Inside the Get Clients Challenge: Offers, Outreach, Sales and Delivery

When my partners and I put together the Get Clients Challenge, we wanted to connect the work an agency owner has to do: decide what to sell, contact the right people, handle the sales conversation and deliver the service. The sessions followed that sequence, with funnels and content bringing the pieces together at the end.

Random tactics were the problem I was addressing. Trying another outreach script does not answer what you should sell, and signing a client creates another problem if you cannot fulfill the work. This is the curriculum I described in the original recording, rather than a new set of promises about what a participant will achieve.

Start with an offer that makes sense to cold traffic

I taught the offer class. Before asking someone unfamiliar with your business to take a call, I wanted the offer itself to make sense to that person. The class compared examples of offers that were working with ones that were not, then covered how to construct and differentiate an offer.

Case study flywheels were part of that work too. I included actual offer examples, with headlines, value propositions and websites, so the discussion could get beyond an abstract description of what makes an offer appealing. Those examples belonged to the period of the recording.

Give outreach its own job

Christian handled client outreach: how to contact people and get responses. The outline included offer framing, done-for-you lead magnets, the Dream 100 strategy and Loom video pitches. The class treated getting a response as a part of the process worth working on directly.

We also included outreach scripts as working material. I wanted people to leave with something they could use while doing the outreach, alongside the explanation of the approach.

Make the sales conversation a separate skill

Dan Crowley taught the sales class. The questions were practical: what do you say on the call, how do you speak to an experienced business owner, and how do you handle objections without depending on a memorized script?

The outline also covered how to make the value of the service clear and how to follow up on lost deals. The materials included a sales tracking dashboard, follow-up templates and sales script worksheets. Booking a call was only one part of the work; the conversation and the follow-up had their own place in the sequence.

Build delivery around the client experience

Andre, my COO, handled fulfillment, operations and systems. The cycle we wanted to break was signing clients, getting overwhelmed with delivery, stopping the marketing and then having to restart the search for clients.

The class began with the client experience after signing: onboarding, buyer confidence and what happens immediately after someone becomes a customer. From there, the outline moved into delegation and building fulfillment systems that did not rely entirely on the founder.

The supporting materials were a client onboarding checklist, a fulfillment and project tracker, and a hiring scorecard with an interview process. Each addressed a different part of getting the work organized and bringing another person into delivery.

Connect funnels and content to the rest of the business

I returned for the final class on funnels, content and scale operations. The outline connected client attraction with the systems behind it: an organic traffic machine, email sequences, lead flow and the operations needed to support growth.

I also described email and content creation tools trained on my own material as part of the take-home resources for that challenge. Their role in the outline was to help with email flows and content ideas.

Work through the sequence while doing the work

I described the challenge as tactical information, with homework to do as it progressed. The point was to follow the sequence while working on the business, instead of collecting another set of ideas and leaving the execution until later.

Adapted by Client Ascension with AI assistance from Daniel Fazio's lesson. The first-person narrative follows the source speaker’s account. Watch the original video