Aug. 23, 2025
Ep 151: Consent in Sales: How to Thread Your Offer Without the Hard Pitch
Send us a text Tired of feeling like you need to choose between making sales and maintaining your integrity? This episode of Tiny Marketing reveals the secret to selling effectively without the pushy tactics that make everyone uncomfortable. Sarah Noelle Black pulls back the curtain on "Silent Selling" – a powerful approach that allows you to upsell naturally without triggering resistance in your audience. The psychology is fascinating: when people sense a hard sell coming, they immediately ...
Tired of feeling like you need to choose between making sales and maintaining your integrity? This episode of Tiny Marketing reveals the secret to selling effectively without the pushy tactics that make everyone uncomfortable.
Sarah Noelle Black pulls back the curtain on "Silent Selling" – a powerful approach that allows you to upsell naturally without triggering resistance in your audience. The psychology is fascinating: when people sense a hard sell coming, they immediately disengage. But when you build curiosity instead of pressure, they'll often sell themselves on your offer.
Discover three game-changing strategies you can implement immediately. First, learn how to create private invitations that feel exclusive and personal, targeting only your most engaged leads. Second, master the art of offer threading – weaving mentions of your services naturally throughout your content instead of saving it all for an awkward pitch at the end. Third, explore how to "slip into the DMs" consensually, moving from public webinar conversations to one-on-one sales opportunities in a way that feels helpful rather than intrusive.
Perhaps most valuable is Sarah's insight on nurturing attendees who don't convert immediately. She shares her proven framework for creating email sequences that continue to educate while gently reminding prospects how they can work with you when they're ready. The truth is, most sales happen during the nurture phase, not during your initial presentation.
What makes this approach so powerful is how it shifts the dynamic: instead of pushing for a sale, you're creating an environment that makes it easy for prospects to take the next step naturally. Your audience maintains their autonomy while you maintain your integrity – and your conversion rates will likely improve as a result.
Ready to transform your sales approach? Head to the show notes to access the complete workshop, workbook, and office hours through the Tiny Marketing Club, starting at just $150.
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01:35 - Introduction to Silent Selling
03:31 - Psychology Behind Sales Resistance
08:06 - Strategy 1: Private Invitations
20:29 - Strategy 2: Offer Threading
31:12 - Strategy 3: Slipping into DMs
41:23 - Nurturing Attendees Who Don't Convert
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Welcome to episode 151 of the Uncut Summer Series.
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This is Tiny Marketing and I am Sarah Noelle Black.
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Today I'm sharing a live training called Silent Selling, where you learn how to upsell without being pushy.
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Content should always be selling any type of content you're creating.
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So if you've ever followed my LinkedIn posts, for example, you'll notice that I have little offer threads throughout, that In my podcast I'll have little offer threads and what that is is just nodding to the offer that you have and mentioning it.
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So on social media it might be the super signature, where you have like the three dots and then you go into what you do, who you serve and how they can work with you.
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In an email, an offer nod might look like you have your email and then you have a PS line in your signature that explains what your offer is.
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Or, for example, in my signature in my email I have these are three offers that are like bridge offers that would make sense for you, something micro, something low cost, something that someone who is just emailing with me could be interested in.
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And then in my podcast it's talking about the thing and then referencing how we talk about that in the club.
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So it's all about referencing and the reason my content is just there and ends there without a hard sell is because it's awkward.
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There's the sales psychology behind selling.
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So we're going to scroll down on here and feel free to use this notebook as we're talking.
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So let's talk about sales psychology.
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People resist the hard sell because it feels manipulative.
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The second I smell a sales pitch happening.
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I run, I bounce right out of that training and you're not going to sell anything if someone is bounced and hasn't even heard about the offer in the first place.
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So it feels manipulative, like the training, like a bait and switch.
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You did the webinar but actually it was just a sell.
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It's also, you know, pushy marketing.
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So there's this innate fear of, or distrust of, some marketing.
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If it's overly salesy.
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You're like what aren't you telling me?
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And then the need for autonomy in purchasing decisions is another piece of that For myself.
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I love being sold to when the offer makes sense for the challenge that I'm having, but I also want autonomy in that decision-making process.
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I've already taken myself through that sales process by you know you mentioning threading in your offer into the thing that you taught me.
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And then I'll go to your podcast and I'll binge that I'll sign up for your newsletter.
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I sell myself, but I can't sell myself unless I already know what you do.
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The coach that I'm working with right now she does this beautifully.
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I downloaded a masterclass of hers and she just mentioned her offer while she was doing the training a couple of times.
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And then I signed up for her podcast and I was like I don't want to work with anybody else but her.
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So I was in but I sold.
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So secret selling works because it builds curiosity instead of pressure.
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So what you're doing, instead of saying, hey, you have to do this in this time frame, there's no other way to do it, you won't even get this offer otherwise, it's just building curiosity.
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It gets people excited about the potential of the offer.
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It encourages natural engagement, and I'll explain more of that later.
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But if you've been on any of my trainings, then you have probably heard me use the reference consensual sales.
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I don't start a sales conversation unless they have given me the okay.
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They have said yes, I want to have a sales conversation.
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So everything just starts with a conversation.
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And then they are the ones that say, actually, can you tell me more about your offer?
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And then it shifts the buyer into an active decision maker.
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So you are giving them this training, you are telling them the different ways that they can work with you and how your offer will help them accomplish the thing that you're doing on that webinar.
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But it lets them make that decision instead of pressuring them.
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A lot of times at the end of a webinar you'll hear okay, so I'm going to give you this discount during this time frame.
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You have to do it by the end of the night or it disappears, and that is kind of icky because you're not giving them this space to make that decision.
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If they don't act based off of these next three tactics that I'm going to teach you, then move them to a nurture period, because it is very rare that someone goes to an initial training and then they happen to one be ready to work with you immediately.
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They have the money in place, they have their calendar open and they're at the exact same challenge point where they would need to work with you immediately.
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It's very rare that those things collide when you're having that webinar.
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It's usually that they see this problem happening or they can foresee the challenge that you're talking about in your webinar happening and they know that they're going to need this eventually, and that's why nurturing is so important after this and we're going to see later in this workbook that there are there's a nurture strategy around this too.
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All right, so let's get into strategy number one, and that's private invitations.
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So the concept is a VIP experience where only the high intent leads from your webinar are getting personally invited.
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So, instead of doing a mass pitch at the end of your webinar, you are picking and choosing the people that make the most sense for that webinar or for that next offer or for that next offer.
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So you're going to send personalized follow-up emails or messages inviting them to the next step of the conversation, and that might be based off of how active they were in that webinar or the questions that they asked during that webinar.
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Those are good indicators that they're giving you a little mini hand.
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Raise that they need the offer that you have now, rather than six months from now, and use some exclusive positioning on it.
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So I only open this up to a handful of people.
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I'm sending this just to the right fit people from this training.
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You want them to know that this isn't a mass email.
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This isn't a marketing email that's going to everybody who attended.
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This is private for you, and it should be, because not everybody who attends your webinar is going to be the right fit for the offer.
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And let's say you have maybe 20 people who attend your webinar.
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It's not going to take you very long to go through that and make a list of the people that would make sense for the offer to give private invitations to.
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That personalized approach works really, really well.
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And if they aren't ready to work with you immediately, even if you picked them as someone who would make sense for a private invite, it deepens the relationship.
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So, whether or not they move forward immediately, you are deepening that relationship and make sure to keep nurturing them.
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So here are some examples.
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Example, let's see.
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So a post-webinar email that highlights their engagement, what they did during that webinar.
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Maybe it was a workshop and you had a section where you guys were doing a read aloud of the thing that they were working on, and so reach out to them and talk about that hey, that was a really great read aloud on that and invite them to a strategy call.
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I would love to dig in deeper on this and brainstorm on that idea you talked about in the workshop and that would invite them to a one-on-one conversation where they have the opportunity to consent and say that they're ready to move forward into a sales conversation and learn more about your offer.
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Another way to do this is kind of behind the scenes.
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So if you have seen some of my other secret sales trainings before, then you have probably seen my action link strategy.
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So I'll explain that real quick.
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That's when you have an email let's say it's your regularly scheduled weekly newsletter that goes out to all of your people.
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But the link that you have in that email you set up an action so it segments them to an interest list.
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So let's say you have a podcast that is specifically about your offer.
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It's a very direct sales podcast episode.
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They click on it.
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Then you can automatically segment them to a list of people who are interested in that specific offer.
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So then when you're sending offer emails, it's only to people who have given you that mini hand raise.
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So this would be similar but in a webinar format.
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So this would be like you put out a poll or a chat and anybody who interacted with that poll answering a certain question, they are the people that would get that private invitation.
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Answering a certain question, they are the people that would get that private invitation.
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So that is another way that you can find those little hand raises that tell you that someone is ready to work with you.
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They answered that poll in the way that would make sense for them to be ready for your next offer.
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So let's go over to section two, strategy one the private invitations.
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So let's consider a recent webinar or event that you have done and I know a bunch of you, so I know you either have ones coming up or you've recently done one.
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So let's write down three ways that you can identify engaged attendees for your most recent event.
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I'm going to give you two minutes.
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This won't take long.
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I'm setting my alarm there.
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Oops, that was two minutes and 30 seconds.
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All right, two minutes.
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I want you to write down, using like knowing the tools that you have, that you use for your event.
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Write down three ways you can identify engaged attendees and for anybody who came in late, the workbook is pinned in the chat.
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All right, we're going to pause right there.
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Now let's talk about crafting that private invitation.
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So that might feel awkward for you.
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I know the first time that I sent one I was like I'm not 100% sure how to say this, but they actually work really, really well, and I'm not even saying that just from the perspective of someone who sends them.
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They work really well on me.
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I have gotten plenty of private invitations that were clear that they were just for me and I'm Like hell, yeah, yeah, I do want that offer actually.
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So let's craft our private invitation template.
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But I also want to take it one step further and talk a little bit about how you can make it even more enticing.
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So here's a quick template in the workbook of what you can use to start with, but I want you to customize it.
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I'll set the alarm again for like one minute for you guys to do that.
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So here's mine.
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Hi name.
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I noticed you were really engaged in our webinar webinar, especially when we talked about and then insert the specific topic.
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I wanted to personally invite you to whatever the next offer is.
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I think it would be a great fit based on what you shared.
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Would you be open to a quick chat so that next step strategy, call, exclusive offer, etc.
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Fill in the blank there, because your sales process is going to be uniquely yours, so that could be.
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I'd like to invite you to a brainstorming session.
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Maybe that's the first step that everyone goes through when they work with you.
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Or I'd like to invite you to whatever your gateway offer is, that could be it, but whatever that first step of your sales process is, that's what you would want to insert there of your sales process is that's what you would want to insert there.
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It should be low risk.
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It should be not a big time commitment because you're just wanting to get a little micro ass.
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You want them to move forward to the next step in the journey.
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They don't have to marry you yet, you just want to date.
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So make sure that this is super personal.
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It's actually talking about the things that they were talking about in the webinar.
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It would be great, too, if you had somebody on that would take notes of who was really active in your webinar.
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Or you might even have a tool, an AI tool, that will tell you that.
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I used Butter for a long time for my workshops and it gave me an engagement report, so I knew exactly who is engaging the most, what people were talking about in the chat and all of that.
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So, depending on your software, the information could be right there in a dashboard for you.
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So I want you to take one minute to write out something like this, your private invitation.
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That is low stakes and just moves them to that micro yes, the first step in your sales process.
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All right, I am setting it now.
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It's going to be one minute for you to write out your private invitation and then, when this one minute is up, I'm going to tell you the thing that will amplify it a little bit more.
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All right, one minute and seconds Time is up.
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So the next, the thing that I love and that works on me all the time in these private invitations, is when they also include a Google Doc landing page.
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So it is basically a sales page that gives all the information that someone would need inside of a Google Doc.
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So it feels very personal and exclusive because it's not public information.
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It gives you how much time would you need to invest in this?
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What is the monetary investment in it?
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What's included?
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Would you need to invest in this?
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What is the monetary investment in it?
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What's included?
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It gives you all of the details.
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But I love that Google Doc landing pages or sales pages.
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They're not public, so they're included just in that private invitation.
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So I would step that up and add that as a link for them to be able to access so they can get the information they need to make a decision.
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Okay, let's talk about strategy number two, which is offer threading, and that is really the only part of the sales process that should happen during the training.
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So the concept is seamlessly weaving your offer into the content instead of using a hard pitch.
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So how it works, drop mentions of your offer throughout the webinar in the most natural way possible.
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So an example of this is when you're doing a training, let's say you're walking them through three steps to be able to accomplish X.
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While you're talking about those steps, that's when you'll want to talk about the stories involved in those steps.
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Talk about the clients that you've helped through that step and what was the result.
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So telling little case stories is a great way to do offer threading.
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Oh yes, a Google page is so easy Just checking the chat and I love them so much and they're low pressure too, for both parties Feels really natural, okay.
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So using case studies stories client wins that showcase your paid services or products throughout the training is a good way to offer thread while also still adding value, because you're providing case studies pretty much explaining what that client did to get the result that your attendees want.
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So that is a really great way to do offer threading.
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Another way to do it is reference your frameworks or deeper insights that you teach inside of your program or that you execute inside of your service.
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So, referencing the frameworks and, by the way, most of your webinars are probably going to be break-off pieces from the greater framework that you have within your offer and even if you think you don't have a framework and that you're just doing a thing, I guarantee there is a framework that you have established that you just don't realize is a framework.
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I think maybe half of you are inside of the Tiny Marketing Club.
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So if you are, if you go to Signature Offer Course, there is a custom GPT I created that runs you through a bunch of questions and then it tells you what your framework is.
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You have one, believe me, you have one.
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Okay, so let's talk through how you can do offer threading.
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So an example of this one of my students in offer use the exact strategy and landed 10 new clients.
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So you're explaining what they did, the piece of the framework they use and what the result was.
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Um, or you could say something like I teach this in detail inside of blah, but here's one part you can implement today.
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So you want and anybody who's gone through any of my active lead generator trainings will know this but you want people to accomplish one goal, one milestone, within the training that you're having.
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So you want them to walk away and be able to do a thing.
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It needs to be active, so this would be a good way to do that is.
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But here's one part you can implement today.
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This is one thing that you can do to have this win today.
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So let's look at your next or your most recent webinar.
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What are a couple natural ways that you can weave your offer into the content that you created?
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So, in the chat, can you guys tell me what was the topic of your most recent webinar?
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Whether it's past or future, I'd love to just start workshopping ideas on how you can offer thread.
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Don't be shy while you're thinking.
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I'll talk about one of mine.
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Let's see, two weeks ago, I did a training on five steps to building your lean marketing engine, and it was for a group of independent consultants that were working with.
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They were working with a larger community people who placed them at different jobs, so I was there to train them on how to build their own marketing so they didn't have to just rely on that.
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And throughout that, I'm basically just teaching the framework of what I do inside of Tiny Marketing Club.
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So I was able to take out different pieces of the framework and talk about inside of the Tiny Marketing Club.
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We built this and this was the result.
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This is how many newsletter subscribers X got, or this is how many people downloaded their podcast, something like that.
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So that's a good way to use an example as a way to offer thread.
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Okay, I was chatting just so you'd get to answering.
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All right, let me see.
00:22:27.827 --> 00:22:41.105
All right, so Meg's next webinar is called Five Secrets to Selling with Confidence, and I missed the last word Ease.
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Thank you, okay, I love that because selling is my obsession, so I'm glad you're here today.
00:22:49.198 --> 00:23:18.548
So let's talk about how you can able to pull a client through that, or the results a client had once they overcame that obstacle.
00:23:19.971 --> 00:23:25.440
Melissa, a smoother tax season, understanding how your controller and tax CPA work together.
00:23:25.440 --> 00:23:31.747
Okay, do you, melissa, have any ideas of how to offer Thread?
00:23:31.747 --> 00:23:38.679
Because for me, knowing your offer, I would thread in.
00:23:38.679 --> 00:23:49.699
I worked with this client and they didn't have their documentation set up to be able to file their taxes effectively.
00:23:49.699 --> 00:24:00.527
So I sat down with them and in a 90-minute session, I was able to get them on track and their CPA was able to file their taxes on time.
00:24:00.527 --> 00:24:01.188
And guess what?
00:24:01.188 --> 00:24:02.156
They owed nothing.
00:24:02.156 --> 00:24:08.797
So there's an example of how you can offer Thread using what you do in with that webinar.
00:24:10.339 --> 00:24:11.301
Rachel's next work.
00:24:11.301 --> 00:24:13.547
Oh, go for it.
00:24:13.547 --> 00:24:15.510
No, go ahead, melissa.
00:24:15.510 --> 00:24:17.178
What were you going to say?
00:24:17.178 --> 00:24:19.482
No, yeah, I do have a cool idea.
00:24:19.482 --> 00:24:27.240
I just I'm still missing, like the piece, or I'm not offering the piece that's going to help them solve it for that day.
00:24:27.240 --> 00:24:35.630
Solve it for that day, yeah, so, but you would help them prepare for their taxes, right?
00:24:35.630 --> 00:24:47.921
Yeah, yeah, I think that you can thread it in that way, in the preparation, the preparing, getting ready for it, and you can tell stories about.
00:24:47.921 --> 00:24:56.919
Maybe even you can tell a story about, like a previous year, one of my clients was not ready for their taxes and this is what happened.
00:24:56.919 --> 00:24:59.546
So that's when they hired me.
00:24:59.546 --> 00:25:03.079
We got them all set up and then this year, this is what happened.
00:25:03.079 --> 00:25:05.345
A story like that could be helpful.
00:25:06.125 --> 00:25:17.299
Okay, rachel, my next workshop will be one month of content in one hour and I'd use this to pitch my done for you bold day of content offering.
00:25:17.299 --> 00:25:21.816
So bold day makes me think it's a VIP day, which is awesome.
00:25:21.816 --> 00:25:43.986
That's a lot easier to sell post-webinar, so you could talk about the results, like how much time your client got back because they were able to get a month's worth of content done in one hour.
00:25:43.986 --> 00:25:45.615
That could be a good way to go about it.
00:25:45.615 --> 00:25:48.138
I'm getting weird alerts.
00:25:48.138 --> 00:25:56.509
Let me know in the chat if you guys lose me, okay, so I love that.
00:25:56.509 --> 00:26:15.298
I would say talking about results and time saving for Rachel's workshop would be a really great way to do the offer threading because most likely, the people that are going to it would be interested in saving time.
00:26:15.298 --> 00:26:18.045
I think that's probably the biggest takeaway for that.
00:26:18.045 --> 00:26:23.778
Okay, let's, we have enough time.
00:26:23.778 --> 00:26:28.267
So let's look at this Storytelling for offer threading.
00:26:28.607 --> 00:26:33.797
Use the prompt below to create a short customer success story that threads in your offer.
00:26:33.797 --> 00:26:49.027
Think about your next or your most recent webinar or workshop and write down a way that you can weave your offer into the content that you're creating.
00:26:49.027 --> 00:26:50.088
So it feels natural.
00:26:50.088 --> 00:26:51.451
It's a story.
00:26:51.451 --> 00:27:00.046
You're using a case study or a customer success story to be able to explain the offer.
00:27:00.046 --> 00:27:13.651
So again, I'm going to give you one minute to write down, just brainstorm One minute's not a lot of time, just brainstorm some ideas that would make sense for your next webinar.
00:27:13.651 --> 00:27:19.652
All right, I'm giving you one minute and that's in the storytelling for offer threading section.
00:27:19.652 --> 00:27:21.258
There you go.
00:27:21.258 --> 00:27:22.400
You have 46 seconds.
00:27:22.400 --> 00:27:24.522
10 seconds left.
00:27:24.522 --> 00:27:28.028
Okay, time is up.
00:27:31.516 --> 00:27:36.743
Next let's talk about strategy number three and that is slipping into the DMs.
00:27:36.743 --> 00:27:53.958
So there's so much emphasis on in social media and in LinkedIn around visibility, and visibility is great, but it's also more vanity.
00:27:53.958 --> 00:27:59.655
It's more of an endorphin rush of when we get a lot of comments and likes on our posts.
00:27:59.655 --> 00:28:06.825
The real relationships are being built in the messaging in the inbox.
00:28:06.825 --> 00:28:18.567
So the concept behind slipping into the DMs is moving the conversation from the one-to-many webinar to a one-on-one sales opportunity.
00:28:18.567 --> 00:28:33.306
So how it works is encourage engagement through chats, polls, the Q&A, get people active and talking during the webinar so it feels like a community.
00:28:33.306 --> 00:28:44.544
And then, post-webinar, you want to use a simple, non-intrusive outreach message to be able to start the conversation and deepen it.
00:28:44.544 --> 00:28:54.865
So you're moving from one-to-many to one-to-one in the DMs, where it's not intrusive, and then position it as helping rather than selling.
00:28:55.414 --> 00:29:27.529
So one way to look at it is like maybe they asked a question in the chat and you looking at the chat I'll dive into your chat in a second so if you asked a question on a webinar and you wanted to go deeper with that particular person, a DM strategy would be the best way to do it.
00:29:27.529 --> 00:29:31.924
So they asked a question, you answered it briefly, because it's a webinar and you're talking to a lot of people.
00:29:31.924 --> 00:29:41.288
But to deepen that relationship, you could go into the DMs and say hey, I loved that question.
00:29:41.288 --> 00:29:48.669
I really wanted to be able to dig in it deeper, but since we were with everybody, I couldn't, so I wanted to continue that conversation here.
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