The Ultimate “Dream Client Attraction” Blueprint To Supercharge Your Growth & Scale Your Business

…making your business grow to levels you never thought possible…BUT only if you take action!

I believe Thomas Jefferson said it best:

And yes, I know you’ve read a ton of articles, watched videos, bought endless courses or possibly even hired “mentors” who’ve lied promised to show you how you can make “Trillions of dollars” almost overnight…

But please rest assured this isn’t another white elephant.

I respect your time and mine so I won’t bore you with cliche advice on how to attract your dream clients – YouTube has more than enough scammers masquerading as seasoned experts with their “How to…blah! blah!” videos.

Rather, here’s my promise to you – the next few minutes that you spend “studying” this post are going to be one of the best investments you’ve ever made for not just your business but your life!

So without further adieu, let’s get started. Make sure to get rid of any distractions – it’s that good 🙂

What’s Your WHY?

I honestly wish someone told me this years ago – it would have saved me a lot of pain and wasted time.

There are many ways I can explain why having a “WHY” is important but none would come close to Simon Sinek’s version.

Here’s a short version of his TED talk from a while back. Give it a listen, will you? It’s only 5 minutes.

What SPECIFIC Gap Are You Filling?

If not, then this dream client attraction blueprint won’t be of any value to you.

I’d like you to take a few minutes and note down in detail the SPECIFIC result you are SURE you can help a person or business achieve.

It’s important to be specific e.g. instead of saying “I can help someone plan for their retirement” say something like “I can help someone retire with a $100,000 annual income.

The “Secret Formula”

It’s these 4 questions that I dare say are the backbone to marketing as we know it, and I urge you to honestly answer each question as you go through it below.

Question 1 – Who Is Your Dream Client?

The reason why I say a “high paying” client is because of the 80/20 rule otherwise known as the Pareto Principle. It states:

80% of outcomes (or outputs) result from 20% of all causes (or inputs) for any given event

In revenue terms, this means:

80% of your revenue will come from 20% of your clients

These 20% are your dream clients.

There’s no point in having 100 low paying clients while you can have 10 high paying clients e.g. imagine having 100 clients each paying you $200/month while you can have 10 clients each paying you $3,000/month.

In this example, the 100 clients can only give you a revenue of $20,000/month and you’ll be working your butt off, hardly having time to spend with our family…and let’s not forget you’ll still need to outsource for help.

But on the other hand, 10 clients will give you a revenue of $30,000/month and you’ll be able to have the freedom to spend time with your family, especially if you outsource for help.

I don’t know about you but I’d rather settle for the latter.

Based on the SPECIFIC result you offer, do comprehensive research to discover who your dream clients are and what makes them tick. 

This in turn will help you use the right messaging as you connect and engage with them (either through copy or verbal means).

Here are some of the important questions you’ll need to answer:

• What are their main goals, dreams and desires? (Be specific, listing them from the big ones to minor ones)

• What are they passionate about?

• What is the biggest most pressing pain point they have? (list other major pain points)

• Does what I offer solve their major pain points?

• What are some of their major challenges? 

• What keeps them up late at night?

• What humiliates them the most?

• What are the 3 main things that frustrate them on a daily basis?

• What is the cost of staying where they are right now? How bad can things get if they don’t solve it?

• What are they trying to do right now that isn’t working? I.e. their main current and past mistakes.

• What do they complain about the most to their family and friends, that they wish they could change?

• What are the SPECIFIC steps they need to take so as to get results? (like 4-5 steps – the fewer the better)

• Which blogs, magazines, books, etc., do they read?

• Who do they follow online? (influencers)

• What are some of their main interests?What is their current income?

• What is their current annual income? (remember, you want high paying dream clients)

There are many more things you can research but the above should get you started on the right track.

We normally compile the information about our dream clients in a document called an “Avatar” or “Prospect Profile”. 

What matters most isn’t the name you give it but the information it contains about your dream clients.

But be careful not to overdo it with irrelevant information e.g. their hair colour, eye colour, etc. 

NOTE: You will need to create a different avatar for each product or service you offer that serves a different audience.

TIP 1: You can also go through the profiles of your dream clients on LinkedIn or Facebook to gather data about them. Use this to fill out your avatar e.g. pages they like or follow, posts they share, etc.

TIP 2: Give each of your avatars a name then download a stock image for each. Hang them somewhere you can see them every day as you work. 

TIP 3: If you don’t know who your dream client is, look at your top 3 competitors and see who they serve e.g. if you are in the construction industry, then one of your main competitor’s is Jacobs.

All you now have to do is look at who they serve – you can go through their website and social media profiles.

You want to focus on their past clients so look at their case studies or testimonials.

PRO-TIP: To discover who your dream client is, ask yourself who the best client you’ver ever worked with is – ideally you want more of them. 

Question 2 – Where Can You Find Your Dream Clients?

If you did your research in question 1, then this should be a walk in the park e.g. if in your “WHO” research you discovered that they like to read let’s say “Forbes”, then you can simply target this as an interest in Facebook while advertising and you’ll be able to reach them.

So don’t take shortcuts in answering question 1 (WHO), otherwise, question 2 will be very difficult to answer.

TIP: Use Similarweb, Alexa or any other reputable website analysis tool to uncover golden nuggets regarding your dream clients and where they hang out – add this information to your avatar sheet.

This information is going to help you at the beginning stage of your funnel, what we call the Top Of The Funnel (TOFU) i.e. where you buy traffic to start generating awareness and to create a retargeting list so you can generate leads.

Question 3 – What “Bait” Will You Use To Attract Your Dream Clients?

As they were buying bait, his friend, J. A. Greulich, asked the attendant how the fish were biting followed by the type of bait they sold.

The attendant responded by asking him what type of bait he wanted followed by a general statement that they sell all sorts of baits 

Now, here was Greulich’s exact reply to the attendant that is the most important part of this story: 

“It isn’t what I like, but what the fish like. Tell me, what are the fish biting on in these waters? 

The attendant then answered “sandworms”.

So they bought some and caught a good number of fish that day.

Here’s the lesson I’d like you to take from this story which is also the answer to our 3rd question:

To catch people’s attention, you MUST give them what THEY WANT, not what you like!

E.g. If Wheeler and his friend used pieces of juicy steak as bait to catch fish because they like eating steak, then they wouldn’t have caught anything.

Rather, they used sandworms, what the fish liked, and in turn, they were rewarded with a huge catch.

Tying this back to your business, you need to use the right “bait” to attract your dream clients and get their contact information.

Generating quality leads by providing specific value is the most important job of any lead magnet.

Examples of lead magnets you can use include: 

• Educational Resources e.g. Case Studies, Whitepapers, Free Reports, Free Guides, Free Ebooks, Free Courses, Infographics

• Useful Resources e.g. Cheat Sheets, Mind Maps, Swipe Files, Templates, Toolkits/Bundles, Resource Lists, Checklists

• Software Downloads/Tools e.g. Trial Software, Online Tools (e.g. software, plugins), etc.

• Discount/Coupon Club e.g. Free Plus Shipping, Step 1 Of An Order Form

• Quizzes/Surveys e.g. Assessment, Tests

• Webinars/Events

TIP: Even though you are offering the lead magnet for free to your dream clients, you need to ensure it’s solving a specific problem plus it should have a high perceived value e.g. the information and graphics.

This section is going to form the Middle Of The Funnel (MOFU) i.e. where you generate marketing qualified leads that you will then need to follow up with and nurture so that they become sales qualified leads – ready to be enrolled into high paying and highly satisfied clients.

NOTE: If you are doing social media networking, then you automatically move your prospects to this stage when you connect with them e.g. on LinkedIn or Facebook. 

This is because you’ll be able to message them and nurture the relationship.

But if you are using paid Ads, then you’ll have to get them to subscribe for your lead magnet so you can get their contact info.

Question 4 – What Result Do Your Dream Clients Want And Can You Give It To Them? 

So in this step I’d like you to ask yourself:

“What result do my dream clients want more than anything in the world, and, can I give it to them?”

And this has nothing to do with the features of your product or service – this is purely about the TRANSFORMATION they want in their lives i.e. their “happy ever after”. 

E.g. If you are in the Cybersecurity industry serving corporates, then the result that your dream clients want more than anything in the world might be peace of mind regarding the safety of their system and data, to know that they can go on with their daily operations without worrying about breaches or loss of data.

Approaching your dream client and babbling about the features of your product will only bore them.

What they want is the SPECIFIC TRANSFORMATIONAL RESULT they can get from using your product or service – so focus on that.

Here’s a funny story told by Elmer Wheeler in his book “Tested Sentences That Sell” to help drive this point home:

A salesman was selling combs and he went on to amaze his audience by telling them how the combs would “last a lifetime, massage the scalp, never break or bend,” etc.

He would even hit the combs with a hammer to show how strong they were BUT sadly he only sold a few.

Then one day someone from the crowd innocently asked him:

“But tell me sir, will it comb the hair?”

Takeaway: It doesn’t matter how many bells and whistles your product or service has. Your dream clients only want to know if it can give them the result they want – so lead with that!

How To Bring In Your Dream Clients

This will later be transformed into a Customer Value Journey (CVJ) or Funnel – think of it as the steps you need to move someone from being a stranger to a highly satisfied customer and promoter of your business.

Still with me? Great! Let’s continue.

The Value Ladder

The starting point is the lead magnet followed by your other offers, arranged in a logical sequence i.e. the way in which you would present them to someone so as to enroll them into a client.

If you are a life coach for example, your Value Ladder might look like this:

• Value 1: A lead magnet cheat sheet on how to be more productive each day.

• Value 2: A quick webinar where you show your potential clients how to balance the different areas of their lives so as to thrive and live a fulfilled life.

• Value 3: A quick one-on-one strategy session where you offer to help them gain clarity on what they should focus on so as to thrive and live a fulfilled life.

• Value 4: You offer them an opportunity to work with you so you can help them come up with a customized plan that works for them. You will “walk with them” to ensure they stick to it so that they live a happy, thriving and fulfilled life.

Once you’re done with your Value Ladder, you’ll need to integrate it into your Customer Value Journey (CVJ) or funnel.

As mentioned before, a CVJ is a representation of the steps you need to move someone from being a stranger to a highly satisfied customer and promoter of your business.

I first heard of it from Digital Marketer when I did their Copywriting Mastery course a couple of years back (I did 11 of their certificatons which you can see here)

Here’s how it looks like:

1. Aware

2. Engage

3. Subscribe

4.Convert

5. Exctite

6. Ascend

7. Advocate

8. Promote

Here’s another way to represent the CVJ above to show you how it looks like as a funnel and the resources needed at each stage.

This is mainly because of the price point which is much higher than a regular B2C offer, meaning you will have to build more trust and credibility, hence you might have a longer sales cycle.

As a rule of thumb, the higher the price, the more trust and credibility you will need to build.

If you only have high ticket products and/or services, then you will need to adjust your CVJ so that it follows something called a Sales Mountain as championed by Eric Lofholm – one of the best sales trainers in the world.

Why You Need To Follow The CVJ & Sales Mountain

Though I’m in no way a relationship expert, let me break down how this scenario might turn out:

1. A man and a woman meet for the first time and they’re attracted to each other.

2. They engage with each other on their best behaviour and maybe the man builds up courage and asks the lady for her number (which he gets hoping she’s interested).

3. They proceed to communicate frequently e.g. on WhatsApp, Facebook, Telegram, text or even calls.

4. He builds up the courage to ask her out for let’s say coffee.

5. She agrees to the coffee “date” (consequently the man’s confidence starts to build up)

6. Hoping things go well, he asks her out for let’s say lunch, a movie, an outdoor activity, etc.

7. Hoping things go well and they’ve gotten to know each other a bit better, he again asks her out for let’s say dinner

8. By this time (fast forward-hoping things are still going well), they know each other really well, they trust each other, they have solved issues together, maybe he’s been introduced to her family, and her to his…the man decides to pop the question – and she says Yes!

9. They get married and continue spicing things up to keep the fire burning e.g. he buys her flowers, they go on date nights, trips, etc.

NB: The lady can also be the one making the first move to show she’s interested.

Desmond Morris, a behavioural scientist is credited with describing the 12 stages of intimacy, which explain how people move from being complete strangers to being intimate.

According to his research (you can get its overview here), a couple has to move through 12 stages, you can’t skip from the first to the last- unless you are a pervert want to end up in jail.

Sure, you can go to the streets and ask complete strangers to marry you, but chances are you’ll end up with a serial killer or psychopath the wrong person (you’re bound to find someone desperate enough who’ll agree).

Attracting, engaging and enrolling your dream clients is pretty much the same – you have a great product or service BUT you must follow a proper “dating” process to ensure you “marry” the right “clients of your dreams”.

It’s suicidal to ask people who know NOTHING about you and your brand to buy from you the very first time they meet you especially if you are selling a high ticket product or service.

It’s similar to doing this (see the image below):

I mean, how many times have you connected with someone on social media for the first time e.g. on LinkedIn, Facebook or Twitter, only to have them bombard you with their poor sales pitch that goes something like:

“We do blah blah blah… and if you need… blah blah blah… then we can… blah blah blah”

Here are real LinkedIn messages that show this poor strategy in action:

Then on the other end, you have entrepreneurs who are afraid to ask for the sale – they literally sell from their heels.

They believe in the mantra of “give tons of value and hope that maybe someday they will buy”…and though this sounds good on the surface level – it doesn’t work to help you grow and scale your business.

How do I know this? I did it in my earlier days as an entrepreneur and the only thing I ended up with was fatigue from all my hard work of giving value. I failed miserably to say the least.

If we went back to our relationship analogy, a man who never musters up the courage to ask a lady he likes out will always be in the …wait for it… FRIEND ZONE! (ouch..but that’s just the hard truth)

So what’s the solution to these 2 scenarios? Simple – make the right offer at the right stage, and this is where the Customer Value Journey or Funnel comes into play, and for those in B2B or the Professional Services Industry, you need to tie your CVJ or funnel into something called a Sales Mountain.

The Sales Mountain

He uses it to sell high ticket offers and teaches his students to do the same.

Here’s a birds eye view of how it looks.

Step 1: Lead Generation

Step 2: Appointment Setting

Step 3: Trust & Rapport

Step 4: Identify Customer Needs

Step 5: Share the Benefits

Step 6: Close

Step 7: Handle Objections

Step 8: Follow Up

Flexible Step a: Qualify

Flexible Step b: Referrals

It’s very important that you create a script for each part of your sales mountain – it will not only make things easier and more effective, but you’ll be able to hire someone else to use the same scripts to get the same great results.

And guess what this means for you? Right! More time to focus on things you actually love doing e.g. you can go on vacation with your family and your business will still be thriving.

If you are hesitant about using scripts then let me tell you a little secret:

You are already using scripts in your everyday life without even knowing it!

E.g. when someone pitches you something you don’t want, chances are you say something close to – “No thank you, I’m not interested”

Well guess what – that’s a script!

When your child hasn’t finished their food what do you usually tell them? Well that’s a script as well.

When you meet someone for the first time, how do you introduce yourself? Well, that’s also a script.

The truth of the matter is that whether we are aware of it or not, we all use scripts in our everyday life.

We might not have written them down but we have used them so much to the point it’s now like a reflex action.

And just to be clear:

A script is a series of words that have a meaning.

So you need to create scripts for the 10 sections of your Sales Mountain i.e. your B2B Customer Value Journey. 

Still with me? Great, I’m almost done, let’s continue…

Now, there are 2 ways you can implement the sales mountain to enroll your dream clients.

2 Ways to Implement The Sales Mountain

2. Through advertising

Let’s see how each works.

1. How To Enroll Your Dream Clients Using Organic Means

Now that I have that off my chest, let’s see how you can enroll your dream clients without spending money on Ads (meaning you will need to either spend your time or pay someone else to do this for you)

I’ll use an image to better illustrate things. 

NB: Don’t focus too much on how it looks – focus more on the information 🙂

Here’s a breakdown of the 6 steps

Then based on that info, you will be able to know where they hang out online and even offline.

Assuming you are in the B2B or Professional Services Industry, you will find your dream clients on LinkedIn and Facebook.

Twitter can also work but if you are just starting, I’d stick to LinkedIn.

Your goal here is to connect with as many of them as possible – you’ll need a good “request to connect” script to do so.

But before you go blasting requests to connect, you will need to properly optimize your profile so you present yourself like the real deal you actually are and not like “just another” person.

Plus another benefit of properly optimizing your LinkedIn profile is that you’ll appear in your dream clients search results within LinkedIn and they will actually reach out to connect with you.

Check out some of the search stats we get on a weekly basis:

Immediately they connect with you, you will need to embark on building genuine trust with them.

And please keep in mind that people can sense when someone is pretending so be genuine in your trust building mission with them – you might just be amazed at the reponse you get.

Here are a few examples of real replies after using our trust building script.

Plus what the point of faking it and they’ll eventually realise that you’re a fake?

It’s just a waste of your precious time and energy since they won’t be interested to hear what you have to offer.

▶ We have our internal scripts that we use to build trust and credibility but we only share them with those who are serious.

We wouldn’t want spammers and scammers getting hold of them – I’m sure you not only understand but agree 🙂

Check out the proof below.

Important

B. You will also need to embark on some content marketing so as to consistently build your credibility plus to maintain your prospects Top-of-Mind Awareness.

And I don’t mean just sharing third party content i.e. content from other sources, you will also need to craft your own content that potrays you to be the authority you are e.g. text, image, video or a mixture (copywriting will come in handy here).

3. Once you’ve built trust and credibility, you’ll need to move them into having a meeting with you.

Now, human beings respond better when they a) have something to gain or b) are in fear. 

So the purpose of the meeting should be to help them gain something by dealing with a challenge/pain point they have.

You’ll offer to give them some clarity on what to do to get the results they want and guess what – your product/service will be the best logical solution to help them get the results they want far much faster!

But please note that you should ONLY ask them for a meeting if you sincerely intend to help them – your ONLY goal should be to help them do what is right for them, not you!

And yes, even if it means directing them to someone else who is better suited to help them 🙂

Think of the second greatest commandment here:

“Do to others as you would have them do to you”

Forget about all that Neuro-Linguistic Programming or other psychological tricks some marketers teach, people want to do business with someone they know, like and trust…someone they feel has their best interests at heart.

You see, people love to buy BUT they hate to be sold – so don’t be that salesy person, it won’t work well and you know what they say…

You only have one shot to make a first impression…so make it count! 

We do have a script with guidelines that can help you do all that but to prevent it from getting into the wrong hands (e.g. spammers and scammers), you will have to apply for a FREE “Client Enrollment Diagnostic” Consultation HERE. 

It’s a call where we vet you then share with you our top secret scripts + the LinkedIn profile optimization guide.

But we won’t just stop there – we’ll also help you drill down on the vital few things you must do right now to attract, engage and enroll your dream clients.

It’s 100% FREE and there’s no-obligation or strings attached. But hurry, our calendar fills up pretty quickly.

NOTE: Our trust and credibility building script (from step 2) can have you booking calls the very first day you use it BUT the majority of your appointments will have to be asked for.

4. Depending on how your meeting or appointment goes, you will either have enrolled them or need to follow up with them so as to enroll them.

For the latter, you will need follow up scripts. You will also need to follow up with them until they give you a concrete answer i.e. a YES or a NO…so follow up! Follow up! 

5. At this point you have enrolled them and in so doing reaped your reward (i.e. more revenue)

6. You will need to give your new clients the agreed upon results and why not overdeliver while at it? 🙂

So that’s how you enroll your dream clients using organic means i.e. social media networking.

NB: I prefer saying enrolling rather than closing. “Closing” has been abused to the level most people are skeptical about it…most associate it with pressure driven sales tecniques.

NOTE: I decided to leave out Cold Emailing and Cold Calling BUT if you do it the right way, then you too can be one of the select few who get amazing results.

Just lead by giving them FREE value before mentioning your offer – otherwise you will be asking for marriage on the first day 😂.

Important

It may sound harsh but that’s the reality of the matter.

Let me explain:

1. Your prospect might be interested in what you have to offer BUT it might not be the right time for them e.g. if you are in cyber security, then they may already have another company taking care of this for them but maybe they are unsatisfied with them. 

Solution: You will need to keep in touch with them until they are ready to change and partner with you.

2. Your prospect might not yet trust you, hence they aren’t comfortable doing any business with you.

Solution: You will need to follow our system as laid out above to build trust and credibility.

Next, let’s look at how you can enroll your dream clients using Paid Traffic aka Ads.

2. How To Enroll Your Dream Clients Using Ads

Let me explain.

1. You will need to pay for Ads on the platforms where your dream clients hang out e.g. LinkedIn, Facebook or even Twitter.

This should be easy to deduce if you took time to properly fill out your avatar template.

You’ll need to use good Ad copy and a good “lead magnet” i.e. something valuable for free, so that you get their contact information i.e. name, email or even phone number. 

Then you can move them to what I call a “Value Driven System”. 

2. As the name suggests, the “Value Driven System” is where you deliver massive value so as to build trust and credibility.

They should see you as the expert they’ve been waiting for their entire lives 🙂

I decided to use the image of a plant being watered to emphasize that this stage is really about adding as much value to them as possible and one of the best ways we accomplish this is through…drum roll please – WEBINARS!

Maybe you call them presentations, teleseminars or webinars, doesn’t really matter – what matters most is the way it’s structured so that in addition to giving them value, you also invite them to a strategy session or appointment where you can further help them.

It’s at the end of this meeting that you will then offer them an opportunity to learn more about what you do and how you can help them quickly get the results they want (you basically given them a choice – to either do it on their own or get your help)

Given you will be sending a lot of people into your Value Driven System, you will need to use a “filter” before moving them to step 3 i.e. a meeting. 

You wouldn’t want to waste your time talking with prospects who aren’t the right fit for you e.g. you wouldn’t want to spend 30-45 minutes on the phone with someone only to have them tell you they can’t afford what you are offering.

This Value Driven System is a bit complicated to set up (I won’t insult your intelligence by lying it’s a walk in the park) and requires several moving parts e.g. email marketing, copywriting, sms marketing, optimization & testing, software integrations, funnel building for the CVJ, etc.

Basically you will need to use a couple of skills and integrate several software to make it work like a well-oiled machine. 

Steps 3-6 are similar to what we have in the organic section.

As I end, I’d like to share with you one very important formula for growth and this applies to ANY business, be it online, brick and mortar, B2B, B2C, B2G or even B2A (Business to Anybody…😁)

The Growth Formula To Supercharge Your Business

Leads x Customers X Margin X Frequency = Growth Potential

As you can see, the growth formula is pretty simple – you can grow your business by increasing the leads, customers, margin or frequency.

An increase in even one of them will lead to an automatic increase of your overall results e.g.

2 Leads x Customers X Margin X Frequency = 2 Growth Potential

And an increase in each one of them will lead to an exponential increase of your overal results e.g.

2 Leads x 2 Customers X 2 Margin X 2 Frequency = 16 Growth Potential

So let me ask you:

“What would an increase in just one of these metrics mean for you and your family?

And… 

“What things would you be able to accomplish with the new revenue?”

Well, I’ve got some great news for you – what you’ve just pictured can be your new reality BUT only if you apply what you’ve learnt in this ultimate dream client attraction blueprint.

Once you have eveything properly set up, then you can simply increase any metric (or all) to grow and scale your business to levels you never thought possible!

And yes, I know I haven’t covered everything as pertains to digital marketing e.g. how to buy traffic, how to optimize ads, copywriting, analytics and data, content marketing, email marketing, SEO, etc.. BUT the above should get you started on the right track and help you get results quickly.

If all this seems a bit of a mouthful and you feel you need some help, then scroll below to schedule a free consultation and we’ll have an open and honest discussion about how we can assist you to implement what needs to be done, so you get the results you want.

That’s It!

…so you can grow, scale and have true freedom in life and give your family the life you know they deserve.

Just remember…

And yes you will fail here and there but that’s just part of the process – anyone promising you a bed of roses is simply lying.

Need Some Help To Implement Things?

⚠ But we do have some requirements before we talk, our filters, to make sure we only spend time talking with entrepreneurs who are serious about growing their businesses.

If you meet all the 5 requirements below, then you can go ahead and apply below:

✅ You are in the B2B and Professional Services Industry with an actual business that’s running.

✅You want to have a proven and dependable system that attracts, engages and enrolls your dream clients, so you can grow and scale.

✅You want to have more control over your cash flow and income, to NEVER worry about where your next client will come from.

✅You want to have greater freedom in your life and give your family the life you KNOW they deserve.

✅You know that it takes actual WORK to make things work – that there’s no such thing as a “push button” solution (if it existed then we’d all be pushing those magical buttons in bed all day long)

So those are the 5 main requirements you MUST meet before you reach out to us for your free consultation call.

Brian Njogu

And yes, you can ask someone else to help you or you can reach out to us for help – what matters most is your success 🙂

I do hope you make the right choice.