Are you finding it difficult to sell your online courses or offers right now? Let’s be honest, things have gotten tougher lately, and I’ve been having so many conversations in our community and in my DMs about just how slow things are. 

So what’s the secret sauce to actually making sales? For 90% of us, the answer isn’t in our marketing – it’s in the offer itself. 

Before you go and try new selling tactics or binge on other people’s launch debriefs, let’s look at the basics. Is your offer the right fit for you? Does it suit the life you’re hoping to live, as well as address the needs of your audience?

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Creating the Right Offer

Often we’re told what we should do when it comes to launching a new offer. But in my opinion, should is a dirty word that must be avoided at all costs! Creating something that mimics what someone else is doing isn’t going to work, and ultimately won’t give you what you’re really after for your business. Building an offer that aligns with how you want to show up is the first step in achieving the goals you’ve set for yourself, as well as the longevity you need to continue to grow. 

Case Study

Let’s see this play out in real life. I once had a client who was selling high-priced one-on-one consulting packages. They wanted to create a more scalable offer, but they were feeling burnt out and craved more time.

Here’s why their offer wasn’t working:

• Market Mismatch: Their target market was busy, time-constrained mums. They couldn’t afford the high price point or dedicate the large time commitment required for one-on-one coaching.
• You Mismatch: The offer required them to do sales calls (which they disliked) and deliver the program themselves (draining their time).

This mismatch between their offer and both their market and themselves was leading to slow sales and frustration.

The Fix: Aligning Your Offer with You and Your Market

The good news is, we were able to help this client create the right offer that was a win-win. Here’s how we did it:

• Understanding the Market: We dug deep to understand the specific needs and preferences of their target market. What were their biggest pain points? How much time and money could they realistically invest? How did they prefer to learn?
• Understanding You: We also focused on getting to know the client – their strengths, their dislikes (like sales calls), and their goals (like creating more free time).

The Result: A Win-Win Offer

By considering both the market and the client themselves, we were able to create a lower-priced, more leveraged program that fit everyone’s needs.

So, have a think about what you really want for your business. How do you like showing up? How do you like to sell? There’s no wrong answer here, and once you figure out how to tweak your offer to maximise your time, energy and joy, you’ll be on the right track to seeing your online sales grow.