June 8, 2025 • 41 mins
Ever wondered why some service providers stay consistently booked while others struggle through feast-or-famine cycles? The answer lies not in luck or natural charisma, but in systematized client acquisition funnels that work specifically for one-to-one service businesses.
In this revealing masterclass, I pull back the curtain on the four client acquisition funnels that have transformed my business and those of my clients. After experiencing a booming first half of the year followed by crickets in Q3, I discovered that what I had attributed to "natural momentum" was actually a system working behind the scenes. When I stopped implementing these funnels, my pipeline dried up within 90 days—teaching me the valuable lesson that what you do today directly impacts your business a quarter from now.
You'll discover how to implement the End of Year Biz Dev Blitz that capitalizes on Q4 planning cycles, the Mic to Money content strategy that turns passive listeners into active leads, LinkedIn Magic for identifying and connecting with warm prospects, and the Niche Networker daily habit that keeps you top of mind with potential clients. I also reveal my companion Gateway Funnel strategy that makes it easy for prospects to say "yes" to working with you, plus proven nurturing sequences for those who don't convert immediately.
What makes these funnels unique is their focus on relationship-building at scale—the foundation of successful one-to-one services. Unlike most marketing advice that's designed for course creators or product businesses, these strategies are specifically crafted for service providers who need to establish trust before making a sale. The proof? I recently generated a $170,000 pipeline in just 10 days using these exact methods.
Ready to transform your client acquisition process from unpredictable to systematized? This episode gives you the exact roadmap to keep your client roster full year-round without relying on expensive ads or unpredictable referrals. Grab a notebook—you'll want to implement these strategies right away.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:01):
Welcome to Tiny Marketing.
This is episode 140, where I amsharing my live training on
four funnels to book moreone-to-one clients.
Enjoy, we have about a third ofthe people who are signed up
(00:21):
now.
Hey, christy.
Hey, matt Ben, you've been tomy events before.
How are you?
All right?
I'm going to get started.
We have a good chunk of peoplewho are now here.
Sharon, hi, all right, I amgoing to share my screen.
(00:42):
Here it is, and we're going toget started on the four funnels
to book out your one-to-oneoffers.
This is going to be juicy Now.
Hey, peter, if you saw my posttoday on LinkedIn, then you got
(01:05):
a little taste of what I'll betalking about today, and let's
get into it, since we only have30 minutes.
It's a quick and dirty, tinymasterclass.
All right, who am I?
I have added millions to myclients' revenue with content
funnels.
(01:25):
So I'm Sarah Noelle Block.
I am the host of Tiny Marketingand of the Tiny Marketing Club,
and I help my clients buildorganic funnels that bring in
clients on repeat.
That is what I'm about.
I don't spend any money on adsand I don't rely on repeat.
That is what I'm about.
I don't spend any money on adsand I don't rely on referrals.
(01:47):
I think all of that sucksbecause you don't have control
over it.
Ads are expensive, referralsare awesome, but you don't have
control over it.
I'm a big no.
Thank you on that.
I want organic, I wantrepeatable systems.
I want organic, I wantrepeatable systems.
(02:11):
So here's the story of how Iuncovered these funnels.
So one one year I had afreaking amazing year.
Well, I had an amazing Q1 andQ2.
But then Q3 hit and I hadabsolute crickets.
So I had to do something.
(02:31):
I created an experiment.
I wanted to recreate what thoseone-to-many brands do.
You know those funnels thatthey create and you're like why
is it so easy for them?
And it's not.
When you do one-to-one services, it's different because you
need to build relationships.
So I had to rethink whatfunnels could really look like.
How could I make funnels thatwork for one-to-one clients and
(02:56):
make it easy and repeatable?
So I started experimenting andplaying with what was working
for them to make it work forone-to-one, and I grew my
pipeline by multi-figures.
Multi-six figures had a waitlist and I remained booked out
(03:19):
until I wasn't anymore.
Let me explain.
I stopped doing these funnels.
I thought that I had naturalmomentum.
I was like, oh, I'm living oneasy street, everything's going
to be easy, because money wasjust rolling in for seven months
(03:42):
.
I barely had to try.
What I didn't realize is that Ididn't just have natural
momentum.
What I had was a system thatwas working, and when I turned
it off, it stopped working.
It's like stopped making money.
So I re-implemented my funnelsand within 10 days I added an
(04:05):
additional $170,000 to my salespipeline.
And I learned a lesson too.
I learned that these systemscan be turned on and turned off,
but you're not going to justnaturally make money unless
you're like a Jenna Kuchner.
You're not going to justnaturally make money.
Unless you're like a JennaKuchner, it's not going to
(04:33):
happen.
And I also learned that what youdo now or don't do now will
affect you 90 days from now.
So I have been running thisthing for about five years now
tiny marketing, as a solo person.
I was freelancing like I builttiny marketing 10 years ago, but
solo for five and I haverealized that the habits that I
(04:53):
created, they kick into gear 90days from now.
So the things that you're doingwill affect you then.
And when I stopped working onmy funnels, 90 days later I had
no more funnel, I had no morepipeline left, and when I did do
it, it took one quarter and Iwas filled out for seven months.
(05:17):
These habits, they'rerepeatable, but they also build
on each other.
So when you stop doing them,they will.
You will slowly feel the painand then it'll hit you all at
once when you're at nothing.
What if you had a simpleroadmap to keep your client
roster full year round?
And it was just?
(05:39):
It's a habit that you can justturn on, and it's easy and it's
possible, because I have done itand I have not done it and I
felt the consequences of it.
Now, what you're going to learntoday is the four funnels that
work for one-to-one offers, abonus companion funnel, which is
(06:02):
called the gateway funnel, andit moves prospects from slight
interest I'm willing to test youout to a high ticket client and
then how to nurture leads thatdon't convert right away,
because, think about it, some ofyou on this call right now are
the type of people who will say,yes, I want to purchase, I want
(06:26):
to buy right away, but some ofyou on here will want to do your
research and you'll get to knowthe person that you're buying
from before you say yes, I'mthat second person.
I have sometimes had to benurtured on lists for years
before I purchased from someone,and that's OK.
That's just how consumers work.
(06:46):
Some people are fast to takeaction and some people need
nurturing.
So we're going to talk aboutthat too.
So let's get into the first oneNow.
We know this is quick and dirty, so if you have questions, you
can put them in the chat now andI will get to them at the end.
(07:07):
Cynthia hi, but let's get intothe funnels as we're doing this.
So funnel number one is the oneI talked about today on LinkedIn
the end of year bids dev blitz.
So what is it?
It is a Q4 push to maximizeconnection calls to secure
(07:27):
business before the end of theyear.
Here's how it works youidentify ideal fit clients from
your network and social mediaplatforms.
So let me talk you through howI do it do it.
(07:51):
One thing I do is I'll go onLinkedIn and I'll check out who
has viewed my profile recently,because they are likely
interested in working with meand that's the reason they were
looking.
If I don't have any ideal fitpeople, it's just people wanting
to sell me.
Who looked at my profile.
I'll go to people who share thesame audience as me.
They also sell to the samepeople as me and I will click on
everybody who engaged withtheir most recent post and I'll
(08:12):
find ones that are ideal fitsfor me and I'll start
conversations with them.
Another thing I'll do is I'llgo into my Slack communities
that are very niche.
They have all of the peoplethat I sell to and I'll start
answering questions there andconnecting with people and
scheduling connection calls.
So those are some easy ways tofind good fit people.
(08:34):
I mean, the absolute easiestone is finding people who are
doing better, like gettinghigher engagement than you on
LinkedIn and just seeing who'sengaging with them, and then
look through that list Are thereany good fit people?
You just say, hey, I connectedthrough X and start a
conversation that way.
Next, craft personalizedoutreach messages that schedule
(08:57):
casual connection calls.
So I rarely have actual truesales calls with people.
Most of the time I'm justhaving a casual connection call
or a networking call, whateveryou want to call it and having a
conversation with someone wherewe're just talking about our
business and then, if somethingresonates with them, they'll
(09:20):
want to pursue a salesconversation.
But they almost always startwith a casual connection call.
Now, a good way to craft apersonalized outreach message is
, if you guys have listened tomy podcast before, it's a tiny
marketing show.
I have an episode it's episode100 with Molly Godfrey and she
(09:44):
taught this DM strategy thatworks so, so well.
And it basically is when yousend that connection request,
send a little note with it thatsays why you connected, like you
know what community you foundthem on or who you found them
through, but then put in like aone-liner that describes who you
are, what you do and who youfound them through.
But then put in like aone-liner that describes who you
(10:07):
are, what you do and who you doit for and then send that
connection request.
Will as many people accept yourconnection request?
No, a lot of them will be likeno, thanks, I think that they're
going to sell to me.
But everybody who does acceptthem has given you a little hand
raise because they areinterested.
(10:30):
So anytime I am connecting withsomeone who I think would be an
ideal fit client, I send thattype of connection request DM
and they have been convertinglike fire.
So, thank you, molly.
And if you haven't listened tothat episode.
It's episode 100.
(10:51):
And then next, when you're onthose connection calls, be
naturally curious and haveconversations with them.
Ask them what's going on withtheir business, who they want to
connect with, who their idealclient is.
If it makes sense, provide asolution, and that solution
might not be you.
So I have tons of connectioncalls every week and sometimes
(11:17):
the solution that they need is aconnection with someone else,
someone I know.
Sometimes the connection theyneed is a free masterclass like
this, and sometimes it's myservice, but I am going to give
them the most valuable solutionfor them, even if it's not me.
(11:39):
But that honesty is what drivesmore sales and you know,
referrals still work, so theywill also be more likely to send
you referrals.
I actually got a clientyesterday from someone who did
not upsell to my services butthey loved, like, the honesty
(12:02):
and the value that I providethem so much.
They were like go talk to Sarah.
I think that she might be agood fit for you.
So it works on a lot of levels.
To just, you know, be real andwhy it works it leverages the
natural year-end urgency forplanning.
That's a huge thing.
So at the end of a year forcompanies, they need to do their
(12:24):
planning and budgeting for thenext year.
This usually happens somewherein Q4.
They also need to spendwhatever is left over in their
budget or they will lose it forthe following year, so they need
to spend money.
So now is a great time to doyour biz dev blitz, because they
might have urgent projects orthey might prepay you in order
(12:47):
to use up that budget for nextyear's projects.
It positions you as a partnerto achieve next year's goals,
because they're thinking aboutthis now.
They have to plan their budgetat this time of year, so they
are thinking about what projectsthey're going to do in 2025.
So now's the time to have theconversations with them.
And last, the connection callsallow you to build a
(13:10):
relationship that leads to trustand sales, because you're doing
it really organically andhonestly.
It's going to lead to a lesspower dynamic relationship when
you go from connection call tothat sales conversation because
(13:31):
you're just curious.
It's like ted lasso just becurious and um.
For you guys who don't have agreat one-liner, there is a
one-liner workshop that'savailable in the Tiny Marketing
Club, so you can.
If you're part of that, you cangrab that.
(13:51):
It was a workshop that I didearlier this year, but it will.
By the end of it, you'll havemultiple one-liners that you can
use, depending on the personthat you're sending it to.
Funnel number two is Mike toMoney um.
Thank you, I, carol.
(14:13):
I see your question and I willget to it at the end.
Thanks for putting that in.
So, mic to money um one.
What is it?
It's a content series thatcreates trust and guides your
audience into an active leadgenerator.
So for anybody that's in theChicago area who's here today, I
(14:33):
am teaching this exact strategyat CreativeCon in February in
Chicago, if you want to join.
So how it works, I'm going tospeak of this in terms of how I
do it.
So my content series is apodcast do it.
(14:57):
So my content series is apodcast Record episodes
addressing tiny teaching momentsyou will dive into within the
active lead generator.
So an active lead generator foranybody who's not familiar with
my vocabulary is atime-sensitive lead magnet.
So it could be this like it'sonly available with bonuses
right now.
You can only get it now.
It's something that is timesensitive.
(15:19):
So it could be something that'spre-recorded but only available
for a week.
It could be something live, butthe intention is that there's
scarcity to it.
They can only get it for ashort period of time to it.
They can only get it for ashort period of time.
So record episodes addressingtiny teaching moments that you
(15:40):
will teach at length within theActive Lead Generator and then
end each episode with a call toaction to join that
time-sensitive resource.
And then follow up for allthose people who have subscribed
and are joining the Active LeadGenerator.
Follow up with an emailsequence that invites them to
the bigger offer.
(16:01):
Why it works.
It builds authority andestablishes you as an expert in
your niche through a series.
It's through a period of time,so you're slowly getting people
excited about this offer, aboutthis active lead generator.
It creates a sense offamiliarity and trust and
excitement because you'regetting repeated exposure to
(16:23):
little micro pieces of thisactive lead generator.
And, last, it's time sensitive,so encourages action
immediately and it funnelspeople who were just passive
listeners towards a salesconversion.
A lot of times I'm havingconversations with people and
they are like I want a podcast,but will it actually sell?
(16:46):
And the answer is yes when youhave the right funnel in place,
because a lot of times peopleare listening to your podcast
passively and they don't get onyour email list or they don't
join your events, but this is away to get them to do that.
There's an intimacy when itcomes to podcasting, now.
(17:07):
With that said, you can do thiswith a YouTube show, too.
You can do this with anewsletter series.
You can do this with blogs.
Whatever your content series is, it will still work as long as
you are leading people to thatactive lead generator.
Now there's also a wholemasterclass on this strategy
(17:27):
alone inside the Tiny MarketingClub, so you could get it there,
or you could watch me do thislive at CreativeCon.
Oh, for anybody who does nothave an active lead generator,
there's early bird pricing onthis workshop that's taking
place on January 14th, so youcan grab that.
That's in Meetup, so everybodywho signed up for this, you're
(17:49):
also in Meetup, so you can seeit there.
We're going to help youidentify and launch your active
lead generator in January.
Okay, funnel number three isLinkedIn magic.
What it is?
It leverages LinkedIn's data tobook connection calls.
So how it works.
(18:10):
Engage with your ideal clientsthrough comments and profile
visits.
So you want to choose peoplethat are somewhat familiar with
you.
So this is how I do it Peoplewho have commented on my posts
or the posts of people who havethe same audience as me.
I'll connect with them.
(18:30):
I'll send that magic DM that Italked about, that Molly taught
in episode 100.
And then I will transition thatconversation into a connection
call so we can focus on theirchallenges.
What's going on with them?
So easy, low-hanging fruit waysto find the warmer people in
(18:52):
LinkedIn and this is all insideof my LinkedIn playbook too.
That lives inside the tinymarketing club One the profile
views.
So if you have the premiumversion of LinkedIn, you get
like a year of data seeing whoviewed your profile.
So that's one way becausethey're interested in you.
(19:13):
Another one are the people whohave engaged on your posts, the
people who have engaged oncompetitors posts or posts with
people who share a similaraudience as you.
And you can also go toimpressions and see if you can
discover who has viewed yourposts but hasn't commented on it
(19:34):
, because a lot of times themoney is in the lurkers and they
may not have commented but theyare intrigued because they're
watching.
So impression data is helpfultoo within LinkedIn.
Why it works?
It capitalizes on LinkedIn'salgorithm.
So the more often that you arehaving one-to-one conversations
(20:00):
with people on LinkedIn, themore likely LinkedIn will show
your content to those peoplelater too.
So it kind of creates a bubbleeffect of your content around
that person because they'regoing to see your posts more and
you're DMing them.
(20:20):
Personalized DMs break throughthe noise and they feel genuine.
So a lot of times we're likehow are you the DM that people
will get?
And that's not really helpful,is it?
No, it's not.
But if you can connect it tothe thing that they engaged with
, that's a whole other story,and conversations establish
(20:41):
trust and open the doors to adeeper collaboration.
So the DMs like I'm sure youhave heard of social selling.
Social selling is basicallyselling within the DMs, and it's
getting easier and easier to dothat.
When you're trying not to sell,does that make sense?
When you are just having agenuine conversation, it usually
(21:02):
will convert to a sale, whileif you're pitching, it will not,
so just be genuine.
I see a couple of people who hadquestions about the free
LinkedIn.
Free LinkedIn, you still havethe option to see, like, who is
engaging with other people'sposts, your competitors' posts,
(21:22):
and you can do it that way.
You'll still see a limitedamount of the people who viewed
your profile and impressions.
I don't think you'll have asmuch data, but you can still use
the other two strategies.
Okay, niche networker is numberfour.
So this is my favorite.
(21:43):
If anybody who has was part ofthe Everyday Profit Habits
Masterclass, this is one of thestrategies I taught.
So what is it?
It's a daily habit ofconsistent engagement and lead
generation using nichecommunities.
So how it works Spend 15minutes every day in your niche
(22:04):
communities, whether that issocial media groups, forums.
I'm in a lot of Slackcommunities.
You want to make sure thatthey're very niche for your
specific client that you want toattract.
Those are the best ones, so goin them, just spend 15 minutes.
Comment thoughtfully, so I setup keyword alerts in those Slack
(22:29):
communities so I only getnotifications when there's
certain keywords that are beingsaid in them, so I can answer
questions quickly and that ismore likely to convert into a
sale.
You can also set up keywordsalert where people are asking
for help on a certain thing andthen you can be the first person
who can raise your hand and sayI can help with that.
(22:49):
So what I do is I spend 15minutes going through those very
specific keyword alerts andanswer any question, dm any
potential clients.
That would be a good fit andjust build rapport, answer
questions, be valuable and aimto book connection calls with
them.
So, as you will see, for all ofthese funnels, my goal is to get
(23:13):
on a one-to-one call, is topull away from the pool that I
have found my niche community inand have a one-to-one
conversation with them.
So why it works?
Regular engagement keeps youtop of mind in your audience.
So the more often that peopleare seeing you comment on those
(23:36):
posts, the more likely that theyare going to think of you.
When something comes up or whensomeone asks a question,
they'll tag you on it andconversations create an
opportunity for organicconnections and sales.
40% of my connection callsconvert into a sale using these
(23:58):
four methods.
So I have a lot of connectioncalls, but when I use these four
methods, that is when they havethat 40% conversion rate.
Okay, now let's get into ourcompanion gateway funnel.
Okay, now let's get into ourcompanion gateway funnel.
So what I mean by companion isthe gateway funnel should work
(24:21):
with all of these.
Always have your clients gothrough this gateway funnel.
I'll explain what is it.
It's a low barrier offer.
It's an entry point offer thatsmoothly transitions clients to
your signature service.
So an example of that could bein a $500 audit leading to a
(24:46):
high ticket done free package.
If you're going throughsomeone's website, you provide
an audit on that, on whatchanges they need to make in
order to have higher conversions, and then you can sell them on
the upsell for like thecopywriting project as an
example.
So how it works is you create aneasy to say yes offer that
solves a small urgent problem.
(25:07):
So the best gateway offers thatI see they solve the problem
one milestone before they'reready to work for you, work with
you.
That it allows you to do thediscovery work, the onboarding
work, the strategy work beforeyou have committed to the main
(25:28):
offer with them, because, whoknows, maybe you aren't the
right fit for them or theyaren't the right fit for you.
Maybe you aren't the right fitfor them or they aren't the
right fit for you.
So this gives you a low riskoffer to work with and it's easy
to sell.
And that, I think, is thereason that my connection calls
convert so easily is becauseit's easy to say yes to that and
(25:50):
once you've had a taste ofworking with me or you, it's a
lot easier to also say, okay, Ido want to work with you on a
bigger project.
So to do this, use theconnection call to private
invite funnel.
So when you're getting on thoseconnection calls for all of
(26:10):
these one-to-one funnels myconnection calls are 15 minutes,
I just saw your thing, um andfollow that up by one, answering
any questions that they mayhave had on that call.
Or maybe you had offered togive them provide an
introduction to someone or aresource.
So send a follow-up email withthat information and then offer
(26:35):
a private invite.
And I love using a Google Docfor this because it feels really
intimate, casual.
But I'll send a private invitelike hey, here's a
behind-the-scenes offer I'mdoing.
I think this is a really greatfit, just based off the
conversation we had.
It's up to you, but just let meknow if you're interested in it
(26:55):
.
So Connection Call plus privateinvite.
And then, on the gateway offer,you want to over deliver and
naturally upsell to yoursignature service during that
delivery.
So a typical gateway offer.
And for everybody who has gonethrough the Flowdesk checkout to
(27:16):
get to this, you saw that therewas a gateway offer challenge,
so you can learn a lot aboutthat there and the masterclass
was a free bonus for everyonewho attended live.
So when you're doing a gatewayoffer, I will just do a quick
and dirty gateway funnelstructure.
You want to do an interviewfirst, a documented strategy
(27:41):
second and then third, a quickreview session where you can
answer any objections and youcan tell them about the upsell
opportunity.
So why it works it removes therisk for the client by offering
a low commitment entry point.
It's a lot easier to say yes toa thousand bucks or 500 bucks
than it is to a $50,000 project.
(28:02):
It builds trust throughimmediate value.
They are getting true valuefrom that offer that you're
giving them and it creates anatural bridge to your higher
ticket offer.
By demonstrating the ROI early,you have all the information
you need to prescribe the rightoffer for them.
So pair the gateway funnel withthese other one-to-one funnels
(28:35):
and it works beautifully.
Okay, what do you do withnon-converters?
I realize we're a little overbecause I had to wait a few
minutes to get started becausewe had some latecomers.
So what do you do withnon-converters?
Because, as we said at thebeginning, not everyone is going
to convert immediately.
Some people take some time.
Some people need that nurturing.
You need to nurture the leads.
(28:55):
So you want value-packed emailsequence that leads to the offer
.
So I like to do an 80-20 withthis.
So every email I send is 80%educational.
It's adding value for you.
It's 20% selling.
(29:17):
So I might add a supersignature or a PS line on those
emails that leads to the offer.
But I'm educating mainly.
That's my priority.
Private invitations to offers,workshops and events are really
great for nurturing leads.
Social selling Anybody whoattends your active lead
(29:39):
generators that conversation inthe dms.
Don't let them forget about you.
Continue the conversation.
You can invite them to a microoffer so a micro offer for
anyone who doesn't know is lessthan a hundred dollars or to an
upgrade.
So, like, anybody who attends amaster class has an opportunity
(30:00):
to upgrade into a week of boxercoaching, as an example.
And then treat them like a VIP,give them special access, shoot
them a direct email, just youto that person and invite them
to something special.
So why it works most buyersdon't convert immediately, it's
(30:21):
not.
You know, ongoing nurturingbuilds trust over time, but it
always works.
I have clients who have said no, not right now, a year ago, but
because I continued thatrelationship they did.
Eventually they were ready towork with me, and personalized
follow-ups with non-convertersfeel valuable and it encourages
(30:46):
that future sale.
It makes them feel seen likethey're not just a number and
they're not.
They're humans.
We are all running one-to-onebusinesses where we're having
real relationships with thesepeople.
You do want to build thatrelationship and their rapport
with them.
You want to get to know them.
(31:06):
Okay, there's so much more thatwe can do within our dream, so
here are a couple things.
We have payday emails that aredesigned to bring in revenue.
We have some subtle hand raises, so a strategy for building an
offer interest list based on theactions that they take.
I've touched on this a littleon LinkedIn.
(31:28):
We have pop-up offers and theseare cash injection campaigns
that bring in fast revenue, andall of these work with
one-to-one services.
I use all of these with myone-to-one services and if you
don't know that much about theTiny Marketing Club, it is
one-to-one.
You are working directly withme, lee, who's on this call
(31:49):
right now.
We just had a strategy call.
All of these you can find insideof the Tiny Marketing Club and
they're all really great ways ofnurturing relationships with
all of these people who havegone through your funnel,
because a lot of funnels arebuilt for immediate results and
that's not what works forone-to-one.
(32:11):
You're not always going toconvert immediately.
You need to have that nurturepart of that relationship.
So what we've gone over today,that relationship, so what we've
(32:31):
gone over today, melissa, yourbusiness is not designed for
individuals, but businesses.
Same.
I work with B2Bs, so same, thisworks for that Because
essentially we're selling topeople within that business.
So I have only worked as a B2Band I have only worked with
companies that are B2B.
So this works for that.
So funnel one is an end of yearbiz debt blitz.
(32:54):
It works so so well.
Funnel two is Mike to money.
I run these about once a quarterto give you an idea of my
cadence for these funnels.
Funnel three is LinkedIn Magic.
I do this about once a week.
Funnel four Niche Networker.
I do that 15 minutes every day.
(33:16):
The companion funnel, gatewayfunnels.
Every single client I work withgoes through the gateway funnel
because it also ensures that myproject work like runs
seamlessly, they always runbeautifully.
And then last, nurture.
You need to continue theserelationships because one-to-one
(33:36):
clients aren't going to convertlike someone who is purchasing
a $17 product will.
You need to nurture thoserelationships.
Some people will come in andthey come in pre-nurtured
because you have that signatureseries, you have a podcast, you
have a YouTube show, so it'seasiest to yes, because they
(33:56):
already know you through thatcontent.
But for those of you who don't,or maybe people who haven't
already consumed your content,you need to continue those
relationships through nurturing.
But they will eventuallyconvert.
I assure you.
This works because thesefunnels are repeatable and focus
(34:16):
on building relationships atscale.
One-to-one services are allabout relationships, but we can
do it at scale and funnels don'thave to be complicated.
With the right systems, you canattract, nurture and convert
your ideal clients.
It's easy to do.
(34:39):
I am not lying that right beforeThanksgiving I ran one of these
funnels and I did put togethera sales pipeline of $170,000 in
10 days.
That was it.
That's how well these work andit's not like I am famous.
I am just really good at habitsand building habits and
(35:02):
maintaining them.
Thank you so much for joiningme today.
This is my info.
You can join Tiny MarketingClub by going to
sarahnoelblockcom slash club.
That's my email.
It goes directly to me.
I'm going to answer all of yourquestions that I see coming in
right now.
The podcast is Tiny Marketing,youtube is at Sarah Noelle Block
(35:26):
and LinkedIn is slash SarahNoelle Block.
So if you didn't put a questionin the comments, you can bounce
.
Thank you so much for joiningme.
You guys are awesome.
Okay, so I don't do offers, Idon't teach.
I'm on free LinkedIn, ben, canyou tell me what your offers are
?
That will help guide me inwhich direction to go with it.
(35:49):
How long is my connection call?
My connection calls are 15minutes because I'm booking a
lot of them.
I can't go more than 15 minutesand, honestly, it works.
They tell you about theirbusiness, you tell them about
(36:09):
your business, you have aconversation and if you want to
continue that conversation, youcan book another call later.
And also, having a signatureseries really helps a lot with
this too, because if you had agreat conversation with someone
and you want to keep thatconversation going, but it
(36:30):
wouldn't really be a sale, itwould be more of a good referral
partner.
They are a person that youwould want to invite to your
show.
Let's see how do you see who'spart of your impressions?
So on each one of your posts,there should be a little link
with the number of impressionsthat only you can see.
(36:50):
If you click on that, it willshow you the industries, the
people, the roles of the peoplewho have viewed your post
without commenting.
Thanks, leah.
Okay, ben, if you don't haveany offers and maybe you're
(37:12):
thinking about starting abusiness and coming up with an
offer, then I would start with agateway offer, because those
are great at testing out ideas.
So it would be like whateveryour expertise is, do a 60 to 90
(37:35):
minute interview with someone,put together the strategy, the
audit, whatever you choose foryour gateway offer.
Put together the strategy, theaudit, whatever you choose for
your gateway offer, and thenhave that review session with
them.
Sell as many of those aspossible, and that will give you
a good idea of what kind ofoffers your audience would be
interested in.
What verbiage do you use to askfor someone to get on a
(37:56):
connection call?
Something like hey, do you wantto get on a call and see how we
can help each other out?
Um, something along those lines.
It's really casual and I'm justlooking.
When I'm trying to enter into aconnection call conversation, I
(38:16):
am genuinely just trying to,you know, see who they are, see
if I have any resources that canhelp them.
Maybe I'm interested in acommunity that they're part of
and I want to learn a little bitmore about it.
Something like that but that'sthe verbiage I usually use is
hey, I saw you're part of Xwhatever community we met on,
(38:38):
and I'm really interested inlearning more about what you do
and let's see if we can helpeach other out.
All right, I'm going to scrollthrough these and see if I
missed any of your questions and, of course, if I missed any of
them, feel free to DM me onLinkedIn.
I practically live there.
All right, awesome, it lookslike I answered all of your
(39:02):
questions.
Thank you guys, so much forjoining me today.
You're freaking awesome andstay connected.
I will shoot you guys an emailand I want to shoot you guys an
email with the bonuses Thanksfor coming live and the replay
(39:29):
and info about the TinyMarketing Club.
All right, bye, guys.
Thank you for joining me today.
If you enjoyed this episode,please share with a friend, like
and subscribe.
See you next time.
Welcome to Tiny Marketing.
This is episode 140, where I amsharing my live training on
four funnels to book moreone-to-one clients.
Enjoy, we have about a third ofthe people who are signed up
(00:21):
now.
Hey, christy.
Hey, matt Ben, you've been tomy events before.
How are you?
All right?
I'm going to get started.
We have a good chunk of peoplewho are now here.
Sharon, hi, all right, I amgoing to share my screen.
(00:42):
Here it is, and we're going toget started on the four funnels
to book out your one-to-oneoffers.
This is going to be juicy Now.
Hey, peter, if you saw my posttoday on LinkedIn, then you got
(01:05):
a little taste of what I'll betalking about today, and let's
get into it, since we only have30 minutes.
It's a quick and dirty, tinymasterclass.
All right, who am I?
I have added millions to myclients' revenue with content
funnels.
(01:25):
So I'm Sarah Noelle Block.
I am the host of Tiny Marketingand of the Tiny Marketing Club,
and I help my clients buildorganic funnels that bring in
clients on repeat.
That is what I'm about.
I don't spend any money on adsand I don't rely on repeat.
That is what I'm about.
I don't spend any money on adsand I don't rely on referrals.
(01:47):
I think all of that sucksbecause you don't have control
over it.
Ads are expensive, referralsare awesome, but you don't have
control over it.
I'm a big no.
Thank you on that.
I want organic, I wantrepeatable systems.
I want organic, I wantrepeatable systems.
(02:11):
So here's the story of how Iuncovered these funnels.
So one one year I had afreaking amazing year.
Well, I had an amazing Q1 andQ2.
But then Q3 hit and I hadabsolute crickets.
So I had to do something.
(02:31):
I created an experiment.
I wanted to recreate what thoseone-to-many brands do.
You know those funnels thatthey create and you're like why
is it so easy for them?
And it's not.
When you do one-to-one services, it's different because you
need to build relationships.
So I had to rethink whatfunnels could really look like.
How could I make funnels thatwork for one-to-one clients and
(02:56):
make it easy and repeatable?
So I started experimenting andplaying with what was working
for them to make it work forone-to-one, and I grew my
pipeline by multi-figures.
Multi-six figures had a waitlist and I remained booked out
(03:19):
until I wasn't anymore.
Let me explain.
I stopped doing these funnels.
I thought that I had naturalmomentum.
I was like, oh, I'm living oneasy street, everything's going
to be easy, because money wasjust rolling in for seven months
(03:42):
.
I barely had to try.
What I didn't realize is that Ididn't just have natural
momentum.
What I had was a system thatwas working, and when I turned
it off, it stopped working.
It's like stopped making money.
So I re-implemented my funnelsand within 10 days I added an
(04:05):
additional $170,000 to my salespipeline.
And I learned a lesson too.
I learned that these systemscan be turned on and turned off,
but you're not going to justnaturally make money unless
you're like a Jenna Kuchner.
You're not going to justnaturally make money.
Unless you're like a JennaKuchner, it's not going to
(04:33):
happen.
And I also learned that what youdo now or don't do now will
affect you 90 days from now.
So I have been running thisthing for about five years now
tiny marketing, as a solo person.
I was freelancing like I builttiny marketing 10 years ago, but
solo for five and I haverealized that the habits that I
(04:53):
created, they kick into gear 90days from now.
So the things that you're doingwill affect you then.
And when I stopped working onmy funnels, 90 days later I had
no more funnel, I had no morepipeline left, and when I did do
it, it took one quarter and Iwas filled out for seven months.
(05:17):
These habits, they'rerepeatable, but they also build
on each other.
So when you stop doing them,they will.
You will slowly feel the painand then it'll hit you all at
once when you're at nothing.
What if you had a simpleroadmap to keep your client
roster full year round?
And it was just?
(05:39):
It's a habit that you can justturn on, and it's easy and it's
possible, because I have done itand I have not done it and I
felt the consequences of it.
Now, what you're going to learntoday is the four funnels that
work for one-to-one offers, abonus companion funnel, which is
(06:02):
called the gateway funnel, andit moves prospects from slight
interest I'm willing to test youout to a high ticket client and
then how to nurture leads thatdon't convert right away,
because, think about it, some ofyou on this call right now are
the type of people who will say,yes, I want to purchase, I want
(06:26):
to buy right away, but some ofyou on here will want to do your
research and you'll get to knowthe person that you're buying
from before you say yes, I'mthat second person.
I have sometimes had to benurtured on lists for years
before I purchased from someone,and that's OK.
That's just how consumers work.
(06:46):
Some people are fast to takeaction and some people need
nurturing.
So we're going to talk aboutthat too.
So let's get into the first oneNow.
We know this is quick and dirty, so if you have questions, you
can put them in the chat now andI will get to them at the end.
(07:07):
Cynthia hi, but let's get intothe funnels as we're doing this.
So funnel number one is the oneI talked about today on LinkedIn
the end of year bids dev blitz.
So what is it?
It is a Q4 push to maximizeconnection calls to secure
(07:27):
business before the end of theyear.
Here's how it works youidentify ideal fit clients from
your network and social mediaplatforms.
So let me talk you through howI do it do it.
(07:51):
One thing I do is I'll go onLinkedIn and I'll check out who
has viewed my profile recently,because they are likely
interested in working with meand that's the reason they were
looking.
If I don't have any ideal fitpeople, it's just people wanting
to sell me.
Who looked at my profile.
I'll go to people who share thesame audience as me.
They also sell to the samepeople as me and I will click on
everybody who engaged withtheir most recent post and I'll
(08:12):
find ones that are ideal fitsfor me and I'll start
conversations with them.
Another thing I'll do is I'llgo into my Slack communities
that are very niche.
They have all of the peoplethat I sell to and I'll start
answering questions there andconnecting with people and
scheduling connection calls.
So those are some easy ways tofind good fit people.
(08:34):
I mean, the absolute easiestone is finding people who are
doing better, like gettinghigher engagement than you on
LinkedIn and just seeing who'sengaging with them, and then
look through that list Are thereany good fit people?
You just say, hey, I connectedthrough X and start a
conversation that way.
Next, craft personalizedoutreach messages that schedule
(08:57):
casual connection calls.
So I rarely have actual truesales calls with people.
Most of the time I'm justhaving a casual connection call
or a networking call, whateveryou want to call it and having a
conversation with someone wherewe're just talking about our
business and then, if somethingresonates with them, they'll
(09:20):
want to pursue a salesconversation.
But they almost always startwith a casual connection call.
Now, a good way to craft apersonalized outreach message is
, if you guys have listened tomy podcast before, it's a tiny
marketing show.
I have an episode it's episode100 with Molly Godfrey and she
(09:44):
taught this DM strategy thatworks so, so well.
And it basically is when yousend that connection request,
send a little note with it thatsays why you connected, like you
know what community you foundthem on or who you found them
through, but then put in like aone-liner that describes who you
are, what you do and who youfound them through.
But then put in like aone-liner that describes who you
(10:07):
are, what you do and who you doit for and then send that
connection request.
Will as many people accept yourconnection request?
No, a lot of them will be likeno, thanks, I think that they're
going to sell to me.
But everybody who does acceptthem has given you a little hand
raise because they areinterested.
(10:30):
So anytime I am connecting withsomeone who I think would be an
ideal fit client, I send thattype of connection request DM
and they have been convertinglike fire.
So, thank you, molly.
And if you haven't listened tothat episode.
It's episode 100.
(10:51):
And then next, when you're onthose connection calls, be
naturally curious and haveconversations with them.
Ask them what's going on withtheir business, who they want to
connect with, who their idealclient is.
If it makes sense, provide asolution, and that solution
might not be you.
So I have tons of connectioncalls every week and sometimes
(11:17):
the solution that they need is aconnection with someone else,
someone I know.
Sometimes the connection theyneed is a free masterclass like
this, and sometimes it's myservice, but I am going to give
them the most valuable solutionfor them, even if it's not me.
(11:39):
But that honesty is what drivesmore sales and you know,
referrals still work, so theywill also be more likely to send
you referrals.
I actually got a clientyesterday from someone who did
not upsell to my services butthey loved, like, the honesty
(12:02):
and the value that I providethem so much.
They were like go talk to Sarah.
I think that she might be agood fit for you.
So it works on a lot of levels.
To just, you know, be real andwhy it works it leverages the
natural year-end urgency forplanning.
That's a huge thing.
So at the end of a year forcompanies, they need to do their
(12:24):
planning and budgeting for thenext year.
This usually happens somewherein Q4.
They also need to spendwhatever is left over in their
budget or they will lose it forthe following year, so they need
to spend money.
So now is a great time to doyour biz dev blitz, because they
might have urgent projects orthey might prepay you in order
(12:47):
to use up that budget for nextyear's projects.
It positions you as a partnerto achieve next year's goals,
because they're thinking aboutthis now.
They have to plan their budgetat this time of year, so they
are thinking about what projectsthey're going to do in 2025.
So now's the time to have theconversations with them.
And last, the connection callsallow you to build a
(13:10):
relationship that leads to trustand sales, because you're doing
it really organically andhonestly.
It's going to lead to a lesspower dynamic relationship when
you go from connection call tothat sales conversation because
(13:31):
you're just curious.
It's like ted lasso just becurious and um.
For you guys who don't have agreat one-liner, there is a
one-liner workshop that'savailable in the Tiny Marketing
Club, so you can.
If you're part of that, you cangrab that.
(13:51):
It was a workshop that I didearlier this year, but it will.
By the end of it, you'll havemultiple one-liners that you can
use, depending on the personthat you're sending it to.
Funnel number two is Mike toMoney um.
Thank you, I, carol.
(14:13):
I see your question and I willget to it at the end.
Thanks for putting that in.
So, mic to money um one.
What is it?
It's a content series thatcreates trust and guides your
audience into an active leadgenerator.
So for anybody that's in theChicago area who's here today, I
(14:33):
am teaching this exact strategyat CreativeCon in February in
Chicago, if you want to join.
So how it works, I'm going tospeak of this in terms of how I
do it.
So my content series is apodcast do it.
(14:57):
So my content series is apodcast Record episodes
addressing tiny teaching momentsyou will dive into within the
active lead generator.
So an active lead generator foranybody who's not familiar with
my vocabulary is atime-sensitive lead magnet.
So it could be this like it'sonly available with bonuses
right now.
You can only get it now.
It's something that is timesensitive.
(15:19):
So it could be something that'spre-recorded but only available
for a week.
It could be something live, butthe intention is that there's
scarcity to it.
They can only get it for ashort period of time to it.
They can only get it for ashort period of time.
So record episodes addressingtiny teaching moments that you
(15:40):
will teach at length within theActive Lead Generator and then
end each episode with a call toaction to join that
time-sensitive resource.
And then follow up for allthose people who have subscribed
and are joining the Active LeadGenerator.
Follow up with an emailsequence that invites them to
the bigger offer.
(16:01):
Why it works.
It builds authority andestablishes you as an expert in
your niche through a series.
It's through a period of time,so you're slowly getting people
excited about this offer, aboutthis active lead generator.
It creates a sense offamiliarity and trust and
excitement because you'regetting repeated exposure to
(16:23):
little micro pieces of thisactive lead generator.
And, last, it's time sensitive,so encourages action
immediately and it funnelspeople who were just passive
listeners towards a salesconversion.
A lot of times I'm havingconversations with people and
they are like I want a podcast,but will it actually sell?
(16:46):
And the answer is yes when youhave the right funnel in place,
because a lot of times peopleare listening to your podcast
passively and they don't get onyour email list or they don't
join your events, but this is away to get them to do that.
There's an intimacy when itcomes to podcasting, now.
(17:07):
With that said, you can do thiswith a YouTube show, too.
You can do this with anewsletter series.
You can do this with blogs.
Whatever your content series is, it will still work as long as
you are leading people to thatactive lead generator.
Now there's also a wholemasterclass on this strategy
(17:27):
alone inside the Tiny MarketingClub, so you could get it there,
or you could watch me do thislive at CreativeCon.
Oh, for anybody who does nothave an active lead generator,
there's early bird pricing onthis workshop that's taking
place on January 14th, so youcan grab that.
That's in Meetup, so everybodywho signed up for this, you're
(17:49):
also in Meetup, so you can seeit there.
We're going to help youidentify and launch your active
lead generator in January.
Okay, funnel number three isLinkedIn magic.
What it is?
It leverages LinkedIn's data tobook connection calls.
So how it works.
(18:10):
Engage with your ideal clientsthrough comments and profile
visits.
So you want to choose peoplethat are somewhat familiar with
you.
So this is how I do it Peoplewho have commented on my posts
or the posts of people who havethe same audience as me.
I'll connect with them.
(18:30):
I'll send that magic DM that Italked about, that Molly taught
in episode 100.
And then I will transition thatconversation into a connection
call so we can focus on theirchallenges.
What's going on with them?
So easy, low-hanging fruit waysto find the warmer people in
(18:52):
LinkedIn and this is all insideof my LinkedIn playbook too.
That lives inside the tinymarketing club One the profile
views.
So if you have the premiumversion of LinkedIn, you get
like a year of data seeing whoviewed your profile.
So that's one way becausethey're interested in you.
(19:13):
Another one are the people whohave engaged on your posts, the
people who have engaged oncompetitors posts or posts with
people who share a similaraudience as you.
And you can also go toimpressions and see if you can
discover who has viewed yourposts but hasn't commented on it
(19:34):
, because a lot of times themoney is in the lurkers and they
may not have commented but theyare intrigued because they're
watching.
So impression data is helpfultoo within LinkedIn.
Why it works?
It capitalizes on LinkedIn'salgorithm.
So the more often that you arehaving one-to-one conversations
(20:00):
with people on LinkedIn, themore likely LinkedIn will show
your content to those peoplelater too.
So it kind of creates a bubbleeffect of your content around
that person because they'regoing to see your posts more and
you're DMing them.
(20:20):
Personalized DMs break throughthe noise and they feel genuine.
So a lot of times we're likehow are you the DM that people
will get?
And that's not really helpful,is it?
No, it's not.
But if you can connect it tothe thing that they engaged with
, that's a whole other story,and conversations establish
(20:41):
trust and open the doors to adeeper collaboration.
So the DMs like I'm sure youhave heard of social selling.
Social selling is basicallyselling within the DMs, and it's
getting easier and easier to dothat.
When you're trying not to sell,does that make sense?
When you are just having agenuine conversation, it usually
(21:02):
will convert to a sale, whileif you're pitching, it will not,
so just be genuine.
I see a couple of people who hadquestions about the free
LinkedIn.
Free LinkedIn, you still havethe option to see, like, who is
engaging with other people'sposts, your competitors' posts,
(21:22):
and you can do it that way.
You'll still see a limitedamount of the people who viewed
your profile and impressions.
I don't think you'll have asmuch data, but you can still use
the other two strategies.
Okay, niche networker is numberfour.
So this is my favorite.
(21:43):
If anybody who has was part ofthe Everyday Profit Habits
Masterclass, this is one of thestrategies I taught.
So what is it?
It's a daily habit ofconsistent engagement and lead
generation using nichecommunities.
So how it works Spend 15minutes every day in your niche
(22:04):
communities, whether that issocial media groups, forums.
I'm in a lot of Slackcommunities.
You want to make sure thatthey're very niche for your
specific client that you want toattract.
Those are the best ones, so goin them, just spend 15 minutes.
Comment thoughtfully, so I setup keyword alerts in those Slack
(22:29):
communities so I only getnotifications when there's
certain keywords that are beingsaid in them, so I can answer
questions quickly and that ismore likely to convert into a
sale.
You can also set up keywordsalert where people are asking
for help on a certain thing andthen you can be the first person
who can raise your hand and sayI can help with that.
(22:49):
So what I do is I spend 15minutes going through those very
specific keyword alerts andanswer any question, dm any
potential clients.
That would be a good fit andjust build rapport, answer
questions, be valuable and aimto book connection calls with
them.
So, as you will see, for all ofthese funnels, my goal is to get
(23:13):
on a one-to-one call, is topull away from the pool that I
have found my niche community inand have a one-to-one
conversation with them.
So why it works?
Regular engagement keeps youtop of mind in your audience.
So the more often that peopleare seeing you comment on those
(23:36):
posts, the more likely that theyare going to think of you.
When something comes up or whensomeone asks a question,
they'll tag you on it andconversations create an
opportunity for organicconnections and sales.
40% of my connection callsconvert into a sale using these
(23:58):
four methods.
So I have a lot of connectioncalls, but when I use these four
methods, that is when they havethat 40% conversion rate.
Okay, now let's get into ourcompanion gateway funnel.
Okay, now let's get into ourcompanion gateway funnel.
So what I mean by companion isthe gateway funnel should work
(24:21):
with all of these.
Always have your clients gothrough this gateway funnel.
I'll explain what is it.
It's a low barrier offer.
It's an entry point offer thatsmoothly transitions clients to
your signature service.
So an example of that could bein a $500 audit leading to a
(24:46):
high ticket done free package.
If you're going throughsomeone's website, you provide
an audit on that, on whatchanges they need to make in
order to have higher conversions, and then you can sell them on
the upsell for like thecopywriting project as an
example.
So how it works is you create aneasy to say yes offer that
solves a small urgent problem.
(25:07):
So the best gateway offers thatI see they solve the problem
one milestone before they'reready to work for you, work with
you.
That it allows you to do thediscovery work, the onboarding
work, the strategy work beforeyou have committed to the main
(25:28):
offer with them, because, whoknows, maybe you aren't the
right fit for them or theyaren't the right fit for you.
Maybe you aren't the right fitfor them or they aren't the
right fit for you.
So this gives you a low riskoffer to work with and it's easy
to sell.
And that, I think, is thereason that my connection calls
convert so easily is becauseit's easy to say yes to that and
(25:50):
once you've had a taste ofworking with me or you, it's a
lot easier to also say, okay, Ido want to work with you on a
bigger project.
So to do this, use theconnection call to private
invite funnel.
So when you're getting on thoseconnection calls for all of
(26:10):
these one-to-one funnels myconnection calls are 15 minutes,
I just saw your thing, um andfollow that up by one, answering
any questions that they mayhave had on that call.
Or maybe you had offered togive them provide an
introduction to someone or aresource.
So send a follow-up email withthat information and then offer
(26:35):
a private invite.
And I love using a Google Docfor this because it feels really
intimate, casual.
But I'll send a private invitelike hey, here's a
behind-the-scenes offer I'mdoing.
I think this is a really greatfit, just based off the
conversation we had.
It's up to you, but just let meknow if you're interested in it
(26:55):
.
So Connection Call plus privateinvite.
And then, on the gateway offer,you want to over deliver and
naturally upsell to yoursignature service during that
delivery.
So a typical gateway offer.
And for everybody who has gonethrough the Flowdesk checkout to
(27:16):
get to this, you saw that therewas a gateway offer challenge,
so you can learn a lot aboutthat there and the masterclass
was a free bonus for everyonewho attended live.
So when you're doing a gatewayoffer, I will just do a quick
and dirty gateway funnelstructure.
You want to do an interviewfirst, a documented strategy
(27:41):
second and then third, a quickreview session where you can
answer any objections and youcan tell them about the upsell
opportunity.
So why it works it removes therisk for the client by offering
a low commitment entry point.
It's a lot easier to say yes toa thousand bucks or 500 bucks
than it is to a $50,000 project.
(28:02):
It builds trust throughimmediate value.
They are getting true valuefrom that offer that you're
giving them and it creates anatural bridge to your higher
ticket offer.
By demonstrating the ROI early,you have all the information
you need to prescribe the rightoffer for them.
So pair the gateway funnel withthese other one-to-one funnels
(28:35):
and it works beautifully.
Okay, what do you do withnon-converters?
I realize we're a little overbecause I had to wait a few
minutes to get started becausewe had some latecomers.
So what do you do withnon-converters?
Because, as we said at thebeginning, not everyone is going
to convert immediately.
Some people take some time.
Some people need that nurturing.
You need to nurture the leads.
(28:55):
So you want value-packed emailsequence that leads to the offer
.
So I like to do an 80-20 withthis.
So every email I send is 80%educational.
It's adding value for you.
It's 20% selling.
(29:17):
So I might add a supersignature or a PS line on those
emails that leads to the offer.
But I'm educating mainly.
That's my priority.
Private invitations to offers,workshops and events are really
great for nurturing leads.
Social selling Anybody whoattends your active lead
(29:39):
generators that conversation inthe dms.
Don't let them forget about you.
Continue the conversation.
You can invite them to a microoffer so a micro offer for
anyone who doesn't know is lessthan a hundred dollars or to an
upgrade.
So, like, anybody who attends amaster class has an opportunity
(30:00):
to upgrade into a week of boxercoaching, as an example.
And then treat them like a VIP,give them special access, shoot
them a direct email, just youto that person and invite them
to something special.
So why it works most buyersdon't convert immediately, it's
(30:21):
not.
You know, ongoing nurturingbuilds trust over time, but it
always works.
I have clients who have said no, not right now, a year ago, but
because I continued thatrelationship they did.
Eventually they were ready towork with me, and personalized
follow-ups with non-convertersfeel valuable and it encourages
(30:46):
that future sale.
It makes them feel seen likethey're not just a number and
they're not.
They're humans.
We are all running one-to-onebusinesses where we're having
real relationships with thesepeople.
You do want to build thatrelationship and their rapport
with them.
You want to get to know them.
(31:06):
Okay, there's so much more thatwe can do within our dream, so
here are a couple things.
We have payday emails that aredesigned to bring in revenue.
We have some subtle hand raises, so a strategy for building an
offer interest list based on theactions that they take.
I've touched on this a littleon LinkedIn.
(31:28):
We have pop-up offers and theseare cash injection campaigns
that bring in fast revenue, andall of these work with
one-to-one services.
I use all of these with myone-to-one services and if you
don't know that much about theTiny Marketing Club, it is
one-to-one.
You are working directly withme, lee, who's on this call
(31:49):
right now.
We just had a strategy call.
All of these you can find insideof the Tiny Marketing Club and
they're all really great ways ofnurturing relationships with
all of these people who havegone through your funnel,
because a lot of funnels arebuilt for immediate results and
that's not what works forone-to-one.
(32:11):
You're not always going toconvert immediately.
You need to have that nurturepart of that relationship.
So what we've gone over today,that relationship, so what we've
(32:31):
gone over today, melissa, yourbusiness is not designed for
individuals, but businesses.
Same.
I work with B2Bs, so same, thisworks for that Because
essentially we're selling topeople within that business.
So I have only worked as a B2Band I have only worked with
companies that are B2B.
So this works for that.
So funnel one is an end of yearbiz debt blitz.
(32:54):
It works so so well.
Funnel two is Mike to money.
I run these about once a quarterto give you an idea of my
cadence for these funnels.
Funnel three is LinkedIn Magic.
I do this about once a week.
Funnel four Niche Networker.
I do that 15 minutes every day.
(33:16):
The companion funnel, gatewayfunnels.
Every single client I work withgoes through the gateway funnel
because it also ensures that myproject work like runs
seamlessly, they always runbeautifully.
And then last, nurture.
You need to continue theserelationships because one-to-one
(33:36):
clients aren't going to convertlike someone who is purchasing
a $17 product will.
You need to nurture thoserelationships.
Some people will come in andthey come in pre-nurtured
because you have that signatureseries, you have a podcast, you
have a YouTube show, so it'seasiest to yes, because they
(33:56):
already know you through thatcontent.
But for those of you who don't,or maybe people who haven't
already consumed your content,you need to continue those
relationships through nurturing.
But they will eventuallyconvert.
I assure you.
This works because thesefunnels are repeatable and focus
(34:16):
on building relationships atscale.
One-to-one services are allabout relationships, but we can
do it at scale and funnels don'thave to be complicated.
With the right systems, you canattract, nurture and convert
your ideal clients.
It's easy to do.
(34:39):
I am not lying that right beforeThanksgiving I ran one of these
funnels and I did put togethera sales pipeline of $170,000 in
10 days.
That was it.
That's how well these work andit's not like I am famous.
I am just really good at habitsand building habits and
(35:02):
maintaining them.
Thank you so much for joiningme today.
This is my info.
You can join Tiny MarketingClub by going to
sarahnoelblockcom slash club.
That's my email.
It goes directly to me.
I'm going to answer all of yourquestions that I see coming in
right now.
The podcast is Tiny Marketing,youtube is at Sarah Noelle Block
(35:26):
and LinkedIn is slash SarahNoelle Block.
So if you didn't put a questionin the comments, you can bounce
.
Thank you so much for joiningme.
You guys are awesome.
Okay, so I don't do offers, Idon't teach.
I'm on free LinkedIn, ben, canyou tell me what your offers are
?
That will help guide me inwhich direction to go with it.
(35:49):
How long is my connection call?
My connection calls are 15minutes because I'm booking a
lot of them.
I can't go more than 15 minutesand, honestly, it works.
They tell you about theirbusiness, you tell them about
(36:09):
your business, you have aconversation and if you want to
continue that conversation, youcan book another call later.
And also, having a signatureseries really helps a lot with
this too, because if you had agreat conversation with someone
and you want to keep thatconversation going, but it
(36:30):
wouldn't really be a sale, itwould be more of a good referral
partner.
They are a person that youwould want to invite to your
show.
Let's see how do you see who'spart of your impressions?
So on each one of your posts,there should be a little link
with the number of impressionsthat only you can see.
(36:50):
If you click on that, it willshow you the industries, the
people, the roles of the peoplewho have viewed your post
without commenting.
Thanks, leah.
Okay, ben, if you don't haveany offers and maybe you're
(37:12):
thinking about starting abusiness and coming up with an
offer, then I would start with agateway offer, because those
are great at testing out ideas.
So it would be like whateveryour expertise is, do a 60 to 90
(37:35):
minute interview with someone,put together the strategy, the
audit, whatever you choose foryour gateway offer.
Put together the strategy, theaudit, whatever you choose for
your gateway offer, and thenhave that review session with
them.
Sell as many of those aspossible, and that will give you
a good idea of what kind ofoffers your audience would be
interested in.
What verbiage do you use to askfor someone to get on a
(37:56):
connection call?
Something like hey, do you wantto get on a call and see how we
can help each other out?
Um, something along those lines.
It's really casual and I'm justlooking.
When I'm trying to enter into aconnection call conversation, I
(38:16):
am genuinely just trying to,you know, see who they are, see
if I have any resources that canhelp them.
Maybe I'm interested in acommunity that they're part of
and I want to learn a little bitmore about it.
Something like that but that'sthe verbiage I usually use is
hey, I saw you're part of Xwhatever community we met on,
(38:38):
and I'm really interested inlearning more about what you do
and let's see if we can helpeach other out.
All right, I'm going to scrollthrough these and see if I
missed any of your questions and, of course, if I missed any of
them, feel free to DM me onLinkedIn.
I practically live there.
All right, awesome, it lookslike I answered all of your
(39:02):
questions.
Thank you guys, so much forjoining me today.
You're freaking awesome andstay connected.
I will shoot you guys an emailand I want to shoot you guys an
email with the bonuses Thanksfor coming live and the replay
(39:29):
and info about the TinyMarketing Club.
All right, bye, guys.
Thank you for joining me today.
If you enjoyed this episode,please share with a friend, like
and subscribe.
See you next time.
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