Building a Lean Marketing Engine for Small Architecture Practices with Sarah Noel Block | 069

Unless you run a large architecture practice, the

chances are that you don't have your own marketing department.

But you do still need to market yourself if you want to keep securing new clients.

So how can you effectively market your business with limited time and resources?

That's exactly what I uncover with Sarah Noelle Block in this episode

of Architecture Business Club.

The weekly podcast for small firm founders who want to build their

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Now, let's learn how you can build a lean marketing engine for your business.

Sarah Noel Block is the founder of Tiny Marketing and creator

of the Lean Marketing Engine.

She's passionate about revolutionizing marketing for founder led

business service companies.

With over a decade of experience, Sarah has mastered the art of efficient,

high impact marketing that drives growth without draining resources.

Her approach leverages lean principles to create scalable marketing

strategies, ensuring every dollar spent translates into measurable results.

Her mission is to empower businesses to build a pipeline of ready to buy

prospects using smart streamlined tactics to achieve their goals.

And you can hear more from Sarah over on the tiny marketing show, which you can

find on your favorite podcast player.

Sarah, welcome to architecture business club.

Sarah Noel Block: Thank you for having me.

Oh, you're very welcome.

It's a pleasure to have you here, especially as a fellow music fan.

We were just having a chat about your playlists.

Could you tell me about those?

You're really into music, aren't you?

Sarah Noel Block: I

am

into music.

We, um, in January, we already planned a full year of concerts and road

trips dedicated to music festivals.

So yeah, Spotify is like.

My life.

Oh, that sounds awesome.

Is there any artists in particular that's getting hammered on

your Spotify at the moment?

Sarah Noel Block: Yeah, of course.

They always go through those fixations.

Hozier, Noah Kahn, Rainbow Kitten Surprise.

They're all on repeat right now.

Oh, and Rage Against the Machine cause you know, Trump.

we share a love of Rage Against the Machine.

I absolutely love them.

And I've, frustratingly never had the chance to see them live.

I'm kind of living hope that they might just reform and do like a few dates in

the UK at some point in my lifetime.

So,

Sarah Noel Block: That would be cool.

it would be cool.

Absolutely.

But in the meantime, I have to settle for just listening to them

on Spotify, but, uh, nevermind.

Hey, it's all good.

we're not here to chat just about music.

Although I probably could talk about music for quite a few hours.

We are going to talk about building a lean marketing engine so the

architecture practices with tiny or non existent marketing

departments can still effectively and efficiently grow their business.

I guess the best place to start with this would be What do you mean when

you talk about a lean marketing engine?

Sarah Noel Block: Yes.

So I don't think we talked about this before, but I came up in the AEC world.

So I am very familiar with like the architecture, engineering, construction

world, and when I talk about lean marketing engines, it's finding the most

streamlined way to get in front of that dream client and making sure that they

are aware that they are your dream client and that you can solve their problems.

So it's really about identifying those traits and triggers

that they have in needing you.

And making sure that your messaging and your content align,

so they're like, Hey, that's me.

They're raising their own hands.

I love that.

Particularly important for those businesses that don't have the

benefit of having a big marketing department or somebody dedicated to

help them, that we do need to find ways to do this very efficiently.

And this is where this really comes in.

So this marketing engine is made up of six parts.

So could you walk me through that?

Could you tell me about the first part of the marketing engine?

Sarah Noel Block: Yes.

So, the first part is all about identifying that dream client.

And, when I say that, so many people think, Oh, you want me to niche down?

I hate that idea.

And, I do too.

You don't have to niche down to this like specific industry or whatever building

you need to identify the traits that your favorite clients have had and the triggers

that made them need you in the first place and that becomes your dream client.

Just take a few minutes.

to sit down and write down what it is that your favorite clients had.

Like

Maybe they all were in the hospital space.

Maybe they all worked with certain clientele.

I don't know.

You start writing it down, and you're going to start seeing that the traits

that they have and the triggers that caused them to reach out to you in the

first place, that there's similarities.

Start circling those similarities that you're finding as you're

writing down this list.

And you've got your dream client outlined.

And that is what you want to plug into your messaging.

So everything that you talk about is speaking directly to them.

It basically allows you to clone your favorite clients.

OK, so so this isn't necessarily just thinking

about, oh, well, they're like.

30 to 50 years old, and it's typically females or anything like that.

This is a different way to look at this.

Sarah Noel Block: No, I don't care about any of those things, really.

What I care about is, what was it about my offer, what I do, that

made you need me specifically?

Because there's a reason that they chose you to do that job, and other

people going through what they're going through are going to need you, too.

Who cares if they're 50?

I don't

I don't.

care I don't

care

Uh, no.

I mean, if, if we're offering a service that solves, uh, their problem and

we're best placed to help them to do that and they've, we're a good client

and we enjoyed working with them, then.

Yeah, who cares?

Like, who cares what age they are, whatever.

It's something like that's probably not really that relevant.

Sarah Noel Block: Yeah, I can see it in the consumer space, maybe, that

you've, maybe you've written down those traits that your favorite clients

have, and they have been in a certain age range, and that would make sense

based off of that consumer space that you're in, but 90 percent of the time.

Those little demographics like they're likely a dog owner and this is their

age range This is where they live most of the time in like the b2b space.

That doesn't matter.

yeah, I think people will typically refer to like, identifying

a client avatar and there's these very specific metrics that they'll look at,

as you say, and Yeah, at the end of the day, like, we can actually talk to

our clients that we've worked with and we can ask them about this, can't we?

Those clients that we've already had, those really great clients that we've

worked with already, we can just actually ask them about what it was

that drew them to us and what it was that they got out of working with us.

Sarah Noel Block: Absolutely, and I didn't go one step further.

I record every single Call I have with my clients, every single one.

So from the sales call to our,

like

our monthly meetings, whatever we're doing, I'll download those

transcripts, put it into chat, GBT and ask, what are the things that

they like about working with me?

What is it that triggered them to work with me in the first place?

What traits did they talk about?

What were happening when they reached out to me and you can quickly identify.

Some of these things that would make it easier for you to find

people that just like them.

That is such a fantastic tip for everybody there that if you

are not already recording those Zoom calls or Teams meetings and then

using those transcripts, uh, like there's so much you can pull out of

those to help you to connect with more people like, like the clients that

you're already enjoying working with.

Cool.

So the second part of the framework.

So once we're clear on who our ideal clients are, what is it

that comes next in the framework?

Sarah Noel Block: Yeah, the next thing is your signature offer So what is it

that you are providing for them and more importantly, how do you provide it?

So what's the framework or the journey that you're pulling your

clients through from beginning to end?

You need to identify That transformational arc that they're going through so you

know how to explain it to people if you get on a sales call with someone

and you're vaguely describing the outcomes are going to get, they might

bite, but they're a lot more likely to bite if they can understand.

What the next step is and the step after that and how they're getting

to the outcome because it feels too fluffy when you're just saying this

is what you're going to get without providing this framework and this

is how we're getting you there.

So signature offers next and making sure your positioning is just right.

So you're tying those traits and triggers back to the offer.

And this is why we're doing the offer.

uh

That's interesting because that's, it's a different approach to how many

architects and architecture practice might approach things because they might

not necessarily have a signature offer.

They might not think about what they, the services they provide in that way.

That it might be like, well, we do a bit of everything.

Like we, we design spaces and buildings and we help people to,

uh, in the UK, we, it would be.

planning permission to see this, uh, something similar like planning laws and,

um, legislations in the U S as well for our friends in the U S. But they might not

necessarily have it all neatly packaged up into something like a, a signature offer.

Sarah Noel Block: I bet if they thought about it, there are things that people

are coming to them specifically for.

There are things that they're better at doing than other

architecture firms are doing.

Like maybe your thing is tenant development and you

never really thought about it.

Cause it's just like, I did it for this company and then they told me, and then

they talked about me to another company.

So I did it again.

And now you're really damn good at tenant development.

And you never really thought about it before.

You're like, I'm just getting a lot of this work right now.

So if we have something that we offer, like the

signature offer that's aligned with.

What I dream clients are looking for.

And it's something that we're good at delivering.

We enjoy delivering it as well.

This is going to make this easier to sell, isn't it?

Like if we've got that alignment.

Sarah Noel Block: easier.

Everything is easier.

Yes.

Selling becomes what people are selling themselves at this point, because

you're tying your offer, their needs into your messaging and your content.

So people are pre selling themselves in that way.

And then when they come to you and they're actually doing that sales

call, it's more about logistics.

Like, when can we start?

What's it going to cost?

That kind of thing, rather than YU.

They've already been sold on YU, if you do it right.

Sarah, a question that some of the listeners might have in

their minds now, they might be feeling, some of them might be feeling a little

bit uncomfortable about just having one offer, like a signature offer.

Can they still sell other things, like other services, or,

Sarah Noel Block: Yeah!

Yes.

And this is like, literally in my master class.

Like, okay, you have your signature offer, and that's what you're known for.

And that's why it's so easy to sell it, because you're known for it.

But you can still have Upsells, downsells, back end offers, and a bunch of different

other things that you're actually selling, but by focusing your messaging on that

thing you're best known for, it's a lot easier, but you can still do other things.

You're not tied to it.

Mm

Oh, well that's a huge relief for everybody.

And I think as well that just makes so much more sense because like then you

are talking about and promoting this one, you're putting your energy into

promoting this signature offer, which is the one that you're, you're best at

delivering, it's your area of expertise, it's the work that you really enjoy,

those ideal clients that you really want to work with and you want more of, rather

than spreading yourself really thinly and having a dozen different brands.

Products and services that you're then trying to market and sell and, not

necessarily getting much traction with it because you're trying to do too

many different things at the same time.

Sarah Noel Block: yeah, and I dare the people listening to this right now

to think about the contractors that they hire you going to hire someone

who's more of a generalist or are you seeking out people who solve the exact?

Problem that you need for me I can only speak for myself for me if I

can find someone who's an expert on that thing I'm gonna hire them Every

time over someone who's a generalist.

Absolutely.

Yeah.

I mentioned before we hit record, we have a problem with our

heating at home at the moment.

So.

Uh, like if I want to get that fixed, which I sure do, I want

to get it fixed really quickly.

So I've been looking for, heating engineers, like people that

specifically do that thing.

I don't kind of look online and go, well, I'll just find some general.

Building maintenance person that does a little bit of

this and a little bit of that.

Like I want somebody that can specifically come and fix this model of boiler.

And that's what I'm looking for.

And it's the same with any other service or product that we buy.

Sarah Noel Block: exactly.

I don't call my handyman when my dishwasher breaks down.

I call G G E and I said, get over here.

Absolutely.

Brilliant.

Okay.

That makes so much more sense now.

So yeah, we know who our dream client is.

We've crafted our signature offer.

You will talk about then choosing one main.

channel

Why just one?

And what are we talking about when we talk about a channel?

Is that social media channel?

Sarah Noel Block: Think like a watering hole where your ideal

clients are spending time.

So it could be social media.

It could be a niche community, like a slack group or a circle

group, anywhere where your ideal customers are spending time.

The more niche, the easier it gets because you become a big fish in that tiny pond.

Um, so I say one because I'm talking to tiny marketing departments or a

zero person marketing departments, you don't have channel managers to build.

These many communities around your brand on all of your channels.

So you're going to be spread so thin, your message is going to get lost,

and you're probably going to get into that mode of ghosting after you post.

We all do when we stretch ourselves too thin, we're like, all right,

I did the thing, but you have to build a community around your brand.

And that's why I say focus on one channel because you realistically

can't do that when you are on.

X, Facebook, Instagram, everywhere.

Yeah.

And that's interesting.

One of the first things that you said there was about the channel where your

idea customers are hanging out, like where they are, like if there's no point

if you want him to get some inquiries and get some sales, then just because

you enjoy Instagram, like that doesn't mean that's the right place to be.

if your clients.

If that's not where they're most active.

So, um, yeah, that is something worth kind of recognizing, isn't it?

Thinking, what is the platform where I can be where those ideal customers

are, I can connect with them.

Sarah Noel Block: Yeah.

You're not going to convert them to whatever channel you happen to enjoy.

You have to go where they already are.

Yeah, that's that's going to be upsetting for some people.

They might be hoping they can just go on, uh, go on Tik Tok and just like, you know,

Sarah Noel Block: I mean, I like

cat videos

Sarah Noel Block: my business isn't there.

Yeah

Okay.

The next thing we talk about is core content.

You recommend creating some kind of core content.

What, what do you mean when you talk about core content?

Sarah Noel Block: Yes.

So, Let's say during your dream client phase, you develop a three

pillar messaging system, easy, and it identifies, you know, what you

do and the big highlight of the outcomes that you have, then your

core content is the anchor for that.

This is where you're creating little teaching moments and building

community and it feeds everything else.

So when I say core content, I mean one thing that you're willing

to commit on a regular basis.

And then you can use it as the anchor for everything else.

So for myself, it's my podcast.

Tiny marketing is my core content.

I committed to doing it weekly.

Cool.

Now I take the transcripts from that podcast and I break it up

into little teaching moments and that becomes my email.

That becomes my social media posts that.

Leads into the lead generator that I am doing that month.

something that you mentioned there is about content repurposing,

how you've chosen one main Type of core content, which is your podcast, but

then you're taking the text transcripts from that and then you're finding a

variety of different ways to be able to repurpose that then you then you've got

content to use on your social social media channels too, which is really cool.

Could you.

Give some other examples of perhaps some other types of core

content that people could do.

So we've, we've talked about podcasting.

Is there anything else that people could do for their core content

if podcasting wasn't for them?

Sarah Noel Block: Yeah, and podcast is not gonna be for everybody Not everyone

wants that the thing that I direct my clients to first is a hybrid core

content lead generator so their core content is going to be something that

actively brings in leads while also being that Anchor that you can distribute

as different pieces of microcontent.

So that might look like a monthly masterclass.

It might even be as far and in between as an annual summit where they bring

in speakers and they get little mini masterclasses and they have it all in one

thing, but then every single one of those little mini masterclasses in that summit

can become content and teaching moments.

For social and email throughout that year because it's so robust that it

can feed your content for a year and you can drive it all back to that

on demand summit after the fact.

So you're, it's creating an ecosystem.

Those tiny teaching moments in your micro content lead back to the big

content and that big content leads to your active lead generators So it's

all playing together really nicely

I love that.

It's just.

Everything working together so that you've got this core content, uh, as

you say could be the podcast I guess it could be perhaps, uh, youtube

could be a video video channel

Sarah Noel Block: Yeah, it could be a youtube show.

It could be research reports that are quarterly.

It could be a networking event Um, I actually have a hundred different

variations of what your core content can be within my tiny marketing club

um, there are Whatever your magic is, what you're good at, there's a

way to turn that into core content.

There's a variation.

I guess that would be the the sweet spot if you can find a a type of

content that I don't want to necessarily say that entirely feels comfortable

because there is an argument to say that actually, you know, growth happens when

you move a bit out of your comfort zone, but actually, I think, particularly if

you're getting started, if it's something that feels so uncomfortable to do,

you're not going to get consistent enough with it for it to be able to become a

habit, particularly if it's something that you're looking to do regular.

For me, Uh, I mean, I love, love podcasting, podcasting is something that

I'm, uh, become very passionate about.

So, so that would be the thing for me, but for others, as you say, it

could be that it's, um, an annual summit that gets promoted throughout

the year and then gets repurposed.

It could be regular events.

It could be something that you're running, maybe a monthly masterclass.

There's so many different options there

Sarah Noel Block: hmm.

them.

So that's really good to know that there are those options there for

everybody that they can choose something and test it and trial it out.

Sarah, you, you suggest having a couple of things to generate leads.

you did also mention there that this can also tie in to your core

content as well, but you mentioned having two things to generate leads.

Could you talk me through those and why they matter?

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Sarah Noel Block: Yeah, so I recommend a passive lead magnet

and an active lead generator.

The passive lead magnet is on demand, it's always available, always on.

So it's just, it's dripping new leads in all the time.

And that could be as simple as your newsletter sign up.

Or it could be a downloadable guide or an ebook, something like that,

or even like a past masterclass that's available on demand.

Now, I am always like repurpose if it already exists, use that.

Um, and then, so what you can expect is that slowly people just like

drip into your funnel with that.

And then the active lead generator, it is time sensitive.

So it requires people to sign up.

During a certain period and they have to consume it during that period

or it disappears So that brings in a flood of new leads at one time.

That's why it's an active lead generator.

It's usually live or time limited so it's only available for a few days and

Then you can expect a flood of leads at one time and you can pull them all all

through that funnel Simultaneously, so you can organize it a bit more where

those passive ones, you have to be a little on your toes and ready for them.

Okay, so the two quite different things there, so the passive

ones you said that it could be something like signing up for a newsletter, it

could be a downloadable, maybe we have, you mentioned about repurposing, so

maybe we've got something that maybe we delivered live or pre recorded video that

we're then repurposing into something that people can access and just at any

point that they could sign up for this and consume that piece of content and

get, get them onto your email list.

But the other thing the active lead generator, so that's going to be more

things like I guess that could be like a, an event, like, um, a webinar

or an in person event possibly.

Sarah Noel Block: Yeah.

I, so I switch mine back and forth every other month.

I have a masterclass, which is like quick and dirty 30 minutes.

I have one tomorrow.

And the other one that I do on the alternating month is a paid workshop.

So, depending on the type of lead generator you're doing,

you're going to get different levels of warmth in your leads.

So passive lead magnets will bring in cold leads because they don't

have to consume it right away.

It might sit in their inbox forever.

So they're leads, but they're pretty cold.

And then we have active lead generators, which bring in warmer leads because If

they want to consume it, they have to do it during that certain period of time.

So I like those.

But micro content or micro offers like a paid workshop, something between the

like 27 and 97 range, bring in hot leads.

Because as soon as people apply monetary value to the thing that they're getting,

they are a lot more likely to consume it.

They're like, well, I paid for it.

I am going to access that.

I'm going to get that.

And then we have our fire leads, which are people that are coming

into our gateway offers, which is the next piece of this six part engine.

Yeah.

That's really interesting.

That you talk through the difference between the.

The hotness, the temperature of those leads that you're bringing in that if

it's something that people are getting for free, they're likely to be a colder

lead, which is going to take longer to convert them into a customer like

they're not as warmed up, they're not as ready, they're not as ready, ripe

and ready to buy, whereas if it's somebody that's got some skin in the

game, they've invested some money to attend a paid event or a masterclass

that

They're going to be more ready for the next thing that's coming.

They're going to be more likely to, well, they're going to be more likely

to actually do the work and consume the content at your, your paid event or your

workshop, the more likely to attend it in the first place, having paid for it.

Um, but then they're going to be more ready.

To buy the offer that's coming next, which neatly segues us into the

final part of the lean marketing engine, which is a gateway offer.

Sarah Noel Block: the

is a gateway offer?

Yeah, the gateway

Sarah Noel Block: is an entry point offer for new clients to come in.

So this is designed very strategically to pull people from that lead generator

all the way to your signature offer.

So how it works is it is a standalone offer and it costs between 10 to

25 percent of your signature offer.

And the intention behind it is to get all stakeholders invested in the

strategy you're creating to get them from point A, the pain, to point

B, woohoo, I'm on the other side of that pain, the transformation.

So, it works in three steps.

The first step is an interview, so you interview all of the stakeholders

or decision makers at the same time to gather all of the information that

you would need in order to create the best path forward for them.

So what would that journey look like specifically for them?

The second part is the documentation, so you need to create some sort of blueprint

or strategy or audit or report or brief on what that transformation would look like,

and in that documentation, you need to tell them what it would look like to move

forward, so they have the option to take that strategy, do it themselves, Or, take

that strategy and you will do it for them.

So they need to have that point where they, you are connecting the pain, their

goals, to the offer every step of the way in that moving forward section.

And then part three is the live review.

So during the live review, that's when the selling happens.

You give it to them ahead of time so they have time to figure out

what questions they have, talk about what they would want to revise.

The live session, you do that.

You had that conversation and at the end, that's when you're going to move them.

Like, Hey, you can do this on your own or you can have me do it.

And this is what it would look like and connect those dots.

So you're connecting what you learned from that interview to the

reason why you're choosing this path forward with them in your offer.

So I have a question.

The

The first part of that, that first step, so the interview part where you're asking

those questions and you're learning about the transformation that they're

essentially looking for, would you, would that normally be part of that

paid gateway offer or is that like, a lead in like a sort of, sometimes

people will have like a discovery call that something as a free journey?

Unpaid thing before they then begin delivering a paid service, but

you'd see that We're getting paid.

We're getting paid.

I like the sound of it

Sarah Noel Block: Yeah, yeah, no, we're getting paid for that.

That's hard work.

Um, so how I do it is I'll have like a 15 to 20 minute conversation with

someone that's more of a Fit check, like.

Do we vibe and is this someone I can help and if this is someone I can help then

I'll say okay the next steps are to book your, you know, insert entry offer here.

Mm

Sarah Noel Block: And during that time that's when we're going to do this

interview, build out your strategy and figure out your path to getting to this

goal, whatever their goal might be.

But your entry offer is going to take over, it's going to replace the discovery.

The proposal and the onboarding that you would typically have, that's

usually unpaid or not adequately assessed when you're deciding

on your signature offer pricing.

Oh, I, I love, I love the idea.

So essentially there's certain elements that normally the normal way

of things that we, it might be non billable hours that these companies

are writing off and saying, well, you know, we have to spend so many

hours having these conversations and.

Meetings with prospective clients and then doing this initial audit or analysis of

their needs and then putting it together into some kind of proposal and, and

all of that can take a lot of time and they are often not getting paid for it.

Whereas this way of working, having that packaged as a

gateway offer that has some very.

Clear deliverables that they get and framing it and pitching it in such

a way means that we can do all of that stuff and get paid for doing it.

And I guess it serves as a, a taster of actually, actually experiencing what

it's like to work with that client.

Yeah,

Sarah Noel Block: of you the opportunity to say, hmm, we vibed or we didn't.

I would want to work with them or I wouldn't.

It also pretty much guarantees that the signature offer that you do is going to

go off without a hitch because you've pre built the strategy that you're taking them

through and you have had them sign off.

Yes, I love this before the project begins.

So you have this roadmap that you can always go back to.

Like if they're pushing back, they're like, why are we doing this?

Look

This is why it's, it was in the strategy that you signed off on.

I love that.

Sarah, do you have any thoughts on, um, an example of a gateway offer for, for

an architect or architecture practice owner that might be listening in?

Sarah Noel Block: Let's see.

Putting you on the spot

Sarah Noel Block: You are.

I didn't think about this ahead of time.

Um, let's go with the tenant development.

Um, chitty chat that I was using example I was using earlier.

So let's say a client comes to you in their business and they're

like, we're looking at this space.

Um, it doesn't fit at all.

It used to be a restaurant and we're going to be a barbershop.

Um, What do you think we should do?

What, how do you visualize this project going and what's the timeline

would look like and all of that.

So if they're coming to you with something like that, then your

gateway offer could be sitting down, having a conversation with everybody

who's involved in that project.

So you're getting.

All of their insights, putting down, uh, writing a report on,

okay, this is what you guys wanted.

This is what I see would be the best path moving forward.

And probably I would have some sort of list.

Like this is the, these are the line items that we would need to go through to

turn this restaurant into a barber shop.

I think it's the perfect location.

Here are the stats on why it's a good location for a barbershop.

This is what it would look like moving forward.

So, I think that would probably be a good way to bring people in,

build them a solid strategy that is valuable without even having to move

forward with you if they chose not to.

So, it's a good stand alone offer, but it also is a great

lead in to hiring you for it.

Because once you do that, they're like, you came up with a strategy,

why would I go with anyone else?

Yeah, that makes so much sense to me.

It's like you mentioned there that this is something that has

got standalone value on its own.

So even if they decide, like in the case of an architect, like it could be that,

as you say, they're doing some discovery, they've got that initial meeting, they're

finding out everything about the aims for the project, and you're putting

together a report that's making some.

recommendations, it's outlining perhaps what the next steps are, who else might

need to be involved, what might need to happen, what the timescales might

look like, and that is something that whether or not they decide to work with

you or whether they decide to proceed straight away or not They've got something

that's really, really valuable that they could, if they wanted, they could

go and take that document and they could go and get quotes from some of

the practices, but you're going to be in the driving seat, like they're going

to be, you're going to be their first choice, I mean, assuming that It's all

gone well and you, you know, you didn't kind of like, I don't know, clash or

something, you know, but assuming that it's all gone well, that you're really

good fit for each other, then why would they not be wanting to work with you?

Sarah Noel Block: Exactly, and think about it, every single person, if they

chose to go that route and shop it around, every single person is being

compared to you, not someone else.

You are the person that they're, or the business that they're comparing it to.

And that puts you in a much better position than everyone else because

they have to compare to you.

And the other thing is when you're working with businesses, the hardest

thing is dealing with all of the different decision makers and them not agreeing,

but you're getting that agreement ahead of time during that entry offer.

So you've got everyone on board and that makes selling to a

committee of buyers a lot easier.

Yeah, so many benefits.

I think, or something that I should just mention, if the listeners are wanting

to learn a little bit more about entry offers, we have a podcast episode that

was recorded a little while ago with Laura Robinson, uh, about first date offers.

And there's some similarities between that and what we've been talking about

here today regarding gateway offers.

So if you want to kind of learn a little bit more about that concept, then go and

check out that podcast episode as well.

Sarah, this has been absolutely amazing.

So useful for everybody.

What would be the main thing that you'd like everybody to take

away from the conversation today?

Sarah Noel Block: I would say when you're listening to this, start

thinking about what a potential gateway offer could be for you.

That's a great place to start when you're building your engine because

you're having so many interviews.

During that gateway offer process at first, you're going to sell a lot

of them because you need to get the reps in to get really good at it.

You are going to have so many insights from your dream clients that you can

use to feed all of the rest of this.

You're going to better understand who your dream client is.

You might be interviewing people and you're like, they actually suck.

I don't want to work with more people like that.

And they're eliminated from your dream client profile.

You'll understand what aspects of your offer people actually care

about and what you could maybe toss aside that don't matter.

You'll learn what channels they spend time on.

Cause you can ask during that, during that time and what kind of questions come up.

can feed your content, what you'd actually create content around.

So everything else becomes easier.

Start there.

I love that.

Sarah, was there anything else that you wanted to add about the topic

that we haven't already covered today?

Sarah Noel Block: I think we are good.

Awesome.

Awesome.

Well, that just leaves me to ask my question that I like to ask

the guests that come on the show.

It's nothing to do with the topic we've been talking about.

I just love to travel and to discover new places.

And I was just wondering if you could tell me about one of your favourite

places and what you love about it.

Sarah Noel Block: Well, one of my favorite places is Colorado because it is

everywhere you look, it's like a painting.

It's the most beautiful state I've ever seen.

But when you told me that you were going to ask that question at the beginning of

this, the first thing that popped into my head is, My car is my favorite place

because I love road trips and I can go Anywhere and the possibilities are endless

and I could just turn right instead of turning left and see something new

I love that.

That's, uh, that's so original as well, Sarah, because nobody on the show so

far has said that their car is their favorite place, but that makes so much

sense now that you've mentioned it.

That's awesome.

Sarah, thank you so much for being a guest on the show and for sharing

your expertise with everybody.

Sarah Noel Block: Thanks for having me.

Oh, you're very welcome.

If people would like to learn more about you and connect with

you online, where would be the best place for them to do that?

Sarah Noel Block: Yes So my website is my name sarahnoelblock.

com And I spend most of my time on linkedin.

You can find me there And it's just slash sarahnoelblock.

Perfect.

I'll make sure that we also include a link to your website and your LinkedIn profile.

We'll put those in the show notes as well, so you can just click the links in there

and you can connect with Sarah there.

Perfect.

Okay.

Thanks again, Sarah.

Sarah Noel Block: Thank you

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