Do you know why SO MANY experts fail to hit that $10k/month as a consultant?

• They have the skills

• They are GREAT at what they do

• And they’re driven to build their business too

So what keeps these EXPERTS from converting their skills into a well-oiled $10k/month business?

The answer– Failing to complete Zero to One.

Zero to One is the phase where you build the foundations of your business. It’s where you give up your old identity, take up a new challenge, and push into the uncomfortable. Knowing that if you win, you’ll unlock a completely new life.

For a consultant/coach/solopreneur– Zero to One is about booking first 5 sales calls.

In today’s Solo CEO skillset issue, I’ll give you the FASTEST and the SIMPLEST way to race through your Zero to One journey.

With a clear focus, and a proven DM framework, you’ll know exactly what steps will get you your first 5 sales calls (and kickstart your Solo CEO journey). Ready?

3 reasons why consultants find it difficult to book calls with leads (at all stages):

1. You aren’t clear on who to book calls with

You're confused and don't have clarity or confidence on:

• Who is your ideal customer

• What are their specific problems

• How exactly can you help them solve those problems

Without this clarity, two things happen:

1. First, you'll struggle to identify prospects and confidently reach out to them.

2. Second, prime leads in your network just won't know they NEED to reach out to you, even though you can solve their exact problems.

You'll never be 100% certain about your offer when you're starting out. But you must have a strong hypothesis of your ideal customer to start taking action.

2. You operate in a “reactive” mode, not “proactive” mode

The second pattern I see with struggling consultants:

• You wait for leads to come to you

• Or you take passive action– networking events, posting LinkedIn, joining communities.

• But you don't send DMs, educate prospects, or follow up with people who show interest.

You’re just reacting to whatever happens. But you’re NOT proactively creating opportunities.

DISASTROUS STRATEGY!

People are busy. People are overwhelmed. They might not realize yet that they need your help. They might be scared to reach out. 100s of other reasons!

As a CEO, it's on YOU to take charge, reach out, and start to make this thing happen.

3. You’re proactive but don’t have a messaging strategy

If you know who you're serving and you're reaching out to people, but you're still not booking calls– it's clearly a messaging problem.

If you’re new to selling, you might fall into this trap.

• Maybe you're afraid of being "salesy"

• Maybe you just don't know how to start conversations in a way that positions you as a business owner instead of just a friend or acquaintance.

The good thing? Messaging is the easiest to solve!

You’re already doing the hard work. Now you only need a slight tilt in your trajectory. The moment you fix this, you'll start seeing immediate changes in your response rates.

Now, before we get into the specific messaging, we must clarify our focus.

Warm Outreach: A Solo CEO consultant’s strategy for fast Zero to One

Your network is a goldmine you’ve been ignoring

Let’s distinguish between the two types of leads:

• Warm leads – people who already know you, trust you, and have seen your expertise

• Cold leads – people who don't know you from anyone else

Warm outreach is significantly more effective (and less scary) than cold outreach.

People already have a relationship with you. They know your character. You have some level of trust built. And you've demonstrated authority in conversations or through your content.

Why wouldn't you leverage this network to get a head-start on your journey?

It's like searching for your keys all over the house when they're sitting right there on the kitchen counter. You already have access to the people you need. You just need to approach them strategically.

“But Kasey, I don’t want to be salesy to my people”

Here's the reframe that changes everything:

You're not trying to sell anything. You're only helping people solve important problems that are genuinely affecting their lives and businesses.

Think about it:

• Does your network have problems that your skills can solve?

• Will they benefit significantly from solving these problems?

If the answers are yes (and I'm sure they are), you'll find more qualified leads than you need right in your existing community. You just need to approach them with genuine curiosity and a service mindset instead of a "please buy from me" energy.

Here’s the exact messaging framework to do it right.

Solo CEO’s 3-step Warm DM playbook– The EXACT messaging to book the first 5 sales calls

Step 1: Make a list of 20 warmest people from your network

Start by identifying two types of people:

• Prospects → People who themselves have the specific problem you solve. Think former colleagues, former clients, people in your industry, entrepreneurs in your network who fit your ideal client profile.

• Strategic Partners → People who don't have the problem themselves but know plenty of people who do. These might be other consultants, investors, business coaches, or well-connected professionals in adjacent industries.

Don't overthink this. Just start with the 20 people who would be most likely to respond to a message from you today.

Step 2: Send them the “appreciate your advice” DMs

Here's the exact messaging framework that works:

For prospects:

"Hey [Name], hope you're doing well! I've been thinking about how brilliant you are at [something they're good at] and honestly, you're one of the smartest people I know when it comes to [their area of expertise].

I'm working on something new and I'd really value your perspective on it. Would you be up for a quick 15-minute call this week? I want to walk you through what I'm building and get your honest feedback on how I can make it better. You always have such great insights, and I'd love to hear what you think."

For strategic partners:

"Hey [Name], hope things are going well! I've been thinking about how well you understand [their ideal client type] and all the incredible work you do with them.

I'm working on something new that I think could help [type of client], and honestly, no one knows this market better than you do. Would you be up for a quick 15-minute call this week? I'd love to walk you through the concept and get your thoughts on how I can improve it or if you see any gaps I'm missing."

Pro tip: Lead your email with flattery and ego strokes. We’re all humans, and we absolutely appreciate someone hyping us up! They’ll like you if you show you like them :)

Step 2.5: Follow up!

People are busy. Don't assume they'll jump on your message immediately.

Be kind, but show up consistently. Follow up once after 3-4 days with something like:

"Hey [Name], just wanted to bump this up in case it got buried. No rush at all, but would still love your thoughts when you have a quick moment."

This shows them that you're serious about making things work and that this isn't just a random idea you had– it's something you're committed to building.

Step 3: On the call - Ask questions and be genuinely curious

When you get on the call, your approach is:

"Thanks so much for hopping on! So here's what I'm working on..."

Now walk them through your offer - what it is, who it's for, how it works, why you put it together this way.

Once you’ve explained everything in detail, ask them:

• "What do you think? Can you poke holes in this?"

• "How can I make this better?"

• "Do you see any gaps I'm missing?"

• "Does this make sense for [their type of client/situation]?"

Worst case scenario? They give you genuinely helpful feedback that improves your offer.

Best case scenario (and it happens shockingly often)? They say, "I don't have any feedback for you. But do you think I can to buy this!"

The key is being genuinely curious and really wanting their input - not using "advice" as a trojan horse to pitch them.

That’s it!

Complete this exercise, and I can almost guarantee you’ll book your first 5 sales calls.

If you don't close deals from all of these calls, that's perfectly fine. It's still a massive win because you've broken through the hardest part– going from zero sales conversations to having real prospects on the phone.

But I can confidently say there's a VERY HIGH CHANCE you WILL close your first deal from these conversations. I've seen it happen too many times with Solo CEO students to think it's just luck.

Magic happens when you combine your existing relationships with a strategic, service-focused approach to starting conversations.

So what are you waiting for? Make that list of 20 people and send your first message TODAY!

Always rooting for you,

Kasey

Whenever you’re ready, here’s how I can help you become a Solo CEO:

1. Want to land your first (or next) $10K+ client—without relying on referrals or working 24/7? Get my FREE 5-day email course, The Solo CEO $10+ client blueprint, and learn how to build a high-ticket, repeatable business. 

2. Ready to see your business with total clarity? My recent workshop recording + workbook suite has earned 5-star reviews, with one participant calling it 'the best training money I've ever spent…worth 10x the $100 investment.’ 
   
   Get the complete system that helps you assess every part of your business and build your 90-day optimization roadmap for just $47 ($50 discount) with code: SOLO50