Offers not converting? Try these 7 tweaks to make more sales

When it comes to selling your online digital products, it's the small tweaks that often make the biggest difference. This is why it's so important to hone that underlying strategy and make those adjustments, otherwise you just won't see the big results that you're always hearing about. In today's episode, I'm sharing 7 tweaks to help you make more sales of your online course, membership or group program—and they may be different to what you think.

– The importance of understanding your audience—not just on the surface, but diving deep into what makes them tick.
– How addressing the Magician's Gap will not only drive your content creation but will help your audience with their decision to buy during cart open.
– Why talking in “expert language” can cause a disconnect with your audience—and what language to use instead.
– How collecting testimonials as social proof can instantly connect with your audience (if they're written in a way that leverages their value).
– How gauging your audience's “warmth” will help you decide how to grow your audience between launches.

In today's episode, we're diving into launch tweaks—those small adjustments that can have a significant impact on your sales. Whether you're selling online courses, memberships, or group programs, these tweaks can help you see better results. Here are seven practical tips to enhance your next launch.

1. Do Your Audience Research

The foundation of a successful launch is understanding your audience deeply. You might think you know them well, especially if you've been working with them for years, but you can't skip this step. Surface-level insights from surveys are useful, but diving deeper through calls can make a big difference. Ask follow-up questions to uncover the real issues your audience faces. This will allow you to create content and sales copy that truly resonates, making your ideal clients feel understood and more likely to buy.

2. Understand the Magician’s Gap

The “magician's gap” refers to the knowledge gap between where your ideal client is now and where they need to be to buy from you. Your entire launch should aim to bridge this gap. Create content, lead magnets, and webinars that help your audience move from their current state to a place where they're ready to purchase. This is crucial for any offer, not just courses or memberships.

3. Stop Talking in Expert Language

Avoid using jargon and expert language that your audience might not understand. Instead, put yourself in their shoes and speak to their experience. James Wedmore's analogy of the headache is a great example: if you tell someone their headache is caused by dehydration, they might not relate. But if you address the headache itself, they'll listen. Use language that reflects how your audience experiences their problems.

4. Focus Less on Features, More on Decision Making

During the cart open phase, spend less time listing the features and benefits of your offer. Instead, help potential buyers make an informed decision. They want to know if your offer will work for them, how it differs from what they've tried before, and if it's the right fit for their situation. Address these concerns directly to help them feel confident in their decision.

5. Send Out a Non-Biased Survey

After your launch, send a survey to those who didn't buy. While this might feel daunting, it's the best way to identify gaps in your strategy and content. Ask why they chose not to buy to uncover any knowledge gaps or unaddressed concerns. Reading these responses can be tough, so consider doing it with a friend or a glass of wine to ease the process. Remember, not all feedback will come from your ideal clients, so take some responses with a grain of salt.

6. Collect and Leverage Social Proof

Instead of asking for generic testimonials, request specific feedback through calls or surveys. Use this detailed feedback to craft powerful testimonials that highlight the true value of your offer. Then, send these drafts to your clients for approval. This method yields more impactful testimonials than asking for them outright.

7. Grow Your Audience Between Launches

Your first launch might be easier because your audience is warm, even if it's small. However, subsequent launches require fresh leads. Focus on growing your audience intentionally between launches through organic methods or paid ads. In my Launch Magic program, I offer an Audience Growth Booster, a 30-day plan with daily actions to help you expand your audience effectively.

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