Ultimate Guide to Getting Clients

Step-by-step instruction on ads that get customers

Here’s everything you need to know about getting customers, that’s done specifically through advertising. Not brand building - not “marketing”, this is the…

Super guide on how to attract your perfect customers.

There’s ungodly amounts of clutter you find on the internet about advertising, and most of that stuff is “the basics”. The basics can only get you so far - it’s like learning Karate to fight a grizzly bear, doesn’t end well.

That’s why we’ll cover both fundamentals AND the advanced advertising strategies that gets customers. 

And if you’re wondering will this work for your specific business… Yes. This works for any business. Any industry. 

So if you have a seat belt, buckle up! This will change how you get customers for the better.

Apply the 3 Ms to Get More Customers

Easiest way to get people to say yes? Talk to the right people. That makes it 100 times easier to sell stuff. 

Imagine trying to sell an A5 Wagyu luxury steak to a life-long dedicated vegan. You’d probably be better off selling to someone that buys steak on a weekly basis.

That’s why the first M is Market, it’s “who are we talking to”. 

Think of your perfect customer. If you’re selling shoes, probably not someone without feet. Selling wedding dresses? Probably not big burly biker dudes with Harley Davidsons. 

Be as specific as possible, what are their pain points, how old are they, what gender, what would motivate them to take an action.

Find out exactly who you're talking to. Understanding this lets you present your product or service as the solutions to your customer’s problems.

For example, a wrong marketing message could be “Are you a vegan? We made a steak menu just for you!” 

Right message: “Looking for a fine dining steak dinner? We provide an exclusive steak menu perfect for your special night”.

Message is “what do we say to make people take action”. Simple principle. Your message has to be crystal clear. 

Cuts through the jargon like a chainsaw serial killer at a balloon festival. Keep it concise, and straight to the point. Why? Because a confused customer does the worst thing possible… nothing. 

“This product will inevitably elevate and boost your client acquisition process, skyrocketing your profits”. What’s this talking about? 

“How we generated and converted leads in half the time - here’s how you can too.” That makes more sense, cuts through the clutter.

And the most important principle? It’s the world’s most famous radio station… WIIFM. Stands for “What’s In It For Me?” Your message has to answer that question for your audience. How does your product or service benefit them?

Medium is “how do we reach these people?”. Where do we say our message? Would it make sense to talk to them through Instagram or direct mail? 

Google Ads or Meta Ads, or both? Email or phone call? Very simple concept. Find out where your market is hanging out, and reverse engineer to reach them. 

The 3 Step Ad Formula that SELLS

Principle 1: Headline Makes or Breaks Your Ads. I once saw a headline in an ad from a real estate agent. 

“In For a Dime”. Didn’t do very well. Why? Because no one understands it and makes it past the headline.

Headlines should be able to stand for themselves. Ask yourself: Would I get calls if a prospect only sees the headline. Needs to answer “What’s in It For Me?”. 

“Your Home Sold 10% Higher Than Market Price… or We Pay You $500”.

Principle 2: Why Unique Offers SELL. Your message needs to answer this crucial question from your prospects. “Why should I do business with you, instead of a competitor, or instead of doing nothing at all.”

Very common ones are discounts (it’s the worst way of doing that), offering something free for a client, something that increases the value of what you offer. 

Example: “Your Car Washed in 15 Minutes, or Your Money Back” or 

“Broken Fridge? Book a Maintenance Now and Get 12 Months Free Repair Warranty”.

Principle 3: Tell Them EXACTLY What to Do

I looked at ads of business owners. A simple, yet effective way of getting more responses is telling people what to do at the end of every ad. 

Having a Call To Action lets the prospect say “yes” as easily as possible. Worst way of doing that? 

“Our Fridge is the Coolest,” Doesn’t tell the prospect anything. “If you’d like to know the fridge that fits your home… fill out this quick form. We’ll get in touch with you within 24 hours.”

It’s very easy, simple, and effective. You’d be surprised how much this gets people to call you and say yes to your stuff.

How to Make Ads that SELL BETTER

We test. We test. We test. Test until they BUY or die. Testing ads against each other is the golden goose that never stops laying eggs. 

You test every audience. Every headline. Every message. This is called A/B Split Testing.

Does running a campaign with an image get more customers than a video? 

Who responds more from the ad, business owners or sole proprietorships? Male or female? You can select different aspects to test depending on where you run ads. 

We save the best for last. Something called Retargeting.

It’s rarely used by businesses, and it still is… and will forever be one of the most powerful forms of advertising discovered by mankind.

Imagine you sell something. Out of 100,000 people, only 5,000 are interested in your offers. 

Average CPM of Meta is $7, so it’ll cost you $700 to reach 100,000 people, and only 5,000 bought. If you want to reach another group of 5,000 interested people, it’ll cost you $700. 

But now, retargeting campaigns lets you reach people who already clicked on your stuff before! Watched 25% of your videos, clicked on your website, opened a form but didn’t fill out, etc. 

These people showed interest, so reaching them gives you a massive boost in conversions. 

You can run a “retargeting” campaign, to show your stuff to people who previously clicked. Assuming that's the 5,000 people. That’ll cost $35 instead of $700. Huge difference. 

Quick Summary: 

• Ads that sell has 3 Ms

  • Market: Who we’re talking to

  • Message: What we say to get them to take action

  • Medium: How we reach them

• How to write ads: 

  • Headline: Grab their attention

  • Offer: Something that makes them say “yes”

  • CTA: Tell them to do something

• A/B split test: testing ads against each other to find what works

• Retargeting: showing your stuff to people who were interested. 

Talk soon, 

Chayawee Mala

P.S. Want to get a free marketing analysis? We'll analyze your marketing strategy for free. No cost. No I'm not going to twist you arm into buying.

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