Episode 13. How to Create a Program That Sells Itself

How to Create a Program That Sells Itself

Episode 13. How to Create a Program That Sells Itself

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I’ve experienced both success and failure when it comes to starting a business. I’m not ashamed to admit it because knowing what works and what doesn’t puts me in a powerful position to give advice on what differentiates the two. For me, one of the things I focused on in a different way that helped lead to my business’s success was the product. I have eight ways you can create a product that’s going to become your bread and butter for years to come.

In this episode, you’ll hear… 

  • 04:39 – Why you should keep your product offerings focused
  • 07:12 – How you can show up differently than others in your niche
  • 10:03 – Making sure your product works for your customers
  • 20:25 – Offering ONLY just what your customer needs
  • 23:38 – Pricing your product effectively
  • 26:51 – How to build your product to scale over time
  • 28:50 – Beta-testing your product
  • 34:36 – Selling your full-price product

How many products should I offer?

One of the things that help create a great product is narrowing your focus to just a few core items for your business. Only when you give one product – or a select handful – that intentional focus can it become a tentpole offering. There’s no magic number when it comes to how many products you should offer, but there is definitely such a thing as too many. Up to three products is probably the max, and, ideally, only one or two. Not only is that the best way to sell, but it’s also the best way to balance your sanity and your life and avoid launching a new product every month.

What’s the best way to make sure my product is a success?

This might sound obvious, but here’s the most important part of making sure your product or program is a massive success: it has to work. And when I say “work,” I mean it has to deliver results that get people talking. You can do all of the marketing in the world, but nothing is going to sell your product as fast or as easily as enthusiastic word of mouth. It’s up to you to make your product the best it can be, and let your happy customers tell the world.

How can I test my product?

If you’re working on your product or you’ve just finished it but you don’t have any clients or testimonials, it’s a good idea to start beta testing. Reach out to people who are active in your social media community and let them know you’re working on a product. Give them an idea of how much you expect it to cost and offer a substantial discount if they’re willing to give you a testimonial at the end (hint: ask for a video testimonial)! This cash flow can help make up for some of the expenses in building the product, as well as offering some proof of concept and testimonials. If you’re having trouble selling your product – even as a beta – it’s time to go back to the drawing board and figure out where you’re missing the mark in your communication.

We will be diving into all of this in more detail on day two of the LIVE From Startup to Soldout Masterclass series on November 3rd-5th, so make sure you sign up to learn even more about creating a streamlined product that sells!

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Resources Discussed in This Episode


  • Read Sam’s Blog for the latest legal tips, podcast episodes & behind the scenes of building her seven-figure business.
  • Listen to our customer stories to see how getting legally legit has helped 1,000s of entrepreneurs grow their own businesses.



  • Kajabi // use Kajabi to sell your course, program, or even build your entire website. Get a 30-day free trial with my link.
  • SamCart // what I use for my checkout pages and payment processing and LOVE. And no, not because it’s my name.
  • ConvertKit // what I use to build my email list, send emails to my list, and create opt-in forms & pages.

DISCLAIMER: Although Sam is an attorney she doesn’t practice law and can’t give you legal advice. All episodes of On Your Terms are educational and informational only. The information discussed here isn’t legal advice and isn’t intended to be. The info you hear here isn’t a substitute for seeking legal advice from your own attorney.

On Your Terms is a production of Crate Media.

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