Pravidelný príjem z plateného online klubu
Populárny spôsob, ako si vytvoriť pravidelný príjem v online podnikaní je vytvoriť platený online klub. Alebo členskú sekciu, master club, online klub, mastermind, a pod., tých názvov môže byť viac. Ide o uzatvorenú komunitu ľudí, ktorí si pravidelne (mesačne, štvrťročne alebo ročne) platia za to, že môžu byť súčasťou tohto zoskupenia. A dostávajú za to kvalitný obsah.
Všimli ste si, že čím ďalej tým viac firiem ponúka popri svojim bežným produktom aj členstvo? Netflix, Apple Music, Amazon Prime a mnohí ďalší, aj oveľa menší hráči.
Dôvod prečo ľudia za členstvo v klube platia je ten, že je v niečom pre nich prínosné. Oplatí sa im to, pretože dostávajú z neho viac, než dávajú. Boli preto ochotní pristúpiť na pravidelné platby. Na druhej strane, online klub je atraktívna forma produktu aj pre jeho tvorcu, pretože mu prináša pravidelný príjem.
Najčastejšie dôvody prečo fungujú platené online kluby sú exkluzívny obsah, zľavy alebo kontakty. Ak by ste si položili otázku, prečo vlastne by ste mali byť súčasťou nejakého plateného online klubu, tak najpravdepodobnejšia odpoveď by bola tá, že je tam taký obsah, aký nie je nikde inde. Alebo že tam nájdete ľudí podobne zameraných ako vy, z ktorých sa môžu stať vaši zákazníci alebo obchodní partneri.
Platené online kluby sú charakteristické tým, že majú veľmi veľa obsahu, ktorý nie je možné obsiahnuť v krátkom čase. A samozrejme tým, že v nich neustále nový obsah pribúda. Cieľom tvorcu klubu je v ňom členov podržať čo najdlhší čas, takže sa musí naozaj snažiť, aby ľudia mali na to dôvod.
Skúsenosti online podnikateľov ukazujú, že priemerná dĺžka členstva v platených online kluboch je tri mesiace.
Druhy platených online klubov
Existujú dva hlavné druhy platených online klubov. Prvý je taký, ktorého doba trvania je neurčitá. Môžete byť jeho členom dokedy vás to bude baviť. Tento model je najčastejšie používaný.
A druhý typ plateného online klubu je ten, kde členovia vedia na ako dlho doň vstupujú. Vidia svetlo na konci tunela. Každý mesiac dostávajú nový obsah.
Čiže pri prvom spôsobe sa nový člen po zaplatení okamžite dostane ku kompletnému obsahu celého online klubu. Zvyčajne ho býva enormné množstvo, takže ho nie je schopný obsiahnuť za mesiac alebo dva. A na to, aby ho mohol využiť tam jednoducho potrebuje zostať dlhý čas. Vyberá si to, čo je pre neho zaujímavé. Ak sa raz rozhodne vystúpiť z klubu, tak stráca prístup k tomuto cennému obsahu.
Druhý spôsob plateného online klubu je ten, že po vstupe nový člen dostáva v pravidelných časoch prístup k novému obsahu. Nemá prístup ku všetkému, ten bude mať vlastne až po tom, ak sa v klube rozhodne zotrvať až do konca.
Práve tento typ plateného online klubu je na dobu určitú. Takže po vstupe do neho členovia vedia, že teraz budú každé dva týždne alebo každý mesiac dostávať nový obsah. Prístup k nemu im samozrejme zostáva navždy avšak dostávajú sa k nemu postupne, tak ako im tento obsah prichádza.
Obidva spôsoby majú svoje výhody aj nevýhody. Niekto tvrdí, že je dobré, ak členovia vopred vedia, ako dlho môže ich členstvo trvať. Iní zasa preferujú možnosť na neurčito s tým, že sa stále snažia prinášať svojím členom hodnotu a rôznymi spôsobmi ich motivovať, aby zostávali.
Netvrdím, že jeden z týchto spôsobom je lepší a druhý horší. Len ich spomínam preto, aby ste vedeli, že ak budete uvažovať o vytvorení vlastného plateného online klubu, tak si môžete vybrať ten spôsob, ktorý vám vyhovuje.
Vytvorenie plateného online klubu
Technicky nie je náročné vytvoriť platený online klub. Vo väčšine prípadoch to býva členská sekcia s obsahom, ktorý je k dispozícii iba pre členov. Čiže ľudí majúcich prihlasovacie údaje.
Softvér na vytvorenie členskej sekcie samozrejme niečo stojí. Ak by ste však zo začiatku chceli minimalizovať svoje náklady na prevázku plateného online klubu, tak nemusíte použiť členskú sekciu.
Môžete napr. členom posielať odkazy na obsah, povedzme videá, ktoré sú síce na YouTube, ale nie sú verejné. Môžu si ich pozrieť iba tí, ktorí majú na ne priamy odkaz. Alebo by ste mohli využiť uzatvorenú skupinu na Facebooku, do ktorej by ste vpustili iba platiacich členov.
Ja si však myslím, že sa neoplatí šetriť na nejakých riešeniach, ktoré sú síce zdarma, ale sú komplikovanejšie na prevádzku. Nakoniec za ne aj tak zaplatíte. Svojím časom. A váš pravidelný príjem z online klubu sa aj tak oddiali.
Tak či tak potrebujete mať vytvorenú predajnú a objednávkovú stránku, na ktorej si zákazníci budú môcť členstvo kúpiť. Zadajú číslo svojej karty, a tým pádom odobria pravidelné sťahovanie platieb za členstvo v klube. Toto vie vyriešiť napr. softvér na webové stránky Mioweb, fakturačný systém FAPI a platobná brána Gopay. Alebo zo zahraničných platforiem by to mohli byť napr. Clickfunnels prepojený s platobným systémom Samcart alebo Stripe.
Možností je naozaj veľa. A tiež je dôležité sa pozerať na ten aspekt, že pôsobenie vo vašom klube musí byť pre zákazníkov čo najjednoduchšie, najpohodlnejšie a samozrejme aj najprofesionálnejšie. Pre členov je lepšie, ak si zvyknú chodiť na jedno mieste, kde majú obsah prehľadne uložený, ako keby mali niekde v e-mailovej schránke naháňať nejaké odkazy na svoj obsah.
Určite je dobré mať členskú sekciu aj pre online klub, ktorý je na dobu určitú a obsah prichádza členom postupne. V členskej zóne môžu vidieť kompletný zoznam obsahu, ktorý je v nej obsiahnutý. Avšak prístup majú len k tomu obsahu, za ktorý si zatiaľ stihli zaplatiť.
Ako som už spomenul, ten prvý spôsob riadenia plateného online klubu, keď sa nový člen dostane ku kompletnému obrovskému množstvu obsahu, je bežný. Myslím, že je aj o niečo jednoduchší na prevádzku. Jednoducho pokiaľ člen platí, tak je v klube a ak sa rozhodne vystúpiť, tak v klube skončí.
Avšak cieľom plateného online klubu s konkrétnou dobou trvania je, aby v ňom človek zostal dlhšie, než je tomu pri bežnom online klube. Spomínal som, že priemerná dĺžka zotrvania člena plateného online klubu je tri mesiace. Ak však nový člen vidí konkrétnu dobu trvania svojho členstva, tak je väčšia pravdepodobnosť, že zotrvá dlhšie.
Ďalej môže k jeho dlhšiemu zotrvaniu prispieť aj to, ak tvorca online klubu nejakým spôsobom motivuje svojich členov počas doby ich členstva. Môže napr. stanoviť konkrétne časové míľniky, ktoré keď človek dosiahne, získa istú formu odmeny.
Typická infraštruktúra plateného online klubu
Takáto forma plateného online klubu môže vyzerať veľmi jednoducho: Predajná stránka prepojená s platobným systémom, ďakovacia stránka, miesto s uloženým obsahom, e-mailový systém a uzatvorená skupina na Facebooku.
Predajná stránka
Môže mať takú istú štruktúru ako pri predaji hociktorého iného digitálneho produktu.
V tomto prípade je na predaj členstvo v platenom online klube, za ktorý sa platí v pravidelných intervaloch alebo vopred naraz. Keď tento druh online klubu rozbiehate, tak je dôležité vedieť, že nemusíte mať vytvorený kompletný obsah hneď na začiatku. Určite majte niečo dopredu predrobené, aby ste sa náhodou nedostali do časovej tiesne, ale obsah môžete tvoriť priebežne.
Napríklad, ak robíte rozhovory, tak ich môžete pridávať postupne. Znamená to, že na začiatku, pri rozbiehaní online klubu predávate iba členstvo, za ktoré sa platí v dohodnutých termínoch. Neskôr, keď už budete mať vytvorené dostatočné množstvo obsahu, môžete na predajnú stránku pridať aj možnosť pre netrpezlivých – predaj kompletného obsahu za jednorazovú cenu. Môžete, nemusíte, to je na vás.
Zákazník by tým získal to, že nemusí dlhý čas čakať na sprístupňovanie ďalšieho obsahu a pokiaľ má peniaze, kúpi si ho naraz. Pre vás ako pre autora klubu by bol zasa prínos ten, že ste predčasne neprišli o svojho člena. Ak dáte ľuďom aj túto možnosť, tak si budujete 3 piliere: mesačné členstvo, predaj celého členstva naraz a budovanie zoznamu zákazníkov, ktorý môžete využiť na predaj ďalšieho produktu.
Platobný systém
U nás je bežne používaným platobným systémom český GoPay, v zahraničí napr. Stripe prepojený s Clickfunnels. Paypal nespomínam, lebo myslím, že nemá dobre vyriešenú možnosť pre opakované platby. GoPay používam aj ja a nikdy som s ním nemal problém (aj keď pre opakované platby som ho zatiaľ nevyužil). Clickfunnels má aj vlastný platobný systém, odporúča sa však, že pre účely opakovaných platieb je lepšie, ak sa Clickfunnels prepojí s ďalšou stranou.
Ďakovacia stránka
Je klasicky jednoduchá a rovnaká pre všetkých, ktorí vstúpili do klubu. Bez ohľadu na to, či sa rozhodli pre mesačné členstvo, celý balík alebo skúšobné členstvo, pri ktorom môžu mať napr. prvý mesiac za jedno euro. Každý člen dostane prístup k presne takému obsahu, za ktorý si zaplatil.
Miesto s uloženým obsahom
Pri tomto druhu plateného online klubu, ktorý spomínam je bežné, že člen sa po vstupe do klubu dostane na miesto, kde je uložený kompletný obsah.
Avšak prístup k nemu sa líši podľa toho, kto má aké členstvo zaplatené. Napríklad, ľudia, platiaci po mesiacoch, tam majú prístup iba k obsahu týkajúceho sa príslušného mesiaca. Samozrejme, ak si niekto kúpil kompletný obsah, tak má prístup ku všetkému.
Pri skúšobnom členstve za 1 EUR na mesiac je prístup iba k obsahu za prvý mesiac. Zo zostávajúcich mesiacov tam síce vidia nadpisy obsahu, ale keď si na ne kliknú, tak dostávajú hlášku o tom, že na ich otvorenie treba iný druh prístupu. A samozrejme nasmerovanie čo majú urobiť, aby tento prístup získali.
E-mailový systém
Vďaka e-mailovému systému môžete posielať automatické e-maily a čo je hlavné vytvárať si zoznam kontaktov. Presnejšie povedané, v tomto prípade by ste si vytvárali tri zoznamy kontaktov: skúšobné, mesačné, celkové členstvo.
Potrebujete to mať rozdelené, pretože ľuďom, ktorých máte v zozname kontaktov so skúšobným členstvom môžete ponúkať plné členstvo aj neskôr. A zasa tým, ktorí už majú celkové členstvo má zmysel ponúkať niečo ďalšie.
Skupina na Facebooku
Pre všetkých platiacich zákazníkov (okrem skúšobného členstva) potrebujete mať vytvorenú uzatvorenú komunitu.
Okrem zaujímavého obsahu je aj získavanie kontaktov a spoznávanie podobné zmýšľajúcich ľudí ďalšou motiváciou pre vstup do vášho plateného online klubu. Facebook je vhodné miesto pre takúto skupinu, pretože ju viete vytvoriť rýchlo a jednoducho. Dobre funguje aj schvaľovanie členov a komunikácia s nimi.
Pre vás je tiež dôležité, aby ste mohli vidieť, čo ľudia riešia, aké majú otázky, čo ich zaujíma atď. A oni potrebujú tiež komunikovať medzi sebou. Viem, že nie každý je na Facebooku a mnohí majú voči tomu odpor, ale momentálne nepoznám jednoduchší spôsob ako spravovať komunitu ľudí, než formou skupiny na Facebooku.
Obsah plateného online klubu
Aký obsah by mal byť predmetom takéhoto online klubu? Určite to musí byť obsah, ktorý nie je možný nájsť nikde inde. Musí byť exkluzívny, pretože inak by nemalo zmysel pre zákazníka platiť za členstvo v klube.
Členovia si týmto spôsobom môžu platiť napríklad za pravidelné prípadové štúdie, ktoré majú pre nich zmysel. Alebo rozhovory s expertami, ktoré nenájdu nikde inde. Prípadne sa môžu takto dostať do väčšej blízkosti experta, ktorý tento online klub vytvoril a to napr. tým, že získajú možnosť pravidelne sa ho pýtať otázky, na ktoré im v rámci klubu odpovie. Alebo jednoducho chcú byť členmi klubu preto, lebo akýkoľvek obsah z tejto skupiny má pre nich vyššiu hodnotu než mesačný poplatok, ktorý platia.
Rozumná a férová stratégia je, ak na začiatok dáte časť obsahu zdarma, aby potenciálny záujemca o vstup do klubu mal možnosť vidieť, čo presne môže očakávať.
Alebo sa to zvykne robiť aj tak, že na prvý mesiac umožníte ľuďom vstúpiť za 1 EUR. Z jedného eura mať veľký pravidelný príjem asi nebudete, ale tam zohráva úlohu psychologické hľadisko, pretože človek tak zaplatil svojou kartou, stal sa vaším zákazníkom a pokiaľ sa rozhodne zostať, tak ďalšia platba už bude strhnutá automaticky.
Propagácia plateného online klubu
Skúsenosti iných online podnikateľov hovoria, že priame propagovanie plateného členstva v online klube príliš nefunguje.
Nemá zmysel posielať studenú návštevnosť z inzerátu na predajnú stránku s online klubom. Na to, aby chceli do klubu vstúpiť vás už musia trocha poznať a tiež im musí byť jasné, prečo váš klub potrebujú. A keďže sa tu nejedná o impulzívnu kúpu nejakého lacnejšieho produktu, ale mesačné platby, tak je zrejmé, že predaje budú v tomto prípade pochádzať najmä z teplej alebo horúcej návštevnosti.
Formát plateného klubu sa preto používa nie ako prvotný produkt, ale až ako niektorý z ďalších v poradí. Je na vyšších pozíciách rebríčka vašich produktov, ktoré máte nachystané pre zákazníkov.
Osvedčeným spôsobom, ako dostať váš klub do povedomia je formou kvalitného obsahu. Ak dáte do obehu časť obsahu z online klubu zdarma, tak to je spôsob ako vzbudíte záujem ľudí o ďalšie podobné kúsky. Nemá teda zmysel mať spustenú reklamnú kampaň na Facebooku priamo na predajnú stránku online klubu.
Funguje to tak, že z inzerátu posielate ľudí na obsah. Až z obsahu sa ich snažíte nasmerovať do vášho zoznamu, aby ste s nimi mohli komunikovať aj ďalej a postupne im tak predstaviť možnosť stať sa členom vášho online klubu.
Pripravte si preto päť zaujímavých článkov, ktoré budete rotovať vo svojich inzerátoch. Na konci každého z týchto článkov je samozrejme vaša vizitka s dôležitými informáciami o vás a o vašich produktoch. Ak hovoríme o inzerátoch na Facebooku, tak tam máte vytvorenú svoju fan page alebo stránku, z ktorej inzerujete.
Takže v podstate tieto články predávajú vaše produkty aj keď nevyzerajú ako typická predajná stránka. Ak propagujete možnosť vstupu do plateného online klubu, tak nikdy neinzerujte priamo predajnú stránku klubu. Oveľa účinnejšie je inzerovať obsah, ktorý ľudí postupne nasmeruje k tomuto vášmu produktu.
Moja skúsenosť s platenými online klubmi je zatiaľ užívateľská. Bol som alebo som členom niekoľkých. Priznám sa, že sa nerád zaväzujem k pravidelným platbám a preto si vždy dvakrát rozmyslím, či to má pre mňa zmysel.
Momentálne som v piatich lacných členstvách (online podnikanie, Canva, bežecké tréningy, Wim Hof dýchanie a cestovanie), v minulosti som bol aj v drahom klube medzi podnikateľmi na Amazone. A tiež by som mal spomenúť aj to, že platíme rodinný balík Apple Music, keďže aj to je vlastne platený online obsah.
Tento článok však nebol zameraný na také giganty, ale na bežné firmy fungujúce online. Určite mám však aj ja vo svojich plánoch budovanie komunity podobne zmýšľajúcich ľudí ako som ja. Okrem predaja klasických produktov je to ďalší spôsob ako dnes stále väčšiemu počtu ľudí vyhovuje. A stále viac predajcov sa prostredníctvom platených online klubov snaží získať ďalší zdroj príjmu resp. pravidelný príjem.
(Kliknutím dolu článok môžete zdieľať alebo niekomu poslať. Ďakujem!)
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