Nov. 1, 2025
Ep 161: Stop Shoving 10K Programs At Strangers, Please | Guest Expert: Lori Young
Send us a text Join the Consultant's Mastermind << FREESIES We map a practical path from cold prospect to confident client using gateway offers and four to six week mini offers. Lori Young shares how to price, scope, and sequence offers that build trust, reduce overwhelm, and convert with integrity. • defining gateway offers for B2B committees • moving strategy out of free calls into paid roadmaps • pricing and scope for mini offers around $500–$1,000 • four to six week sprints that d...
Join the Consultant's Mastermind << FREESIES
We map a practical path from cold prospect to confident client using gateway offers and four to six week mini offers. Lori Young shares how to price, scope, and sequence offers that build trust, reduce overwhelm, and convert with integrity.
• defining gateway offers for B2B committees
• moving strategy out of free calls into paid roadmaps
• pricing and scope for mini offers around $500–$1,000
• four to six week sprints that deliver one quick win
• checkpoints, re‑enrollment, and natural upsells
• designing eight to twelve week main offers
• reducing overwhelm by stripping non‑essential content
• AI tool suites and short workshops as mini offers
• meeting buyers at different awareness and trust stages
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00:00 - Show Opening And Mission
01:59 - Guest Intro And Offer Ecosystems
04:17 - Why Selling Feels Hard For Experts
05:51 - Gateway Offers Defined For B2B
09:27 - Mini Offers Explained And Price Range
13:45 - Real Examples That Increase Conversions
18:19 - Trust Recession And Buyer Readiness
22:14 - Scope, Containers, And Timelines
24:59 - Moving From Mini To Main Offers
28:02 - Checkpoints, Re‑Enrollment, And Upsells
32:14 - Reduce Overwhelm And Simplify Offers
35:54 - Strip Down To What Clients Value
39:09 - AI Tool Suites As Mini Offers
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Hey beauties, I'm Sarah Noel Block, and this is Tiny Marketing, Episode 161.
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Today I have a very special guest, Lori Young.
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She is an offer expert and she's going to explain all about her mini offers.
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And we'll get into so I have micro offers, I have gateway offers, and then I have main offers in my spectrum of offers.
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And she gets into mini offers, which kind of sits in the middle of all of that.
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And during this conversation, we'll explain when you present which type of offer.
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It really depends on how warm you are with that prospect and how aware the prospect is of their challenge.
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Some people will come to you and they'll just know I'm in pain.
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Like this thing is really irritating me.
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It's causing me trouble.
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Well, other people will come to you and they will understand beyond the pain, like this is how I'm feeling.
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Like I'm feeling burnt out and I don't know why.
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That's the first level of client.
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But then other people will come more aware.
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So you'll get people that are like, I'm burnt out and this is what's causing it.
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And then you're going to be presenting, like when they are aware of their problem and not just symptom aware, you'll present a different type of offer.
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So I don't know if I explain that in a way that makes any sense to anyone outside of my brain right now, but hopefully I did because this is my fourth attempt at introducing what I'm trying to say.
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So I'm gonna let you, I'm gonna let you guys use your brains and really work through what I was trying to say right there.
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Um, so that conversation is going to happen in just one second.
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But before I play that, I want to tell you about a free offer that I have coming up on November 10th.
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It is a consultant's mastermind.
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So there's no charge.
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You can just sign up with the link that's in the show notes.
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And what it'll be is it's just opening up a room of experts, consultants.
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You're gonna come with your challenges and we're going to work through them one by one.
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So I will not be the only expert in the room.
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We're all experts in that room.
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So we can all work together to solve each other's challenges and just have other brains to bounce ideas off of.
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I think it'll be incredibly helpful.
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I've been a part of conversations like this, and I've found them just lovely in that I get to build relationships with new people, but also we're all really freaking smart.
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We're all really good at what we do, but not we're not necessarily good at what you do.
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You know what I mean?
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So this room will allow us to tap into other people's expertise.
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So I hope you can join me.
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I'm thinking about making this a monthly thing.
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Don't know yet.
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We'll see how this one goes on November 10th.
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Not committing forever, unless uh, you know, it goes a well.
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People are are interested in it.
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So sign up for it in the show notes.
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It's gonna be a good time and incredibly valuable.
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So now into Lori's conversation.
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Uh, the color scheme.
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All right, Lori, could you please introduce yourself to the audience?
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Yes, my name is uh Lori Young, and I call myself the offer magician or an offer ecosystem strategist.
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And what I do is I work with coaches and soulful entrepreneurs to help them transform their passion and their expertise into what I call aligned and profitable offer ecosystems.
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So that's what I do.
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We are working on the entire offer suite from freebie up to a premium service, offering everything from strategy, structuring offers, messaging for offers, and getting them sales ready.
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Not selling them.
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I'm not a sales strategist.
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I am not sales is probably my weakest link in business, but I can handle everything up to sales.
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You know, it's so many people's weakest link because we're good at what we do, right?
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We never had to sell.
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We were probably working corporate or getting corporals or working under an agency.
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Yeah, so we didn't have to learn how to sell.
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It's yeah, it's one of those things that you end up getting stuck with.
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Yeah.
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It's been like my sole focus this year is just learning how to approach sales because I'm a very like heart-centered business owner.
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And so for me, pushy sales doesn't work, cold sales doesn't work.
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And one of the things I like about what you teach is just that getting into niche communities and building like relationships, and that's more my style.
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But even when I would get on sales calls, it was like I was so much like the strategist in the sales call, like pouring out information for them and helping them.
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It's okay, thank you.
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See you later.
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Yeah, I got what I need.
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I'm gonna walk away.
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That is so many of us because that's our comfort stuff.
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Is like it is I could talk strategy all day long, sister.
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I know exactly.
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And I'm learning it's okay, take the strategy hat off, put your coaching hat on, ask the questions that need to be asked to draw out the information that you need, and then set them up for your solution.
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So that's what I'm working on right now from a sales standpoint.
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But yeah, that has nothing to do with no, I know.
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I mean, I think it does because we have to sell it.
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It actually does.
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Yes.
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Because, like we're today.
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So for everybody who's listening, let's get to what we're actually talking about today.
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We're talking about mini offers.
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But what you were talking about in that you put on your strategy hat and it's really hard to get into sales mode.
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Right.
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I always talk about gateway offers, which is how you avoid that, because that's all of our comfort zone.
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So when you have a gateway offer, all of that happens inside of a paid offer that you can then move into an upgrade.
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So it's just more natural.
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So when you're like as an offer strategist, I'm curious like how you define gateway offer.
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Because to me, there's so many terms out there that there's not a lot of offer strategists, but there's a lot of terms out there that are thrown around from high-ticket offer, mini offer.
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I know you use micro offer, gateway offer, bridge offer, like all of these just make fine so I really think a bridge offer is likely the closest thing to a gateway offer because what you're doing is you're first, this is particularly the way I teach it, is for B2B.
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So the first thing you're gonna do is you're gonna bring all the stakeholders in and you're gonna interview them.
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So you can use their exact wording and you're taking their insights to build out a solution.
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You do that, and then you walk away and you build that strategy that normally you would just give for free on a call, but it's documented.
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So they have a roadmap on how to solve that problem.
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And then in the review session, you talk about what it looks like to move forward.
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What does execution look like?
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Maybe it is your team doing it internally.
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It's a standalone offer that can be.
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But oftentimes they're like, no, I want you to do it.
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You built the strategy.
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So it's an easy way to move through it and eliminate a lot of those hiccups that happen when you have to sell to a committee rather than one person.
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Okay, got it.
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So yeah, I would I look at I guess my offer power plan is like a gateway offer, then if you describe it that way, because it's a 90-minute strategy session, and then I hand off a 30-day roadmap until like they're on their own uh at that point.
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But oftentimes we do need to help with that 30-day roadmap piece of it or any one piece of the of it.
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And 90 minutes of strategy is not a lot when you're building out a whole offer ecosystem.
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So no, that would get you that would get you enough information to be able to give them exactly what you said, a roadmap.
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This is a blueprint of what you would need, yes, but it's not the whole thing, exactly.
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But yeah, so if you were to just tack on a review session at the end of that roadmap, then that would be a gateway offer because you can move them towards whatever offer would make.
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Got it, got it.
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Okay, that makes sense.
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Makes sense.
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So let's talk mini offers.
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What are they?
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So mini offers to me are lower, lower price point, not like low, like 27, 37, 47, not like that type, but a mini offer to me is somewhere like in the 500 to a thousand dollar range.
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It is a lower commitment offer that helps to get your clients a quick win.
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It helps them to build trust with you, it helps them enter into your uh deeper services.
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That's how I describe a mini offer based on what we have talked about.
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I think it's something that's anywhere from usually like a four to six-week type commitment.
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It's not a longer like three-month, six-month, one-year type commitment.
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That's definitely not a mini offer.
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I think it's something that allows you to work with your clients on a smaller commitment basis, a lower level investment basis, but it still gives them the win that they need to say, yes, like this is what I needed to gain momentum, to start building trust with you, to start experiencing what it would be like to work with you.
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And so ultimately, I the mini offer should lead into your if your offer ecosystem is set up properly, it should lead into your higher ticket services.
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Okay, that makes sense.
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So uh I Is that how you look at a mini offer?
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The micro offer that you were talking about, that one.
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Uh-huh.
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No, those would be lower.
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So uh for me, the micro offers Well, not the micro, but I'm saying like the way I describe the mini offer.
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Is that the way you make sense to me?
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I don't have them, but they make sense to me.
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Okay.
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And I have in the form that they usually last about four to six weeks.
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Now I picture that in more of a scalable offer like a sprint or a short cohort, something like that.
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Can you describe some examples of maybe how your clients have done them?
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Yeah.
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So I had one client that did literally, she was a leadership coach and she had three months uh no, yeah, three month, six month, and one year programs.
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And when I came in to help her, she was really struggling to sell from zero or cold up into a three-month offer.
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Just the particular audience she was working with just struggle with that.
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And I said, you really need a one-month, like one month offer, right?
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Something that you can sell that is around the a thousand a thousand dollars or so that helps them like still experience and get good wins.
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It's not going to give them the whole thing.
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And she introduced and she, oh my gosh, she went kicking and screaming practically into I don't, I hate one-month offers, I hate that.
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And it's just just trust me, just try it.
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Okay.
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And so she introduced a one-month coaching offer, just four weeks.
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She worked with leaders on, I think it was she like a whole like leadership playbook where she worked on, and each there were several things within her whole leadership framework.
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And she just picked one.
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Uh and we just worked on, and she they just worked on that one.
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And it was exactly what was needed to convert clients into working with her.
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So that is one example.
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I think like I can even just say from my own from my own business, my offer mojo squad, which is a complete DYI AI suite of tools, that is a mini offer.
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It's like people can get definite wins out of that offer.
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Definite, like they can get a lot of my frameworks and, but they're not going to get the level of depth and strategy that I would bring to the table.
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But if they're what, if they're just starting out or they're just not ready for that deeper investment, that offer modro squad, that mini offer will help them get what they need to at least get momentum.
00:14:25.039 --> 00:14:25.679
Yeah.
00:14:26.399 --> 00:14:36.960
So your goal with the mini offer is to establish a relationship with them for one and get them that first win so they're ready for the bigger offer.
00:14:37.200 --> 00:14:38.559
Yes, absolutely.
00:14:38.720 --> 00:14:39.919
Yes, definitely.
00:14:40.080 --> 00:14:49.360
And I think mini offers, what I like about them too is they meet buyers at different, at different buyer stages, right?
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Not everybody is ready to invest immediately in your higher ticket programs.
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Like I personally, I know I might ruffle feathers by saying this, but I personally don't believe in the gurus out there that are teaching unroll people in immediately into a 10K offer.
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Build your 10K offer and get five clients to scale your business to 50 grand a month.
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They make it sound so simple.
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It is not.
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Anyone who's listening, I promise you, it is not.
00:15:21.600 --> 00:15:22.799
No, it's not.
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It's not at all.
00:15:24.240 --> 00:15:30.480
And but many offers even come before something like a 2500 or a 3K or a 5K offer.
00:15:30.639 --> 00:15:34.639
It's it allows people to come in.
00:15:34.720 --> 00:15:38.159
And I feel like right now we have it, it's being said everywhere.
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We are in a trust recession, and we probably will remain in this trust recession for a while.
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AI is changing things, like just rapidly evolving business climate is changing things, and people have been burned by these big high-ticket programs.
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I know one person enrolled in a year-long high-ticket program.
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All she wanted to do was build out a group offer.
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And when she got into the program, it was like she was getting zero help.
00:16:09.600 --> 00:16:13.279
They would just say, go watch this video, go do that, go do this.
00:16:13.440 --> 00:16:15.360
And she was very frustrated.
00:16:15.759 --> 00:16:19.919
So she paid this huge high-ticket right amount.
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And then when she tried to get out of it, they were like, We'll only give you 30% of your money back.
00:16:26.000 --> 00:16:35.679
So that kind of stuff is happening in the online space, which makes it difficult for people to say yes right away to those higher ticket offers.
00:16:35.759 --> 00:16:43.600
So I think the mini offer is just a way for people to say, okay, I'm gonna dip my toe in.
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I'm going to trust you.
00:16:45.360 --> 00:16:48.320
I think I can handle this level of investment.
00:16:48.480 --> 00:16:56.559
It's not gonna be like the end of the world if things don't work out, or it could be the start of something amazing.
00:16:56.879 --> 00:16:57.519
Yeah.
00:16:57.759 --> 00:17:12.480
So yeah, that's a really you hit uh, you hit a nerve there in that like it really bothers me when there are offers that like you cannot get out of.
00:17:12.720 --> 00:17:17.839
It's not realistic that for a full year your life is gonna remain static.
00:17:18.079 --> 00:17:30.720
Not really what if something terrible happened and you need to get out and these ironclad contracts with coaches, when you're like, I'm financially hurting, I need out, and they won't let you.
00:17:30.880 --> 00:17:31.839
That's disgusting.
00:17:32.160 --> 00:17:33.920
Yeah, it is, it really is.
00:17:34.160 --> 00:17:35.440
So we're shy.
00:17:35.599 --> 00:17:36.640
We we hesitate.
00:17:36.960 --> 00:17:53.200
I and I think even myself, I can say for myself and other people that I've talked to, committing to something long-term, like even six months or one year, it's like we don't know who we're going to be.
00:17:53.519 --> 00:17:56.960
Or what are I always saying that I don't know who I'll be then?
00:17:57.200 --> 00:18:00.480
I know it's I don't know who I'm going to be six months from now.
00:18:00.640 --> 00:18:04.240
I don't know like what my goals are necessarily going to be.
00:18:04.400 --> 00:18:06.640
They change, like we evolve.
00:18:06.799 --> 00:18:13.519
Like we were having this conversation in a women's group the other day about, and the question was, who are you?
00:18:14.240 --> 00:18:15.119
Who are you?
00:18:15.279 --> 00:18:23.119
And it's okay, I can answer who I am today, but I the question just kept coming back to my mind.
00:18:23.440 --> 00:18:24.880
It's not constant.
00:18:25.440 --> 00:18:25.920
Yeah.
00:18:26.240 --> 00:18:31.920
One year from today, I'm probably going to answer that question very differently.
00:18:32.720 --> 00:18:33.839
So with you.
00:18:34.319 --> 00:18:48.319
Yeah, that's why I personally I don't invest in like long-term, like six-month, one-year programs, and I don't even have my own six-month, one-year long program just because of the way I operate.
00:18:48.480 --> 00:19:04.240
But I think the mini offers, I just like them because you can solve a very specific problem for your clients that is really meaningful to them.
00:19:04.640 --> 00:19:07.599
And like we mentioned before, get that quick win.
00:19:08.079 --> 00:19:22.000
So I always say if we're talking about like how like to do those mini offers, if you look at what your core framework is for your higher ticket offer, like what is one piece of that?
00:19:22.240 --> 00:19:28.880
Can you like work with them on one piece of that core framework on a deep level?
00:19:29.680 --> 00:19:31.359
Yeah, I like that a lot.
00:19:31.519 --> 00:19:36.480
Because I'm also the same way in that I don't like long-term commitments.
00:19:36.640 --> 00:19:37.920
Six months is my max.
00:19:38.240 --> 00:19:41.119
I cannot the year ones, I'm like, that's a joke.
00:19:41.279 --> 00:19:42.400
No, I don't know.
00:19:42.559 --> 00:19:45.039
I don't know what I'll want or who I'll be in a year.
00:19:45.279 --> 00:19:45.440
Right.
00:19:45.839 --> 00:19:46.160
Exactly.
00:19:46.559 --> 00:19:48.160
I that's my limit.
00:19:48.400 --> 00:19:51.200
But yeah, that makes complete sense.
00:19:51.359 --> 00:19:54.960
So what is your highest longest commitment offer?
00:19:55.039 --> 00:19:56.240
I'm curious.
00:19:57.119 --> 00:20:07.920
Okay, so my I would say my highest longest commitment type offer is my offer mojo studio, which sits at 3,000.
00:20:08.240 --> 00:20:17.680
But the premium from up there would be like done-for-you built funnels or done for you like custom GPTs.
00:20:17.839 --> 00:20:22.079
So it's okay, we have all of your offer ecosystem like mapped out.
00:20:22.240 --> 00:20:24.720
We've I've helped you build a core offer.
00:20:24.799 --> 00:20:29.359
You've got the offer Mojo Squad to help build any off other offers you need.
00:20:29.599 --> 00:20:35.839
Now, what do you need now to bring that offer to market or that offer ecosystem to market?
00:20:36.079 --> 00:20:38.799
Oftentimes people need their funnels done.
00:20:38.880 --> 00:20:44.160
They don't know how to write the copy for funnels, they don't know how to design funnels, set up the tech for funnels.
00:20:44.319 --> 00:20:47.920
And then my newest thing is they're complicated.
00:20:48.079 --> 00:20:48.240
Yeah.
00:20:48.640 --> 00:20:51.200
They're not in the marketing space, isn't gonna know how to do that.
00:20:51.359 --> 00:20:51.599
Yeah.
00:20:51.759 --> 00:21:08.720
And then so that if they're investing in offer funnels or me helping them do a custom offer GPT of some sort, then that commitment's probably gonna be anywhere from two to three months, maybe.
00:21:09.359 --> 00:21:14.400
Yeah, depending upon how long it takes me and my team to get through that.
00:21:15.119 --> 00:21:16.079
That makes sense.
00:21:16.319 --> 00:21:16.559
Okay.
00:21:16.799 --> 00:21:18.880
So I'm gonna reiterate what I've heard.
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