How do you sell 100+ Seats In Your Online Course to one corporate customer

Sep 26, 2024

The next year will see over $8 billion is already approved for spending on courses, coaching and consulting for small- to medium-sized corporations, non-profits and association.

56% that training is delivered by facilitators or instructors who are not from the outside (experts similar to you).

Here's the thing that's intriguing: more than 50% of the training that's being offered will be delivered on the web.

What I learned from being the Decision Maker for the 7-figure training budget

In my former life, I served as the Chief Learning Officer for a large organization. My annual spending budget exceeded 7-figures.

I purchased all sorts of training including NLP for our sales team to diets that are alkaline for our executive team retreat to drumming circles for our company event, plus every other thing you'd expect to find like leadership production, sales etc.

What I learned is this: If you can tie what you're doing to the result that a business would like, they will want to do business with your company.

Why Selling Your Online Courses to Corporate Customers is a Good Idea

Since launching my own company instructing experts and business creating courses and courses, I've racked up millions in online course, coaching and consulting revenue from solopreneurs and bigger corporate clients. There are several strategies to achieve similar things:

1. You can sell multiple "seats" in your course for one customer. I have had corporate clients purchase 10, 20 50, 100, and 250 seats in my classes for prices that range between $179 and $1997.

2. It is possible to combine your online course offer with additional offers such as online group coaching or on-site custom or virtual implementation session.

3. It is easy to modify the existing online course to suit an enterprise customer. The course can be customized to give more access for your customers by having a private implementation call for all students from the company hosting your course. You can also develop an application that is in line with the ongoing initiatives, based on the information you are teaching in your course. There are endless possibilities.

4. Getting corporate clients can assist you in getting more individual clients. Sharing that you work with corporate clients can add immediate credibility when marketing your offers to individual clients.

Pre-Selling an Online Course to a Corporate Customer Prior to You Design The Course

What if you don't possess an online course to sell? Selling a client a pre-sales online course prior to establishing it can be a powerful method to determine what you should include in your course, and to help fund your development time.

It's more straightforward than it seems. When I meet with corporate clients, I routinely lead clients through a discovery process, and then ask them to share what they would love to have in an online course offer.

You can then turn around and promote the material to your other corporate clients or even launch it for individual clients.

What to Look For If Corporate Customers Purchase the products you offer

There are two questions you could ask yourself to determine if corporate clients will buy your products.

Question 1: Is the course topic something corporations would like to learn more about?

Here are just a few examples of the types of training corporations put into each year:

Accounting and Finance
Administrative Formation
Customer Service
Health and Wellness
Human Resources
Specific Training for the Industry Specific Instruction
Information Technology
Leadership and Management
Marketing
Personal Growth and Development
Efficiency and Organization
Sales Training
Software
Strategies, Creativity and Innovation
Team Development
Training and Facilitation

Question 2: What is my topic of study? How does it link to a result a company would invest in?

One easy way to get corporate clients to recognize the value of your program is to connect the benefits the course produces to profits.

It's simple to recognize the link to earning money with course topics like selling skills and social media marketing, right?

What if, however, you're teaching about a subject that has a lesser-known connection like sleeping therapy?

Ask these two questions:

What will the outcome my proposition will yield?

What does this mean in relation to profitability?

For example, here are a few topics that my clients have provided for the corporate market:

Course Topic	What is the result you are delivering?	What does this outcome relate to profit?
Sleep Therapy	Helping infants go to sleep	Employers with babies and children have difficulty sleeping. Sleep deprivation results in lower productivity Lack of sleep can result in the new parents reconsidering whether they want to go to work
Boundaries	The best way to engage in conversations that don't hinder your team	People put off having hard conversations A lack of difficult conversations can hold the team from meeting deadlines and achieving targets
Writing	How do you create persuasive copy?	Marketing copy that is more effective boosts sales Well-written online content via blogs, emails or technical guides can increase the level of the engagement of customers.
Storytelling	What can you do to tell the "Hero's Journey" story	Storytelling creates emotional connection Customers make their money from brands that they have emotional attachment to A strong emotional connection to the brand can increase sales

If you are an expert or coach or freelancer who speaks writer or small business you can find a huge potential for you to work with smaller businesses, large companies nonprofits, associations and non-profits.

In the next free webinar for the community I'll go over how you can get corporate clients, including:

Who is buying the items they purchase? What are they buying as well as what they pay for and what they spend, and how do you know if they buy what YOU provide
One thing that you must never say in a meeting with a potential corporate client (this will send you into the murky world of "We'll be back in touch with you" ..." that almost never results in a sale)
How to move from selling online courses, programs and other offers one enrolment at a time to selling packages comprising 50, 100, or even more to a single business
The critical thing you need to complete before picking up the phone or email to make sure that clients appreciate the worth in your services and be willing to pay for your offerings (most people don't do this, and don't even reach the first level)
An effective 4-Part Conversation Frame to facilitate a dialogue with a client to get close to a sale

Do you want to know if small, medium, or large businesses will invest in your knowledge? Click here to download the "How to Know the Corporate Clients who will pay for Expertise 100 Training Topics that Corporate Clients will purchase this year" Guide.

Jeanine Blackwell is creator of Create 6 Figure Courses(r) as well as The Launch Lab. She has helped thousands professionals create and launch successful online courses and designed global online course learning models for companies like Estee Lauder, Aveda, 3M, Disney, Samsung, Princess Cruises, Boeing, Sotheby's, and Smithsonian Institute. Jeanine is a speaker on the strategy of online learning and digital marketing. She has also performed on stages with numerous prominent influencers like Marianne Williamson, Daniel Pink, Marcus Buckingham, and Deepak Chopra.