Mon, 24 April 2017
Today on the show we are so excited to welcome Becky Kopitzke! She’s a mom of two girls, a blogger, an author, and a fellow course creator. Her fabulous program is called the Cranky Mom Fix and today we'll chat about creating, beta testing and launching her course.
On the Podcast
00:50 - Becky’s Heart for Moms
Becky’s Heart for Moms
First and foremost, Becky and her husband of 15 years have two beautiful girls: Claire who's 9, and Noelle, 6. When Becky became a mom, she describes it as a baptism by fire. She was shocked, like many new moms, by the complete selflessness and awareness of another person that new parenthood requires. As a first time mom, Becky found out she “wasn’t well equipped emotionally or physically to handle all the demands of parenting.” And through this season, she developed a writing ministry. She began a blog and wrote weekly devotions for moms. Her first book, The Supermom Myth, was published in December 2015.
The heartbeat of her ministry is for women who are trying to be the best moms they can be. She noticed that moms often have one particular thing in common: crankiness! Whether it’s at the beginning of the day or the end, moms tend to get crank over all sorts of things. Becky says she struggled especially at the beginning of her mothering journey with being chronically cranky. As a Christian, Becky turned to the Bible to see what Scripture said about how to handle her crankiness. And this was the basis of her book.
Through her journey, she talked to many women who also wanted direct help handling particular situations or to know how to get out of their funk. So, she developed a coaching program from her insights: The Cranky Mom Fix. Becky says she’s been training herself through Scripture how to have a better attitude and be a less-cranky mom.
Becky leads Bible studies and speaks at women’s groups, bringing her message to other moms. She’s transformed from being the new mom who really needed help, to the person other moms came to for help. And her online program is a way Becky can reach even more moms, regardless of their location!
Becky is so glad she decided to beta test her first course! She ended up with 27 committed ladies to help her develop the program over the summer. Through their feedback, the course ended up being much more substantial than she thought it would be.
She sent out an email with the message: “I am looking for 10 women to do an 8 week program with me.” Her course was all online and included ways to connect like a Facebook group and webcasting. She planned to present material for about 45 minutes and then provide handouts and activities for the women to do with their families.
Becky had this all planned out in her mind, and using this concept of taking a first group through her course as she created it, she was actually able to get paid for developing her program, but with a twist.
After that initial pitch email, she realized that a lot of women were interested, but not able to foot the bill for her course. She cut the price in half, and thought if she could get at least 20 ladies to join in the effort would be worth it. In the end, 27 women ended up being on board, and she even had to turn interested people away due to overflow!
That’s such an interesting beta test, because Becky learned there was a need and an interest and also learned where to price her course.
Before she began the beta test, Becky had her first unit of material prepped and ready to go. She would give the content via a webcast, and then on the alternate week do a Facebook live Q&A inside her group. She got feedback as she went along. Those 27 ladies in her test group paid a base price to be part of the project, knowing it was their responsibility to give input on the program. And, by the end of the summer, she was able to have a great course! Becky especially appreciated that her work of preparing the course was compensated by those early testers!
One thing in particular Becky learned through her beta test is what her students especially wanted out of the course. At first, she thought her students wouldn’t want too much information thrown at them. Becky originally designed the course to be highly accessible: the material was solid but didn’t require a ton of heavy lifting. But her beta students told Becky that they wanted to go deeper!
Of course, Becky was thrilled with this feedback! Along the way the idea of a daily devotional kept coming up, so Becky delivered that as well.
Becky says she ended up spending hours and hours to develop her course, and got to dig deep into the Bible to create these devotionals for her students. She says that the course doubled in content, and her students got twice as much out of the program! We love how Becky recalls that she “was thinking they’d be blessed by something that didn’t require too much of them, but a lot of them came back and said they wanted Becky to require much of them. That’s how they’ll learn.”
We think it’s great for business owners to take their product creation seriously. As business owners we get so excited thinking about a coaching program or signature course, and we create all this stuff, but did we stop to ask the students what they wanted?
In Becky’s case, the upfront investment in her students and course was well worth it.
Pricing an Online Course
Becky used a Chicago-based business coach to help her develop the course (and you’ll have to listen to the show to hear the super fun story of how she happened to meet her business coach!) where she learned that part of growing a business is being tuned into your market, and pivoting your plan to meet their needs.
Initially Becky charged $499 for her 8-week program. At that price point she had a lot of interest, but concerns about the price. Then, she adjusted her price to $250 and got an influx of requests. With the 27 women who bought into her course at $250, she was able to hire help for design, email marketing, and social media. Becky was wise about investing her initial dollars, doing things like asking her designer to create templates she could customize to her needs and keep a uniform look and feel. The beta test ended up funding the entire course creation!
Launching an Online Course
After Becky completed her beta test and added more content to her course, she was ready to launch! Becky’s course launched in the fall, and she cites that experience as another huge learning curve.
She thought she would have a polished, perfect, good-to-go course after the summer that would result in a huge launch in the fall. Becky took time to craft a concerted marketing strategy, including automated emails to segmented lists. Becky had her ducks in a row! She took strategic steps over the 3 weeks leading up to her launch. To launch the program, Becky hosted a webcast to about 250 attendees and pitched her program at the end. While she did have a solid program and women interested, she had very few buyers in the beginning.
And she couldn’t figure out why!
During her launch, the main feedback she got from potential buyers was that the timing just wasn’t right. She had a lot of moms tell her if the course could be offered in the Spring, they’d love to take it.
When Becky started putting the pieces together, she had a hunch that maybe the summer beta test went so well because that’s when moms had the most free time. And with Fall rolling around, people’s schedules picked up and moms didn’t have the margin.
So, what could Becky do? Test the Market and Pricing.
She knew her program was solid and she had great testimonials. Maybe the timing wasn’t right, but what else could be a barrier? Pricing.
With a program that launched at $299, Becky couldn’t shake the feeling that maybe price was keeping people from entering. So she slashed the cost one more time to the point that price simply couldn’t be an prohibitor. She eliminated that concern by dropping her course to $99, and even offered a $33/month for 3 months payment plan. Suddenly she had an influx of buyers! One beta tester even invited her whole moms group to join.
So timing was an issue, but cutting the cost barrier was the key.
Becky is happy to be in a place where she has a solid program that she was paid to develop, and having a launch in which she learned what to do and what not to do, and is now asking the question, “What do I do next? What’s the right move?”
Does she offer again at a different time and a premium price? Does she lock it down at a limited number of students? Does she try the $99 price point but only to 100 students? All of these questions are up in the air, but she’s comfortable being a Learn-As-You-Go Business Woman.
She still can’t believe she slashed the cost by two-thirds! But when the women flooded in, she knew it was the right decision.
Becky is certainly a smart lady who is willing to be flexible, willing to test and look at the results, and make decisions from there.
Beth Anne’s Insights
Okay, and I did just have to chime in and give some insights as to my experience with a course launch! For my signature course, FB Brilliance, I did an open/close cart model. My cart closed after 3 weeks of marketing, for the same reason as Becky - I wanted to be able to turn off the marketing and focus on my students. But one thing I did notice is that my sales weren’t super great at the beginning. I got nervous, too! But then, a huge number of people flooded in towards the end of my launch! In fact, the last day for our fast-action bonuses was our biggest sale day! Those final hours really can make a difference, but you do have to be so strong to wait until the very end!
Becky went into her course launch with the right attitude. She had the mindset that her program was a beta program and her goal was to learn what should be in the course to best serve her students; she learned so much from her customers - about the program and what they wanted - and counts the experience as a win.
How Much Did Becky Put Into Facebook Ads?
Because we’re pretty geeky over Facebook ads around here, I had to ask Becky about her use of Facebook ads with this course launch. Were Facebook ads helpful? Could she get customers at affordable rates? Did they contribute to her sales?
Becky says she didn’t see the return on her ads that she was hoping for, but she also didn’t go all in with Facebook ads or invest a ton of money.
She did attend one of our FB Brilliance webinars (Yay! Thanks, Becky!) and was able to do some work on the backend by setting up her pixel and working on a lookalike audience. While Becky did see an increase in likes on her author page, she didn’t see those likes translate into sales. But on the whole, Becky didn’t see lots of sales with her social media efforts in general.
Email marketing was her primary sales tool that made the most conversions.
Becky tested Instagram and Facebook ads, as well as Pinterest ads with the help of her social media manager. This particular experiment didn’t work as well as she hoped, but she’s not going to shy away in the future!
We can’t get over Becky’s positive attitude! She admits that she probably didn’t know enough about social media advertising to make it successful; but next time she’s committed to looking at the data and trying it again, understanding how the ad strategies work before trying them.
It’s totally common for business owners to just want to tease and experiment with a new strategy. But it’s hard to make a profit without a plan. Constantly, and to this day, in our Facebook course we still have people asking if they ‘have’ to send Facebook ads to their email lists or if they can just send people to their shop. But the quick and easy will never work! It’s rarely profitable to send ad traffic straight to a buy button; rather, it’s more successful to use ads to build your email list and then turn those subscribers into customers. At the end of the day, there’s nothing quite as powerful as an email list.
A Successful Email List Strategy
Becky agrees that the email list is key! She used a giveaway to build her email list, and that went very well! And she did take out a few Facebook ads to point to this giveaway.
We absolutely love her theme, the ‘Ultimate Me Time Giveaway,’ in which she had a bunch of brilliant business moms come together to offer can’t-miss products. Her giveaway featured items like Rodan + Fields, Lularoe, essential oils, and tons of items perfect for pampering a mom. When a woman entered the giveaway, they automatically subscribed to Becky’s email list -- and they received an entire string of emails afterward, warming them up to The Cranky Mom Fix.
Becky was able to grew her email list substantially before launching her course using this strategy and those emails were her best marketing. (And Becky actually got this tip from us! So fun!)
So Facebook ads weren’t a total bust for Becky, she just thinks she needs to be better equipped to optimize them for her purposes in the future.
We wondered if Becky has ever experienced self-doubt when it comes to teaching on a topic she once struggled through. What happens when you were once in the position of having a problem (in Becky’s case, crankiness) and then solved your own problem, and now want to offer that solution to others?
Did Becky ever ask herself, “Who am I to be teaching and coaching women?” If so, how did she push past them?
“I have those doubts everyday!” Becky laughs. “But I can coach on it because I still live it. With every blog I write on motherhood, the book I wrote on motherhood, and my coaching program - I get the voices that say, ‘Who do you think you are to do this work?”” Becky says she knows those voices aren’t from God, which allows her to push past them.
Then Becky does something really interesting. She’ll listen to and answer those voices, “Well, who am I? I’m a mom, just like them. They don’t want to hear from a perfect woman who has it all figured out. They want to hear from a mom in the trenches along with them who is figuring this out as she goes.” (Isn’t that great!?)
Especially on the days when Becky notices she’s becoming testy and needs her own reminders, she’ll tell her audience exactly where she’s been: “This is what happened to me today and this is what I felt like doing/ Either I managed to pull it around or I didn’t,” and she gets thanked every time for sharing that vulnerability. Becky knows she is “not the model mom who does everything right, and that’s part of the appeal,” because she’ll lose her ability to minister to other women if she comes off as the one who has it all together all the time.
Becky personally finds that I’ve-been-there mentoring encouraging, and wants to give that to others.
(I totally really relate to Becky’s perspective! Personally, I feel the most insecure with regard to teaching on time management. I feel confident that I have great business strategies to teach, but when it comes to time management I feel more insecure. My sister and I did design our first planner together to solve our own problem, but for me, time management and being a productivity wizard don’t come naturally. I’m constantly trying new strategies to be more intentional with my life and time, and I’m in the trenches with the ladies I am teaching and sharing time mangement strategies with.)
Becky points out that the best products and services come from when we’re being authentic with our audiences.
When we are faced with a problem, and need to figure out a solution - that’s where our greatest ideas come from. People can your example and say, “She’s been there, and I want to walk alongside her as she figures it out.”
It’s not about having all the answers, it’s about being willing to work for the answers and bring people along with you.
Becky’s Adorable (& Humbling!) Mommy Moment
Over the summers, Becky’s 6-year-old daughter participates in their summer library program. She gets a booklet that outlines activities to complete each week. One question her daughter had to answer was “Who is your favorite author. And Becky’s daughter wrote, “My mom!” That was so encouraging!
But kids also have a way of keeping you humble :)
Recently Becky signed up for a gym membership, determined to get into shape. Her 9-year-old said, “I can’t believe you signed up for a gym membership, Mom. That’s so not you!”
Becky’s 6-year-old had told her for a long time that she had a ‘jiggly bottom’. And when Becky went to her first class she explained to her 6-year-old that she was going to the gym to help get rid of her ‘jiggly bottom’. But upon returning home, her 6-year-old daughter looked at Becky and said, “But Mom, you still have a jiggly bottom!”
Ah! This story was too much. Kids are great for keeping you humble and in check, aren’t they?
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