June 7, 2025
Ep 140: Four Proven Strategies to Book More One-on-One Clients
Send us a text Ever wondered why some service providers stay consistently booked while others struggle through feast-or-famine cycles? The answer lies not in luck or natural charisma, but in systematized client acquisition funnels that work specifically for one-to-one service businesses. In this revealing masterclass, I pull back the curtain on the four client acquisition funnels that have transformed my business and those of my clients. After experiencing a booming first half of the year fo...
Ever wondered why some service providers stay consistently booked while others struggle through feast-or-famine cycles? The answer lies not in luck or natural charisma, but in systematized client acquisition funnels that work specifically for one-to-one service businesses.
In this revealing masterclass, I pull back the curtain on the four client acquisition funnels that have transformed my business and those of my clients. After experiencing a booming first half of the year followed by crickets in Q3, I discovered that what I had attributed to "natural momentum" was actually a system working behind the scenes. When I stopped implementing these funnels, my pipeline dried up within 90 days—teaching me the valuable lesson that what you do today directly impacts your business a quarter from now.
You'll discover how to implement the End of Year Biz Dev Blitz that capitalizes on Q4 planning cycles, the Mic to Money content strategy that turns passive listeners into active leads, LinkedIn Magic for identifying and connecting with warm prospects, and the Niche Networker daily habit that keeps you top of mind with potential clients. I also reveal my companion Gateway Funnel strategy that makes it easy for prospects to say "yes" to working with you, plus proven nurturing sequences for those who don't convert immediately.
What makes these funnels unique is their focus on relationship-building at scale—the foundation of successful one-to-one services. Unlike most marketing advice that's designed for course creators or product businesses, these strategies are specifically crafted for service providers who need to establish trust before making a sale. The proof? I recently generated a $170,000 pipeline in just 10 days using these exact methods.
Ready to transform your client acquisition process from unpredictable to systematized? This episode gives you the exact roadmap to keep your client roster full year-round without relying on expensive ads or unpredictable referrals. Grab a notebook—you'll want to implement these strategies right away.
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01:35 - Welcome to Episode 140
04:10 - Four Funnels That Really Work
10:11 - End of Year Biz Dev Blitz
15:55 - Mic to Money Content Strategy
19:43 - LinkedIn Magic for Connections
23:33 - Niche Networker Daily Habit
27:50 - Gateway Funnel Companion Strategy
33:06 - Nurturing Non-Converters Effectively
38:08 - Questions and Closing Remarks
WEBVTT
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Welcome to Tiny Marketing.
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This is episode 140, where I am sharing my live training on four funnels to book more one-to-one clients.
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Enjoy, we have about a third of the people who are signed up now.
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Hey, christy.
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Hey, matt Ben, you've been to my events before.
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How are you?
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All right?
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I'm going to get started.
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We have a good chunk of people who are now here.
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Sharon, hi, all right, I am going to share my screen.
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Here it is, and we're going to get started on the four funnels to book out your one-to-one offers.
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This is going to be juicy Now.
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Hey, peter, if you saw my post today on LinkedIn, then you got a little taste of what I'll be talking about today, and let's get into it, since we only have 30 minutes.
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It's a quick and dirty, tiny masterclass.
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All right, who am I?
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I have added millions to my clients' revenue with content funnels.
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So I'm Sarah Noelle Block.
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I am the host of Tiny Marketing and of the Tiny Marketing Club, and I help my clients build organic funnels that bring in clients on repeat.
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That is what I'm about.
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I don't spend any money on ads and I don't rely on repeat.
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That is what I'm about.
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I don't spend any money on ads and I don't rely on referrals.
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I think all of that sucks because you don't have control over it.
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Ads are expensive, referrals are awesome, but you don't have control over it.
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I'm a big no.
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Thank you on that.
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I want organic, I want repeatable systems.
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I want organic, I want repeatable systems.
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So here's the story of how I uncovered these funnels.
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So one one year I had a freaking amazing year.
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Well, I had an amazing Q1 and Q2.
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But then Q3 hit and I had absolute crickets.
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So I had to do something.
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I created an experiment.
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I wanted to recreate what those one-to-many brands do.
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You know those funnels that they create and you're like why is it so easy for them?
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And it's not.
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When you do one-to-one services, it's different because you need to build relationships.
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So I had to rethink what funnels could really look like.
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How could I make funnels that work for one-to-one clients and make it easy and repeatable?
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So I started experimenting and playing with what was working for them to make it work for one-to-one, and I grew my pipeline by multi-figures.
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Multi-six figures had a wait list and I remained booked out until I wasn't anymore.
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Let me explain.
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I stopped doing these funnels.
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I thought that I had natural momentum.
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I was like, oh, I'm living on easy street, everything's going to be easy, because money was just rolling in for seven months.
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I barely had to try.
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What I didn't realize is that I didn't just have natural momentum.
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What I had was a system that was working, and when I turned it off, it stopped working.
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It's like stopped making money.
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So I re-implemented my funnels and within 10 days I added an additional $170,000 to my sales pipeline.
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And I learned a lesson too.
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I learned that these systems can be turned on and turned off, but you're not going to just naturally make money unless you're like a Jenna Kuchner.
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You're not going to just naturally make money.
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Unless you're like a Jenna Kuchner, it's not going to happen.
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And I also learned that what you do now or don't do now will affect you 90 days from now.
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So I have been running this thing for about five years now tiny marketing, as a solo person.
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I was freelancing like I built tiny marketing 10 years ago, but solo for five and I have realized that the habits that I created, they kick into gear 90 days from now.
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So the things that you're doing will affect you then.
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And when I stopped working on my funnels, 90 days later I had no more funnel, I had no more pipeline left, and when I did do it, it took one quarter and I was filled out for seven months.
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These habits, they're repeatable, but they also build on each other.
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So when you stop doing them, they will.
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You will slowly feel the pain and then it'll hit you all at once when you're at nothing.
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What if you had a simple roadmap to keep your client roster full year round?
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And it was just?
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It's a habit that you can just turn on, and it's easy and it's possible, because I have done it and I have not done it and I felt the consequences of it.
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Now, what you're going to learn today is the four funnels that work for one-to-one offers, a bonus companion funnel, which is called the gateway funnel, and it moves prospects from slight interest I'm willing to test you out to a high ticket client and then how to nurture leads that don't convert right away, because, think about it, some of you on this call right now are the type of people who will say, yes, I want to purchase, I want to buy right away, but some of you on here will want to do your research and you'll get to know the person that you're buying from before you say yes, I'm that second person.
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I have sometimes had to be nurtured on lists for years before I purchased from someone, and that's OK.
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That's just how consumers work.
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Some people are fast to take action and some people need nurturing.
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So we're going to talk about that too.
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So let's get into the first one Now.
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We know this is quick and dirty, so if you have questions, you can put them in the chat now and I will get to them at the end.
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Cynthia hi, but let's get into the funnels as we're doing this.
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So funnel number one is the one I talked about today on LinkedIn the end of year bids dev blitz.
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So what is it?
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It is a Q4 push to maximize connection calls to secure business before the end of the year.
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Here's how it works you identify ideal fit clients from your network and social media platforms.
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So let me talk you through how I do it do it.
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One thing I do is I'll go on LinkedIn and I'll check out who has viewed my profile recently, because they are likely interested in working with me and that's the reason they were looking.
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If I don't have any ideal fit people, it's just people wanting to sell me.
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Who looked at my profile.
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I'll go to people who share the same audience as me.
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They also sell to the same people as me and I will click on everybody who engaged with their most recent post and I'll find ones that are ideal fits for me and I'll start conversations with them.
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Another thing I'll do is I'll go into my Slack communities that are very niche.
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They have all of the people that I sell to and I'll start answering questions there and connecting with people and scheduling connection calls.
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So those are some easy ways to find good fit people.
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I mean, the absolute easiest one is finding people who are doing better, like getting higher engagement than you on LinkedIn and just seeing who's engaging with them, and then look through that list Are there any good fit people?
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You just say, hey, I connected through X and start a conversation that way.
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Next, craft personalized outreach messages that schedule casual connection calls.
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So I rarely have actual true sales calls with people.
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Most of the time I'm just having a casual connection call or a networking call, whatever you want to call it and having a conversation with someone where we're just talking about our business and then, if something resonates with them, they'll want to pursue a sales conversation.
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But they almost always start with a casual connection call.
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Now, a good way to craft a personalized outreach message is, if you guys have listened to my podcast before, it's a tiny marketing show.
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I have an episode it's episode 100 with Molly Godfrey and she taught this DM strategy that works so, so well.
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And it basically is when you send that connection request, send a little note with it that says why you connected, like you know what community you found them on or who you found them through, but then put in like a one-liner that describes who you are, what you do and who you found them through.
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But then put in like a one-liner that describes who you are, what you do and who you do it for and then send that connection request.
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Will as many people accept your connection request?
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No, a lot of them will be like no, thanks, I think that they're going to sell to me.
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But everybody who does accept them has given you a little hand raise because they are interested.
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So anytime I am connecting with someone who I think would be an ideal fit client, I send that type of connection request DM and they have been converting like fire.
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So, thank you, molly.
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And if you haven't listened to that episode.
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It's episode 100.
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And then next, when you're on those connection calls, be naturally curious and have conversations with them.
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Ask them what's going on with their business, who they want to connect with, who their ideal client is.
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If it makes sense, provide a solution, and that solution might not be you.
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So I have tons of connection calls every week and sometimes the solution that they need is a connection with someone else, someone I know.
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Sometimes the connection they need is a free masterclass like this, and sometimes it's my service, but I am going to give them the most valuable solution for them, even if it's not me.
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But that honesty is what drives more sales and you know, referrals still work, so they will also be more likely to send you referrals.
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I actually got a client yesterday from someone who did not upsell to my services but they loved, like, the honesty and the value that I provide them so much.
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They were like go talk to Sarah.
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I think that she might be a good fit for you.
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So it works on a lot of levels.
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To just, you know, be real and why it works it leverages the natural year-end urgency for planning.
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That's a huge thing.
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So at the end of a year for companies, they need to do their planning and budgeting for the next year.
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This usually happens somewhere in Q4.
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They also need to spend whatever is left over in their budget or they will lose it for the following year, so they need to spend money.
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So now is a great time to do your biz dev blitz, because they might have urgent projects or they might prepay you in order to use up that budget for next year's projects.
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It positions you as a partner to achieve next year's goals, because they're thinking about this now.
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They have to plan their budget at this time of year, so they are thinking about what projects they're going to do in 2025.
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So now's the time to have the conversations with them.
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And last, the connection calls allow you to build a relationship that leads to trust and sales, because you're doing it really organically and honestly.
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It's going to lead to a less power dynamic relationship when you go from connection call to that sales conversation because you're just curious.
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It's like ted lasso just be curious and um.
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For you guys who don't have a great one-liner, there is a one-liner workshop that's available in the Tiny Marketing Club, so you can.
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If you're part of that, you can grab that.
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It was a workshop that I did earlier this year, but it will.
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By the end of it, you'll have multiple one-liners that you can use, depending on the person that you're sending it to.
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Funnel number two is Mike to Money um.
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Thank you, I, carol.
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I see your question and I will get to it at the end.
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Thanks for putting that in.
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So, mic to money um one.
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What is it?
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It's a content series that creates trust and guides your audience into an active lead generator.
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So for anybody that's in the Chicago area who's here today, I am teaching this exact strategy at CreativeCon in February in Chicago, if you want to join.
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So how it works, I'm going to speak of this in terms of how I do it.
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So my content series is a podcast do it.
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So my content series is a podcast Record episodes addressing tiny teaching moments you will dive into within the active lead generator.
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So an active lead generator for anybody who's not familiar with my vocabulary is a time-sensitive lead magnet.
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So it could be this like it's only available with bonuses right now.
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You can only get it now.
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It's something that is time sensitive.
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So it could be something that's pre-recorded but only available for a week.
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It could be something live, but the intention is that there's scarcity to it.
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They can only get it for a short period of time to it.
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They can only get it for a short period of time.
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So record episodes addressing tiny teaching moments that you will teach at length within the Active Lead Generator and then end each episode with a call to action to join that time-sensitive resource.
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And then follow up for all those people who have subscribed and are joining the Active Lead Generator.
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Follow up with an email sequence that invites them to the bigger offer.
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Why it works.
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It builds authority and establishes you as an expert in your niche through a series.
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It's through a period of time, so you're slowly getting people excited about this offer, about this active lead generator.
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It creates a sense of familiarity and trust and excitement because you're getting repeated exposure to little micro pieces of this active lead generator.
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And, last, it's time sensitive, so encourages action immediately and it funnels people who were just passive listeners towards a sales conversion.
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A lot of times I'm having conversations with people and they are like I want a podcast, but will it actually sell?
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And the answer is yes when you have the right funnel in place, because a lot of times people are listening to your podcast passively and they don't get on your email list or they don't join your events, but this is a way to get them to do that.
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There's an intimacy when it comes to podcasting, now.
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With that said, you can do this with a YouTube show, too.
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You can do this with a newsletter series.
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You can do this with blogs.
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Whatever your content series is, it will still work as long as you are leading people to that active lead generator.
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Now there's also a whole masterclass on this strategy alone inside the Tiny Marketing Club, so you could get it there, or you could watch me do this live at CreativeCon.
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Oh, for anybody who does not have an active lead generator, there's early bird pricing on this workshop that's taking place on January 14th, so you can grab that.
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That's in Meetup, so everybody who signed up for this, you're also in Meetup, so you can see it there.
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We're going to help you identify and launch your active lead generator in January.
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Okay, funnel number three is LinkedIn magic.
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What it is?
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It leverages LinkedIn's data to book connection calls.
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So how it works.
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Engage with your ideal clients through comments and profile visits.
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So you want to choose people that are somewhat familiar with you.
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So this is how I do it People who have commented on my posts or the posts of people who have the same audience as me.
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I'll connect with them.
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I'll send that magic DM that I talked about, that Molly taught in episode 100.
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And then I will transition that conversation into a connection call so we can focus on their challenges.
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What's going on with them?
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So easy, low-hanging fruit ways to find the warmer people in LinkedIn and this is all inside of my LinkedIn playbook too.
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That lives inside the tiny marketing club One the profile views.
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So if you have the premium version of LinkedIn, you get like a year of data seeing who viewed your profile.
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So that's one way because they're interested in you.
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Another one are the people who have engaged on your posts, the people who have engaged on competitors posts or posts with people who share a similar audience as you.
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And you can also go to impressions and see if you can discover who has viewed your posts but hasn't commented on it, because a lot of times the money is in the lurkers and they may not have commented but they are intrigued because they're watching.
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So impression data is helpful too within LinkedIn.
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Why it works?
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It capitalizes on LinkedIn's algorithm.
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So the more often that you are having one-to-one conversations with people on LinkedIn, the more likely LinkedIn will show your content to those people later too.
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So it kind of creates a bubble effect of your content around that person because they're going to see your posts more and you're DMing them.
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Personalized DMs break through the noise and they feel genuine.
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So a lot of times we're like how are you the DM that people will get?
00:20:28.748 --> 00:20:31.276
And that's not really helpful, is it?
00:20:31.276 --> 00:20:32.338
No, it's not.
00:20:32.338 --> 00:20:44.179
But if you can connect it to the thing that they engaged with, that's a whole other story, and conversations establish trust and open the doors to a deeper collaboration.
00:20:44.179 --> 00:20:48.692
So the DMs like I'm sure you have heard of social selling.
00:20:48.692 --> 00:20:55.548
Social selling is basically selling within the DMs, and it's getting easier and easier to do that.
00:20:55.548 --> 00:20:59.361
When you're trying not to sell, does that make sense?
00:20:59.361 --> 00:21:07.781
When you are just having a genuine conversation, it usually will convert to a sale, while if you're pitching, it will not, so just be genuine.
00:21:09.400 --> 00:21:12.060
I see a couple of people who had questions about the free LinkedIn.
00:21:12.060 --> 00:21:23.719
Free LinkedIn, you still have the option to see, like, who is engaging with other people's posts, your competitors' posts, and you can do it that way.
00:21:23.719 --> 00:21:30.218
You'll still see a limited amount of the people who viewed your profile and impressions.
00:21:30.218 --> 00:21:33.661
I don't think you'll have as much data, but you can still use the other two strategies.
00:21:33.661 --> 00:21:39.046
Okay, niche networker is number four.
00:21:39.046 --> 00:21:42.710
So this is my favorite.
00:21:43.289 --> 00:21:55.615
If anybody who has was part of the Everyday Profit Habits Masterclass, this is one of the strategies I taught.
00:21:55.615 --> 00:21:56.596
So what is it?
00:21:56.596 --> 00:21:59.049
It's a daily habit of consistent engagement and lead generation using niche communities.
00:21:59.049 --> 00:22:08.705
So how it works Spend 15 minutes every day in your niche communities, whether that is social media groups, forums.
00:22:08.705 --> 00:22:11.383
I'm in a lot of Slack communities.
00:22:11.383 --> 00:22:16.921
You want to make sure that they're very niche for your specific client that you want to attract.
00:22:16.921 --> 00:22:22.170
Those are the best ones, so go in them, just spend 15 minutes.
00:22:22.170 --> 00:22:39.826
Comment thoughtfully, so I set up keyword alerts in those Slack communities so I only get notifications when there's certain keywords that are being said in them, so I can answer questions quickly and that is more likely to convert into a sale.
00:22:39.826 --> 00:22:49.365
You can also set up keywords alert where people are asking for help on a certain thing and then you can be the first person who can raise your hand and say I can help with that.
00:22:49.365 --> 00:23:00.886
So what I do is I spend 15 minutes going through those very specific keyword alerts and answer any question, dm any potential clients.
00:23:00.886 --> 00:23:08.670
That would be a good fit and just build rapport, answer questions, be valuable and aim to book connection calls with them.
00:23:09.070 --> 00:23:25.240
So, as you will see, for all of these funnels, my goal is to get on a one-to-one call, is to pull away from the pool that I have found my niche community in and have a one-to-one conversation with them.
00:23:25.240 --> 00:23:26.819
So why it works?
00:23:26.819 --> 00:23:31.075
Regular engagement keeps you top of mind in your audience.
00:23:31.075 --> 00:23:41.165
So the more often that people are seeing you comment on those posts, the more likely that they are going to think of you.
00:23:41.165 --> 00:23:51.805
When something comes up or when someone asks a question, they'll tag you on it and conversations create an opportunity for organic connections and sales.
00:23:51.805 --> 00:23:58.903
40% of my connection calls convert into a sale using these four methods.
00:23:58.903 --> 00:24:07.185
So I have a lot of connection calls, but when I use these four methods, that is when they have that 40% conversion rate.
00:24:10.198 --> 00:24:13.674
Okay, now let's get into our companion gateway funnel.
00:24:13.674 --> 00:24:16.757
Okay, now let's get into our companion gateway funnel.
00:24:16.757 --> 00:24:22.560
So what I mean by companion is the gateway funnel should work with all of these.
00:24:22.560 --> 00:24:26.023
Always have your clients go through this gateway funnel.
00:24:26.023 --> 00:24:29.226
I'll explain what is it.
00:24:29.226 --> 00:24:31.107
It's a low barrier offer.
00:24:31.107 --> 00:24:36.951
It's an entry point offer that smoothly transitions clients to your signature service.
00:24:36.951 --> 00:24:46.944
So an example of that could be in a $500 audit leading to a high ticket done free package.
00:24:46.944 --> 00:24:58.788
If you're going through someone's website, you provide an audit on that, on what changes they need to make in order to have higher conversions, and then you can sell them on the upsell for like the copywriting project as an example.
00:24:59.675 --> 00:25:07.509
So how it works is you create an easy to say yes offer that solves a small urgent problem.
00:25:07.509 --> 00:25:19.537
So the best gateway offers that I see they solve the problem one milestone before they're ready to work for you, work with you.
00:25:19.537 --> 00:25:33.765
That it allows you to do the discovery work, the onboarding work, the strategy work before you have committed to the main offer with them, because, who knows, maybe you aren't the right fit for them or they aren't the right fit for you.
00:25:33.765 --> 00:25:37.234
Maybe you aren't the right fit for them or they aren't the right fit for you.
00:25:37.234 --> 00:25:40.233
So this gives you a low risk offer to work with and it's easy to sell.
00:25:40.233 --> 00:25:58.682
And that, I think, is the reason that my connection calls convert so easily is because it's easy to say yes to that and once you've had a taste of working with me or you, it's a lot easier to also say, okay, I do want to work with you on a bigger project.
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