October 26, 2025 • 20 mins
Click Here to join the Gateway Offer Mission. << Expires October 30, 2025.
What if your next client didn’t need convincing, just clarity? We walk through the gateway offer model that gets you paid to diagnose, builds trust across the buying committee, and turns the final decision into a simple next step. Instead of free discovery calls and bloated proposals, you’ll learn how to package interviews, a focused roadmap, and a short review session into a two-week container that proves value fast and removes risk for everyone.
We start by breaking down the hidden cost of the traditional sales process: thin discovery, speculative proposals, and a six to eight-week on-ramp where you figure things out on the client’s dime. Then we map the three-part gateway offer: stakeholder interviews that surface goals and constraints, a concise strategy or audit that prioritizes quick wins, and a review call designed for clarity, not pressure. You’ll hear how sending the plan 24 hours ahead sparks better questions, why using stakeholder quotes in your recommendations creates instant alignment, and how to draw out silent objections so you leave with consensus instead of confusion.
We also dig into pricing and positioning. A sub-$1,000 “why not” offer is easy to approve and creates momentum without setting off procurement alarms. You’ll learn how to present scope without scope creep, outline a 90-day plan that feels actionable, and introduce execution options that make yes the obvious next move. Concerned they’ll shop your strategy? We explain why it rarely happens when you co-create with stakeholders and demonstrate value in the room. Most buyers either hand you the keys or implement internally—both outcomes strengthen your pipeline and reputation.
Ready to cut your sales cycle and convert with confidence? Join the Gateway Offer mission to build your own irresistible offer, complete with live support, an AI assistant, and weekly micro tasks that take you from idea to closed deal. Subscribe, share this with a friend who hates selling, and tell us: what quick win would your buyers pay for tomorrow?
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
SPEAKER_00 (00:07):
Learn lean, actionable, organic marketing
strategies you can implementtoday.
No fluff, just powerful growthtactics that work.
Ready to scale smarter?
Hit that subscribe button andstart growing your business with
Tiny Marketing.
Hello, I am Sarah Noel Block,and this is Tiny Marketing.
(00:30):
Today is gonna be a no videopodcast because my hair is still
wet.
I just got out of the shower andI'm I'm still showing up though,
so.
You're welcome.
Today I'm gonna talk about howGateway offers shorten your
sales cycle and skyrocket yourconversions.
Now, this topic is top of mindfor me right now because if you
(00:54):
listen to episode 138, I talkedabout a sales strategy that I
built for a client and how youcan apply it to your own indie
consultancy.
Um, that same person that Ibuilt that strategy for, she
came back to me last week andtold me that she sold seven
gateway offers in one week andthat they were converting like
(01:18):
crazy.
So that made me think, I need toreally revisit this.
So let's talk about why gatewayoffers shorten your sales cycles
and help you close more salesway faster.
Have you ever had a prospectsay, we love what you do, but
(01:39):
we're not ready yet?
That's the exact moment agateway offer changes
everything.
A gateway offer is a low-cost,high-value offer, usually less
than$1,000, that allows you totake the pieces that you would
normally do during a discoverycall and the onboarding of your,
(02:01):
you know, high-ticket execution.
And it condenses it into onesingle project that you would do
in a little capsule of time,minor two weeks.
And it gives them a roadmap or ablueprint on how to solve their
immediate problem that they'recoming to you for.
So today I'm going to break downwhy gateway offers are the
(02:24):
single most powerful way tospeed up your sales cycle and
increase conversions withoutbeing pushy or salesy.
Because you wouldn't know thisby the amount of times that I
talk about sales, but I hateselling.
I hate it.
So I have built my sales systemaround being able, like not
(02:46):
having to sell basically.
Um, I built my sales systemaround building relationships,
being useful to people, andbuilding in tiny yeses that get
people to the bigger yes of theexecution.
By the end of this episode,you'll understand how to design
the offer.
It builds trust fast, gets yourfoot in the door, and makes
(03:08):
saying yes to a bigger projectalmost automatic.
I like to call it, well, whywouldn't I?
Why wouldn't I?
If your gateway offer is a whynot price, saying yes to the
execution of the bigger projectis a why wouldn't I offer.
So for anybody who's relativelynew here, let's just talk about
(03:30):
what a gateway offer is.
We'll do it really quicklybecause I talk about this all
the time.
Anyone who is a regular listeneris like, okay, I'm gonna hit
that 15-second skip right now.
But everyone else, stay put.
A gateway offer is a low-risk,high value entry point that
helps you build uh it helps apotential client experience a
(03:55):
quick win before they commit toyour full service.
So that's like the cliff notesversion of it.
But truly what it's doing isit's taking all of that
discovery and onboarding workthat you would do during your
free discovery call, yourproposal, the first like six to
(04:16):
eight weeks of your high ticketproject, and condenses it into a
two-week container where you'resolving that problem.
You're getting their yes, theirconfirmation that this is what I
want to do moving forward withthe project before you move into
the high-ticket offer.
So everything else runs moresmoothly, also.
(04:37):
So that's what a gateway offeris.
Now, let's contrast that withwhat a typical sales process
looks like for a serviceprovider or a solo consultant.
Generally, I'll say that mostservice providers have a
30-minute discovery call, whichis free, where they learn a
(04:59):
little bit about the business,they're asking a few questions,
and then they walk away and theybuild out a proposal.
This can take, I know somepeople who are it takes up to
eight hours to build out theproposal.
And you're doing all of this on30 minutes of information, by
the way.
Okay.
So you have that 30-minutediscovery call, you build out a
(05:20):
thorough proposal.
And then if they move forwardwith execution, usually the
first like six to eight weeks ismore of like an on-ramp period
where you're trying to figureout what works for them and get
on the same page before youstart building momentum and
things get a little bit easier.
So for you, that looks likeprobably two days of free work
(05:45):
between the discovery call, anyresearch that you have to do and
building out the proposal.
That's two days of free workthat might not even convert.
On their end, they're paying ahigh-ticket retainer, let's say
eight,$10,000 for you to figureout what is actually going to
(06:06):
work.
What is the real solution?
So they end up paying$20,000 foryou to figure it out.
Where a gateway offer, yeah, andwell, let's just pause there for
a second, that builds sometension in your relationship
with your client.
Obviously, there's some tensionas you're trying to figure it
(06:26):
out.
Everybody does understand, hey,it takes time to build momentum.
But when you use that particularprocess for selling, it takes
longer to build that momentum.
Okay, so end of that littlerant.
Um now, but a gateway offer.
It gives them something like aroadmap or an audit or a
(06:48):
strategy that they can say yesto right away because it's a why
not price.
And it also builds out therapport with the client because
you were talking to allstakeholders during it.
It's generally done in athree-part process where it's a
paid offer where you'reinterviewing all of the
(07:09):
stakeholders in the company.
You walk away, you build outthat strategy, that audit, that
roadmap, whatever yourparticular one looks like.
Then you do a review session,which is usually around 30
minutes where you go throughwhat the roadmap looks like.
What would help them?
What does action look like forsolving the problem that they
have?
(07:30):
And that is a hell of a loteasier to say yes to than
saying, okay, I'm going tocommit to six months of working
with you,$10,000 a monthretainer.
So$60,000 for uh, I really amcrossing my fingers that they
know what they're doing.
So this proves that you knowwhat you're doing.
It builds the rapport with themahead of time, and you're
(07:53):
getting paid to do that beforemoving into execution.
You move by the time you moveinto execution, you have already
gotten their buy-in on yoursolution.
So you are eliminating that sixto eight weeks of stumbling that
you generally have.
And here's why this one shiftcan completely change how fast
(08:18):
you close deals.
It's the trust factor.
Okay.
So I'm gonna get into fivereasons gayway offers reduce the
sales cycle.
One, you build trust with thewhole team before anyone says
yes to a high-ticket offer.
(08:41):
All right, let's talk a littlebit about it.
In most B2B sales, it's not oneperson saying yes.
We've all experienced this.
It's a B2B community over here.
It's a committee.
We know that.
There's a bunch of people whohave to say yes to it.
So a gateway offer lets youdemonstrate your value to
everyone who has to say yesright off the bat, not just the
(09:04):
first contact.
And it's with hardly any risk.
For most B2Bs,$995 is nothing.
It's a drop in the bucket.
They're willing to risk athousand bucks to find a
solution to the problem.
And you're building trust alongthe way.
(09:25):
Everybody who needs to say yesis in that stakeholder interview
right at the beginning.
You're taking their insights.
They feel heard.
You're building a rapport withthem.
That's amazing.
You walk away, you build thestrategy using their insights.
And then you come back togetherfor the review call with the
(09:46):
same group of people, andthey're giving you their
questions, their objections,what their thoughts are on the
solution.
And you're able to answer thoseobjections right on the spot to
the direct stakeholder.
So you're no longer looking atplaying telephone with a direct
contact who's trying to sell youinternally because everybody is
(10:08):
right there with you.
Number two, you give them aquick win right away.
You're giving them a blueprintprint or a roadmap.
So people buy with moreconfidence.
They see a tangible plan, theyfeel heard, their insights are
taken into consideration, andthen they stop wondering, can
(10:30):
you really help us?
And they start thinking, whencan we start?
Because you've already proventhat you know what you're doing
and you've already gotten theiryes, their confirmation.
Because if the strategy or theaudit or whatever that you built
in that second step of thegateway offer didn't match their
(10:50):
expectations, you can addressthat and make those shifts on
the review call so you can getthem to the yes, to the
confirmation that this is asolution they want to move
forward with before ever movingforward on the high-ticket
offer.
Number three, you addressobjections on the spot in the
(11:12):
review session.
So the review call is notdirectly a sales call.
It's a clarity session.
And when they raise concerns,let's say, so let me back up one
second.
Um, you want to give them thestrategy 24 hours before the
review call.
So they can review it and comeup with their questions already
(11:35):
before the review call.
Okay, now we'll go back to thereview call.
So the review call is when thosequestions happen.
They've already looked at it andthey've had time to digest it.
And when they come up with thoseconcerns or those questions, you
can address them right on thespot.
You can handle them naturally,not defensively.
(11:56):
You can make tweaks to thestrategy as you're on that call.
If they bring something up thatis a legitimate concern, like,
well, we wouldn't be able tokeep that going internally
because of X.
Okay, let's make this switch.
So you can make those movesright on the call.
So you can get them to a yes.
(12:18):
That's also the time wherethey'll come up with any
objections.
So this is the reason that Idon't think this will work.
You can answer that on the spot.
And if no objections come up, ifthey're pretty quiet the whole
time, what you'll want to do ispull those objections out of
them.
Get to the part where you'retalking about, okay, this is
(12:40):
what moving forward looks like.
This is how we would execute itif you wanted to move forward
with us.
Ask them what are the pros andcons that you see from this
moving forward section?
And that will draw out theobjections if they're being
quiet.
Number four, you can connecttheir words to the solution.
(13:02):
I like to use exact quotes fromthe transcript from the
interview and pull that in sothey can see like this was the
challenge that you talked about,and this is the solution, this
is why.
Connect the dots for them.
You've listened to them deeplyduring the gateway offer
interview, and then you canmirror their exact language when
(13:24):
presenting your full offer.
Number five, when you give yougive them a why not reason to
move forward.
So at this point, they've seenyour process, they've gotten to
know you, they trust you, theyhave a plan.
You have given them a plan.
And the next step feels obvious.
(13:46):
Saying no feels harder thansaying yes, because they could
look at your plan and say, wecan do this internally.
And maybe they will, and that'sawesome for them.
But 90% of the time, they willlook at the plan and they'll
say, Okay, I'm ready to moveforward.
(14:07):
What does execution look like?
And they're going to choose.
So the the pushback that I oftenget is, I um what if I do this
strategy?
They've only paid a thousanddollars for it.
It's worth so much more.
And then they get someone elseto execute it, they shop it
(14:28):
around.
That's the biggest objectionthat I get about gateway offers.
And the truth is, they don't.
So that could be a fear of youor a fear for you.
However, when you built thestrategy and you've taken the
time to get to know thestakeholders inside of the
company, they're going to be ata point where they're going to
(14:50):
be like, why wouldn't I have youdo the X, a way to get out of
the problem?
Why would I shop around?
So that might be a fear for you.
And you know what?
Who knows?
Maybe you will come acrosssomeone who shops it around and
gets someone else to do it forcheaper.
Like they go to Fiverr Upwork orwhatever to look for someone to
do this for them.
(15:12):
But that's their one, they'reprobably a red flag client that
would have been awful to workwith anyway.
But two, that's not gonna happenmost of the time.
I have never had someone take mystrategy and shop it around.
They either work with me or theyhave their internal team do it.
(15:35):
That has been my experience.
So I'm not saying that it'simpossible.
I'm saying that it's possible,but they probably would be dicks
to work with.
Okay.
So in the end, you're no longerchasing clients.
They're inviting you to continuethat relationship.
(15:57):
And there are a ton ofstrategies.
We go so much deeper than this,um, in in how to sell on that
review session, how to move themto a yes on that review session.
There are, you know, creatinglimitations.
So it makes more sense for themto close within a certain amount
(16:19):
of time.
You can give them bonuses forclosing within a certain amount
of time.
And we can get into all of that.
So gateway offers work becausethey build trust, deliver a win,
handle objections, connectlanguage to solution, their
language to the solution, andremove risk.
(16:41):
Now, if you're ready to designyour own gateway offer that
opens doors to high-ticketclients, I've built something
for you.
And it is only available for nowuntil Thursday.
And then carts are closing.
It'll open honestly, probablysix months from now, it'll
(17:03):
reopen.
But that is the Gateway Offermission.
It's a hands-on, guidedexperience to help you build
your irresistible offer and cutyour sales cycles in half.
You'll go from wondering how toget clients to say yes to having
a proven system that naturallyleads them from small offer to
(17:25):
your full service.
You'll get a private one-to-onekickoff session with me, your
own gateway offer AI assistant,bite-sized trainings, weekly
micro tasks.
So you have like little stepsthat you need to complete over
four weeks.
Monday live sessions foraccountability, and you can even
(17:45):
book quick office hours, likeone-to-one office hours on
Mondays.
Unlimited async consulting.
So you can DM me anytime.
Google Doc Reviews, I will getinto your Google Doc, make
revisions, make comments, and aprivate one-to-one wrap-up to
lock it all in, make sure thatyou are ready and that you have
(18:08):
sold a few and that youunderstand how to upsell people
to your full offer.
If you're ready to stop pushingfor clients and start creating
momentum with your dreamclients, join me in the Gateway
Offer mission.
I'll help you build the offerthat changes everything.
So the link for that is in theshow notes.
(18:30):
The cart is only open untilThursday.
Hold on, let me look at thecalendar if you're listening
listening to this late.
So it is only open until October30th.
And then the cart is closing.
It expires then.
Thank you guys for tuning in totoday's episode.
If this sparked an idea for you,send me a message on LinkedIn.
(18:53):
I'm there.
You love all things tinymarketing.
Head down to the show notes pageand sign up for the wait list to
join the Tiny Marketing Club,where you get to work one-on-one
with me with trainings,feedback, and pop-up coaching
that will help you scale yourmarketing as a B2B service
(19:15):
business.
So I'll see you over in theclub.
Learn lean, actionable, organic marketing
strategies you can implementtoday.
No fluff, just powerful growthtactics that work.
Ready to scale smarter?
Hit that subscribe button andstart growing your business with
Tiny Marketing.
Hello, I am Sarah Noel Block,and this is Tiny Marketing.
(00:30):
Today is gonna be a no videopodcast because my hair is still
wet.
I just got out of the shower andI'm I'm still showing up though,
so.
You're welcome.
Today I'm gonna talk about howGateway offers shorten your
sales cycle and skyrocket yourconversions.
Now, this topic is top of mindfor me right now because if you
(00:54):
listen to episode 138, I talkedabout a sales strategy that I
built for a client and how youcan apply it to your own indie
consultancy.
Um, that same person that Ibuilt that strategy for, she
came back to me last week andtold me that she sold seven
gateway offers in one week andthat they were converting like
(01:18):
crazy.
So that made me think, I need toreally revisit this.
So let's talk about why gatewayoffers shorten your sales cycles
and help you close more salesway faster.
Have you ever had a prospectsay, we love what you do, but
(01:39):
we're not ready yet?
That's the exact moment agateway offer changes
everything.
A gateway offer is a low-cost,high-value offer, usually less
than$1,000, that allows you totake the pieces that you would
normally do during a discoverycall and the onboarding of your,
(02:01):
you know, high-ticket execution.
And it condenses it into onesingle project that you would do
in a little capsule of time,minor two weeks.
And it gives them a roadmap or ablueprint on how to solve their
immediate problem that they'recoming to you for.
So today I'm going to break downwhy gateway offers are the
(02:24):
single most powerful way tospeed up your sales cycle and
increase conversions withoutbeing pushy or salesy.
Because you wouldn't know thisby the amount of times that I
talk about sales, but I hateselling.
I hate it.
So I have built my sales systemaround being able, like not
(02:46):
having to sell basically.
Um, I built my sales systemaround building relationships,
being useful to people, andbuilding in tiny yeses that get
people to the bigger yes of theexecution.
By the end of this episode,you'll understand how to design
the offer.
It builds trust fast, gets yourfoot in the door, and makes
(03:08):
saying yes to a bigger projectalmost automatic.
I like to call it, well, whywouldn't I?
Why wouldn't I?
If your gateway offer is a whynot price, saying yes to the
execution of the bigger projectis a why wouldn't I offer.
So for anybody who's relativelynew here, let's just talk about
(03:30):
what a gateway offer is.
We'll do it really quicklybecause I talk about this all
the time.
Anyone who is a regular listeneris like, okay, I'm gonna hit
that 15-second skip right now.
But everyone else, stay put.
A gateway offer is a low-risk,high value entry point that
helps you build uh it helps apotential client experience a
(03:55):
quick win before they commit toyour full service.
So that's like the cliff notesversion of it.
But truly what it's doing isit's taking all of that
discovery and onboarding workthat you would do during your
free discovery call, yourproposal, the first like six to
(04:16):
eight weeks of your high ticketproject, and condenses it into a
two-week container where you'resolving that problem.
You're getting their yes, theirconfirmation that this is what I
want to do moving forward withthe project before you move into
the high-ticket offer.
So everything else runs moresmoothly, also.
(04:37):
So that's what a gateway offeris.
Now, let's contrast that withwhat a typical sales process
looks like for a serviceprovider or a solo consultant.
Generally, I'll say that mostservice providers have a
30-minute discovery call, whichis free, where they learn a
(04:59):
little bit about the business,they're asking a few questions,
and then they walk away and theybuild out a proposal.
This can take, I know somepeople who are it takes up to
eight hours to build out theproposal.
And you're doing all of this on30 minutes of information, by
the way.
Okay.
So you have that 30-minutediscovery call, you build out a
(05:20):
thorough proposal.
And then if they move forwardwith execution, usually the
first like six to eight weeks ismore of like an on-ramp period
where you're trying to figureout what works for them and get
on the same page before youstart building momentum and
things get a little bit easier.
So for you, that looks likeprobably two days of free work
(05:45):
between the discovery call, anyresearch that you have to do and
building out the proposal.
That's two days of free workthat might not even convert.
On their end, they're paying ahigh-ticket retainer, let's say
eight,$10,000 for you to figureout what is actually going to
(06:06):
work.
What is the real solution?
So they end up paying$20,000 foryou to figure it out.
Where a gateway offer, yeah, andwell, let's just pause there for
a second, that builds sometension in your relationship
with your client.
Obviously, there's some tensionas you're trying to figure it
(06:26):
out.
Everybody does understand, hey,it takes time to build momentum.
But when you use that particularprocess for selling, it takes
longer to build that momentum.
Okay, so end of that littlerant.
Um now, but a gateway offer.
It gives them something like aroadmap or an audit or a
(06:48):
strategy that they can say yesto right away because it's a why
not price.
And it also builds out therapport with the client because
you were talking to allstakeholders during it.
It's generally done in athree-part process where it's a
paid offer where you'reinterviewing all of the
(07:09):
stakeholders in the company.
You walk away, you build outthat strategy, that audit, that
roadmap, whatever yourparticular one looks like.
Then you do a review session,which is usually around 30
minutes where you go throughwhat the roadmap looks like.
What would help them?
What does action look like forsolving the problem that they
have?
(07:30):
And that is a hell of a loteasier to say yes to than
saying, okay, I'm going tocommit to six months of working
with you,$10,000 a monthretainer.
So$60,000 for uh, I really amcrossing my fingers that they
know what they're doing.
So this proves that you knowwhat you're doing.
It builds the rapport with themahead of time, and you're
(07:53):
getting paid to do that beforemoving into execution.
You move by the time you moveinto execution, you have already
gotten their buy-in on yoursolution.
So you are eliminating that sixto eight weeks of stumbling that
you generally have.
And here's why this one shiftcan completely change how fast
(08:18):
you close deals.
It's the trust factor.
Okay.
So I'm gonna get into fivereasons gayway offers reduce the
sales cycle.
One, you build trust with thewhole team before anyone says
yes to a high-ticket offer.
(08:41):
All right, let's talk a littlebit about it.
In most B2B sales, it's not oneperson saying yes.
We've all experienced this.
It's a B2B community over here.
It's a committee.
We know that.
There's a bunch of people whohave to say yes to it.
So a gateway offer lets youdemonstrate your value to
everyone who has to say yesright off the bat, not just the
(09:04):
first contact.
And it's with hardly any risk.
For most B2Bs,$995 is nothing.
It's a drop in the bucket.
They're willing to risk athousand bucks to find a
solution to the problem.
And you're building trust alongthe way.
(09:25):
Everybody who needs to say yesis in that stakeholder interview
right at the beginning.
You're taking their insights.
They feel heard.
You're building a rapport withthem.
That's amazing.
You walk away, you build thestrategy using their insights.
And then you come back togetherfor the review call with the
(09:46):
same group of people, andthey're giving you their
questions, their objections,what their thoughts are on the
solution.
And you're able to answer thoseobjections right on the spot to
the direct stakeholder.
So you're no longer looking atplaying telephone with a direct
contact who's trying to sell youinternally because everybody is
(10:08):
right there with you.
Number two, you give them aquick win right away.
You're giving them a blueprintprint or a roadmap.
So people buy with moreconfidence.
They see a tangible plan, theyfeel heard, their insights are
taken into consideration, andthen they stop wondering, can
(10:30):
you really help us?
And they start thinking, whencan we start?
Because you've already proventhat you know what you're doing
and you've already gotten theiryes, their confirmation.
Because if the strategy or theaudit or whatever that you built
in that second step of thegateway offer didn't match their
(10:50):
expectations, you can addressthat and make those shifts on
the review call so you can getthem to the yes, to the
confirmation that this is asolution they want to move
forward with before ever movingforward on the high-ticket
offer.
Number three, you addressobjections on the spot in the
(11:12):
review session.
So the review call is notdirectly a sales call.
It's a clarity session.
And when they raise concerns,let's say, so let me back up one
second.
Um, you want to give them thestrategy 24 hours before the
review call.
So they can review it and comeup with their questions already
(11:35):
before the review call.
Okay, now we'll go back to thereview call.
So the review call is when thosequestions happen.
They've already looked at it andthey've had time to digest it.
And when they come up with thoseconcerns or those questions, you
can address them right on thespot.
You can handle them naturally,not defensively.
(11:56):
You can make tweaks to thestrategy as you're on that call.
If they bring something up thatis a legitimate concern, like,
well, we wouldn't be able tokeep that going internally
because of X.
Okay, let's make this switch.
So you can make those movesright on the call.
So you can get them to a yes.
(12:18):
That's also the time wherethey'll come up with any
objections.
So this is the reason that Idon't think this will work.
You can answer that on the spot.
And if no objections come up, ifthey're pretty quiet the whole
time, what you'll want to do ispull those objections out of
them.
Get to the part where you'retalking about, okay, this is
(12:40):
what moving forward looks like.
This is how we would execute itif you wanted to move forward
with us.
Ask them what are the pros andcons that you see from this
moving forward section?
And that will draw out theobjections if they're being
quiet.
Number four, you can connecttheir words to the solution.
(13:02):
I like to use exact quotes fromthe transcript from the
interview and pull that in sothey can see like this was the
challenge that you talked about,and this is the solution, this
is why.
Connect the dots for them.
You've listened to them deeplyduring the gateway offer
interview, and then you canmirror their exact language when
(13:24):
presenting your full offer.
Number five, when you give yougive them a why not reason to
move forward.
So at this point, they've seenyour process, they've gotten to
know you, they trust you, theyhave a plan.
You have given them a plan.
And the next step feels obvious.
(13:46):
Saying no feels harder thansaying yes, because they could
look at your plan and say, wecan do this internally.
And maybe they will, and that'sawesome for them.
But 90% of the time, they willlook at the plan and they'll
say, Okay, I'm ready to moveforward.
(14:07):
What does execution look like?
And they're going to choose.
So the the pushback that I oftenget is, I um what if I do this
strategy?
They've only paid a thousanddollars for it.
It's worth so much more.
And then they get someone elseto execute it, they shop it
(14:28):
around.
That's the biggest objectionthat I get about gateway offers.
And the truth is, they don't.
So that could be a fear of youor a fear for you.
However, when you built thestrategy and you've taken the
time to get to know thestakeholders inside of the
company, they're going to be ata point where they're going to
(14:50):
be like, why wouldn't I have youdo the X, a way to get out of
the problem?
Why would I shop around?
So that might be a fear for you.
And you know what?
Who knows?
Maybe you will come acrosssomeone who shops it around and
gets someone else to do it forcheaper.
Like they go to Fiverr Upwork orwhatever to look for someone to
do this for them.
(15:12):
But that's their one, they'reprobably a red flag client that
would have been awful to workwith anyway.
But two, that's not gonna happenmost of the time.
I have never had someone take mystrategy and shop it around.
They either work with me or theyhave their internal team do it.
(15:35):
That has been my experience.
So I'm not saying that it'simpossible.
I'm saying that it's possible,but they probably would be dicks
to work with.
Okay.
So in the end, you're no longerchasing clients.
They're inviting you to continuethat relationship.
(15:57):
And there are a ton ofstrategies.
We go so much deeper than this,um, in in how to sell on that
review session, how to move themto a yes on that review session.
There are, you know, creatinglimitations.
So it makes more sense for themto close within a certain amount
(16:19):
of time.
You can give them bonuses forclosing within a certain amount
of time.
And we can get into all of that.
So gateway offers work becausethey build trust, deliver a win,
handle objections, connectlanguage to solution, their
language to the solution, andremove risk.
(16:41):
Now, if you're ready to designyour own gateway offer that
opens doors to high-ticketclients, I've built something
for you.
And it is only available for nowuntil Thursday.
And then carts are closing.
It'll open honestly, probablysix months from now, it'll
(17:03):
reopen.
But that is the Gateway Offermission.
It's a hands-on, guidedexperience to help you build
your irresistible offer and cutyour sales cycles in half.
You'll go from wondering how toget clients to say yes to having
a proven system that naturallyleads them from small offer to
(17:25):
your full service.
You'll get a private one-to-onekickoff session with me, your
own gateway offer AI assistant,bite-sized trainings, weekly
micro tasks.
So you have like little stepsthat you need to complete over
four weeks.
Monday live sessions foraccountability, and you can even
(17:45):
book quick office hours, likeone-to-one office hours on
Mondays.
Unlimited async consulting.
So you can DM me anytime.
Google Doc Reviews, I will getinto your Google Doc, make
revisions, make comments, and aprivate one-to-one wrap-up to
lock it all in, make sure thatyou are ready and that you have
(18:08):
sold a few and that youunderstand how to upsell people
to your full offer.
If you're ready to stop pushingfor clients and start creating
momentum with your dreamclients, join me in the Gateway
Offer mission.
I'll help you build the offerthat changes everything.
So the link for that is in theshow notes.
(18:30):
The cart is only open untilThursday.
Hold on, let me look at thecalendar if you're listening
listening to this late.
So it is only open until October30th.
And then the cart is closing.
It expires then.
Thank you guys for tuning in totoday's episode.
If this sparked an idea for you,send me a message on LinkedIn.
(18:53):
I'm there.
You love all things tinymarketing.
Head down to the show notes pageand sign up for the wait list to
join the Tiny Marketing Club,where you get to work one-on-one
with me with trainings,feedback, and pop-up coaching
that will help you scale yourmarketing as a B2B service
(19:15):
business.
So I'll see you over in theclub.
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