December 29, 2024 • 14 mins
Join the Gateway Offer Funnel Course!
This episode focuses on the power of upselling from gateway offers to main services, explaining five effective strategies to maximize client conversions. By tying recommendations to client goals, leveraging visual aids, and implementing fast-action bonuses, listeners learn how to transform prospects into loyal clients.
• Defining gateway offers and their importance
• Tying recommendations to client goals for effective upselling
• Incorporating client input into a successful sales strategy
• Establishing pricing strategies for gateway offers
• Using fast action bonuses to encourage quick decisions
• The impact of visual aids in sales presentations
• Addressing client objections through open communication
• Customize offerings based on informed client discussions
• The call to action to consider the Gateway Offer Funnel course
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:01):
Hi friends, it is Sarah Noelle Block and you are
listening to Tiny Marketing.
We are on episode 117, andtoday we are going to talk about
five ways to upsell from agateway offer.
But first let's talk about whata gateway offer is.
If you haven't watched mymaster class on the gateway
(00:23):
offer, funnel head to the shownotes page so you get the full
gloriousness of it.
But as a quick recap, a gatewayoffer is a high value, low cost
offer that serves as an entrypoint for new prospects to go
into your offer ecosystemprospects to go into your offer
(00:49):
ecosystem.
It's great because it does allof the legwork that discovery
sessions, strategies andonboarding does, as well as the
proposal all in one succinctoffer.
It streamlines the salesprocess, makes it really easy
for people to say yes, salesprocess makes it really easy for
people to say yes, and it earnsthe trust of your customer
(01:09):
before they invest in along-term, expensive service
with you.
So the basic framework of atypical gateway offer is a 60 to
90-minute interview withinternal stakeholders.
You'd basically want to makesure that everybody who is a
decision maker in that buyingpurchase is part of that call,
(01:32):
and that's the time where you'llwant to uncover all of the
basics within their business.
What are their goals, what arethe challenges?
What is working now?
What do they wish was workingbetter?
What resources do they have?
Everything that you would askin a typical discovery session
or during the onboarding you'dwant to ask live during that
(01:54):
session.
Next, you walk away, you buildout a report, an audit, a
strategy, something along thoselines, and then, last, you have
your live review session andthat is when the upselling takes
place.
So you deliver your documentedstrategy and then the next day
(02:15):
you have a live session whereyou can answer any questions and
you can talk about anyrevisions that might be needed,
as well as what moving forwardlooks like, any revisions that
might be needed as well as whatmoving forward looks like.
So the documented portion of agateway offer has their current
state, it has the strategy andit has what moving forward looks
(02:35):
like either how they can moveforward on their own or how they
can move forward with workingwith you.
So that's what we're focusingon today is how do you upsell
during that review session tomake sure that everybody who
enters that gateway offer movesforward to a main offer?
I've got five and then I've gotone bonus for you.
So let's get into it Way.
(03:00):
One is to tie recommendationsthat are in that documented
strategy to your client goals.
They are telling you exactlywhat their goals are on your
strategy, on your interview.
So you want to make sure thatevery recommendation you have
you tie to that goal so they canunderstand how they connect the
dots.
Next, you want to ask the keyquestion during the interview
(03:26):
what would make this strategy areal win for you?
I ask that question first,every single time, and the
reason is I can make sure thatwe hit that first, front and
center.
We are hitting that thing thatwould make this a real win for
you and I know where to focus myattention.
Number three is to apply thecost of the gateway offer to
(03:50):
your signature offer.
So I recommend that gatewayoffers cost somewhere between 10
and 25% of your main offer.
And this is really strategicbecause you want to hit that
sweet spot where you know thatthey can afford your main offer
(04:13):
but it's also low enough thatit's a no-brainer yes, they
don't have to get approvalsanywhere, it's a why not?
Kind of pricing.
So you want to hit that sweetspot and then apply that cost to
the main offer.
If they chose to move forward,if they choose not to upsell
into the main offer, that's okaytoo.
(04:35):
You have made your money onthat strategy and they can walk
away and it's fine.
But if they do move forward, Irecommend that you apply that
cost as a discount.
Next offer fast action bonuses.
So one thing that will come upon review sessions.
You talk about moving forwardand they're like okay, that's
(04:58):
great, Let me think about it.
So if you hear that, let methink about it.
You need to have fast actionbonuses that incite them,
encourages them to make adecision a little bit faster.
Like, let's say, that gatewayoffer discount you applying the
cost of the gateway offer to themain offer is only available to
(05:18):
them for 30 days.
So that gives them a 30-daylimit to make that decision
Probably too long.
I would probably go with 14.
Another way you can do it isgiving special bonuses.
Like, if you sign on today, youcan get an extra bonus session
with me, or you get a week ofVoxer coaching with me, or you
(05:42):
get an extra report.
We'll dive into your data andwe'll pull a report for you
Something that incentivizes themmaking a fast decision.
And then the fifth is use visualaids.
I like to take the goals thatthe client talked about in that
call.
And then the fifth is usevisual aids.
I like to take the goals thatthe client talked about in that
call and make a slide deckaround it.
(06:03):
So these are the goals that youtalked about and this is how I
am expecting this is thestrategy that I recommend for
you to be able to reach thatgoal.
So it visually connects thedots between their goals and the
solution that you're proposing.
(06:27):
Okay now the bonus way to upsella client from a gateway offer
into a main offer is asking thisone question during the review
session, and that is drumroll,please.
What are the pros and cons thatyou see for this moving forward
(06:49):
section?
When you ask about the pros andcons of the moving forward
section, they will tell youtheir objections right then and
you can address them right onthe spot.
So it gives it opens up theconversation to talk about the
things that are making themhesitate a little bit about your
(07:09):
plan.
So, in conclusion, the gatewayoffer allows you an opportunity
to build an informedprescription for a client,
rather than the typical salesprocess where you have your
(07:31):
discovery call and then next up,you do a proposal and then next
up you might have an onboardingcall and then next up, do a
proposal and then next up youmight have an onboarding call
and then next up you start theproject.
Instead, you're cutting all ofthat and you're putting it all
into a gateway offer so that youare giving them a custom
approach.
(07:54):
If there's pushback on one thingthat I get probably every
single week, it's my clients,who are usually in the
fractional or consulting space,saying I can't package my offers
because everything is reallycustom.
But you can.
You can have two to threelevels of your offer and
(08:15):
customize what that would looklike.
So that way, after the gatewayoffer is complete, you're able
to say okay, based on what Iknow, I can educatedly, I can
tell you with conviction we'llgo with that.
I can tell you with convictionthat package B is the right
(08:38):
choice for you.
This is how we would customizeit.
It's all laid out in yourgateway offer document, and so
this allows you to customizewhile still packaging your
offers.
And you'll know they're goingto need a little bit more
support so you might push themto package C or they actually
(09:01):
don't need as much support asthey thought that they would.
Based off of our initialconversations, I'm going to move
them to package A, but you'reable to do that because you're
informed.
This gateway offer allows youto be as informed as possible
and prescribe a solution, ratherthan trying to stuff a square
(09:22):
into a circle hole.
It doesn't work.
So that's my rant on whygateway offers are so important
and how you can upsell prospectsfrom your gateway offer, your
low ticket offer, into your mainoffer, by connecting the dots
(09:44):
and showing them that this isthe roadmap for moving from
point A, where they'reexperiencing their problems, to
point B, the other side of thoseproblems.
They are solved and they arehitting their goals.
If you enjoyed this, then youwould absolutely love the
Gateway Funnel course.
(10:05):
It's available inside of theTiny Marketing Club and you can
also purchase it as a standalone.
Let's dive into it real quickbefore we wrap up.
So the Gateway Offer Funnelcourse is $9.95, and it's a
hybrid, like all of my courses,so it will be part digital
content and part one-on-one timewith me.
(10:27):
So we start with discoveringyour ideal gateway offer.
With that, we determine whatyour gateway offer should be,
why and how it should mirror theexperience within your
signature offer and what youroptions are.
So we'll identify and build outyour gateway offer.
(10:49):
Next, we'll launch it.
So I will walk through what agateway in a box basically has
and you'll get a workbook aroundthat you will learn how I
structure my documentation thatnaturally upsells people from
the gateway offer into the mainoffer, and you'll get some
(11:09):
ChatGPT tools along the way tobe able to guide you in this.
And last part of that sectionis you'll get email templates so
you know exactly what to sendat each part of your gateway
offer funnel.
Next, I'm going to teach youhow to sell your gateway offer.
So we're going to get intobuilding hype around your
(11:29):
pre-launch, how to create aninterest list, 10 ways to sell
your gateway offer and how toalways be selling without being
salesy.
Next up is upselling from yourgateway offer.
So we'll get into exactly whatwe talked about today.
We'll also talk about whathappens if someone doesn't
(11:51):
upsell.
What are the next steps, how dowe get them to change their
mind down the line?
And then, last, you get aone-on-one session with me where
we will review your gatewayoffer together and make sure
that it is ready to go, ready tosell and people are going to be
hell yes about it.
(12:11):
So that's what's included withinthe Gateway Offer Funnel course
.
Again, I'm linking to that inthe show notes right down below
and it's a good one.
We'll work together to launchyour Gateway Offer and it's only
$9.95 right now.
All right, thank you again forjoining me.
(12:33):
This is the last episode, Ithink, of 2025, unless I'm
completely off my rocker, Icould be so I just want to say
happy holidays and thank you forchoosing to spend your time
with me in your ear holes orwatching me on YouTube, I don't
(12:53):
know.
Hi, if you're watching me thereand if you enjoyed this, like,
subscribe, comment, engage, soit goes into the feeds of
everyone else and we can reacheven bigger numbers in 2025.
All right, that's it.
Goodbye.
I'm going to slink away now.
Hi friends, it is Sarah Noelle Block and you are
listening to Tiny Marketing.
We are on episode 117, andtoday we are going to talk about
five ways to upsell from agateway offer.
But first let's talk about whata gateway offer is.
If you haven't watched mymaster class on the gateway
(00:23):
offer, funnel head to the shownotes page so you get the full
gloriousness of it.
But as a quick recap, a gatewayoffer is a high value, low cost
offer that serves as an entrypoint for new prospects to go
into your offer ecosystemprospects to go into your offer
(00:49):
ecosystem.
It's great because it does allof the legwork that discovery
sessions, strategies andonboarding does, as well as the
proposal all in one succinctoffer.
It streamlines the salesprocess, makes it really easy
for people to say yes, salesprocess makes it really easy for
people to say yes, and it earnsthe trust of your customer
(01:09):
before they invest in along-term, expensive service
with you.
So the basic framework of atypical gateway offer is a 60 to
90-minute interview withinternal stakeholders.
You'd basically want to makesure that everybody who is a
decision maker in that buyingpurchase is part of that call,
(01:32):
and that's the time where you'llwant to uncover all of the
basics within their business.
What are their goals, what arethe challenges?
What is working now?
What do they wish was workingbetter?
What resources do they have?
Everything that you would askin a typical discovery session
or during the onboarding you'dwant to ask live during that
(01:54):
session.
Next, you walk away, you buildout a report, an audit, a
strategy, something along thoselines, and then, last, you have
your live review session andthat is when the upselling takes
place.
So you deliver your documentedstrategy and then the next day
(02:15):
you have a live session whereyou can answer any questions and
you can talk about anyrevisions that might be needed,
as well as what moving forwardlooks like, any revisions that
might be needed as well as whatmoving forward looks like.
So the documented portion of agateway offer has their current
state, it has the strategy andit has what moving forward looks
(02:35):
like either how they can moveforward on their own or how they
can move forward with workingwith you.
So that's what we're focusingon today is how do you upsell
during that review session tomake sure that everybody who
enters that gateway offer movesforward to a main offer?
I've got five and then I've gotone bonus for you.
So let's get into it Way.
(03:00):
One is to tie recommendationsthat are in that documented
strategy to your client goals.
They are telling you exactlywhat their goals are on your
strategy, on your interview.
So you want to make sure thatevery recommendation you have
you tie to that goal so they canunderstand how they connect the
dots.
Next, you want to ask the keyquestion during the interview
(03:26):
what would make this strategy areal win for you?
I ask that question first,every single time, and the
reason is I can make sure thatwe hit that first, front and
center.
We are hitting that thing thatwould make this a real win for
you and I know where to focus myattention.
Number three is to apply thecost of the gateway offer to
(03:50):
your signature offer.
So I recommend that gatewayoffers cost somewhere between 10
and 25% of your main offer.
And this is really strategicbecause you want to hit that
sweet spot where you know thatthey can afford your main offer
(04:13):
but it's also low enough thatit's a no-brainer yes, they
don't have to get approvalsanywhere, it's a why not?
Kind of pricing.
So you want to hit that sweetspot and then apply that cost to
the main offer.
If they chose to move forward,if they choose not to upsell
into the main offer, that's okaytoo.
(04:35):
You have made your money onthat strategy and they can walk
away and it's fine.
But if they do move forward, Irecommend that you apply that
cost as a discount.
Next offer fast action bonuses.
So one thing that will come upon review sessions.
You talk about moving forwardand they're like okay, that's
(04:58):
great, Let me think about it.
So if you hear that, let methink about it.
You need to have fast actionbonuses that incite them,
encourages them to make adecision a little bit faster.
Like, let's say, that gatewayoffer discount you applying the
cost of the gateway offer to themain offer is only available to
(05:18):
them for 30 days.
So that gives them a 30-daylimit to make that decision
Probably too long.
I would probably go with 14.
Another way you can do it isgiving special bonuses.
Like, if you sign on today, youcan get an extra bonus session
with me, or you get a week ofVoxer coaching with me, or you
(05:42):
get an extra report.
We'll dive into your data andwe'll pull a report for you
Something that incentivizes themmaking a fast decision.
And then the fifth is use visualaids.
I like to take the goals thatthe client talked about in that
call.
And then the fifth is usevisual aids.
I like to take the goals thatthe client talked about in that
call and make a slide deckaround it.
(06:03):
So these are the goals that youtalked about and this is how I
am expecting this is thestrategy that I recommend for
you to be able to reach thatgoal.
So it visually connects thedots between their goals and the
solution that you're proposing.
(06:27):
Okay now the bonus way to upsella client from a gateway offer
into a main offer is asking thisone question during the review
session, and that is drumroll,please.
What are the pros and cons thatyou see for this moving forward
(06:49):
section?
When you ask about the pros andcons of the moving forward
section, they will tell youtheir objections right then and
you can address them right onthe spot.
So it gives it opens up theconversation to talk about the
things that are making themhesitate a little bit about your
(07:09):
plan.
So, in conclusion, the gatewayoffer allows you an opportunity
to build an informedprescription for a client,
rather than the typical salesprocess where you have your
(07:31):
discovery call and then next up,you do a proposal and then next
up you might have an onboardingcall and then next up, do a
proposal and then next up youmight have an onboarding call
and then next up you start theproject.
Instead, you're cutting all ofthat and you're putting it all
into a gateway offer so that youare giving them a custom
approach.
(07:54):
If there's pushback on one thingthat I get probably every
single week, it's my clients,who are usually in the
fractional or consulting space,saying I can't package my offers
because everything is reallycustom.
But you can.
You can have two to threelevels of your offer and
(08:15):
customize what that would looklike.
So that way, after the gatewayoffer is complete, you're able
to say okay, based on what Iknow, I can educatedly, I can
tell you with conviction we'llgo with that.
I can tell you with convictionthat package B is the right
(08:38):
choice for you.
This is how we would customizeit.
It's all laid out in yourgateway offer document, and so
this allows you to customizewhile still packaging your
offers.
And you'll know they're goingto need a little bit more
support so you might push themto package C or they actually
(09:01):
don't need as much support asthey thought that they would.
Based off of our initialconversations, I'm going to move
them to package A, but you'reable to do that because you're
informed.
This gateway offer allows youto be as informed as possible
and prescribe a solution, ratherthan trying to stuff a square
(09:22):
into a circle hole.
It doesn't work.
So that's my rant on whygateway offers are so important
and how you can upsell prospectsfrom your gateway offer, your
low ticket offer, into your mainoffer, by connecting the dots
(09:44):
and showing them that this isthe roadmap for moving from
point A, where they'reexperiencing their problems, to
point B, the other side of thoseproblems.
They are solved and they arehitting their goals.
If you enjoyed this, then youwould absolutely love the
Gateway Funnel course.
(10:05):
It's available inside of theTiny Marketing Club and you can
also purchase it as a standalone.
Let's dive into it real quickbefore we wrap up.
So the Gateway Offer Funnelcourse is $9.95, and it's a
hybrid, like all of my courses,so it will be part digital
content and part one-on-one timewith me.
(10:27):
So we start with discoveringyour ideal gateway offer.
With that, we determine whatyour gateway offer should be,
why and how it should mirror theexperience within your
signature offer and what youroptions are.
So we'll identify and build outyour gateway offer.
(10:49):
Next, we'll launch it.
So I will walk through what agateway in a box basically has
and you'll get a workbook aroundthat you will learn how I
structure my documentation thatnaturally upsells people from
the gateway offer into the mainoffer, and you'll get some
(11:09):
ChatGPT tools along the way tobe able to guide you in this.
And last part of that sectionis you'll get email templates so
you know exactly what to sendat each part of your gateway
offer funnel.
Next, I'm going to teach youhow to sell your gateway offer.
So we're going to get intobuilding hype around your
(11:29):
pre-launch, how to create aninterest list, 10 ways to sell
your gateway offer and how toalways be selling without being
salesy.
Next up is upselling from yourgateway offer.
So we'll get into exactly whatwe talked about today.
We'll also talk about whathappens if someone doesn't
(11:51):
upsell.
What are the next steps, how dowe get them to change their
mind down the line?
And then, last, you get aone-on-one session with me where
we will review your gatewayoffer together and make sure
that it is ready to go, ready tosell and people are going to be
hell yes about it.
(12:11):
So that's what's included withinthe Gateway Offer Funnel course
.
Again, I'm linking to that inthe show notes right down below
and it's a good one.
We'll work together to launchyour Gateway Offer and it's only
$9.95 right now.
All right, thank you again forjoining me.
(12:33):
This is the last episode, Ithink, of 2025, unless I'm
completely off my rocker, Icould be so I just want to say
happy holidays and thank you forchoosing to spend your time
with me in your ear holes orwatching me on YouTube, I don't
(12:53):
know.
Hi, if you're watching me thereand if you enjoyed this, like,
subscribe, comment, engage, soit goes into the feeds of
everyone else and we can reacheven bigger numbers in 2025.
All right, that's it.
Goodbye.
I'm going to slink away now.
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