Your prospects want clear choices. They do not want to wade through a menu of 20 services and figure out what applies to them. Most Utah small businesses you talk to are at a specific point in their growth, and they need a partner who makes the path forward obvious.
This post gives you that tool. The Soda Spoon Service Tier Breakdown and Upsell Matrix organizes our core services, including SEO, Paid Ads, Social Media, Branding, and Fulfillment, into three defined packages. It also maps the natural progression from one tier to the next so you walk into every discovery call and proposal with a clear structure.
The goal is straightforward. You save time putting proposals together. You present options without overwhelming the prospect. And you identify upsell opportunities before the client even asks.
This is not a theoretical framework. It is a working reference you use during calls, in proposals, and in quarterly reviews. Once you internalize the matrix, your conversations get faster and your average deal size grows.
Why This Tool Matters for Soda Spoon Sales
Soda Spoon works with Utah small businesses at every stage, from a local shop testing an online store for the first time to a product brand ready to go national. The challenge for you as an account executive is that these clients do not always know what they need. They know what problem they have.
Without a structured tier system, conversations get disorganized. You end up quoting custom packages every time, and the prospect loses the ability to compare their options. They start looking at other agencies and comparing service lists line by line, which puts you in a race you do not need to run.
The tier breakdown solves this. It gives you three clear packages to anchor every conversation. When a prospect asks what you offer, you present a structured choice rather than an open-ended list. This builds credibility and speeds up the decision.
The upsell matrix does something different. It shows you, in advance, what the logical next step is for each client based on where they are now. When your SEO client starts getting consistent organic traffic, you already know the right conversation to have. You do not have to scramble for a reason to call. The matrix gives you the trigger and the offer.
Together, these tools reinforce Soda Spoon's position as a full-service partner. We handle sourcing, digital growth, and brand identity under one roof. The matrix helps you communicate that in a way that feels organized and client-focused rather than like a sales pitch.
Core Services Overview
Before the matrix, you need a clear mental model of what we offer and why the services work together.
SEO (Local and Website): Drives organic visibility on search engines. Local SEO targets geographic searches and Google Business Profile. Website SEO builds long-term traffic through content and technical optimization.
Paid Ads (PPC, Paid Social, Search, Yelp): Generates immediate leads and revenue. Works best when paired with SEO so you cover both short-term and long-term traffic.
Social Media: Covers organic posting and community management. When paired with paid social amplification, it builds brand awareness and repeat engagement.
Branding: Includes identity, design, copy, and content strategy. This is what differentiates a business from its competitors and builds trust with new audiences.
Fulfillment: Covers sourcing, eCommerce setup, and manufacturing support. This is Soda Spoon's differentiator for physical product brands that need operational support alongside marketing.
These services multiply each other's impact. A client running SEO and Paid Ads together gets more efficient ad spend because organic credibility supports paid conversion. Add Branding and you raise the quality of every touchpoint. Add Fulfillment and you have a complete eCommerce growth operation. Your job is to show clients what the full picture looks like, even if they start with one service.
The Service Tier Breakdown Grid
Use this structure in your proposals and on discovery calls. Each tier maps to a client stage and a scope of services.
Entry-Level: "Starter"
Who this is for: Utah small businesses in early online stages, often brick-and-mortar shops launching eCommerce or local service providers building digital presence for the first time.
What is included: Local SEO setup and optimization (Google Business Profile, local citations, on-page basics), light social media management (2 to 3 posts per week, one platform), and an entry branding package (logo refinement, basic brand guide, one content asset).
Scope: Approximately 10 to 15 hours per month across services.
Price range: Starting around $1,500 to $2,500 per month depending on scope.
The conversation: "You are getting your foundation in place. We set up how people find you locally and what they see when they get there."
Mid-Tier: "Growth"
Who this is for: Businesses generating consistent revenue, typically in the $500K to $2M range, that are adding eCommerce or expanding their digital presence beyond local.
What is included: Full local and website SEO (technical audits, content strategy, link building), Paid Ads management (Google Search, Paid Social on one to two platforms, budget management), active social media management (4 to 5 posts per week, two platforms, engagement monitoring), and expanded branding (content calendar, ad creative, landing page copy).
Scope: Approximately 25 to 40 hours per month across services.
Price range: Starting around $4,000 to $7,500 per month depending on ad spend and scope.
The conversation: "You are already getting traction. Now we make sure you are capturing demand through paid channels and building the content that keeps people engaged."
Premium: "Scale"
Who this is for: Brands ready to grow nationally, typically above $2M in revenue or with a physical product line requiring operational support.
What is included: All services at advanced scope (full-funnel SEO, multi-platform Paid Ads, full social management), Fulfillment integration (sourcing support, eCommerce infrastructure, shipping logistics), and strategy consulting (monthly reviews, roadmap planning, performance reporting).
Scope: 60 or more hours per month across services and operations.
Price range: Starting around $10,000 to $20,000 or more per month depending on fulfillment volume and ad spend.
The conversation: "You are scaling. We run the marketing and the operational side so you are not managing five vendors to grow one brand."
Grid at a Glance
| Service | Starter | Growth | Scale |
|---|---|---|---|
| SEO | Local basics | Full local and website | Advanced, full-funnel |
| Paid Ads | Not included | Google and Paid Social | Multi-platform, high spend |
| Social Media | Light management | Active, two platforms | Full management and strategy |
| Branding | Entry package | Content and ad creative | Full brand system |
| Fulfillment | Not included | Not included | Sourcing, eCommerce, logistics |
| Monthly Starting Price | $1,500 to $2,500 | $4,000 to $7,500 | $10,000 or more |
Upsell Matrix and Paths
The tier grid tells you what to sell. The upsell matrix tells you when to sell it and why the timing matters.
Path 1: Local Shop to Full eCommerce Brand
| Stage | Details |
|---|---|
| Start | Starter package (Local SEO and Social Media) |
| Trigger | Organic traffic increases and client asks about growing beyond their city. |
| First Upsell | Add Paid Ads to capture the demand SEO is generating. Frame it as amplifying what is already working. |
| Second Upsell | Add Website SEO and expanded Branding as eCommerce presence grows. |
| Third Upsell | Add Fulfillment when the client is ready to scale product operations or launch new SKUs. |
| Timeline | 6 to 18 months depending on growth pace. |
Path 2: Early eCommerce Brand
| Stage | Details |
|---|---|
| Start | Growth package (Paid Ads and Branding) |
| Trigger | Ad performance is strong but organic traffic is not keeping up. |
| First Upsell | Add full Website SEO to reduce dependence on paid traffic. |
| Second Upsell | Add Fulfillment when product volume increases or the client wants to expand their product line. |
| Timeline | 3 to 12 months. |
Path 3: Established Local Business Adding Product Line
| Stage | Details |
|---|---|
| Start | Starter or Growth package (SEO and Social) |
| Trigger | Client announces they are launching a physical product or online store. |
| First Upsell | Add Branding to build product identity. |
| Second Upsell | Add Paid Ads to drive product launch traffic. |
| Third Upsell | Add Fulfillment for sourcing and eCommerce infrastructure. |
| Timeline | 3 to 9 months. |
Using Triggers Effectively
You do not upsell on a schedule. You upsell based on signals. Here are the triggers to watch for.
| Signal | Upsell Recommendation |
|---|---|
| SEO is driving consistent traffic but conversion rates are low. | Paid Ads and landing page Branding |
| Social engagement is strong but not converting to revenue. | Paid Social amplification |
| The client's eCommerce store is live and orders are growing. | Fulfillment |
| The client is entering a new market or launching a new product. | Expanded Branding and Paid Ads |
| Client crosses $500K in online revenue. | Growth tier conversation |
| Client approaches $2M in revenue. | Scale tier and Fulfillment |
How to Use This in Your Daily Sales Process
The matrix is most useful when you follow a consistent sequence.
Step 1: Discovery call. Ask where the client is generating revenue now, what channels they are using, and what is not working. Map them to a client stage (Startup/Local, Growing, Scaling).
Step 2: Propose the right starting tier. Do not start at the top. Start where the client is and show them the path forward.
Step 3: Present the roadmap. Share your screen or walk through the matrix. Show them where they are starting and where the natural progression leads. This turns a single service sale into a multi-year partnership conversation.
Step 4: Set a 90-day review. At the review, bring data and bring the matrix. Show what is working, identify the trigger for the next upsell, and present the recommendation.
Step 5: Adjust for vertical. Retail clients prioritize Fulfillment. Service businesses prioritize Local SEO and Social. Product brands prioritize Paid Ads and Branding. Customize your language, not your structure.
One practical tip: save the matrix as a PDF you send with every proposal. It signals that Soda Spoon has a system, not just a service list. Prospects respond to structure because it reduces their perceived risk.
Putting the Tool to Work
The Service Tier Breakdown and Upsell Matrix gives you a common language for every sales conversation at Soda Spoon. It reduces the time you spend building custom proposals from scratch, gives your prospects a clear view of their options, and maps the path from a first engagement to a full-service partnership.
Start with the grid on your next discovery call. Place the prospect on the map. Show them where they are and where they are going. Then let the matrix do the work.
Download the Google Sheet template from the internal sales resources folder, reach out to sales ops if you need to adjust pricing ranges for a specific deal, and share wins in the team channel when a upsell closes.
