Ep 180: Your First Hires as a Solo Consultant: How to Hire, Onboard, and Build Systems Without Burning Out | Expert Guest Sara Nay

Send us Fan MailThis is the replay of the LIVE workshop Melissa Camilleri facilitated with Tiny Marketing last week.We show you how to pre-sell a group program so you get paid before you build, using a simple MVP instead of months of recording and guessing. We also dig into why human feedback and community matter more than ever as AI makes information cheap. • pre-selling as paid proof of concept to reduce risk • shifting from 1:1 time limits to one-to-many scalability • starting with what already works in your client process • identifying the “hump” that becomes a focused mini-offer • designing a minimum viable product that delivers outcomes • choosing a format learners will actually use • keeping launches simple with connect collect deliver • what you do not need like pre-recorded modules or fancy pages • handling low enrollment and still delivering value • positioning expertise beyond AI with support and community Melissa CamilleriCheck the show notes to get started. Go to challenge.saranoelblock.com. It’s at standfortheand.com slash sold out. You can book yours through the link in the show notes. Sign up and be part of the next masterclass by going to events.saranoelblock.com. My Booked Out Blueprint starts with a private 45-minute interview where I learn your business, your goals, and what’s actually holding you back. From that, I create a custom roadmap showing your best route to booked out—no fluff, just clarity. It’s $397, and if you move forward into Booked Out in Six, that $397 is fully credited. Book Yours Here. Are you tired of prospects ghosting you? With a Gateway Offer, that won't happen.Over the next Ten Days, we will launch and sell our Gateway Offers with the goal of reaching booked-out status!Join the challenge here. Join my events community for FREE monthly events.I offer free events each month to help you master your business's growth through marketing, sales, systems, and offer strategy. Join the community here!Support the showSchedule a Booked-out Blueprint >>> Schedule.Come tour my digital home :) >>>WebsiteWanna be friends? >>> LinkedInLet's chat every Tuesday! >>> NewsletterCatch the video podcast on YouTube >>>YouTubeJoin my event group for live events >>>Meetup

Send a textOn the Tiny Marketing Podcast, host Sarah Noel Block interviews Sara Nay, CEO of Duct Tape Marketing, about making the first few hires as a solo consultant. Nay explains that effective hiring starts before the job post by clarifying mission, vision, and values, then running a culture/fit interview before assessing skills. She recommends choosing a first hire by doing a one-week time audit to identify repetitive, draining tasks to delegate—often starting with an executive assistant or account manager to keep the consultant in a strategic role. Nay advocates hiring earlier than feels comfortable by starting part-time (around 10 hours/week) and scaling up. For onboarding, she emphasizes slow ramp-up, training and shadowing on one client at a time, daily check-ins with small task lists, using Loom videos plus checklists, time tracking from day one (e.g., Harvest), and documenting only critical recurring processes by mapping end-to-end client “flows.”00:00 Welcome to Tiny Marketing00:49 Meet Sarah Nay02:11 Hiring That Actually Works02:59 Values First Job Posts05:24 Choosing Your First Hire07:43 Start Part Time and Scale11:37 Onboarding Without Overwhelm15:09 Looms Checklists and Docs17:33 Time Tracking and Profitability22:19 Pricing and Raising Rates25:15 Documenting Core Processes28:13 Where to Find Sarah28:36 Booked Out Blueprint OutroMy Booked Out Blueprint starts with a private 45-minute interview where I learn your business, your goals, and what’s actually holding you back. From that, I create a custom roadmap showing your best route to booked out—no fluff, just clarity. It’s $397, and if you move forward into Booked Out in Six, that $397 is fully credited. Book Yours Here. Are you tired of prospects ghosting you? With a Gateway Offer, that won't happen.Over the next Ten Days, we will launch and sell our Gateway Offers with the goal of reaching booked-out status!Join the challenge here. Join my events community for FREE monthly events.I offer free events each month to help you master your business's growth through marketing, sales, systems, and offer strategy. Join the community here!Support the showSchedule a Booked-out Blueprint >>> Schedule.Come tour my digital home :) >>>WebsiteWanna be friends? >>> LinkedInLet's chat every Tuesday! >>> NewsletterCatch the video podcast on YouTube >>>YouTubeJoin my event group for live events >>>Meetup

Send a textGet the Kolbe credit here.We break down what the Colby assessment measures, why it stays steady over time, and how solo consultants can use it to focus on revenue, reduce overwhelm, and sell with less friction. We unpack Sarah’s 6673 profile, compare tortoise and hare buyers, and share tiny tweaks that drive big wins.• what Kolbe measures and why conation matters• how a 6673 profile fuels ideas and overload• using a revenue‑first filter to prioritize• pairing human design and Colby to build trust• experiential learning to earn while you learn• messaging as the highest‑leverage improvement• selling the way buyers buy, not how you buy• tortoise vs hare buyers and sales cycle design• using Colby for team communication and salesIf this episode made things feel a little more doable. I'd love to help you take the next step with the booked out blueprint. It's a practical, low pressure session to clarify your offers, your marketing, and what actually moves the needle. You can book yours through the link in the show notesMy Booked Out Blueprint starts with a private 45-minute interview where I learn your business, your goals, and what’s actually holding you back. From that, I create a custom roadmap showing your best route to booked out—no fluff, just clarity. It’s $397, and if you move forward into Booked Out in Six, that $397 is fully credited. Book Yours Here. Join my events community for FREE monthly events.I offer free events each month to help you master your business's growth through marketing, sales, systems, and offer strategy. Join the community here!Support the showSchedule a Booked-out Blueprint >>> Schedule.Come tour my digital home :) >>>WebsiteWanna be friends? >>> LinkedInLet's chat every Tuesday! >>> NewsletterCatch the video podcast on YouTube >>>YouTubeJoin my event group for live events >>>Meetup

Send a textWe map out a simple system solo consultants can use to stop feast-or-famine cycles: a paid discovery, a cash flow core offer, and a premium anchor that reframes value while protecting margins with clean payment plans and firm start dates. We share pricing rules of thumb, boundary language, and the calendar tactics that turn projects into predictable income.• three-offer stack that reduces revenue volatility• paid discovery as fit check and scope clarity• cash flow core as productized service with payment plans• premium luxury or speed offer for price anchoring• reverse-engineering annual goals into start dates• calendar-based billing and work-stops-on-failed-payment• when to require pay in full versus plans• aligning expenses to monthly cash flow not annual renewals• monthly revenue targets and small pricing lifts• tracking warm conversations and conversion rates“I’d love to help you take the next step with the Booked Out Blueprint. It’s a practical, low pressure session to clarify your offers, your marketing, and what actually moves the needle. You can book yours through the link in the show notes. You don’t have to figure it out alone.”My Booked Out Blueprint starts with a private 45-minute interview where I learn your business, your goals, and what’s actually holding you back. From that, I create a custom roadmap showing your best route to booked out—no fluff, just clarity. It’s $397, and if you move forward into Booked Out in Six, that $397 is fully credited. Book Yours Here. Are you tired of prospects ghosting you? With a Gateway Offer, that won't happen.Over the next Ten Days, we will launch and sell our Gateway Offers with the goal of reaching booked-out status!Join the challenge here. Join my events community for FREE monthly events.I offer free events each month to help you master your business's growth through marketing, sales, systems, and offer strategy. Join the community here!Support the showSchedule a Booked-out Blueprint >>> Schedule.Come tour my digital home :) >>>WebsiteWanna be friends? >>> LinkedInLet's chat every Tuesday! >>> NewsletterCatch the video podcast on YouTube >>>YouTubeJoin my event group for live events >>>Meetup

Send a textWe show solo consultants how to run sales calls that feel natural yet drive clear outcomes. From scoring fit without a CRM to handling budget early and locking next steps, we share simple pivots that raise conversions without chasing more leads.• three recurring sales call mistakes and how to fix them• four fit factors to qualify buyers fast• simple bridge score you can run on a notepad• use intake forms for pre-qualification• magic pivots that make money talk easy• build conviction by tuning offer and price• position outcomes, not hours, to raise perceived value• lock momentum with three next steps• ask 11+ clarifying questions to find real pain• reflect back pain, impact, and stakes to align• why timing questions shape the right next step• book: Fix Your Broken Sales Calls and how to work with JohnnyJonny Holsten – BridgeSellingIn this episode, Jonny Holsten of BridgeSelling.com shares a smarter way to run sales conversations—without scripts, pressure, or awkward tactics. As the author of Fix Your Broken Sales Calls, Jonny teaches solopreneurs and sales teams how to close more deals by improving the structure and clarity of their calls. Instead of chasing more leads, he shows how better conversations naturally lead to better outcomes.🔗 Connect with Jonny on LinkedIn: https://www.linkedin.com/in/jonnyholsten/📘 Get his book Fix Your Broken Sales Calls: https://www.bridgeselling.com/bookLearn more at: https://www.bridgeselling.comMy Booked Out Blueprint starts with a private 45-minute interview where I learn your business, your goals, and what’s actually holding you back. From that, I create a custom roadmap showing your best route to booked out—no fluff, just clarity. It’s $397, and if you move forward into Booked Out in Six, that $397 is fully credited. Book Yours Here. Are you tired of prospects ghosting you? With a Gateway Offer, that won't happen.Over the next Ten Days, we will launch and sell our Gateway Offers with the goal of reaching booked-out status!Join the challenge here. Join my events community for FREE monthly events.I offer free events each month to help you master your business's growth through marketing, sales, systems, and offer strategy. Join the community here!Support the showSchedule a Booked-out Blueprint >>> Schedule.Come tour my digital home :) >>>WebsiteWanna be friends? >>> LinkedInLet's chat every Tuesday! >>> NewsletterCatch the video podcast on YouTube >>>YouTubeJoin my event group for live events >>>Meetup

Send a textRegister for the workshop + bonus hot seat session for only $37!We share a simple system to turn referrals from random to reliable using clear positioning, fast community engagement, a signature talk, and steady partner touchpoints. Clarity beats volume, and speed plus usefulness earns trust and repeat mentions.• defining a one-line positioning that states problem, audience, and method• putting positioning everywhere for repetition and recall• answering niche community questions quickly using keyword alerts• prioritising speed, usefulness, and a narrow lane to build equity• crafting a signature talk with one problem, one audience, one outcome• pitching talks with a clear promise to borrow trust• scheduling quarterly referral partner catch-ups with an ask and a give• keeping relationships warm without sales pressure• using existing networks and systems to make referrals predictableHead to the show notes and sign up for that workshopYou can book yours through the link in the show notesMy Booked Out Blueprint starts with a private 45-minute interview where I learn your business, your goals, and what’s actually holding you back. From that, I create a custom roadmap showing your best route to booked out—no fluff, just clarity. It’s $397, and if you move forward into Booked Out in Six, that $397 is fully credited. Book Yours Here. Join my events community for FREE monthly events.I offer free events each month to help you master your business's growth through marketing, sales, systems, and offer strategy. Join the community here!Support the showSchedule a Booked-out Blueprint >>> Schedule.Come tour my digital home :) >>>WebsiteWanna be friends? >>> LinkedInLet's chat every Tuesday! >>> NewsletterCatch the video podcast on YouTube >>>YouTubeJoin my event group for live events >>>Meetup

Send a textWe share a practical playbook for turning in‑person events into low‑pressure business development, especially for introverts. Mindset, prep, and simple conversation moves replace scripts and force with curiosity and follow‑through.• reframing networking as a business development call• doing targeted pre‑event research and LinkedIn warmups• arriving early to make first conversations easy• wearing subtle conversation cues to invite openers• asking “what brings you here?” instead of “what do you do?”• skipping jargon and elevator pitches for plain, short hooks• using names to build rapport and attention• being remembered by giving helpful, relevant value• planning a clear give and a clear get for follow‑ups• creating reasons to reconnect and sustain momentumIf this episode made things feel a little more doable, I'd love to help you take the next step with the booked out blueprint. It's a practical, low pressure session to clarify your offers, your marketing, and what actually moves the needle. You can book yours through the link in the show notes. You don't have to figure it out alone.My Booked Out Blueprint starts with a private 45-minute interview where I learn your business, your goals, and what’s actually holding you back. From that, I create a custom roadmap showing your best route to booked out—no fluff, just clarity. It’s $397, and if you move forward into Booked Out in Six, that $397 is fully credited. Book Yours Here. Are you tired of prospects ghosting you? With a Gateway Offer, that won't happen.Over the next Ten Days, we will launch and sell our Gateway Offers with the goal of reaching booked-out status!Join the challenge here. Join my events community for FREE monthly events.I offer free events each month to help you master your business's growth through marketing, sales, systems, and offer strategy. Join the community here!Support the showSchedule a Booked-out Blueprint >>> Schedule.Come tour my digital home :) >>>WebsiteWanna be friends? >>> LinkedInLet's chat every Tuesday! >>> NewsletterCatch the video podcast on YouTube >>>YouTubeJoin my event group for live events >>>Meetup

Send a textWe break down lifecycle marketing as a practical engine that connects acquisition to revenue with smart flows, clean lists and respectful cadence. Craig Zingerlein shares deliverability tactics, must-have sequences and simple tests to raise conversions without burning out.• definition of lifecycle marketing and where it sits in the funnel• flows versus campaigns, triggers and exits• lead nurture, onboarding, upsell, abandoned cart, evergreen, sunset• avoiding spammy outreach and protecting deliverability• separating cold email, CRM marketing and transactional messages• segmentation tactics to exclude bot clicks• timing windows for B2B upsells and proposal follow-up• using replies to shift from automation to one-to-one• A/B testing cadence and watching unsubscribes• mapping flows with goals, steps, content and CTAs• tools for building flow maps and where to find CraigIf this episode made things feel a little more doable, I'd love to help you take the next step with the booked out blueprint. It's a practical, low pressure session to clarify your offers, your marketing, and what actually moves the needle. You can book yours through the link in the show notes. You don't have to figure it out alone.Craig Zingerline is a six-time founder and the CEO of Growth Minded, where he helps startups and scaling companies drive revenue through smart lifecycle marketing. With a background in engineering, product, and marketing, Craig brings a rare full-stack perspective to customer acquisition and retention. He’s also the creator of LifecycleOS, a tool that helps founders map out high-converting email and SMS flows. When he's not helping businesses grow, you’ll find him running marathons, playing drums, or experimenting with new product ideas.🧠 Craig’s Company → My Booked Out Blueprint starts with a private 45-minute interview where I learn your business, your goals, and what’s actually holding you back. From that, I create a custom roadmap showing your best route to booked out—no fluff, just clarity. It’s $397, and if you move forward into Booked Out in Six, that $397 is fully credited. Book Yours Here. Are you tired of prospects ghosting you? With a Gateway Offer, that won't happen.Over the next Ten Days, we will launch and sell our Gateway Offers with the goal of reaching booked-out status!Join the challenge here. Join my events community for FREE monthly events.I offer free events each month to help you master your business's growth through marketing, sales, systems, and offer strategy. Join the community here!Support the showSchedule a Booked-out Blueprint >>> Schedule.Come tour my digital home :) >>>WebsiteWanna be friends? >>> LinkedInLet's chat every Tuesday! >>> NewsletterCatch the video podcast on YouTube >>>YouTubeJoin my event group for live events >>>Meetup

Send a textTry CrewfictionTired of shouting into the void and hoping readers find you? We unpack a clear, stress-free system any fiction author can use to build a professional presence, get approved on Goodreads, and grow a loyal email list that powers bigger launches. With Sam from CrewFiction, we map the path from scattered links to a polished hub that ranks on Google, showcases your books, and welcomes new readers with irresistible bonuses.We start with the foundation: a clean, fast author website that imports your Amazon titles in minutes and centers the details readers actually search for—your genre and tropes. That simple shift supercharges discoverability and credibility, especially when paired with a custom domain. From there, we talk practical SEO, from search-friendly page structure and page speed to leveraging a content ecosystem that pushes your pen name and books higher in results. You’ll hear how curated reviews, link-in-bio consolidation, and clear calls to action turn casual browsers into subscribers.Then we dive into list growth and retention. Reader magnets—prequels, deleted scenes, bonus epilogues—sit front and center and feed a welcome sequence that builds trust. Sam shares how CrewFiction’s fiction-first newsletter platform gives you story-driven templates and launch workflows so you’re never stuck wondering what to write. We also explore collaboration: finding authors with matching tropes for swaps and promos, using a searchable directory to align audiences, and tracking what works with built-in analytics, tagging, and segmentation for ARCs, superfans, and new readers.If you want a simpler way to get discovered, collect emails, and sell more books without burning out, this conversation hands you the toolkit. Subscribe for more authoMy Booked Out Blueprint starts with a private 45-minute interview where I learn your business, your goals, and what’s actually holding you back. From that, I create a custom roadmap showing your best route to booked out—no fluff, just clarity. It’s $397, and if you move forward into Booked Out in Six, that $397 is fully credited. Book Yours Here. Are you tired of prospects ghosting you? With a Gateway Offer, that won't happen.Over the next Ten Days, we will launch and sell our Gateway Offers with the goal of reaching booked-out status!Join the challenge here. Join my events community for FREE monthly events.I offer free events each month to help you master your business's growth through marketing, sales, systems, and offer strategy. Join the community here!Support the showSchedule a Booked-out Blueprint >>> Schedule.Come tour my digital home :) >>>WebsiteWanna be friends? >>> LinkedInLet's chat every Tuesday! >>> NewsletterCatch the video podcast on YouTube >>>YouTubeJoin my event group for live events >>>Meetup

Send a textDownload Lisa's LAUNCH framework.We map a partner-led framework that turns original research into an event-first engine for trust, relevance, and pipeline. From picking credible partners to unveiling findings on expert panels, we show how one study can fuel a year of targeted, high-signal content.• why original research beats AI‑generated content• how to choose partners with shared ICP and credibility• using customer language to shape survey topics• assembling minimum viable assets during fielding• unveiling insights on expert panels without your team• small events as strong intent signals• feedback loops via platforms and post‑event surveys• nurturing with themes, tools, and persona content• translating practitioner–executive language gaps• co‑promotion across newsletters, Slack, and LinkedIn• timing a yearly research cycle for maximum impactIt’s not if this episode made things feel a little more doable. I'd love to help you take the next step with the booked-out blueprint. It's a practical, low pressure session to clarify your offers, your marketing, and what actually moves the needle. You can book yours through the link in the show notes. You don't have to figure it out alone.Meet Lisa ShawLisa Shaw is the founder of Devon Point Group, where she partners with global technology brands on research-driven thought leadership programs. A former journalist turned content strategist, she combines deep analytical skills with storytelling to create high-impact marketing campaigns. Her team's work has earned recognition from the Web Marketing Association and HSMA. Lisa writes about B2B event marketing strategy at MarTech.org.LinkedIn | My Booked Out Blueprint starts with a private 45-minute interview where I learn your business, your goals, and what’s actually holding you back. From that, I create a custom roadmap showing your best route to booked out—no fluff, just clarity. It’s $397, and if you move forward into Booked Out in Six, that $397 is fully credited. Book Yours Here. Are you tired of prospects ghosting you? With a Gateway Offer, that won't happen.Over the next Ten Days, we will launch and sell our Gateway Offers with the goal of reaching booked-out status!Join the challenge here. Join my events community for FREE monthly events.I offer free events each month to help you master your business's growth through marketing, sales, systems, and offer strategy. Join the community here!Support the showSchedule a Booked-out Blueprint >>> Schedule.Come tour my digital home :) >>>WebsiteWanna be friends? >>> LinkedInLet's chat every Tuesday! >>> NewsletterCatch the video podcast on YouTube >>>YouTubeJoin my event group for live events >>>Meetup