[00:00:00] James Breese: Strength Matters Media. Video. Print. Podcasts.
[00:00:05] Josh Kennedy: Today's topic is 10 ways to attract your dream clients in 2024. And of course, it's just me and Andrew today. James is off gallivanting in Athens. So just myself and Andrew on the podcast today. We're going to blow it out the water, mate. What I was going to say is that, of course, as trainers, we've all had those clients who, when I say dread, is dread two harsher words.
[00:00:28] So we do want to, as much as, you know, we all need clients, we all want clients, got to be the right client, hasn't it?
[00:00:36] Andrew Wallis: It is, and, and, and dread does sound a horrible word, but you know, we've been there, you know, we, we've been in the trenches as coaches and you know, when you look at your, your diary and you see a certain name on that, uh, on that list, and they're, they're those negative energy vampires.
[00:00:53] It just sucks that positivity out of you. Uh, you know, as the owner of our business, the owner of our destiny, [00:01:00] we can make the right choices to attract and find the types of clients that we want to work with. Um, so, you know, that's what we're looking to obviously help you with today.
[00:01:11] Josh Kennedy: Indeed. No, no soul suckers.
[00:01:13] Well, just put it out there.
[00:01:17] So I say we got this is 10 ways to attract your dream client. So number one, sharing success stories. How can sharing success stories help attract your dream client?
[00:01:30] Andrew Wallis: Well, when we're trying to market ourselves, you know, we can be, um, positive, we can be, um, confident about our abilities and we can broadcast that to the world as much as we want.
[00:01:44] And that will have. Some some connection with with an audience, but there's nothing better than somebody else talking highly of you. And that's where, uh, as coaches having our clients talk about the successes. [00:02:00] That can have real impact to somebody listening, and if they're coming from a similar background or have overcome a particular obstacle or fitness challenge that the person listening or reading the content that you're putting out there, if that resonates, as I say, then you know that's going to have a significant impact, and it's going to actually have more impact, in my opinion, than what we have to say ourselves as a coach.
[00:02:28] So that's where it can come in. It's that emotional connection, I guess, uh, essentially that's going to resonate.
[00:02:34] Josh Kennedy: And obviously, if these are already your top, your favorite clients sharing these stories and it's resonating with somebody else who's, who has, you know, similarities to them, then obviously they're inevitably going to be, you would like to think the right kind of person you want to work with.
[00:02:49] Andrew Wallis: Exactly, because, and these people, they're telling you that, you know, they're excited, their friends are excited for them, that they've had some success, you know, these people, these [00:03:00] clients have had the success, become raving fans of yours then, and they're telling more and more people, so if we're able to harness that energy that positivity and build it into a success story, then it's going to have real impact to the two similar types of people that you're looking to attract into the business.
[00:03:19] Josh Kennedy: Definitely. Tip number two, fitness hacks and tips. I'm not a big fan of the word hack, actually, so let's just call it fitness tips. What's important about sharing fitness tips?
[00:03:29] Andrew Wallis: But again, it's really to justify that you're the authority in your particular field of expertise within the health and wellness industry.
[00:03:37] Um, if somebody sees this and, and they start following you and they, and they're enjoying the types of tips that you're providing them, you know, how to squat effectively, how to, how to swing a kettlebell and, you know, basic things like that. These are terms that people are searching for. On, on, on Google, uh, Bing and so on and so forth.[00:04:00]
[00:04:00] So if they're finding your content and you're delivering that tip, you're showcasing your skills, essentially. And as I say, you're building some trust. And ultimately, then, that's gonna draw them into wanting to connect with you. If you do it right, of course. Um, yeah. And equally, you want to have a you've got you want to have a call to action there to make sure they understand what you expect for them to do next.
[00:04:25] But yeah, absolutely. Fitness tips that are great. What I would the way I would Position. These would be a social media. So if you're doing, um, Instagrams, uh, reels, or there's a Facebook or there's a video that you're doing on YouTube showcasing this tip, then it leads them into, into following you and then ultimately coming into your marketing funnel where you can build that rapport.
[00:04:52] Josh Kennedy: Fantastic. And as you say, important to make sure you do have a call to action attached with that tip as well. Uh, expert interviews. Now, obviously [00:05:00] during the podcast, we are a lot of experience in this. I think I'm on Mike Boyle episode a few, a few months back. It was one of our most ever listened to and downloaded episode.
[00:05:10] And what is it about, uh, having experts, uh, on your podcast or interviews on maybe on blogs or something that helped elevate your credibility?
[00:05:19] Andrew Wallis: It just helps. Well, it does exactly that. As you say, it elevates your own credibility. So if you've got somebody, uh, as we have had Mike Boyle, we've had Perry, Perry Nicholson on, you know, there's Dan Johns of this world.
[00:05:35] These people are knowing within the industry and they've got a certain profile. You know, they're successful when they've got a big community of followers. If you are Connected with them. So you have them on your own podcast, then by association, you know, you're gonna get some of the positivity juice that they they bring to the table.
[00:05:59] Josh Kennedy: I [00:06:00] like that positivity juice. I like that term. Nice. There
[00:06:02] Andrew Wallis: may be some negative connotations around that, perhaps, but we'll work with it for the moment. Move on. Yes, quickly before we dig any any deeper. But, um, people then associate that was at the same level, and they'll want to find out more about you.
[00:06:18] And if you deliver some great content when you're connected with that person, and again, you've got that call to action, people gonna look to find out more about you. And then they can then sign up to your list, and they're in your marketing funnel again. But ultimately, it's it's that authenticity that Getting that respect, um, showcasing your skills and in harnessing, um, that those foundations of trust, which, which are key.
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[00:07:25] Josh Kennedy: Fantastic. Uh, number four, behind the scenes, um. Yeah, what is the power of showing behind the scenes content and helping attract the right clients?
[00:07:36] Andrew Wallis: People are nosy, um, you know, it just, good point, you know, we go, we go on social media, we're not looking to be sold to, we're looking to find out what exciting lives, our friends, our colleagues, those people that we know.
[00:07:49] Those influences, you know, what, what exciting things have they been up to today? Um, but as I say, we're nosy. We want to let, you know, that's why these [00:08:00] property shows, you know, you go into the houses of the rich and famous. We just like to see behind the scenes. And equally, if there's somebody who's interested in, uh, working with you and they have wanted to find out more about you, they'll go to your website, et cetera.
[00:08:17] They'll learn about. who you serve, what you do, what types of services you offer. But equally, if there's a video there that shows on your social media or equally on your website that shows behind the scenes, it gives them a flavor of what you're about and it plants a seed and helps them decide whether that's the right venue, the right facility for them.
[00:08:41] And then when they rock up for their consultation or their strategy session, Or whatever that first point of contact is, there's going to be some familiarity with it, you know, as they work through the door, they're going to recognize. Yes, I'm in the right place, particularly if you're in, [00:09:00] um, an industrial.
[00:09:03] Outlet, you know, like a CrossFit facility. It might be a little bit more difficult to find, but if you've done a video showing how, where you are, how to get to it, get going in through the front door and given that tour, that virtual tour, then, you know, there's that sense of, as I say, familiarity. So they're all key points on that side of things.
[00:09:24] And it's a great, it's a great. Um, um, piece of content to actually create. I think more of us should do that.
[00:09:31] Josh Kennedy: Definitely. Definitely. Number five, addressing challenges and solutions. And obviously, as trainers, this is a huge part of what we do. Can you dive into this one a little bit deeper for us, Andrew?
[00:09:41] Andrew Wallis: Yeah, again, it's just looking to, um, empathize with the position that that person's in to highlight the fact that you are Uh, confident of the services you offer and that you know what you're talking about. And again, if you're [00:10:00] creating content around problems and challenges that people face and you'll know what they are, your clients are talking them through during a session or there's a prospect or ask you.
[00:10:12] If you're able to help them with a particular health and wellness issue. These are all great pieces of content that if you put them up onto your social media or into a blog post and you answer them. Again, this goes in line with that book that I love, They Ask, You Answer. Again, you're showcasing your skills.
[00:10:30] Your authority, you're building trust, and all this plays its part then into helping them make the decision that yes, you are the health and wellness provider that's going to be able to help them achieve whatever goal they're looking to achieve. So it's a, it's a great piece on that side. And it comes as well.
[00:10:49] I think it's always hard to come up with content or we make it hard on ourselves to find what content to create. But if we take a step back and think, You know what? What [00:11:00] did what did Josh asked me in the session today? Oh, yeah, that's that's good. If if one clients asking it, others will be wanting to know the answer.
[00:11:08] And that's why I think addressing challenges, challenges and solutions is the way forward.
[00:11:14] Josh Kennedy: Definitely, definitely. I'm going to roll the next two kind of into one. So this becomes nine ways to attract your team clients, motivational and interactive.
[00:11:26] Andrew Wallis: Yeah, content's key. Obviously we use content to, to, to build awareness, you know, say, Hey, here we are.
[00:11:32] This is what we, who we are, what we do and who we serve. Um, motivational content, it can stand out and it can track people love motivational quotes and that, and they still play their part to a degree, I think. Um, but there's better ways of attracting, um, um, And getting interaction these days from from our social media base, I think polls and stories make a lot and challenges, uh, [00:12:00] work more effectively, and that's the interactive content side of things because that starts a conversation then, because you can see who's connected and there's various tools and software now that you can then based upon a poll, for example, cool.
[00:12:16] Let's say the poll was, um, kettlebells or, or exercise machines or something, free weights or, or resistance machines, then you can go back to that person and start a conversation. Why did you say free weights? Oh, you like free weights and that conversation through a DM. Um, can then lead to potentially them converting into a client and Q and A is again using that challenges and solutions, opening up and doing a live Q and A with with your audience that can again showcase your skills, which could then lead to somebody connecting with them.
[00:12:53] Uh, with you afterwards that they then look to ask, can they come in for a strategy session?
[00:12:59] Josh Kennedy: [00:13:00] Fantastic. Number eight, networking opportunities. What it, why are networking opportunities crucial for attracting clients?
[00:13:07] Andrew Wallis: This is a biggie. I think it's not, it's not what you know, at times, of course, that plays a key part.
[00:13:12] It's who you know. So the more people you know, the more the bigger you grow your network, then the more those people once they are talking to their friends, colleagues, et cetera, they can then refer those people to you because of that, that network, that connection that they have with you. And equally, you know, I had big success.
[00:13:32] Well, actually it was the first real corner I turned and it generated the momentum moving forward was when I was Realizing who my target client, my ideal target client was, where, what other businesses they worked with, so I then went to them, the hairdressers, the, the nail salons, the massage, uh, uh, spas, um, and, and so on, and they were then able to, [00:14:00] Refer clients to me and I was able to refer clients to them.
[00:14:04] So that's where that networking plays its part. And, you know, we, we, we should all be looking at building the network of folks that we know. As much as we can.
[00:14:16] Josh Kennedy: Definitely. Definitely. The next one. Number nine is it's a big one. Writing a book. Um, we've got, we've done a few here at strength, managed to ebooks and obviously your maximum aerobic power.
[00:14:27] It does take time. A little potentially a scary one for for trainers out there to think about.
[00:14:34] Andrew Wallis: Yeah, definitely scary because we, we, we always, a lot of us don't see ourselves as writers, uh, but we, we are content creators and you, you might not be the best person at writing, but you might be great on a podcast.
[00:14:50] You might be good in on audio. You could be very comfortable on video. Um, so you'll have your YouTube channel on or whatever medium [00:15:00] you choose, let's say it's audio or video that can be that, you know, the audio, audio can be ripped, the, um, the video can be transcribed and that becomes the basic content written.
[00:15:13] Content for on a particular topic, but the reason why we mentioned writing a book is it just helps enhance again your authority and positions you in the market in those who have got written content like books are going to rank higher than those that that don't, and they can be given away, they can be open the door to you be then getting, um, workshop gigs or, um, on stage presentations when you're talking about your particular field of expertise.
[00:15:47] And so they, they help open the door because, as I say, it positions you a lot higher, uh, within the field. Uh, that you that you're working in
[00:15:56] Josh Kennedy: definitely, definitely on the final one. [00:16:00] Consistency in posting. Now we all know how important consistency in training is, but it's just as important when you are trying to attract the right clients, right?
[00:16:09] Andrew Wallis: Absolutely. You know, within strength matters. Um, we've I did a post in our in our members sections talking about clarity. You know, clarity is key. And that's one of the buzzwords that I'm focusing on this year, but that goes in line perfectly with consistency. And we need to, as you say, we tell our clients to be consistent in their training and their eating habits to achieve a goal weekly.
[00:16:35] As business owners, we want to make sure that we're consistent in our every action we do. But in this instance, in our posting, we want You know, it's you can come up with good content and post, let's say today, but then if there's radio silence for three or four weeks, top of mind awareness is gone. You've been forgotten about.
[00:16:55] So I'm not saying that you need to post 20 times a day. We're not [00:17:00] all Gary V. We don't have that team behind us, but it's finding a frequency that you can commit to. You know, we talk about it here on the podcast when we, when we're recording, making sure that we're getting them done in batches so that we've got that consistent posting of them as they go live.
[00:17:18] And it's finding what works best for you, but consistency is key to success going forwards, no matter what we do, but certainly in posting in the initial instance.
[00:17:28] Josh Kennedy: Absolutely. Absolutely. Thank you so much, Andrew. That was amazing. Awesome. Lee in depth there. Um, obviously you guys listen out there. That was a lot to take in, I would say.
[00:17:37] And would you agree, Andrew? Maybe pick you don't have to do all 10 maybe pick one or two to focus on, get consistent with those. And then obviously you can expand and expand, expand once you've once you've nailed down even just one as in whether it's sharing success stories or fitness tips, whatever you want to start with.
[00:17:55] Pick one. Get consistent and then expand from there. Um, thank you [00:18:00] so much, mate. That is it for today. Please don't forget to rate, review and subscribe. And if you want to find out what's holding you back from growing your fitness business, go to strengthmatters. com forward slash audit.