How to Use Kajabi Ghost Offers to Sell Coaching Services
Leslie Cason
Helping creatives turn their talent into profit through digital products and courses | Kajabi Expert | Education for DIYers
You might think that Kajabi is a platform only for course creators. Lots of people host their courses there and it’s often recommended as an option to sell courses and programs. I certainly recommend it to a lot of our clients because in my opinion, it’s the best solution available for online business owners and worth the money when you consider all the features and growth potential.
But Kajabi is a much bigger platform – you can pretty much run your entire business on it (and many of our clients do). One of its core features is products, which could be courses or coaching or anything else that has content. But a lot of course creators are also coaches that need to be able to sell things that aren’t connected to their courses.
That’s where the ghost offer comes in.
Offers are how you sell things on Kajabi. They are where the transaction happens. The product just houses what your customers are buying. This allows you to sell your products in any configuration because you can have multiple offers for the same product.
Ghost offers are similar, but without a product attached. They let your customers buy from you without having to worry about logging into Kajabi. These kinds of offers are perfect for selling packaged services, coaching sessions and digital downloads (though I recommend other tools for that last one).?
Kajabi does have a product type for coaching, but it’s not always needed. If you don’t need somewhere to take notes or house resources, the coaching product might be too much. That’s where the ghost offer becomes useful. You can still sell your coaching services and save one of your three or 15 products for something else.
As an example, we once had a client who used ghost offers to sell membership to her weekly groups and in-person sessions. All of the transactions are kept inside Kajabi for easy access and organization, but her clients didn’t ever have to log in.
If you’re looking for an all-in-one solution where you can sell your courses and services, Kajabi is it. It’s a big platform, which is why we offer full development so you don’t have to stress over getting it set up.
Setting up a ghost offer is just like setting up a product offer with a few differences. When setting up a ghost offer, the only part you’ll skip is adding a product. Everything else needs to be taken care of.
POST-PURCHASE ACTIONS
One of the biggest differences with a ghost offer is where your customers are redirected after purchase. If you’re selling a product, they would be dropped into their product library to access what they just bought. But with a ghost offer, there is no product. So their library would be empty, which could be alarming.
Instead, you need to have them redirected to a landing page. Create a landing page in your website tab that gives them information about what happens next. Or you can just use the custom page attached to the offer, though you won’t get any customization there. Then after they buy your ghost offer, your customers will have peace of mind that everything went through and their purchase was successful.
The next part is setting up the automation that goes with the product. Since your customers aren’t buying a course or program, they need to be told how to redeem what they did buy. That’s where an automated email comes in.
You can set up automation for whatever your new customer needs. If you’re selling access to an event, they can be automatically registered after payment. If you’re selling sessions, send them an email with instructions on how to book them. If you’re selling a digital product, set up a delivery email.
Think through the experience you want customers to have. After they have purchased, what happens next? With Kajabi, you have some great automation capabilities. You can make the process of redeeming a service super easy.
CHECKOUT PROCESS
The final part of a ghost offer is the checkout page. With ghost offers, your buyers don’t need to log into Kajabi (though they will need to create an account during the checkout process). They aren’t buying a product that requires access after the initial purchase.
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So they will create a password during checkout, but they won’t have to use it again unless they buy something else from you. And they will be redirected to your thank you page after purchase instead of their product library.
STAYING ORGANIZED
While Kajabi is great for managing all your sales and marketing, it’s not a traditional CRM. So if you offer services, you’ll probably want to maintain your customer data somewhere else. And you’ll need a separate platform for contracts.?
Fortunately, Kajabi integrates with tons of apps via Zapier if you want to automate this process. So Kajabi will handle the payments for your services and your CRM will handle all of the paperwork.?
Rather than have all your digital assets scattered across multiple platforms, you could combine them all under one “roof” and use Kajabi to sell and deliver all your offerings. We’ve set this up for many clients who were frustrated with having to toggle between different places.
RESOURCES
WORK WITH THE STUDIO
In this Studio, you’ll find a combination of strategic know-how, techie expertise and elegant design that elevates your online presence and makes selling your knowledge a breeze
1?? The Strategy Intensive: If you have a product or course idea, but not much else, this is the place to start. Intensives are your time to work with founder Leslie Cason on things like developing a plan for building or selling your product, finding your best idea or creating a content strategy.
2?? The Product Ecosystem: If you’re in the process of creating your product and are ready to explore the mechanics of running it, this is for you. Work with Leslie to build out the learning environment you’ll need on one of our preferred platforms.
3?? The Marketing Runway: If your product is done and ready to launch (or very close), this option will help you develop your marketing strategy and assets. Work with Leslie on your content strategy and create the pathways to your product.