So, you’ve created your course, membership, or digital product. Now what?

It doesn’t matter how good it is if no one sees it.

Getting traffic to your offer comes down to two main strategies:

1) Organic (slow but sustainable)?

2) Paid (faster but requires investment).

Both work, but the key is understanding where your audience is in their journey and how to reach them effectively.

Let’s break it down.

Understanding Traffic: Cold, Warm and Hot

Before you send people to your offer, you need to know what kind of traffic you’re dealing with:

?? Cold Traffic → They’ve never heard of you.

• They don’t know who you are or why they should care.
• They need an introduction to your world before they even consider buying.

?? Warm Traffic → They’re aware of you but not fully sold yet.

• They might have seen a few posts, watched a video, or heard you on a podcast.
• They need more nurturing before they’re ready to purchase.

?? Hot Traffic → They already know, like, and trust you.

• They follow you, engage with your content, or are on your email list.
• They’re primed to buy - they just need the right offer.

Your strategy should match your audience’s temperature.

Option 1: Organic Traffic (Slow but sustainable growth)

Organic marketing is all about creating value and building trust over time.

It’s slower than paid ads but compounds and creates a loyal audience.

? Best for: Warm and Hot Traffic

What works:

• Posting valuable content on social media (LinkedIn, Instagram, YouTube, TikTok, etc.)
• Writing blog posts that rank on search and bring in long-term traffic
• Being a guest on podcasts to borrow other people’s audiences
• Starting your own podcast or YouTube Channel
• Growing an email list and sending regular, helpful emails
• Hosting free workshops or webinars to give people a taste of your expertise
• Engaging in online communities (Facebook groups, Reddit, Discord) where your audience hangs out

Example:

A coach launches a $497 online course using LinkedIn posts, a free lead magnet, and weekly emails to warm up an audience. Sales trickle in steadily, but it takes months to gain traction.

What to expect:

• Lower immediate conversions but stronger long-term sales
• Works best when you build authority in your niche
• Requires consistency - sporadic posting won’t cut it

Option 2: Paid Traffic (Fast but requires investment)

Paid ads let you put your offer in front of the right people quickly, but they must be done strategically.

? Best for: Cold and Warm Traffic

What works:

• Facebook and Instagram ads (great for course creators and memberships)
• Google Search ads (best if people are already searching for a solution)
• YouTube ads (powerful for long-form educational content)
• TikTok and LinkedIn ads (depends on where your audience is)

Example:

A membership owner wants to scale faster. They run Facebook ads to a free lead magnet, nurturing leads through an email sequence before offering a $47/month membership. They gain 200 new members in 30 days, but only after testing and refining their ad strategy.

What to expect:

• Cold traffic converts lower (1-3%) - it takes time to warm them up
• Ad costs vary depending on your niche, audience, and competition
• You need a proven offer before throwing money at ads, otherwise, you’ll burn cash fast

What’s a Realistic Conversion Rate?

Most course creators overestimate how many people will buy. Here’s a rough breakdown:

?? Cold traffic: 1-3% conversion rate

?? Warm traffic: 5-10% conversion rate

?? Hot traffic: 15-30% conversion rate

That means if 1,000 cold leads see your offer, 10-30 might buy.

But if 1,000 hot leads (email subscribers, engaged followers) see it, 150-300 could buy.

The takeaway? The warmer your audience, the higher your conversions.

The Best Approach? A Mix of Both

?? Use organic to warm up your audience and build long-term trust.

?? Use paid ads to accelerate results and bring in fresh leads.

If you’re just starting, focus on organic first to refine your messaging and build a small audience. Once you have a proven offer, use paid ads to scale.

Final Thought

Traffic isn’t the problem. Strategy is.

If you present your offer to the right people, give them value, and guide them toward a solution, sales will follow.

So, where are you focusing your traffic efforts right now?

I’m Andy, the Kajabi Guy.

We don’t just build Kajabi sites - we help businesses and enterprises scale with sales funnels, automation, and online growth strategies that actually work.

If you need help turning your expertise into a profitable online business, let’s talk.