Mar 8, 2024

STC120: What’s passive income (really) when selling to corporate clients?

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STC120 What's passive income (really) when selling to corporate clients?

We are diving into a fascinating topic today and one which I get emailed about regularly “What’s passive income (really) when selling to corporate clients?” So tune in if you’ve been looking to crack the code on passive income in the corporate world, it’s a game changing episode!

As we approach the tail end of this first quarter, I want to unpack a concept that’s been buzzing around but is often misunderstood – passive income. You’ve likely heard of it: the income dream that works for you while you sleep. But what does passive income really mean, especially when we’re talking about selling to the heavy-hitters in the corporate world?

Over the past five years, I’ve had the pleasure of selling a version of The C-Suite program to corporate organisations, which has been both lucrative and exciting. Now, there’s a common perception that passive income doesn’t require additional assistance or interaction with customers. However, in my journey, I’ve found that adding value and catering to customer experiences has been key, especially when these products are bought at scale by corporate clients.

Today, I’m going to share my wisdom about selling passive income products to corporate companies, and how these products can lead to sustained revenue, particularly through multi-year deals. It’s about striking the right balance between passive income and active customer engagement to create a robust sales strategy.

For those of you who are new or finding your way in the B2B space, I’ll be offering some critical advice on timing and how to avoid common pitfalls. We’ll also explore how you can convert your B2C courses for the corporate market and why understanding the sales process and the impact is crucial for passive income success.

So, whether you’re seeking to enhance your corporate selling techniques or looking to maximise your passive income portfolio, this episode has got you covered. And, for those looking to get ahead, don’t forget to check out our sales tracker projection sheet!

In this episode I’m sharing;

  • Scale & Volume: Learn how passive income products can lead to astronomical revenue when sold at scale to corporate clients—think big deals, big impact!

  • Choosing the Right Resources: Make sure your passive income products are making an impact—and sense for your business before diving in.

  • What are the advantages of selling passive income products at scale to corporate companies compared to individual customers?

  • How do multi-year deals with corporate clients for passive income products benefit the overall sales strategy and revenue sustainability?

  • The Five-Step Process: Simplify your sales process with Jess’s insights on selling to corporates, which can mean upsells, referrals, and a healthy bottom line.

  • From B2C to B2B: Thinking of turning that consumer-focused course into a corporate powerhouse? Learn how tweaking your approach can unlock massive potential.

  • How The C Suite has been adapted and branded for corporate organisations to facilitate lucrative and multiyear licensing deals?

 

Key Quotes;

 

Exploring Passive Income in the Corporate World: “I’ve had a lot of requests for this episode, a lot of people have been emailing me to ask if it is possible to sell a passive income product to a corporate company, if so, what do they pay for it and also, what do they buy that’s passive?”

— Jess Lorimer [00:03:14][00:03:44]

Passive Income Strategies in Corporate Sales: “The difference is that most corporate organisations will buy passive income products at scale or volume, meaning that instead of selling one course or one membership or one book a week, you can sign contracts to sell 50 plus courses or a 100 plus seats in a membership.”

— Jess Lorimer [00:14:15][00:14:42]

Challenges in Creating Corporate Training Resources: “You’re used to creating a course for the end user, but you’re not necessarily used to creating a resource that a company can successfully onboard, all of its end users or, a cross section of end users onto, you might not have the ability to create almost like a workflow for those end users.”

— Jess Lorimer [00:17:09][00:17:31]

Passive Income Strategies: “So what I mean by that in the simplest sense is it’s fine to spend 6 months writing a book, but let’s be clear. Organisations are not going to pay you £100 a book.”

— Jess Lorimer [00:19:09][00:19:21]

Business Development Strategies for New Sellers: “I would advise doing as much as you can live before you branch into the passive income resource space. Because that way you know where people get stuck and where people trip up with courses or programs, or you find out the more frequently asked questions that people have and you can preempt them in any passive resources that you can create.”

— Jess Lorimer [00:32:58][00:33:19]

 

Key Resources Mentioned in this Episode:

 

Grab your Sales Tracking Spreadsheet here.

 

Click here to watch my video on how to troubleshoot your sales process.!

 

Join The C Suite Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.

 

Take the Selling to Corporate offer quiz and find out what the best offer is that you could sell to corporate.

 

Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.

 

Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.

 

Connect with me on LinkedIn.

 

If you’ve been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review.

Click here if you would like to listen to my recent TEDx talk.

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