Membership Site Sales Tactics with Wes Schaeffer The Sales Whisperer

Want to improve your membership site sales?

Watch the executive summary with “just the nuggets”:

Click here to watch the FULL interview

By the end of the episode, you’ll have learned practical tips for improving your membership site sales.

  • The process of getting to know what your prospect is thinking.
  • Importance of being more human and relatable to cut through all the noise.
  • Strategies to deliver content. Open access vs. Drip feeding content.
  • Focusing on member’s pain points in both sales & delivery.

If you have any interest in becoming better at sales for your online course or membership site, this episode will prove useful. You can connect with Wes via his site:

Watch the Full Interview with Wes:

A Deep Dive into Membership Site Sales Tactics

Wes’s sales experience and insights can be applied directly to your membership site.

Sales and Marketing: Two Sides of the Same Coin (01:24)

Wes believes that marketing is essentially selling in print. He suggests that effective marketing makes selling easy, and great selling makes impactful marketing possible. Every aspect of a marketing campaign, from the image to the headline, the description, and the call to action, is selling. Understanding the mind of the prospect is crucial for effective marketing.


Quality Over Quantity (08:30)

When asked how to sell a hundred online courses or membership sites, Wes stresses that quality is more important than quantity. People who make courses often think that more content means better value. But what’s really important is that the content is easy to understand and use. If a course can solve a big problem for the customer quickly, they’ll see it as valuable, even if it’s just a few videos and a PDF.


Course Delivery and Post-Sale Experience (13:57)

Wes explains that he has experimented with both immediate access and a drip sequence for his courses. The best approach depends on what the course aims to achieve. If the course addresses a quick fix, giving immediate access and letting the students “binge” the material works best. However, for more complex topics that need ongoing practice, a more structured approach works better.


Creating Personal Connections in a One-to-Many Environment (31:15)

Even in a one-to-many environment like a course or membership marketing, Wes suggests that it is crucial to enter the conversation going on in the prospect’s mind to gain their attention. Personalizing messages, showing appreciation, and delivering something tangible can create a feeling of being special. With more and more AI and automated systems, keeping the human touch in your marketing approach is even more important.


Further Strategies to Boost Your Membership Site Sales

Building on Wes’s insights, here’s some additional tactics to grow your membership site sales. These strategies are backed by industry research and have been proven to be effective in various contexts. Let’s delve into these strategies:

1. Understand Your Audience:

The first step in any sales strategy is understanding your target audience. What are their interests, needs, and challenges? Use surveys, social media interactions, and website analytics to gather this information. Tailoring your membership site to meet these needs can significantly increase your sales.

2. Offer Valuable Content:

The primary reason people subscribe to membership sites is for exclusive, high-quality content. Ensure your content is valuable, relevant, and consistently updated. This could be in the form of articles, videos, webinars, or e-books. The more value you provide, the more likely members will stay and recommend your site to others.

3. Use Effective Pricing Strategies:

Pricing is a crucial factor in membership site sales. Consider offering different membership levels with varying levels of access and benefits. This allows potential members to choose a plan that suits their budget and needs. Additionally, offering a free trial or a discounted rate for the first few months can attract more subscribers.

4. Leverage Social Proof:

Testimonials and reviews can significantly influence a potential member’s decision. Highlight positive reviews on your website and social media platforms. You can also showcase case studies of members who have benefited from your site.

5. Boost Your Site’s Visibility with SEO:

Making your membership site more visible to potential members is key to increasing sales. One way to do this is through search engine optimization (SEO). SEO involves using relevant keywords in your content, meta descriptions, and headers that your potential members might use when searching for your services or content. A well-optimized site can attract more potential members.



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