh-uh. It's not happening, man.

Chris Graham (1:12)

It's over, yeah.

Brian Hood (1:13)

People's bullshit, like BS meter, as they call it, is so sensitive these days.

And they can easily spot even the smallest amount of bullshit when someone's talking that way, especially. So today we're going to give you a few things on what not to do in sales, kind of like last week's episode, and we're going to give you a lot of things on what to do when it comes to turning leads into customers. Last week's episode, if you missed that, episode number 42, we talked about how to actually generate leads for your studio, but all the leads in the world are worthless if you can't actually turn them into customers. So that's what this episode is about today.

Chris Graham (1:43)

This is what you call the good stuff when you're listening to a business podcast about how you can grow your business. The how to get leads is the first step, and then how to turn those leads into customers is the second step. There's obviously a whole lot more going on there, but this is actionable, and this is the fun stuff, because if you do this well, the results have a dollar sign in front of them.

And that is pretty encouraging when you're trying to build your business.

Brian Hood (2:10)

Yep, I like progress that can be measured in numbers just because it's so tangible. There's no room there for, you know, did I improve or not? Are my mixes a little bit better or not?

There's no gray area. It's black or white. You either improved or you didn't. So this episode's hopefully going to help you improve turning leads into customers. And the first thing we have on our list today to talk about is actually that intro we just did. The faux professionalism is what I call it.

Chris Graham (2:33)

Yeah, with the faux professionalism, I see this a lot from people who went to some college and they had some professor and they graduated with some idea of like what they thought professionalism was.

And what's so ridiculous about that is what professionalism was 20 years ago is totally different than professionalism today. Professionalism today is much more about transparency. It's much more about relationship and much less about this professional distance. This idea that like, we're not going to have a relationship, but we will communicate about this thing and then you will buy this thing from me. But you will know nothing about my personal life. And when I leave here today, I'll never think about you again.

Brian Hood (3:15)

I think a lot of it comes down to when people learn from like their uncle who's a car salesman, or they learn from, you know, Googling how to do sales or whatever. There's a lot of shitty information out there, honestly. And that might work in certain industries, but it's definitely not going to work when it comes to getting people to trust you enough to come into your studio, to give you money, to trust you with their prized possession of music that they've been working their butts off for the last year to write.

They're not going to trust you with that using these sleazy little self tactics and faux professionalism that you see from a lot of other people.