How to Get Your Customers to Say Yes to You. Easy!
How to create a simple Client Attraction System that gets your ideal clients to say yes
Hey there!
Today, I'm on a train to Sheffield for our Canva Content Creation Workshop.
As I sit here, I'm thinking about how I can simplify the workshop for participants.
I see too many coaches use Canva in a very boring way, and sometimes I feel like flogging them…
But then I remember, we're all adults. If you know what I mean…
As I continue that thought though…
I'm also thinking about how you can simplify your marketing so it resonates with your ideal clients.
How you can guide them to say "yes" to your services.
How you can communicate your value in a way that leads prospects to become clients.
Of course, without the "BS" and "ick" that makes many of us uncomfortable with traditional marketing tactics.
We're smart, but we overcomplicate things
I know many of you are smart, creative, and analytical coaches and consultants.
And we often fall into the trap of overcomplicating things.
Both for ourselves and our potential clients.
I was reading "Simple Marketing for Smart People" by Billy Broas and Tiago Forte a couple of weeks ago.
They highlight a crucial insight…
When you have an analytical mind and dive deep into a topic, one topic becomes many.
It splits into hundreds or thousands of subtopics.
And that's exactly where the problem begins.
The mindset you had down in the weeds is not the same mindset you want to bring to your potential clients.
You'll confuse people with your expert talk.
Instead, you need to simplify your message to connect with your audience effectively.
So, what if you could see Marketing as Teaching?
Instead of viewing it as a necessary evil or a form of manipulation, think of marketing as an extension of your coaching.
As Billy and Tiago put it, "You are teaching people how to value your expertise."
This approach allows you to market yourself and your services in a way that aligns with your values as a coach or consultant.
Understanding Beliefs is key
At the heart of creating a simple yet effective client attraction system lies a fundamental question:
"What does my ideal client need to believe in order to work with me?"
This concept, which Russell Brunson calls the "domino effect" in his book "Expert Secrets," is powerful.
It suggests that if you can instil the right beliefs in your audience, they'll naturally want to work with you.
To create this belief system though, you want to:
1. Speak your ideal client's language, not your coaching or consulting jargon.
2. Address their needs and pain points directly.
3. Focus on the transformation they'll experience, not just the bells and whistles of your coaching program.
Meet your ideal clients where they are
To understand their beliefs, you must meet your ideal clients where they are.
A crucial aspect of simplifying your client attraction system is understanding where your audience is in their journey.
As Col Fink wisely points out, most of your potential clients are likely at a beginner to intermediate level (0-5 on a scale of 10).
Meanwhile, you're operating at an advanced level (8-9 or 10).
To create an effective client attraction system, you must:
1. Identify the stage your potential client is at.
2. Determine their readiness for the next step in their journey.
3. Define what that next step or milestone is. This is why having a clear coaching methodology is important.
4. Craft your message to meet them where they are.
Anytime you dive straight into the full complexity of your expertise, you lack empathy for your potential clients.
Is it more important for you to have your expertise validated, or for them to get the transformation you promised?
The OPEN Framework can help
This is where the OPEN Framework comes in handy.
Developed years ago by Ray Edwards.
It helps you understand your audience's readiness and craft messages that meet them where they are:
O: Oblivious – People who don't even know they have a problem you can solve.
P: Pondering – People who are starting to realize something is off in their life or business.
E: Engaged – People who are actively looking for a coach or consultant.
N: Need – People who are ready to work with someone but need help deciding on the right coach or consultant.
Let's see an example of the OPEN Framework in action
Imagine you're a business coach who helps solopreneurs scale their operations.
Someone in the Oblivious stage might not know they need help scaling their business at all.
Your messaging to them would focus on raising awareness of the challenges of growing a solo business.
But someone in the Need stage is actively searching for a business coach.
So your messaging needs to highlight why your coaching program is the best solution for them at that stage.
You wouldn't talk about advanced scaling techniques to someone who's still in the pondering phase—it would overwhelm them.
Likewise, you wouldn't focus on basic business concepts with someone ready to hire you.
Creating a Simple Client Attraction System
Let's break down a simple, effective client attraction system you can implement right now to get your ideal clients to say yes.
Think of it as a journey you guide your prospect through, each step increasing their belief in your expertise.
Step 1: Grab attention
Start by addressing the problem they don't know they have.
Use provocative, attention-grabbing statements like:
"If your coaching business isn't ready to scale, all the marketing tactics in the world won't help."
This type of statement makes them pause and think, "Wait—am I ready to scale?"
Now you've got their attention.
Step 2: Teach them to value your expertise
Instead of a hard sell, focus on teaching.
Your goal here is to show them why they should care about solving the problem and how your coaching can help.
Remember, people don't invest in coaching unless you speak to their aspirations and address their fears.
Teach them how to value what you do.
Step 3: Show them what's possible
Paint a picture of the transformation they can expect.
People want to see the end result before they commit to a product.
So, showcase examples of clients who've gone through your coaching program and experienced success.
These are your "success stories."
Step 4: Invite them to take the next step
This could be signing up for a free workshop, downloading a guide, or booking a discovery call with you.
Make it clear, simple, and irresistible.
Lead Your Ideal Client to Yes
Creating a simple client attraction system doesn't mean dumbing down your expertise.
It means distilling your knowledge into its most potent and accessible form.
By focusing on teaching rather than selling, you'll create a marketing approach that feels authentic to you and irresistible to your ideal clients.
As Eugene Schwartz once said, a person's beliefs are shaped by their opinions, attitudes, and past experiences.
Your job in creating your client attraction system is to understand and address these beliefs effectively.
A successful client attraction system is about building belief, simplifying your message, and meeting your ideal clients where they are.
You're not here to overwhelm them with your expertise—you're here to guide them through a clear, step-by-step process.
As you build out your own client attraction system, remember to:
Start with small beliefs that lead to bigger ones (the domino effect).
Use the OPEN Framework to match your message with your audience's stage.
Own your core message and teach your audience to value your expertise.
Marketing isn't about tricks or shortcuts.
It's about helping your ideal clients see the value in what you offer.
When they believe, they buy.
Special Invitation: Join Me on October 25 for a Live Workshop
If you're ready to start implementing this strategy in your business, I'm hosting a live workshop on October 25.
This is the first session in a three-part series where we'll walk through exactly how to create, package, and launch a product that your audience will love and buy.
Workshop 1 (Free): Create Your New Product Using Your Unique Methodology
🗓️ Date: Friday, October 25 🕖 Time: 7:00 PM - 8:30 PM GMT+1
By the end of the session, you'll walk away with a well-defined product idea based on your unique methodology.
If you don't have a methodology yet, don't worry—we'll create one together.
You'll also be introduced to key pricing and packaging strategies.
This workshop is perfect for you if:
You want to start generating additional income with a product that's easy to sell.
You're looking for practical steps to create something tailored specifically to your audience's needs.
You want to launch your product in time for Black Friday, Christmas, or the New Year rush.
Reserve your spot for free and start building your high-converting product with my guidance.
Live courageously,
Dayo Samuel
P.S. What's one complex idea in your field that you could simplify for your audience? How might you incorporate it into a simpler sales cycle? Share your thoughts with me—I'd love to hear how you're applying these concepts in your business!