Live Launch and Offer Audit for Online Business Owners

Hey Friend!

Have you ever wondered what it’s like to be a Stef Gass student? Wonder no more. I’m taking you behind the scenes of a spotlight coaching call with my Podcast to Profit students. This is the place where my students come when they are ready to uplevel, optimize, have a paid offer that converts, do their own live launch, bootcamp, workshop, and get the help and support they need to really get to that next level.

I am bringing you behind the curtain of a call where I helped my students dive into a live launch strategy. What are you launching? What are the paid offers that you are bringing to the table? I also talked to a few ladies about how to refine their coaching offers. This is really a super powerful coaching interview that you should read if you are serious about monetizing your podcast, and growing a really successful and fruitful business in less time.

How to Decide on Your Live Launch Coaching Paid Offer

Stef: Ms. Lara, how are you?

Lara: I’m doing really well. Thank you. 

Stef: Lara’s podcast is Master Your Metabolism After 40. We are going to be talking about pricing her paid offer. I see that you have two offers, so let’s see what’s really working for your audience, and if we have any consolidation opportunities.

Lara: Perfect. I’ve been working very consistently with women and getting them the results they want. They are in perimenopause and they want to lose weight. I have a system and a program with two levels of support that I currently provide. Both of them are guided coaching with pre-recorded videos.

Next, I develop a plan for them whichever level they are in. One level is group based, and the other more 1-on-1 focused. In both, I do a thorough intake, they do blood work, hair tissue tests, etc. I sit down on a call with them and develop a plan.

Stef: How are they selling? The group coaching vs. the 1-on-1? 

Lara: Fifty-fifty. I had four people sign up last month through the podcast. Two signed up for the group and two of them for 1-on-1. 

Stef: What if the group coaching was the entry point? Everybody comes into group coaching (maybe lower the price of the group coaching offer to $997 or $1500 something like that) and then the 1-on-1 one is an upsell at the time of checkout. We have to have enough price difference where it’s a no brainer to come into the group. What are your thoughts on having the coaching be an upsell opportunity inside the group coaching program?

Offer 1-On-1 Coaching as an Upsell With Your Live Launch

Lara: I would be okay with that. I don’t want to turn people away because I have a heart to help them. 

Stef: You’re not going to turn them away. Let’s say someone reaches out to you and says that they heard on an old episode that you did 1-on-1. You can say that you do but you would encourage them to join the group coaching so they can have a community connection. You just redirect. 

Lara: I was thinking about offering the DIY course as well. 

Stef: I would discourage that because I feel like that’s a big distraction for you right now as you are trying to scale the one paid offer that you are already selling. Let’s get ten people a month on this program and just live there. I don’t think you’ll need a DIY course because you are selling a $2,000 offer. The next step for you will be making this evergreen. If you are selling a high ticket offer and it’s already working for you, stay with it.

How to Decide on a Coaching Package for Your Live Launch

Stef: Next up, Lauren. Lauren is in step 5 of 6 and her podcast is PMS Made Peaceful. What is your FAB (fast action bonus) for your paid offer? Tell me a little about the live launch that you are doing. When is your live launch? What’s the pricing strategy you have in mind?

Lauren: My live launch is set for the end of August. It’s all about how to become emotionally regulated by understanding your menstrual cycle. It breaks down into three things: check your cycle, figure out your habits, and who are you connecting with every day? I am going to be offering 1-on-1 coaching for that. I was thinking I could do a 2-for-1 coaching offer. 

Stef: Okay, good. Do you know your superfan number?

Lauren: I think it’s fluctuating between 80-85 right now.

Stef: Beautiful. I think what would be really cool is doing a 2 for 1 because a 1% conversion on that number will be 1 buyer, so maybe you could scoop up 2 people. That’s only 4 coaching calls and basically you are getting paid to do market research. How much is the offer going to be? 

How to Price Your Paid Offer

Lauren : I started at $47 like you recommend. 

Stef: That’s great, I would just let them know that you just started your coaching business so you wanted to take a few of them through your new framework. Explain that’s why you are offering beta pricing, and the two calls for the price of 1. 

This will help your clients understand why it’s priced the way it is so they will be much more apt to say yes to you. Those of you with less than 100 superfans should always have the posture of honesty which will bring you so many more yeses.

Lauren: Do you think the pricing is too low? 

Stef: It is low but for building up your clientele it’s a fine price. I would rather you make some sales so you can really practice and see that it’s working. You just have to communicate why this price is extremely amazing. 

Lauren: After that, how long should I keep the price at $47?

Stef: Once you max out your coaching load for 3 months in a row you can change the price. Let’s say your goal is to have 2 clients a month for 3 months. Once you reach that goal, you can double it to $97. 

Special Tip to Get More Clients

Air your coaching clients on your podcast, it will bring more people in. Remember to get a release and air those episodes on the podcast. You can also ask your clients if you can cut their name and any private information out. Then you can air it anonymously if that’s something they’re comfortable with.

For me airing my coaching sessions on the podcast was the “bread and butter” secret sauce to me blowing up my coaching business. If you are really trying to grow your coaching business, do that.

Why You Should Niche Down to Your Client’s #1 Problem

Stef: Next up, we have KyAnn. She’s in step 4, Simple Rhythms for Busy Moms and we are going to talk about her clients # 1 problem.

KyAnn: Help me hone it in.

Stef: You just had your last flash sale and you sold 13 courses which is a 2% conversion rate! Here’s a bit of encouragement for you. Whatever you are saying and however you are positioning your offer right now, it is working. That is the end goal that we all want.

While you might feel like you don’t know the #1 thing, does it actually matter? You are already selling the one thing based on the one thing your ICA must be hearing you say. Give yourself grace and keep doing exactly as you’re doing.

KyAnn: That’s encouraging. I feel like I know my listener very well but I don’t know my #1 thing. I have a handful of things. 

Stef: That’s okay. We are going to keep working on it. The reason why we try to get close to your clients #1 problem is so we have an offer that will sell. Your offer is already selling. Tell me about the positioning of your offer that is selling.

Refining Your Podcast TSO

KyAnn: I haven’t refined anything yet but we did refine the sales page before my last live launch. I feel like the main thing I am saying is: simplify your home systems in order to have more time with your family. I talk a lot about being present at home and also getting done what needs to get done around the house.

Stef: So when you ask your buyer would you like to create simple home systems so you can have more time with your family? She’s saying , “Yes, please!” at a super high conversion rate. A conversion rate of 2% is great. I think that’s it. 

Your course offer says create simple home systems so you can have more time with your family. Your podcast TSO says easy systems to find balance in Christian motherhood and homemaking. I actually prefer your course TSO better. 

KyAnn: Meaning to refine that to be my podcast TSO also? 

Stef: Yes, I think it’s niche and more clear. 

Do This To Find Out Your Client’s #1 Problem

Stef: I want you to do a tiny bit of homework for me. Send an email to your current students that have gone through your course before or are currently in your course. 

In the email ask them the following 3 questions: 

• 1: What was the #1 reason that you joined the course?
• 2: What is the biggest result you’ve had so far from the course? 
• 3: What else do I need to know to support you better? 

This will be great market research to see if your offer aligns with their main pain point. That’s how we will validate what we think the #1 problem is. 

Key Takeaways

Are you ready to set up a live launch for your business? Or, are you trying to create a paid offer that actually sells? Do you know how to price your offer? If you’d like answers to all of these questions or help making your podcast profitable, come check out Podcast to Profit where you can learn how to create a thriving online business through your podcast.  

I pray this blesses you!

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