The $100 MBA Show - Episode MBA2597 Q&A Wednesday: How Do I Sell More Online Courses?
Release Date: March 12, 2025
Host: Omar Zenhom
Introduction
In Episode MBA2597 of The $100 MBA Show, host Omar Zenhom delves into a pressing concern for online course creators: "How Do I Sell More Online Courses?" Drawing from over two decades of entrepreneurial experience, Omar provides actionable strategies to enhance course sales through effective sales systems. This summary encapsulates the key discussions, insights, and conclusions from the episode, enriched with notable quotes and timestamps for reference.
1. The Necessity of a Sales System
Omar begins by addressing a common misconception among new entrepreneurs: relying solely on marketing to drive sales. He emphasizes that while marketing attracts potential customers, a robust sales system is essential to convert leads into paying students consistently.
Omar Zenhom [01:02]:
"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."
He underscores that every successful business employs a sales system, which educates the audience, builds trust, and creates urgency, facilitating informed purchasing decisions.
2. Three Proven Sales Systems to Boost Course Sales
Omar introduces three distinct sales systems, each tailored to different business needs and resource availabilities:
a. Live Launches
Overview:
Live Launches involve opening course enrollment for a limited period (typically 7-14 days) and creating a concentrated marketing campaign around this window to build excitement and urgency.
Key Components:
- Enrollment Window: Restricts sign-ups to specific dates.
- Marketing Campaign: Focused efforts to generate buzz.
- Live Workshops/Webinars: Engage directly with potential students, build trust, and present the course offer.
Advantages:
- High Conversion Rates: The scarcity and urgency drive more immediate sales.
- Focused Effort: Marketing and sales activities are concentrated during the launch period, allowing time for other business operations afterward.
Challenges:
- High Effort: Requires significant preparation and execution during the launch window.
- Potential Anxiety: Concern over not meeting sales targets during the launch.
Omar Zenhom [03:30]:
"Live launches are like a grand opening. You're making a big splash. You're giving people a reason to act."
Real-Life Example:
Omar references his own upcoming live launch for the "Hundred Dollar MBA Program," highlighting the effectiveness of this approach.
b. Ongoing Sales Process
Overview:
This system keeps the course perpetually available while guiding leads through a structured sales funnel, nurturing them over time before presenting the course offer.
Key Components:
- Lead Magnet: Attracts leads to join the email list.
- Nurturing Sequence: Delivers valuable content over several weeks to build trust.
- Regular Webinars/Workshops: Invites leads to live sessions where the course is presented.
Advantages:
- Consistent Sales Opportunities: Regular webinars provide continuous chances to convert leads.
- Trust Building: Ongoing engagement fosters a stronger relationship with potential students.
Challenges:
- Steady Effort Required: Necessitates regular hosting of webinars and maintaining engagement with leads.
Omar Zenhom [07:45]:
"Consistency is key. If you show up regularly, run your regular webinars, whether it's every week or every two weeks, your audience will too."
Insights from Experience:
Omar shares his success with Webinar Ninja, where weekly webinars not only built trust but also accommodated varying customer readiness levels, ultimately increasing sales over time.
c. Evergreen Launches
Overview:
Evergreen Launches automate the sales process, allowing new leads to enter the sales funnel at any time with personalized deadlines, facilitating continuous enrollment without the need for live events.
Key Components:
- Automated Funnels: Utilize tools like Deadline Funnel to set individual enrollment deadlines.
- Pre-recorded Presentations: Present course offers through automated videos.
- Redirect Pages: Manage expired offers seamlessly.
Advantages:
- Scalability: Allows for an ongoing sales process without the need for constant live interaction.
- Time Efficiency: Reduces the demand on the creator's time by automating the process.
Challenges:
- Lower Conversion Rates: Lack of live interaction can reduce the effectiveness compared to live launches.
- Technical Implementation: Requires setting up and managing automated tools correctly.
Omar Zenhom [09:50]:
"Evergreen launches are a sell it and forget it type of approach. But remember, automation doesn't replace authenticity and live interaction."
Best Suited For:
Omar recommends Evergreen Launches for low-cost courses (e.g., under $200) where ongoing, automated sales can effectively complement higher-ticket live launches.
3. Choosing the Right Sales System
Omar emphasizes that the optimal sales system depends on individual business styles, needs, resources, and goals. He encourages creators to align their sales strategies with their unique circumstances to maximize effectiveness.
Omar Zenhom [16:30]:
"You want to pick a system that matches your style, your needs, your resources, and your goals."
Key Takeaways:
- Live Launches offer high rewards but require substantial effort and commitment.
- Ongoing Sales Processes provide consistent opportunities to convert leads but demand regular engagement.
- Evergreen Launches offer automation and scalability but may sacrifice some conversion potential.
Conclusion
Omar Zenhom wraps up the episode by reiterating that having a clear, effective sales system is crucial for selling online courses successfully. He encourages course creators to educate their audiences, build trust, and guide potential students through informed purchasing decisions rather than relying solely on pushy sales tactics.
Omar Zenhom [17:00]:
"Sales isn't about being pushy. It's about guiding your audience and helping them make the best decision for their needs."
By implementing one or a combination of the discussed sales systems, entrepreneurs can significantly enhance their course sales, leading to sustainable business growth.
Additional Resources
For listeners seeking to deepen their understanding and apply these strategies, Omar invites them to engage with the show's resources:
- Newsletter: Sign up at 100mba.net to receive weekly actionable advice.
- Upcoming Live Launch: Participate in the free three-day training for the "Hundred Dollar MBA Program" by joining the email list through any available guide or template on the website.
Final Thoughts
Episode MBA2597 offers a comprehensive guide for online course creators striving to increase their sales. Omar Zenhom's insights into live launches, ongoing sales processes, and evergreen launches provide a versatile toolkit adaptable to various business models and personal preferences. By adopting a suitable sales system, entrepreneurs can move beyond mere marketing efforts to achieve consistent and scalable sales growth.