April 5, 2026 • 17 mins
We lay out why so many solo consultants feel like they’re doing a lot of marketing but still can’t answer where the next five clients are coming from.
We explain how clarity, lead math, and a custom plan turn chaos into a simple system you can actually repeat.
• posting on LinkedIn and sending newsletters without a clear pipeline
• effort vs clarity and why copying tactics fails
• what the Booked Out Blueprint is and how the strategy session works
• identifying the bottlenecks that block you from getting booked out
• using lead math to set warm-conversation and lead targets
• building a predictable marketing engine that fits your life
• who the process is for: solo consultants and expert service providers
• the story behind the framework and the 30-day experiment mindset
• turning marketing into a playbook you can switch on again
If you wanna get the Booked Out blueprint before the price goes up, head to the link in the show notes.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 2 (00:02):
Welcome to the Tiny Marketing Podcast.
I'm Sarah Noal Block, and thisshow is made for solo
consultants who wanna get bookedout without burning out.
If you've ever thought, I justwant this to feel easier, you're
not alone.
Around here, we focus on simple,sustainable growth that actually
fits into your life to growth,feels doable instead of
overwhelming.
Speaker (00:23):
Hello?
Hello?
Hello.
I am so sweaty cut is it isunusually warm today.
It's almost 80 degrees in Marchin Chicago.
What?
And so I spent like the wholeday outside.
So you're getting me lookinglike this.
Sorry.
(00:44):
So today I am talking about.
Marketing.
Shocking.
Right.
So let me guess what yourmarketing looks like right now
as a solo consultant.
Hem, you're posting on LinkedIn.
You are sending out newsletters.
(01:05):
Maybe when you remember, andmaybe you're guesting on
podcasts or you are havingconnection calls, and yet when
you sit down and try to answerthe question, where are my next
five clients coming from?
The answer is kind of fuzzy.
You know, you're good at whatyou do, you know people need
(01:28):
your help, but the path between.
Today and being booked out isn'tactually clear at all.
Something might be working inthat mix, but you aren't 100%
sure.
That's exactly why I created theBooked Out Blueprint.
So what is the Booked Outblueprint?
(01:50):
You hear a little bit about itin every single episode because
I have a little ad in here aboutit, so you have an idea, but let
me explain what it actually is.
The Booked Out blueprint is astrategy session and growth plan
design specifically for soloconsultants.
So it's nothing like a course orgeneric advice that everybody
(02:14):
gets.
I'm not sending you a documentthat's.
Pre-written and it's definitelynot just, you know, post more on
LinkedIn kind of advice.
Instead, we sit down for aboutan hour and I interview you.
During that session, we figureout what's already working in
(02:34):
your business, what's notworking, where are your clients
actually coming from, and how doyou build a system that
consistently brings in leads andsales?
So basically what I do is Ilisten to you and I figure out
what is working and I figure outhow to systematize it.
(02:55):
So after that interview, I builda custom growth roadmap for your
specific business.
So no two booked out blueprintslook the same.
It shows you exactly how to gofrom where you are right now to
booked out, and I'll tell youthat.
(03:16):
Most of, like my average clientgets to booked out within 60
days.
Okay, so why most soloconsultants feel stuck?
Here's the thing that mostpeople don't realize.
The reason solo consultantsstruggle with marketing isn't
effort, you guys.
Love effort.
(03:38):
You're listening to what peopleare doing to what guru gurus are
doing, and you're emulating it.
You might hear like that a newstrategy is working, so you, you
go and try that.
So it's not a lack of effort.
You guys are definitely puttingin the effort.
It's more of a lack of clarity.
(04:00):
You're trying content andnetworking and referrals and
events and maybe ads, butthere's no system one tying it
together and there's no analysislike what thing is working.
Plus, there's the fact that it'sjust you.
You're a solo consultant, youdon't have all the time in the
world to figure out how to dothese things.
(04:21):
Great.
Or anybody to outsource it too.
So it ends up feeling likeyou're doing a lot because you
are, and you don't actually knowwhat's moving the needle, and
that's exhausting.
The Booked Out Blueprint.
The Booked Out Blueprint fixesthat.
(04:41):
Because instead of asking, whatshould I try next, you finally
know these are the exactactivities that will bring me my
next clients.
I literally pull out the threebottlenecks that are holding you
back from being booked out, andthe three levers that you can
pull right now that would getyou too booked out, so you have
(05:04):
a really clear path.
Whether you decide to work withme later or not right off the
bat.
All right.
Let's talk about lead math.
One of my favorite parts of theblueprint is something I call
lead math.
So most consultants don't knowtheir numbers, not because
you're bad at business, butbecause nobody ever showed you
(05:27):
how to think about it.
During the blueprint, Icalculate things like how many
leads you actually need eachmonth, how many warm
conversations do you need tohave that will turn into
clients?
How do you build a marketingengine that consistently fills
that pipeline?
These are the things that I amlooking at, so you don't have to
(05:50):
wonder like.
How many calls should I actuallyhave?
How many people do I have tohave in my world to hit the
numbers that I need to hit tohit the revenue that I wanna
hit?
You started a consultingbusiness because you wanted
freedom.
You wanted freedom to make asmuch money as your heart
contented.
(06:11):
You wanted freedom to be able towork when you wanted to.
You wanted a life that yourchoosing.
That's why I built my business.
I didn't want to fit into somecorporate box.
I wanted to build a businessthat felt like me, felt uniquely
like me.
And that's what this blueprintis.
(06:32):
It's uniquely like you.
I'm not going to ask you to dosomething that I asked someone
else to do a month ago becauseyou guys have different
businesses.
I'm not giving you a template.
I'm giving you a strategy basedoff of you.
So instead of thinking I needmore visibility, you start
(06:53):
thinking, okay, I just need tohave 10 warm conversations this
month, and I have the exacttemplates on how I can make
those conversations happen.
And suddenly your businessstarts to feel more predictable
instead of just crossing yourfingers and hoping.
So who is this for?
(07:14):
The Booked Out Blueprint isspecifically for solo
consultants and serviceproviders who sell their
expertise.
That is who I work with.
That was me for years, and thatis what I know how to solve.
So if you're someone who sellsthings like strategy advisory
work, fractional leadershipconsulting, high level services,
(07:37):
this process works for you.
It was made for you, especiallyif you're already making money,
but want to grow in a way thatdoesn't require working 80 hours
a week or being online all day.
You are probably in a positionwhere you are doing really.
Okay.
You are doing well enough forthe first year or two of your
(08:01):
business.
Referrals started to dry up yourleads.
Maybe like the lead landscapechanged a little bit.
Maybe you were working withagencies before as a
subcontractor and now that justdoesn't really align with what
you want.
That's the point where I'mreally seeing my clients shine
(08:22):
is they've been in business fora little while and they had
referrals.
They had long-term retainers,and now they're at a point where
either those retainers turnedover, they were referrals, dried
up, something like that, andthey just don't have a system to
continuously stay booked out.
(08:43):
That's where, that's where thiscomes in.
So I created the Booked OutBlueprint after a really, really
frustrating season in my ownconsulting business.
A few years ago, I hit a pointwhere suddenly my pipeline dried
up.
I was actually telling a clientabout this today.
(09:04):
I'll tell you why it dried up.
This is kind of embarrassingnow, like knowing what I know
now, but it dried up because Iwanted to take the summer off a
full 90 days to just enjoy thesummer with my kids, and then
fall happened and I had nopipeline.
I was like, this'll be easy.
Fall is when all my clientscome.
(09:26):
Anyway, it's not a big deal.
I had enough money where Ididn't need any new clients.
Over the summer, but fall was mybig time anyway, so who cares?
Well, everybody cared because mypipeline completely dried up.
I didn't have any new leads inthe fall, and it was kind of
(09:47):
terrifying.
So.
When you're a solo consultant,you don't have anybody else you
can rely on.
It's your income that is dryingup when you don't have these
systems in place.
So what I did as soon as Istopped crying is I ran a 30 day
experiment for, I tested everymarketing and sales strategy I
(10:11):
could think of that would workfor a service-based business.
I tracked what worked and whatdidn't work, what converted in a
Airtable, and by the end of thatmonth, I closed 94,000 in
contracts.
That experiment eventuallybecame the framework behind this
blueprint, and later the entirebooked out in six system because
(10:35):
I didn't just do that once.
Because I love making mistakes.
I just stopped doing that again,like I was booked out.
I was good to go.
I was actually that month that Idid that 30 day experiment.
I booked myself out by sevenmonths and then I turned all my
(10:55):
systems off'cause I'm stupid.
And then I had to do this allover again, but it worked again.
So.
I repeatedly found that thesystem I uncovered during that
(11:16):
30 day experiment done in theorder of operations that I did
it in worked over and over andover.
It turned on a sales pipelineover and over and over, and it
felt like such a freakingrelief.
To be able to say, okay, if thisever happens again, and I like,
(11:38):
my brain just stops working andI just stop running my systems,
I can just turn these back on.
And that is what you buildinside of Booked Out in six.
You get your own custom sixmissions inside of your
blueprint.
Each mission becomes a new tab.
(12:00):
So if you get stupid like I didand you turn off your systems,
'cause you're busy with clientwork and you have to turn your
systems back on, you have aplaybook, my friend, that you
can go into and you could justturn these back on.
You have the SOPs right there.
So with the Booked Outblueprint, what you walk away
(12:22):
with is a clear growth plan.
Inside of that blueprint, webuild out your, your gateway
offer, your lead generationstrategy, your referral engine
marketing activities, a one coremarketing activity that you can
use and leverage in differentways.
(12:43):
So instead of trying randomtactics, you have a blueprint.
It's the name your running, afocus system designed for your
business.
So why do I require every bookedout in six client to do a booked
out blueprint?
First, it becomes the foundationfor everything we build inside
(13:06):
of booked out in six.
So.
If you decide to work with melong term, the plan becomes your
playbook.
If you decide to implement ityourself, you still have a
roadmap.
Um, but you work with meafterwards.
You get the whole playbookbecause we're building it out,
mission by mission together.
(13:28):
Either way, whether you decideto work with me long term or
not, you leave with clarity andyou have something, a foundation
to work with.
And clarity is what turnsmarketing from overwhelming into
a manageable system.
It turns it into check boxes.
Okay, I just gotta do that andI'll be fine.
(13:50):
Now, I do wanna announce thatthere is a price change.
It's important.
So right now, booked outBlueprint is$397 and I'll be
real with you.
It costs me money to be able togive it to you at that price on
May 1st, the price is going upto seven 50.
(14:13):
Because over the last few years,the blueprint has become a
starting point for almost everyconsulting client.
No, not almost every singleconsulting client I work with,
and the results have beenincredibly strong.
I have gotten my clients bookedout within 60 to 90 days.
Consistently.
(14:33):
It's time that the price of theblueprint reflects the value and
also isn't costing me money todeliver.
So if you've been thinking aboutgetting clarity around your
business, if you're feelingstuck with marketing and sales,
or if you just want to knowexactly what it'll take to get
(14:55):
booked out, this is the besttime to grab it because once May
1st hits the price doubles, andyou can get it now for the OG
price of 3 97.
So if you wanna get the BookedOut blueprint before the price
goes up, head to the link in theshow notes.
(15:16):
We'll schedule your interviewsession, map out your growth
strategy, and build the planthat gets you booked out.
Again, that's the Booked Outblueprint.
Right now it's 3 97.
On May 1st it becomes seven 50.
So if this has been on yourradar, and I know I can think of
names in my head right now thatit's been on your radar.
(15:37):
Now is the time to edit.
If you found this helpful, sharethis episode with another
consultant who is trying tofigure out their marketing
because the fastest way to growyour consulting business isn't
doing more marketing, it's doingthe right marketing.
Thanks for listening to TinyMarketing, and I'll see you next
(15:59):
week.
Speaker 3 (16:01):
If this episode made things go a little more doable,
I'd love to help you take thenext step with the Booked Out
Blueprint.
It's a practical, low pressuresession to clarify your offers,
your marketing, and whatactually moves the needle.
You can book yours through thelink in the show notes.
You don't have to figure it outalone.
Welcome to the Tiny Marketing Podcast.
I'm Sarah Noal Block, and thisshow is made for solo
consultants who wanna get bookedout without burning out.
If you've ever thought, I justwant this to feel easier, you're
not alone.
Around here, we focus on simple,sustainable growth that actually
fits into your life to growth,feels doable instead of
overwhelming.
Speaker (00:23):
Hello?
Hello?
Hello.
I am so sweaty cut is it isunusually warm today.
It's almost 80 degrees in Marchin Chicago.
What?
And so I spent like the wholeday outside.
So you're getting me lookinglike this.
Sorry.
(00:44):
So today I am talking about.
Marketing.
Shocking.
Right.
So let me guess what yourmarketing looks like right now
as a solo consultant.
Hem, you're posting on LinkedIn.
You are sending out newsletters.
(01:05):
Maybe when you remember, andmaybe you're guesting on
podcasts or you are havingconnection calls, and yet when
you sit down and try to answerthe question, where are my next
five clients coming from?
The answer is kind of fuzzy.
You know, you're good at whatyou do, you know people need
(01:28):
your help, but the path between.
Today and being booked out isn'tactually clear at all.
Something might be working inthat mix, but you aren't 100%
sure.
That's exactly why I created theBooked Out Blueprint.
So what is the Booked Outblueprint?
(01:50):
You hear a little bit about itin every single episode because
I have a little ad in here aboutit, so you have an idea, but let
me explain what it actually is.
The Booked Out blueprint is astrategy session and growth plan
design specifically for soloconsultants.
So it's nothing like a course orgeneric advice that everybody
(02:14):
gets.
I'm not sending you a documentthat's.
Pre-written and it's definitelynot just, you know, post more on
LinkedIn kind of advice.
Instead, we sit down for aboutan hour and I interview you.
During that session, we figureout what's already working in
(02:34):
your business, what's notworking, where are your clients
actually coming from, and how doyou build a system that
consistently brings in leads andsales?
So basically what I do is Ilisten to you and I figure out
what is working and I figure outhow to systematize it.
(02:55):
So after that interview, I builda custom growth roadmap for your
specific business.
So no two booked out blueprintslook the same.
It shows you exactly how to gofrom where you are right now to
booked out, and I'll tell youthat.
(03:16):
Most of, like my average clientgets to booked out within 60
days.
Okay, so why most soloconsultants feel stuck?
Here's the thing that mostpeople don't realize.
The reason solo consultantsstruggle with marketing isn't
effort, you guys.
Love effort.
(03:38):
You're listening to what peopleare doing to what guru gurus are
doing, and you're emulating it.
You might hear like that a newstrategy is working, so you, you
go and try that.
So it's not a lack of effort.
You guys are definitely puttingin the effort.
It's more of a lack of clarity.
(04:00):
You're trying content andnetworking and referrals and
events and maybe ads, butthere's no system one tying it
together and there's no analysislike what thing is working.
Plus, there's the fact that it'sjust you.
You're a solo consultant, youdon't have all the time in the
world to figure out how to dothese things.
(04:21):
Great.
Or anybody to outsource it too.
So it ends up feeling likeyou're doing a lot because you
are, and you don't actually knowwhat's moving the needle, and
that's exhausting.
The Booked Out Blueprint.
The Booked Out Blueprint fixesthat.
(04:41):
Because instead of asking, whatshould I try next, you finally
know these are the exactactivities that will bring me my
next clients.
I literally pull out the threebottlenecks that are holding you
back from being booked out, andthe three levers that you can
pull right now that would getyou too booked out, so you have
(05:04):
a really clear path.
Whether you decide to work withme later or not right off the
bat.
All right.
Let's talk about lead math.
One of my favorite parts of theblueprint is something I call
lead math.
So most consultants don't knowtheir numbers, not because
you're bad at business, butbecause nobody ever showed you
(05:27):
how to think about it.
During the blueprint, Icalculate things like how many
leads you actually need eachmonth, how many warm
conversations do you need tohave that will turn into
clients?
How do you build a marketingengine that consistently fills
that pipeline?
These are the things that I amlooking at, so you don't have to
(05:50):
wonder like.
How many calls should I actuallyhave?
How many people do I have tohave in my world to hit the
numbers that I need to hit tohit the revenue that I wanna
hit?
You started a consultingbusiness because you wanted
freedom.
You wanted freedom to make asmuch money as your heart
contented.
(06:11):
You wanted freedom to be able towork when you wanted to.
You wanted a life that yourchoosing.
That's why I built my business.
I didn't want to fit into somecorporate box.
I wanted to build a businessthat felt like me, felt uniquely
like me.
And that's what this blueprintis.
(06:32):
It's uniquely like you.
I'm not going to ask you to dosomething that I asked someone
else to do a month ago becauseyou guys have different
businesses.
I'm not giving you a template.
I'm giving you a strategy basedoff of you.
So instead of thinking I needmore visibility, you start
(06:53):
thinking, okay, I just need tohave 10 warm conversations this
month, and I have the exacttemplates on how I can make
those conversations happen.
And suddenly your businessstarts to feel more predictable
instead of just crossing yourfingers and hoping.
So who is this for?
(07:14):
The Booked Out Blueprint isspecifically for solo
consultants and serviceproviders who sell their
expertise.
That is who I work with.
That was me for years, and thatis what I know how to solve.
So if you're someone who sellsthings like strategy advisory
work, fractional leadershipconsulting, high level services,
(07:37):
this process works for you.
It was made for you, especiallyif you're already making money,
but want to grow in a way thatdoesn't require working 80 hours
a week or being online all day.
You are probably in a positionwhere you are doing really.
Okay.
You are doing well enough forthe first year or two of your
(08:01):
business.
Referrals started to dry up yourleads.
Maybe like the lead landscapechanged a little bit.
Maybe you were working withagencies before as a
subcontractor and now that justdoesn't really align with what
you want.
That's the point where I'mreally seeing my clients shine
(08:22):
is they've been in business fora little while and they had
referrals.
They had long-term retainers,and now they're at a point where
either those retainers turnedover, they were referrals, dried
up, something like that, andthey just don't have a system to
continuously stay booked out.
(08:43):
That's where, that's where thiscomes in.
So I created the Booked OutBlueprint after a really, really
frustrating season in my ownconsulting business.
A few years ago, I hit a pointwhere suddenly my pipeline dried
up.
I was actually telling a clientabout this today.
(09:04):
I'll tell you why it dried up.
This is kind of embarrassingnow, like knowing what I know
now, but it dried up because Iwanted to take the summer off a
full 90 days to just enjoy thesummer with my kids, and then
fall happened and I had nopipeline.
I was like, this'll be easy.
Fall is when all my clientscome.
(09:26):
Anyway, it's not a big deal.
I had enough money where Ididn't need any new clients.
Over the summer, but fall was mybig time anyway, so who cares?
Well, everybody cared because mypipeline completely dried up.
I didn't have any new leads inthe fall, and it was kind of
(09:47):
terrifying.
So.
When you're a solo consultant,you don't have anybody else you
can rely on.
It's your income that is dryingup when you don't have these
systems in place.
So what I did as soon as Istopped crying is I ran a 30 day
experiment for, I tested everymarketing and sales strategy I
(10:11):
could think of that would workfor a service-based business.
I tracked what worked and whatdidn't work, what converted in a
Airtable, and by the end of thatmonth, I closed 94,000 in
contracts.
That experiment eventuallybecame the framework behind this
blueprint, and later the entirebooked out in six system because
(10:35):
I didn't just do that once.
Because I love making mistakes.
I just stopped doing that again,like I was booked out.
I was good to go.
I was actually that month that Idid that 30 day experiment.
I booked myself out by sevenmonths and then I turned all my
(10:55):
systems off'cause I'm stupid.
And then I had to do this allover again, but it worked again.
So.
I repeatedly found that thesystem I uncovered during that
(11:16):
30 day experiment done in theorder of operations that I did
it in worked over and over andover.
It turned on a sales pipelineover and over and over, and it
felt like such a freakingrelief.
To be able to say, okay, if thisever happens again, and I like,
(11:38):
my brain just stops working andI just stop running my systems,
I can just turn these back on.
And that is what you buildinside of Booked Out in six.
You get your own custom sixmissions inside of your
blueprint.
Each mission becomes a new tab.
(12:00):
So if you get stupid like I didand you turn off your systems,
'cause you're busy with clientwork and you have to turn your
systems back on, you have aplaybook, my friend, that you
can go into and you could justturn these back on.
You have the SOPs right there.
So with the Booked Outblueprint, what you walk away
(12:22):
with is a clear growth plan.
Inside of that blueprint, webuild out your, your gateway
offer, your lead generationstrategy, your referral engine
marketing activities, a one coremarketing activity that you can
use and leverage in differentways.
(12:43):
So instead of trying randomtactics, you have a blueprint.
It's the name your running, afocus system designed for your
business.
So why do I require every bookedout in six client to do a booked
out blueprint?
First, it becomes the foundationfor everything we build inside
(13:06):
of booked out in six.
So.
If you decide to work with melong term, the plan becomes your
playbook.
If you decide to implement ityourself, you still have a
roadmap.
Um, but you work with meafterwards.
You get the whole playbookbecause we're building it out,
mission by mission together.
(13:28):
Either way, whether you decideto work with me long term or
not, you leave with clarity andyou have something, a foundation
to work with.
And clarity is what turnsmarketing from overwhelming into
a manageable system.
It turns it into check boxes.
Okay, I just gotta do that andI'll be fine.
(13:50):
Now, I do wanna announce thatthere is a price change.
It's important.
So right now, booked outBlueprint is$397 and I'll be
real with you.
It costs me money to be able togive it to you at that price on
May 1st, the price is going upto seven 50.
(14:13):
Because over the last few years,the blueprint has become a
starting point for almost everyconsulting client.
No, not almost every singleconsulting client I work with,
and the results have beenincredibly strong.
I have gotten my clients bookedout within 60 to 90 days.
Consistently.
(14:33):
It's time that the price of theblueprint reflects the value and
also isn't costing me money todeliver.
So if you've been thinking aboutgetting clarity around your
business, if you're feelingstuck with marketing and sales,
or if you just want to knowexactly what it'll take to get
(14:55):
booked out, this is the besttime to grab it because once May
1st hits the price doubles, andyou can get it now for the OG
price of 3 97.
So if you wanna get the BookedOut blueprint before the price
goes up, head to the link in theshow notes.
(15:16):
We'll schedule your interviewsession, map out your growth
strategy, and build the planthat gets you booked out.
Again, that's the Booked Outblueprint.
Right now it's 3 97.
On May 1st it becomes seven 50.
So if this has been on yourradar, and I know I can think of
names in my head right now thatit's been on your radar.
(15:37):
Now is the time to edit.
If you found this helpful, sharethis episode with another
consultant who is trying tofigure out their marketing
because the fastest way to growyour consulting business isn't
doing more marketing, it's doingthe right marketing.
Thanks for listening to TinyMarketing, and I'll see you next
(15:59):
week.
Speaker 3 (16:01):
If this episode made things go a little more doable,
I'd love to help you take thenext step with the Booked Out
Blueprint.
It's a practical, low pressuresession to clarify your offers,
your marketing, and whatactually moves the needle.
You can book yours through thelink in the show notes.
You don't have to figure it outalone.
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Joy is essential. And it's also elusive. You can't order it, borrow it, or simply hope it into life. But now, there's a new and exciting way to start your journey toward a more joyful existence: The Joy 101 Podcast with Hoda! Best known for her Emmy-winning work and co-anchoring Today, Hoda Kotb infuses her authenticity, curiosity, and warmth into conversations with the world’s most fascinating people. Entertainment legends, sport icons, wellness experts, and everyday folks will share how they find, allow, and experience joy. Hoda will offer her own tips and takes on seeking a more balanced, harmonious life. If you're craving inspiration, support, and useful tools to maximize your joy, tune in to these candid, uplifting, and moving on-air chats. Joy after a breakup, joy as an empty-nester, joy after loss, joy as a caretaker — Hoda's new podcast will speak to you. Joy 101 with Hoda Kotb, an iHeartPodcast.
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com