November 2, 2025 • 39 mins
Join the Consultant's Mastermind << FREESIES
We map a practical path from cold prospect to confident client using gateway offers and four to six week mini offers. Lori Young shares how to price, scope, and sequence offers that build trust, reduce overwhelm, and convert with integrity.
• defining gateway offers for B2B committees
• moving strategy out of free calls into paid roadmaps
• pricing and scope for mini offers around $500–$1,000
• four to six week sprints that deliver one quick win
• checkpoints, re‑enrollment, and natural upsells
• designing eight to twelve week main offers
• reducing overwhelm by stripping non‑essential content
• AI tool suites and short workshops as mini offers
• meeting buyers at different awareness and trust stages
Lori Young is the founder of On a Mission Brands and the creator of the Offer Mojo Method. With 15+ years of experience, she helps coaches, consultants, and transformation experts build aligned and profitable offer ecosystems—from free lead magnets to premium programs.
In this episode, she breaks down exactly how to create a Mini Offer that:
- Builds trust with new clients
- Delivers fast results
- Opens the door to higher-value services
Want to test your own offer? Lori’s free Offer Confidence Toolkit is a smart next step. You’ll answer 10 questions and get instant insights (powered by AI) to see where your offer shines—and what needs work.
📍 Website: www.onamissionbrands.com
🎧 Podcast: The Offer Mojo Show
💼 LinkedIn: Lori Young on LinkedIn
Join my events community for FREE monthly events.
I offer free events each month to help you master your business's growth through marketing, sales, systems, and offer strategy.
Join the community here!
Are you tired of prospects ghosting you? With a Gateway Offer, that won't happen.
Over the next Ten Days, we will launch and sell our Gateway Offers with the goal of reaching booked-out status!
Join the challenge here.
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Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
SPEAKER_00 (00:48):
This is Sarah Clawblock, a podcast that helps
B2B service businesses do morewith less.
Learn lean, actionable, organicmarketing strategies you can
implement today.
No fluff, just powerful growthtactics at work.
Ready to scale smarter?
Hit that subscribe button andstart growing your business with
Tiny Marketing.
(01:12):
Hey beauties, I'm Sarah NoelBlock, and this is Tiny
Marketing, Episode 161.
Today I have a very specialguest, Lori Young.
She is an offer expert and she'sgoing to explain all about her
mini offers.
And we'll get into so I havemicro offers, I have gateway
(01:38):
offers, and then I have mainoffers in my spectrum of offers.
And she gets into mini offers,which kind of sits in the middle
of all of that.
And during this conversation,we'll explain when you present
which type of offer.
It really depends on how warmyou are with that prospect and
(02:00):
how aware the prospect is oftheir challenge.
Some people will come to you andthey'll just know I'm in pain.
Like this thing is reallyirritating me.
It's causing me trouble.
Well, other people will come toyou and they will understand
beyond the pain, like this ishow I'm feeling.
(02:22):
Like I'm feeling burnt out and Idon't know why.
That's the first level ofclient.
But then other people will comemore aware.
So you'll get people that arelike, I'm burnt out and this is
what's causing it.
And then you're going to bepresenting, like when they are
aware of their problem and notjust symptom aware, you'll
(02:44):
present a different type ofoffer.
So I don't know if I explainthat in a way that makes any
sense to anyone outside of mybrain right now, but hopefully I
did because this is my fourthattempt at introducing what I'm
trying to say.
So I'm gonna let you, I'm gonnalet you guys use your brains and
(03:08):
really work through what I wastrying to say right there.
Um, so that conversation isgoing to happen in just one
second.
But before I play that, I wantto tell you about a free offer
that I have coming up onNovember 10th.
(03:29):
It is a consultant's mastermind.
So there's no charge.
You can just sign up with thelink that's in the show notes.
And what it'll be is it's justopening up a room of experts,
consultants.
You're gonna come with yourchallenges and we're going to
work through them one by one.
(03:51):
So I will not be the only expertin the room.
We're all experts in that room.
So we can all work together tosolve each other's challenges
and just have other brains tobounce ideas off of.
I think it'll be incrediblyhelpful.
I've been a part ofconversations like this, and
I've found them just lovely inthat I get to build
(04:14):
relationships with new people,but also we're all really
freaking smart.
We're all really good at what wedo, but not we're not
necessarily good at what you do.
You know what I mean?
So this room will allow us totap into other people's
expertise.
So I hope you can join me.
I'm thinking about making this amonthly thing.
(04:36):
Don't know yet.
We'll see how this one goes onNovember 10th.
Not committing forever, unlessuh, you know, it goes a well.
People are are interested in it.
So sign up for it in the shownotes.
It's gonna be a good time andincredibly valuable.
So now into Lori's conversation.
(05:01):
Uh, the color scheme.
All right, Lori, could youplease introduce yourself to the
audience?
SPEAKER_01 (05:10):
Yes, my name is uh Lori Young, and I call myself
the offer magician or an offerecosystem strategist.
And what I do is I work withcoaches and soulful
entrepreneurs to help themtransform their passion and
their expertise into what I callaligned and profitable offer
(05:31):
ecosystems.
So that's what I do.
We are working on the entireoffer suite from freebie up to a
premium service, offeringeverything from strategy,
structuring offers, messagingfor offers, and getting them
sales ready.
Not selling them.
I'm not a sales strategist.
(05:53):
I am not sales is probably myweakest link in business, but I
can handle everything up tosales.
SPEAKER_00 (05:59):
You know, it's so many people's weakest link
because we're good at what wedo, right?
We never had to sell.
We were probably workingcorporate or getting corporals
or working under an agency.
Yeah, so we didn't have to learnhow to sell.
It's yeah, it's one of thosethings that you end up getting
stuck with.
SPEAKER_01 (06:20):
Yeah.
It's been like my sole focusthis year is just learning how
to approach sales because I'm avery like heart-centered
business owner.
And so for me, pushy salesdoesn't work, cold sales doesn't
work.
And one of the things I likeabout what you teach is just
that getting into nichecommunities and building like
(06:43):
relationships, and that's moremy style.
But even when I would get onsales calls, it was like I was
so much like the strategist inthe sales call, like pouring out
information for them and helpingthem.
It's okay, thank you.
See you later.
SPEAKER_00 (06:59):
Yeah, I got what I need.
I'm gonna walk away.
That is so many of us becausethat's our comfort stuff.
Is like it is I could talkstrategy all day long, sister.
SPEAKER_01 (07:10):
I know exactly.
And I'm learning it's okay, takethe strategy hat off, put your
coaching hat on, ask thequestions that need to be asked
to draw out the information thatyou need, and then set them up
for your solution.
So that's what I'm working onright now from a sales
standpoint.
(07:31):
But yeah, that has nothing to dowith no, I know.
I mean, I think it does becausewe have to sell it.
SPEAKER_00 (07:36):
It actually does.
Yes.
Because, like we're today.
So for everybody who'slistening, let's get to what
we're actually talking abouttoday.
We're talking about mini offers.
But what you were talking aboutin that you put on your strategy
hat and it's really hard to getinto sales mode.
Right.
I always talk about gatewayoffers, which is how you avoid
that, because that's all of ourcomfort zone.
(07:59):
So when you have a gatewayoffer, all of that happens
inside of a paid offer that youcan then move into an upgrade.
So it's just more natural.
SPEAKER_01 (08:10):
So when you're like as an offer strategist, I'm
curious like how you definegateway offer.
Because to me, there's so manyterms out there that there's not
a lot of offer strategists, butthere's a lot of terms out there
that are thrown around fromhigh-ticket offer, mini offer.
SPEAKER_00 (08:27):
I know you use micro offer, gateway offer, bridge
offer, like all of these justmake fine so I really think a
bridge offer is likely theclosest thing to a gateway offer
because what you're doing isyou're first, this is
particularly the way I teach it,is for B2B.
So the first thing you're gonnado is you're gonna bring all the
(08:47):
stakeholders in and you're gonnainterview them.
So you can use their exactwording and you're taking their
insights to build out asolution.
You do that, and then you walkaway and you build that strategy
that normally you would justgive for free on a call, but
it's documented.
So they have a roadmap on how tosolve that problem.
And then in the review session,you talk about what it looks
(09:09):
like to move forward.
What does execution look like?
Maybe it is your team doing itinternally.
It's a standalone offer that canbe.
But oftentimes they're like, no,I want you to do it.
You built the strategy.
So it's an easy way to movethrough it and eliminate a lot
of those hiccups that happenwhen you have to sell to a
(09:30):
committee rather than oneperson.
SPEAKER_01 (09:32):
Okay, got it.
So yeah, I would I look at Iguess my offer power plan is
like a gateway offer, then ifyou describe it that way,
because it's a 90-minutestrategy session, and then I
hand off a 30-day roadmap untillike they're on their own uh at
that point.
But oftentimes we do need tohelp with that 30-day roadmap
(09:54):
piece of it or any one piece ofthe of it.
And 90 minutes of strategy isnot a lot when you're building
out a whole offer ecosystem.
SPEAKER_00 (10:05):
So no, that would get you that would get you
enough information to be able togive them exactly what you said,
a roadmap.
This is a blueprint of what youwould need, yes, but it's not
the whole thing, exactly.
But yeah, so if you were to justtack on a review session at the
end of that roadmap, then thatwould be a gateway offer because
(10:28):
you can move them towardswhatever offer would make.
Got it, got it.
Okay, that makes sense.
Makes sense.
So let's talk mini offers.
What are they?
SPEAKER_01 (10:37):
So mini offers to me are lower, lower price point,
not like low, like 27, 37, 47,not like that type, but a mini
offer to me is somewhere like inthe 500 to a thousand dollar
range.
It is a lower commitment offerthat helps to get your clients a
(11:04):
quick win.
It helps them to build trustwith you, it helps them enter
into your uh deeper services.
That's how I describe a minioffer based on what we have
talked about.
I think it's something that'sanywhere from usually like a
(11:26):
four to six-week typecommitment.
It's not a longer likethree-month, six-month, one-year
type commitment.
That's definitely not a minioffer.
I think it's something thatallows you to work with your
clients on a smaller commitmentbasis, a lower level investment
basis, but it still gives themthe win that they need to say,
(11:51):
yes, like this is what I neededto gain momentum, to start
building trust with you, tostart experiencing what it would
be like to work with you.
And so ultimately, I the minioffer should lead into your if
your offer ecosystem is set upproperly, it should lead into
(12:13):
your higher ticket services.
SPEAKER_00 (12:16):
Okay, that makes sense.
So uh I Is that how you look ata mini offer?
The micro offer that you weretalking about, that one.
Uh-huh.
No, those would be lower.
So uh for me, the micro offersWell, not the micro, but I'm
saying like the way I describethe mini offer.
Is that the way you make senseto me?
I don't have them, but they makesense to me.
(12:38):
Okay.
And I have in the form that theyusually last about four to six
weeks.
Now I picture that in more of ascalable offer like a sprint or
a short cohort, something likethat.
Can you describe some examplesof maybe how your clients have
done them?
SPEAKER_01 (12:58):
Yeah.
So I had one client that didliterally, she was a leadership
coach and she had three monthsuh no, yeah, three month, six
month, and one year programs.
And when I came in to help her,she was really struggling to
sell from zero or cold up into athree-month offer.
(13:21):
Just the particular audience shewas working with just struggle
with that.
And I said, you really need aone-month, like one month offer,
right?
Something that you can sell thatis around the a thousand a
thousand dollars or so thathelps them like still experience
and get good wins.
(13:42):
It's not going to give them thewhole thing.
And she introduced and she, ohmy gosh, she went kicking and
screaming practically into Idon't, I hate one-month offers,
I hate that.
And it's just just trust me,just try it.
Okay.
And so she introduced aone-month coaching offer, just
(14:02):
four weeks.
She worked with leaders on, Ithink it was she like a whole
like leadership playbook whereshe worked on, and each there
were several things within herwhole leadership framework.
And she just picked one.
Uh and we just worked on, andshe they just worked on that
one.
And it was exactly what wasneeded to convert clients into
(15:25):
working with her.
So that is one example.
I think like I can even just sayfrom my own from my own
business, my offer mojo squad,which is a complete DYI AI suite
of tools, that is a mini offer.
It's like people can getdefinite wins out of that offer.
(15:47):
Definite, like they can get alot of my frameworks and, but
they're not going to get thelevel of depth and strategy that
I would bring to the table.
But if they're what, if they'rejust starting out or they're
just not ready for that deeperinvestment, that offer modro
squad, that mini offer will helpthem get what they need to at
(16:09):
least get momentum.
SPEAKER_00 (16:12):
Yeah.
So your goal with the mini offeris to establish a relationship
with them for one and get themthat first win so they're ready
for the bigger offer.
Yes, absolutely.
Yes, definitely.
SPEAKER_01 (16:27):
And I think mini offers, what I like about them
too is they meet buyers atdifferent, at different buyer
stages, right?
Not everybody is ready to investimmediately in your higher
ticket programs.
Like I personally, I know Imight ruffle feathers by saying
(16:47):
this, but I personally don'tbelieve in the gurus out there
that are teaching unroll peoplein immediately into a 10K offer.
Build your 10K offer and getfive clients to scale your
business to 50 grand a month.
SPEAKER_00 (17:03):
They make it sound so simple.
It is not.
Anyone who's listening, Ipromise you, it is not.
SPEAKER_01 (17:08):
No, it's not.
It's not at all.
And but many offers even comebefore something like a 2500 or
a 3K or a 5K offer.
It's it allows people to comein.
And I feel like right now wehave it, it's being said
everywhere.
We are in a trust recession, andwe probably will remain in this
(17:28):
trust recession for a while.
AI is changing things, like justrapidly evolving business
climate is changing things, andpeople have been burned by these
big high-ticket programs.
I know one person enrolled in ayear-long high-ticket program.
All she wanted to do was buildout a group offer.
(17:49):
And when she got into theprogram, it was like she was
getting zero help.
They would just say, go watchthis video, go do that, go do
this.
And she was very frustrated.
So she paid this hugehigh-ticket right amount.
And then when she tried to getout of it, they were like, We'll
(18:10):
only give you 30% of your moneyback.
So that kind of stuff ishappening in the online space,
which makes it difficult forpeople to say yes right away to
those higher ticket offers.
So I think the mini offer isjust a way for people to say,
okay, I'm gonna dip my toe in.
(18:30):
I'm going to trust you.
I think I can handle this levelof investment.
It's not gonna be like the endof the world if things don't
work out, or it could be thestart of something amazing.
SPEAKER_00 (18:43):
Yeah.
So yeah, that's a really you hituh, you hit a nerve there in
that like it really bothers mewhen there are offers that like
you cannot get out of.
It's not realistic that for afull year your life is gonna
remain static.
(19:05):
Not really what if somethingterrible happened and you need
to get out and these ironcladcontracts with coaches, when
you're like, I'm financiallyhurting, I need out, and they
won't let you.
That's disgusting.
SPEAKER_01 (19:19):
Yeah, it is, it really is.
So we're shy.
We we hesitate.
I and I think even myself, I cansay for myself and other people
that I've talked to, committingto something long-term, like
even six months or one year,it's like we don't know who
we're going to be.
(19:40):
Or what are I always saying thatI don't know who I'll be then?
I know it's I don't know who I'mgoing to be six months from now.
I don't know like what my goalsare necessarily going to be.
They change, like we evolve.
Like we were having thisconversation in a women's group
the other day about, and thequestion was, who are you?
(20:01):
Who are you?
And it's okay, I can answer whoI am today, but I the question
just kept coming back to mymind.
It's not constant.
Yeah.
One year from today, I'mprobably going to answer that
question very differently.
So with you.
(20:21):
Yeah, that's why I personally Idon't invest in like long-term,
like six-month, one-yearprograms, and I don't even have
my own six-month, one-year longprogram just because of the way
I operate.
But I think the mini offers, Ijust like them because you can
(20:43):
solve a very specific problemfor your clients that is really
meaningful to them.
And like we mentioned before,get that quick win.
So I always say if we're talkingabout like how like to do those
mini offers, if you look at whatyour core framework is for your
(21:05):
higher ticket offer, like whatis one piece of that?
Can you like work with them onone piece of that core framework
on a deep level?
SPEAKER_00 (21:16):
Yeah, I like that a lot.
Because I'm also the same way inthat I don't like long-term
commitments.
Six months is my max.
I cannot the year ones, I'mlike, that's a joke.
No, I don't know.
I don't know what I'll want orwho I'll be in a year.
Right.
Exactly.
I that's my limit.
But yeah, that makes completesense.
(21:38):
So what is your highest longestcommitment offer?
I'm curious.
SPEAKER_01 (21:44):
Okay, so my I would say my highest longest
commitment type offer is myoffer mojo studio, which sits at
3,000.
But the premium from up therewould be like done-for-you built
funnels or done for you likecustom GPTs.
(22:04):
So it's okay, we have all ofyour offer ecosystem like mapped
out.
We've I've helped you build acore offer.
You've got the offer Mojo Squadto help build any off other
offers you need.
Now, what do you need now tobring that offer to market or
that offer ecosystem to market?
Oftentimes people need theirfunnels done.
(22:25):
They don't know how to write thecopy for funnels, they don't
know how to design funnels, setup the tech for funnels.
And then my newest thing isthey're complicated.
SPEAKER_00 (22:35):
Yeah.
They're not in the marketingspace, isn't gonna know how to
do that.
SPEAKER_01 (22:38):
Yeah.
And then so that if they'reinvesting in offer funnels or me
helping them do a custom offerGPT of some sort, then that
commitment's probably gonna beanywhere from two to three
months, maybe.
Yeah, depending upon how long ittakes me and my team to get
(23:00):
through that.
SPEAKER_00 (23:02):
That makes sense.
Okay.
So I'm gonna reiterate what I'veheard.
Okay.
Think about your offers in onewin at a time, getting them to
one milestone, then moving themto the next.
And they should be in reasonablecontainers.
Like the mini offer is four tosix weeks.
Yes.
And you said eight to what, twoto three, two to three months
(23:25):
for a main offer is a goodcontainer.
Yes, exactly.
Yep.
Eight to twelve weeks.
Okay.
Eight to twelve weeks.
And then we have our mini atfour to six weeks.
And now let's talk a little bitabout how to move people from
that mini offer into your mainoffer.
(23:45):
You just said that you usefunnels.
So is that your primary driver?
Is like there's some automationto help move them through.
SPEAKER_01 (23:55):
Yes, of course, I have automations and funnels set
up, but I personally, like in mybusiness at least, I feel that
the more relationship-drivenmarketing helps better.
Like, I feel like you need to bein that relationship.
(24:16):
Like, for instance, three, I hadthree recent sales of my offer
mojo squad, which is what Iwould consider a mini offer.
I'm now checking in with thoseindividuals, like personally
checking in and saying, Hey,how's it going?
Are you are you getting throughthe offer mojo squad?
Like one person hasn't evenstarted yet.
(24:39):
And this is this is what canhappen, especially if you're
That's me.
That's always me.
I'm like, on my list.
Which is a perfect case for whydon't we like, why don't I help
you?
And so you're getting intoconversations and like talking
to people at the end, if you'redoing it live, if you're doing
it in person, obviously you cantalk about okay, what might get
(25:03):
in the way now of you followingthrough with this?
What's or what's next for youafter this?
After you, what are you what'syour plans?
And you can gauge, like, okay,do you feel like they're
comfortable enough to to takethis mini offer, get what they
got from it, and run off andcontinue?
Many people will be, some peoplewill not.
(25:26):
They need that next step of thathand holding with you, that
accountability, that done withyou energy or that done for you
energy.
And I personally feel being in aconversation with someone about
what's next for them.
After you complete the minioffer, then let's talk about
(25:50):
what's next and how you're gonnaget there and what kind of
support you feel like you'regoing to need.
And you can then move them downthe pipeline.
SPEAKER_00 (25:59):
Yeah.
So you're doing like a midpointcheck-in to see where they're
at, if they need your extrasupport or if they can do it on
their own.
SPEAKER_01 (26:10):
Yeah.
So I was working with amarketing strategist and she
just wanted something likesuper, super simple.
She was like focused on justlaunching, and she's, I just
don't feel this offer.
It's just not there.
And we crafted, I think what'sconsidered definitely a mini
offer.
(26:30):
She's working with the withsomeone, mapping out their
90-day plan.
And at first it was just like,okay, we're going to map out
your 90-day plan and then bedone.
No, we have to, you have to bein the mix with them.
There needs to be checkpoints atmonth one and at month two or
(26:51):
two weeks prior.
So because your job then is tore-enroll.
Re-enroll that person in aeither new 90-day plan or maybe
they tried to run their 90-dayplan on their own after you gave
it to them and they ran into allkinds of roadblocks and they
(27:13):
didn't, they couldn't followthrough.
There was lack of consistency,whatever.
Okay.
So let's do the another 90roadmap, but this time, let me
implement for you.
And so now you've moved theminto a higher, higher ticket.
So I definitely think thereneeds to be checkpoints
whenever, depend to however yourmini offer is structured.
(27:37):
Even if your mini offer is aDYI, you can still check in with
those clients as if they'rethat's what I did.
I did personal reach outs toeverybody and schedule two calls
just from those personal reachouts of, hey, how's it going?
I could take the approach ofdone a DYI offer, you're on your
(27:57):
own, but yeah, you're done.
You're doing it for you.
That's not going to help to one,to get your clients the impact
that they really want, but two,to give them an opportunity to
work with you on a deeper level.
SPEAKER_00 (28:14):
Yeah.
And on that point, if they don'tget the win, they're not going
to have the desire to work withyou with on any other offers
either.
So you're checking in it.
SPEAKER_01 (28:27):
Because if you don't ever, if you don't ever complete
the offer mojo squad and get allthe amazing results out of it,
it's not gonna matter.
But one client was like, okay,I've worked with a squad for
several hours and I'm notexactly sure she said, but I'm
getting stuck on tech and thesales page, and it's okay.
(28:48):
So that's a time for me to stepin and say, Let me handle that
for you.
Let me take that off your plate.
You don't need to be worriedabout tech, writing sales page,
designing a sales page, all ofthat.
Let's handle that for you.
Or if I get into a call and it'sI haven't even started, I
haven't even started this.
(29:08):
Okay, it's now's an opportunityfor me to coach.
Like, why?
What's getting in the way?
What's the cost of you not doingthis?
Would it be more helpful if Iran the squad for you and we
worked in a strategy session?
So there's ways to kind of uhupsell, but you do I do think to
in today's society, you have toin business climate, you just
(29:30):
have to keep checking in, youhave to keep building those
relationships.
It's a partnership, it's longterm.
SPEAKER_00 (29:36):
Yeah, that you're giving me so many ideas.
Um, because inside the tinymarketing club, I recently
started selling just like onemission at a time.
So you just go into that one30-day sprint.
And so it's like your minioffer, which I hadn't really
thought about it that way.
But then I was like, like, Ihave a lot of check-ins along
(30:00):
the way, but I can insert onesthat would also help me gauge do
they need another mission?
Do they need to move on to fromgateway offer mission to niche
networker?
Right.
That's the perfect way to do itis figure out that conversation.
SPEAKER_01 (30:17):
Exactly.
I've often even it's funnytalking, talking about from one
person to another person thatknows offers like really well,
like my offer mojo squad thatkeep people keep asking me, have
you considered like just sellingone GPT separately?
And I said, yes and no.
It's like it's a system, so it'slike it gets you from here to
(30:39):
here.
And yes, I could sell you withTheo, who will handle your offer
messaging, but if yourfoundation for your offers is
not strong, if your ecosystem isscattered and like all over the
place, like I feel like I'mdoing a disservice.
So anyway, I might down theroad, I yeah, it's I like the
(31:02):
way you talk about like how yourelease like one like mission at
a time.
It would be similar to me.
It's like one GPT at a time.
You're gonna start with yourstrategy, then you're gonna move
into your ecosystem, then you'regonna start structuring an offer
and then messaging and thenvisibility and like all of that.
But and there's also somethingto be said for minimizing the
(31:26):
overwhelm.
I think that's another reasonwhy I like many offers too,
because people get we I thinkyou and I know like marketing
like so well and have been in itfor years, and we're probably
just talking over people's headshalf the time.
SPEAKER_00 (31:45):
I have to stop.
And make sure that I'm not doingthat constantly.
Cause yeah, I've been doing itfor 20 years.
I'm like, exactly.
Am I talking like a marketer oram I talking like a human right
now?
Exactly.
Exactly.
SPEAKER_01 (31:59):
And I think that's the problem too when a lot of
people are structuring liketheir core offers, they overpack
them.
They're like trying to pack inso much, and it's creating
overwhelm for people.
They don't, they either don'tfinish, they start checking out,
(32:20):
they get stuck, their thingsmove like so much slower than we
think.
We think, like in my offer mojostudio, it's like eight weeks.
That's all I need.
Eight weeks.
I can help you craft your entireoffer ecosystem, structure,
message, everything, a coreoffer, and we're done.
(32:42):
Eight weeks.
Not always.
unknown (32:45):
Yeah.
SPEAKER_01 (32:46):
That way.
It really does it.
Like I know I can market it asan eight-week, we can do it, and
people are attracted to that.
Oh, eight weeks?
Oh, it's only going to takeeight weeks.
I also know that we're going toget stuck when we start talking
about audience, and we're goingto get stuck when we're like
looking at how we're going tostructure it and what we're
(33:07):
going to include and what we'renot going to include.
So mini offers are great becauseyou can reduce that overwhelm.
SPEAKER_00 (33:15):
Yeah.
I will sit in that for a second.
Yeah.
Because overwhelming yourclients is so easy to do.
Yes.
And I know I've had people raisetheir hand and say, this is
awesome, but it's too much.
Like I need to be able to onlysee, don't let me see anything
that I don't need to see rightnow.
(33:36):
So I love that.
So you're only seeing whatyou're working on in the moment.
That's awesome.
That is so smart.
So smart.
Well, it wasn't me, it was melistening to the other day.
I need to focus.
SPEAKER_01 (33:51):
Yeah, exactly.
Yeah, I had a another leadershipcoach that I had worked with,
and she had built this year-longcontainer for business owners,
and she included everything youcould possibly imagine.
Like tons of courses, likecourses on everything that
(34:13):
someone needs to know to growtheir business.
There were guest experts comingin every month.
There's a live group coachingcall, like every month.
There was like all this stuff.
And like about, I would say bymonth nine, she was completely
burnt out.
And she noticed that the onlything her clients really cared
(34:37):
about was the masterminding thatwas going on during the month.
The one mastermind call permonth.
All of that other stuff that shehad created was like they didn't
care.
SPEAKER_00 (34:51):
I love this point.
Stripping down what you do,analyze your offers.
Yes.
And really look at what movesthe needle for them.
What do they care about andtakes everything else away?
We think that we'reover-delivering in a positive
way when we make our offer sorobust, but we're just
overwhelming.
(35:12):
Yes, exactly.
Exactly.
Yeah.
That's such a good point.
Okay.
Is there anything else that weshould hit on before we wrap up
on mini offers?
SPEAKER_01 (35:24):
Yeah, I think I think we we talked about
examples of mini offers, meaningdeep dive strategy sessions,
maybe half day VIP sessions,four to six-week programs.
Enough I I talked about my own,but let's not ignore that AI is
here and AI is here to stay.
(35:44):
So if you're an AI expert andyou feel comfortable, like AI
suites of tools can be great,mini offers, multi-day
workshops, maybe three-dayworkshops where you're meeting
90 minutes like every everysingle day, gives them enough to
keep going.
So I think we've talked aboutall the examples.
(36:07):
And we talked even about thecrafting, the how to craft them,
like starting from yoursignature framework and doing,
like you said, like your tinymarketing club, where it's like
step one is this, right?
And that is a mini offer initself if you're just doing step
one or giving a high-leveloverview of your core framework,
(36:31):
but not delivering the how-to orlike the done for you element or
the any of that kind of stuff.
Like they know it's uheye-opening, they get what they
need, but now they know I can'tdo this on my own.
SPEAKER_00 (36:47):
Yeah, I always think those are good for like
workshops, webinars, leadmagnets is giving that
framework, like why it exists,why it works.
And that is the perfect place topush people into that first mini
offer.
Yeah.
Yeah, that's true.
SPEAKER_01 (37:06):
That's very true.
So yeah, I think we've coveredlike a lot personally.
SPEAKER_00 (37:11):
Yeah, we nailed it.
We're so good to this.
All right.
Can you tell everyone how theycan work with you, where they
can find you, where you hang outonline?
SPEAKER_01 (37:22):
Yes.
Obviously, you can go to mywebsite, onamissionbrands.com.
I am on LinkedIn at OnamissionBrands, which you can just also
look up Laurie Young.
I'm not picking out on Instagramas much anymore.
Starting November will be not asmuch on Instagram threads.
(37:43):
I love threads.
You can come talk to me onthreads about anything and
everything.
But I would say first stepgetting into my offer ecosystem,
besides, oh, you can also listento my podcast.
I tell I'm always recordingpodcasts with people, and I'm
like, I always forget to mentionmy own podcast.
SPEAKER_00 (38:02):
Yeah, this is the best place to get new listeners.
SPEAKER_01 (38:06):
I'm like, I don't know why, but anyway, my podcast
is Offer Mojo Show.
So you can go to any podcastplatform and listen to any
episodes.
If you want to test your offer,I have an AI-powered offer
confidence toolkit.
It's an AI-powered GPT that kindof runs you through a series of
(38:28):
10 questions that you want toask about your offer to see what
the strengths are with youroffer, what the gaps are, and
what your next steps should be.
So that would be and you canfind that on the homepage of my
website.
SPEAKER_00 (38:41):
Okay, perfect.
I'll make sure it's in the shownotes too, so it's easy.
SPEAKER_01 (38:45):
Or you can do onamissionbrands.com slash offer
dash checklist.
SPEAKER_00 (38:52):
You love all things tiny marketing.
Head down to the show notes pageand sign up for the wait list to
join the tiny marketing club,where you get to work one on one
with me with trainings,feedback, and pop up coaching
that will help you scale yourmarketing as a B2B service
(39:13):
business.
So I'll see you over in theclub.
This is Sarah Clawblock, a podcast that helps
B2B service businesses do morewith less.
Learn lean, actionable, organicmarketing strategies you can
implement today.
No fluff, just powerful growthtactics at work.
Ready to scale smarter?
Hit that subscribe button andstart growing your business with
Tiny Marketing.
(01:12):
Hey beauties, I'm Sarah NoelBlock, and this is Tiny
Marketing, Episode 161.
Today I have a very specialguest, Lori Young.
She is an offer expert and she'sgoing to explain all about her
mini offers.
And we'll get into so I havemicro offers, I have gateway
(01:38):
offers, and then I have mainoffers in my spectrum of offers.
And she gets into mini offers,which kind of sits in the middle
of all of that.
And during this conversation,we'll explain when you present
which type of offer.
It really depends on how warmyou are with that prospect and
(02:00):
how aware the prospect is oftheir challenge.
Some people will come to you andthey'll just know I'm in pain.
Like this thing is reallyirritating me.
It's causing me trouble.
Well, other people will come toyou and they will understand
beyond the pain, like this ishow I'm feeling.
(02:22):
Like I'm feeling burnt out and Idon't know why.
That's the first level ofclient.
But then other people will comemore aware.
So you'll get people that arelike, I'm burnt out and this is
what's causing it.
And then you're going to bepresenting, like when they are
aware of their problem and notjust symptom aware, you'll
(02:44):
present a different type ofoffer.
So I don't know if I explainthat in a way that makes any
sense to anyone outside of mybrain right now, but hopefully I
did because this is my fourthattempt at introducing what I'm
trying to say.
So I'm gonna let you, I'm gonnalet you guys use your brains and
(03:08):
really work through what I wastrying to say right there.
Um, so that conversation isgoing to happen in just one
second.
But before I play that, I wantto tell you about a free offer
that I have coming up onNovember 10th.
(03:29):
It is a consultant's mastermind.
So there's no charge.
You can just sign up with thelink that's in the show notes.
And what it'll be is it's justopening up a room of experts,
consultants.
You're gonna come with yourchallenges and we're going to
work through them one by one.
(03:51):
So I will not be the only expertin the room.
We're all experts in that room.
So we can all work together tosolve each other's challenges
and just have other brains tobounce ideas off of.
I think it'll be incrediblyhelpful.
I've been a part ofconversations like this, and
I've found them just lovely inthat I get to build
(04:14):
relationships with new people,but also we're all really
freaking smart.
We're all really good at what wedo, but not we're not
necessarily good at what you do.
You know what I mean?
So this room will allow us totap into other people's
expertise.
So I hope you can join me.
I'm thinking about making this amonthly thing.
(04:36):
Don't know yet.
We'll see how this one goes onNovember 10th.
Not committing forever, unlessuh, you know, it goes a well.
People are are interested in it.
So sign up for it in the shownotes.
It's gonna be a good time andincredibly valuable.
So now into Lori's conversation.
(05:01):
Uh, the color scheme.
All right, Lori, could youplease introduce yourself to the
audience?
SPEAKER_01 (05:10):
Yes, my name is uh Lori Young, and I call myself
the offer magician or an offerecosystem strategist.
And what I do is I work withcoaches and soulful
entrepreneurs to help themtransform their passion and
their expertise into what I callaligned and profitable offer
(05:31):
ecosystems.
So that's what I do.
We are working on the entireoffer suite from freebie up to a
premium service, offeringeverything from strategy,
structuring offers, messagingfor offers, and getting them
sales ready.
Not selling them.
I'm not a sales strategist.
(05:53):
I am not sales is probably myweakest link in business, but I
can handle everything up tosales.
SPEAKER_00 (05:59):
You know, it's so many people's weakest link
because we're good at what wedo, right?
We never had to sell.
We were probably workingcorporate or getting corporals
or working under an agency.
Yeah, so we didn't have to learnhow to sell.
It's yeah, it's one of thosethings that you end up getting
stuck with.
SPEAKER_01 (06:20):
Yeah.
It's been like my sole focusthis year is just learning how
to approach sales because I'm avery like heart-centered
business owner.
And so for me, pushy salesdoesn't work, cold sales doesn't
work.
And one of the things I likeabout what you teach is just
that getting into nichecommunities and building like
(06:43):
relationships, and that's moremy style.
But even when I would get onsales calls, it was like I was
so much like the strategist inthe sales call, like pouring out
information for them and helpingthem.
It's okay, thank you.
See you later.
SPEAKER_00 (06:59):
Yeah, I got what I need.
I'm gonna walk away.
That is so many of us becausethat's our comfort stuff.
Is like it is I could talkstrategy all day long, sister.
SPEAKER_01 (07:10):
I know exactly.
And I'm learning it's okay, takethe strategy hat off, put your
coaching hat on, ask thequestions that need to be asked
to draw out the information thatyou need, and then set them up
for your solution.
So that's what I'm working onright now from a sales
standpoint.
(07:31):
But yeah, that has nothing to dowith no, I know.
I mean, I think it does becausewe have to sell it.
SPEAKER_00 (07:36):
It actually does.
Yes.
Because, like we're today.
So for everybody who'slistening, let's get to what
we're actually talking abouttoday.
We're talking about mini offers.
But what you were talking aboutin that you put on your strategy
hat and it's really hard to getinto sales mode.
Right.
I always talk about gatewayoffers, which is how you avoid
that, because that's all of ourcomfort zone.
(07:59):
So when you have a gatewayoffer, all of that happens
inside of a paid offer that youcan then move into an upgrade.
So it's just more natural.
SPEAKER_01 (08:10):
So when you're like as an offer strategist, I'm
curious like how you definegateway offer.
Because to me, there's so manyterms out there that there's not
a lot of offer strategists, butthere's a lot of terms out there
that are thrown around fromhigh-ticket offer, mini offer.
SPEAKER_00 (08:27):
I know you use micro offer, gateway offer, bridge
offer, like all of these justmake fine so I really think a
bridge offer is likely theclosest thing to a gateway offer
because what you're doing isyou're first, this is
particularly the way I teach it,is for B2B.
So the first thing you're gonnado is you're gonna bring all the
(08:47):
stakeholders in and you're gonnainterview them.
So you can use their exactwording and you're taking their
insights to build out asolution.
You do that, and then you walkaway and you build that strategy
that normally you would justgive for free on a call, but
it's documented.
So they have a roadmap on how tosolve that problem.
And then in the review session,you talk about what it looks
(09:09):
like to move forward.
What does execution look like?
Maybe it is your team doing itinternally.
It's a standalone offer that canbe.
But oftentimes they're like, no,I want you to do it.
You built the strategy.
So it's an easy way to movethrough it and eliminate a lot
of those hiccups that happenwhen you have to sell to a
(09:30):
committee rather than oneperson.
SPEAKER_01 (09:32):
Okay, got it.
So yeah, I would I look at Iguess my offer power plan is
like a gateway offer, then ifyou describe it that way,
because it's a 90-minutestrategy session, and then I
hand off a 30-day roadmap untillike they're on their own uh at
that point.
But oftentimes we do need tohelp with that 30-day roadmap
(09:54):
piece of it or any one piece ofthe of it.
And 90 minutes of strategy isnot a lot when you're building
out a whole offer ecosystem.
SPEAKER_00 (10:05):
So no, that would get you that would get you
enough information to be able togive them exactly what you said,
a roadmap.
This is a blueprint of what youwould need, yes, but it's not
the whole thing, exactly.
But yeah, so if you were to justtack on a review session at the
end of that roadmap, then thatwould be a gateway offer because
(10:28):
you can move them towardswhatever offer would make.
Got it, got it.
Okay, that makes sense.
Makes sense.
So let's talk mini offers.
What are they?
SPEAKER_01 (10:37):
So mini offers to me are lower, lower price point,
not like low, like 27, 37, 47,not like that type, but a mini
offer to me is somewhere like inthe 500 to a thousand dollar
range.
It is a lower commitment offerthat helps to get your clients a
(11:04):
quick win.
It helps them to build trustwith you, it helps them enter
into your uh deeper services.
That's how I describe a minioffer based on what we have
talked about.
I think it's something that'sanywhere from usually like a
(11:26):
four to six-week typecommitment.
It's not a longer likethree-month, six-month, one-year
type commitment.
That's definitely not a minioffer.
I think it's something thatallows you to work with your
clients on a smaller commitmentbasis, a lower level investment
basis, but it still gives themthe win that they need to say,
(11:51):
yes, like this is what I neededto gain momentum, to start
building trust with you, tostart experiencing what it would
be like to work with you.
And so ultimately, I the minioffer should lead into your if
your offer ecosystem is set upproperly, it should lead into
(12:13):
your higher ticket services.
SPEAKER_00 (12:16):
Okay, that makes sense.
So uh I Is that how you look ata mini offer?
The micro offer that you weretalking about, that one.
Uh-huh.
No, those would be lower.
So uh for me, the micro offersWell, not the micro, but I'm
saying like the way I describethe mini offer.
Is that the way you make senseto me?
I don't have them, but they makesense to me.
(12:38):
Okay.
And I have in the form that theyusually last about four to six
weeks.
Now I picture that in more of ascalable offer like a sprint or
a short cohort, something likethat.
Can you describe some examplesof maybe how your clients have
done them?
SPEAKER_01 (12:58):
Yeah.
So I had one client that didliterally, she was a leadership
coach and she had three monthsuh no, yeah, three month, six
month, and one year programs.
And when I came in to help her,she was really struggling to
sell from zero or cold up into athree-month offer.
(13:21):
Just the particular audience shewas working with just struggle
with that.
And I said, you really need aone-month, like one month offer,
right?
Something that you can sell thatis around the a thousand a
thousand dollars or so thathelps them like still experience
and get good wins.
(13:42):
It's not going to give them thewhole thing.
And she introduced and she, ohmy gosh, she went kicking and
screaming practically into Idon't, I hate one-month offers,
I hate that.
And it's just just trust me,just try it.
Okay.
And so she introduced aone-month coaching offer, just
(14:02):
four weeks.
She worked with leaders on, Ithink it was she like a whole
like leadership playbook whereshe worked on, and each there
were several things within herwhole leadership framework.
And she just picked one.
Uh and we just worked on, andshe they just worked on that
one.
And it was exactly what wasneeded to convert clients into
(15:25):
working with her.
So that is one example.
I think like I can even just sayfrom my own from my own
business, my offer mojo squad,which is a complete DYI AI suite
of tools, that is a mini offer.
It's like people can getdefinite wins out of that offer.
(15:47):
Definite, like they can get alot of my frameworks and, but
they're not going to get thelevel of depth and strategy that
I would bring to the table.
But if they're what, if they'rejust starting out or they're
just not ready for that deeperinvestment, that offer modro
squad, that mini offer will helpthem get what they need to at
(16:09):
least get momentum.
SPEAKER_00 (16:12):
Yeah.
So your goal with the mini offeris to establish a relationship
with them for one and get themthat first win so they're ready
for the bigger offer.
Yes, absolutely.
Yes, definitely.
SPEAKER_01 (16:27):
And I think mini offers, what I like about them
too is they meet buyers atdifferent, at different buyer
stages, right?
Not everybody is ready to investimmediately in your higher
ticket programs.
Like I personally, I know Imight ruffle feathers by saying
(16:47):
this, but I personally don'tbelieve in the gurus out there
that are teaching unroll peoplein immediately into a 10K offer.
Build your 10K offer and getfive clients to scale your
business to 50 grand a month.
SPEAKER_00 (17:03):
They make it sound so simple.
It is not.
Anyone who's listening, Ipromise you, it is not.
SPEAKER_01 (17:08):
No, it's not.
It's not at all.
And but many offers even comebefore something like a 2500 or
a 3K or a 5K offer.
It's it allows people to comein.
And I feel like right now wehave it, it's being said
everywhere.
We are in a trust recession, andwe probably will remain in this
(17:28):
trust recession for a while.
AI is changing things, like justrapidly evolving business
climate is changing things, andpeople have been burned by these
big high-ticket programs.
I know one person enrolled in ayear-long high-ticket program.
All she wanted to do was buildout a group offer.
(17:49):
And when she got into theprogram, it was like she was
getting zero help.
They would just say, go watchthis video, go do that, go do
this.
And she was very frustrated.
So she paid this hugehigh-ticket right amount.
And then when she tried to getout of it, they were like, We'll
(18:10):
only give you 30% of your moneyback.
So that kind of stuff ishappening in the online space,
which makes it difficult forpeople to say yes right away to
those higher ticket offers.
So I think the mini offer isjust a way for people to say,
okay, I'm gonna dip my toe in.
(18:30):
I'm going to trust you.
I think I can handle this levelof investment.
It's not gonna be like the endof the world if things don't
work out, or it could be thestart of something amazing.
SPEAKER_00 (18:43):
Yeah.
So yeah, that's a really you hituh, you hit a nerve there in
that like it really bothers mewhen there are offers that like
you cannot get out of.
It's not realistic that for afull year your life is gonna
remain static.
(19:05):
Not really what if somethingterrible happened and you need
to get out and these ironcladcontracts with coaches, when
you're like, I'm financiallyhurting, I need out, and they
won't let you.
That's disgusting.
SPEAKER_01 (19:19):
Yeah, it is, it really is.
So we're shy.
We we hesitate.
I and I think even myself, I cansay for myself and other people
that I've talked to, committingto something long-term, like
even six months or one year,it's like we don't know who
we're going to be.
(19:40):
Or what are I always saying thatI don't know who I'll be then?
I know it's I don't know who I'mgoing to be six months from now.
I don't know like what my goalsare necessarily going to be.
They change, like we evolve.
Like we were having thisconversation in a women's group
the other day about, and thequestion was, who are you?
(20:01):
Who are you?
And it's okay, I can answer whoI am today, but I the question
just kept coming back to mymind.
It's not constant.
Yeah.
One year from today, I'mprobably going to answer that
question very differently.
So with you.
(20:21):
Yeah, that's why I personally Idon't invest in like long-term,
like six-month, one-yearprograms, and I don't even have
my own six-month, one-year longprogram just because of the way
I operate.
But I think the mini offers, Ijust like them because you can
(20:43):
solve a very specific problemfor your clients that is really
meaningful to them.
And like we mentioned before,get that quick win.
So I always say if we're talkingabout like how like to do those
mini offers, if you look at whatyour core framework is for your
(21:05):
higher ticket offer, like whatis one piece of that?
Can you like work with them onone piece of that core framework
on a deep level?
SPEAKER_00 (21:16):
Yeah, I like that a lot.
Because I'm also the same way inthat I don't like long-term
commitments.
Six months is my max.
I cannot the year ones, I'mlike, that's a joke.
No, I don't know.
I don't know what I'll want orwho I'll be in a year.
Right.
Exactly.
I that's my limit.
But yeah, that makes completesense.
(21:38):
So what is your highest longestcommitment offer?
I'm curious.
SPEAKER_01 (21:44):
Okay, so my I would say my highest longest
commitment type offer is myoffer mojo studio, which sits at
3,000.
But the premium from up therewould be like done-for-you built
funnels or done for you likecustom GPTs.
(22:04):
So it's okay, we have all ofyour offer ecosystem like mapped
out.
We've I've helped you build acore offer.
You've got the offer Mojo Squadto help build any off other
offers you need.
Now, what do you need now tobring that offer to market or
that offer ecosystem to market?
Oftentimes people need theirfunnels done.
(22:25):
They don't know how to write thecopy for funnels, they don't
know how to design funnels, setup the tech for funnels.
And then my newest thing isthey're complicated.
SPEAKER_00 (22:35):
Yeah.
They're not in the marketingspace, isn't gonna know how to
do that.
SPEAKER_01 (22:38):
Yeah.
And then so that if they'reinvesting in offer funnels or me
helping them do a custom offerGPT of some sort, then that
commitment's probably gonna beanywhere from two to three
months, maybe.
Yeah, depending upon how long ittakes me and my team to get
(23:00):
through that.
SPEAKER_00 (23:02):
That makes sense.
Okay.
So I'm gonna reiterate what I'veheard.
Okay.
Think about your offers in onewin at a time, getting them to
one milestone, then moving themto the next.
And they should be in reasonablecontainers.
Like the mini offer is four tosix weeks.
Yes.
And you said eight to what, twoto three, two to three months
(23:25):
for a main offer is a goodcontainer.
Yes, exactly.
Yep.
Eight to twelve weeks.
Okay.
Eight to twelve weeks.
And then we have our mini atfour to six weeks.
And now let's talk a little bitabout how to move people from
that mini offer into your mainoffer.
(23:45):
You just said that you usefunnels.
So is that your primary driver?
Is like there's some automationto help move them through.
SPEAKER_01 (23:55):
Yes, of course, I have automations and funnels set
up, but I personally, like in mybusiness at least, I feel that
the more relationship-drivenmarketing helps better.
Like, I feel like you need to bein that relationship.
(24:16):
Like, for instance, three, I hadthree recent sales of my offer
mojo squad, which is what Iwould consider a mini offer.
I'm now checking in with thoseindividuals, like personally
checking in and saying, Hey,how's it going?
Are you are you getting throughthe offer mojo squad?
Like one person hasn't evenstarted yet.
(24:39):
And this is this is what canhappen, especially if you're
That's me.
That's always me.
I'm like, on my list.
Which is a perfect case for whydon't we like, why don't I help
you?
And so you're getting intoconversations and like talking
to people at the end, if you'redoing it live, if you're doing
it in person, obviously you cantalk about okay, what might get
(25:03):
in the way now of you followingthrough with this?
What's or what's next for youafter this?
After you, what are you what'syour plans?
And you can gauge, like, okay,do you feel like they're
comfortable enough to to takethis mini offer, get what they
got from it, and run off andcontinue?
Many people will be, some peoplewill not.
(25:26):
They need that next step of thathand holding with you, that
accountability, that done withyou energy or that done for you
energy.
And I personally feel being in aconversation with someone about
what's next for them.
After you complete the minioffer, then let's talk about
(25:50):
what's next and how you're gonnaget there and what kind of
support you feel like you'regoing to need.
And you can then move them downthe pipeline.
SPEAKER_00 (25:59):
Yeah.
So you're doing like a midpointcheck-in to see where they're
at, if they need your extrasupport or if they can do it on
their own.
SPEAKER_01 (26:10):
Yeah.
So I was working with amarketing strategist and she
just wanted something likesuper, super simple.
She was like focused on justlaunching, and she's, I just
don't feel this offer.
It's just not there.
And we crafted, I think what'sconsidered definitely a mini
offer.
(26:30):
She's working with the withsomeone, mapping out their
90-day plan.
And at first it was just like,okay, we're going to map out
your 90-day plan and then bedone.
No, we have to, you have to bein the mix with them.
There needs to be checkpoints atmonth one and at month two or
(26:51):
two weeks prior.
So because your job then is tore-enroll.
Re-enroll that person in aeither new 90-day plan or maybe
they tried to run their 90-dayplan on their own after you gave
it to them and they ran into allkinds of roadblocks and they
(27:13):
didn't, they couldn't followthrough.
There was lack of consistency,whatever.
Okay.
So let's do the another 90roadmap, but this time, let me
implement for you.
And so now you've moved theminto a higher, higher ticket.
So I definitely think thereneeds to be checkpoints
whenever, depend to however yourmini offer is structured.
(27:37):
Even if your mini offer is aDYI, you can still check in with
those clients as if they'rethat's what I did.
I did personal reach outs toeverybody and schedule two calls
just from those personal reachouts of, hey, how's it going?
I could take the approach ofdone a DYI offer, you're on your
(27:57):
own, but yeah, you're done.
You're doing it for you.
That's not going to help to one,to get your clients the impact
that they really want, but two,to give them an opportunity to
work with you on a deeper level.
SPEAKER_00 (28:14):
Yeah.
And on that point, if they don'tget the win, they're not going
to have the desire to work withyou with on any other offers
either.
So you're checking in it.
SPEAKER_01 (28:27):
Because if you don't ever, if you don't ever complete
the offer mojo squad and get allthe amazing results out of it,
it's not gonna matter.
But one client was like, okay,I've worked with a squad for
several hours and I'm notexactly sure she said, but I'm
getting stuck on tech and thesales page, and it's okay.
(28:48):
So that's a time for me to stepin and say, Let me handle that
for you.
Let me take that off your plate.
You don't need to be worriedabout tech, writing sales page,
designing a sales page, all ofthat.
Let's handle that for you.
Or if I get into a call and it'sI haven't even started, I
haven't even started this.
(29:08):
Okay, it's now's an opportunityfor me to coach.
Like, why?
What's getting in the way?
What's the cost of you not doingthis?
Would it be more helpful if Iran the squad for you and we
worked in a strategy session?
So there's ways to kind of uhupsell, but you do I do think to
in today's society, you have toin business climate, you just
(29:30):
have to keep checking in, youhave to keep building those
relationships.
It's a partnership, it's longterm.
SPEAKER_00 (29:36):
Yeah, that you're giving me so many ideas.
Um, because inside the tinymarketing club, I recently
started selling just like onemission at a time.
So you just go into that one30-day sprint.
And so it's like your minioffer, which I hadn't really
thought about it that way.
But then I was like, like, Ihave a lot of check-ins along
(30:00):
the way, but I can insert onesthat would also help me gauge do
they need another mission?
Do they need to move on to fromgateway offer mission to niche
networker?
Right.
That's the perfect way to do itis figure out that conversation.
SPEAKER_01 (30:17):
Exactly.
I've often even it's funnytalking, talking about from one
person to another person thatknows offers like really well,
like my offer mojo squad thatkeep people keep asking me, have
you considered like just sellingone GPT separately?
And I said, yes and no.
It's like it's a system, so it'slike it gets you from here to
(30:39):
here.
And yes, I could sell you withTheo, who will handle your offer
messaging, but if yourfoundation for your offers is
not strong, if your ecosystem isscattered and like all over the
place, like I feel like I'mdoing a disservice.
So anyway, I might down theroad, I yeah, it's I like the
(31:02):
way you talk about like how yourelease like one like mission at
a time.
It would be similar to me.
It's like one GPT at a time.
You're gonna start with yourstrategy, then you're gonna move
into your ecosystem, then you'regonna start structuring an offer
and then messaging and thenvisibility and like all of that.
But and there's also somethingto be said for minimizing the
(31:26):
overwhelm.
I think that's another reasonwhy I like many offers too,
because people get we I thinkyou and I know like marketing
like so well and have been in itfor years, and we're probably
just talking over people's headshalf the time.
SPEAKER_00 (31:45):
I have to stop.
And make sure that I'm not doingthat constantly.
Cause yeah, I've been doing itfor 20 years.
I'm like, exactly.
Am I talking like a marketer oram I talking like a human right
now?
Exactly.
Exactly.
SPEAKER_01 (31:59):
And I think that's the problem too when a lot of
people are structuring liketheir core offers, they overpack
them.
They're like trying to pack inso much, and it's creating
overwhelm for people.
They don't, they either don'tfinish, they start checking out,
(32:20):
they get stuck, their thingsmove like so much slower than we
think.
We think, like in my offer mojostudio, it's like eight weeks.
That's all I need.
Eight weeks.
I can help you craft your entireoffer ecosystem, structure,
message, everything, a coreoffer, and we're done.
(32:42):
Eight weeks.
Not always.
unknown (32:45):
Yeah.
SPEAKER_01 (32:46):
That way.
It really does it.
Like I know I can market it asan eight-week, we can do it, and
people are attracted to that.
Oh, eight weeks?
Oh, it's only going to takeeight weeks.
I also know that we're going toget stuck when we start talking
about audience, and we're goingto get stuck when we're like
looking at how we're going tostructure it and what we're
(33:07):
going to include and what we'renot going to include.
So mini offers are great becauseyou can reduce that overwhelm.
SPEAKER_00 (33:15):
Yeah.
I will sit in that for a second.
Yeah.
Because overwhelming yourclients is so easy to do.
Yes.
And I know I've had people raisetheir hand and say, this is
awesome, but it's too much.
Like I need to be able to onlysee, don't let me see anything
that I don't need to see rightnow.
(33:36):
So I love that.
So you're only seeing whatyou're working on in the moment.
That's awesome.
That is so smart.
So smart.
Well, it wasn't me, it was melistening to the other day.
I need to focus.
SPEAKER_01 (33:51):
Yeah, exactly.
Yeah, I had a another leadershipcoach that I had worked with,
and she had built this year-longcontainer for business owners,
and she included everything youcould possibly imagine.
Like tons of courses, likecourses on everything that
(34:13):
someone needs to know to growtheir business.
There were guest experts comingin every month.
There's a live group coachingcall, like every month.
There was like all this stuff.
And like about, I would say bymonth nine, she was completely
burnt out.
And she noticed that the onlything her clients really cared
(34:37):
about was the masterminding thatwas going on during the month.
The one mastermind call permonth.
All of that other stuff that shehad created was like they didn't
care.
SPEAKER_00 (34:51):
I love this point.
Stripping down what you do,analyze your offers.
Yes.
And really look at what movesthe needle for them.
What do they care about andtakes everything else away?
We think that we'reover-delivering in a positive
way when we make our offer sorobust, but we're just
overwhelming.
(35:12):
Yes, exactly.
Exactly.
Yeah.
That's such a good point.
Okay.
Is there anything else that weshould hit on before we wrap up
on mini offers?
SPEAKER_01 (35:24):
Yeah, I think I think we we talked about
examples of mini offers, meaningdeep dive strategy sessions,
maybe half day VIP sessions,four to six-week programs.
Enough I I talked about my own,but let's not ignore that AI is
here and AI is here to stay.
(35:44):
So if you're an AI expert andyou feel comfortable, like AI
suites of tools can be great,mini offers, multi-day
workshops, maybe three-dayworkshops where you're meeting
90 minutes like every everysingle day, gives them enough to
keep going.
So I think we've talked aboutall the examples.
(36:07):
And we talked even about thecrafting, the how to craft them,
like starting from yoursignature framework and doing,
like you said, like your tinymarketing club, where it's like
step one is this, right?
And that is a mini offer initself if you're just doing step
one or giving a high-leveloverview of your core framework,
(36:31):
but not delivering the how-to orlike the done for you element or
the any of that kind of stuff.
Like they know it's uheye-opening, they get what they
need, but now they know I can'tdo this on my own.
SPEAKER_00 (36:47):
Yeah, I always think those are good for like
workshops, webinars, leadmagnets is giving that
framework, like why it exists,why it works.
And that is the perfect place topush people into that first mini
offer.
Yeah.
Yeah, that's true.
SPEAKER_01 (37:06):
That's very true.
So yeah, I think we've coveredlike a lot personally.
SPEAKER_00 (37:11):
Yeah, we nailed it.
We're so good to this.
All right.
Can you tell everyone how theycan work with you, where they
can find you, where you hang outonline?
SPEAKER_01 (37:22):
Yes.
Obviously, you can go to mywebsite, onamissionbrands.com.
I am on LinkedIn at OnamissionBrands, which you can just also
look up Laurie Young.
I'm not picking out on Instagramas much anymore.
Starting November will be not asmuch on Instagram threads.
(37:43):
I love threads.
You can come talk to me onthreads about anything and
everything.
But I would say first stepgetting into my offer ecosystem,
besides, oh, you can also listento my podcast.
I tell I'm always recordingpodcasts with people, and I'm
like, I always forget to mentionmy own podcast.
SPEAKER_00 (38:02):
Yeah, this is the best place to get new listeners.
SPEAKER_01 (38:06):
I'm like, I don't know why, but anyway, my podcast
is Offer Mojo Show.
So you can go to any podcastplatform and listen to any
episodes.
If you want to test your offer,I have an AI-powered offer
confidence toolkit.
It's an AI-powered GPT that kindof runs you through a series of
(38:28):
10 questions that you want toask about your offer to see what
the strengths are with youroffer, what the gaps are, and
what your next steps should be.
So that would be and you canfind that on the homepage of my
website.
SPEAKER_00 (38:41):
Okay, perfect.
I'll make sure it's in the shownotes too, so it's easy.
SPEAKER_01 (38:45):
Or you can do onamissionbrands.com slash offer
dash checklist.
SPEAKER_00 (38:52):
You love all things tiny marketing.
Head down to the show notes pageand sign up for the wait list to
join the tiny marketing club,where you get to work one on one
with me with trainings,feedback, and pop up coaching
that will help you scale yourmarketing as a B2B service
(39:13):
business.
So I'll see you over in theclub.
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