MBA1775 Q&A Wednesday: I have many courses but none of them sell. Help!

Let me tell you about Intuit QuickBooks. When I was starting out my business, I remember sitting at my desk late at night not working on my business but cleaning up numbers, tracking and reconciling payments and wondering how this became my life. But once I automated the admin side of things of my finances, those nights had disappeared and I felt a whole lot better. Outdo it with intuit QuickBooks QuickBooks is the trusted end to end solution that businesses rely on for getting paid, managing finances, paying employees, finding new customers and more. QuickBooks provides a team of AI agents and trusted experts, so doing it yourself no longer means doing it alone. Their payment agent gets you paid faster, their customer agent finds leads, follows up and secures more sales, and the accounting agent automates and categorizes transactions. Get your critical business jobs done with QuickBooks on the Intuit platform.

Ready to save on new tech? It's time for Dell Tech Day's annual sales event celebrating our customers with fantastic deals and benefits. Product perks include Dell Rewards, free shipping, premium Support and more. PCs like the Dell 14 with Intel Core Ultra processors will help you do more faster and with a premium suite of monitors and accessories, you can upgrade your whole setup with amazing savings. Visit Dell.com deals.

Hey O welcome to the Hunter. Welcome to the CBNBA Show. Solutions to your business challenges delivered to you every single day with our daily 10 minute business lessons for the real world. I'm your host, your coach, your teacher Omar Zenholm. I'm also the co founder of Webinar Ninja, an independent software company. I started with my partner back in 2014 and today's episode is Q and A Wednesday. If you're new to the show, Q and A Wednesday is the day I answer questions from one of you, one of our listeners. If you have a question you want to ask, just email me over at Omar MBA Net today. Today's question is from Neil and Neil asks. I have many online courses but none of them sell. I would love to hear from you and learn what I need to do to sell more of my courses. Appreciate anything you can offer Neil. Neil, you are not alone. There are many people that create content based products, coaching courses, masterminds, things like that. They're all over their website. They have a plethora of options but they don't seem to convert. People don't buy them. What's going on here? Well, I'll explain and I'll give you a plan of action so you can start moving more courses out the door and get more students into your business. So let's get into it. Let's get down to business.

Does it feel like it's getting really hard to figure out the best way to save for retirement? Fidelity can help you find clarity. So you can save the best way for you. With a free personalized plan, goal tracking and timely insights, you'll be set to take on retirement your way. Get started@fidelity.com future expenses charged by your investments and other costs and fees associated with trading or transacting in your account. Apply Fidelity Brokerage Services member NYSE SIPC.

So Neil has a lot of online courses on his website. He's got lots of options, but none of them sell. This is not uncommon. Many, many, many infopreneurs, coaches, course creators suffer from this problem. And it all stems from breaking the number one rule of sales. And that's a confused mind never buys. When customers have too many options, they don't know what to buy. They don't know what's best for them. They hesitate and they push the decision to buy a course or training off. They just say, hey, I'll think about. They just put it in the too hard basket in their mind. You need to make it simple for them to know which course to buy and this is going to require you to change things up on your website a little bit and it's going to change your promotion techniques. I'm going to suggest you do two big things to start selling more courses. Number one, on the homepage of your website, you need to start qualifying each person that visits so you can direct them to the right course. Your customers are not really sure what they need, so you need to identify that customer. You just say, hey, if you have this problem then click here. And if you offer more than three courses then you need to start with your three best courses. Do not do this exercise. For all your courses you have like five, 10 courses. So you're going to take your top three courses and on your homepage you're going to ask questions to qualify. So for example, you're going to say, are you new to business and are worried about failing? If so, click here to learn more about our Entrepreneurship 101 course, for example. That's one example. So you're solving the problem. People taking the leap into entrepreneurship. The second course might be about pricing their product. Are you launching a new product but you're not sure how to price it? Then check out our pricing perfection course. That's number two. Number three is your business scaling and you're not sure how to build your customer support team. Click Here to learn more about our support system course here. And there's a button. And each of these buttons, each of these questions leads to a separate sales page that sells them that course. But you have to first tell them, hey, this is what you need if you have this problem. Otherwise it's too overwhelming. Now, if you have a bunch of courses beyond that, you can have an all course page that's in your navigation or in your footer. That's fine. And they can go to it if they want, but not front and center where it confuses them, where it overwhelms them. Okay, the next thing I want you to do is you need to make sure you're not promoting all of these courses that you have, especially these three courses. I mentioned the three top courses at the same time. You just can't do it. You need to give it its proper time and attention for each course. So what I suggest is you have an open and close launch for these courses. Many people do this to sell their courses to create urgency. You only open the course, let's say three times a year, and at that time is when you bring in new students and it's closed until the next time you open it. So you might open it for two weeks, then you close it for four months, and then you open it again for two weeks and close it for four months. You get the point. And the reason why you do this is so that you can stagger these promotions. So every couple months you're promoting a new course or a different course with a different enrollment date. That way when you email your mailing list, you're not exhausted by here's another course, here's another course, and here's a sale, and here's an offer, and here's a coupon. They're really only getting promoted a course once every month or two. By focusing on one course at a time and filling those seats one core at a time, it's going to allow you to sell more courses in total. Trust me, this works. People need a reason to buy. And the doors are closing is a reason to buy. Now, a couple more tips on your sales pages, in your sales emails, on your webinars where you sell this course. Stop focusing on what the course includes in terms of modules or lessons or bonuses or number of videos. That really overwhelms a lot of customers. They don't really need to know that. What they really need to know are the results these courses will yield. So if a course is going to yield two or three results, that's all you need to talk about the results. What they're going to gain from taking this course. Who are they going to become after they finish the course? The before and after is really what people worry about. This is really what they're buying. They're buying an experience, a result to sell what they actually want. That transformation, this lowers overwhelm and allows you to really focus on the real value of of your courses. I got more on today's Q and A Wednesday, but before that, let me give love to today's sponsor.

We've all been there. You hold on to a coupon, hoping to cash it in at the store, but then you forget about it and suddenly you've got a mountain of useless expired coupons.

Do you think this one's still good? Free milk?

Oh, mate, that expired in 1993.

Dang it.

Fortunately, there are better ways to save money. Like by switching to Geico, you could save about $900 on car insurance without ever touching a coupon.

Ooh, how about this one? Half off floppy disks.

Now you should try a bit of spring cleaning.

It feels good to save big. It feels good to Geico.

To wrap up today's Q and A Wednesday's question from Neil. He's got lots of courses. He doesn't know what to sell or why they're not selling. Well. My advice to you is just focus on simplifying the process. Don't overwhelm your customer. Give them a few options on your homepage by describing the pain or problem and then giving them a link to a more detailed sales page where they can learn more. Focus on the results and do open and close launches for each of these courses so you're not constantly promoting all your courses all the time, which causes overwhelm. I highly recommend you use video as much as possible. Video is one of the best ways to sell videos on your sales pages. Using webinars live video, answering questions and selling live to address particular problems. And also it's a chance for you to show your expertise and what a great teacher you are. You can coach them live right there with a webinar Shameless plug if you want to use the software to do that. I'm the founder of Webinar Ninja over@webinarninja.com thanks so much for listening to the 100 NBA Show. Remember, if you have a question you want to ask here on Q and A Wednesday, just email me over@omar00mba.net make sure you smash that subscribe button on whatever you use to listen to podcasts by subscribing to the $100 MBA show, you not only get our next episodes automatically, but you also subscribe and get access to over 1700 episodes in our archives. Go ahead and do that right now. Before I go, I want to leave you with this. The more complicated your business is and your sales cycle is, the harder it is for you to tweak it, to improve it, analyze it. You want to keep things simple so not only you but your customers can follow through and make it happen. Thanks so much for listening and I'll check you in tomorrow's episode. I'll see you then. Take care.

Of Foreign.

Coupon but forget about it and suddenly it's Expired.

Expired in 2012.

Dang it.

Fortunately, by switching to Geico, you could save about $900 on car insurance without ever touching a coupon.

It feels good to save big. It feels good to GEICO.