The 5 Star Client Attraction Method outlines a funnel process for attracting and converting clients. It involves 5 steps: 1) Gain attention through targeted advertising. 2) Educate leads through free content. 3) Engage and segment leads based on their unique needs. 4) Demonstrate value through testimonials and case studies. 5) Qualify leads through assessments or consultations. The goal is to introduce services at each step and build long-term relationships through additional offerings like membership sites, products, and future events. The document provides examples for how this process could work for personal trainers and mortgage advisors.

1. The 5 Star Client Attraction Method
By Matt Kendall
Meetup Host
IEMT Therapist and Licenced Trainer
Marketing Consultant
Public Speaker
Professional Trouble Maker

2. How did I end up like this?
•25th Jan 2018
•Flying to Berlin
•Drinking G&T

3. The night before - Interesting Talks London
•7 Years Hosting
•24,000 Members
•400+ Events

4. The night before that - Speaking at Events
•Speak at Funzing
•Speak Weekend University
•Podcasts, Web-streams,
•Radio Interviews

5. Why Listen to Me?
•I have real world experience
•I have worked with 100’s coaches & speakers
•I run my own businesses

6. Feast or Famine

7. Busy vs Effective
Anyone can make a phone ring
Time wasting
Answering the same questions
Email Ping-Pong

8. Sales Person vs Consultant

9. The Elephant in the Room
YOU ARE RUNNING A BUSINESS
THIS IS A JOB!!!

10. Don’t Be Delusional

11. WORTH REPEATING
YOU ARE RUNNING A BUSINESS
THIS IS A JOB!!!

12. How Business Works

13. My Aims for this talk
•How an effective sales process works
•To position yourself as an expert
•To have highly qualified leads wanting to
work with you
•To have a steady and controllable work flow
•Expand your business with revenue streams

14. What is Involved with a Business
Clients Accounts
Marketing Systems
Be able to afford you
Must Need Your Service Tax
Profit & Loss
Advertising
Social Media & Branding
The logistics
CRM & Payment

15. What About You?
Personality Story
Entrepreneur Skills
What you stand for
Your opinions
Who are you?
What is your mission?
Learning about business
Creating products/service
Be a specialist
In your field

16. Me – Personality
• Brutally honest
• NOT positive
• Very outspoken against pseudoscience
• Deliver high quality content in a simply way

17. Me – Story
•Set up Interesting Talks
•Been successful for 15 years
•Help coaches and therapists

18. Me – Entrepreneur
• Speak at Funzing and Other Events
• Interesting Talks Meetup
• Online Consultations (Events, Speakers, Coaches)
• Therapy Sessions and corporate work
• IEMT Therapy Training Weekends
• Affiliate Products and Services
• Developing online membership site for coaches/therapists

19. Me – Skills
•Event Organisation – 400+ 24k members
•Therapy – Removing negative memories
•Online coaching – Speakers/coaches/Events
•Speaking – Presenting and training

20. The AIDA Model
Attention
Interest
Desire
Action

21. 5 Star Client Attraction Method
1. Attention
2. Education
3. Engagement
& Segmentation
5. Qualification
4. Demonstration

22. Attention – Common Mistakes
• Try to do “brand awareness”
• Try to “get your name out there”
• Annoying your friends on Facebook, also get a business page!!!
• You should be marketing the problem
• Trying to push your product/service too early

23. 1. Attention – Who is your audience?
• You have to get super specific
• Where do they spend their time?
• The best audience is a new audience
• Focus your awareness campaigns there

24. Attention – Paid Advertising Platforms

25. 2. Education – Subscribe to content

26. 3. Engagement – (lead gen)

27. Segmentation – Triggers selling process

28. Segment – Separates out different needs
Leads
Condition 1
Condition 2
Condition 3

29. Introduce your service
• Your potential clients fully understand the topic
i.e. personal training
• They are segmented into specific needs
• They now need to be introduced to how you can
help them

30. 4. Demonstration – Video Testimonials

31. Demonstration – Cast Studies

32. 5. Qualification – Meeting or Free Session

33. Continue the Relationship
•Mentoring and coaching
•Membership site
•Affiliate products and events
•Future training events

34. Funnel Examples - Personal Trainer

35. 1. Attention - Personal Trainer
• Target the audience
• Don’t compete with others!!!
• Facebook Adverts;
• Men
• Aged 30-40
• Single
• Employed
• Live within 2 miles of you

36. Lead generator

37. 2. Education - Personal Trainer

38. 3. Segment
Leads
Weight loss
Build up
Stamina

39. 4. Demonstrate

40. Demonstrate – Case Studies

41. Qualification – Google Form

42. Qualification – Assessment

43. Sales - Personal Trainer
• Workout plan/sessions
• Supplements
• Equipment
• Clothing
• Fashion/dating help
• Membership site

44. Funnel Examples – Mortgage Advisor

45. 1. Attention - Personal Trainer
• Facebook Adverts;
• Men and women
• Aged 20-30
• Employed
• Live within 10 miles of you
• Has liked property shows

46. Lead generator

47. 2. Education

48. 3. Segment
First time
Help to buy
No deposit
Large deposit

49. 4. Demonstrate

50. Demonstrate – Case Studies

51. Qualification – Google Form

52. Qualification – Meeting

53. Sales – Mortgage Advisor
• Sell service
• Recommendations, lawyers, interior designers etc
• Furniture suppliers
• Movers

54. Think about your business
•Who is your audience
•What is their biggest need?
•Where do they hang out?

55. Get Attention
•What adverts will get attention
and on what platform?
•What can you offer them to
subscribe to email or chatbot?

56. Educate
•What platform is best for your
content?
•Lives, Podcasts, video, blogs?
•And interaction? Emails, bots?

57. Segment
•What are the different types of
customers you work with?
•Think of 2-4 segments

58. Demonstrate
•What testimonials and case
studies can you do?

59. Qualify
•How will you qualify the leads?
•Consultation, free session,
assessment etc

60. Sales
•Service plan to offer
•Upsells, referrals and other
products

61. Feel Overwhelmed?

62. Coaching session with me
•I am offering people a 90 minute
zoom session
•Will be going up to £297
•£97 – Payable today. If not right, I
will refund you.

63. Thank you
•Thank you so much for your time
•I hope you learned some new stuff
•Enjoy the rest of your day

64. Visit this site now
www.matt-kendall.com for the slides
matt@interestingtalks.co.uk
Facebook: themattkendall and
Instagram: interestingtalkslondon
Youtube: RWHmattkendall
Events: www.interestingtalks.co.uk
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