The Definitely-Ultimate Guide to Attracting Clients

Welcome to the Definitely Ultimate guide to ATTRACTING CLIENTS (Offline + Online)

First things first

I know that “The Ultimate Guide” is a butchered term and in this context may appear like a pretty bold statement at first. I also know that there about a billion other posts out there that claims to be “ultimate guide”. So, I will say right off the bat the strategies you’re about to learn are:

  • Step-by-step, case-studies included (No “10 great ways to do XYZ” here)
  • Based on proven concepts I’ve been using for the last 4.5 years for my personal businesses (No untested theories)
  • Ever-green strategies! This means that you can use repeatedly for many years to come


The promise

By the end of the tutorial, you’re going to find out exactly how to:

  • Get your ideal clients contacting you, inquiring about your service so you can be the one calling the shots, charging your worth and valued for your work
  • Use online platforms like Facebook groups, forums, Reddit, free listing sites like to attract these ideal clients
  • Use these same strategies to get clients offline
  • Stand out from the noise produced by all the “competitors” in your field
  • Accomplish the above without ever coming across like a sleazy, slimy, spammy, icky, unethical salesperson


The catch!

I would be doing you a disservice if I don’t warn you up front:

For these strategies to work for you, you MUST have something good to offer. In other words, if your product or service is crap, then these strategies won’t do you any good and you should stop reading right now.

Also, these strategies do require you to put in some work before they start producing results. I would be lying if I told you that I’m revealing to you a magic button that you can push that would immediately get people depositing money into your bank account.

However, by following these steps all the way through, you would create your own client attraction machine that you can fire-up at any time that would get your ideal, qualified clients coming to your for your help. Consider this kind of like the process of building a bridge; yes, it’s work up-front, but once the work is done, you get to experience the benefits over and over for the long-term.

Now that you know what to expect…
Let’s dive in

Let me (very creatively) call this the..


4 Step Client Attraction Method

The definitely ultimate, step-by-step, no b.s. approach to attracting clients (online / offline)

(Here’s the irony: the acronym for this turned out to be 4-SCAM. I originally contemplated on changing it… but then I thought it would be funny just to leave it as is.. additionally, it’ll probably help me drive away the impatient, too-quick-to-judge losers that won’t take the time to learn from my strategies)

Here are the 4 steps:

Step 1: Identify client niche problem (Create solution for niche problem)

Step 2: Craft snapshot value proposition

Step 3: Assemble Result Demonstration Device

Step 4: Deploy and syndicate Result Demonstration Device

Let me explain each one of these steps and then we’ll take a look at a few case-studies and examples.


How the 4-SCAM Works

Step 1: Identify client niche problem (Create solution for niche problem)

The very first step is to clearly identify a nagging, annoying problem your target client is experiencing that your service can resolve. Once you understand this big problem, you gain the advantage to quickly differentiating yourself from all of your competitors.

Note: If your service is not capable of solving this problem, then you need to either identify another problem or develop a different service.

Note 2: The niche problem must be an ACTUAL NAGGING ANNOYING PROBLEM, NOT something you think SHOULD be a problem.

Additional benefit: This step eliminates the problem of having to “convince” people to become interested in you’re promotional messages.


Step 2: Craft snapshot value proposition

Once you understand the big, nagging problem and have the solution in hand, you’ll need to craft a tangible, specific value proposition. This proposition needs to concisely explain what problem you resolve, who you help, who you DO NOT help, and also, what benefits one could expect to receive after working with you.

This value proposition would act as a magnet; once you deploy it, you would attract the initial attention of your target clients and drive away the people that are not fit for your service.


Step 3: Assemble Result Demonstration Device

The “Result Demonstration Device” is a short, snappy presentation that either..

A) demonstrates the solving of the big, burning problem.


B) demonstrates the solving of a sub-problem that makes up the “big burning problem”

This presentation backs up your claim about what you do, and should also educate your clients on the approach they can take for solving their problem.

Instead of making all these un-backed promises, educate the client on solution and provide examples of results. This prevents you from being seen as a spammer, or as an annoying “salesperson”.

You’re simply someone who’s providing demonstration of solving of a problem. Someone who’s an experienced problem solver so to speak.


Step 4: Deploy and syndicate Result Demonstration Device

The last step is more of a continuous “process”. Once you have your finalized Snapshot Value Proposition and Result Demonstration Device ready, you want to put them on display in all the places where your target clients are paying their attention.

Your Snapshot Value Proposition would first catch then attention of your target clients. They would proceed to check out your Result Demonstration Device and realize that have the key to solving their problem. From there, they would raise their hand and ask you for help.

Once all the above steps are implemented, you can sit back and let the prospects come knocking at your door!

Let’s take a look at a few case-studies and examples.


Case Study #1: Dance training for men

As you may know, I run an online dance training business that’s specialized in teaching guys 26-35 years old how to dance. We’re not talking about teaching these guys crazy breakdance moves or fancy Salsa routines here, but rather, easy dance steps for the night club, wedding or social functions.

This is one of my oldest businesses, and frankly, still my favorite.

At the time of writing, I have well over 500 paid students. Using the 4-SCAM framework, I never need to cold-email, pitch, spam and nag or use any of the traditional “lead gen techniques” to attract these clients to be and have them enroll in my course.

So let’s take a look and see how the 4-SCAM framework is utilized for this business:


Step 1: Identify client niche problem (Create solution for niche problem)

A little bit of background on the ideal client:
Unlike a few decades back, where guys can get away with not knowing how to dance, nowadays, when guys go to a social function, they’re almost EXPECTED to know a few dance moves.

Sure, some guys go to these social functions, get a few drinks in them and just go NUTS on the dance floor (And make a total fool out of themselves). But those guys are not my target market. Rather, my ideal client is typically the soft-spoken, self-conscious type that have nightmares of embarrassing themselves in public.

When these guys attend a party or social function, more than likely they’re riding the bar stool or standing in the shadows, gawking at the ladies like a psychopath.

If you’ve experienced something like this, then you know it makes you feel like the biggest LOSER in the world.

These guys KNOW that they can’t dance. Some of them have tried to learn through lessons or copying videos online, but typically, they realize that traditional dance lessons teach routines that are WAY too complex for them, and the dance moves they try to copy online are either too tacky, or too difficult for them to follow along.

The surface problem these guys face is that they don’t know any dance moves. But digging a bit further. Deep down, the big problem that these guys face is that the feel uncomfortable at social functions. They feel left out of the fun and ignored.

Niche problem: Feeling uncomfortable at social functions, left out of the fun and ignored


Step 2: Craft snapshot value proposition

After identifying the niche problem, the next step is to create this Snapshot Value Proposition (SVP). So I get to communicate clearly and concisely that I know their problem, I have the solution, and it was created SPECIFICALLY FOR THEM.

I have a few variations of this Snapshot Value Proposition that I use in my campaigns, but the core SVP is this:

Become comfortable on the dance floor, have fun and not look silly in 7 days or less — For guys only!

This SVP addresses the deeper problem of “feeling uncomfortable” and “having no confidence”. It also points out that the information is “for guys only” — implying that the moves taught won’t make them look feminine.

This SVP now serves as the “attention magnet” that catches the full attention of my target market.


Step 3: Assemble Result Demonstration Device (show the feature that gets them the benefit)

The Result Demonstration Device (RDD) helps educate the target market on how they get to solve the problem they’re experiencing, so they say to themselves

“Ahhhh, ooookay, finally, now I see how I can solve this problem of mine”

It’s sort of like revealing the MAP that shows the route they can take to go from where they are (experiencing problem) to where they want to be (resolving problem). In addition, it serves as “proof” for backing up your claims.

Over the years, I’ve created many RDDs for this business, but since “dance” is visual-based, my best RDDs have been in video form.

An example of my top-performing RDDs is a video of my explaining how the easiest way a guy can learn to dance is to learn 2 brain-dead, basic body movements and simply do combine them together.

See the video here:

Even though I’m not teaching them how to become “confident on the dance floor, have fun and not look silly”, this video debunks their limiting belief that they just can not learn to dance. They can also see how by learning 2 or 3 more moves like the one from the video, they could blend right into the dance floor at the next social function.


Step 4: Deploy and syndicate Result Demonstration Device

Once I’ve created the Result Demonstration Device, I was ready to put it up where my target clients are paying their attention!

When I first started, I knew people were looking for private dance teachers on Craigslist, so I would put the RDD onto Craigslist and sell in-person coaching. Men that are looking to learn how to dance would come across my RDD and immediately see how my advice works and how it could work for them. From there, they would contact me for more information on the in-person coaching.

(I’ve highlighted the “problem language” to show these are people from my target market)


After a few months of the in-person coaching, I created a digital video program that’s an alternative to my in-person training. I discovered that there were other dance teachers teaching basic dance moves on YouTube. Since their videos received a fair amount of views (50k — 200k), it was an indication that my target clients were also looking for this type of information on YouTube. I started producing more dance move training videos and I syndicated my RDD onto the YouTube platform.

In the description for my videos, I would invite the viewer to come to my website to learn how they can “Become comfortable on the dance floor, have fun and not look silly in 7 days or less — For guys only!”. On the website, I would offer my paid training program. Since my YouTube videos attract the clients to my website and my website sales page sold the program, I eliminated my physical teaching work completely.

3 year ago, I started my own blog platform and posted my RDD on my blog. This helped me expand my reach and get more exposure for my RDD.

At this point, I have the opportunity to syndicate my RDD even more. These are 3 more ideas:

Idea 1: Teach in person at local “dating skills for men” meetups



Idea 2: Syndicate RDD to Facebook groups like these:


Idea 3: Guitar forums

After running this business for a few years, I’ve gotten to know my target customer base quite well. It so happens that many of my customers are also guitarists. A few months ago, I offered my digital program to a group of guitarists. Dozens of these guitarists ended took up the offer.

So I know almost for sure that many guitarists or guitar-enthusiasts are looking to learn how to dance as well. In this case, I can go into any one (or all) of these forums and syndicate my RDD there.

Once I’ve deployed my RDD to these platforms, the motivated, qualified clients would contact me for more help. From there, I have the opportunity to either offer them more help through in-person coaching, or direct them to my website sales page.

Bottom line: If I want to expand my business and attract more clients, all I have to do is syndicate my RDD onto these other platforms and let the inquiries roll in.


Case Study #2: Book writing and self-publishing

Another part-time coaching gig I was running was guiding first-time, self-publishing non-fiction book writers through the process of writing and publish their own book on

Here’s how I used the framework for this gig:

Step 1: Identify client niche problem (Create solution for niche problem)

Through experience, I knew that aspiring writers have a HUGE list of fears, frustrations and problems when they’re trying to write their first book.

Here’s a list of the most common questions and problems:

  • Don’t know how to outline a nonfiction book
  • Running into writer’s block
  • Not confident about finishing the book after starting
  • Not knowing how to properly submit the book onto Amazon
  • Not knowing how to promote the book after it’s submitted
  • Not knowing how to combat competing books on the same topic
  • Fear of not being enough of an “expert” to write on the subject

If you read closely into these “problems”, you’ll realize that most of these problems stem from the “root problem” of the fear that nobody’s going to purchase their book after they’ve completed it. In other words, they’re afraid of writing a book that nobody buys and seeing all their hard work go to waste!


Step 2: Craft snapshot value proposition

With the understanding of the “root problem”, I went ahead to create the Snapshot Value Proposition. Again, I created a few variations of the SVP, but the general message of it is this:

How to package your existing knowledge into a high-value, self-selling non-fiction e-book


Step 3: Assemble Result Demonstration Device

To demonstrate proof and educate my target clients, I created a simple, 3-step book outlining technique that shows how anyone is capable of quickly turning their existing knowledge into a highly valuable book. This technique also practically guarantees their book to sell once it’s complete.

This is the technique:

These 3 steps help aspiring e-book writers see in their mind how they can write a book that’s almost guaranteed to sell. They can almost even see themselves sitting down at the computer and going through the steps in just a few days. This helps them remove the fear of spending a a million years writing a book that ends up not selling.

Step 4: Deploy and syndicate Result Demonstration Device

Typically, people that are considering of writing their own non-fiction Kindle books would stumble onto Kindle-discussion Facebook groups

I would post the RDD in these groups and welcome private message questions or to come to my website for more information.


I’ve elaborated on this technique, added additional tips and techniques on success for Kindle and created a YouTube tutorial on it.

Here are some of the results of prospective clients contacting me after seeing my posts and video.






These are a few more syndication opportunities I have:

  • Write posts elaborating on the process for subreddits related to self-publishing and writing.
  • Turn the technique into a short presentation and present at local Meetups related self-publishing and writing

EXAMPLE # 1: Wedding photo-perfect Bridal Body makeover weight-loss coaching

I love examples and demonstrations.. and I’m sure you do too! So let’s take a look at a prospective scenario of how I would use the 4-Scam framework for another topic. Say that I’m a weight-loss coach — a bridal-body weight-loss coach to be specific. My target market is to-be brides that are 8-10 weeks out from the big day.

This is how it would play out using the framework:

Step 1: Identify client niche problem (Create solution for niche problem)

There’s a set of “niche problems” that all brides-to be experience. Here are a few of the major ones that are always lingering on their minds:

  • Need to trim down 10-15lbs – Short on time hitting goal and having no room for trial n’ error
  • “Target areas” highlighted by dress (arms, shoulder, lower back) needs work
  • Need to get rid of “chicken wings” to avoid embarrassing bouquet toss

Bottom line: They’re facing a big challenge becoming tight, toned and picture-ready in time for he trip down the isle. They’re biggest fear is not being ready and turning out looking horrible in the wedding photos.

The solution for these problems would be:

  • Exercises for toning shoulders, back of arms (triceps) or lower back
  • “What to eat and what not to eat” reference sheet and meal plan — for losing weight healthily and not crash-dieting
  • Bi-weekly in-person or Skype coaching for keeping accountable and staying on track to reaching goal

Step 2: Craft snapshot value proposition

A typical, not-so-persuasion-savvy weight-loss coach would probably place their emphasize on “accountability”. While in this case, the bride-to-be is already highly-motivated to do anything to get the desired results . The real issue is knowing what to do so the “target areas” are addressed. Also, they need to absolutely make sure that they’re ready for the big day — with no exception.

A SVP that addresses all the niche problems would look something like this:

Tighten up target areas highlighted by your dress, look toned, healthy and picture-perfect — just in time for the trip down the isle


Step 3: Assemble Result Demonstration Device

Since there are a few different niche target problems, I would have the option for creating a few different RDDs.

I have the option of addressing the “need-to-work-on-areas-highlighted-by-wedding-dress” problem by creating a exercise reference sheet. This sheet would identify the “target areas” for certain styles of dress and prescribe exercises to do in accordance to each.

It would look something like this:

Option 2 is to create a sample low-carb diet food chart that lists out the food to eat and not to eat for losing weight — and simultaneously stay nourished and healthy.


Step 4: Deploy and syndicate Result Demonstration Device

Now to deploy the RDD, I would seek out online and offline communities like these:

“Just engaged” Subreddit

or Wedding-related forums

A post that I would create would look something like this:


Subject: Tightening up target areas highlighted by your dress

Hey ladies! Since the wedding season is coming around, in the last few weeks I’ve been seeing a TON of questions in regards to “tightening up” target areas highlighted by wedding dresses. (I’m a personal trainer btw)

I created a little reference sheet showing what exercises to do for the wedding dress you have. This way, you get to focus on the target areas and ensure that the body parts exposed look tight, toned and picture perfect — just in time for the walk down the isle.

If you have questions on this, or if you have a dress that’s not listed.. or if you have any weight-loss nutrition-related questions, feel free to inbox me.


Another opportunity I have for deploying my RDD is to get in contact with Meetup hosts that put on events for bride-to-be’s and offer to do a free demonstration. Since Meetup event hosts are always in need for fresh, new, in-demand material, the offer to present would be an easy win-win-win proposition. The host gets credit for featuring useful content, the audience learns useful information for solving their problem, I get the attention of the target market and demonstrate my problem solving abilities. For the in-person demonstration of the RDD, I would conclude with the same soft, call-to-action — to encourage any questions related to getting the perfect bridal-body.

I can further syndicate the RDD to Wedding conventions and perform a demonstration there.

The people that contact me with questions would obviously be motivated prospects that are about to get married. After answering their questions, it would be a seamless segue for me to offer in-person or Skype coaching to guide them through the preparation process that leads up to their big day.



4 Steps Client Attraction Method

Step 1: Identify client niche problem (Create solution for niche problem)

Step 2: Craft snapshot value proposition

Step 3: Assemble Result Demonstration Device

Step 4: Deploy and syndicate Result Demonstration Device


This Framework works by positioning yourself as the “problem solver” and providing proof of results up-front, instead of being the traditional salesperson who starts pitching right out the gate.

Follow the 4 steps as described, and open up the flood gate of motivated, qualified clients!

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