August 17, 2025 • 51 mins
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Ever wondered why some consultants consistently attract clients while others struggle to fill their pipeline? The answer isn't luck or market conditions—it's daily habits.
In this transformative masterclass, I reveal the 39 everyday profit habits that took me from an empty pipeline to being booked out seven months in advance with a six-week waitlist in just 90 days. When I temporarily abandoned these habits for 90 days, my sales pipeline collapsed. When I reactivated them, my business immediately revitalized. That's how powerful these systems are.
I break down specific, actionable habits across business development, offer ecosystem design, social media, content marketing, and email strategies that create a consistent flow of qualified leads. You'll discover why hot leads come from micro-offers, warm leads from active lead generators, and how gateway offers create a natural bridge to your signature services.
The most valuable insight? You don't need complex marketing systems or huge audiences. You need consistent, strategic actions performed daily. I'll show you how to build these through habit stacking and batching, so they integrate seamlessly into your existing routine. No more throwing spaghetti at the wall hoping something sticks—these are proven systems that work.
My CFO recently pointed out that my profits grew 168% year-over-year. These habits, combined with operational optimization, made that possible. Whether you're starting from scratch or refining your strategy because something's not quite clicking, these everyday profit habits will transform your business within 90 days.
Ready to take control of your pipeline? Download the free Everyday Profit Habits worksheet, grab 40 outreach prompts, and discover how the Lean Marketing Engine Accelerator can help you implement these systems in your business.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
Welcome to Tiny Marketing.
I'm Saren Walblock and this isthe Uncut Summer Series.
Today, we're sharing episode150, which is a live training of
the Everyday Profit HabitsMasterclass.
Enjoy, this is Everyday ProfitHabits, and you might have been
(00:21):
introduced to this topic throughLinkedIn I know I talked about
it there first and it was Hi,thank you.
And it was also in episode 98of the Tiny Marketing Show.
I shared 10 everyday profithabits that you could implement
(00:41):
today that would make you money.
So let's get into it.
Today we're getting into 39.
I have been brainstorming thisfor months.
Now we are getting into 39everyday profit habits.
So, hello, I'm going to make mesmall and this big so you can
(01:05):
see the screen better.
Okay, so I'm Sarah Noelle Blockand I am a consultant and I
help other consultants andservice professionals and
fractionals shorten their salescycles and grow their pipeline
with lean marketing engines.
So whether you're starting fromscratch or you're looking to
refine your strategy becausesomething's not quite clicking
(01:27):
for you, I'm here to guide youand let's get started.
The one thing that I want you tounderstand today is that making
money is a habit.
In 90 days, your business willgrow or shrink depending on the
habits that you start today.
(01:48):
I'm not making that up, that'sactually hi.
Thank you guys for saying hi.
I just want to make sure that Ican see your comments on the
StreamYard side of things.
I have actually been trackingthis and I have discovered that
(02:08):
90 days is the key.
When you start these habits,within 90 days you will be
booked out.
It took me about 90 days to getseven months booked and then I
took 90 days off and guess what?
I was no longer booked out.
It makes a massive difference.
So let's get into it.
(02:30):
Seven months it took me 90 daysfor me to get booked out.
Seven months and have a waitlist Six weeks I had a happy
six-week wait list to work withme.
People were perfectly finebeing on that wait list.
So if you've ever thought, okay, I have too much on my plate, I
(02:52):
have too many clients in line,actually, if you listen to the
podcast episode this weekepisode 103, that's what we
talked about is, when you havetoo many leads, what do you do
next?
You start a wait list andthey're okay with that if you do
it the right way.
And the last stat I want totell you about is 90 days.
I took 90 days off from myeveryday profit habits and my
(03:15):
sales pipeline collapsed.
Guess what?
I turned them back on and itrevitalized.
These habits actually work,which is the inspiration of why
I wanted to be here today, havethis conversation and teach you
about the habits that havesustained my business for four
years.
(03:37):
It takes time to build habits,though, doesn't it?
We always want to haveimmediate results, but it takes
time to adapt them to oureveryday life and make sure that
you're actually doing themevery day.
But these habits will get thatmoney ka-chinging in your bank
account without throwingspaghetti at the wall.
(03:57):
A lot of times, we start thingsand we're like okay, this isn't
working for me, I'm going totry something else, and that is
not how it works.
You need to be consistent.
Your money is made with throughconsistency and maintaining
what you're doing.
Okay, so if these things don'tchange your life in a week,
(04:23):
please do not give up on them,because I assure you they will.
They will change your life.
Sales success comes fromconsistency, not luck.
A lot of you here today mightbe thinking or you might have
started your business and yourelied pretty heavily on
referrals, and you were able tobuild your business from
(04:47):
referrals, word of mouth, andthat is a part of the strategy.
Referrals are still huge for mybusiness, but at the same time,
it's not the only thing and Ido not rely on people just
happening to think of me.
I don't rely on that.
It's all part of the system tomake sure that they are thinking
(05:10):
of me when something comes up.
The second thing building habitsaround your sales process makes
progress inevitable.
If you build these habits, theywill keep stacking and they
will keep helping you.
It works and daily sales habitskeeps your pipeline full and
(05:31):
your revenue growing.
So my CFO she.
So, for the record, I'm a soloconsultant.
I work by myself.
I do not have a team, but Ihave a fractional CFO who does
my money stuff and she waslooking at my numbers the other
day and she goes your profitsgrew 168%.
(05:54):
What did you do?
Today is what I'm teaching you,is what I did to make those
profits grow 168% year over year.
And I didn't do like yes, Imade more money because of these
habits.
But you also have to look atoptimizing your operations, like
(06:16):
are there things that you cancut that you don't really need
to spend money on?
Are you as efficient aspossible with your money.
All of that goes into theprofitability, but you got to
make sales too, right.
So the impact of habits on salessuccess Consistency Habits
ensure daily actions are taken,creating steady momentum.
(06:39):
So here's the thing I'm goingto teach you 39 profit habits
today, and what you need to dois just take a couple of them
and do them every single day.
Make them a habit.
Do them when you're eatingbreakfast, for example.
Hey, and I like to habit stack.
So when I'm doing one thing, Ialso am doing another, because
(07:04):
I've already have this habitlike okay, 7.15 am I work out?
That is when I work out, andusually when I'm working out is
also when I'm starting to likeworkshop in my head what I'm
going to write on LinkedIn.
So that's where I habit stackis.
I finished my workout, I'vethought about what I'm going to
talk about on LinkedIn, and thenI post it on my phone as I'm
(07:25):
working out.
So that's a habit stackingthing I've done.
All right, let's go intoefficiency.
Automation of small tasks leadto greater overall productivity.
So today we're not just talkingabout the habits, but we're
also going to talk about waysyou can automate it and make it
easy for you to be able to dothese profits, these profits,
(07:45):
these habits every day.
And then predictability Withhabits, you can better predict
and manage your sales pipeline.
It's crazy how much power youfeel like you have when you have
control over your salespipeline and you know these
leads are going to come in, youknow how many are going to
convert because you've done itand you're tracking it and you
(08:08):
know it's going to work.
Okay, so how do you create saleshabits?
Start small.
Just choose one action to focuson each day on this list.
Yeah, it's a lengthy list, butI don't expect you to do 39
things every day.
Just start with one.
Set a schedule, integrate thehabit into your daily routine.
(08:31):
So batching and habit stackingare two things that I talk about
all the time.
With batching, I have my Mondaymorning marketing, so I batch
all of my marketing and do it onMonday mornings.
So I batch all of my marketingand do it on Monday mornings.
And then habit stacking I havemy everyday profit habits that I
do, but I stack it on top of ahabit that I already have, so I
(08:53):
make sure that I don't miss it.
So, like I was saying, I'll domy LinkedIn stuff right after
I'm done working out, and I'lldo biz dev stuff when I'm eating
breakfast, so you'll know whatI'm talking about in a minute
and then measure progress.
So track your actions and theresults.
I use Airtable and I built out adashboard for myself where I'll
(09:18):
track each one of theseinteractions, these habits that
I've done and what it got me inthe end.
So did it get me a partnershipopportunity?
Did it get me a lead?
Did it get me a referral?
Did they become a client?
So I track all of those littleelements so I know which habits
(09:40):
equate to money and then adjustas needed.
So just because these habitswork for me doesn't mean every
single one is going to work foryou.
So track it in your air tableor whatever CRM you're using and
then tweak it based off ofwhat's working for you and your
audience.
We're all different and I don'tfor a second think that there's
(10:05):
a one fit solution foreverybody.
So I'm giving you lots ofsolutions today.
I want you to test them out andsee what works for you.
All right, are you ready?
Let's get into these habits.
Okay, business development,business development.
(10:31):
Let me see if I can there thatone's better.
Okay, business development.
So I'm going to go through eachof these elements and I have
the chat open right over on thisright side here.
Ask questions if they come up.
So number one is go through yourlead list and email any warm
leads to set up connection calls.
So connection calls are likenetworking calls Make them short
20 minutes or less.
So go through the lead list andhit your warm leads.
(10:56):
Go through your lead list andsend private invitations to hot
leads.
So let me tell you thedifference between warm leads
and hot leads to hot leads.
So let me tell you thedifference between warm leads
and hot leads.
Warm leads are they interactwith your content but they
haven't bought from you before.
Where hot leads, they've, atleast bought like a micro offer
(11:20):
from you, so they've alreadyexchanged money for your value.
They're hot, warm leads.
They look like they're on theprecipice of becoming a hot lead
.
So a lot of times, warm leadswill come from active lead
generators and I'll explain whatthat is in a minute and hot
leads come from micro offers.
I'll also explain what thatmeans in a minute.
(11:41):
Okay, and then privateinvitations.
Let me explain what that isreally quick.
Okay, and then privateinvitations.
Let me explain what.
That is really quick.
So a private invitation Iusually subject like the subject
that I put on that email isprivate invite, and then I
invite them to a specific offerthat I know will help them.
So that is what I do.
I already know them becauseI've worked with them in some
(12:02):
capacity.
They have worked with me on amicro-offer, so I have an idea
of their specific needs andthat's why I send them private
invitations for offers that Iknow make sense for them.
Next, create an interview-stylesignature series to build
relationships with potentialclients and referral partners.
So a signature series could besomething as simple as a monthly
(12:26):
webinar or even a quarterlyroundtable.
It doesn't have to be all thetime.
It could also be like my show,a podcast where I'm interviewing
other people within my industry.
It could be a YouTube show, buta signature series with an
interview style element to itgives you an excuse for business
(12:48):
development, because you have areason to connect with people
and say, hey, let's see how wecan help each other out.
And you have your signatureseries that you can leverage to
give them a little bit of yourspotlight and you can borrow a
little bit of theirs and theiraudience.
Okay, aim for five quick15-minute connection calls each
(13:11):
week with people who share thesame audience as you.
So I usually find people forthis in communities that are all
about like I work a lot withfractionals and consultants.
So I'm in a lot of communitieswith fractionals and consultants
.
So I'm often finding them likepost an event, they'll do a
monthly roundtable where we'retalking about a certain subject
(13:34):
and then I'll connect with allof them on LinkedIn and we'll
have a conversation there.
Use tools like LinkedInNavigator or Apollo to create an
account-based marketing list.
So when you use LinkedInNavigator or Apollo, you can
filter based off of your dreamclient criteria.
(13:56):
So if you only work with oneperson accounting firms, let's
say you can filter it down thatway in LinkedIn Navigator or
Apollo and create a whole listin LinkedIn Navigator or Apollo
and create a whole list.
Now you can connect with themvia email.
Each of those have the optionof just connecting on LinkedIn
(14:18):
and you can start havingconversations with them,
interacting with their content.
But having this account list ofpeople that you want to work
with, that makes it a lot easierfor you to make sure that
you're getting in front of thosepeople, right, the people that
are on that account list.
Next, join communities that yourdream clients would be a part
(14:42):
of.
So one way that I find thesemore hidden gem communities is,
whenever I'm on a connectioncall, I ask them what
communities are you part of?
Is there any insider tips thatyou have?
Anything that you know that Ishould know?
And having a lot of times I'llget these private invitations
that are invite-only communities, because I ask the question A
(15:04):
lot of times it's all about justasking.
So that's another reason whysetting up those connection
calls are so important, and youwant those connection calls with
people who share the sameaudiences.
Yo, so you guys are swimming inthe same pools, but you're not
(15:27):
selling the same thing.
Okay, next, go to events withinthose communities and connect
with the attendees on yourpreferred social media platform.
So every community that I'mpart of that just is like
swarming with my ideal clients.
I go to all of their events andI'm the first person in the
chat that's like okay, everybody, let's drop our LinkedIn links
(15:48):
so we can connect offline andI'll connect with every single
one of them and I'll go throughit and see who makes sense to
set up a one-to-one conversationwith, because, you know, not
everybody is going to be a goodfit.
But if I know that I can helpthem, and they can probably help
me, it would make sense toreach out and see if they want
(16:09):
to go on a connection call.
To reach out and see if theywant to go on a connection call,
it's like every interaction youhave.
Your goal should be to havesome sort of communication point
with them, have some sort ofone-to-one connection with them.
Okay, all right.
And last on the businessdevelopment list is pitch to
(16:29):
speak in those communities.
Once you find these wateringholes, you want to pitch to
speak to them.
So this is getting in prettydeep.
But you want to have a talkthat breaks down the framework
of the journey you take peoplethrough, and it doesn't have to
(16:52):
be overcomplicated, but it canbe like a 30-minute.
So for myself, I have amasterclass that is up to an
hour and it teaches how to builda lean marketing engine.
But I can take out certainslides and make it a 20-minute
talk.
I can make it a 30-minute talk.
I just swap out the slides tomake it beefier or less beefy,
(17:16):
all right.
So those are the businessdevelopment tips that we have
and the pitch to speak in thosecommunities.
That's something that we diveinto in the Lean Marketing
Engine Accelerator, which we'regoing to talk about at the end a
little bit.
But finding those watery holeswhere your dream clients are
(17:38):
spending time that's how youmake money is spending time with
the people you want to connectwith and work with.
All right, one-to-one email isnext.
So add a super signature toyour email signature in Gmail or
whatever platform you use.
I use Gmail and in that supersignature in your email you want
(18:01):
to say the different ways thatyou work with people.
So I have my signature, but Ihave a section in my signature
that says three ways to workwith me One, two, three.
But that means I'm giving alittle pitch to everybody I
reply to in my email.
One-to-one Next review pastproposals or your gateway offers
(18:24):
for prospects that did notupsell and reconnect with them.
So if I am having a slowquarter, I'll go through my old
proposals and just shoot them anemail, see how they're doing
reconnect, see if they're up fora connection call.
Also, gateway offers I have afolder of gateway offers that
(18:48):
didn't move to a signature offer, so I'll reconnect with them.
Now let's go to that last point.
Set a boomerang to reconnectwith anyone who didn't upsell
every 90 days.
So boomerang is an add-on thatyou can add to Gmail and Outlook
and basically you can set it toremind you with a note to
(19:11):
respond to someone.
So it's a big help for any sortof like CRM.
I use it for CRM purposes only.
So I'll set my boomerang every90 days to reconnect with
someone, see how they're doing,see if they've accomplished the
goals that they told me thatthey wanted to accomplish during
(19:32):
that gateway offer.
I don't try and sell them.
No, I don't try to sell them.
I just try and connect withthem and see where they're at
and if they didn't find theright solution during those 90
days, they'll tell me.
I don't need to hard sell onthat.
Next up is the offer ecosystem.
(19:52):
Don't need a hard sell on that.
Next up is the offer ecosystem.
Okay, so in the lean marketingengine, the first thing that we
do is build out your offerecosystem, because a lot of you
have been taught to have oneoffer or just those three offers
, but an offer ecosystem workstogether to pull people through
(20:13):
and to your signature offer.
Okay.
So let's talk a little bitabout what an offer ecosystem is
.
You want to use micro offers, sothose are digital products that
are less than $100 and providea high ticket value for a low
ticket price.
So micro offers earn trust.
They grow your list while youget paid how nice is that.
(20:37):
And they pull people into yourfunnel.
They should help your prospectaccomplish a complete task,
something that they want toaccomplish, and you should have
them accomplish that within aweek.
So that's the time frame.
Micro offers are less than $100.
They are a way to grow yourlist with paid people and
(21:01):
remember what I said two slidesago the people who have paid you
are your hottest leads.
So these are the best leads toget the micro-offer ones, and
you want them to be able toleverage that digital product
that you sold them to complete atask that they really want to
complete within a week.
(21:23):
Okay, next is launch a gatewayoffer to provide a natural entry
point for new clients without asuper high ticket cost or long
commitment.
So we all know we're here for areason.
You wanted to go to this ProfitHabits Masterclass because
you're probably.
(21:43):
You want some system aroundselling, and I get it, and if
you haven't already, you want toleverage a gateway offer,
because a gateway offer providesa system around selling.
What it does is it's about 10to 25% of your signature offer.
(22:04):
That's the price point and itis an entry point to working
with you on your signature offer.
So people have to go throughthe gateway offer to be able to
qualify for your signature offer.
It allows you to do all of thediscovery work and build a
baseline strategy for them andget their buy-in and hell yes on
(22:26):
that strategy before you do thesignature offer.
It's a short time commitment nomore than two weeks and the
cost commitment should be 10 to25% of your signature offer for
a reason, and that's because wedon't want it super high cost,
but we want it high enough thatwe know that they are willing to
(22:48):
invest in something that'scomparable to your signature
offer.
So we're not getting looky-loos, we're getting people who
actually would be able tobenefit from your signature
offer.
Okay, so that's two, and thenthree use lead gen.
(23:08):
That provides one complete winthat can be accomplished within
a day.
So a lead gen.
I'm going to get into this alittle bit more when I talk
about the lean marketingaccelerator.
But you want two leadgenerators.
You want a passive one, and apassive lead generator would be
like a digital product, but it'slower level.
(23:31):
They would be able toaccomplish something within a
day instead of a week, and anactive lead generator is
something that is higher level.
It brings in warm leads.
So two slides ago, when I saidwe have our hot and we have our
warm this is where the warmcomes in is the active lead
generator, and it usually hassome sort of live-ish element to
(23:55):
it, like a masterclass.
It could be pre-recorded or itcould be live, but it should
take place in a time container,so it's time sensitive, it needs
to be accomplished within acertain amount of time, and it
also adds urgency to complete itin order to access the next
(24:15):
level of working with you.
So our hot leads come frommicro offers.
Our warm leads come from activelead generators.
Our cold leads come frompassive lead generators, and
gateway offers are how we makesure that our signature offers
are going perfectly and have ahell yes buy-in before we start.
(24:38):
Okay, let's get into those leadgenerators some more.
So create a passive lead magnetand that can look like a
digital download that leads toyour signature offer Every 6 to
12 weeks.
I promised you guys I'd giveyou timelines Every six to 12
weeks.
Launch an active lead magnetthat brings hot leads into your
(25:00):
signature offer.
So an active lead magnet canlook like a challenge.
It can look like a virtualevent like this, a masterclass,
it can be a workshop.
The important thing around itis that it needs to be time
sensitive.
It needs to add urgency andthen create an email workflow
(25:20):
for each lead magnet that youcreate that leads to
applications or sales calls or await list, depending on how
busy you are.
So your goal is for everybodywho goes through your lead
generation funnel to do one ofthose things Apply to work with
you, schedule a one-to-one salescall or get on the waitlist All
(25:45):
right, let's get into socialmedia, you want to?
All right, let's get intosocial media.
You want to?
Social media is where I do mostof my biz dev.
So I like this one Connect with10 ideal clients on social
media.
With a personalized note, I dothis by following people who
(26:08):
have the same audience as me.
They also serve fractional asconsultants, service
professionals audience as me.
They also serve fractional asconsultants, service
professionals, and I willcomment something thoughtful,
something valuable on theirposts.
But then I take it a stepfurther and I go to everybody
who has interacted with thatpost.
You know the likes, the hearts,the little giving thing.
I click on that and I connectwith anyone who would be a good
(26:31):
fit client.
So connect with at least 10ideal clients on social media
every day.
Review your profile views onLinkedIn and DM anyone that is
relevant to you, so anyone whowould make sense to work with
you.
I made $25,000 in a month doingjust that.
Just that thing.
(26:53):
Leverage a super signature onsocial media posts to subtly
remind people what you do.
So for anybody who doesn't knowwhat a super signature is, a
super signature is where it's,you know, at the very bottom of
your social media post, and ittells people what you do, who
you do it for and what makes youdifferent.
(27:14):
So that's what a supersignature is.
You can go to LinkedIn, slashIN slash, sarah Noel Block and
you can see it at the end of allof mine.
Okay, tell customer stories toexplain the value you provide
without direct selling.
So anytime you can use, you canleverage a customer story, a
(27:37):
transformation you've helpedpeople go through.
That's huge.
You don't have to sell becauseyour story is selling for you
and that'll get you DMs.
Share your customer resultswith screenshots with their wins
.
So anytime you're getting a DMor a Voxer or an email telling
(27:57):
you about a win that they'vegotten, get a screenshot of it
and you can blank out all oftheir personal information.
But those screenshots, that'suser-generated content and that
is super powerful because it'sproof You're not just making the
stuff up.
Here's proof of it comment onposts from people who share the
(28:22):
same audience as you, so you'reshowing up in their feeds.
I think that the LinkedInalgorithm is something that a
lot of people got wrong.
You don't want to miss out,like if you only have time for
one thing today when it comes toLinkedIn, don't post.
Comment on other people's posts, because it gets you in the
(28:43):
feed of all of the people youwant to work with.
Be very strategic with whoyou're commenting on, because if
they share the same audience asyou, you're showing up in
thousands of feeds that youwouldn't have otherwise and that
is probably more impressionsthan your post is going to get.
That is probably moreimpressions than your post is
(29:04):
going to get.
And last, connect or followpeople who engage with posts
from people who share the sameaudience as you.
So if they have liked,commented someone who does
accounting for service providersas an example, I'm going to
follow them or connect with them, because they would also want
to work with me and I'm not adirect competitor with them
(29:26):
anyway.
Content marketing this is mybaby, this is my favorite, and
this is where a lot of peopleget content marketing wrong.
So these are ways you can sellwith content marketing.
One create campaign content.
That's talk about what.
(29:46):
That was a note for myself.
Talk about what campaigncontent is and you can tie it to
your anchor content.
Oh, my goodness, let me talkabout what campaign content is
and how you can tie it to firstcontent.
Okay, so campaign content iswhen you're addressing common
(30:09):
objections that you get on salescalls.
It is breaking apart yourframework or the journey that
you take your clients throughand giving little teaching
moments from each piece of thatframework through.
And giving little teachingmoments from each piece of that
framework, you're answeringquestions people have when they
need your service.
So any frequently askedquestions.
You can create content aroundthat.
(30:30):
How you can back to my note tomyself that I was supposed to
delete before how you canconnect your campaign content to
your anchor content, corecontent, signature series,
whatever you want to call it.
I call it all of them.
I have that included in it, soI'll do bonus episodes.
(30:50):
So let's just talk about me fora second.
My anchor content is tinymarketing podcast.
So when I'm doing campaigncontent, I don't necessarily
change what episode I would doon a regular series.
What I do to make it stand outis I release a series of bonus
(31:13):
episodes.
So, like I, my episodes drop onSundays.
So, monday through Friday, Iwill drop many episodes each of
those days, addressing thecommon objections, breaking
apart my framework, answeringquestions.
People have asked about it.
These are the things that movethe needle and get people to
(31:33):
want to buy.
They also would want to knowwhat does the container look
like Like?
What's the experience that yourclient will go through?
What are customer stories thatyou can pull into it?
What transformations have yougotten your clients through?
Okay, enough with that.
Create a signature series thatnurtures relationships with your
(31:56):
ideal audience.
So I'll go back to my show.
I have my podcast.
In almost every single salescall I have, someone makes a
reference to something I taughton the Tiny Marketing Podcast.
So your signature series willbecome that for you.
This can be in any format thatyou want.
It could be in YouTube, itcould be in a podcast format,
(32:19):
but basically what you want itto do is to give little value
bombs.
All the time you are teachingpeople, you are earning that
know like trust factor with yourideal audience and it nurtures
for you.
It nurtures at scale.
Next is create collab content.
This looks like co-hostedvirtual events.
(32:41):
It looks like newsletter swaps,podcast guesting.
The goal is to borrow otherpeople's audiences.
So if you've heard me talkbefore about content marketing,
you know my four C's.
It is core content and that'syour signature series.
It is campaign content and thatis exactly what I talked about
(33:03):
breaking apart your frameworkand answering all of the sales
questions that you'd have.
It's collab content and that isthe first thing I recommend
that everybody do is collabcontent, because you're
borrowing other people'saudiences.
You don't need to have all ofthe tech stuff in place to make
it work.
You could podcast guest onsomeone else's show, you can do
(33:26):
some sort of virtual event whereyou're using your
collaborator's stream yard inorder to stream it, but the big
thing is is you get double, ifnot triple, the eyes on your
content and you're getting infront of an audience you
wouldn't have otherwise.
All right and last, create asignature talk that explains
(33:48):
your framework and can be usedfor podcast, guesting, community
speaking engagements and stages.
This is something that we workon in the Lean Marketing Engine
Accelerator.
It's in the Know Like TrustFactor section, because having
that signature talk makeseverything else easier.
(34:11):
Like I was saying before, Ihave my signature talk and I'll
break it apart depending on whatthe audience is, what the
audience is the length of thetalk.
So, while I have the same basicdeck for the talk, no matter
(34:31):
what, I can break it apart andit can become a podcast episode
on someone else's podcast.
I can make it a 20-minute livestream with someone else's
audience.
So it needs to be very modular.
Ooh, I like that.
Yep, modular is a good way todescribe what your signature
talk should be.
Email marketing is next.
Okay, so send an emailmarketing message about a
(34:53):
specific offer Leverage bonusesto encourage action.
Leverage expiring discounts toencourage action.
So, okay, let's go back to thebeginning of email marketing In
the comments.
Do you guys do regularnewsletters?
Do you have an email list?
(35:15):
If you do, then this will be alot easier for you because you
don't have to start from scratch.
But if you don't go back tothat, collab content because
that is how you build your listis through collaborations.
That's the fastest way to growyour list.
Okay, so about once a month Iwill send a message about a
(35:37):
specific offer, and this iscalled evergreen selling just a
once a month sales email thatgoes deep onto a specific offer
that you have.
If you want people to be ableto act now, then you need to
leverage bonuses to encourageaction immediately.
Give them 48 hours and they canget those extra bonuses.
(35:59):
You want to leverage expiringdiscounts to encourage action.
So this is often done withwaitlist strategies.
If you have a waitlist, like wetalked about earlier, then
people who are on that waitlistand buy first get the biggest
discount and it slowly gets tobe a smaller discount the next
(36:19):
few days.
Leverage flash sales toencourage action.
Those are four-day sales.
I usually do them Fridays toMondays and I haven't ever not
sold something from a flash sale.
Fridays to Mondays work reallywell for them.
Leverage pop-up offers.
So pop-up offers are offersthat maybe you're testing out or
(36:44):
you used to do a long time agoand you don't always want to do
them.
It's a limited availabilityoffer that you have available,
but the thing that's excitingabout that is that you don't
have to offer any sort ofdiscount for it.
The urgency in there is thatyou're only offering this pop-up
(37:04):
offer for a limited amount oftime.
So if they want to act, theyneed to act now because you
won't be offering that nextmonth.
Add a PS line to your nurtureemails.
So I asked earlier if you havea newsletter, an email
newsletter, then you're sendinga newsletter, probably once a
week.
At the end of it, add a PS lineand that PS line should tell
(37:29):
people how they can work withyou, similar to that one-to-one
email strategy I was telling youabout.
Another one with emailmarketing when your prices go up
, send an email.
Let them know about let's doflash sale rules.
Four days before your prices goup, let them know, so people
(37:50):
have a last chance to grab thatold pricing and last, use link
actions to segment interest foryour offers, to nurture them at
the right time.
So let me explain what linkactions are real quick.
I use Flowdesk for my emailmarketing and in it, whenever
you have a link in the emailthat you're writing.
(38:11):
You can click on it and set anaction.
So one of the actions that youcan set is to set them, send
them to a segment if they clickon that link.
So let's say the link is forlet's go backwards in time, the
link is for a campaign content,a podcast, where you are talking
(38:37):
about your offer that you'relaunching.
Then what you would do is havethat segment, an interest list
for that specific offer, becauseyou know that they have some
interest in it Otherwise theywouldn't be engaging with your
campaign content and then youcan add them to a nurture sales
sequence that explains moreabout that offer and works
(39:00):
towards that application, waitlist, sales call, whatever you
want them to do.
Okay, so that is 39 profithabits.
Stay to the end.
I know a lot of you are like,oh, she went through all of
those profit habits.
But stay to the end because I'mgiving you bonuses.
(39:20):
I am giving you a document withthis.
You just have to wait a second.
Okay, I want you to see howfreaking doable it is for you to
build a booked out business.
This isn't a pipe dream, I cantell you.
Before I started these profithabits, I was on the struggle
bus.
I had a quarter where I got nonew clients and I was like I
(39:46):
guess I better start looking fora real job put on my grown-up
pants.
And when I started implementingthese, everything changed for
my business and the same can befor you.
You can have a booked outbusiness that gets you
comfortably booked out, bookedout in the way that you want to,
(40:06):
not in the overstressed way,and I would love to help you do
this in your work.
I created the Lean MarketingEngine Accelerator to help you
fill your sales pipeline withease.
I want it to be easy for you.
I want you to have the money tofeel comfortable in your life
(40:29):
and to not have to worry wherethat next lead is coming from or
when that next one's going toclose.
So just three short slides.
I'm going to explain what'sinside the Lean Marketing Engine
before I get to those bonuses.
So the step one of the LeanMarketing Engine is our offer
ecosystem.
You were never taught I wasnever taught how offers can work
(40:50):
together to fill your salespipeline, and don't feel bad
about that, because none of uswere.
It took me dissecting largescaling product businesses,
dissecting them and turning themon their heads so it can work
for a service business.
To figure this out and how thisworks, in the Offer Ecosystem
(41:14):
Sprint, which is the first thingwe do inside the Lean Marketing
Engine, we'll map out yourecosystem to bring in new hot
leads that pay you to be intheir pipeline.
So you're getting those hotleads from your micro offers.
You're getting those warm leadsfrom your active generators.
You're getting cold leads thatare passively coming in that you
(41:34):
don't have to work for andyou're getting ready to buy
people through your gatewayoffers.
So we do this through your fivemain offers Passive lead magnet
, active lead generator, microoffers, gateway offer, signature
offer framework.
That's what we work throughfirst.
Second is your dream clientmessaging.
(41:57):
No one told you how to leveragemessaging or positioning to
attract your dream clients andrepel the wrong ones.
How many of us have gottenleads where we're like that's
great.
Thank you for the lead.
I'm glad you want to work withme, but you're not the right fit
.
The goal of our dream clientmessaging is to attract only our
(42:18):
dream clients and repeleverybody else, because we don't
want to waste time on salescalls or with micro offers with
people that are the wrong fit.
In the dream client messagingsprint, we'll identify your
dream client, build a simple tofollow messaging strategy that
you can use everywhere toattract perfect fit clients I'm
(42:39):
talking social media, email,website, everywhere and we do
this in three steps Identifyyour perfect fit clients, find
your unique angle and threepillars and find their watering
holes so we know exactly how tolike bump into them in the
online world.
And then the last step is theKLT factor know like trust.
(43:04):
You know you should be buildingyour visibility online with
your niche, but you don't knowhow.
I hear that every single dayfrom people that I'm talking to
on LinkedIn or on connectioncalls and sales calls, and I get
it.
You are aware that you needpeople to know who you are like
(43:25):
you and want to work with you,trust you, and that's what we'll
work on in this, because thisknow like trust factor is what
gets you to not have to sell onsales calls.
Instead, you're just answeringlogistics questions like when
can we kick off, how long doesit take, how much time will it
(43:46):
take, things like that.
That's what we want to answeron sales calls not having to
convince people that we'reworthy of their time and worthy
of their money.
So in the KLT Factor Sprint.
We build your discoverabilityso your dream clients know, like
and trust you before everhopping on a call.
So we do this in three steps.
(44:08):
We build your LinkedIn presenceand social selling strategy.
We launch your collabs toborrow other people's audiences
and then, last, we build yoursignature series that acts as
the anchor for your business andfeeds all of the channels.
So that is your signatureseries, is what we would use for
your business and feeds all ofthe channels.
So that is your signatureseries, is what we would use for
you know what goes in youremails, what goes on social
media, all of that.
(44:28):
So what's included in the LeanMarketing Engine?
It's six training modules.
So not just six trainings, butthe modules.
There's six of them Fourone-to-one strategy calls, four
feedback review sessions and oneNotion marketing hub.
(44:49):
So I have actually worked withsomeone who is an expert in how
people learn and how peopledigest information, and we did a
reverse classroom style forthis offer.
What you do is you go throughthose training modules and you
put together that first draft ofthe thing that you're creating,
(45:10):
based off of the templates andthe frameworks I provide in your
Notion Marketing Hub, and thenwe work together.
So first thing we do is haveour one-to-one strategy call you
, do the modules and do yourfirst draft in the Notion Hub,
and then we do feedback reviewsessions where we go through, we
(45:31):
comb through and we make sureit's perfect.
So that's how it works.
My goal for you is to build abusiness that doesn't feel like
work.
I want you to make money andfeel comfortable doing it and do
it in a way that's joyful foryou and that leans into the
things that you love doing.
(45:51):
So what's the investment?
I'm sure, if you're stillsticking around, you're either
waiting for the bonuses oryou're waiting for how much this
costs.
It's $29.50 and you can paythat in three payments.
So what is that?
I think it's like $6.50 eachpayment, so you can get started
for $6.50.
Hold on, I have my calculatorout.
(46:12):
It's $9.83.
$9.83 in three payments.
Three in three payments.
So what's the next step?
If you are interested injoining the Lean Marketing
Engine, we can kick that off assoon as next week and you can
(46:35):
apply right here.
So you could use that QR codeor you can go to
sarahnoelblockcom application,fill out the application and,
seriously, there's no obligation.
You can fill out theapplication and decide you don't
want to do it, and that'sperfectly fine.
Or you can fill out theapplication and we can start
(46:56):
next week and you can have thislean marketing engine ready to
go and pull in all of theseeveryday profit habits.
That will work beautifully withit.
And now, if you have anyquestions, you can DM me at
(47:17):
sarahnoelblock on LinkedIn oryou could email me at hello at
sarahnoelblockcom.
Let's get to the bonuses,because we're three minutes over
and I want to make sure thatyou get them, so let's switch so
you can grab your bonuses here.
You're going to get theEveryday Profit Habits worksheet
(47:37):
that has all 39 of the profithabits that I talked about today
and the cadence in which youneed to do them, so you'll know
what you need to do weeklyversus quarterly.
You'll get a free map, yourgateway offer consult so it'll
be one-to-one with me and we'llmap out what your gateway offer
can look like.
(47:57):
Three, you'll get exclusivebonuses when you join the Lean
Launch Accelerator.
If you apply for the LeanLaunch Accelerator within the
next 48 hours and then last, youget 40 outreach prompts.
So a lot of this was aboutconnecting with people and you
(48:18):
might have been thinking I don'tknow how to do that without
feeling awkward.
How do I do this?
So I have 40 outreach promptsthat you can use no matter the
situation.
You can use it in email, youcan use it on LinkedIn, you can
use it anywhere.
So those are the bonuses youget.
You can grab them right here,tinymarketingmyflowdeskcom,
(48:40):
slash profit, or you could usethe QR code.
If you guys have any questions,put them in the comments.
You can also go to LinkedIn andDM me.
I am happy to have aconversation with you, or you
can email me at hello atsarahnoelblockcom with you, or
(49:04):
you can email me at hello atsarahnoelblockcom.
So, everybody who signs up forthese bonuses, I will send you
the replay of this along withall of the bonuses, and you can
always just reply to that emailif you have any questions that
come up at that point, becauseI'm the one who reads those.
All right, thank you guys.
So much for joining me todayand I'll bounce.
(49:27):
All right, I will see you.
Thank you, hey, beauties, ifyou want those bonuses I talked
about in that live training,then head down to the show notes
, because you can get theminside of the tiny marketing
club, which only costs $150 toget started.
I'll see you over there.
Welcome to Tiny Marketing.
I'm Saren Walblock and this isthe Uncut Summer Series.
Today, we're sharing episode150, which is a live training of
the Everyday Profit HabitsMasterclass.
Enjoy, this is Everyday ProfitHabits, and you might have been
(00:21):
introduced to this topic throughLinkedIn I know I talked about
it there first and it was Hi,thank you.
And it was also in episode 98of the Tiny Marketing Show.
I shared 10 everyday profithabits that you could implement
(00:41):
today that would make you money.
So let's get into it.
Today we're getting into 39.
I have been brainstorming thisfor months.
Now we are getting into 39everyday profit habits.
So, hello, I'm going to make mesmall and this big so you can
(01:05):
see the screen better.
Okay, so I'm Sarah Noelle Blockand I am a consultant and I
help other consultants andservice professionals and
fractionals shorten their salescycles and grow their pipeline
with lean marketing engines.
So whether you're starting fromscratch or you're looking to
refine your strategy becausesomething's not quite clicking
(01:27):
for you, I'm here to guide youand let's get started.
The one thing that I want you tounderstand today is that making
money is a habit.
In 90 days, your business willgrow or shrink depending on the
habits that you start today.
(01:48):
I'm not making that up, that'sactually hi.
Thank you guys for saying hi.
I just want to make sure that Ican see your comments on the
StreamYard side of things.
I have actually been trackingthis and I have discovered that
(02:08):
90 days is the key.
When you start these habits,within 90 days you will be
booked out.
It took me about 90 days to getseven months booked and then I
took 90 days off and guess what?
I was no longer booked out.
It makes a massive difference.
So let's get into it.
(02:30):
Seven months it took me 90 daysfor me to get booked out.
Seven months and have a waitlist Six weeks I had a happy
six-week wait list to work withme.
People were perfectly finebeing on that wait list.
So if you've ever thought, okay, I have too much on my plate, I
(02:52):
have too many clients in line,actually, if you listen to the
podcast episode this weekepisode 103, that's what we
talked about is, when you havetoo many leads, what do you do
next?
You start a wait list andthey're okay with that if you do
it the right way.
And the last stat I want totell you about is 90 days.
I took 90 days off from myeveryday profit habits and my
(03:15):
sales pipeline collapsed.
Guess what?
I turned them back on and itrevitalized.
These habits actually work,which is the inspiration of why
I wanted to be here today, havethis conversation and teach you
about the habits that havesustained my business for four
years.
(03:37):
It takes time to build habits,though, doesn't it?
We always want to haveimmediate results, but it takes
time to adapt them to oureveryday life and make sure that
you're actually doing themevery day.
But these habits will get thatmoney ka-chinging in your bank
account without throwingspaghetti at the wall.
(03:57):
A lot of times, we start thingsand we're like okay, this isn't
working for me, I'm going totry something else, and that is
not how it works.
You need to be consistent.
Your money is made with throughconsistency and maintaining
what you're doing.
Okay, so if these things don'tchange your life in a week,
(04:23):
please do not give up on them,because I assure you they will.
They will change your life.
Sales success comes fromconsistency, not luck.
A lot of you here today mightbe thinking or you might have
started your business and yourelied pretty heavily on
referrals, and you were able tobuild your business from
(04:47):
referrals, word of mouth, andthat is a part of the strategy.
Referrals are still huge for mybusiness, but at the same time,
it's not the only thing and Ido not rely on people just
happening to think of me.
I don't rely on that.
It's all part of the system tomake sure that they are thinking
(05:10):
of me when something comes up.
The second thing building habitsaround your sales process makes
progress inevitable.
If you build these habits, theywill keep stacking and they
will keep helping you.
It works and daily sales habitskeeps your pipeline full and
(05:31):
your revenue growing.
So my CFO she.
So, for the record, I'm a soloconsultant.
I work by myself.
I do not have a team, but Ihave a fractional CFO who does
my money stuff and she waslooking at my numbers the other
day and she goes your profitsgrew 168%.
(05:54):
What did you do?
Today is what I'm teaching you,is what I did to make those
profits grow 168% year over year.
And I didn't do like yes, Imade more money because of these
habits.
But you also have to look atoptimizing your operations, like
(06:16):
are there things that you cancut that you don't really need
to spend money on?
Are you as efficient aspossible with your money.
All of that goes into theprofitability, but you got to
make sales too, right.
So the impact of habits on salessuccess Consistency Habits
ensure daily actions are taken,creating steady momentum.
(06:39):
So here's the thing I'm goingto teach you 39 profit habits
today, and what you need to dois just take a couple of them
and do them every single day.
Make them a habit.
Do them when you're eatingbreakfast, for example.
Hey, and I like to habit stack.
So when I'm doing one thing, Ialso am doing another, because
(07:04):
I've already have this habitlike okay, 7.15 am I work out?
That is when I work out, andusually when I'm working out is
also when I'm starting to likeworkshop in my head what I'm
going to write on LinkedIn.
So that's where I habit stackis.
I finished my workout, I'vethought about what I'm going to
talk about on LinkedIn, and thenI post it on my phone as I'm
(07:25):
working out.
So that's a habit stackingthing I've done.
All right, let's go intoefficiency.
Automation of small tasks leadto greater overall productivity.
So today we're not just talkingabout the habits, but we're
also going to talk about waysyou can automate it and make it
easy for you to be able to dothese profits, these profits,
(07:45):
these habits every day.
And then predictability Withhabits, you can better predict
and manage your sales pipeline.
It's crazy how much power youfeel like you have when you have
control over your salespipeline and you know these
leads are going to come in, youknow how many are going to
convert because you've done itand you're tracking it and you
(08:08):
know it's going to work.
Okay, so how do you create saleshabits?
Start small.
Just choose one action to focuson each day on this list.
Yeah, it's a lengthy list, butI don't expect you to do 39
things every day.
Just start with one.
Set a schedule, integrate thehabit into your daily routine.
(08:31):
So batching and habit stackingare two things that I talk about
all the time.
With batching, I have my Mondaymorning marketing, so I batch
all of my marketing and do it onMonday mornings.
So I batch all of my marketingand do it on Monday mornings.
And then habit stacking I havemy everyday profit habits that I
do, but I stack it on top of ahabit that I already have, so I
(08:53):
make sure that I don't miss it.
So, like I was saying, I'll domy LinkedIn stuff right after
I'm done working out, and I'lldo biz dev stuff when I'm eating
breakfast, so you'll know whatI'm talking about in a minute
and then measure progress.
So track your actions and theresults.
I use Airtable and I built out adashboard for myself where I'll
(09:18):
track each one of theseinteractions, these habits that
I've done and what it got me inthe end.
So did it get me a partnershipopportunity?
Did it get me a lead?
Did it get me a referral?
Did they become a client?
So I track all of those littleelements so I know which habits
(09:40):
equate to money and then adjustas needed.
So just because these habitswork for me doesn't mean every
single one is going to work foryou.
So track it in your air tableor whatever CRM you're using and
then tweak it based off ofwhat's working for you and your
audience.
We're all different and I don'tfor a second think that there's
(10:05):
a one fit solution foreverybody.
So I'm giving you lots ofsolutions today.
I want you to test them out andsee what works for you.
All right, are you ready?
Let's get into these habits.
Okay, business development,business development.
(10:31):
Let me see if I can there thatone's better.
Okay, business development.
So I'm going to go through eachof these elements and I have
the chat open right over on thisright side here.
Ask questions if they come up.
So number one is go through yourlead list and email any warm
leads to set up connection calls.
So connection calls are likenetworking calls Make them short
20 minutes or less.
So go through the lead list andhit your warm leads.
(10:56):
Go through your lead list andsend private invitations to hot
leads.
So let me tell you thedifference between warm leads
and hot leads to hot leads.
So let me tell you thedifference between warm leads
and hot leads.
Warm leads are they interactwith your content but they
haven't bought from you before.
Where hot leads, they've, atleast bought like a micro offer
(11:20):
from you, so they've alreadyexchanged money for your value.
They're hot, warm leads.
They look like they're on theprecipice of becoming a hot lead
.
So a lot of times, warm leadswill come from active lead
generators and I'll explain whatthat is in a minute and hot
leads come from micro offers.
I'll also explain what thatmeans in a minute.
(11:41):
Okay, and then privateinvitations.
Let me explain what that isreally quick.
Okay, and then privateinvitations.
Let me explain what.
That is really quick.
So a private invitation Iusually subject like the subject
that I put on that email isprivate invite, and then I
invite them to a specific offerthat I know will help them.
So that is what I do.
I already know them becauseI've worked with them in some
(12:02):
capacity.
They have worked with me on amicro-offer, so I have an idea
of their specific needs andthat's why I send them private
invitations for offers that Iknow make sense for them.
Next, create an interview-stylesignature series to build
relationships with potentialclients and referral partners.
So a signature series could besomething as simple as a monthly
(12:26):
webinar or even a quarterlyroundtable.
It doesn't have to be all thetime.
It could also be like my show,a podcast where I'm interviewing
other people within my industry.
It could be a YouTube show, buta signature series with an
interview style element to itgives you an excuse for business
(12:48):
development, because you have areason to connect with people
and say, hey, let's see how wecan help each other out.
And you have your signatureseries that you can leverage to
give them a little bit of yourspotlight and you can borrow a
little bit of theirs and theiraudience.
Okay, aim for five quick15-minute connection calls each
(13:11):
week with people who share thesame audience as you.
So I usually find people forthis in communities that are all
about like I work a lot withfractionals and consultants.
So I'm in a lot of communitieswith fractionals and consultants
.
So I'm often finding them likepost an event, they'll do a
monthly roundtable where we'retalking about a certain subject
(13:34):
and then I'll connect with allof them on LinkedIn and we'll
have a conversation there.
Use tools like LinkedInNavigator or Apollo to create an
account-based marketing list.
So when you use LinkedInNavigator or Apollo, you can
filter based off of your dreamclient criteria.
(13:56):
So if you only work with oneperson accounting firms, let's
say you can filter it down thatway in LinkedIn Navigator or
Apollo and create a whole listin LinkedIn Navigator or Apollo
and create a whole list.
Now you can connect with themvia email.
Each of those have the optionof just connecting on LinkedIn
(14:18):
and you can start havingconversations with them,
interacting with their content.
But having this account list ofpeople that you want to work
with, that makes it a lot easierfor you to make sure that
you're getting in front of thosepeople, right, the people that
are on that account list.
Next, join communities that yourdream clients would be a part
(14:42):
of.
So one way that I find thesemore hidden gem communities is,
whenever I'm on a connectioncall, I ask them what
communities are you part of?
Is there any insider tips thatyou have?
Anything that you know that Ishould know?
And having a lot of times I'llget these private invitations
that are invite-only communities, because I ask the question A
(15:04):
lot of times it's all about justasking.
So that's another reason whysetting up those connection
calls are so important, and youwant those connection calls with
people who share the sameaudiences.
Yo, so you guys are swimming inthe same pools, but you're not
(15:27):
selling the same thing.
Okay, next, go to events withinthose communities and connect
with the attendees on yourpreferred social media platform.
So every community that I'mpart of that just is like
swarming with my ideal clients.
I go to all of their events andI'm the first person in the
chat that's like okay, everybody, let's drop our LinkedIn links
(15:48):
so we can connect offline andI'll connect with every single
one of them and I'll go throughit and see who makes sense to
set up a one-to-one conversationwith, because, you know, not
everybody is going to be a goodfit.
But if I know that I can helpthem, and they can probably help
me, it would make sense toreach out and see if they want
(16:09):
to go on a connection call.
To reach out and see if theywant to go on a connection call,
it's like every interaction youhave.
Your goal should be to havesome sort of communication point
with them, have some sort ofone-to-one connection with them.
Okay, all right.
And last on the businessdevelopment list is pitch to
(16:29):
speak in those communities.
Once you find these wateringholes, you want to pitch to
speak to them.
So this is getting in prettydeep.
But you want to have a talkthat breaks down the framework
of the journey you take peoplethrough, and it doesn't have to
(16:52):
be overcomplicated, but it canbe like a 30-minute.
So for myself, I have amasterclass that is up to an
hour and it teaches how to builda lean marketing engine.
But I can take out certainslides and make it a 20-minute
talk.
I can make it a 30-minute talk.
I just swap out the slides tomake it beefier or less beefy,
(17:16):
all right.
So those are the businessdevelopment tips that we have
and the pitch to speak in thosecommunities.
That's something that we diveinto in the Lean Marketing
Engine Accelerator, which we'regoing to talk about at the end a
little bit.
But finding those watery holeswhere your dream clients are
(17:38):
spending time that's how youmake money is spending time with
the people you want to connectwith and work with.
All right, one-to-one email isnext.
So add a super signature toyour email signature in Gmail or
whatever platform you use.
I use Gmail and in that supersignature in your email you want
(18:01):
to say the different ways thatyou work with people.
So I have my signature, but Ihave a section in my signature
that says three ways to workwith me One, two, three.
But that means I'm giving alittle pitch to everybody I
reply to in my email.
One-to-one Next review pastproposals or your gateway offers
(18:24):
for prospects that did notupsell and reconnect with them.
So if I am having a slowquarter, I'll go through my old
proposals and just shoot them anemail, see how they're doing
reconnect, see if they're up fora connection call.
Also, gateway offers I have afolder of gateway offers that
(18:48):
didn't move to a signature offer, so I'll reconnect with them.
Now let's go to that last point.
Set a boomerang to reconnectwith anyone who didn't upsell
every 90 days.
So boomerang is an add-on thatyou can add to Gmail and Outlook
and basically you can set it toremind you with a note to
(19:11):
respond to someone.
So it's a big help for any sortof like CRM.
I use it for CRM purposes only.
So I'll set my boomerang every90 days to reconnect with
someone, see how they're doing,see if they've accomplished the
goals that they told me thatthey wanted to accomplish during
(19:32):
that gateway offer.
I don't try and sell them.
No, I don't try to sell them.
I just try and connect withthem and see where they're at
and if they didn't find theright solution during those 90
days, they'll tell me.
I don't need to hard sell onthat.
Next up is the offer ecosystem.
(19:52):
Don't need a hard sell on that.
Next up is the offer ecosystem.
Okay, so in the lean marketingengine, the first thing that we
do is build out your offerecosystem, because a lot of you
have been taught to have oneoffer or just those three offers
, but an offer ecosystem workstogether to pull people through
(20:13):
and to your signature offer.
Okay.
So let's talk a little bitabout what an offer ecosystem is
.
You want to use micro offers, sothose are digital products that
are less than $100 and providea high ticket value for a low
ticket price.
So micro offers earn trust.
They grow your list while youget paid how nice is that.
(20:37):
And they pull people into yourfunnel.
They should help your prospectaccomplish a complete task,
something that they want toaccomplish, and you should have
them accomplish that within aweek.
So that's the time frame.
Micro offers are less than $100.
They are a way to grow yourlist with paid people and
(21:01):
remember what I said two slidesago the people who have paid you
are your hottest leads.
So these are the best leads toget the micro-offer ones, and
you want them to be able toleverage that digital product
that you sold them to complete atask that they really want to
complete within a week.
(21:23):
Okay, next is launch a gatewayoffer to provide a natural entry
point for new clients without asuper high ticket cost or long
commitment.
So we all know we're here for areason.
You wanted to go to this ProfitHabits Masterclass because
you're probably.
(21:43):
You want some system aroundselling, and I get it, and if
you haven't already, you want toleverage a gateway offer,
because a gateway offer providesa system around selling.
What it does is it's about 10to 25% of your signature offer.
(22:04):
That's the price point and itis an entry point to working
with you on your signature offer.
So people have to go throughthe gateway offer to be able to
qualify for your signature offer.
It allows you to do all of thediscovery work and build a
baseline strategy for them andget their buy-in and hell yes on
(22:26):
that strategy before you do thesignature offer.
It's a short time commitment nomore than two weeks and the
cost commitment should be 10 to25% of your signature offer for
a reason, and that's because wedon't want it super high cost,
but we want it high enough thatwe know that they are willing to
(22:48):
invest in something that'scomparable to your signature
offer.
So we're not getting looky-loos, we're getting people who
actually would be able tobenefit from your signature
offer.
Okay, so that's two, and thenthree use lead gen.
(23:08):
That provides one complete winthat can be accomplished within
a day.
So a lead gen.
I'm going to get into this alittle bit more when I talk
about the lean marketingaccelerator.
But you want two leadgenerators.
You want a passive one, and apassive lead generator would be
like a digital product, but it'slower level.
(23:31):
They would be able toaccomplish something within a
day instead of a week, and anactive lead generator is
something that is higher level.
It brings in warm leads.
So two slides ago, when I saidwe have our hot and we have our
warm this is where the warmcomes in is the active lead
generator, and it usually hassome sort of live-ish element to
(23:55):
it, like a masterclass.
It could be pre-recorded or itcould be live, but it should
take place in a time container,so it's time sensitive, it needs
to be accomplished within acertain amount of time, and it
also adds urgency to complete itin order to access the next
(24:15):
level of working with you.
So our hot leads come frommicro offers.
Our warm leads come from activelead generators.
Our cold leads come frompassive lead generators, and
gateway offers are how we makesure that our signature offers
are going perfectly and have ahell yes buy-in before we start.
(24:38):
Okay, let's get into those leadgenerators some more.
So create a passive lead magnetand that can look like a
digital download that leads toyour signature offer Every 6 to
12 weeks.
I promised you guys I'd giveyou timelines Every six to 12
weeks.
Launch an active lead magnetthat brings hot leads into your
(25:00):
signature offer.
So an active lead magnet canlook like a challenge.
It can look like a virtualevent like this, a masterclass,
it can be a workshop.
The important thing around itis that it needs to be time
sensitive.
It needs to add urgency andthen create an email workflow
(25:20):
for each lead magnet that youcreate that leads to
applications or sales calls or await list, depending on how
busy you are.
So your goal is for everybodywho goes through your lead
generation funnel to do one ofthose things Apply to work with
you, schedule a one-to-one salescall or get on the waitlist All
(25:45):
right, let's get into socialmedia, you want to?
All right, let's get intosocial media.
You want to?
Social media is where I do mostof my biz dev.
So I like this one Connect with10 ideal clients on social
media.
With a personalized note, I dothis by following people who
(26:08):
have the same audience as me.
They also serve fractional asconsultants, service
professionals audience as me.
They also serve fractional asconsultants, service
professionals, and I willcomment something thoughtful,
something valuable on theirposts.
But then I take it a stepfurther and I go to everybody
who has interacted with thatpost.
You know the likes, the hearts,the little giving thing.
I click on that and I connectwith anyone who would be a good
(26:31):
fit client.
So connect with at least 10ideal clients on social media
every day.
Review your profile views onLinkedIn and DM anyone that is
relevant to you, so anyone whowould make sense to work with
you.
I made $25,000 in a month doingjust that.
Just that thing.
(26:53):
Leverage a super signature onsocial media posts to subtly
remind people what you do.
So for anybody who doesn't knowwhat a super signature is, a
super signature is where it's,you know, at the very bottom of
your social media post, and ittells people what you do, who
you do it for and what makes youdifferent.
(27:14):
So that's what a supersignature is.
You can go to LinkedIn, slashIN slash, sarah Noel Block and
you can see it at the end of allof mine.
Okay, tell customer stories toexplain the value you provide
without direct selling.
So anytime you can use, you canleverage a customer story, a
(27:37):
transformation you've helpedpeople go through.
That's huge.
You don't have to sell becauseyour story is selling for you
and that'll get you DMs.
Share your customer resultswith screenshots with their wins
.
So anytime you're getting a DMor a Voxer or an email telling
(27:57):
you about a win that they'vegotten, get a screenshot of it
and you can blank out all oftheir personal information.
But those screenshots, that'suser-generated content and that
is super powerful because it'sproof You're not just making the
stuff up.
Here's proof of it comment onposts from people who share the
(28:22):
same audience as you, so you'reshowing up in their feeds.
I think that the LinkedInalgorithm is something that a
lot of people got wrong.
You don't want to miss out,like if you only have time for
one thing today when it comes toLinkedIn, don't post.
Comment on other people's posts, because it gets you in the
(28:43):
feed of all of the people youwant to work with.
Be very strategic with whoyou're commenting on, because if
they share the same audience asyou, you're showing up in
thousands of feeds that youwouldn't have otherwise and that
is probably more impressionsthan your post is going to get.
That is probably moreimpressions than your post is
(29:04):
going to get.
And last, connect or followpeople who engage with posts
from people who share the sameaudience as you.
So if they have liked,commented someone who does
accounting for service providersas an example, I'm going to
follow them or connect with them, because they would also want
to work with me and I'm not adirect competitor with them
(29:26):
anyway.
Content marketing this is mybaby, this is my favorite, and
this is where a lot of peopleget content marketing wrong.
So these are ways you can sellwith content marketing.
One create campaign content.
That's talk about what.
(29:46):
That was a note for myself.
Talk about what campaigncontent is and you can tie it to
your anchor content.
Oh, my goodness, let me talkabout what campaign content is
and how you can tie it to firstcontent.
Okay, so campaign content iswhen you're addressing common
(30:09):
objections that you get on salescalls.
It is breaking apart yourframework or the journey that
you take your clients throughand giving little teaching
moments from each piece of thatframework through.
And giving little teachingmoments from each piece of that
framework, you're answeringquestions people have when they
need your service.
So any frequently askedquestions.
You can create content aroundthat.
(30:30):
How you can back to my note tomyself that I was supposed to
delete before how you canconnect your campaign content to
your anchor content, corecontent, signature series,
whatever you want to call it.
I call it all of them.
I have that included in it, soI'll do bonus episodes.
(30:50):
So let's just talk about me fora second.
My anchor content is tinymarketing podcast.
So when I'm doing campaigncontent, I don't necessarily
change what episode I would doon a regular series.
What I do to make it stand outis I release a series of bonus
(31:13):
episodes.
So, like I, my episodes drop onSundays.
So, monday through Friday, Iwill drop many episodes each of
those days, addressing thecommon objections, breaking
apart my framework, answeringquestions.
People have asked about it.
These are the things that movethe needle and get people to
(31:33):
want to buy.
They also would want to knowwhat does the container look
like Like?
What's the experience that yourclient will go through?
What are customer stories thatyou can pull into it?
What transformations have yougotten your clients through?
Okay, enough with that.
Create a signature series thatnurtures relationships with your
(31:56):
ideal audience.
So I'll go back to my show.
I have my podcast.
In almost every single salescall I have, someone makes a
reference to something I taughton the Tiny Marketing Podcast.
So your signature series willbecome that for you.
This can be in any format thatyou want.
It could be in YouTube, itcould be in a podcast format,
(32:19):
but basically what you want itto do is to give little value
bombs.
All the time you are teachingpeople, you are earning that
know like trust factor with yourideal audience and it nurtures
for you.
It nurtures at scale.
Next is create collab content.
This looks like co-hostedvirtual events.
(32:41):
It looks like newsletter swaps,podcast guesting.
The goal is to borrow otherpeople's audiences.
So if you've heard me talkbefore about content marketing,
you know my four C's.
It is core content and that'syour signature series.
It is campaign content and thatis exactly what I talked about
(33:03):
breaking apart your frameworkand answering all of the sales
questions that you'd have.
It's collab content and that isthe first thing I recommend
that everybody do is collabcontent, because you're
borrowing other people'saudiences.
You don't need to have all ofthe tech stuff in place to make
it work.
You could podcast guest onsomeone else's show, you can do
(33:26):
some sort of virtual event whereyou're using your
collaborator's stream yard inorder to stream it, but the big
thing is is you get double, ifnot triple, the eyes on your
content and you're getting infront of an audience you
wouldn't have otherwise.
All right and last, create asignature talk that explains
(33:48):
your framework and can be usedfor podcast, guesting, community
speaking engagements and stages.
This is something that we workon in the Lean Marketing Engine
Accelerator.
It's in the Know Like TrustFactor section, because having
that signature talk makeseverything else easier.
(34:11):
Like I was saying before, Ihave my signature talk and I'll
break it apart depending on whatthe audience is, what the
audience is the length of thetalk.
So, while I have the same basicdeck for the talk, no matter
(34:31):
what, I can break it apart andit can become a podcast episode
on someone else's podcast.
I can make it a 20-minute livestream with someone else's
audience.
So it needs to be very modular.
Ooh, I like that.
Yep, modular is a good way todescribe what your signature
talk should be.
Email marketing is next.
Okay, so send an emailmarketing message about a
(34:53):
specific offer Leverage bonusesto encourage action.
Leverage expiring discounts toencourage action.
So, okay, let's go back to thebeginning of email marketing In
the comments.
Do you guys do regularnewsletters?
Do you have an email list?
(35:15):
If you do, then this will be alot easier for you because you
don't have to start from scratch.
But if you don't go back tothat, collab content because
that is how you build your listis through collaborations.
That's the fastest way to growyour list.
Okay, so about once a month Iwill send a message about a
(35:37):
specific offer, and this iscalled evergreen selling just a
once a month sales email thatgoes deep onto a specific offer
that you have.
If you want people to be ableto act now, then you need to
leverage bonuses to encourageaction immediately.
Give them 48 hours and they canget those extra bonuses.
(35:59):
You want to leverage expiringdiscounts to encourage action.
So this is often done withwaitlist strategies.
If you have a waitlist, like wetalked about earlier, then
people who are on that waitlistand buy first get the biggest
discount and it slowly gets tobe a smaller discount the next
(36:19):
few days.
Leverage flash sales toencourage action.
Those are four-day sales.
I usually do them Fridays toMondays and I haven't ever not
sold something from a flash sale.
Fridays to Mondays work reallywell for them.
Leverage pop-up offers.
So pop-up offers are offersthat maybe you're testing out or
(36:44):
you used to do a long time agoand you don't always want to do
them.
It's a limited availabilityoffer that you have available,
but the thing that's excitingabout that is that you don't
have to offer any sort ofdiscount for it.
The urgency in there is thatyou're only offering this pop-up
(37:04):
offer for a limited amount oftime.
So if they want to act, theyneed to act now because you
won't be offering that nextmonth.
Add a PS line to your nurtureemails.
So I asked earlier if you havea newsletter, an email
newsletter, then you're sendinga newsletter, probably once a
week.
At the end of it, add a PS lineand that PS line should tell
(37:29):
people how they can work withyou, similar to that one-to-one
email strategy I was telling youabout.
Another one with emailmarketing when your prices go up
, send an email.
Let them know about let's doflash sale rules.
Four days before your prices goup, let them know, so people
(37:50):
have a last chance to grab thatold pricing and last, use link
actions to segment interest foryour offers, to nurture them at
the right time.
So let me explain what linkactions are real quick.
I use Flowdesk for my emailmarketing and in it, whenever
you have a link in the emailthat you're writing.
(38:11):
You can click on it and set anaction.
So one of the actions that youcan set is to set them, send
them to a segment if they clickon that link.
So let's say the link is forlet's go backwards in time, the
link is for a campaign content,a podcast, where you are talking
(38:37):
about your offer that you'relaunching.
Then what you would do is havethat segment, an interest list
for that specific offer, becauseyou know that they have some
interest in it Otherwise theywouldn't be engaging with your
campaign content and then youcan add them to a nurture sales
sequence that explains moreabout that offer and works
(39:00):
towards that application, waitlist, sales call, whatever you
want them to do.
Okay, so that is 39 profithabits.
Stay to the end.
I know a lot of you are like,oh, she went through all of
those profit habits.
But stay to the end because I'mgiving you bonuses.
(39:20):
I am giving you a document withthis.
You just have to wait a second.
Okay, I want you to see howfreaking doable it is for you to
build a booked out business.
This isn't a pipe dream, I cantell you.
Before I started these profithabits, I was on the struggle
bus.
I had a quarter where I got nonew clients and I was like I
(39:46):
guess I better start looking fora real job put on my grown-up
pants.
And when I started implementingthese, everything changed for
my business and the same can befor you.
You can have a booked outbusiness that gets you
comfortably booked out, bookedout in the way that you want to,
(40:06):
not in the overstressed way,and I would love to help you do
this in your work.
I created the Lean MarketingEngine Accelerator to help you
fill your sales pipeline withease.
I want it to be easy for you.
I want you to have the money tofeel comfortable in your life
(40:29):
and to not have to worry wherethat next lead is coming from or
when that next one's going toclose.
So just three short slides.
I'm going to explain what'sinside the Lean Marketing Engine
before I get to those bonuses.
So the step one of the LeanMarketing Engine is our offer
ecosystem.
You were never taught I wasnever taught how offers can work
(40:50):
together to fill your salespipeline, and don't feel bad
about that, because none of uswere.
It took me dissecting largescaling product businesses,
dissecting them and turning themon their heads so it can work
for a service business.
To figure this out and how thisworks, in the Offer Ecosystem
(41:14):
Sprint, which is the first thingwe do inside the Lean Marketing
Engine, we'll map out yourecosystem to bring in new hot
leads that pay you to be intheir pipeline.
So you're getting those hotleads from your micro offers.
You're getting those warm leadsfrom your active generators.
You're getting cold leads thatare passively coming in that you
(41:34):
don't have to work for andyou're getting ready to buy
people through your gatewayoffers.
So we do this through your fivemain offers Passive lead magnet
, active lead generator, microoffers, gateway offer, signature
offer framework.
That's what we work throughfirst.
Second is your dream clientmessaging.
(41:57):
No one told you how to leveragemessaging or positioning to
attract your dream clients andrepel the wrong ones.
How many of us have gottenleads where we're like that's
great.
Thank you for the lead.
I'm glad you want to work withme, but you're not the right fit
.
The goal of our dream clientmessaging is to attract only our
(42:18):
dream clients and repeleverybody else, because we don't
want to waste time on salescalls or with micro offers with
people that are the wrong fit.
In the dream client messagingsprint, we'll identify your
dream client, build a simple tofollow messaging strategy that
you can use everywhere toattract perfect fit clients I'm
(42:39):
talking social media, email,website, everywhere and we do
this in three steps Identifyyour perfect fit clients, find
your unique angle and threepillars and find their watering
holes so we know exactly how tolike bump into them in the
online world.
And then the last step is theKLT factor know like trust.
(43:04):
You know you should be buildingyour visibility online with
your niche, but you don't knowhow.
I hear that every single dayfrom people that I'm talking to
on LinkedIn or on connectioncalls and sales calls, and I get
it.
You are aware that you needpeople to know who you are like
(43:25):
you and want to work with you,trust you, and that's what we'll
work on in this, because thisknow like trust factor is what
gets you to not have to sell onsales calls.
Instead, you're just answeringlogistics questions like when
can we kick off, how long doesit take, how much time will it
(43:46):
take, things like that.
That's what we want to answeron sales calls not having to
convince people that we'reworthy of their time and worthy
of their money.
So in the KLT Factor Sprint.
We build your discoverabilityso your dream clients know, like
and trust you before everhopping on a call.
So we do this in three steps.
(44:08):
We build your LinkedIn presenceand social selling strategy.
We launch your collabs toborrow other people's audiences
and then, last, we build yoursignature series that acts as
the anchor for your business andfeeds all of the channels.
So that is your signatureseries, is what we would use for
your business and feeds all ofthe channels.
So that is your signatureseries, is what we would use for
you know what goes in youremails, what goes on social
media, all of that.
(44:28):
So what's included in the LeanMarketing Engine?
It's six training modules.
So not just six trainings, butthe modules.
There's six of them Fourone-to-one strategy calls, four
feedback review sessions and oneNotion marketing hub.
(44:49):
So I have actually worked withsomeone who is an expert in how
people learn and how peopledigest information, and we did a
reverse classroom style forthis offer.
What you do is you go throughthose training modules and you
put together that first draft ofthe thing that you're creating,
(45:10):
based off of the templates andthe frameworks I provide in your
Notion Marketing Hub, and thenwe work together.
So first thing we do is haveour one-to-one strategy call you
, do the modules and do yourfirst draft in the Notion Hub,
and then we do feedback reviewsessions where we go through, we
(45:31):
comb through and we make sureit's perfect.
So that's how it works.
My goal for you is to build abusiness that doesn't feel like
work.
I want you to make money andfeel comfortable doing it and do
it in a way that's joyful foryou and that leans into the
things that you love doing.
(45:51):
So what's the investment?
I'm sure, if you're stillsticking around, you're either
waiting for the bonuses oryou're waiting for how much this
costs.
It's $29.50 and you can paythat in three payments.
So what is that?
I think it's like $6.50 eachpayment, so you can get started
for $6.50.
Hold on, I have my calculatorout.
(46:12):
It's $9.83.
$9.83 in three payments.
Three in three payments.
So what's the next step?
If you are interested injoining the Lean Marketing
Engine, we can kick that off assoon as next week and you can
(46:35):
apply right here.
So you could use that QR codeor you can go to
sarahnoelblockcom application,fill out the application and,
seriously, there's no obligation.
You can fill out theapplication and decide you don't
want to do it, and that'sperfectly fine.
Or you can fill out theapplication and we can start
(46:56):
next week and you can have thislean marketing engine ready to
go and pull in all of theseeveryday profit habits.
That will work beautifully withit.
And now, if you have anyquestions, you can DM me at
(47:17):
sarahnoelblock on LinkedIn oryou could email me at hello at
sarahnoelblockcom.
Let's get to the bonuses,because we're three minutes over
and I want to make sure thatyou get them, so let's switch so
you can grab your bonuses here.
You're going to get theEveryday Profit Habits worksheet
(47:37):
that has all 39 of the profithabits that I talked about today
and the cadence in which youneed to do them, so you'll know
what you need to do weeklyversus quarterly.
You'll get a free map, yourgateway offer consult so it'll
be one-to-one with me and we'llmap out what your gateway offer
can look like.
(47:57):
Three, you'll get exclusivebonuses when you join the Lean
Launch Accelerator.
If you apply for the LeanLaunch Accelerator within the
next 48 hours and then last, youget 40 outreach prompts.
So a lot of this was aboutconnecting with people and you
(48:18):
might have been thinking I don'tknow how to do that without
feeling awkward.
How do I do this?
So I have 40 outreach promptsthat you can use no matter the
situation.
You can use it in email, youcan use it on LinkedIn, you can
use it anywhere.
So those are the bonuses youget.
You can grab them right here,tinymarketingmyflowdeskcom,
(48:40):
slash profit, or you could usethe QR code.
If you guys have any questions,put them in the comments.
You can also go to LinkedIn andDM me.
I am happy to have aconversation with you, or you
can email me at hello atsarahnoelblockcom with you, or
(49:04):
you can email me at hello atsarahnoelblockcom.
So, everybody who signs up forthese bonuses, I will send you
the replay of this along withall of the bonuses, and you can
always just reply to that emailif you have any questions that
come up at that point, becauseI'm the one who reads those.
All right, thank you guys.
So much for joining me todayand I'll bounce.
(49:27):
All right, I will see you.
Thank you, hey, beauties, ifyou want those bonuses I talked
about in that live training,then head down to the show notes
, because you can get theminside of the tiny marketing
club, which only costs $150 toget started.
I'll see you over there.
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