The Double Diamond Method To Acquire New Clients
6 Genuine Tactics by Marketing Expert, Trey Cockrum
Cold-calling. Cold-Email. Door-to-door Sales. Instagram DMs.
These are just some of the countless ways I tried reaching out to Clients when starting out. The common advice was to hustle, “Every NO and rejection you get is one step closer to Yes.”
I’ll admit that cold outreach works, but it’s not the smartest option
So, I searched the web and sought answers on the best way for Outreach. I’ll save you the time of watching countless YouTube videos and blogs — Mostly, you will find repeated content saying that cold-email is the #1 method. But is it?
One of the YouTube videos that I came across was from a guy who claims to have a system where you receive clients at will…
It made me skeptical, to be honest. Why? It was when I was watching one of his videos, Trey introduced a method I never heard about, “Double Diamond Method”
Where instead of emailing, cold-calling, or sending loom videos one-by-one. You position yourself instead as an authority, by creating a warm-lead post to attract clients who already need your service.
Now, I have fallen to prey to so-called ‘experts’ who claim you need to purchase their Secret Method. I bought their course and found out that their method is actually common, one that you can easily look up on the internet, just changed into a different name to make it an easy sell. A sugar-coated mask to make you buy.
But upon studying over what Trey Cockrum is showing I realized that I might have judged too hastily.
If you’re like me, I always dreamed of having an Inbound Lead — where clients reach out because they see you as an expert in your industry. But what if you are just starting out with no testimonials, will this also work?
This is why in this article I’ll share you the Double Diamond Method:
- How to get the attention of your clients
- Why Motivation drives clients to take action
- What makes clients choose to work with you VS. other competitors
- The only reason why your clients won’t buy from you
- Next Steps: How to apply the Double Diamond Method to your business
- BONUS: How to create Unlimited Content forever
The Double Diamond Method In Order To Attract Clients
The Double Diamond Method is a process identifying pain points, using it to communicate with your ideal clients and turn them into buyers.
I won’t bore you with the unnecessary details but will get straight-to-the-point on how this can help you acquire new clients.
This is the single method on How to attract clients consistently (not luck). Your calendar will be fully-booked unlike your previous experiences of only having 1–2 Meetings a week
For this method, we start from the top until we reach the bottom. We start with the letter 3 (P) at the top. These are your 3 Pain Points.
1. How to get the attention of your clients
This is what hooks your clients. It’s what catches their attention and makes sure you are relevant in their eyes. Highlight the problems that they are facing right now and position yourself as the person who can help them.
Let’s take an example of the 3 most common pain point a Consultant or Agency Owner faces
1. It’s hard to get new clients
2. Clients have low retention rate and don’t
3. Your clients aren’t willing to pay you high enough
After figuring out what your client’s pain points are, we cross the Motivation line with the letter (M)
2. Why Motivation drives clients to take action
When you reach out and address a client’s pain points, they are now motivated to make a change. They are hyper-active that drive us to do anything just to solve our problem. This state compels us to buy products that solve our perceived problem.
A real-life example is a consultant who is charging $30,000 per month for his coaching package. Yes, I understand that it’s a lot of money but if you take into consideration that he has only 2 clients on it, the situation gets tricky. Why? Because if one of his clients cancels, the consultant then loses half of his income, immediately.
In that situation then, the consultant is then Motivated (M) to make sure his clients stay longer and find a reliable way to get new clients. You now have driven him to a point that he wants to take action — that’ Motivation (M)
So, you already know that your client is in pain and is ready to take action. Who will they buy from? Will they buy from you?
3. What Makes Clients Choose To Work With You VS. Other Competitors
Congratulations! You made it halfway through the article. Before we proceed let’s review the (P) Pain Points earlier since this is important for you to understand the next part (B) Beliefs
The common (P) Pain Points of Consultants and Agency Owners:
- It’s hard to get new clients
- Clients have a low retention rate and don’t
- Your Clients aren’t willing to pay you high enough
Now, in order to make clients choose to work with you over your competition is by showing them beliefs.
Clients need to believe that by working with you:
1. They need someone to solve their pain points
2. You are that person who will give them great results
3. If they don’t implement this, it will hurt their business in the long run
Once they believe that only by working with you, that their problems will decrease, then they are now Buyer Capable which leads us to the last symbol,
4. The Only Reason Why Your Clients Won’t Buy From You
Now, we already reached the point where you showed them their pain point, they have the motivation to take action because of it, you show them the belief that you are the perfect person for the job, and now you make the sale. Buyer Capable shows that your clients are now ready to buy.
The remaining steps you will take are to present your clients with a good offer. There would be absolutely NO reason they would reject it. The only reason that they won’t buy from you is…
They don’t have money
Most of the time that is also an excuse and not the main reason. You see, clients have access to credit, they can borrow money but instead choose not to. If that’s the case then you haven’t sold them enough that your product or service is worth the cost.
You won’t get a rejection saying, “This won’t work,” The rejection for Double Diamond Method is always about the money. Of course, there is the caveat that you have experience under your belt on sales.
5. Next Steps: How to Apply the Double Diamond Method to Your Business
You have already read and studied the Double Diamond Method. It’s now time to see how this can apply to your Consulting or Agency.
Instead of sending loom videos or cold-email one-by-one. We will reach the hottest and most likely to buy prospects.
This is by simply creating a post. The platform doesn’t matter. It is not a big deal if you posted whether on LinkedIn, Twitter or Facebook Groups. What matters is making sure that you deliver the right message.
What’s your message? You already know what the post should contain:
Pain point → Motivation → Belief → Buyer Capable
Here’s the example that I took from one of the Facebook Ads Groups:
I removed the name for privacy purposes. I’ll admit that the image still needs a pretty good job of blurring the names and their copy is not the best, but the post still provides value which should be your goal. You don’t want to come off as salesy to prevent the Administrators of the group to kick you off. Post something of value but at the same time integrating the Double Diamond Method
Some tips on what to write on your post are specific. Be granular and on-point on your numbers and dates. Don’t just say “we generated $70,000 for our client in 6 months” instead, “We tested different copies and creatives. We leverage [insert strategy] and we’re able to generate [insert real $ amount] ”
Quote your failure, experiences, and learnings all the way. Don’t keep it too broad because that’s what everyone does. By being specific, you reflect clients that you are an expert on what you are doing.
6. BONUS: How To Create Unlimited Content Forever
From the 3 Pain Points, you can branch out to different contents from there. If we take one of the pain points, “it’s hard to get high-ticket clients” the branches are:
- The #1 Key To Attracting High-End Clients For Your Business
- REVEALED: How to Sell 5 “High-Ticket Clients” in 90 days at $5,000 PER Client!
- How to get high ticket consulting clients even if nobody knows who you are in 2020
These are just some of the titles that I grabbed from YouTube. They have different titles from different YouTube channels but they address one common pain point, the problem of not knowing how to get high-ticket clients.
Okay, so by now you should already know how important pain points are, not only to attract attention but also to generate content. So grab a pen and paper and start writing down! Rinse and repeat this to your remaining (P) 2 more Pain Points and your (B) 3 Beliefs.
Executing the Double Diamond Method:
If you took any of these tips from Trey Cockrum and used them today, you can start seeing results. Having a fully-booked calendar just takes consistency and practice.
And this is just the start. There are even more ways to improve your quality of inbound leads & proper management of growing your business.
If you are an Agency, Coaching, or Consulting Business. And you see that there is a lot more room for growth for your business — find someone who has already done it, and has successfully helped other people. Learn from them.
Trey Cockrum has already built an ROI machine for his clients and as a result, he is one of the sought after experts in the Marketing Industry. He is highly paid for his consulting calls but you can learn through him for free. Trey regularly shares advice and golden nuggets on his YouTube videos.
Check out Trey Cockrum’s YouTube Channel
Watch on YouTube, no-obligation, learn for free
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Note: This is not a paid-for or sponsored post. I am not affiliated with Trey Cockrum.
About the Author:
Jed Silverlake is a brand journalist & storyteller who has written articles of Fortune 1000 companies & private clients. He specialized in writing brand stories of E-commerce Business, Influencers, Consultants & Coaches. For more content similar to his, you can follow his Medium profile.
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