Slides from The Best You Expo 2018 email me at matt@interestingtalks.co.uk for information about coaching sessions.

1. How to get clients begging
to work with you,
without have to do any selling!!!
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. What You May Achieve
• Understanding how to make money from coaching
• How to attract people to you
• How to sell products and services, without selling
• Become a fulltime coach/therapist

7. What Might Happen if You Don’t
• Likely to spend time and money on the wrong
things i.e. websites, logos and mind-set training
• You will have to SELL your services
• No idea how to grow or expand your business

8. Feast or Famine

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

10. Sales Person vs Consultant

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

12. Don’t Be Delusional

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

14. How Business Works

15. 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

16. 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

17. 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

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

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

20. 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

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

22. The AIDA Model
Attention
Interest
Desire
Action

23. Updated AIDA
Advertise
Engage & Interact
Demonstrate
Qualify

24. Attention – Common Mistakes
• Try to do “brand awareness”
• Try to “get your name out there”
• Don’t annoy your friends on Facebook, also get a business page!!!
• You should be marketing the problem
• Your indoctrination section is the customer’s solution

25. 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

26. Attention – Paid Advertising Platforms

27. Engage – Subscribe, engage and interact (lead
gen)

28. Interact – Triggers selling process

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

30. 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

31. Demonstrate – Video Testimonials

32. Demonstrate – Cast Studies

33. Qualify – Meeting or Free Session

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

35. Funnel Examples - Personal Trainer

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

37. Engage - Personal Trainer

38. Educate - Personal Trainer

39. Engage – Segment
Leads
Weight loss
Build up
Stamina

40. Demonstrate - Personal Trainer

41. Demonstrate - Personal Trainer

42. Qualify - Personal Trainer

43. Trial Session - Personal Trainer

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

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

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

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

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

49. Prove
•What testimonials and case
studies can you do?

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

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

52. My gifts for you
•This talk, plus 2 others
•Information about my other events
•Resources and links to what I do
•Today’s slides
•Help with questions on Facebook

53. 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.

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

55. Visit this site now
www.matt-kendall.com
Speak to me about sessions