Joshua T. Osborne’s 6 Steps To Close System
Client Kickstarter is really built on the back of Josh’s Six Steps To Close prospecting and sales model. This system alone has helped over 3,000 agency owners find successful landing deals in the marketplace.
The system is laid out as such:
Step 1: Lines In The Water
According to Joshua Osborne, this is the part that 99% of people can never get right. Because they don’t even try to get started! They’re too fearful to fail. But Client Kickstarter makes the process of prospecting extremely easy because as you’ll see there’s no selling, it’s all built upon providing value up front.
There are many ways given to put lines in the water: cold calling, email marketing, group strategies, shout from the rooftops (aka people you know), and more.
Templates and scripts included!
You’ll even get training on how to use Gonzy to expedite this process and take 95% of the time-consuming work out of it!
The goal here is to use these methods of prospecting to land as many “Yes’s To Screencasts” as possible. Essentially you’re getting a business owner’s permission to provide them free value. Once you do, you move on to Step 2.
Step 2: Screencasting
A “Screencast” is a value-add video that is created to inform a business owner of what can be done to accelerate their marketing efforts.
This could be their website, an ad campaign, or just missed opportunities. You’ll also highlight what their competitor is doing and how much more business they’re getting than the prospect you’re bringing value to.
The goal here is to educate the prospect and give them enough of a taste to make them want more from you.
Step 3: Followup
The follow up is the most overlooked part in any sales pipeline, regardless of industry, but it’s where money is made.
Josh and Sean spend a lot of time coaching you through what a good follow up process looks like and why it’s so damn important.
Nice thing is you’ll also get training on how Gonzy can help you automate your entire follow up process so you don’t have to keep track of what messages to send when to all of your prospects, thanks to Gonzy’s easy to use messaging automations!
Step 4: Deep Dive
The Deep Dive is where you finally get to sit down and have a human-to-human, thoughtful conversation with the prospective business owner.
You’ll get to know their life, their desires, what’s holding them back, what they need vs what they want, etc.
Essentially, your objective is to learn everything about them that you need to build their scope of work, therefore delivering them an action plan to get them everything they’ve always wanted for their business.
It’s important to mention that there’s NO selling done on this call whatsoever. The only objective is to learn everything you can about their goals, desires and what they want and need.
Step 5: Scope of Work
This is basically your plan of attack to present to the client at the closing table.
Essentially, you’ll include everything in this Scope of Work (aka the proposal) that you’ll need to do to help your prospect achieve exactly what they told you they wanted in the Deep Dive.
This includes anything from keyword research, website builds, marketing funnels, landing pages, social media campaigns, and anything else in between!
You want to put together a plan that makes sense, but also show them how much you’re actually willing to do for them before heading into the Close.
Step 6: The Close
Once you’ve completed your Scope of Work, you’ll meet the prospect one last time to reveal your action plan to get them everything they’ve ever wanted in their business.
Of course at the very end, once you’ve made it clear how much value you’ll bring them, you’ll also reveal to them exactly how much this is going to cost in order to get the job done.
The beautiful thing about this is that you’re sharing the proposal with them in person (or over Zoom or Google Meet) so you’re able to handle any objections they may have.
But due to the way the Scope of Work and cost are tied together, the value just before the cost is hard to ignore!
Selecting Niches
Niche selection is one of the first major parts of the Client Kickstarter program that you will be introduced to.
Josh and Sean will show you exactly how to find good niches to target in your area or somewhere else around the country.
Of course, different industries come with all sorts of different challenges and levels of competition in the marketplace. So they spend a lot of time teaching you how to identify easy levels of competition when you’re just getting started.
For easy, quick wins!
Gonzy will also make this easier on you as it has a prospecting list generator tool built into it that will allow you to enter a niche and location, before spitting out a list of tens or hundreds of businesses in the area that offer the service you’re looking to prospect.
Furthermore, you’ll be able to see at a glance who is spending money on ads, who has social profiles, GBPs, among other information that can be critical to your prospecting efforts.
And all of it will be presented within a matter of a few clicks.
Set Up For Success With An Agency Site
This is the first real hands on section of the program. Inside you’ll learn web development by building your agency site for your new marketing agency!
Don’t worry! Everything is taught on Snapps which is a website builder that’s been built for people who know nothing about website builders (lol). Everything is completely drag and drop. If you know how to turn on a computer, you’ll be fine.
The reasoning for setting up your agency website is so that you have social proof to show your skills when prospecting! Wouldn’t make sense to offer a website to a business when you don’t even have a website yourself, would it?
Here you’ll also be able to list out all of the services that you’ll provide. Eventually in the program you’ll learn how to rank that website in Google so you can have prospects coming to you!
Quick Launch To Google Business Profiles
Immediately after launching your new agency website, you’ll set up your first Google Business Profile (GBP for short).
The GBP is that map pack lookin’ thing at the top of your search results? It shows what businesses are nearby depending on what you search for. Often has reviews with stars? Yep, that one.
You’ll get one of those set up and optimized for your own business. GBP’s bring a lot of customers to businesses so it’s important to have an understanding of that early on.
And then, you’ll learn how to rank that GBP in the top 3 of that “Map Pack.”
Getting Started With Gonzy
Your introduction to Gonzy begins here. Gonzy is a prospecting, sales and client fulfillment software created by agency owners, for agency owners.
The three parts of Gonzy that really come into play in Client Kickstarter are Pipelines, Automations and Onboarding / Client Management.
Pipelines
The Pipelines are one of the most noteworthy features that Gonzy has to offer, let alone what’s within Client Kickstarter.
With Pipelines you’ll be able to create custom sales pipelines based on what prospects you want there (could be by niche, city, etc). Furthermore, you’ll be able to assign team members (if you have any) to the pipelines for them to work exclusively.
It’s a simple, drag and drop set up that allows you to move your prospects through each of the Six Steps To Close, as needed.
Automations
Having a simple, drag and drop sales pipeline is amazing. But having automations just a click away for parts of the Six Steps is game changing.
The standout to me was the follow up automations. Any business owner will tell you that the easiest part of any sales process to drop the ball on is in the follow up. It isn’t sexy and it isn’t necessarily fun.
With Gonzy you’re able to automate your follow up throughout the entire sales process.
Need to send a screencast follow up to Prospect X in 3 days? Done.
Want to send an additional email to Prospect Y in 4 days to congratulate them on being voted best in the area for their service? Done.
The automation capabilities within Gonzy are game changers for marketing agency owners, because they allow you to do the mundane, but important things consistently.
Onboarding & Managing Your Clients
The transition between the sales side of Gonzy and the onboarding side of Gonzy couldn’t be more seamless.
Simply move your prospect from the sales side to the client fulfillment side with the click of a button.
With Gonzy, you’ll receive invoice templates and be able to bill your prospect immediately from within your account using Gonzy’s Stripe integration. Easily manage billing for individual clients right in your Gonzy dashboard.
After onboarding, the Client Fulfillment side of Gonzy will open. Inside you’ll be able to set up tasks for the given project, assign specific team members to different to-do objectives, etc.
You’ll have a one-stop-shop for workflow management on a client’s project from start to finish.
Not to mention the ability to communicate with your entire team on parts of the project until completion. All while keeping the lines of communication contained to the particular client.
Organized, effective communication.
Gonzy gives you the ability to easily onboard and maintain client projects for the lifetime of any client.
Conclusion
At the end of the day, Client Kickstarter is what any beginning marketing agency owner needs to have a successful liftoff.
Josh Osborne and Sean Kochel have been doing this for years and they’ve helped over 3,000 students build successful marketing agencies, most of those with no experience before starting with this system.
The combination of the Six Steps To Close system, website building, GBP optimization and Gonzy are an overwhelming amount of value to be honest. And I mean overwhelming in a good way.
But, I guess we shouldn’t expect anything less from guys that built an entire sales system around providing value to their prospects before anything else.
