Omar Zenhom (0:01)

Race the rudders. Raise the sails. Race the sails. Captain, an unidentified ship is approaching. Over. Roger, wait. Is that an enterprise sales solution?

LinkedIn (0:12)

Reach sales professionals, not professional sailors. With LinkedIn ads, you can target the right people by industry, job title and more. We'll even give you a $100 credit on your next campaign. Get started today at LinkedIn.com results, terms and conditions apply.

Ryan Reynolds (0:31)

Ryan Reynolds here from Mint Mobile with a message for everyone. Paying Big wireless way too much. Please, for the love of everything good in this world, stop with Mint. You can get premium wireless for just $15 a month. Of course, if you enjoy overpaying. No judgments. But that's weird. Okay, one judgment anyway. Give it a try@mintmobile.com Switch upfront payment.

Mint Mobile (0:53)

Of $45 for 3 month plan equivalent to $15 per month required intro rate first 3 months only, then full price plan options available, taxes and fees extra. See full terms@mintmobile.com do you have an.

Omar Zenhom (1:02)

Online course that's just not selling? Are you marketing everywhere? But you just can't get any traction? The truth is, marketing alone won't cut it. If you're serious about selling more courses, you need to do one critical thing. Sell more. Specifically, you need a sales system too. Many new entrepreneurs believe that if they just market enough, they're going to get sales. And maybe that's true initially. But if you want a sustainable business, you need a sales system. Every business in the world has a system to sell their product or service. Marketing alone is not enough. This is why I'm excited to answer today's question on Q and A Wednesday for Mary. How do I sell more online courses? Mary, you are not alone. Many course creators overlook the importance of having a system in place to sell their courses. And today I'm going to break down three powerful sales systems you can implement to turn more leads into paying students. Welcome Back to the $100 MBA Show. I'm your host, Omar Zenholm, where I deliver practical business lessons that help start, grow and scale your business three days a week. Monday, Wednesday, Friday. Today we're going to dive into the question, how do I sell more online courses? By the way, if you have a question you want to ask here on Q and A Wednesday, go ahead to our website, 100mba.netq and submit your question there. The key to selling more isn't just about creating great content or running great ads. It's about having a clear sales system that you can follow every day. With that one, you're just hoping for sales. Okay, so we're Going to dive into three proven systems that I've used that can help you sell more courses and grow your business. I'm going to walk you step by step how to implement these. What are the advantages, some of the drawbacks, and which one to choose if you're just starting out. But first, let's talk about why you need a sales system. And the answer is very simple. Every successful business has a sales system. I learned this the hard way. I try to market my way to make more sales and that's just not smart. Marketing gets people in the door, but sales is what converts them into paying customers. A sales system isn't about convincing people or saying the right words or being slick. I learned this from my father, who was one of the top salespeople in this field for 20 years. A sales system educates your audience. It builds trust and it creates some sense of urgency so that when they're ready to buy, they understand why they should buy again. Selling isn't about convincing people. It's about helping them make a decision. So let's dive into the three sales systems I recommend if you're selling online courses. These in the order of highest converting to not so bad to least converting, still good, but not as good as number one. But they're also in the order of most effort to least effort. And this first system, system number one, is the most powerful system and that's using live launches. Let me show you how it works. You only allow enrollment for your course to be open for a specific window, usually about seven to 14 days. Now, you can open enrollment several times in the year, but you only allowing a window for people to sign up and be part of your course. You're going to create a marketing campaign around this window, building excitement and urgency. Then after the window closes, no one can buy your course until the next launch. So why does this work? Well, people are motivated by deadlines and scarcity and they need a reason to buy. Now. This is why a lot of stores have these like one day sales. They just need to get into the doors so that they could buy. Give them a reason to buy. And with an open and close enrollment, this gives them a reason to say, okay, now's the time I have to enroll because I'll have to wait, you know, x amount of months until it opens again. And I don't want to do that. There's also a focused energy with a live launch. It creates a buzz and drives higher conversions. Typically a live launch kicks off with a live workshop or webinar or a series of workshops. This allows you to learn about your customer, build trust, and then present your offer. When you present your offer, this is when the cart opens and this is when people can enroll into your course and it's open for a period of time, let's say seven days, and then the cart closes, meaning that your enrollment closes and they can't buy beyond that point. Now, another hidden advantage of live launches is that you're not constantly selling and marketing every single day. You're only concentrating your efforts to sell your course certain periods of the year when you're opening and closing that launch when enrollment is available. This allows you to focus on other things like recruitment, building a team, improving your product or service, and just running a business in general. Right? So this allows you to really concentrate your efforts when it comes to marketing and sales at certain seasons in the year. A lot of people find this very relieving because that means they don't have to be selling every day of the week. Now, if you want to see a real life example of a live launch and how it all works and all the moving parts, then you're in luck. At the end of March of this year, we're doing a live launch for the all new hundred dollar MBA program. We're going to be running three days of live training. It's absolutely free and it's followed by a limited enrollment period. This is when we're going to allow people to sign up for the program. Now if you want to invite to the live launch for the three days of free training, just sign up to any of our free resources over at 100 MBA NET on our website. Just sign up to any of our free guides or templates and you'll be on email list and you'll get an invite to that launch. So whether you're Interested in our 100 MBA program or not, you get to see the moving parts of how this is all done. So let's talk about efforts versus reward when it comes to this sales system to sell your online course. Live launches are high effort, but they're high reward. You can run them via email campaigns or via a big live event like we're doing with workshops and webinars. There's some people that don't do the live webinar or live workshop thing. They just kind of launch it by emails to their email list. But I think that's a missed opportunity because you get to build a lot of trust, answer a lot of questions, answer a lot of rebuttals that people have when it comes to your offer when you have a live workshop or webinar. Live launches are like a grand opening. You're making a big splash. You're giving people a reason to act. Now, now, a word of warning of this first sales system. A lot of people feel a little bit anxious at the fact that they can't sell their course when enrollment is closed. So they feel like, what if I don't sell enough during the launch and I need the money? And that's a valid worry. So what I would recommend is doing this system after you've sold your course a few times and you have some confidence in the product you're actually releasing to the world, and you feel like, hey, people will buy this if I give them all the information that they need to make a decision. So you're feeling a little bit nervous about not being able to sell because of that window and, you know, closing enrollment. Don't worry. I got another system for you, which is sales system number two, an ongoing sales process. This is a system that I recommend you use if you are just getting started for several reasons. I'm going to go through them in a bit, but let me first talk about how the sales system works. Works. Your course is always available, but you're going to guide your leads through a structured sales process. Here's an example. Let's say a lead gets onto your email list with a freebie or some sort of guide or what's called a lead magnet. They get on your email list via something valuable for free. You then nurture them with valuable content, emails over the next few weeks, great trainings, maybe a good newsletter, maybe you're sharing some videos you created, just really good value. Then after them being on your email list for, let's say, four weeks, you invite them to a live workshop or webinar where you teach and offer your course. Now, this means that you're going to have to run this live workshop or webinar regularly, whether it's every week or every two weeks. I encourage you every week if you're just getting started because you want to learn as much as possible about your customers. You want to have as many reps as possible delivering this workshop so that you get better and better and have a polished delivery, all that stuff. There's a bit of work here, but you're getting the chance to sell your online course every single week. So think of it this way. Let's say you get a hundred people on your email list every single week. That means after four weeks, that cohort of a hundred people that joined that week will get an invite to the webinar. Let's say half of them attend. 50 people come to the webinar. Those people get exposed to your course into your training. The reason why this works is because this system builds trust over time, making it easier for your audience to commit to your course because they've been on your list for a while, they've gotten some great content, and now they're interacting with you in the workshop. The other thing is that the live workshop allows you to connect directly with potential students, answer their questions, address their concerns. This again gives you a chance to build that rapport and trust and also learn about your customer, like I mentioned, so you can build a better product.