July 20, 2025 • 44 mins
Are your sales calls leading nowhere? Do potential clients constantly ghost you after you've spent hours crafting the perfect proposal? There's a better way to convert prospects into paying clients, and it starts with implementing a gateway offer.
Gateway offers represent a paradigm shift in service-based business sales. Unlike traditional discovery calls that often result in ghosted proposals, a gateway offer provides immediate value while getting you paid for your expertise from the very first interaction. The concept is brilliantly simple: create a low-ticket, high-value offer that gives clients a taste of what working with you is like before they commit to your signature service.
As Sarah explains in this episode, the structure of an effective gateway offer includes both a live element (like an interview or assessment) and a deliverable (like a documented strategy or report). This combination builds the crucial know-like-trust factor while demonstrating your expertise in a tangible way. The magic happens when you use this paid discovery process to uncover exactly what the client needs, allowing you to perfectly position your signature offer during the review session.
The results speak for themselves. After implementing gateway offers in her business, Sarah was booked out six months in advance within just four months. Even more impressive, she maintains approximately a 75% conversion rate from gateway offers to her high-ticket services. This approach transforms your sales pipeline from unpredictable to reliable while eliminating the frustration of price-shopping clients who waste your time with no intention to buy.
Ready to implement this game-changing approach in your business? Sarah walks through everything from designing your gateway offer to pricing, selling, and systematizing the entire process. Whether you're struggling with inconsistent sales or simply looking to optimize your client acquisition, gateway offers provide a win-win solution that respects both your expertise and your clients' need to experience your work before making a bigger commitment.
Want to create your own gateway offer? Join Sarah's Gateway Offer Challenge starting August 1st and get 10 days of training
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.
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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!
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
Welcome to episode 146.
I am sharing a training I didon gateway offers that killed it
, so I hope you enjoy this uncutsummer series episode.
Hello everyone, I am Sarah.
Thank you so much for joiningme today.
(00:22):
Today I am doing a masterclasson your gateway offer, so we're
going to get into what the hella gateway offer is, but also how
you can structure it, the waysthat you can upsell from it and
how you can sell it, because themore gateway offers that you're
able to sell, the bigger yoursales pipeline will be.
(00:45):
When I started implementinggateway offers in my business,
it helped immediately.
Let's see four months after Ilaunched my first gateway offer,
I was booked out for six monthsand it remained at least a
six-week window after thatbecause this structure works so
(01:07):
well.
So a gateway offer is alow-ticket, high-value offer
that builds that know-like trustfactor with potential clients
and makes it so much easier forthem to say yes to high ticket
offers down the line.
So let's get into it.
(01:28):
Before I start sharing my screen, I would love for everyone
who's here today to go to thecomments and introduce yourself
and share your favorite socialmedia handle.
I'm a LinkedIn girly, butInstagram whatever you're active
on share it there, introduceyourself.
I would love for us all toconnect and become friends.
(01:49):
Okay, let's share.
So if you haven't been to oneof my events before, let me
introduce myself real quick.
I am Sarah Noelle Block.
I am the host of this podcastright here, the Tiny Marketing
podcast, where you can listenand find all of the tips you
(02:13):
would ever need for marketingwhen you have a zero to
two-person marketing department.
I am a lean marketingconsultant for B2B service
businesses, host of the pod, momof two boys who are right out
there, and I hang out onLinkedIn.
So let's be friends, hang outover there.
You can find me at, you know,in slash, sarah Noelle Block,
(02:36):
and let's get into it.
So the thing that I do is Ihelp B2B service businesses grow
their sales pipeline so itbecomes super easy for you to be
able to one predict revenue.
But also you don't have to likescrimp and beg for leads to
(03:01):
come.
In the way that I build leanmarketing engines, those leads
come naturally.
You build referral partnershipswithin it.
Bizdev is connected toeverything, but a key element to
that is your gateway offer,because the gateway offer is
where you upgrade thatrelationship.
It becomes really intimate whenyou have a gateway offer.
(03:24):
So let's get into what that isIf you haven't heard of a
gateway offer before.
They are also called wedgeoffers, lead products, entryway
offers.
Those are all similar names,but the intent is it's the first
offer that you direct everybodyto when somebody comes into
(03:46):
your orbit and wants to workwith you.
So when you're on a sales callright now, you might be just
gathering all the discoveryinformation so you can put
together a quote or a proposal.
But with this structure insteadof that, what you're doing is
you're moving them to thegateway offer, this structure
instead of that, what you'redoing is you're moving them to
(04:08):
the gateway offer, which is apaid offer, but it also allows
you to do that discovery work ina really interactive and
engaging way.
Offer them documentation aroundit and a proposal on how they
can move forward, whether it'smoving forward and taking action
on that gateway offerthemselves or with you.
So that's the intent.
It's high value, low cost.
(04:31):
It's an entry point to workingwith you and you can earn trust
with them.
That's the big thing.
You know, I'm sure I'm not theonly person who has had a sales
call and I'm like, oh, thisperson's perfect.
I'm so excited about this.
We do the discovery work onthat sales call.
I put together a proposalthat's super custom, amazing,
(04:53):
and I hear nothing from them.
I cannot be alone in there.
If you've had this happen toyou, please say you have in the
chat so I don't feel stupid thatit's just me.
You have in the chat so I don'tfeel stupid, that it's just me.
But this eliminates thatbecause you are getting paid to
do that discovery work andyou're offering something very
high value.
(05:13):
We can.
We're going to get into whatthese look like in a minute.
Okay, so when you're deciding onwhat your gateway offer should
be, this is what you want tolook at.
You want it to be easy toreplicate, so it could be
templatized in some sort offashion, or it has a really
(05:35):
standard container that you'reable to replicate, like mine,
for example, is an interview andthen a documented strategy.
So the interview questions arealmost always the same.
I might tweak it a little basedoff their intake form and then
the documentation that theyreceive.
That's a strategy.
I have the basic templatedesigned already, so I just have
(05:58):
to go to Google templates andopen it and then I can fill in
the strategy that I uncoveredduring that initial interview,
but it's easy enough toreplicate Other things you want
to look at.
Is there a part of your bigsignature offer that you can
break off and that could standalone?
(06:19):
So think about right now.
I want you to think, go intoyour brains, retreat there and
look at your signature offer.
Is there a piece of it at thebeginning most likely that you
can break off and would workstanding alone?
So this often looks like somesort of discovery element of it
(06:44):
or the onboarding element of it.
You could restructure this alittle bit so it works as a
standalone offer and it could beactionable for them to take on.
Or what we're hoping for andwhat we're kind of designing
these for is that they will readthe strategy and they're like I
(07:05):
love every bit of this.
I don't want to do it, though.
I want you to do it.
So that's where we're aiming.
And then, what is something yourdream client needs to be
prepared for, to work on in yoursignature bigger offer?
So that's another way that youcan help decide what your
gateway offer is.
(07:25):
Is there pre-work that theyneed to do in order to be
prepared for your signatureoffer.
So an example of this might beif you're a website designer I
was scanning through the list ofpeople coming today and I know
a few of you are websitedesigners Do they need to be
prepared with copywriting beforethey work with you?
(07:50):
So this could be a gatewayoffer where you might have a
templatized version of what awebsite copy structure should be
like website copy structureshould be, and then you can work
with them on designing that sothey have the copy ready for
when they move into yoursignature offer.
(08:11):
These are a couple options forchoosing a gateway offer, but
these are actually.
Let's go into this first andthen I'm going to explain
scalable ways to do it.
So these can look like audits.
I've had a client before whodoes the interview and then they
have an audit matrix that theytake their clients through to
(08:35):
uncover where the pain pointsare happening and how to solve
it.
Or, if you are a web designer,you might have an audit where
you go through their website andyou discover, hey, these are
the points where people aredropping off and this is how you
could optimize it and then movethem more towards your high
(08:55):
ticket offer.
Strategy is what I was referringto before, where you do the
interview.
They talk about their painpoints, their goals.
You walk away and you create astrategy for them.
Now it should not be robust,because this isn't going to be a
high ticket strategy.
It should be the blueprint ofthe strategy, giving them the
(09:18):
details of what they shouldcreate and then you can move on
towards.
Hey, if you really liked thisblueprint strategy, then we can
build the extended strategywhere I'm interviewing your
customers, etc.
Or if you liked this blueprintstrategy, then we can move on
and I can execute it for you,because they're not going to
(09:40):
need the robust strategy ifsomeone else is doing it for
them need the robust strategy ifsomeone else is doing it for
them.
It can look like a report.
I have another client who hasbenchmark reports for finances
and what he does is the gatewayoffer is the benchmark report
and then looking at their booksand comparing it to the
(10:02):
benchmarks in their industry sothey can see where they stand
against them.
And then he offers ways tooptimize it.
How do we increase your profitsin these different areas?
So that's another option.
It could also look like a brief, a plan, an analysis, a survey
or assessment.
(10:22):
That one I'll explain, explain.
I have a client who does theassessment, first in their
gateway offer and then theyoffer a an analysis based off of
the assessment on where theyshould improve different
elements of their human capital,the people that work within
their company.
(10:42):
And then, if you're looking fora more scalable way to have a
gateway offer, let's say thatyour service is one-to-many, or
you have a course or you have aprogram, then challenges,
workshops, anything that couldbe a one-to-many experience
would be a good gateway offer.
Here's one thing I want you totake away and that's that your
(11:06):
gateway offer should mirror theexperience that they're getting
within your high ticket offer.
You want them to understandwhat it's like to work with you,
earn that trust, and you wantit to feel really familiar once
they get into the high ticketsignature offer.
Really familiar once they getinto the high ticket signature
(11:27):
offer because this little minibreak off gateway offer mirrored
that experience.
The same goes for lead magnets.
You want your lead magnets toalso mirror the experience and
lead to that gateway offer.
So it's all a big funnel ofmirroring the experience that
they'll get inside of your highticket offers in little ways and
(11:49):
every single one of those waysthe lead magnets and the gateway
offers should provide littlewins, so they should get one win
from each of those that makesthem want the bigger win of
working with you.
So your gateway offer shouldachieve two things.
You want to earn their trust.
When people are reaching out toyou, it is very likely that
(12:12):
they are price shopping orthey're building a short list of
potential service providersthat they might look at down the
line.
You don't want that.
You don't want people who arejust price shopping, because the
result is that they just choosethe cheapest or the person that
they vibed with.
(12:34):
Like if a referral came, thenthey'll choose that if it's a
little bit more expensive.
But when we're talking coldsales calls, you need to earn
their trust first, becausethey're just going to go with
cheapest if that's all they knowis the money elements of it,
and your gateway offer achievesthat.
You also want to understand thefull scope of what they'll need
(12:54):
now and in the future.
So your gateway offer is theperfect time to one scope out
what your signature offer willlook like, like the different
custom elements for thatparticular brand, but also what
will you be able to upsell laterdown the line.
(13:15):
What will make sense six monthsfrom now for them to do,
because your gateway offer willreveal that information for you.
Make sure to jot that down,like they're going to need this
then, and put it in your email.
You could even pitch it in youremail and set it to boomerang
(13:35):
to them six months later whenthey'd be ready for that element
, or you could just have it indrafts and be ready.
You know, I love a system, Ilove automation, so that's how I
would do it.
And once you've created enoughof these gateway offers, you can
circle back to the beginning ofyour marketing process and you
(13:59):
have all of the information tomake your marketing better and
better.
So I want you here.
I wanted to show you somethingin particular.
I'm going to exit that.
I want to show you this righthere.
(14:20):
So your gateway offer is thefirst thing that you'll be doing
, and here's the reason.
Your gateway offer will helpyou identify who your dream
client is.
You do enough of these andyou're going to start seeing who
got the easiest transformation.
These and you're going to startseeing who got the easiest
(14:40):
transformation.
Who was it so easy to sell to?
Because they really needed it,and you want to replicate that.
So the more of these you do,the more niche you can get with
your dream client, the moreyou'll be able to understand
exactly what needs to be withinyour signature offer.
This a question during yourgateway offer can lead to these
what social media channels arethey on?
(15:02):
What online communities arethey part of, are they active in
?
Find out all of thatinformation so you can be there
and you can clone your favoriteclients.
Make sure to include thosequestions.
And then, what core contentwould they need?
What questions come up duringthis interview, during your
(15:22):
sales calls?
That would help you determinewhat content they need.
And then, going back to the leadmagnet, the lead generation
that I talked about earlier, youshould have two lead magnets.
One is passive, it's always onand it's dripping in new leads
all the time.
The other one is time sensitiveand active and that brings in a
(15:46):
floodgate of new leads at onetime.
But your lead gens shouldalways have a little win that
they get.
In the end.
It should mirror the experiencethat they get within your high
ticket offer and they shouldalso be like land right where
your clients are right now, soyou might solve problem X, but
(16:14):
in the awareness stage whenthey're just becoming aware of
their problem, they may onlyrealize that their problem is
why.
So what I want you to do ismake your lead magnets solving
problem why, where they areright now, what they understand
to be their problem now, and notwhat the true problem is, which
(16:39):
you can unravel for them later.
Okay, let's go back to where wewere at.
Okay, so, as you can see fromthe wheel I just showed you,
every piece works together, andhaving that gateway offer first
(17:04):
and testing out your gatewayoffer with lots of different
audiences before you reallyrealize who your dream client is
, is the best way to narrow downyour niche and then refine your
marketing all the time.
It'll get better and better and, honestly, simpler and simpler,
because every time you do this,you'll realize I only need to
show up on this social mediachannel.
(17:25):
I know that my dream clientsreally enjoy podcasts.
They don't have time to sitdown and watch videos, so I'll
make my content around podcasts.
You'll start to identify whatmarketing works best for your
clients and spend time in thecommunities that they are active
in, because you will be able toget so many more clients that
(17:45):
way too.
Okay, so, once you haveidentified your gateway offer
and it should include some sortof live element, so a if it's a
one-to-many, it could be a livestream if it's a one-to-many, or
(18:05):
it could be an interview ifit's a one-to-one.
So you want some element wherethey're actually interacting
with you and getting to know youas a person.
And then the second element issomething that they can take
with them.
So you want some sort ofdocumentation that they can take
with them.
If you've attended one of myworkshops before, you know that
(18:27):
that's exactly how I structuremy workshops, where you get the
live element, because I'm rightthere teaching the thing, but
you also almost always get somesort of worksheet or workbook
that you're able to take actionon.
And that's the idea, is thatyour gateway offer should have
something that they can takeaction on, whether that action
is them implementing it or youimplementing it.
(18:50):
Okay, so next you'll want tocreate a title and a tagline for
your gateway offer.
You'll want to create a titleand a tagline for your gateway
offer.
So some things that work wellalliterations, puns, naming
conventions.
So my gateway offer is called astrategic spark and then my
(19:13):
main offer is a strategic story.
So you could see there's namingconventions happening in mine.
And then you want the tagline.
That just helps peopleunderstand the transformation
that they will receive throughyour gateway offer.
So it should explain what theclient is getting in three to
five words Super, super simple,and you don't need to
(19:33):
overcomplicate any of this, andI'll explain a little bit more
shortly on that.
Okay, next, you need adescription.
So, honestly, these are likethe only three things that you
need to start selling it Title,tagline, description that's all
(19:55):
you need.
So the description shouldexplain what your gateway offer
is.
What does the container looklike?
So an example of a containerwould be like the interview plus
the documented report what isthe outcome that the client will
get in the end and whattransformation should they
expect?
(20:15):
So that is all you need.
And you can take those threethings title, tagline,
description and put it in aGoogle Doc and make it an
invite-only experience, aninvite-only moment where you're
getting people raising theirhands and saying I'm interested
in this, and then you share itand it feels like a much more
(20:37):
intimate sales experience thanit would sending them a sales
page.
So, as you are launching this,that's what you want to do.
You want it to feel reallyintimate.
You want it to feel personal,so just simplify it.
Make it like an invitationletter in a google doc that you
(21:01):
share out and you ask for handraisers.
Now I'm going to get to thechallenge at the end, but in the
challenge I will teach you howto find those hand raisers, how
to get people to raise theirhand.
The application process issomething that you want to add.
Once you have done so many ofthese and you're like, okay,
(21:23):
I've nailed this, I am not goingto take everybody anymore.
I know exactly who my niche is,who my dream client is, and I
don't want to do gateway offersfor people who aren't going to
upsell.
So that's when you want tointroduce the application
process.
So don't have this applicationprocess at first.
Do this only once you've donethese, you've done your reps and
(21:47):
you know who your dream clientis.
You know it's upselling like.
You've just perfected it.
Then add in the applicationprocess.
This will allow you to identifywho the right people are.
You can reject anybody whowouldn't be able to pay for your
upsell offer and you can makesure that you're only working
(22:08):
with the people that will havethe highest transformation, the
best transformation.
So in the challenge.
You'll get a workbook and it'llinclude everything that you
should include in yourapplication.
When you're ready for it, how doyou plan on implementing your
gateway offer?
So when you're launching it,don't do the application first.
(22:32):
You do the application onceyou've done your reps and you've
really templatized andstandardized what this gateway
offer looks like and it becomesreally natural to you and easy,
easy, easy to sell.
You'll also want a schedulinglink with payment.
So you want this process to beso easy, frictionless, to start
(22:56):
working with you, so you coulduse something like Acuity, where
they can schedule their gatewayoffer with you and pay through
that link, like it's all donefor you.
So that's an easy one to do,and if you use a tool like
Dubsado, for example, or evenAcuity works for this too you
can add an onboardingquestionnaire everything that
(23:18):
you would need to know ahead oftime, before the interview, to
be prepared for it.
You want to have two meetings,so the first meeting would be
the interview or that liveelement, however you end up
structuring it, and the secondmeeting would be the review
session.
And the second meeting would bethe review session and it's
about.
You know, a third is long, somy interviews are 90 minutes and
(23:45):
then my review sessions are 30minutes and in that review
session that's where you'll wantpeople to ask any questions or
you can refine what you gavethem.
(24:05):
Maybe after they read it theyhad some feedback that they'd
like adjusted.
Do that live, do that in thereview session with them and
then introduce your offer tothem on that review session,
because you are presenting themwith the solution to their
problem.
It's the perfect time to unveilhow you would solve that
problem for them and then createtemplated communication.
So, within the challenge, I'llshow exactly the templates I use
for this.
But I have templates set up inmy G Suite so it's super easy,
(24:30):
and I have one for whensomeone's scheduled one so I can
easily give them theinformation that they need to
get everything ready for that,to like mentally prepared for my
gateway offer.
I have an email templated thatgoes directly after my interview
so they can so they have abetter idea and full
understanding of when they'regetting that gateway offer,
(24:52):
documentation what will happenat the review session,
documentation what will happenat the review session, and then
send a third one after thereview session, just reiterating
what that offer is, how theycan move forward with it and the
dates that you have availablefor that.
So those are the only thingsthat you need to get this going.
Okay, but you gotta sell itright.
(25:15):
So sales scripts here are a fewsales scripts that you can
completely yoink.
This is also available in thegateway offer.
So during the fit call, salescall, discovery call, whatever
you end up calling, your initialfirst conversation with someone
, just make it easy and say thefirst step to working with me is
(25:37):
the gateway offer, describewhat it is, what outcome they
should expect from it, and thenthe price of it and whatever
bonuses you use for it.
So my business coach alwayssays apply 100% of the cost of
that gateway offer to your nextupsell project.
So that's what I do Now.
It really depends on yourpricing and the structure of
(25:59):
your offers, though.
So yours might be you apply 50%of the cost of the gateway
offer to the signature offer.
Or yours might be that youoffer bonuses.
If somebody signs up for yoursignature offer from the gateway
offer, then they get bonus XYZ,like a week of Voxer coaching
(26:23):
or something like that.
So there are different ways toupsell from it, and then your
outreach could be calling it acase study, it could be calling
it a founder's price, butbasically you're reaching out to
someone and you're telling themthat, like, this is the person
(26:43):
I work with, this is the outcomethat they would get from it.
Do you know anyone who would bea good fit?
Social media teasers you can doa can I keep a secret social
media teaser and explain yourlow ticket offer.
You could do like a problem,like a problem agitate solution
(27:04):
type of social media post.
I honestly have like so many ofthese in the workbook that
you'll be able to yoink.
And then you could do socialmedia teasers with a wait list
so you can offer up.
You could say, okay, so manypeople have asked for X,
whatever your gateway offer isand I'm trying to figure out the
(27:28):
ideal way to do this thencreate a poll and the poll
should have the different wayoptions on what you're thinking
about for your gateway offer andlook and see who's voting for
it, because they are raisingtheir hand that they're
interested.
But this could also be a greatsocial media post to use if you
(27:50):
aren't sure what your gatewayoffer should be and you really
are trying to decide what thatshould look like.
So you can ask in a poll and atleast on LinkedIn you're able
to see everybody who has votedfor each option.
So then you can send a directDM with that Google Doc that is
(28:10):
acting as your invite-onlyoption to get into that gateway
offer and you have a littlemakeshift wait list.
Also, send out emails to yourmarketing list and tell them hey
, I have gotten a lot ofrequests for this offer, but I'm
not opening it up to the publicyet.
This is invite only and I'mreleasing it first to my email
(28:34):
list.
So if you're interested, replyto this email and I will send
you the Google Doc with what I'mthinking.
It's just in the works, so it'ssuper secret, but making it so
it feels so it is invite only atfirst, while you're trying to
get as many people in there aspossible, makes it a lot more
(28:55):
appealing.
Not everybody is getting it andyou're getting automatic hand
raisers because you're askingthem to take some sort of action
to tell you that they'reinterested.
So you're not selling toeverybody Joe, blow and Schmo
who aren't interested.
So when you are launching yourgateway offer, this is the
go-to-market checklist that Igive to all of my clients who
(29:18):
I'm helping do this for so one.
You want a dedicated landingpage, which should at first just
be a Google Doc, and that'stotally fine.
But once you're going live withthe bigger gateway offer, then
you'll want to have a reallanding page for it that people
(29:38):
can just sign up for or applyfor your gateway offer on there.
Have your gateway offer pop upon strategic pages.
Put a call to action in yoursuper signature on social media.
So for anyone who doesn't knowwhat a super signature is, if
you've ever seen on a LinkedInpost, they'll have like a dot,
(30:00):
dot, dot or dashes and thenunderneath it it explains who
they serve, how they serve andhow they can work with them Some
sort of call to action.
So your call to action in yoursuper signature could be this
gateway offer.
Include a section in yourmonthly newsletter for it so
(30:22):
people can automatically justsign up for it.
Have a dedicated thank you page.
When someone downloads a leadmagnet from you that takes them
to an upsell for your gatewayoffer.
So let's say you have a leadmagnet.
That's a quiz.
Someone takes the quiz, theyfinish it leads them to a thank
(30:42):
you page.
That thank you page should bean order bump page that's
offering them a special deal tosign up for your gateway offer.
Follow up that gateway offerwith a sequence so an evergreen
selling sequence of emails thatoffer them different examples of
(31:05):
the experiences your customershave gone through, the success
stories for this offer.
Um, offer them bonuses to signup for it.
I recommend digital downloadbonuses so it doesn't it's not
super time intensive or an extraincentive with you or a
discount.
So follow up with an emailseries.
(31:26):
Once someone raises their handor they have gone to that thank
you page and saw that order bumpto your gateway offer.
Include the gateway offer inyour regular email signatures.
This is I am all aboutmarketing in all of the places.
So I just did a trainingearlier today on creating
(31:47):
templates in Google Docs andhaving your call to actions in
the footer of everything thatyou create.
So people are going to yourpodcast, your events, whatever.
The same goes for your regularold email.
Make sure your signature has acall to action in it that's
leading people to your leadmagnets or gateway offer, and
(32:08):
then send direct outreach forcase study clients as you start
perfecting the process, becauseyou'll get really, really good
at talking about your gatewayoffer the more you do it Now.
You've done your gateway offers,you've launched it and it's
(32:28):
time to upsell from them.
So the first thing that youwant to do is, in that gateway
offer, get the full scope ofeverything they need.
So what you're offering in yoursignature offer is exactly what
they need.
You create some sort of customelement, so it's hitting on it.
(32:48):
And one question I always askin every gateway offer is when
you get this back, what would bea real win for you?
And I use that as my North Star.
I want to hit that real win forthem every single time, and
sometimes that means taking alittle extra time to customize
my gateway offer a step morebecause they ask for something
(33:12):
that I typically wouldn't do,but I'm going to do it because I
want you to have that win.
Typically wouldn't do, but I'mgoing to do it because I want
you to have that win.
In the documentation, include asection on how they can move
forward with you on execution.
Do a live review of thatdocumented gateway offer so any
objections that come up duringthat call you can address right
(33:39):
on the spot and you can upselland schedule that upsell right
on the spot.
Put it in the calendar, getthat going.
Have the next step to work withyou ready to go when you're
going into that review session.
You need to have the calendaropen and know when you can do a
kickoff for that project.
You need to have the contractready to send to them.
You need to be ready to takethat credit card.
(34:01):
So you're doing everythingright on the spot.
Not everyone's going to beready to sign right on the
dotted line in that moment, butI have found about 75% of the
time they do want to sign up forit right then, especially if
I'm able to slip them into akickoff.
That's earlier than I normallycan do.
(34:22):
And then at the end of thesession, ask about the pros and
the cons of the next stepsection.
So you have your moving forwardsection.
You're explaining how you wouldsolve this problem for them and
execute it for them.
Ask them what are the pros andcons that you see for these next
steps.
Take action on it.
(34:43):
This allows you to addressobjections right on the spot.
It's a lot easier to addressobjections live and in person
and react right then than tofind out later that there was
something small involved, thatyou wrote in the moving forward
section that they were like oh,I wasn't sure what you meant by
(35:05):
that, so I decided not to moveforward.
Find out now, find out live.
What it is.
And then other elements for itthat I've mentioned before is
including discounts or applyingthe gateway cost to the project
is a huge incentive for movingforward with the project.
Offering bonuses that expire.
(35:26):
You could even offer, like theprice application, like if you
were, that expires over time.
So let's say, if you sign ontoday, a hundred percent of your
cost of your gateway offer isapplied, um, but if you decide
to move forward a week from now,80 like it slowly whittles down
(35:49):
what offer you're like, whatdiscount they'll get.
And then you might be listeningto this right now and you're
like, wow, that is a lot, thatis going to take me some time.
That's why we systemize it.
We systematize it to highheaven.
(36:10):
So you want to create a templatefor the documentation so it's
really really easy to replicate.
Use that scheduling app and ascheduling app like Acuity.
You can do the onboardingquestionnaire and the payment
right in there, so everything isdone in one place, removing any
friction.
Templatize your emails and putthem, have them ready to go.
(36:33):
So you, if you didn't know thisbefore, I should probably
create a training on this.
But you can create templates inGoogle Suite so that you can
just click a button and it'llopen up your templates and you
can customize it and send it out.
Set the review session date onthe interview date, live and
(36:53):
schedule it, send it out.
So people aren't going to belike I actually don't need to do
that review session, I'll readit and then go on my merry way.
You do not want that.
You need to have that reviewsession because that's when
you're selling and thentemplatize the questions that
you use for the interview or theworkshop.
So it's easy to replicate.
(37:15):
It's easy to replicate, okay.
So we are coming up to time andI really want to tell you about
the gateway offer, so I amgoing to share that.
We're going to share this tabinstead, okay.
(37:37):
So if you are interested injoining the gateway offer
challenge, it is not just achallenge, it is a whole
training too, where we dive in alittle bit deeper.
It will be 10 days of trainingswhere you'll get many video
trainings every day on how tolaunch and sell your gateway
offer.
I will give you all of mytemplates for outreach on your
(38:00):
gateway offer, so it's supereasy to sell.
And you'll also get my workbook, which I'll show you in a
minute, on creating your gatewayoffer.
It also has all kind oftemplates in there.
You'll get async coaching fromme the entire challenge.
So at any point you can hopinto the community, ask me a
(38:22):
question and I will answer it, Ipromise you.
And you'll get trained on howto create waitlists and hand
raisers, so it's really easy tosell.
So right now you might be likeI really hate cold selling, and
that is fine, because I willteach you how to create wait
lists, how to get hand raisers,how to get people excited about
(38:44):
this offer, how to make it feelreally exclusive.
And yeah, oh, I forgot there'sa major bonus there For anybody
who signs up for this challenge.
I'm also giving away aone-to-one consult for a
20-minute gateway offer consultwhere we're going to work
(39:04):
together and I'm going to helpyou identify your perfect
gateway offer.
We're going to do it togetherand we will do it live.
So, yeah, you're getting thattoo.
You're getting all of thegateway trainings.
You're getting the one-to-oneconsult.
You're getting sellingtrainings, you're getting
outreach templates.
We're going to have somegamification, because I want you
to sell as many of these ashumanly possible.
(39:26):
The more you sell these, thebetter your marketing gets, the
more you're going to understandwho your niche is.
And then I'm sharing upsellingtraining too.
So you'll learn not just how tosell these gateway offers, but
how to get people to say yes toyour signature offers, your high
ticket offers, after so it'sgoing to start August 1st and it
(39:51):
can be somewhat asynchronous,but yeah, it's, we're starting
August 1st.
I'm going to drip out thetrainings every day and we're
going to have a challenge on whogets the most gateway offers
sold.
So let's scroll down here.
It is $47 to join this trainingYou're getting, or this
challenge.
You're getting workbooks,you're getting templates, you're
(40:13):
getting a one-to-one consult.
It's insane.
You're getting a ton of stufffor $47.
So I am going to share thiswith you in the chat and I will
also share it with you in theemail afterwards.
So I just put it in the chatfor you and does anybody have
(40:38):
any questions, feel free to putit in the chat.
While I'm waiting for that,because we have just a couple
more minutes left, I just wantto remind you.
Let's connect on LinkedIn,let's be friends.
I'm going to email you with thereplay of this and the
challenge information.
It's going to be so much funand we're going to make money At
(41:02):
a minimum.
Your initial founding price, thefirst price you go, should be
between $250 and $450 whenyou're just getting your reps in
and you're trying to get asmany as possible.
So at the very minimum you'regoing to what Triple Just
selling one.
You would triple the ROI onthat.
(41:25):
So no quadruple.
I don't know, I'm not a mathgirl.
But then we're going to getinto what your gateway offer
should, what you should chargein the end.
So there is a founding priceand then there is what your real
price should be.
And the real price is verystrategic because it is
(41:47):
attracting people who can payfor your high ticket offer.
If you enjoyed this episode,like subscribe and share with a
friend.
Welcome to episode 146.
I am sharing a training I didon gateway offers that killed it
, so I hope you enjoy this uncutsummer series episode.
Hello everyone, I am Sarah.
Thank you so much for joiningme today.
(00:22):
Today I am doing a masterclasson your gateway offer, so we're
going to get into what the hella gateway offer is, but also how
you can structure it, the waysthat you can upsell from it and
how you can sell it, because themore gateway offers that you're
able to sell, the bigger yoursales pipeline will be.
(00:45):
When I started implementinggateway offers in my business,
it helped immediately.
Let's see four months after Ilaunched my first gateway offer,
I was booked out for six monthsand it remained at least a
six-week window after thatbecause this structure works so
(01:07):
well.
So a gateway offer is alow-ticket, high-value offer
that builds that know-like trustfactor with potential clients
and makes it so much easier forthem to say yes to high ticket
offers down the line.
So let's get into it.
(01:28):
Before I start sharing my screen, I would love for everyone
who's here today to go to thecomments and introduce yourself
and share your favorite socialmedia handle.
I'm a LinkedIn girly, butInstagram whatever you're active
on share it there, introduceyourself.
I would love for us all toconnect and become friends.
(01:49):
Okay, let's share.
So if you haven't been to oneof my events before, let me
introduce myself real quick.
I am Sarah Noelle Block.
I am the host of this podcastright here, the Tiny Marketing
podcast, where you can listenand find all of the tips you
(02:13):
would ever need for marketingwhen you have a zero to
two-person marketing department.
I am a lean marketingconsultant for B2B service
businesses, host of the pod, momof two boys who are right out
there, and I hang out onLinkedIn.
So let's be friends, hang outover there.
You can find me at, you know,in slash, sarah Noelle Block,
(02:36):
and let's get into it.
So the thing that I do is Ihelp B2B service businesses grow
their sales pipeline so itbecomes super easy for you to be
able to one predict revenue.
But also you don't have to likescrimp and beg for leads to
(03:01):
come.
In the way that I build leanmarketing engines, those leads
come naturally.
You build referral partnershipswithin it.
Bizdev is connected toeverything, but a key element to
that is your gateway offer,because the gateway offer is
where you upgrade thatrelationship.
It becomes really intimate whenyou have a gateway offer.
(03:24):
So let's get into what that isIf you haven't heard of a
gateway offer before.
They are also called wedgeoffers, lead products, entryway
offers.
Those are all similar names,but the intent is it's the first
offer that you direct everybodyto when somebody comes into
(03:46):
your orbit and wants to workwith you.
So when you're on a sales callright now, you might be just
gathering all the discoveryinformation so you can put
together a quote or a proposal.
But with this structure insteadof that, what you're doing is
you're moving them to thegateway offer, this structure
instead of that, what you'redoing is you're moving them to
(04:08):
the gateway offer, which is apaid offer, but it also allows
you to do that discovery work ina really interactive and
engaging way.
Offer them documentation aroundit and a proposal on how they
can move forward, whether it'smoving forward and taking action
on that gateway offerthemselves or with you.
So that's the intent.
It's high value, low cost.
(04:31):
It's an entry point to workingwith you and you can earn trust
with them.
That's the big thing.
You know, I'm sure I'm not theonly person who has had a sales
call and I'm like, oh, thisperson's perfect.
I'm so excited about this.
We do the discovery work onthat sales call.
I put together a proposalthat's super custom, amazing,
(04:53):
and I hear nothing from them.
I cannot be alone in there.
If you've had this happen toyou, please say you have in the
chat so I don't feel stupid thatit's just me.
You have in the chat so I don'tfeel stupid, that it's just me.
But this eliminates thatbecause you are getting paid to
do that discovery work andyou're offering something very
high value.
(05:13):
We can.
We're going to get into whatthese look like in a minute.
Okay, so when you're deciding onwhat your gateway offer should
be, this is what you want tolook at.
You want it to be easy toreplicate, so it could be
templatized in some sort offashion, or it has a really
(05:35):
standard container that you'reable to replicate, like mine,
for example, is an interview andthen a documented strategy.
So the interview questions arealmost always the same.
I might tweak it a little basedoff their intake form and then
the documentation that theyreceive.
That's a strategy.
I have the basic templatedesigned already, so I just have
(05:58):
to go to Google templates andopen it and then I can fill in
the strategy that I uncoveredduring that initial interview,
but it's easy enough toreplicate Other things you want
to look at.
Is there a part of your bigsignature offer that you can
break off and that could standalone?
(06:19):
So think about right now.
I want you to think, go intoyour brains, retreat there and
look at your signature offer.
Is there a piece of it at thebeginning most likely that you
can break off and would workstanding alone?
So this often looks like somesort of discovery element of it
(06:44):
or the onboarding element of it.
You could restructure this alittle bit so it works as a
standalone offer and it could beactionable for them to take on.
Or what we're hoping for andwhat we're kind of designing
these for is that they will readthe strategy and they're like I
(07:05):
love every bit of this.
I don't want to do it, though.
I want you to do it.
So that's where we're aiming.
And then, what is something yourdream client needs to be
prepared for, to work on in yoursignature bigger offer?
So that's another way that youcan help decide what your
gateway offer is.
(07:25):
Is there pre-work that theyneed to do in order to be
prepared for your signatureoffer.
So an example of this might beif you're a website designer I
was scanning through the list ofpeople coming today and I know
a few of you are websitedesigners Do they need to be
prepared with copywriting beforethey work with you?
(07:50):
So this could be a gatewayoffer where you might have a
templatized version of what awebsite copy structure should be
like website copy structureshould be, and then you can work
with them on designing that sothey have the copy ready for
when they move into yoursignature offer.
(08:11):
These are a couple options forchoosing a gateway offer, but
these are actually.
Let's go into this first andthen I'm going to explain
scalable ways to do it.
So these can look like audits.
I've had a client before whodoes the interview and then they
have an audit matrix that theytake their clients through to
(08:35):
uncover where the pain pointsare happening and how to solve
it.
Or, if you are a web designer,you might have an audit where
you go through their website andyou discover, hey, these are
the points where people aredropping off and this is how you
could optimize it and then movethem more towards your high
(08:55):
ticket offer.
Strategy is what I was referringto before, where you do the
interview.
They talk about their painpoints, their goals.
You walk away and you create astrategy for them.
Now it should not be robust,because this isn't going to be a
high ticket strategy.
It should be the blueprint ofthe strategy, giving them the
(09:18):
details of what they shouldcreate and then you can move on
towards.
Hey, if you really liked thisblueprint strategy, then we can
build the extended strategywhere I'm interviewing your
customers, etc.
Or if you liked this blueprintstrategy, then we can move on
and I can execute it for you,because they're not going to
(09:40):
need the robust strategy ifsomeone else is doing it for
them need the robust strategy ifsomeone else is doing it for
them.
It can look like a report.
I have another client who hasbenchmark reports for finances
and what he does is the gatewayoffer is the benchmark report
and then looking at their booksand comparing it to the
(10:02):
benchmarks in their industry sothey can see where they stand
against them.
And then he offers ways tooptimize it.
How do we increase your profitsin these different areas?
So that's another option.
It could also look like a brief, a plan, an analysis, a survey
or assessment.
(10:22):
That one I'll explain, explain.
I have a client who does theassessment, first in their
gateway offer and then theyoffer a an analysis based off of
the assessment on where theyshould improve different
elements of their human capital,the people that work within
their company.
(10:42):
And then, if you're looking fora more scalable way to have a
gateway offer, let's say thatyour service is one-to-many, or
you have a course or you have aprogram, then challenges,
workshops, anything that couldbe a one-to-many experience
would be a good gateway offer.
Here's one thing I want you totake away and that's that your
(11:06):
gateway offer should mirror theexperience that they're getting
within your high ticket offer.
You want them to understandwhat it's like to work with you,
earn that trust, and you wantit to feel really familiar once
they get into the high ticketsignature offer.
Really familiar once they getinto the high ticket signature
(11:27):
offer because this little minibreak off gateway offer mirrored
that experience.
The same goes for lead magnets.
You want your lead magnets toalso mirror the experience and
lead to that gateway offer.
So it's all a big funnel ofmirroring the experience that
they'll get inside of your highticket offers in little ways and
(11:49):
every single one of those waysthe lead magnets and the gateway
offers should provide littlewins, so they should get one win
from each of those that makesthem want the bigger win of
working with you.
So your gateway offer shouldachieve two things.
You want to earn their trust.
When people are reaching out toyou, it is very likely that
(12:12):
they are price shopping orthey're building a short list of
potential service providersthat they might look at down the
line.
You don't want that.
You don't want people who arejust price shopping, because the
result is that they just choosethe cheapest or the person that
they vibed with.
(12:34):
Like if a referral came, thenthey'll choose that if it's a
little bit more expensive.
But when we're talking coldsales calls, you need to earn
their trust first, becausethey're just going to go with
cheapest if that's all they knowis the money elements of it,
and your gateway offer achievesthat.
You also want to understand thefull scope of what they'll need
(12:54):
now and in the future.
So your gateway offer is theperfect time to one scope out
what your signature offer willlook like, like the different
custom elements for thatparticular brand, but also what
will you be able to upsell laterdown the line.
(13:15):
What will make sense six monthsfrom now for them to do,
because your gateway offer willreveal that information for you.
Make sure to jot that down,like they're going to need this
then, and put it in your email.
You could even pitch it in youremail and set it to boomerang
(13:35):
to them six months later whenthey'd be ready for that element
, or you could just have it indrafts and be ready.
You know, I love a system, Ilove automation, so that's how I
would do it.
And once you've created enoughof these gateway offers, you can
circle back to the beginning ofyour marketing process and you
(13:59):
have all of the information tomake your marketing better and
better.
So I want you here.
I wanted to show you somethingin particular.
I'm going to exit that.
I want to show you this righthere.
(14:20):
So your gateway offer is thefirst thing that you'll be doing
, and here's the reason.
Your gateway offer will helpyou identify who your dream
client is.
You do enough of these andyou're going to start seeing who
got the easiest transformation.
These and you're going to startseeing who got the easiest
(14:40):
transformation.
Who was it so easy to sell to?
Because they really needed it,and you want to replicate that.
So the more of these you do,the more niche you can get with
your dream client, the moreyou'll be able to understand
exactly what needs to be withinyour signature offer.
This a question during yourgateway offer can lead to these
what social media channels arethey on?
(15:02):
What online communities arethey part of, are they active in
?
Find out all of thatinformation so you can be there
and you can clone your favoriteclients.
Make sure to include thosequestions.
And then, what core contentwould they need?
What questions come up duringthis interview, during your
(15:22):
sales calls?
That would help you determinewhat content they need.
And then, going back to the leadmagnet, the lead generation
that I talked about earlier, youshould have two lead magnets.
One is passive, it's always onand it's dripping in new leads
all the time.
The other one is time sensitiveand active and that brings in a
(15:46):
floodgate of new leads at onetime.
But your lead gens shouldalways have a little win that
they get.
In the end.
It should mirror the experiencethat they get within your high
ticket offer and they shouldalso be like land right where
your clients are right now, soyou might solve problem X, but
(16:14):
in the awareness stage whenthey're just becoming aware of
their problem, they may onlyrealize that their problem is
why.
So what I want you to do ismake your lead magnets solving
problem why, where they areright now, what they understand
to be their problem now, and notwhat the true problem is, which
(16:39):
you can unravel for them later.
Okay, let's go back to where wewere at.
Okay, so, as you can see fromthe wheel I just showed you,
every piece works together, andhaving that gateway offer first
(17:04):
and testing out your gatewayoffer with lots of different
audiences before you reallyrealize who your dream client is
, is the best way to narrow downyour niche and then refine your
marketing all the time.
It'll get better and better and, honestly, simpler and simpler,
because every time you do this,you'll realize I only need to
show up on this social mediachannel.
(17:25):
I know that my dream clientsreally enjoy podcasts.
They don't have time to sitdown and watch videos, so I'll
make my content around podcasts.
You'll start to identify whatmarketing works best for your
clients and spend time in thecommunities that they are active
in, because you will be able toget so many more clients that
(17:45):
way too.
Okay, so, once you haveidentified your gateway offer
and it should include some sortof live element, so a if it's a
one-to-many, it could be a livestream if it's a one-to-many, or
(18:05):
it could be an interview ifit's a one-to-one.
So you want some element wherethey're actually interacting
with you and getting to know youas a person.
And then the second element issomething that they can take
with them.
So you want some sort ofdocumentation that they can take
with them.
If you've attended one of myworkshops before, you know that
(18:27):
that's exactly how I structuremy workshops, where you get the
live element, because I'm rightthere teaching the thing, but
you also almost always get somesort of worksheet or workbook
that you're able to take actionon.
And that's the idea, is thatyour gateway offer should have
something that they can takeaction on, whether that action
is them implementing it or youimplementing it.
(18:50):
Okay, so next you'll want tocreate a title and a tagline for
your gateway offer.
You'll want to create a titleand a tagline for your gateway
offer.
So some things that work wellalliterations, puns, naming
conventions.
So my gateway offer is called astrategic spark and then my
(19:13):
main offer is a strategic story.
So you could see there's namingconventions happening in mine.
And then you want the tagline.
That just helps peopleunderstand the transformation
that they will receive throughyour gateway offer.
So it should explain what theclient is getting in three to
five words Super, super simple,and you don't need to
(19:33):
overcomplicate any of this, andI'll explain a little bit more
shortly on that.
Okay, next, you need adescription.
So, honestly, these are likethe only three things that you
need to start selling it Title,tagline, description that's all
(19:55):
you need.
So the description shouldexplain what your gateway offer
is.
What does the container looklike?
So an example of a containerwould be like the interview plus
the documented report what isthe outcome that the client will
get in the end and whattransformation should they
expect?
(20:15):
So that is all you need.
And you can take those threethings title, tagline,
description and put it in aGoogle Doc and make it an
invite-only experience, aninvite-only moment where you're
getting people raising theirhands and saying I'm interested
in this, and then you share itand it feels like a much more
(20:37):
intimate sales experience thanit would sending them a sales
page.
So, as you are launching this,that's what you want to do.
You want it to feel reallyintimate.
You want it to feel personal,so just simplify it.
Make it like an invitationletter in a google doc that you
(21:01):
share out and you ask for handraisers.
Now I'm going to get to thechallenge at the end, but in the
challenge I will teach you howto find those hand raisers, how
to get people to raise theirhand.
The application process issomething that you want to add.
Once you have done so many ofthese and you're like, okay,
(21:23):
I've nailed this, I am not goingto take everybody anymore.
I know exactly who my niche is,who my dream client is, and I
don't want to do gateway offersfor people who aren't going to
upsell.
So that's when you want tointroduce the application
process.
So don't have this applicationprocess at first.
Do this only once you've donethese, you've done your reps and
(21:47):
you know who your dream clientis.
You know it's upselling like.
You've just perfected it.
Then add in the applicationprocess.
This will allow you to identifywho the right people are.
You can reject anybody whowouldn't be able to pay for your
upsell offer and you can makesure that you're only working
(22:08):
with the people that will havethe highest transformation, the
best transformation.
So in the challenge.
You'll get a workbook and it'llinclude everything that you
should include in yourapplication.
When you're ready for it, how doyou plan on implementing your
gateway offer?
So when you're launching it,don't do the application first.
(22:32):
You do the application onceyou've done your reps and you've
really templatized andstandardized what this gateway
offer looks like and it becomesreally natural to you and easy,
easy, easy to sell.
You'll also want a schedulinglink with payment.
So you want this process to beso easy, frictionless, to start
(22:56):
working with you, so you coulduse something like Acuity, where
they can schedule their gatewayoffer with you and pay through
that link, like it's all donefor you.
So that's an easy one to do,and if you use a tool like
Dubsado, for example, or evenAcuity works for this too you
can add an onboardingquestionnaire everything that
(23:18):
you would need to know ahead oftime, before the interview, to
be prepared for it.
You want to have two meetings,so the first meeting would be
the interview or that liveelement, however you end up
structuring it, and the secondmeeting would be the review
session.
And the second meeting would bethe review session and it's
about.
You know, a third is long, somy interviews are 90 minutes and
(23:45):
then my review sessions are 30minutes and in that review
session that's where you'll wantpeople to ask any questions or
you can refine what you gavethem.
(24:05):
Maybe after they read it theyhad some feedback that they'd
like adjusted.
Do that live, do that in thereview session with them and
then introduce your offer tothem on that review session,
because you are presenting themwith the solution to their
problem.
It's the perfect time to unveilhow you would solve that
problem for them and then createtemplated communication.
So, within the challenge, I'llshow exactly the templates I use
for this.
But I have templates set up inmy G Suite so it's super easy,
(24:30):
and I have one for whensomeone's scheduled one so I can
easily give them theinformation that they need to
get everything ready for that,to like mentally prepared for my
gateway offer.
I have an email templated thatgoes directly after my interview
so they can so they have abetter idea and full
understanding of when they'regetting that gateway offer,
(24:52):
documentation what will happenat the review session,
documentation what will happenat the review session, and then
send a third one after thereview session, just reiterating
what that offer is, how theycan move forward with it and the
dates that you have availablefor that.
So those are the only thingsthat you need to get this going.
Okay, but you gotta sell itright.
(25:15):
So sales scripts here are a fewsales scripts that you can
completely yoink.
This is also available in thegateway offer.
So during the fit call, salescall, discovery call, whatever
you end up calling, your initialfirst conversation with someone
, just make it easy and say thefirst step to working with me is
(25:37):
the gateway offer, describewhat it is, what outcome they
should expect from it, and thenthe price of it and whatever
bonuses you use for it.
So my business coach alwayssays apply 100% of the cost of
that gateway offer to your nextupsell project.
So that's what I do Now.
It really depends on yourpricing and the structure of
(25:59):
your offers, though.
So yours might be you apply 50%of the cost of the gateway
offer to the signature offer.
Or yours might be that youoffer bonuses.
If somebody signs up for yoursignature offer from the gateway
offer, then they get bonus XYZ,like a week of Voxer coaching
(26:23):
or something like that.
So there are different ways toupsell from it, and then your
outreach could be calling it acase study, it could be calling
it a founder's price, butbasically you're reaching out to
someone and you're telling themthat, like, this is the person
(26:43):
I work with, this is the outcomethat they would get from it.
Do you know anyone who would bea good fit?
Social media teasers you can doa can I keep a secret social
media teaser and explain yourlow ticket offer.
You could do like a problem,like a problem agitate solution
(27:04):
type of social media post.
I honestly have like so many ofthese in the workbook that
you'll be able to yoink.
And then you could do socialmedia teasers with a wait list
so you can offer up.
You could say, okay, so manypeople have asked for X,
whatever your gateway offer isand I'm trying to figure out the
(27:28):
ideal way to do this thencreate a poll and the poll
should have the different wayoptions on what you're thinking
about for your gateway offer andlook and see who's voting for
it, because they are raisingtheir hand that they're
interested.
But this could also be a greatsocial media post to use if you
(27:50):
aren't sure what your gatewayoffer should be and you really
are trying to decide what thatshould look like.
So you can ask in a poll and atleast on LinkedIn you're able
to see everybody who has votedfor each option.
So then you can send a directDM with that Google Doc that is
(28:10):
acting as your invite-onlyoption to get into that gateway
offer and you have a littlemakeshift wait list.
Also, send out emails to yourmarketing list and tell them hey
, I have gotten a lot ofrequests for this offer, but I'm
not opening it up to the publicyet.
This is invite only and I'mreleasing it first to my email
(28:34):
list.
So if you're interested, replyto this email and I will send
you the Google Doc with what I'mthinking.
It's just in the works, so it'ssuper secret, but making it so
it feels so it is invite only atfirst, while you're trying to
get as many people in there aspossible, makes it a lot more
(28:55):
appealing.
Not everybody is getting it andyou're getting automatic hand
raisers because you're askingthem to take some sort of action
to tell you that they'reinterested.
So you're not selling toeverybody Joe, blow and Schmo
who aren't interested.
So when you are launching yourgateway offer, this is the
go-to-market checklist that Igive to all of my clients who
(29:18):
I'm helping do this for so one.
You want a dedicated landingpage, which should at first just
be a Google Doc, and that'stotally fine.
But once you're going live withthe bigger gateway offer, then
you'll want to have a reallanding page for it that people
(29:38):
can just sign up for or applyfor your gateway offer on there.
Have your gateway offer pop upon strategic pages.
Put a call to action in yoursuper signature on social media.
So for anyone who doesn't knowwhat a super signature is, if
you've ever seen on a LinkedInpost, they'll have like a dot,
(30:00):
dot, dot or dashes and thenunderneath it it explains who
they serve, how they serve andhow they can work with them Some
sort of call to action.
So your call to action in yoursuper signature could be this
gateway offer.
Include a section in yourmonthly newsletter for it so
(30:22):
people can automatically justsign up for it.
Have a dedicated thank you page.
When someone downloads a leadmagnet from you that takes them
to an upsell for your gatewayoffer.
So let's say you have a leadmagnet.
That's a quiz.
Someone takes the quiz, theyfinish it leads them to a thank
(30:42):
you page.
That thank you page should bean order bump page that's
offering them a special deal tosign up for your gateway offer.
Follow up that gateway offerwith a sequence so an evergreen
selling sequence of emails thatoffer them different examples of
(31:05):
the experiences your customershave gone through, the success
stories for this offer.
Um, offer them bonuses to signup for it.
I recommend digital downloadbonuses so it doesn't it's not
super time intensive or an extraincentive with you or a
discount.
So follow up with an emailseries.
(31:26):
Once someone raises their handor they have gone to that thank
you page and saw that order bumpto your gateway offer.
Include the gateway offer inyour regular email signatures.
This is I am all aboutmarketing in all of the places.
So I just did a trainingearlier today on creating
(31:47):
templates in Google Docs andhaving your call to actions in
the footer of everything thatyou create.
So people are going to yourpodcast, your events, whatever.
The same goes for your regularold email.
Make sure your signature has acall to action in it that's
leading people to your leadmagnets or gateway offer, and
(32:08):
then send direct outreach forcase study clients as you start
perfecting the process, becauseyou'll get really, really good
at talking about your gatewayoffer the more you do it Now.
You've done your gateway offers,you've launched it and it's
(32:28):
time to upsell from them.
So the first thing that youwant to do is, in that gateway
offer, get the full scope ofeverything they need.
So what you're offering in yoursignature offer is exactly what
they need.
You create some sort of customelement, so it's hitting on it.
(32:48):
And one question I always askin every gateway offer is when
you get this back, what would bea real win for you?
And I use that as my North Star.
I want to hit that real win forthem every single time, and
sometimes that means taking alittle extra time to customize
my gateway offer a step morebecause they ask for something
(33:12):
that I typically wouldn't do,but I'm going to do it because I
want you to have that win.
Typically wouldn't do, but I'mgoing to do it because I want
you to have that win.
In the documentation, include asection on how they can move
forward with you on execution.
Do a live review of thatdocumented gateway offer so any
objections that come up duringthat call you can address right
(33:39):
on the spot and you can upselland schedule that upsell right
on the spot.
Put it in the calendar, getthat going.
Have the next step to work withyou ready to go when you're
going into that review session.
You need to have the calendaropen and know when you can do a
kickoff for that project.
You need to have the contractready to send to them.
You need to be ready to takethat credit card.
(34:01):
So you're doing everythingright on the spot.
Not everyone's going to beready to sign right on the
dotted line in that moment, butI have found about 75% of the
time they do want to sign up forit right then, especially if
I'm able to slip them into akickoff.
That's earlier than I normallycan do.
(34:22):
And then at the end of thesession, ask about the pros and
the cons of the next stepsection.
So you have your moving forwardsection.
You're explaining how you wouldsolve this problem for them and
execute it for them.
Ask them what are the pros andcons that you see for these next
steps.
Take action on it.
(34:43):
This allows you to addressobjections right on the spot.
It's a lot easier to addressobjections live and in person
and react right then than tofind out later that there was
something small involved, thatyou wrote in the moving forward
section that they were like oh,I wasn't sure what you meant by
(35:05):
that, so I decided not to moveforward.
Find out now, find out live.
What it is.
And then other elements for itthat I've mentioned before is
including discounts or applyingthe gateway cost to the project
is a huge incentive for movingforward with the project.
Offering bonuses that expire.
(35:26):
You could even offer, like theprice application, like if you
were, that expires over time.
So let's say, if you sign ontoday, a hundred percent of your
cost of your gateway offer isapplied, um, but if you decide
to move forward a week from now,80 like it slowly whittles down
(35:49):
what offer you're like, whatdiscount they'll get.
And then you might be listeningto this right now and you're
like, wow, that is a lot, thatis going to take me some time.
That's why we systemize it.
We systematize it to highheaven.
(36:10):
So you want to create a templatefor the documentation so it's
really really easy to replicate.
Use that scheduling app and ascheduling app like Acuity.
You can do the onboardingquestionnaire and the payment
right in there, so everything isdone in one place, removing any
friction.
Templatize your emails and putthem, have them ready to go.
(36:33):
So you, if you didn't know thisbefore, I should probably
create a training on this.
But you can create templates inGoogle Suite so that you can
just click a button and it'llopen up your templates and you
can customize it and send it out.
Set the review session date onthe interview date, live and
(36:53):
schedule it, send it out.
So people aren't going to belike I actually don't need to do
that review session, I'll readit and then go on my merry way.
You do not want that.
You need to have that reviewsession because that's when
you're selling and thentemplatize the questions that
you use for the interview or theworkshop.
So it's easy to replicate.
(37:15):
It's easy to replicate, okay.
So we are coming up to time andI really want to tell you about
the gateway offer, so I amgoing to share that.
We're going to share this tabinstead, okay.
(37:37):
So if you are interested injoining the gateway offer
challenge, it is not just achallenge, it is a whole
training too, where we dive in alittle bit deeper.
It will be 10 days of trainingswhere you'll get many video
trainings every day on how tolaunch and sell your gateway
offer.
I will give you all of mytemplates for outreach on your
(38:00):
gateway offer, so it's supereasy to sell.
And you'll also get my workbook, which I'll show you in a
minute, on creating your gatewayoffer.
It also has all kind oftemplates in there.
You'll get async coaching fromme the entire challenge.
So at any point you can hopinto the community, ask me a
(38:22):
question and I will answer it, Ipromise you.
And you'll get trained on howto create waitlists and hand
raisers, so it's really easy tosell.
So right now you might be likeI really hate cold selling, and
that is fine, because I willteach you how to create wait
lists, how to get hand raisers,how to get people excited about
(38:44):
this offer, how to make it feelreally exclusive.
And yeah, oh, I forgot there'sa major bonus there For anybody
who signs up for this challenge.
I'm also giving away aone-to-one consult for a
20-minute gateway offer consultwhere we're going to work
(39:04):
together and I'm going to helpyou identify your perfect
gateway offer.
We're going to do it togetherand we will do it live.
So, yeah, you're getting thattoo.
You're getting all of thegateway trainings.
You're getting the one-to-oneconsult.
You're getting sellingtrainings, you're getting
outreach templates.
We're going to have somegamification, because I want you
to sell as many of these ashumanly possible.
(39:26):
The more you sell these, thebetter your marketing gets, the
more you're going to understandwho your niche is.
And then I'm sharing upsellingtraining too.
So you'll learn not just how tosell these gateway offers, but
how to get people to say yes toyour signature offers, your high
ticket offers, after so it'sgoing to start August 1st and it
(39:51):
can be somewhat asynchronous,but yeah, it's, we're starting
August 1st.
I'm going to drip out thetrainings every day and we're
going to have a challenge on whogets the most gateway offers
sold.
So let's scroll down here.
It is $47 to join this trainingYou're getting, or this
challenge.
You're getting workbooks,you're getting templates, you're
(40:13):
getting a one-to-one consult.
It's insane.
You're getting a ton of stufffor $47.
So I am going to share thiswith you in the chat and I will
also share it with you in theemail afterwards.
So I just put it in the chatfor you and does anybody have
(40:38):
any questions, feel free to putit in the chat.
While I'm waiting for that,because we have just a couple
more minutes left, I just wantto remind you.
Let's connect on LinkedIn,let's be friends.
I'm going to email you with thereplay of this and the
challenge information.
It's going to be so much funand we're going to make money At
(41:02):
a minimum.
Your initial founding price, thefirst price you go, should be
between $250 and $450 whenyou're just getting your reps in
and you're trying to get asmany as possible.
So at the very minimum you'regoing to what Triple Just
selling one.
You would triple the ROI onthat.
(41:25):
So no quadruple.
I don't know, I'm not a mathgirl.
But then we're going to getinto what your gateway offer
should, what you should chargein the end.
So there is a founding priceand then there is what your real
price should be.
And the real price is verystrategic because it is
(41:47):
attracting people who can payfor your high ticket offer.
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