Course vs. Membership - What To Sell? On-Air Coaching with Sarah Wallace

Learning about yourself is one of the most useful things you can do for showing up in your life and business. It's time to take yourself off autopilot to understand who you really are, what you want, and where you want to go. Your very own Sales Maven, Nikki Rausch, is here to offer tips, techniques, and strategies to master your sales conversations. Discover methods to place yourself in the position to thrive in business and produce true value for your audience. Today, hear a detailed comparison of launching a course or membership as a group offer for your business on this episode of the Sales Maven Show. Sarah Wallace shares her questions in this On-Air Coaching Call as a Sales Maven Society member wanting to refine the group offer she will build for her ideal clients. Sarah is an Enneagram Business and Life Coach who helps her clients and students enhance their visibility, messaging, sales, leadership, and overall quality of life by creating specific strategies that align with their personality, values and goals to become more life giving and less soul sucking. She is also the host of Enneagram MBA podcast, where she continues to explore the many ways people can package and market themselves based on their enneagram. The Enneagram differs from the Myers Briggs or StrengthsFinder assessments in the sense that the Enneagram identifies the motive behind behavior, and how that can shift depending on life and emotional context. Sarah plans to deliver her high value expertise in the form of a group offer to really build a community. In this conversation, Nikki uses her own experience with courses and membership to illustrate the pros and cons of either offer.  Both courses and membership rely heavily on the type of audience an entrepreneur builds. Listen to Nikki explain how to set an offer for a built-in audience, how to match pricing to audience behavior, and the power of setting expectations to avoid burnout. Audiences are built through content and engagement, so Nikki and Sarah get deep into topics around content creation, content repurposing, and forming a good convincer strategy. Nikki wants to invite you to join the Sales Maven Society, don't miss this opportunity for you and Nikki to work together. Bring your questions, concerns, sales challenges, and she provides answers and guidance to boost your confidence. Join the Sales Maven Society here, click add to cart, and then checkout and use coupon code: 47trial to get your first month for $47.00!   In This Episode: [00:42] - Welcome, and thank you for listening! [02:22] - Sarah Wallace explains the purpose of the Enneagram, and how this assessment is different from other popular personality tests. [04:01] - On a day-to-day basis, people's tendencies shift. How can knowing this be used as leverage? [06:20] - Sarah describes why self-awareness is the key to unlocking your best self. [08:03] - Listen to Sarah explain why knowing your Enneagram can influence and drive action. [10:30] - Nikki shares her struggle with being on video, and her work around to get herself to deliver content on video. [12:18] - Sarah provides service by working with clients 1-on-1, speaking engagements, and attending workshops. What does she want Nikki's insight on?  [14:12] - Nikki starts off by giving the pros and cons of courses, which is what she started with in her own business. [15:43] - Teaching a course before launching a membership helps to develop a built-in audience. [17:20] - What should entrepreneurs pay attention to when formulating pricing for a membership offer? [19:10] - Throughout the years, Nikki says the quality of the Sales Maven Society community increased alongside the price. [20:59] - Nikki breaks down why launching a membership increased her revenue, and how it connects to her other offers. [22:47] - Nikki talks about the convincer strategy. Audiences often need exposure to an offer multiple times before they commit. [24:23] - Nikki and Sarah explore the platform that podcasting gives entrepreneurs. [26:31] - Sometimes having a smaller offer lowers the resistance for audience members to start engaging with offers. [29:22] - Where is the balance for creating new content and repurposing content for membership groups? Nikki shares her strategies for creating content for the Sales Maven Society. [31:38] - Nikki says that entrepreneurs don't need to stress over the amount of content they create. What are her suggestions on curating content? [34:04] - When creating content for group offers, be prepared to say the same things over and over again. [35:53] - How does setting expectations help entrepreneurs avoid burnout in membership offers? [38:48] - What are Nikki's thoughts on alumni memberships? [41:47] - Nikki and Sarah talk about providing offers to keep members active, then discuss the idea of members coming and going in cycles. [44:42] - Nikki suggests the next steps for Sarah to launch her group offer. [46:45] - Membership offers contain more work than people think. What did Nikki do to make it easier? [49:07] - Sarah speaks highly of the network in the Sales Maven Society, and talks about her experience taking a training that changed her approach to coaching consultations. [51:59] - You can find your Enneagram type and a dedicated workbook through Sarah's resources. [54:50] - Thank you for listening. Nikki is so grateful you are here! Find Nikki: Nikki Rausch [email protected] @yoursalesmaven Facebook | Twitter | LinkedIn | Instagram Sales Maven Society To download free Resources from Nikki: www.yoursalesmaven.com/maven   Find Sarah: Sarah Wallace  Enneagram MBA Podcast   LinkedIn | Instagram Find your Enneagram type guide:  https://www.sarahlynnco.com/enneagramtypes