如何开始赚钱的基于订阅的业务[+免费计算器]

Subscription-based business models are nothing new. Things like Netflix, Spotify, and your email marketing service are all subscription-based services. And subscription-based business is booming. The latest research shows that subscription-based businesses are getting 5X faster revenue growth than the S&P 500 to the tune of 18.2% vs. 3.6%.

Part of the reason that subscription-based businesses are thriving is that technology makes it easy. Business owners can upload content, live stream, and accept payments with ease. Plus, CRM software mixed with email marketing makes staying in touch with customers to build and nurture those relationships easier than ever before.

But a lot goes into turning a profit.

这就是为什么我们决定将本指南汇总在一起，以教您如何创建真正赚钱的基于订阅的业务。在本指南中，您将了解订阅收入模型是什么，以及它与常规收入，基于订阅的业务类型以及如何启动自己的基于订阅的业务的不同之处。我们从指示开始，这些说明将帮助您在任何平台上开设订阅业务，然后才能进入如何开始基于订阅的电子邮件新闻通讯，会员资格网站，高级内容网站和在线课程的业务。

Want to find out your earnings potential? Check out our Subscription Revenue Calculator.

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如何开始真正赚钱的基于订阅的业务：

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订阅收入模型是什么？

Through the subscription revenue model, business owners generate revenue by charging a recurring fee processed at regular intervals. When subscription-based businesses are able to培养长期客户关系，这会导致经常收入，只要企业努力继续增加其他客户并保留他们已经拥有的客户，就会随着时间的推移而复合。

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订阅收入与常规收入：有什么区别？

There are two key differences between subscription revenue and regular revenue: recurring payments and the importance of customer retention. No matter what you're selling, if you're using the subscription revenue model, you'll want to be sure that you're providing continuing value to your customers so they continue to subscribe.

请记住，借助基于订阅的业务，您可能会以比客户一次购买所有商品的价格出售产品和服务。这意味着要为基于订阅的业务赚取利润需要时间。但是，如果您可以挂在订户上，那么它有可能是一种有利可图的关系。这与您出售产品的常规收入模型不同，客户为此付费，如果有的话，您可能不会再见到六个月了。

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基于订阅的业务类型

可以肯定地说，基于订阅的业务模型无处不在。随着订阅框和SaaS业务的扩散，我们很可能会看到更多基于订阅的业务，而不是更少。让我们看一下您可能会遇到的一些更常见的订阅业务类型。

Boxes

You can get just about anything in a subscription box these days. From pet supplies and toys to make-up to tea and beyond, there's probably a subscription box for it.

SaaS

So many software companies have gone for a SaaS (Software-as-a-Subscription) service model. If the software can be used online, it's likely to have a subscription-based model. This goes for everything from accounting software like QuickBooks toemail marketing services。

eCommerce

This type of subscription-based business is similar to the subscription boxes we've already talked about. Instead of paying for a box of products, however, you might be paying for recurring shipments of consumable supplies like toilet paper, razor blades, or electric toothbrush heads.

New to eCommerce? Here’s如何开始电子商务业务在2021年。

使用权

These subscriptions give you access to private content. Netflix, Spotify, and OnlyFans fall into this category as do countless others. With these services, you're typically paying for on-demand content or other perks (like free shipping).

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How to Start a Subscription-Based Business

现在，您对基于订阅的业务有了更多的了解，您可能想知道如何开始自己的工作。在本节中，我们可以分享您可以采取的步骤，无论您想出售什么，都可以创建自己的基于订阅的业务。

1.设定目标

What are you hoping to accomplish with your subscription-based business? No matter whether your goal is to hit a specific revenue, sell a specific number of subscriptions, or getting a certain number of customers, you need to figure it out. This will help you target the right audience and set the right pricing.

我们鼓励您设定短期和长期目标。短期目标可以帮助您保持正轨，因此您一定要实现这些长期目标。它们可以很好地合作，以保持您的营销策略敏捷，以便您更好地适应变化。

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2. Do Research

一旦实现目标，就该研究了。这意味着要非常仔细地了解您的竞争对手，产品市场合身和发现目标受众。

进行竞争分析

看看您的竞争对手的所作所为将帮助您使产品和消息传递更好。您将要考虑：

• Which companies offer similar products
• 他们有,他们失踪的特性
• 他们的客户对他们的看法（这是找出客户想要和没有得到的好机会）
• 他们的消息是什么样的

社交听力is a great tool you can use for competitive analysis. This is the practice of analyzing social media messages, comments, mentions, and more on a specific topic.

找到您独特的销售主张

在更好地了解竞争对手的工作之后，您可以找出市场上的差距。如果您试图提供其他人已经提供的产品或服务，这一点尤其重要。您需要变得独特，并与竞争对手区分开来。你的...是独特的销售主张？客户无法从其他人那里获得的基于订阅的业务是什么？

Identify Your Target Audience

如果您找不到合适的受众，您的基于订阅的业务将失败。请记住，您希望订户可以无限期地每月为您的产品或服务付款。找出您的产品或服务可以解决的痛苦，并找到寻找该解决方案的人。人们为什么需要您提供的服务？他们的生活中发生了什么事，他们正在寻找您必须提供的特定解决方案？

找到您的产品市场合适

Product-market fit simply means where your subscription-based business fits into the market. This research helps you validate your business and understand how many people are in need of the solution you have to offer. Once you've shown that there's a need, you know you have a viable offer.

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3.创建买家角色

完成后research on your competitors，您将获得有关目标受众的大量信息，可以用来创建买家角色。买方角色是代表您的目标受众或理想客户的虚构人的详细概况。如果您的订阅业务是B2B, your buyer personas will be representations of your perfect fictional client business or brand. No matter if you're a B2B or B2C business, however, you're very likely to end up with more than one buyer persona.

实际上，我们建议创建三到五个买家角色。一旦您进入人口统计，行为，心理学（爱好，消费习惯，价值观等），您可能还会拥有更多您的客户可能被细分的方式。

Some businesses might call that good and skip out on creating buyer personas because they think they're too much work.

不要那样做。

在建立成功的基于订阅的业务方面，买方角色是该过程的重要组成部分。根据客户情报公司Cintell的研究，超过潜在客户和收入目标的公司创建买方角色的可能性是那些不领导者的角色的两倍。不仅如此，超过潜在客户和收入目标的公司中有93％的公司按角色对数据库进行了细分。

To start building your buyer personas, take another look at the data you've already collected about your target audience and start segmenting it. Note the characteristics of your potential customers, what they're like, and how you can reach them. Once you have your audience segmented into three to five (or more) buyer personas, start to flesh out those personas as though they're real people before moving on to buildingmarketing strategies您可能会用来针对那些买家。

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4.建立您的价值主张

Where your unique selling proposition is about where you are in relation to your competitors, your价值主张is more customer-focused and focuses on how your subscription-based business will improve their lives. This makes it a lot easier for potential customers to justify signing up. Take the time to build an obvious value proposition so your customers have no doubt what's in it for them. This might mean:

• Directly explaining the value of your subscription business to your customers, preferably with facts and figures to back your claims up.
• 向潜在客户展示您与竞争对手的不同以及为什么选择自己的意义是有道理的。
• 吸引人们进入您的品牌和业务，鼓励他们学习更多。

建立您的价值主张将为您提供您想要与潜在客户分享的目标信息，以将其转变为付费客户。

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5. Set the Right Price

您可以将几种不同的定价模型用于订阅业务。

• 扁平率：以固定价格提供套装功能
• Tiered:offering different sets of features at different pricing.
• 基于用法：the "pay as you go" model where customers only pay for what they use
• 使用者：客户根据使用多少人来付款
• 胜诉：客户根据特定产品功能付款
• Freemium:customers can try out your product (usually with limited features) for a trial period

无论您从哪种定价型号开始，或者设定的价格点，只要记住您真的可以更改它。只要看看Netflix多年来改变了定价的次数即可。随着订阅业务的增长，您可以并且应该测试和分析定价。

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6. Test and Analyze

After doing competitor research, building comprehensive buyer personas, creating your value proposition, and setting your price it's time to test out your strategy. One of the most common ways to do this is with a beta launch or field trial. Here's how to conduct a beta launch:

• 查找用户。寻找与您的买家角色相匹配的测试人员，因此您将从最喜欢目标客户的人那里获得有价值的信息。
• 得到反馈。您需要测试用户的定量和定性反馈。定量反馈是数值的（是或否，按比例等级等），并提供可用于查找模式和做出预测的数据。定性反馈是非数字的（文本，视频或音频响应）。这些数据可帮助您了解概念，观点和经验，因此您可以获得更深入的见解或产生新的想法。
• Tweak your offer.根据您收到的反馈，对您的报价进行调整，然后重试。

You don't need to limit yourself to doing beta tests only at the beginning. You can use them for changes to your offer whenever you want. They're a great way to get a better understanding of your audience and what works for them.

您还需要跟踪一些基于订阅的业务的重要指标，以确保您的执行方式：

客户获取成本（CAC）

CAC是您在获得新客户上花费的平均金额。这包括您所有的销售和营销成本。该指标可以帮助您计划未来的花费营销活动。这是公式：

Monthly Recurring Revenue (MRR)

MRR is the monthly revenue that comes in from your subscriptions and is a good indicator of your business's health. When you're just starting out, aim for an MRR in the double digits—10%–20%. Here's the formula:

每个用户的平均收入（ARPU）

ARPU is the average revenue brought in from each subscription over a specific timeframe. This shouldn't include free or freemium users. This number can tell you if you have too many customers in either high or low-priced plans. If you have a lot of customers paying for the high-priced products, there's a good possibility that many of those users would gladly pay more. If you have too many customers in the low-priced plans, however, you probably need toimprove your marketingor increase the value of your higher-priced plans so subscribers find them to be worth the extra money.

这是计算ARPU的方法：

MRR流失率

您的流失率是订户取消其订阅的速率。对于基于订阅的业务而言，高搅拌率是一个大问题，因为您以太快的速度失去客户。这是公式：

Lifetime Value (LTV)

CLV的平均收入带来的a specific customer over the life of that customer (how long they've been a customer). This can help you understand how much money you should allocate to marketing to get new customers. Here's the formula:

现在，您知道了如何创办基于订阅的业务的基础知识，让我们谈谈一些易于启动和运营的优质订阅业务。

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How to Start an Email Subscription Business

你知道你可以使用email newsletter作为有利可图的订阅业务？付费新闻通讯将帮助您产生重复的收入，但是要使您的电子邮件新闻通讯保持吸引力和有价值，以使订阅者每月返回。在本节中，我们将向您展示如何开始电子邮件订阅业务。

1.设定目标

您希望使用付费新闻通讯完成什么？你的话题是什么？您如何围绕该主题创造足够的价值，以至于人们会为此付出代价？一个好的起点是思考您对您想与他人分享的专家知识。那是你的利基。从那里，您可以写任何东西，只要它对观众来说很有价值并使您朝着目标迈进。

2.确定您的目标受众

在这里，我们再次与目标受众在一起。如果您正在营销或影响者，您永远不会摆脱识别目标受众的需求。这些人对您所说的话感兴趣。实际上，他们很感兴趣，以至于他们愿意为此付出代价。当您定义目标受众时，您可以创建targeted marketing campaigns这会引入新的订户，并防止您的现有订户离开。

3. Set a Schedule

没有人会为随机发行的电子邮件通讯付费。订户想知道他们正在注册的内容，其中很大一部分是知道何时应该期望您的电子邮件新闻通讯到达。取决于您的电子邮件通讯订阅是您的主要工作还是仅仅是侧努力，您可以设置适合您的时间表，每天，每周，每月或更频繁地设置适合您的时间表。最重要的是设定您的日程安排并与订阅者交流该计划的内容。然后坚持下去。

4. Set Your Price

We've already covered the various pricing models you can use for your subscription-based business so refer to that section for a refresher. Most paid subscriptions are priced between $2–$15 per month. However, we recommend doing some研究竞争对手and how much they charge for paid email newsletter subscriptions. Just remember that the higher your price point, the more value you need to provide.

5. Set Up Your Email Marketing Service and Payment Options

首先将您的付款平台（PayPal，Stripe等）连接到您的电子邮件营销服务。由于付款平台和188滚球地址email marketing services是如此不同，您需要检查特定平台的文档。188滚球地址

6. Create a Landing Page

It may be tempting to just push your paid email newsletter subscription anywhere on your website you can, it makes a huge difference having a dedicated landing page to sell the subscription. This way, you can go into detail about what subscribers will get for their ongoing investment and how often you'll be sending emails among other things. A custom landing page makes it a lot easier to sell just about anything.

7. Grow Your Email List

如果您正在启动付费电子邮件通讯订阅，那么您需要增加您的电子邮件列表。最简单的方法之一是在您的网站上添加选择，鼓励用户注册。这些用户将注册您的免费电子邮件新闻通讯。然后，您可以使用免费的新闻通讯来销售付费版本。

在这一点上，您准备创建第一个付费电子邮件通讯并开始！

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如何创建会员网站

Membership sites can be either paid or free (or both) and involve gating (locking or hiding) certain content or sections on your website. This gated content is only available after people subscribe. There are different types of membership sites:

• 滴水。订阅者每月支付每月添加新内容的访问权限的每月付款。
• 全in。Subscribers get access to all the content at once. You'll want to be sure to add something valuable that happens on a recurring basis to keep subscribers around.
• Online community.订户支付访问私人论坛和团体的费用。
• Service.订户支付包括通过会员部分访问资源和工具的服务。188金宝慱网站

在线课程也可以被视为会员网站，但我们认为他们应该得到自己的部分，因此我们将向您展示如何以后在本指南中开始在线课程。现在，让我们谈谈如何创建自己的会员网站。

1.选择一个利基市场

找到合适的利基市场是创建带来经常收入的会员网站的最重要步骤之一。那里确实有无限的利基市场，但并非所有人都会赚钱。一些最受欢迎的利基是健康和健身，金融，美容，时尚和娱乐。当然，这些是与竞争对手相当大的主题。您没有选择如此广泛的利基市场，而是要深入研究自己选择的利基市场，以找到没有大量竞争对手但仍然是可行且有利可图的利基市场的东西。例如，您可以选择专注于瑜伽，而不是试图在健康和健身的广泛主题中表现出色。但不仅是瑜伽，这仍然是一个广泛的话题。您将继续深入研究，找到一个有很多观众的利基市场，只有少数竞争对手，例如“神经多样性人的瑜伽”或“慢性疼痛患者的瑜伽”。

Once you have a few ideas for a niche, check out your competition and the market. Who are your competitors? What are they doing? What kinds of products and services are there? Are people paying for information in this niche?

2. Validate Your Offer

So, you've chosen a niche. Now it's time to take a much closer look at your competitors to find out what they're offering, who is taking them up on those offers, how they're targeting potential customers, how successful they are, and more. You can also use SEO tools to find out if people are searching for your niche (the more people are searching for it, the higher the demand). Another great way to find out if your membership site offers something that people are looking for is to check online forums and社交媒体to find out if people are talking about it.

3. Create Your Minimum Viable Product

如果您已经验证了您的报价，那么您可能已经知道您是否适合产品市场。现在，您需要前进并创建一个可以开始销售的最低可行产品（MVP）。这对我们有时对产品发布的麻痹有很大帮助。您的会员网站不必100％完整或完美。只需创建一个您可以出售的高质量作品即可。然后，在收到订户的反馈时扩展产品。在此过程中，您可能会找到一组供您提供的订户的核心订户。找出您对这些人的一切。像他们这样的人是您想要针对营销的人。

4.建立货币化策略

How is your membership site going to make money?

If you answered "people are going to pay to join," you have more planning to do if you want your membership site to be profitable.

与往常一样，您最成功的竞争对手是一个很好的信息来源。找出有关其定价的所有知识。会员资格包括什么？他们如何呈现产品或服务产品（如果他们出售其他产品或服务）？他们的定价如何结构化（单价或多个价格点）？

These are the questions you'll need to answer about your own pricing and offering to create a获利策略。

5.找到合适的平台

There are all sorts of membership platforms like卡哈比，新生和愿望清单会员，使创建梦想中的会员网站变得容易。如果您使用wordpress.org来管理您的网站，则有几个高质量的会员网站插件，可让您只需单击几下将WordPress网站转换为会员网站。

找到合适的平台来处理付款也很重要。一些会员平台包括付款处理。188滚球地址如果他们不这样做，您需要找到与会员平台集成的付款处理器，这样您就不必手动跟踪任何信息。另外，您还希望能够轻松创建优惠券，添加和删除会员，与客户联系以进行计费更新等等。

找到正确的会员网站平台和付款处理器后，您就可以创建和发布您的内容based on the specifications of your chosen membership site platform.

6.发展您的会员网站订阅业务

Member engagement is key to your growth. This might mean offering live webinars, members-only forums or Slack channels, private Facebook groups where members can interact with the business owner, and more. The goal is to create a membership site that keeps subscribers engaged and feeling like they're constantly getting value from their investment. You can also use their feedback and comments to guide your future features, services, and products.

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如何在仅粉丝，Patreon等上出售基于高级订阅的内容

OnlyFans在过去的几年中，有充分的理由飞涨。该平台使人们非常容易提供私人内容以换取金钱。但这不是唯一的选择。Patreon是另一个非常受欢迎的基于高级订阅的内容平台，创建者用来与订户共享高级内容。以下是其他一些基于高级订阅的内容平台：188滚球地址

• IsMyGirl.每月订阅，消息迷，通过请求创建自定义内容等等。
• IsMyGuy.The men-only alternative to IsMyGirl.
• 忠诚。每月订阅，消息迷，通过请求创建自定义内容等等。
• mym.fans。每月订阅，消息迷，通过请求创建自定义内容等等。
• Fancentro。每月订阅，消息迷，通过请求创建自定义内容等等。You also get landing pages to help promote your page.

如您所见，许多基于高级订阅的内容平台都是仅提供类似服务产品的绝佳替代方案。188滚球地址您还可以使用许多替代品来获取内容：

• Buy Me a Coffee.一个基于捐赠的会员平台，可以接受粉丝的一次性和每月支持。
• Ko-fi.Similar to Buy Me a Coffee, subscribers can make monthly donations for creators.
• SubscribeStar.一个独立的会员平台，可满足教育工作者，音乐家和视觉艺术家的需求。
• 锚听者的支持。A Patreon-style subscription service that allows creators to receive recurring donations from fans.

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如何创建在线课程

在线课程是增加经常性每月收入的绝妙方式，而且它们非常容易创建。通过为课程参与者添加在线社区，它们使它们变得更好。这就是你的方式创建一个销售的在线课程。

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营销基于订阅的业务

Congratulations! Your subscription-based business is launched. Now what?

营销。

You've put a lot of work into getting your subscription-based offering ready for your target audience and now you need to do the work of promoting it. Fortunately, with the rise of social media, the steady reliability ofemail marketing, and the power of partnerships and influencer relationships, marketing your course can actually be pretty easy and even fun.

电子邮件营销

Email marketing has the best ROI of any marketing channel with a4200% return。这意味着您有可能每花1美元赚42美元。您的电子邮件列表是开始营销基于订阅的业务的第一个也是最佳场所。您甚至可以使用免费试用或迷你课程来鼓励您的电子邮件订阅者尝试基于订阅的业务。

社交媒体Marketing

A social media presence is important for any business, but if you're selling a subscription-based product or service it's vital to be active on the social media platforms your target audience uses. Be sure to create a page or profile for your business on LinkedIn, Facebook, Twitter, Instagram, and any other social media platform that makes sense to reach the right audience. Beyond that, you'll need to employ社交媒体marketing strategies为了使您的观众对您的品牌以及您所提供的产品感到兴奋和兴奋。

Partnerships and Influencer Marketing

金博宝188备用网址is a fantastic way to build excitement about your subscription-based business. You'll need to find an influencer that fits with your brand's personality and who appreciates and understands the products and services you're selling. And don't be afraid to reach out to your network to find other people and businesses to partner with.

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建立销售的基于订阅的业务

无论您出售什么，订阅收入模型都可以帮助您随着时间的推移建立收入，而不断寻找新客户的收入。借助我们在这里提供的信息，您拥有启动销售基于订阅的业务所需的一切。