How To Attract More Of Your Best Clients By Selling Low-Cost “Mini Courses” With A Simple & Proven Sales Funnel

What if there was a way to get new paying customers into your pipeline every single day without having to do much ongoing work or promotion?

That’s what you want right?

A way to generate not just free leads but actual paying customers on autopilot so that you can upgrade them into your next level coaching programs.

I’m going to show you a proven way to get highly qualified leads in the door by selling them a simple mini course for less than $50.

I’m also going to show you the best way to nurture and upgrade them into your higher level programs.

If you want to build a customer list versus a bunch of freebie seekers and you want a way to use paid ads practically for free, then read on…

Step 1: Your Proven Process

Before we can go any further, you first need to define your proven process for securing results for your clients.

In other words, what are they struggling with right now and what is the dream outcome they hope to achieve.

What Are Your Prospects Struggling With Right Now?

Fun Fact: People only pay for things when they have a problem they hope it will solve.

Therefore, the best place to start is by defining all the things your prospect is struggling with right now.

For example, let’s say you’re in the mens dating niche. Here are some examples of things they could be struggling with right now:

  • Their appearance or style is lacking
  • Struggling with using online dating apps
  • Struggling to get dates
  • Their conversation abilities are lacking
  • Don’t know how to approach women
  • They suck in bed
  • Can’t dance very well
  • You get the picture!

Ultimately, your job as a coach is to help them solve these problems for a profit.

What Is Their Dream Outcome?

Put simply, the dream outcome is what they will have once they have overcome all of the struggles mentioned above.

It’s also the thing you are selling as a coach or course creator.

Using the mens dating niche again, here are some examples of outcomes/results a prospect likely wants:

  • Easily securing dates with attractive and interesting women
  • Women are finally paying attention to them
  • They’ve found their dream partner and have started a long term relationship
  • They feel more confident and this is spilling over to other areas of their life

If you were to have a conversation with a prospect and you asked them if this is what they wanted, they would likely say yes to many of them.

Your proven process is the vehicle that takes them from their current struggles to their dream outcome.

Creating Your Proven Process

The easiest way to think about this is to imagine a journey from one destination to the other.

Along the way, there are a series of roadblocks that are preventing someone from continuing their journey towards their destination.

The roadblocks are the main struggles we identified earlier:

  • Their appearance or style is lacking
  • Struggling with using online dating apps
  • Struggling to get dates
  • Their conversation abilities are lacking
  • Don’t know how to approach women
  • They suck in bed
  • Can’t dance very well

Your job is to look at these and identify the major struggles you can help them overcome in a simple process that will eventually be taught inside your programs.

Here’s a simple example of a proven process using the mens dating niche:

  1. Upgrade your style (both physically and online)
  2. Prospecting for dates (using online dating)
  3. Securing dates (using online dating)
  4. Dating performance (how to perform on dates)
  5. Sealing the deal (🍆)
  6. Building a relationship (long term)

Now we can simplify this even more into single words that describe each step of the proven process (bonus points if you can keep them all to the same letter):

  1. Style
  2. Search
  3. Secure
  4. Setup
  5. Seal
  6. Sustain

And just like that we have ourselves a 6 step proven process that we can use to model for our courses and coaching programs.

Step 2: The Mini Course

Now that we have a proven process, creating a mini course is easy.

It’s broken down into 2 parts:

  1. The lessons
  2. The bonuses

The Lessons

Keep in mind that this is supposed to be a mini course that we’re selling for less than $50 so you don’t want to overwhelm people.

Here’s are the rules for creating a mini course

  • Do NOT create modules
  • Create ONE lesson for each of the steps in your proven process
  • Teach the “what” and the “why” of each step
  • Have them complete ONE small action item at the end of each lesson

Using the same mens dating example, the mini course would therefore only consist of 6 lessons.

The purpose of the mini course isn’t to deliver all the instructions to help someone achieve the dream outcome, but instead to show them what each step looks like and why they’re important.

In other words, the mini course is designed to kickstart the momentum and to show off what you have to offer.

The Bonuses

Along with the lessons, it’s important to come up with 6-8 bonus resources to include with their purchase.

These are NOT additional courses or lessons, but instead things like:

  • PDF guides (short)
  • Templates
  • Trackers
  • Lists (eg. shopping list)
  • Swipe files
  • Audio recordings
  • Worksheets
  • Scripts

This is your chance to get creative and come up with at least 6 bonuses to include with your mini course.

If you weren’t create any bonuses, expect conversion rates to be extremely low.

Where To Host The Mini Course

You’ll see why this is important shortly and so right now we recommend hosting your mini course inside a private Facebook group using the “Guides” option as shown below…

It’s easy to setup and only members of the group will have access to your training.

Pricing Your Mini Course

Just know that we have tested all kinds of prices and have settled on the fact that once you go above $50, conversion rates begin to fall off a cliff.

Therefore most of our clients will offer their mini course for $27, $37 or $47.

Step 3: The Mini Course Funnel

Now that you have created your mini course offer and added it to a private Facebook group, the next step is to create the sales funnel.

We use Clickfunnels to create our sales funnels, but you can use whatever landing page builder you like.

The sales funnel is broken down into 4 steps:

  1. The sales page
  2. The order page
  3. The upsell page
  4. The confirmation page

The Sales Page

It’s not a good use of my time to break down all the copy on a sales page, instead here’s a link to one of our mini courses, The Paid Launch Formula™ so you can check it out for yourself.

This is the type of sales funnel we help our private clients create so it’s well worth analysing and using to model for your own.

As a quick breakdown, this is how we structure a mini course sales page:

  • Section 1: The hook/headline
  • Section 2: The pain/struggles
  • Section 3: The story (how your proven process came to be)
  • Section 4: The benefits (3-5 benefits)
  • Section 5: The dream outcome
  • Section 6: The lessons
  • Section 7: The bonuses
  • Section 8: The offer recap
  • Section 9: The guarantee
  • Section 10: Testimonials
  • Section 11: FAQs
  • Section 12: Final call to action

Now if you’re looking at this and thinking, “this seems like a lot of work”, just keep in mind that a sales page is THE most important part of your marketing process.

If your sales page doesn’t convert, then you have no business. So put in the effort you need to create an effective sales page or better yet, hire a professional to do it for you!

The Order Page

The order page is nice and simple. You can see an example by clicking here.

Here’s what you should include on your order page:

  • A list of your lessons and bonuses
  • Your guarantee
  • Optional: An order bump

The Order Bump

This is an optional offer that people can choose to add to their order when checking out and usually looks like the following…

(Order bumps are used to increase the average order value during checkout)

Even though we don’t always use them, we do recommend our clients add them to their sales funnel as they will help to increase the average order value.

The best strategy is to take your best bonus from the mini course offer and instead of giving it away for free, turn it into an order bump and charge $17 or $27 for it.

The Upsell Page

Next comes the upsell page where you’re going to make a one time offer for something a little higher priced.

This page is seen directly after they place their purchase.

You have a couple of options on what to sell here:

  • 1:1 coaching session
  • Done-for-you service or templates
  • More in depth online course
  • Physical product

So whereas the mini course focuses more on the “what” and the “why”, if you were to sell an online course as the upsell, this would be a more extended version that teaches the “how” as well.

As far as pricing goes, you can play around with it a little.

We found that an upsell offer for $97 and $197 both converted around 20% of people going through the funnel. Once we went above $200, conversion rates dropped down to 10%.

Every market is different, so feel free to test different price points for your upsell offer.

Also remember, this has to be a one time offer, therefore the normal price should be higher than what you are offering them in the funnel.

Prospects will have the option to NOT take up this offer as well.

The Confirmation Page

Finally we get to the confirmation page where onboarding new clients begins.

We always include a welcome video that congratulates them and reenforces the fact that they made a great decision.

It also tells them their next steps which is to request access to the Facebook group so they can start to go through their mini course training.

From here, your job is to nurture your new clients, provide them with more value and ultimately upgrade them to your higher ticket coaching programs.

Step 4: Upgrading Your Clients

Your job isn’t done yet! In fact, it’s just getting started.

The next step is to offer them something beyond just your mini course and so several things need to follow including:

  1. Onboarding and welcoming them to your community
  2. Ongoing support inside your group
  3. Making more offers either through sales calls or promotions

We teach a promotion strategy called The Paid Launch Formula™ that works extremely well in combination with a mini course funnel.

The Paid Launch Formula

The idea is that once a quarter you host a live + virtual bootcamp/workshop, which runs for 3-5 days and where you dive a little deeper into your proven process.

This is a PAID event (again for less than $50) and at the end, you make an offer to your attendees to join a more extended and higher-priced group coaching program.

That’s why it’s important to support your mini course customers inside your group, as they will be extremely likely to want to take part in your paid launch event and then eventually purchase your higher priced programs.

Sales Calls

If you sell 1:1 coaching or a high ticket program, one other strategy is to offer a bonus 1:1 coaching call that comes with their purchase of the mini course.

This call is used to provide your clients with a quick win and if they are qualified for your program, you can move them to a future call where you can make the offer.

What’s great about this process compared to other 1:1 sales strategies is that because people technically pay for the call, they are 3-5 times more likely to actually show up.

They’re also more qualified after going through your mini course.

So if you are struggling to get qualified leads showing up on sales calls, you might want to give this strategy a shot.

Step 5: Marketing Your Funnel

The last step is to drive traffic to your sales funnel and for this you have a lot of options:

  1. Organic social media (Instagram, Facebook, Tik Tok, etc)
  2. Content marketing (podcasts, Youtube, blogging)
  3. Paid traffic (FB, Youtube, Tik Tok, Linked In)

Scaling Fast With Paid Traffic

Probably the biggest benefit for creating a mini course funnel is that when you get it right, it can immediately pay back your ad spend allowing you to quickly scale up.

So for example, let’s say each customer you get from your mini course funnel is worth $80.

This means you can spend up to $80 to get a new customer without losing any money on ads.

And remember back to step 4, where the goal is to get prospects to upgrade into your higher priced programs.

In essence, if you have a way to get customers for free using ads and you know that many of them will upgrade to your other offers, you’ve basically built yourself your own personal ATM 😀

Okay, okay it’s not that simple and it probably won’t happen immediately, but with some simple tweaks that drive up conversions, you can create yourself a customer machine with tour .

Thanks for reading.

If you're a coach or course creator and you're struggling to find a predictable solution for getting more clients, we recommend starting with our proven crash course called, The Paid Launch Formula™.

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