Ep. 197: A Simple Pipeline System For Solo Consultants

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I built the Solo Consultant Summit for anyone tired of a pipeline that runs hot for six weeks and then goes completely dead. I share how I escaped feast-or-famine with a 30-day experiment that closed $97,000, then walk through the exact relationship, lead gen, and sales conversion systems we’re teaching.

• why feast-or-famine happens when relationships and momentum are not maintained
• the 30-day pipeline experiment and what “small tests” can unlock fast
• Solo Consultant Summit dates and who it is for: solo consultants, fractional leaders, B2B service providers
• the three-track order for getting booked out: relationship-led pipeline, lead generation, sales conversion
• track one highlights: building a repeatable relationship-led system, micro events, fixing the “money machine” gaps
• track two highlights: website buyer questions, warm lead mining, email list to revenue
• track three highlights: real sales conversations, keeping leads warm, Kolbe-informed sales systems
• Booked Out Bundle details: $2,500 in resources, life access, premium panel, inquiry form teardown, networking event
• Booked Out Collective scholarship and how ongoing support sustains momentum
• choosing two or three strategies to implement deeply instead of collecting ideas

one clear action is just go register now.

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Transcript

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Uncut Series And Core Problem

0:01

Hey, hey, hey, this is Sarah Nawa Block, and you are listening to Tiny Marketing. This is the Uncut Summer Series, where you are getting the raw, unfiltered, unedited recordings from our interviews, webinars, and workshops. So sit back, relax, and enjoy the ridiculousness If you're a solo consultant and your pipeline runs hot for six weeks and then goes completely dead for six more, this episode is for you. I built a three-day event around this exact problem, so stay tuned as we get into it I built the Solo Consultant Summit, a free virtual summit that's happening between September 14th and 16th, 2026, for solo consultants, fractional leaders, and B2B service providers, so you don't have to deal with feast or famine mode anymore And I know feast or famine probably better than anybody

The Experiment That Closed 97K

1:04

else. I started my business launching with $100,000 in contracts already booked, signed, and ready to deliver, and it just kept growing for the next three years. And then all of a sudden, my contracts were coming to an end. I hadn't bothered to build those relationships and keep my momentum and my pipeline going so that when those contracts inevitably ended because they hired someone in-house or whatever the reason, I was screwed. So what I ended up doing is I ran a 30-day experiment where I tested out, oh, I think it was 40 different little experiments that would help me build my pipeline. And by the end of that 30 days, I closed $97,000 in contracts. I know feast or famine. I know it well, and that is why I built this event. Not only have I done this for myself, I have done this for my clients. I work closely with solo consultants to help them build systems that get them out of that rollercoaster. It's the most nervous system unregulating, I don't even know if unregulating is a word, thing that you can feel as an entrepreneur is when your income is dipping up and down and up and down, and that's not the reason we started our businesses. 90% of us started it because we wanted freedom, and one of those freedom pillars we wanted was freedom to make the money that we wanted to make. So this summit was built for you. We

Summit Tracks And Who It Serves

2:55

have three tracks over three days. On day one, we have relationship-led pipeline. On day two, we have lead generation. And on day three, we have sales conversion. And we have 29 amazing expert speakers in the solo consultant space who know what it's like to sell into businesses, who know what it's like to be you and to have that rollercoaster of income and fix that, find a way to keep it consistent.

Relationship Led Pipeline Systems

3:27

So let's talk a little bit about track one, relationship-led pipeline. I am going to just highlight a few of my speakers. I have AJ Rydal. She has been self-employed for 35 years as a consultant. She has 2 million-plus in revenue and never cracked 100K in a single year until she stopped relying on referrals and built an actual system. So her session is Where Is Your Money Machine Missing Its Gears? And you're going to want to see that one. That is day one. We also have Natalie Hoop. She's doing a session called Why Most Consultants Have a Feast or Famine Pipeline and How To Fix It. Hello. We all need that. We all need that. I also have Amalie Pennolt on using micro events to get in a room with five decision makers at once. I actually scouted her out after attending one of her webinars, and I thought everybody needs to know this method. This is genius. She's creating small curated rooms that helps you close sales faster. Relationship led doesn't mean network harder. It means building a repeatable system. That feels good. It's like getting rich with friends.

Lead Generation Without Posting More

4:54

Okay, let's talk about track two, lead generation. We have Katie Lantiuk as one of our speakers. She analyzed 1,300 B2B service websites and found the three questions every buyer expects answered before they'll reach out. So she's giving you a practical checklist driven guide on how to make sure that your website sells for you. We have Zoe Dew, and she is doing a session called 50 Leads in 50 Minutes. So let me tell you a little story about her because I also kind of stalked her a little bit to get her as a speaker. if you know Jordan Gill, I am on her email list and she mentions Zoe in one of her emails, and I subscribed to her, Zoe's newsletter after that. And the first email I got, I'm like, "This is so smart. This is genius." So I reached out to her immediately and asked if she wanted to be part of the summit, and she so kindly said yes. So she is doing 50 Leads in 50 Minutes, and as someone who is subscribed to her newsletter, I can tell you she creates the most actionable trainings available. Like, you will be able to actually implement what she's talking about during the session She talks about how you're already sitting on a lot of your leads. You're probably sitting on 50 warm leads, past clients, quiet inquiries that didn't go anywhere, or stalled referrals, and you don't need a new follower or, you know, cold outreach to get that next client. You need to utilize those warm leads that you already have. We also have Adriana Tica. She's turning an email list into actual revenue instead of just opens and clicks. So wouldn't it feel good to make money from your email list? I think so Lead gen at this summit isn't about posting more content. It's about mining what you already have and fixing what's broken in your funnel. I'll be real with you, solo consultants don't have to be good marketers. You don't. You have to be really good and optimized about what you do do, though. It's all about relationships, and lead generation in track two, day two, is all about how to build those relationships at scale.

Conversions That Win The Close

7:22

All right, last day. Track three is all about sales conversions. We have Emily Thompson. She is doing a session called Speak Like You Mean It, How to Convert Any Room. She is going to be talking about presence, communication, and the actual sales conversation, not a pitch deck. So, like, remember that. If you're ever tempted to go into a call and have that pitch deck already available, and, like, you pull it up, and people are turned off immediately, no. We're going to talk about how to turn those conversations into sales conversations. It's gonna be so good. We also have Elizabeth Newman. She is talking about keeping leads alive and moving instead of going cold after the first call. So how do you keep those active? And then we have Erin Morgan, who's talking about something pretty unique. She's talking about the Kolbe score and how your Kolbe score can help you design the perfect sales system that fits how you work specifically. So it's like a customized sales system. This is the track for people who get to the meeting. You're on the Zoom call or the Google Meet or whatever, but you lose the close. So, let's reiterate that real quick, because this is really the order in which you get booked out. Like, the summit is built in that order. First, building a relationship-led pipeline. That's where it's at. You have to build those relationships that lead to sales. Then we have lead generation. That's how you bring in more people so you can build relationships at scale. And then last, how do you close them once you have those relationships? This is gonna be, like, so good. I've been working on this summit, building it out since February, and it truly is so powerful I've been working with these speakers at least a couple times a month since February. They're really smart people. I'm gonna put the speaker directory in the show notes so you can see everybody who's gonna be there, but let's get to the next point.

Booked Out Bundle Premium Extras

9:47

we have a live panel also. So if you upgrade your ticket to the Booked Out bundle, you'll get $2,500 in resources that our speakers are giving to you, as well as myself, that are... They're paid products that they sell that they are giving to you as part of this bundle, and the fast action price is only $97. So if you wait to be redirected after you get your free ticket, and you get that Booked Out bundle, you're getting $2,500 worth of resources that these brilliant humans sell to people on a regular basis, but also use in their business to stay booked out. But we also have three premium events that are included with that Booked Out bundle, and the panel is one of them. I'm so excited about the panel, because it's all about what works and what doesn't work to get booked out as a solo consultant, and we have speakers who are booked out there that will be talking about it. We have Annie Graziani, we have Cynthia Mazzelli, we have Melissa Armstrong, and we have Jess Soto, and they are going to be talking very generously about the things that helped get them booked out and the things they did that went nowhere. So you're gonna have a playbook by the end of this that lets you know exactly what works for you. So you can get access to the summit for free. it's full access. You get access to all the prerecorded sessions. There are 29 of them across those three tracks, and you get 48 hours of replay window for that. And that's it. But if you move to the upgraded package, the Booked Out Bundle, you get life access. As long as the summit exists, you get access to it. and you get the $2,500 in resources to help you actually implement the things that you learn during this summit, so you can take action on it. So you're going to get that with that. And I said that there's three events that are premium, only available to Booked Out Bundle. So the live panel is one of them. We are also doing an inquiry form tear-down with Kendall Cherry, which is pretty freaking cool because she has managed to turn her business into a no-sales-call business. So when people put in an inquiry form, she has it down to an, a science and an art where she can see if it's a right fit person just from the inquiry form alone. So she's gonna go through it and show you exactly how to do the same thing so that... And she's also speaking at the summit and talking about how you can have a no-sales-call business, and this is a deep piece of it, is having the inquiry form down to a science so that you can eliminate or accept the right leads. And then last, we also have Liz Batch of Well Hosted hosting a networking event on day three. So that is a premium event only available to Booked Out Bundle people. So definitely grab your Booked Out Bundle. It's such a good deal.

Booked Out Collective Scholarship And CTA

13:19

and the last thing that you get with Booked Out Bundle is a $100 credit for the Booked Out Collective, And the last thing that I wanna touch on is the Booked Out Collective scholarship. So one lucky person at the summit will get a year-long scholarship worth $3,100 for the Booked Out Collective, which is a seasonal membership for solo consultants and fractional leaders who want ongoing support getting and staying booked out instead of a one-and-done course they finish and probably forget. It's launching in October and has a founding rate. The first 50 people get in for the founding rate, and anyone who grabs the Booked Out bundle during the summit gets a credit towards it. So the bundle isn't just summit access, it's a $100 credit for what comes next. So let's look at it this way. If the Solo Consultant Summit will Teach you everything you need to know about building a booked out business. The Booked Out bundle will help you implement it. It's going to give you the tools to implement it. But the Booked Out Collective is what builds the momentum to actually make you accomplish those goals that you're here to accomplish. Every season inside of Booked Out Collective focuses on an outcome, a specific outcome, and our outcome for this first season is to build our 2027 to the profit numbers that we want, and we are going deep in on it. You can go to the Booked Out Collective page right in the show notes, so you can see a little bit more about what we're focusing on in October. But it's going to kick off with a three-day challenge, and anyone who applies for Booked Out Collective during the summit will get free access to a Build a Profit Plan workshop that I am implementing with you and building it with you live. So we're gonna go through exactly what you need to be making that year, like truly looking at your numbers and figuring out what is your revenue goal, and building a plan to actually hit that goal. And then the whole community kicks off with a challenge where we go deep into starting to build those habits through this challenge. You need to make changes to your habits, and you need to be around expanded people, people who have accomplished what you want to accomplish in order to hit your goals. And that is exactly what this community is about. Okay, so let's talk real fast about what you need to do next. one clear action is just go register now. The link to get your free ticket is below. make sure that you are free September 14th through the 16th, because you're going to get all the content you need to have a booked out 2027 during that. And last, you'll learn a lot during this session. You're walking away with three days with actual pipeline systems, and you'll want to not just, like, walk away with 15 new ideas that you'll never implement. So buying that Booked Out bundle will really help you implement them. Pick, like, two or three of these strategies to really go deep in on. But being able to see all of the strategies that have worked for consultants will be super helpful for you, and then just narrow it down from there. What do you wanna focus on? So I am so excited to present the Solo Consultant Summit to you. Remember, it is September 14th through the 16th, and you can get your ticket for free. And if you want the resources, the tools to implement the things that you learn during that summit, definitely upgrade to the Booked Out bundle. That's the easiest way, and you're getting a freaking slamming deal with $2,500 in resources Plus a $100 credit to Booked Out Collective. All right. I can't wait to see you at the summit. You are amazing. I love you, and I will see you there If you enjoyed this episode, please, please, please remember to subscribe wherever you listen to podcasts and rate and review. But most importantly, tell your friends. Share this episode with a friend so other people know about Tiny Marketing and our Uncut Summer series. I will see you next week with another great one