4 Steps to Sell your Online Course with 0 audience

hello welcome back to my channel I just finished a conversation that's got me so fired up and I'm so excited to make this video because it totally inspired it so talking to a client who started working with me with zero audience I'm talking no following online no social media followers nothing and we were laughing and reminiscing about when we started working together and him thinking this was gonna be impossible and I look at having no audience as a massive advantage and I know not a lot of people do maybe you're sitting there going is she and I'm not I've just worked with a lot of people and I've been doing this for many years and there are a lot of ways that you can use having zero audience in your favor to grow a really thriving and impactful online course business and just a few examples to give you some real world motivation here a few of my clients who've been able to do just that so Sean helps nurses pass the NCLEX exam and he started with zero and made thirty thousand dollars when he first launched his program Cheryl started from zero with no Tech experience and made thirty thousand dollars with her first course launch for women who want to get into real estate investing and Jeffree started from no audience and no business and scaled to 1 million in 18 months helping men save their marriages I'll drop a full playlist so you can watch those videos in their entirety after you check this out because I do think it'll be really helpful for you to see what's possible when you start with no audience and in this video here's what we're gonna cover number one become a client magnet number two build an audience of buyers from xero number three create a curriculum outline and number four make selling easy before we get into those I do just want to say the reason that I want to share this is because it is so important in the beginning of any business to have some validation that we're doing is actually working if you can relate to that let me know in the comments and give this video a like if this is hitting home for you and you're excited to dig into it so we can reach more people in the algorithm a good way to kind of look at where you're currently at in terms of social media is a really simple equation I'm going to give you an example so I have a client who has about 30 000 subscribers on YouTube and he's generating about three million dollars a year with his online course business no paid ads Etc so if you divide three million by 30 000 that means each of his subscribers is worth technically a hundred dollars now the flip side of that is that there are also people out there who have 3 million followers and are generating you know thirty thousand dollars a year and if you make that equation and you do that math and you divide 30 000 and by 3 million it means that each subscriber is worth one cent so the value of your following is very important to understand because it shows you are you actually able to monetize your following are you monetizing your following and do you have the right humans in your community and in your audience it's not the size it's the quality okay let's get into it number one become a client magnet and this is all about how you show up because when you show up in the right way then you are going to magnetize people to you instead of having to chase down and run after and find all the people it makes it easy to have less relationships and less of an audience and actually do more with that audience so becoming a client magnet starts with something that we actually discussed in last week's video where I was talking about the easiest way and foolproof way to find your Niche and thank you so much for the feedback on that it was awesome it was awesome to see all the light bulbs that went off so what I discussed just as an overview and I wanted to give a real world example of this is we've identified in my business and my team that to build a really successful online course business there has to be three specific factors that you define for who your ideal client is and it has to be very specific in order for you to be able to scale and grow so the factors as a reminder are one ideal client at one specific place on their Journey seeking one specific outcome now I'll show you an example of this because it's pretty incredible transformation one of my clients came in and he was like I think my category I think my Niche is relationships and we work together and this is what it landed on one ideal client ambitious empathetic people who have suffered a breakup that has shattered their self-confidence and self-worth and don't know how to heal themselves move on and feel at peace again one specific place on their journey is have suffered an emotionally traumatic breakup have or actively trying to cut off contact and are seeking ways to heal themselves and then one specific outcome is they can achieve personal freedom and emotional stability so that they can Thrive as an individual create healthy and loving relationships so that they can achieve their full potential personally and professionally so that then becomes really your North Star it keeps you laser focused on who you are trying to reach what they need from you and what you want to be known for and so every single thing you do online needs to reflect that and it starts with when you have no audience it starts with how you're representing yourself on any platform that you might have so let's say you have a Facebook profile you need to ensure that on Facebook your bio states exactly how you help people and the easiest way to do that is what we call the transformation statement so in any platform you have you want to have this very clearly stated in your bio so people know exactly what they can come to you for and that starts to build your Authority even if you are starting with no audience it sets the best foundation so the transformation statement looks like this I help blank go from blank to blank so that that they can blank so all you would do is take those three factors that I just shared and you would fill in the blanks with those three factors you have your one specific ideal client you know exactly where you're taking them from which is the zero state so in this case it was right after a breakup and you know exactly where you're taking them to which is the outcome of having peaceful healthy loving relationships they can Thrive personally and professionally so take a second to formulate that transformation statement and how you help people and who you're helping and it's going to help you create a presence no matter what platform you decide to start with that reflects how you want to create an impact in who you want to serve which is vitally important so now that that's clear the other factor is you need to have a place where people can actually get into contact with you and speak to you that's super important if you don't have that how are you ever gonna attract clients so very easy way to do this is to just simply put a link to book a call with you and this is going to make more sense in a second this is a sales call it is a very intentional way of actually connecting with the right people now a lot of people make the mistake of I need to make a webinar I need to make an opt-in I need to create a funnel before you have any clients in the door or real Clarity on what you're ultimately going to do with your business and the reason that's a huge mistake is because you're putting all this time and effort into something when you don't have true true Clarity on your messaging so it's a massive waste of time and creates all this unnecessary friction in you wanting to start your business and actually getting clients in the door number two build an audience of buyers from xero so no you haven't actually created your course curriculum yet and that's okay because this is where the real secret sauce and magic of how I've created this method actually works and helps people create this incredible starting point for their business to never run out of clients ever again even if you're starting from zero what I mean by this is you kind of want to think about it as you are doing research and development which is a part of any successful business r d and you're doing it at the same time so you're researching who you're serving how you can help them and developing your online course at the exact same time simultaneously and this is the best way to do it and if you look at any successful business in the world they use this exact same process so simply put what you're gonna do is now that you understand who you're serving and how you can help them based on your own experience and story you are now going to find those people because you know who you're actually seeking out so in the example that I provided earlier you want to look at the keywords in those three specific factors so things like breakup things like ambitious empathic professionals where would people like that be hanging out LinkedIn would be a really great option because you're looking at people who are in careers corporate jobs ambitious individuals you also can look in places where people have just been through a breakup or looking for relationship advice so that gives you a container and guidance on where to actually look because you have it very clearly laid out and so this piece is vitally important because you're not selling anything all you're going to do is listen Okay so the reason that you set up the calendar link and you have people book in a call with you is because you just simply want to ask them questions to better understand how you can actually serve them because a massive mistake people make is they think they know everything about what their clients need and you don't you know a lot of it because you've been through it yourself but listening allows people to really give you the information you need to build the best possible program without you having to do all of the leg work and guesswork in building a program that maybe people don't even want the way to do it and this way doing it where you're actually speaking to real humans who match your ideal client factors asking them very specific questions and getting their feedback hand delivers you the curriculum for your program so it makes it really easy to create that curriculum so in a second I'm going to show you examples of how you can find people and I also want to share some of the questions you can ask when you get them onto a zoom call you want to look at them face to face you want to build that relationship with them you really want to listen and so some of the questions to ask are what are your biggest challenges or frustrations with blank example I gave earlier what are your biggest challenges and frustrations since you've been through this breakup and just asking a follow-up question to get to the root of it ask them why what do you mean by that whenever they give you the answer that's going to give you the real goals that you need to best serve and show up for these people the next question is what is your fear about blank what's your fear about being single now what's your fear about relationships moving forward what is life and business look like when you feel like you are emotionally healed and thriving personally and professionally what do you feel like you're struggling with most about blank and then another really great question to ask is if you could wave magic wand and have a perfect solution to what you're going through right now so you could stop the pain and stop the hurt and stop feeling the way you're feeling what would you need what do you think you want and then they're literally going to tell you what they would want inside of a program and the beauty of this is this is essentially building an email list which is the most valuable asset of any online business because you own it and it can't be changed by an algorithm it is giving you an email list from scratch and all you need to do is set up a spreadsheet and plug in each person that you speak to their email address their phone number their full name and if they were a great fit and they match your ideal client factors and if they do there's someone when you have your program ready that you want to go back to and say hey I'd love to let you know but I actually created something based on all of your help and feedback that you provided to me and I think it'd be really helpful for you let's get on another call and this leads to stupidly High conversion rates because you are hand delivering what these people are asking for it's an active generosity and service it's not sleazy selling where you're pushing something people don't want they have told you what they want and need you have created it for them and now you are the solution that they are seeking and the theory and concept behind this is think about anything in business as a relationship and as dating take them out to dinner first you know don't go in for the kill you know what I mean you know what I mean uh it's really important to sit back truly listen take the time show empathy for these people before asking for anything from them when you do this you attract clients that you are so excited to serve for the rest of your life they're dream clients because you took that time to truly build a relationship and to listen to what they need and want instead of just trying to push something at them and that's why we call them Legacy clients so how do you actually do this let me show you a few examples from what we call our ideal client Library so we've actually created this inside of our program so that there's a library of resources and examples for our clients to take a look at for what's worked for everybody to find their ideal dream Legacy clients so here are just a few ideas and examples for you one really simple way to do this is there are so many Facebook groups out there that are full of your ideal clients so this is one example where this woman is in Wildlife photography and she wanted to speak to other women in Wildlife photography and remember she's not selling anything she just really wants to understand how she can best serve and support them so she created a poll asking about the challenges that they face in this career and then anyone who responded to it send them a friend request and then she sent them a private message asking for their help with this project that she's working on to really understand what they're facing in terms of challenges and she ended up getting so many people on the phone and this led to her booking a ton of really deep impactful conversations with women who are her ideal client another creative way is one of our clients was attending an event where a ton of her icas were going to be present so she created a QR code to make it really easy for people to book on her calendar another Facebook poll and a group that's highly targeted for her Niche it was about relationship advice for women and she said coming up from someone that has a history of unhealthy relationships what is one thing that you feel keeps you stuck in unhealthy relationships and she got a ton of votes on this and feedback which gave her great Intel into who her clients are and then allowed her to reach out directly and actually have really deep conversations with them this one is just simply an Instagram story with a poll on it and said would you answer some questions for me everyone who voted yes she ended up sending them a voice note and had these conversations where she was able to ask questions that would help her better understand her ideal client and truly create a relationship and connect with them so the beauty of this is that you're actually creating real human connection and you're listening which is the biggest key to creating a business that's actually going to succeed because you're not assuming what people want you actually know what they want and need and how you can create that very thing for them to create the impact that they need and that you want to deliver and this also teaches you exactly where your ideal humans and clients hang out online and where you can connect with them which gives you a never-ending opportunity to find clients and it equips you to never run out of clients and this doesn't require you you know posting a ton of content or even having a YouTube channel it's about direct human relationships and it's so impactful so efficient and allows you to create the best course you possibly can that people will be so excited to receive from you because you've done the work work to listen to them number three create a curriculum outline so now you've actually done the work internally to understand what is your experience and story and how can you best show up and serve people you know the three factors of who your ideal client is you have your transformation statement so you know how you serve people and how you want to share that and articulate it with people and you've listened and connected with real humans who match that and are your ideal clients and so our recommendation is always to do about 50 of these conversations and some of them are not going to be the best fit but that's equally as valuable because knowing who you don't want to serve is just as valuable as knowing who you do want to serve and what this does is it gives you all the information you need because you know your own personal Zero to Hero you now have matched that and validated it with real human beings by listening to them and you've understood okay if this is the zero point and this is the hero point and these are all the things that these people are asking for and need from me then this is my correct to bridge that Gap because simply put the curriculum of your course is going to bridge the gap between the zero state so your own zero state that matches your ideal client zero State and the hero state they're trying to achieve and it should be the most efficient so streamlined process to get them from that Zero to Hero people don't pay for information they pay for transformation so you want to make the curriculum as impactful and transformational as possible and efficient as possible so that you can get them the results that they're seeking in a timely manner nobody wants to sit there and have 50 hours of content to listen to they want to sit there and get the results that they're seeking and have it be actionable so they can actually get to the other side that they want to get to and Achieve that desired outcome that you're very clear on so that's how you create your curriculum outline you're not going to build the whole course right now because that would be silly you want to basically do the curriculum outline and build it week by week you deliver it in a live setting for the first version of your program because if you build it all out and have that tested with your clients your first clients and they don't like it then you got to redo the whole thing over again so your first iteration of your program should always be done in a live setting so you can test it and get real world feedback and then you pre-package it based on that feedback and you know that it's validated and it worked and you have client results and then you pre-package the whole thing record it turn it into this course that can run on its own and Evergreen and scale to the moon and that's how you set yourself up for Success starting from zero number four make selling easy so you're probably picking up on this by now but when you've really taken the time to do this properly by the time you actually have your curriculum outline done and you know the exact transformation you're delivering and you're ready to deliver it live you then just need to get in contact with the humans that were a perfect match that you spoke to and make the offer to them this is what leads to our clients being able to sell their program and sell out their programs without having an audience on social media and just by building this audience from xero in this way and it's sets them up for success for the rest of time because like I said they know exactly where to find these people so I wanted to actually share an example with you based on what I shared earlier so the person that I mentioned earlier the client who was dealing with people who had gone through a breakup so just for context he joined our program in mid-march and on April 1st he shared this he said when I have been loving the ICA interview so speaking to these ideal clients he said it's been so incredible to connect with real humans with real issues seeking real solution and finding affirmation that what I'm building has real value so that was on April 1st he did the work he talked to his ideal people he listened he led these interviews he asked these questions and within less than a month he was able to start selling his program and on May 26 he did a recap and he said the program topic is self-worth rediscovery roadmap heal and build unshakeable self-belief and confidence he sold 20 units so 20 new human beings 20 clients enrolled in his program before it's even built the price point was a thousand dollars and he ended up generating eighteen thousand dollars and the point I really want to make with this and what I'm trying to get to here is that this person struggled for five years trying to figure out how to monetize his genius Zone and his knowledge online and this is what he said at the end of his recap of launching the very first iteration of his program he said last major takeaway and note for all of those who are frustrated at making content and growing on social I struggled for five years to gain traction lost followers with every post I tried to be an IG model type poster when I first started ugh so embarrassing I'm a model then tried to put on this Persona that I thought people wanted I took a year off then went back to it as just me and what I knew you as you are and your experience and your zone of Genius is what people need you showing up as you is what matters and that's what helps you create this business that is a legacy business that's going to create an impact and an income long after you're gone and this lays the entire foundation for your business to just be able to grow as much as you want it to grow and it's how our clients have been able to grow to multiple six figures a month with their online course businesses with small audiences and no ad spend at all because they know exactly who they're speaking to and their messaging is on point and that's really what matters if your messaging is Broad you're doing everyone a disservice because you're not actually able to reach the people who need you most are you with me I hope this was helpful I hope it shows you that you don't need an audience to build a really successful business and that's really like the last piece of the puzzle you need the right humans you need to know who you're going to serve and you know the impact that you're going to make on them that is what matters if you're at a place where you know you want to do this and you have this message to share and you have an expertise that you can support and help other people with around the world and you want to create a highly scalable online course business click the link below Sunny leonarduzzi.com apply and you can actually speak to a real human on my team and we can see how we can best support you and if you want more on this topic I have a whole playlist on how to create an online course business and make it Thrive so check that out next if you liked it hit the like button be sure to share with somebody who needs to hear this and I will see you in the next video bye

2022-07-09 23:10

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