If your course is sitting in Kajabi doing nothing, the fix almost always lives outside the course. Nothing is sending the right people to it every day, and nothing is making the first purchase easy enough to say yes to.

I see this constantly. A coach or consultant spends months building a course, uploads every lesson, makes a pretty sales page, posts about it a few times, and then… crickets. The course is technically for sale. It’s just not being sold. Kajabi (or Thinkific, or Skool, or whatever you’re on) is a place to host and deliver your course. It’s a storefront. A storefront on a street nobody walks down doesn’t get customers, no matter how nice the window display is.

So let’s tear it down. Here’s what’s usually going on, how to spot it in your own business, and what changed when Erika’s course went from years of no sales to daily sales.

Why isn’t my course selling on Kajabi?

Your course isn’t selling because the path from “stranger” to “buyer” has gaps in it, and the platform can’t fill those gaps for you. Your course platform handles checkout and delivery. It doesn’t find buyers, warm them up, or give them a reason to buy today instead of “someday.”

When I look at a course that isn’t moving, I’m looking at three questions. How do new people find it? What happens after they find it? And what’s the first thing they’re asked to buy? Most stuck courses have a weak answer to at least two of those. Usually the honest answers are “Instagram, sometimes,” “they look at the sales page and leave,” and “the whole $997 course, right away.”

What does a course that’s “doing nothing” usually look like?

A course that’s doing nothing usually has a good product sitting behind a launch-only marketing plan. Here are the patterns I see over and over when I look under the hood.

What you see	What’s really going on	What to do about it
Sales came in during launch week, then stopped	The course only sells when you’re actively pushing it	Build an evergreen path that runs without you being “on”
The only link to the course is in your bio	There’s no steady way for new people to find it	Give it a consistent traffic source (content, email, or ads)
People land on the sales page and leave	The first ask is too big for someone who just met you	Put a small, easy first purchase in front of the big one
Your email list hears about the course once a quarter	There’s no follow-up that builds trust over time	Add an automated email sequence after every opt-in or purchase
You’ve tweaked the sales page five times	You’re fixing the copy when the problem is the funnel	Map the whole path before touching another headline

Notice that none of these are “your course isn’t good enough.” I’m sure some courses do have content problems. But the content can’t be the problem if nobody is getting far enough to see it.

Is my course priced too high?

Your course price is probably fine. The bigger issue is usually that it’s the only thing you’re asking people to buy, and it’s a big jump for someone who found you yesterday.

Think about it from the buyer’s side. They’ve seen two of your posts. They like you. And the very first thing you offer them is a $500 or $1,000 decision. Some people will make that leap. Most won’t, and that says nothing about whether your course is worth it. They just haven’t had a chance to trust you yet.

Dropping your course price rarely fixes this. It just makes the same gap a little cheaper. What works better is adding a step before the big one.

What is a low-ticket funnel?

A low-ticket funnel is a sales path that starts with a small, inexpensive offer (mine is $7) and then introduces your bigger course to people who just bought. The small offer does the hard part: it turns a stranger into a customer. Once someone has bought from you once and liked it, saying yes to the bigger thing is a much shorter walk.

A typical version looks something like this:

1. A traffic source sends people to a page for your low-ticket offer.
2. They buy the small offer, and may be shown a related add-on at checkout.
3. Right after purchase, they see an offer for your main course.
4. Whether or not they buy that day, an email sequence keeps the conversation going and makes the case for the course over the following days.

The front-end offer isn’t a watered-down version of your course. It’s a quick win that solves one small problem really well and shows people what it’s like to learn from you.

How did Erika go from no sales to daily sales?

Erika is a leadership consultant, and her course wasn’t selling for years. It was a good course. She knew her stuff. It just wasn’t moving.

We rebuilt it on a low-ticket funnel. She got her first evergreen sale within 24 hours, and then she had daily sales for months. Same expertise. Same Erika. The difference was that there was finally a path for buyers to walk down, with an easy first step at the front of it.

I share Erika’s story a lot because it’s the clearest example I have of the “it’s not the course” point. For years she could have assumed nobody wanted what she was teaching. That wasn’t true. People wanted it. They just needed a way in.

Do I need to run ads to sell my course every day?

You don’t have to run ads, but ads are the most predictable way to put new people in front of an evergreen funnel every single day. Organic content works too, it’s just lumpier.

Here’s my own experience. I built a funnel in about two weeks during my kid’s naptimes. It was pretty ugly. I launched it on March 12, 2025 with a $7 front-end offer, and it brought in $7,241 in the first 30 days. I was spending about $40/day on ads, and I only kept ads on because they were profitable. These days it takes about an hour a week of upkeep.

The ugly part matters. I didn’t wait until it was perfect. Ugly is fine if the structure is there, and the structure is what was missing from most of the stuck courses I’ve looked at. I wrote more about this in how to sell a course every day without launching.

What if my course content really is the problem?

Sometimes it is, and you’ll know because people buy but don’t finish, don’t get results, or ask for refunds. That’s a design problem, and it’s worth fixing. But it shows up after the sale, not before it.

If your course isn’t selling at all, start with the funnel. If it’s selling and people are stalling out inside it, look at the course itself: the framework, the lesson length, the quick wins. Those are two different fixes, and doing the second one when you need the first one is how people end up rebuilding a course that was never the issue.

One more thing on this. A lot of experts treat their course as the thing you buy when you can’t afford their coaching. That framing quietly kills sales, because nobody gets excited about the consolation prize. Your course works better as the front door to your business. I made that case in why your course shouldn’t be a downsell to your services.

How do I figure out what’s wrong with my own course?

Walk the path your buyer walks, one step at a time, and write down where it breaks. Here’s how I’d do it if I were sitting next to you:

1. Write down every way a new person could find your course right now. If the list is short or depends on you posting, that’s gap number one.
2. Look at the first thing a new person is asked to buy. If it’s your full course, ask whether a stranger would realistically say yes to that today.
3. Check what happens after someone opts in or buys. Is there an email sequence, or does it go quiet?
4. Look at your sales from the last six months. Do they only show up when you’re launching or posting a lot?
5. Pick one small, specific problem your audience has that you could solve with a low-ticket offer. That’s the start of your front end.

You don’t need to fix everything at once. Start small. Launch scrappy. Let it work. Then scale smart.

Frequently asked questions

Why do I get course sales during a launch and then nothing?

Because the launch is the only time your course is being actively sold. Once you stop promoting, the traffic and urgency stop too. An evergreen funnel gives your course a way to sell on the days you’re not talking about it.

Should I switch platforms if my course isn’t selling?

Usually not. Platforms host and deliver your course, and they don’t create demand. Moving a course with no funnel to a new platform gets you the same result somewhere else. Fix the path to the course first.

How cheap should a low-ticket offer be?

Low enough that it’s an easy yes for someone who just found you. Mine is $7. The exact price matters less than whether the offer solves one clear problem quickly and leads naturally into your main course.

Can an old course start selling again?

Yes. Erika’s course wasn’t selling for years. After we rebuilt it on a low-ticket funnel, she got her first evergreen sale within 24 hours. Old courses usually don’t need to be thrown out. They need a way in.

Learn to build the funnel yourself

If your course is sitting there waiting for buyers, Passive AF is where I teach exactly what I did with my own funnel: the marketing funnel strategy and how to run ads to it, so your course can sell every day instead of only when you launch. It’s $397, and it’s built for experts who’d rather have a course that sells quietly in the background than one more launch on the calendar.

A heads up: the Kajabi links in this post are affiliate links. If you sign up through one, I may earn a commission at no extra cost to you. Dreampro’s own courses run on Kajabi.

Ariel Schiffer is the founder of Dreampro and an instructional designer with 15+ years of experience designing learning programs for Fortune 50 companies and nonprofits. She holds an M.A. in Industrial-Organizational Psychology.