189: Three Sales Calls In Three Days

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Referrals feel amazing until they slow down, and suddenly your calendar looks emptier than it should. We’re talking to the solo consultants who are great at delivery but stuck in the messy middle: subcontracting too much, relying on past coworkers for leads, and realizing you never had to learn sales because “pre-trust” used to do the heavy lifting.

We walk through the Three Days to Three Sales Call Challenge and the simple idea underneath it: install three systems that create conversations, then turn those conversations into sales. Day one is Referrals on Repeat, a referral marketing system to restart warm introductions from partners and past connections. Day two is Niche Networker, a lead generation approach that leverages niche communities like Slack groups and Circle spaces so you can fill your sales pipeline with connection calls fast. Day three is Fast Cash, our sales conversion script for moving from casual talk to clear offers, including how gateway offers can lead naturally into your core retainer or multi-month work.

We also break down a mindset shift that makes sales feel lighter: sales is just math. If you want more revenue, you increase the inputs you can control like referral messages, intros, and calls booked and you track the conversion points instead of guessing. You’ll leave with concrete pre-challenge steps, including writing a trigger statement, listing 15 warm contacts, and committing to a calls goal inside the community.

If you’re ready to build a sustainable consulting marketing system without burning out, hit play, share this with a friend who needs it, and subscribe so you don’t miss what’s next. If it helps, leave a review and tell us: which system are you installing first?

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Episode Transcript

Speaker 3 (00:01):
Welcome to the Tiny Marketing Podcast.
I'm Sara Noren Block, and thisshow is made for solo
consultants who wanna get bookedout without burning out.
If you've ever thought,"I justwant this to feel easier,"
you're not alone.
Around here, we focus on simple,sustainable growth that actually
fits into your life, so growthfeels doable instead of

(00:21):
overwhelming.

Sarah Noel Block (00:23):
Hey, it's Sarah Noel Block, and welcome to
the Three Days to Three SalesCall Challenge.
This challenge kicks off onMonday, May 18th, and there is
still time to join.
I am so excited to have you herelet's get into it.

Speaker (00:35):
Hello.
Welcome.
This is a pre-message for thechallenge that is starting on
Monday.
I'm so excited to be doing thiswith all of you.
This is the Three Days to ThreeSales Call Challenge.
So I'm gonna get into thepre-challenge content so you can

(00:59):
set some goals and get excitedfor what's about to happen next
week.
For everyone who is new here, Iam Sarah Noel Block.
I'm the founder of TinyMarketing, the creator of Booked
Out in Six, and the host of thischallenge.
We're-- we are going to bookthree sales calls in three days

(01:20):
with three simple systems.
If you see this QR code rightabove me, that will get you a
link to be able to book a BookedOut Blueprint for three
ninety-seven.
The normal price is seven fifty,and that is the offer where we
will actually build out yourcomplete system together in a

(01:44):
hour-long session.
You get a documented version ofwhat your Booked Out Blueprint
looks like, and then we candecide if you wanna move forward
into Booked Out in Six or if youwanna execute it on your own.
It is completely up to you.
But this three hundred andfifty-three dollar discount is
only available during thechallenge, so if you want to get

(02:06):
that discount, it's that QRright there.
So let's get into what to expectduring the challenge and set
some goals for the next coupleof days.
This is coming out on a Friday,so you're gonna have the weekend
to be able to choose your goalsand share them with the
community.
All right.

(02:26):
So day one is Referrals onRepeat.
This is where we build a systemaround getting more referrals,
which are the hottest leadsbecause they come pre-qualified
and with pre-trust.
Day two is Niche Networker.
This is where we're bringing innew leads and filling our sales

(02:47):
pipeline with connection calls.
And then day three is Fast Cash.
That is where we are actuallygoing into sales scripts that
can close deals faster.
So get ready to book calls, makemoney, and have fun doing it.
Let's kick off thispre-challenge.

(03:07):
Okay.
So the problem that you'rehaving right now, you are
probably in like the two tothree year mark for your
business So at that point,referrals have slowed down.
There's no consistent leadgeneration system because you

(03:27):
are likely relying on thosereferrals.
you are also relying on pastrelationships, old employers,
past coworkers, people that werelike,"Oh, he or she has a new
business, and I wanna supportthem.
I'm gonna, toss some leads theirway." But eventually, that dries

(03:47):
out.
The subcontracting gets old.
Right?
At the, like one to two-yearmark, You are also likely doing
a lot of subcontracting, wheremore established consultants or
more established fractionals,agencies, they are doing the
marketing and the selling, andyou're doing the delivery work

(04:10):
as a subcontractor, but it getsold, doesn't it?
They are taking a cut ofeverything that you do, and
you're not making the incomethat you h- that you can, the
potential that you have.
So you don't have a leadgeneration system, and it's time
to build one.
And then last, you haveunpredictable sales conversions.

(04:30):
You really didn't have to sellthat much before because people
were coming in throughreferrals, so they came in
pre-trusting you.
Someone else trusted you, nowyou get that transference of
trust.
Or that agency, that consultant,that fractional was giving you

(04:51):
business for the deliverablesthat they didn't wanna deliver
themselves.
Or it was your past coworkers oremployers that already trusted
you, knew your work was awesome,so they're like,"Yeah, why
wouldn't I work with you?" Youdidn't have to sell, so you
never learned those salesskills, and there is n- not...

(05:12):
Like, that is normal, so don'tfeel bad that that is your
situation because that iscompletely normal, and that was
me too.
That was me for a long freakingtime, and one day those
referrals dried up.
Those leads that were coming infrom past employers and

(05:33):
coworkers dried up.
I got tired of taking 40% of thepay and the agency or contractor
or whoever was getting 60% whenI was doing all of the work.
It all got old, but I didn'tknow how to build a sales
pipeline, and I didn't know howto convert because I never had

(05:54):
to learn those skills.
I was good at what I did, and Ithought I could build a business
based off of that.
But you don't have a businessuntil you learn these skills.
Instead, you are contracting,and- That just doesn't last
forever.
It's just the life cycle of aconsulting business.

(06:18):
But that's okay.
All of that is okay because weare going to build the systems
for you during these next threedays.
So random referrals are not asystem.
You don't need more ideas.
You don't need to test a lot ofmarketing.
And what you do need is a simplesystem that creates con-

(06:40):
conversations because if you area solo consultant, and you
likely are if you've joined thist- this challenge, conversations
are what convert, and that iswhat we're really going to focus
on is how do we find the peoplethat are raising their hand,

(07:01):
have those signals they needyour service now, and how do we
have those conversations withthem, build a relationship with
them, and convert them as fastas possible?
That's what we're learning.
So these are the systems thatwe're focusing on for the next
three days, Monday, Tuesday, andWednesday.

(07:25):
One is Referrals on Repeatsystem.
So this system will work whenyour referrals have it'll work
anytime really, but it workswhen your referrals have dried
up, and you're like,"Okay, howdo I turn this back on?
How do I get those referralsagain?" This will do it for you.
So that's the first system we'regoing to do because it's the

(07:49):
warmest.
This will allow you to turn backon those referrals from partners
that were giving you referralsbefore.
And with each one of thesesystems, each one of these days,
you're gonna get some simpletasks to do that day, and those
tasks will lead to sales calls.

(08:10):
Day two is Niche Networkersystem.
So the Niche Networker system isleveraging those warm pools that
already exist on the internetwhere your ideal customer or
your ideal referral partner ishanging out.
They could be in Slack groups.
They can be in Circle groups.
What I want you to do over thenext couple of days is to ask

(08:34):
around what communities should Ibe part of if you aren't part of
any now.
And on day two, I will show youthe system to leverage those
niche communities, but I willalso give you a hack that you
can do to be able to connectreally quickly to a lot of your

(08:56):
ideal customers at onceleveraging niche networking.
Okay?
Okay.
So you'll have a long-termstrategy, and you'll have a
short-term strategy, so you canget it done within the next few
days Day three is the fast cashsystem.
So this is my...
This is what I have named mysales conversion system.

(09:16):
This is basically the scriptthat you can use to be able to
turn casual conversations intosales conversations.
It's also the script that youwould want to use when you are
converting gateway offers, whichis your easy entry offer that
everyone should have, into aupgrade offer, which is your

(09:38):
core offer.
So I'm gonna talk more aboutgateway offers later in this
week, but just to give you aheads-up, people who have joined
this challenge are also invitedto a gateway offer incubator
that will start in June, wherewe will build and launch and

(10:01):
sell your gateway offer andleverage the strategies that
we're learning here today.
So keep an eye out for thatbecause I think that that would
be the next valuable step foryou.
Once you understand thesesystems and you've built them,
you need to have the right entryoffer to get people to say yes

(10:22):
fast.
They need to say,"Yeah, why nottry that?" kind of offer in
order to move them into thatlarger retainer multi-month
project, that kind of thing.
You need an entry point first.
Okay, beauties.
So how does this work?
Oop, let me move that.

(10:44):
this is a three-day challenge,so each day you're gonna install
one system.
each system createsconversations, so that's our
goal, is to have as manyconversations as we can over
these three days, and talk toeach other too.
There's a community.
And then the third thing we'regoing to do is turn those
conversation into sales.

(11:07):
So install each system, createconversations, and then turn
those conversations into salesconversations.
This is going to work really,really well.
This is how I keep my own offersfilled, and I'm excited to share
it all with you.
Okay, so the first thing that Iwant you to understand is sales

(11:32):
are just math.
It's that simple.
So let's look at just a simpleversion of what this looks like.
Let's say during day one Yousign, you send 15 referral
messages.
You send 15 messages to peoplewho have maybe referred you in
the past or could be goodconnections going forward.

(11:55):
They would make potential goodreferral partners.
You send 15 messages for that.
Out of those 15, three to fiveof them send you a three-way
intro with someone else who theythink would be a good connection
for you.
Okay, so we have three to fivethree-way emails introducing you

(12:15):
to a new person.
All right, next up, how many ofthose three to five
introductions lead to aconversation?
I'll be honest, most of the timethey convert to at least a
conversation, so l- the mostlikely is 100% of them move
forward.
So we're gonna say two of thoseemails turn into a connection

(12:38):
call.
Awesome.
Okay.
So from those two connectioncalls that you had, then during
those calls, one of those peoplegave you a signal that they need
the offer that you sell.
So they have...
They're a hand-raiser, and thatconversation turns into a sale.

(13:00):
So you get one salesconversation from that.
So let's say you have a$5,000core offer, just to make things
simple.
And so that one call leads to$5,000.
So what does that mean?

(13:21):
That means if you want to sell15,000 this week during this
challenge, then you would wantto triple the number of referral
messages going out.
Your goal is to get nine emailintroductions during this week
to be able to sell 15,000 fromthis challenge.

(13:44):
So let's just, do the math.
It feels, it feels personalbecause money is personal.
Money equals security.
Money equals safety.
So even though it's just math,it feels very personal, but it
is just math.

(14:04):
So if you're not getting theresults that you need to live
the life that you want to,increase the input, meaning
increase the number of messagesyou're sending to get referral
partners or to get connectioncalls.
So how many calls do you want tobook?

(14:26):
Post your goal in the communityand publicly commit to it.
I would love for you to do that,and you are going to get this
video via email, but you're alsogonna get this video inside of
the community.
So I'm gonna link directly tothat community so you can share

(14:46):
how many calls you wanna book.
Okay, your pre-challenge action.
Write your trigger statement.
So what is one thing that aclient is going through when
they need to work with you?
List 15 warm contacts, so peoplethat you have gone to events

(15:08):
with, people you share acommunity with, people you are
first-degree connections with onLinkedIn, and then post your
intro in the community inHeartbeat.
Again, I will link that inthis...
the email that you'll receivethis in.
So that's what I want you to do.
Write your trigger statement.

(15:30):
What is a prospect going throughwhen they need to work with you?
List 15 warm contacts that youare going to reach out to
throughout this challenge, andpost your intro in the community
to be able to say hi andwelcome.
Okay, so we will stop right here'cause this is Monday's content.

(15:54):
But again, I wanted to say big,big, big thank you for joining
this challenge.
I'm so excited to have you thisweek.
This is a little welcome for thepre-challenge.
Today is Friday.
That gives you the weekend tofigure out how many connection
calls you want to book duringthis challenge, and post that in

(16:18):
the community.
All right, I will see you onMonday.

Speaker 2 (16:22):
If this episode made things feel a little more
doable, I'd love to help youtake the next step with the
Booked Out Blueprint.
It's a practical, low-pressuresession to clarify your offers,
your marketing, and whatactually moves the needle.
You can book yours through thelink in the show notes.
You don't have to figure it out
alone.