Ep 157: Design the first yes: a tiny offer that sets up the big result
Tired of ghosted proposals and pipeline droughts? A gateway offer is your ticket to consistent revenue and fewer no’s.
In this episode, I outline how to create and sell a gateway offer (also known as an entry offer or wedge offer)—a small, paid first step that brings in clients while proving your value and naturally leading them into your higher‑ticket offerings. I walk through the blueprint: what makes a strong gateway offer, how to price and package it, how to sell it, how to systematize the process, and how to use it as a conversion bridge.
Related Episodes
Here are other Tiny Marketing episodes that would pair nicely with this one:
Ep 140: Four Proven Strategies to Book More One-on-One Clients — In this episode, you dive into funnels for service-based offers + mention a “gateway funnel” that bridges prospects to high-ticket. Buzzsprout
Ep 130: Scalable Sales for the One-Person Show — Focuses on lightweight sales systems and lead generation for solo operators. Buzzsprout
Ep 145: Stop Pitch-Slapping and Start Relationship Building — More on selling through trust and relationships vs pushing. Buzzsprout
Learning Takeaways
A gateway offer is a paid, lower‑risk first stepping stone that lets you prove value while qualifying clients.
Ideal gateway offers are templated / repeatable, part of your signature offer’s early phase, and build readiness for deeper work.
Pricing rule of thumb: start with 10–25% of your main offer, or drop it just under $1,000 to make it attractive.
Sell it via re-framed discovery calls (“first step is this gateway”), limited invites, social media teasers, or segmented email.
Upsell methods: apply the gateway cost toward the full project, offer fast-action bonuses, or follow-up sequences.
Systemize everything: use scheduling tools that capture payment + intake, create reusable templates/reports, and build email workflows for each step.
Keep a list of future needs you identify during the gateway—and revisit them with clients for upsell timing.
Want to Put This Into Action?
If you’re ready to stop giving away free work and start converting with confidence, grab the Gateway Offer workshop I turned into a step-by-step course (just $97). It walks you through how to build, price, sell, and systematize your gateway offer. As a bonus, you’ll also get invited to live office hours to ensure you’ve got it set up right.
