Welcome to the six figure business mastery podcast, where every week

Kirsten and Jeannie dive into the essential topics to fuel your business

growth, from copywriting to course creation, mindset to video marketing.

They've got you covered tune in for expert guest interviews on all things,

marketing and business, and learn how to work on your business, not just in it.

So get ready to unlock your business potential and take it to the next level.

Welcome everyone to our newest episode.

We're absolutely thrilled to have you.

And I'm thrilled to have Kirsten here with me, my business partner.

And we are going to introduce you to Matt Clark of the virtual edge.

Matt is a cool guy and helps B2B businesses crush LinkedIn

with automation and AI.

So today we're going to talk about automation and AI.

So welcome, Matt.

Lovely to have you.

Thank you for having me on.

I know we've, uh, it took us a while to get here, but I'm

so excited to be on with you.

And, uh, yeah, happy to share with, with the listeners, what we, what's

been working really well for us.

Well, Matt, go ahead.

Tell us a little bit about like, you know, how do you help your

clients make marketing a breeze?

And how do you do that using automation and AI?

We're so excited to learn from you today.

Yeah, a hundred percent.

And I'm excited to share this because, uh, you know, we've worked with over

2000 clients in 26 countries and we've, and we've been doing this for

the past 10 years, so we've kind of tested out everything there is to test

out and there's always more to learn, but we found a really simple process.

That on average generates our clients one to five new clients every single month.

These are high tech clients that are spending 10, 000 plus.

Um, and by the way, if you don't have a 10, 000 offer, we help

them create a 10, 000 offer.

And what we do is we help them get their message positioning and offer

really dialed in and ready for LinkedIn so that we can go out and

start conversations, build connections and can, and bring on clients.

And for us, it's about how do we do it in a systematic approach?

Because, you know, you can get sucked into spending hours and

hours and not generating leads or having sporadic results.

And for me, in order for us to live the lifestyle that we live and be

able to travel is, I need consistency that doesn't require all of my time.

And that's what we built.

So, Using automation, using AI, it's allowed me to get my lead flow consistent

and coming in, you know, bringing in regular leads on average three to 10

high quality leads every single week.

And, you know, turn that into, turn that into new clients and

manage it in 30 minutes a day.

But it's, it's actually not, you know, each part of that, the message, the

positioning, the offer is so important.

And because the wording that people use is so important.

Hundred percent.

You know, the, the, the strategy is simple.

Yeah.

Okay.

The things that take time is if somebody doesn't have a proven offer and has got

proven messaging and stuff that's already converting, but you've got to go and

validate that first, you've got to create it and then you've got to validate it.

And that's the stuff that generally takes the most time is finding

that right message, that right positioning, that right offer.

And, you know, how we actually validate that is we have something called an

ask interview where Our clients will go out and they'll actually interview

their potential clients to figure out, well, Hey, what are the pain

points that you're struggling with?

What are the fears keeping you up at night?

The goals, the desires.

And then we use their words.

This is a key piece to this.

We use the words that they are using to then position them to

solve those problems, to attract more of the people that are dealing

with those things very often.

And especially with, you know, we work with a lot of people in the B2B space.

They're very good at what they do.

They're very technical in a lot of cases, and they'll end up diagnosing.

Their clients, right?

Here's what's wrong with you.

And the client's like, you know, if we, if we talk as a leadership consultant,

as an example, they'll tell them, okay, you've got these core problems

when the owner's like, you know what?

My sales manager is not communicating.

My sales team is not communicating with the delivery team.

I've got these people working over these people working over here.

Nothing's getting done.

You know, they're not saying I've got some clinical, uh, clinical diagnosis.

So that's one of the key parts and then creating an outreach process and then

having an offer that makes it easy for them to say yes to, uh, so you can get the

clients in and then figuring out, well, how do we create lifetime value from that?

So the system, the process itself is super easy, right?

There's four parts to it.

And the first part is making sure that you've got your profile is set

up as a client centric landing page.

Most people, they've got their profiles written as a CV, right?

It's all about them and how great they are and their accomplishments and desires.

The person reading it doesn't care.

What they're asking is, what's in it for me?

What problem can you solve that I need?

The second piece is to create what we call a lead magnet.

Right.

And you know, if you've been in marketing for any sort of time, you know, what

a lead magnet is, but the trick is the lead magnet needs to solve a very

specific problem that they have, right.

Just one, a piece of a problem.

In most cases, most people will say it's an ebook or a case study or

whatever that's further down the line.

What we want is conversations to happen.

So as an example, one of our lead magnets is I will shoot a five minute video or

a 10 minute video of the process that we use to generate 957 leads in 90 days.

And that's It's something that we know that our clients want and

in the timeframe that they want.

So for them, they're like, yes.

So now they raise their hand.

So those are the first two parts is get your profile set up as

a client centric landing page.

The second part is create a lead magnet that solves a very

specific problem for them.

The third piece to this is have a sell by chat process, right?

A DM process.

You want to be able to have conversations with them, to qualify them, to build

that trust, build that relationship, show them that you actually

understand what's going on for them.

So that the goal is book them in for a call.

Okay.

An introductory call.

We're not trying to sell right in the beginning or in the chats

or anything like that just yet, because a lot of our clients have

a more complicated sales process.

They can't just sell off of a Google doc.

They can't just sell off of an ad.

They've got a complex sales process, which very often requires a custom, a custom

delivery mechanism in order to do that.

Right.

So we've got to use a consultative sales process.

And then the pre sell videos.

Okay.

Now this is the little magic piece over here is if we want to get people

to show up to the calls, number one, number two, showing up to the

calls further down the sales cycle.

So they're not saying, who are you and what do you do?

They're asking, how do we make this work for my business?

And so we use a series of three videos where it's number one is a, a video of

the process that you take them through.

We call this your signature solution.

We help people create a three stage nine step process.

So it's a video walking in through that.

Number two is case studies.

And number three is dealing with objections, right?

And each one of these, you're showcasing what it is that you do.

And by the time people get to the call with you, they're like, what do we need to

do to take this thing to the next level?

And then we use automation to drive most of the process up until someone

responds and says, yes, I'm interested.

Let's have a conversation.

And then AI to personalize Uh, all of the messages as we go

through to do that heavy lifting.

So the, the goal is what we want to have is you're only spending time

with people that have raised their hands that say, I'm interested in

the thing that you've put out there.

I'm interested in solving this problem.

And then you take over, build a relationship as a real person.

Right, because if you only need one to five clients a month, I mean, some

of our clients need six clients a year and they've got a multi seven figure

business, you know, so it's worth spending that time, energy and effort.

So we let the automation and AI do the heavy lifting in the front,

do the qualification, the reach out or the manual repetitive, time

consuming work, and you jump in and talk to people, only talk to people.

That are interested in what you have and want to take the conversation further.

So it's really simple actually, but it's building those pieces that

can take time if you don't have the right strategy and don't, uh, and

haven't done the market research.

We've taken all the stuff and we've been doing this for 10 years.

So we've built frameworks and methodologies and all

sorts of stuff around us.

And what we've done now recently is we've taken all of those frameworks

and we've built it into AI.

So now we can take.

The market research that people do.

We've even built a market research tool for people.

Take that market research tool, plug it into that AI, and it'll

write their profile for them.

It'll write the outreach messages for them.

It'll create their signature solution.

It'll actually build their business.

So, you know, what used to take three to four months to get done is now being

condensed in like two to three weeks.

It's a lot of fun.

It's amazing, right?

What AI can do.

We have, I think, Chat and Claude right now are both working on,

you know, just everything in it.

And she just transcribed it and popped it in the chat and

said, work this out for us.

And obviously we'll have to go back and add our personal touches to it, but it's

amazing all of the things that AI can do.

So I just want to recap because you just gave so much value and

so much information for everyone.

So first of all, I love that idea.

I'm having a profile that is client centric rather than

having it look like a resume.

So I think that is like the first step for so many people is to really

get the idea that the person who lands on your LinkedIn account.

Is there for themselves, not necessarily there for you.

And so if you can showcase, you know, how you truly help people,

and that shows that you're giving right away, it's not all about you,

that is a very good start, right?

In that relationship.

Next, we kind of talked about the lead magnet, but once the profile is up and

running, do you get the lead magnet finished first before you start DMing

or do you already start DMing before you take care of that first lead magnet?

So we actually DM people the lead magnets and we say, Hey, um, I just created.

So as an example, one of our top performing ones is I just

created a training on how we generated 181 leads in 12 days.

Would you like me to send it over?

And then everyone that, there's a couple of ways to do it.

So one is direct in a DM like that.

Another way is to set it up as an article and you drive traffic to

that through, through the article and everyone that comments below

that you then started chat with.

But we just put it out there and you know, here's the thing.

It doesn't need to be perfect.

The reason being is because we're launching right now is we're launching

a new lead magnet every single week.

Right.

Um, you can do it even more typically when people start off with us, it's

like, let's get the first one up and ready, roll it for a month, and then

we can do another one and then another one, and then your timeframe start going

shorter, the more you put them out.

And the lead magnets are actually.

Most people overcomplicate this so much.

How we build lead magnets is we take something that you've

already got and reposition it.

Most people are trying to create stuff from scratch and

they're looking for ideas.

And the truth is if you're doing, if you're building a lead magnet

every time, it's completely untested.

Whereas if you're taking something that you already use and already know

that works a framework or a checklist or a, you know, a process or whatever

it is, you already know it works.

Your clients are using it.

They're getting results and you've got case studies and

stories to tell around it.

That's 10 times more powerful than if you, you know, cook something up and

Hopefully it's gonna, someone's gonna buy, you know, be interested in it.

It's an experiment, right?

So that's okay.

Yeah.

And it's okay to do experiments.

You've just got to realize that it is an experiment and it's untested.

So it's going to take longer.

So I have two questions around that.

So the first question is, When you are DMing that lead magnet, do

they still have to opt in for it?

Are you still trying to get their email address and name, or are you just DMing

them the exact link to the lead magnet?

Because I think that's important.

People, you know, they know how important it is to get email addresses,

because we all know Facebook or LinkedIn, they could all go away or

change their rules at any moment.

So I'm just out of curiosity, are you just sending them directly to the

value, or are you having them opt in?

So we're testing out both at the moment.

The, we have just been dropped the lead magnet and then start

the conversation with them.

And the goal is we actually want to take them off of LinkedIn as quick as possible.

So either onto text or onto WhatsApp or something like that, where you can message

quicker, because we The conversations on LinkedIn are slower, right?

It's, it is what it is.

Uh, whereas if you go to Facebook and use messenger, the conversations

are like flying through a WhatsApp or text the conversations fly through.

So our goal is always to get them off there as quick as possible.

And even on LinkedIn, it's a slow, I mean, email, it is a slower response time to

that, and it gets lost in all the junk.

So we want to collect email addresses, but there's also ways

to, uh, you know, we've got a, the tool that we use is my rainmaker.

ai is that we, once we get the LinkedIn profile, it'll automatically

enrich that data to find their email address, link to the LinkedIn profile.

And then we send out an email campaign with it as well.

So we're already doing two.

Channels.

So I'm not too stressed about picking up the emails right now because we already

get them and you know, the response rates are good and when you run those

two together, it works like a charm.

Yeah.

Do you have AI doing the initial DMS?

And if so, how do you, how do you kind of program AI to, to DM the right prospects?

Yeah.

So we've got our own, uh, our own system for that.

And we've put in all of our messaging frameworks and, you know, templates.

So AI knows what to use in order to, to reach out to them.

And depending on the strategy and depending on where they are, you're going

to have a different outreach strategy.

So, you know, if you are just connecting with somebody, you're not immediately

going to jump on them and be like, Hey, I just created this free thing.

Do you want it?

They're like, Dude, don't you want to like have a coffee first or

something, uh, you know, get to know me, you'll find out about me.

And so depending on the strategy, we'll have a different message.

First of all, realize where they are, message them according

to where they're at, then the automation will run all of that.

And then the, you, you take over once they stop responding.

So like, cause that's when people are, are, you know, at their peak.

You know, most, I don't know, protective of, of themselves.

So one of the ones that we use that has worked really well, and, you

know, I've actually, I did this, I actually use this as a lead magnet

one day is, uh, the 25, uh, opening DMS that you can use in any situation.

So I have got a resource for this.

We actually have a lot of the resources inside our Facebook

group, which is B2B Rainmakers.

And one of the best ones to use that we find when connecting with new people, you

obviously want to be very intentional.

How does it target the right people?

Is that we use sales navigator to go and set up those lists and target.

And then we plug it into the system and then it'll reach out to

the people that we've specified.

Okay.

So then once they connect, it'll be, you know, Hey, thanks for connecting.

And the AI will then go and read their profile and pull out an opening line

that would be relevant to a post that they wrote or, uh, you know, something

that's on their profile, that's relevant.

Okay.

And then say, you know, by the way, as an intro for us working together,

as an intro for us connecting, I'd love to send you something of value.

Uh, so what would be the most important for you?

How to do this, this or this?

I love that.

Me too.

That, that's so caring because you're not saying, Hey, here,

I know what's best for you.

You're saying, Hey, I have these free resources.

And if you think one of them would help you, let me know which one you want.

I'm curious, how many people come back and say they want two of them or all of them?

Uh, you know, some people, I actually haven't checked

those numbers, to be honest.

I'm like, for me, it doesn't matter.

I can give them all of them or one of them or two of them.

I don't really care.

My, my point is get the conversation started.

Right.

So I'm not really, um, too worried about how many they want or what they want.

So I'm like, okay, depending on, and actually it's a bit strategic

because our process is we focus on lead sales and then scale.

So.

And we find that different people at different stages need different things.

So people who are, you know, more early stages of business, their

biggest thing is they want leads.

Then we've got other people who are getting tons of leads, but

they're not converting into clients.

Okay.

We've got a process to a sales system that will convert those.

And then we've got people that have got That are generating leads.

They're getting sales.

They've got a big network, but they're not like I want to scale.

I'm not using that.

And so which case we show them how to run events on LinkedIn that convert.

We show them we're running one next week.

We've already got something like, I don't know, 200, uh, highly

targeted registrations for that.

And we run them once a month, how to get joint ventures and partnerships

to promote you to their audience.

And then at a later stage, run LinkedIn ads.

If they're ready for it.

And I love how it's a process.

I think people sometimes want to, you know, you talk about scaling.

Well, if you don't have leads coming in, it's not, we shouldn't

have a conversation about scaling.

If you don't have a sales process that consistently converts, we

don't need to talk about scaling.

So I love that.

You're really laying this out and saying, we have to start where you

are and get that part working first.

And then we move on.

And I think that's so important because.

You know, we just hear so many people talking about, oh, you've got to build

a seven or eight figure business.

Well, wouldn't it be nice to just make your first hundred grand?

Wouldn't it be nice to make your first half a million, right?

Like why do we have to go to the seven or eight figures?

Because again, you have to start somewhere and every step

in the process is important.

It's not like scaling is more important than your original

lead generation or improving your close rate and tracking that.

So I think that's, that's one of the things that I'm loving what you're

talking about, because you're really focusing on every step of the process

and not just, Hey, let me help you make a million dollars in 20 minutes.

Absolutely.

And you know, for some people, it is a reality that they do big numbers.

I mean, I had a client that did 25 million.

They sent us six of their salespeople.

Uh, they did 25 million in four months.

You know, but on the converse side of it, you know, we've taken people

that were stuck at the five to 7, 000 a month mark and got them up to

30, 000 a month within three months.

And you know, I've taken a guy from 20, 000 a month and he was

someone that was generating a lot of leads, but not closing them.

And we fixed his sales process.

We fixed in actual fact, it's funny because they both work hand in hand.

So for him, we went back to who is he targeting?

He was doing blanket messaging, bringing a ton of leads in.

So we got really focused on one ideal client, which was,

he was a career coach, right?

And that's what he had on his banner and his message career coach.

And he'd set it up on LinkedIn services.

So he was getting a lot of lead flow coming in.

And so we looked at it, but he was like maxed out to earning 20

K a month, completely maxed out.

Didn't have any more time.

Couldn't deliver doing everything one on one.

So like, let's rework the business model.

Let's choose an ideal client, which was product managers of tech companies.

Let's figure out what is a big promise that you can offer them.

And we looked at, well, On average, I just said, well, how much does

your, do your clients increase their income by when they work with you?

And he went through the numbers and he came back.

He was like, on average, 31 percent in 90 days.

I was like, that's an amazing outcome.

Right.

And on average, they're earning 140, 000 a year.

Plus a 31 percent increase is quite significant.

And then what we did was we restructured his offer.

So we turned it into a 5, 000 offer where now, instead of him having 10, one on

one calls, he had one one on one call.

And the rest was in a group setting and he went from 20, 000 a month

with zero time, zero ability scale, putting off back surgery, not spending

time with the wife and kids to a hundred thousand dollars a month with

more free time than he's ever had.

And this happened in two months.

Going back to the basics, right?

You had to identify that yes, he had all these leads coming in,

but they were not ideal leads.

And then also his offer, he had to change his offer to be able to scale.

And then obviously when your offer goes up, that's the other thing.

I think when you go, you raise your price exponentially, or you go from one on one

to group, you really have to dial that in and get comfortable with even your

sales conversion because it changes.

There's a big difference in converting one on one coaching to group coaching.

It's a different conversation.

So that, that's amazing.

I love hearing the success stories.

And you know, it's crazy, you know, just what you're saying there with

regards to the number of calls, the number of leads and the conversions.

Here's what was interesting.

What was happening is that he was constantly on calls, trying to

sell people, constantly trying to bring people in, making offers.

His conversion rate was like 15 percent because, or 10 percent

because the amount of people that he spoke to that weren't a good fit.

And when we dialed it into these guys, he went from having like

five to 10 sales calls a day down to two or three sales calls a day.

And his closing rate went from 10 percent up to 87%.

Wow.

Because these people came in and they're like, this is my guy.

He understands me.

He knows exactly what I need.

And so the qualification process was qualifying out all those bad

fits and only speaking to the people who are really good fit.

And, you know, he was, he started landing, uh, contracts with companies

to help people, you know, have the confidence and, you know, it was amazing.

It was a lovely

corporate contracts, you know, with the, they've all had to cut

overhead, especially in the tech space.

And now you've got to get.

A small group of people to produce all the work that a larger team used to do.

So giving them the skills and the tools, and like you said, the

confidence to do that is so important.

A hundred percent.

I love, I want to hear, look, one of the things that you

had put on your form for us is the fact, the fast track to yes.

So can you tell us a little bit about that?

Yeah.

And for us, it's, it consists of two things, uh, probably three things.

is making an offer that is so simple and irresistible that people say yes

now, that they can grasp, it's easy to understand and easy to say yes to.

The second piece is having what we call a signature solution, which is a visual

roadmap of how you get them from point A to point B in a step by step approach.

And the third piece is having the pre sell videos.

And the cool thing is that when you have these pieces of the puzzle dialed in, you

don't need to be an expert salesperson.

You don't need to be the best salesperson in the face of the earth.

I gave you the example of Brian earlier.

He was not the best salesperson.

He didn't like sales, but he let the system do the work.

The heavy lifting.

He let the system do the qualifying, the educating, uh, the

priming, answering the questions.

So that by the time people showed up, they're like, this is my guy.

How do we work together?

And that's where, you know, the offer comes into play where it's

like, cool, here's the process.

Here's how we work together.

Let's get going.

I know for us, one of the challenges we find with a lot of

people is like that niching down.

They're so afraid to lose people.

How many conversations have you had to have around that topic?

Because they feel like they want to market to everyone.

And they're so afraid if they narrow down even further than they already are,

that they're just going to miss out.

Tell me a little about a conversation you would have with someone around that.

So many, uh, oh my gosh, so many conversations like that.

And you know, the, the most interesting thing is that the people who are generally

the most worried about it are the people who are in the early stages of business.

Right.

And it's not actually a real fear.

All it is, is FOMO.

That's all it is.

And when we get to, and I, you know, I work with businesses that are

doing 50, month plus, they realize they're coming onto LinkedIn.

They realize like, dude, I need one to five clients a month to hit my goals.

And we just identify the, we, you know, run a search, see how big the market

is, um, judged by the, the ability to spend the ability to make decisions

and how fast they can move through it.

And we go and they just go and do it.

The people that get stuck are the people in the early stages of business.

We have like, I've worked with someone from here and someone

from here and someone from here.

I can't focus on these guys because we're not going to be

able to talk to these guys.

But the truth is, if you only need one to five clients a month, you're going

to There's more than enough people.

There's no niche that's too small that you're going to run out of clients,

that you're going to run out of leads.

And if it is, you need to have a really big offer that it doesn't matter.

But true.

So true.

You have been a wealth of information.

Oh my gosh.

This has been such a great conversation.

We have to have you back if you're open to that at some point.

So tell

everyone how

they can reach out to you.

Amazing.

Yes.

So obviously LinkedIn, right?

That's how we roll.

Uh, so you look for me, Matt Clark Rainmaker, that's M a

double T C L a R K Rainmaker.

Um, same thing on Facebook.

Uh, I've actually got, uh, our website is the virtual edge.

com.

And then, you know, if you want to reach out to me on LinkedIn,

let's have a conversation.

Let's see if we can help you or not.

I mean, I'll be very open upfront with you.

We love working with people that we can truly help.

And this is one of the things we work with our clients with as well

is only work with awesome people where your values are aligned and you

can see yourself working with them.

It's so hard going back to that FOMO, a fear of missing out.

But if you've been in business long enough, like the concept of either

a like firing a client, having someone that's just not a good fit

and letting them go and just having faith that someone else will come in

your door and that they need to be served by someone else other than you.

And then like you said, that FOMO, that fear of missing out, understanding that

not everyone is meant to be your client.

That there are people out there that are going to really click with you and

they're going to under, they love how you teach and they, they're going to be your

reigning fans and that's what you want.

It's not about everybody.

So that's, that's cool.

Absolutely.

Absolutely.

And I've actually, if it's okay with you ladies, I've got a bit of a gift for

people if they'd like to, if they'd like to get that, are you cool with that?

Awesome.

So if you go to rainmakergifts.

com, uh, you can actually go and test drive.

Some of our AI tools.

You can go and see some of the strategies.

You can rewrite your profile, uh, using our system.

And there's a couple of trainings in there as well.

So kind of get you a bit of a feel for what we do is bigger than

just the LinkedIn side of things.

And I'm busy uploading some more, more training.

So there's more stuff coming there as well, but I just want

to give that as a gift to people.

And, you know, if you like it, reach out, uh, let's have a conversation.

Um, if not, that's cool.

I hope, you know, I've helped you in some way, uh, today anyways.

Thanks.

This has just been so amazing.

Um, I'm excited.

We're going to put a link to your, your resources in the show notes so that

everybody can, can reach out to that.

But I just love how much you are using AI, but using it in a way to help

people, because it's all about helping the right people with what you offer.

Instead of just getting out there and saying, buy my stuff.

It's, do you need it?

You know, are you the right person?

Then let's talk.

So, yeah, so connect with Matt on LinkedIn and, um, yeah, we can't

thank you enough for being here and sharing so much with us today.

so much for having me on.

It's been amazing.

Thanks for listening to the six figure business mastery podcast.

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