PODCAST - The New Way to Sell Online Courses (How to Create Exponential Value for Your Business & the World)
===
[00:00:00] Learning Transformed is brought to you by E-Learning Partners, your guide to designing transformational learning experiences in the age of ai. For millennia human intelligence was the highest form of intelligence on earth. Until now. Hi, I'm ai. I can process more information in seconds than any human in a lifetime.
This shift raises not only practical questions about the future of learning, but existential ones about the meaning of human life, growth and evolution
on this podcast hosted by me. Johnny Ha. We navigate these questions with clarity, creativity, and confidence. As the most adaptable species on the planet, we cannot only survive the rise of [00:01:00] artificial intelligence, but create better human centered, AI powered learning experiences that elevate humanity to a new era of abundance, transformation and meaning
AI is rising. And so are we
Now, let's dive in.
What if you could stop spending hours trying to increase your online course sales one person at a time, and instead serve many all at once while making exponentially more revenue? Yes, we all want passive income, but I would rather spend my time bringing in a $50,000 client. [00:02:00] Than a $500 client.
Therefore, I invite you to stop selling one to one. Start selling one to many. Now, today I'm gonna share with you how to turn your $500 course offer into a $50,000 offer serving hundreds of people. But first I want to go through why selling one to many is just better than one-to-one exponentially better, and it all starts with some simple math.
Would you rather. Have one sale equal $50,000 or a hundred sales. Equal $50,000. Well, there's [00:03:00] nothing wrong with still offering your courses on a one-to-one basis. It is exponentially more valuable to who you are selling it to if you are selling a $50,000 offer versus a $500 offer. A hundred times and it comes back to compounding impact.
In this case, a hundred sales at $500 a pop. These could be a hundred completely different people. Well, we're talking about one sale here at 50 K. This could be one company purchasing your program for a hundred of their employees. Now this is what I help my Enterprise Learning Accelerator partnership clients do is create not only a one-to-one strategy where we focus on getting a hundred sales, a thousand sales, tens of thousands of sales a [00:04:00] year on a one-to-one basis by setting up an automated email funnel that really only needs to be five emails long, and then we focus the rest of our efforts.
I am making $50,000 from one sale instead. Let me ask this another way. Would you rather get paid 50 K for one sale
or $500 for one sale? This is literally. A hundred x the return, and it's still. One sale. Now, I know a lot of you out there are mission-driven entrepreneurs and mission-driven businesses, and I partner with mission-driven business owners like you. And I know that you're probably saying right now, well, [00:05:00] Johnny, I'm not in this for the money.
I just want to impact as many people as possible. Well, in that case, I am gonna ask this question another way. Would you rather have one sale serve one person, or would you rather one sale a serve a hundred people or better yet. One sale serve a thousand people. Oh, Johnny. Well that makes sense. Yeah, it does.
One of my VIP coaching clients, Mario, he runs a company called Sell Assault Wellbeing for All, and his flagship program is called the Support [00:06:00] Over Suicide Program. And his goal, his three year impossible goal is to half the global suicide rate in three years or less. In order to do that. What do you think?
Would it be easier for him to focus on selling one to one? So one sale equals serving one person, supporting one person to support others, and the fight to saving lives from suicide. Or if he made one sale to a thousand people. Do you think there would be exponentially more impact there? Do you think that it'd be easier to half the world suicide rate by focusing on selling one-to-one or one to many?
And really one to a lot of many a thousand people, a hundred people, [00:07:00] minimum at a time. Same thing for you and your business. If you have a mission driven business like Mario, you can create exponentially more impact by focusing on selling one to many than one to one. And I'm gonna show you exactly how you can turn your $500, your $200, whatever it is.
Online course into an offer serving a hundred or more people in just three simple steps. Step one, take whatever you're selling now and multiply it by a hundred. Let's say that your program costs. $347 to sell one-to-one like my VIP coaching client Mario offers for his SOS program. It's also very similar to the pricing for my other clients, Scott over at Geo Tool Prices, his one-to-one course sales app.
But [00:08:00] Scott and Mario. Both know that they can have greater impact in the world and make more income for their business by creating packages of selling one to many instead of just one-to-one. So this is the one-to-one offer. Now, if we take this and we multiply it by a hundred, we're looking at approximately $35,000 or 34.7 k.
So this is where we start when we're thinking about, okay, what can. A bulk purchase offer that I offer direct to businesses, to organizations look like, well, if you have a $347 course, then your starting point is somewhere around 30 5K. If you have a. A hundred dollars course, then [00:09:00] you're looking at a starting point somewhere around 10 K for one to many.
If we're looking at my example of $500 course where I've started integrating these one to many offers, then we'd look at somewhere around 50 K. So what this does is this is gonna give us a ballpark of what a B two, B one to many offer can look like. Now, I highly recommend that you give companies a couple different options.
So I also invite you to multiply by a thousand. So when we multiply by a thousand, we're gonna get approximately 350 K for one to many. And this is a lot of many. I call this a lot of many. Then we're gonna get. Multiplying a hundred times a thousand. We're [00:10:00] gonna get a hundred K and then 500 K. This is your lot of many offer.
We have our one to many. We have our one to a lot of many. Now I want you to write down these figures. Your course price times a hundred, your course price times a thousand. Write down these two figures and let's move on to step two where we are going to now package this for a B2B audience. Step two, add additional benefits.
To support the organizations and the businesses that purchase your courses in bulk. Now, these benefits are similar to when you're selling one-to-one. You know how we layer in bonuses? Well, if you haven't ever sold one-to-one before, what we typically do is we have a one-to-one offer and [00:11:00] we have various bonuses like bonus one.
Two and three that you get by purchasing the offer? Well, it's similar when we're talking about selling one to many and one to a lot of many. But we need to think about, instead of what these bonuses are that are very attractive to individuals, we need to think about this organization just purchased a hundred licenses.
How can we make it. Simple for the organization to now get these licenses, get these certifications, get these courses, whatever you're selling, these learning experiences, how do we make it easy for them to get these licenses to their employees or whoever they're purchasing for? This could be you going into the business and offering a.
Onboarding day, which should probably be called [00:12:00] something different than an onboarding day. It could be you going into their business and offering a one to two hour workshop, a live workshop where you teach some of the principles in the courses. The point is you need to add something. That makes it easier for the business to integrate what they've just purchased into their company.
This could also be. Offering a discount. What I like to do is offer a discount at a hundred licenses and at a thousand licenses, and I'm not talking about a huge percentage. I'm talking about a small percentage that ends up being huge savings when you multiply it across a hundred people, a thousand people, so even a five to 10% discount.
Is huge. Maybe if someone buys a thousand licenses, you're more [00:13:00] in the 10 to 20% range, but you don't really need to go above 20%. Really giving the bulk discount is just added incentive for the business to purchase your course and to train all of their people. For Mario's case, this is how. We get global saturation to decrease the world suicide rate is by selling one to many and one to a lot of many, and giving the organization incentive to purchasing our program.
This could also be what I do with my high ticket program where I bundle multiple courses, so it's not even just one course, it's multiple courses that the teams get access to. So. This is the second part is what are the added additional benefits that you can add to your offer that makes it a no brainer for the business, the [00:14:00] organization to purchase?
Maybe you're selling to universities. What challenges do they have now that they've purchased your program to actually get value out of it for their business? That is what the added benefits should be to overcome. Any challenges they have, getting people to take the program that they've just bought a hundred or a thousand licenses of.
Step three, set up two, one to many offers. On your website and update your email sequence. This means that if you already have a website set up and you have a landing page set up selling your course one-to-one, you need to add two additional offers to that page. Add an offer selling a hundred licenses, and an offer selling a thousand licenses.
So we still have the one-to-one, [00:15:00] but then we also have the one to many and the one to a lotto many. Now Johnny, I actually don't have a website yet, or I don't have a landing page selling my course at all. Well, that is completely okay. What you need to do then is build a landing page to sell all three of these offers.
Your one to one. You're one to many, and you're one to a lot of many. Also known as one to 101 to a thousand. And if you don't even know the right software to do this, I highly recommend that you check out a software called Kajabi. I run both of my businesses using Kajabi, my s and p 500 client costars using Kajabi.
Execute this exact strategy. My VIP coaching client, [00:16:00] Mario, is using Kajabi, executing this exact strategy along with 50 other clients of mine. And to make things really simple for you, what I've done is I've created my Kajabi Made simple online course. So what you're gonna be able to do is grab your free trial of Kajabi in the description below this video, or if you are listening to this as a podcast in the show notes, or go to e-learning partners.com/kajabi to grab your free trial and your free.
Kajabi made simple online course so that while you are testing out Kajabi with you and your team, I am going to guide you step by step how to get everything up and running so that you can start making money before you even start paying for Kajabi. And then once you start paying for Kajabi, I'm gonna give you my platform to profit strategy session where I sit down with you and your team to maximize the value of Kajabi to make sure that you and your business are getting ROI.
As quickly as possible from your [00:17:00] investment. Now, if you aren't sure if Kajabi is the right fit for you, that's why I have my e-learning platform finder built around saving you and your organization five to 200 x on your technology investment. Over the years, I have found that organizations tend to overspend on technology egregiously.
I've seen many spend 50 K all the way to a million dollars a year. While you should be spending a fraction of that and with my e-Learning platform finder in a matter of seconds, you're gonna answer a few really quick questions and I will match you with the perfect E-Learning platform. And just like if you decide that Kajabi is your perfect platform, I am going to do the same thing that you get if you just went with Kajabi.
I'm gonna give you an extended free trial of whatever platform that you get matched with. I'm gonna give you that free made, simple course on how to step by step, set everything up on that platform, and then once you start paying for the platform, I'm gonna [00:18:00] give you my platform to profit strategy session so that you and your team are getting ROI as quickly as possible using that platform.
I also have that linked in description below on this video on YouTube or on the show notes if you're listening to this as a podcast. Or go to eLearning partners.com/e PF to get matched with the best fit platform for you and your business today. So once you get your three offers set up, then what you're gonna wanna do is.
Update your email sequence, which you can also create automated email sequences in Kajabi. And if you don't have an email sequence, then really you just need a five email sequence that automatically sells your course. And how do we get people in that email sequence while we give away a freebie? Just like I just did my freebie is my Kajabi made simple online course and my e-learning platform finder.
I have many more as well, but that is how this works [00:19:00] when we're selling the one-to-one model, and that's how we create passive income is you have a free. Gift. This puts your learner into an automated email sequence, which I just told you, needs to be five emails, and then they ultimately get offered your courses or your products.
I offer all of my offers in my automated email sequence. This could be your courses one-to-one. One to many and one to a lot of many. Well, you can do all this in Kajabi, and you want to say in your email sequences, so if you already have an email sequence, you need to update it and say why a business would wanna buy a hundred licenses.
Why a business would wanna buy more than one line. Sense because the great thing with Kajabi too is with [00:20:00] your one-to-one offer, you can set it up so that they can purchase 25 if they want. So our one-to-one offer is gonna have it listed at let's. Use easy numbers, a hundred bucks. The one to many is gonna be at 10 K, and the one to a lot of many is gonna be a hundred K.
Well, Johnny, what if someone only wants 25? Great. We're gonna make it so that people can buy 25. They open up the one to one offer, they click up like, I wanna buy 25. Or maybe they want to buy 22, and it's gonna multiply this times 22, and you're gonna get. $2,200. We can do the same thing with the allot of money.
We can make this so someone wants to buy 200, great. We'll multiply this by two and they're gonna get 20 K worth for 200 people. Same thing here. They can buy 2000. We get 2000. You can set all this up in Kajabi and with my Kajabi made simple online course. [00:21:00] Now, the reason why we do this is because we not only want the individual to still be able to purchase.
A course from us, but we also want businesses to be able to purchase courses through us as well, and we want to start planting the seed that we offer bulk purchase options for businesses and other organizations. Here's how we do it. At CoStar. At CoStar, we have three different learners that we serve. The first.
Students. Second is professors, and then we also serve professionals or industry professionals, and we have different price points for each of these. For students, it's gonna be discounted from professionals and then professors we actually offer for free [00:22:00] because professors are doing most of the bulk purchasing.
For students. We have professors set up one-to-one and one to many. 'cause professors are the ones purchasing for the students. Professor will come in with a 170 license purchase. We'll get three or four of those in a month. This is how we create huge impact with CoStar's data analytics programs. Students, we offer one-to-one, and technically they can purchase one to many if they like, but typically it's the professors buying one to many for professionals.
We also have one-to-one and one to many 'cause we'll have a professional go in there, buy a license for themselves, and then they'll buy 20, 30, 40 [00:23:00] for their team. So that's how we set it up. Is you can get it as an individual or for your team, and like I said, professors are free because professors are the ones bringing in the students.
What does this look like for your business? Well, for our SOS program that my VIP coaching client, Mario and I are working on, we have individuals. We have businesses, and the great thing is Mario's, SOS program has become accredited as a option for required trainings that businesses already have to do in Australia.
So now it's just about getting businesses to choose the SOS program. To check the box for the required training in their business. So what [00:24:00] we've done is we have our one-to-one options for individuals, and we have the ability for a selector to go one to many, but then we also have a package of a hundred, and we have another package for a thousand.
So we're covering our bases. If an individual wants to go in and buy multiple licenses, or a business wants to go in and buy multiple licenses, that isn't a hundred, that isn't a thousand, we have that purchase option available. So one to a hundred to a thousand. And we also have individuals, 'cause individuals may also wanna buy a license for themselves and maybe for a friend.
And that brings me to my last example. My enterprise learning accelerator, which if you want [00:25:00] help with any of this that we've talked about today, and you want a e-learning partner in your corner, this is. My e-learning partnership program where just like we've done with CoStar, we have saved CoStar six figures per year, even after paying us on their e-learning programs, increasing their e-learning profit margin by 20% and saving them millions of dollars over time.
Well. How this program works. You can check it out in the description below if you're watching this on YouTube, or you can check it out in the show notes if you're listening to this as a podcast, or go to e-learning partners.com/enterprise to learn more. There are many different things that we do together in order to save you six figures and increase your profit margin.
One of the things that I knew was extremely important for this. [00:26:00] Product that is the best fit for organizations making about $50 million a year. Maybe that's you or that has a half million dollar, $2 million learning unit within the organization is I wanted to offer all of my online courses that I've ever created to all of the employees.
So you'll see that the price point for this program is six figures plus, and yes. Even after paying six figures, plus we save our partnership clients six figures or more per year, and they get a payback of eight months or less from their e-learning investment. Pretty amazing. But what I've done is. All of my online courses, I don't even limit it.
I say, you get access. You and all of your team members, whoever wants it in your organization, gets a license to all of my programs, ephi Academy, a i e-Learning and Leased, YouTube [00:27:00] 2K Blueprint, and any other programs that I've created this. Is amazing value because it gets all of us on the same page. It gets all of us using the same strategies so that when we work together, we are following the same blueprint.
I highly recommend you check out the program and I'll see you in the next episode.
Thanks for tuning in to Learning Transformed Now, if you're designing a transformational learning experience and wanna skip the overwhelm of trial and error. Check out our e-learning platform finder. Just answer a few simple questions and we'll match you with the right platform plus an extended free trial.
And as a bonus, you'll get free access to a course that walks you through building your learning experience on your matched platform. Click on the link in the show notes or go to [00:28:00] www.elearningpartners.com/elearning-platform-finder. I'd also love to hear from you. Leave a review on Apple Podcasts or Spotify or drop a comment on our YouTube channel.
Thanks for listening and I'll catch you in the next episode.
AI is rising and so are.
