How To Create a Successful and Profitable Training Business Week 2

RECAP: The Secrets of Success: Top Mistakes That Freelance Trainers Make – And How To Avoid Them Why You Must Create A Foundation For Your Training Business In Order To Be Successful The Questions You Must Answer Before You Even Think Of Going Out Networking The Mindshift Change You MUST Make If You Are Going To Become A Successful Freelance Trainer Proven Techniques For Making Your Training Business Successful Right From The Start

Week 2: HOW TO LOVE SELLING AND MARKETING

How I Felt About Selling & Marketing… Not a clue Didn’t like the thought of it Scared!

No Marketing = No Clients Get Over It!

On a scale of 1 to 10, how do you feel about selling and marketing?

My Challenge To move you to a 10 To get you excited about it To get you motivated to do it To increase your confidence and help you believe it’s possible.

How To Love Selling and Marketing Explore some limiting beliefs that trainers have around selling and marketing. How to use the skills you already have to get more clients. The 1 thing you can do that will transform your approach to selling and marketing. Do’s and Don’ts of selling Specific marketing methods to use in your business How to work out which marketing methods are right for you and will get you results!

Some Limiting Beliefs I’m not a natural sales person It has to be done by experts You have to be pushy You have to make cold calls Selling is a dirty word.

What are your limiting factors?

FACT Unless you overcome any limiting beliefs you may have… … no marketing plan will work for you.

What if? What if? I’m not a natural sales person I just need to be myself to sell. There’s no such thing as a natural sales person.

When was the last time someone sold something to you When was the last time someone sold something to you? What did they do or say? Built rapport Smiled Asked questions to find out what I wanted. Listened Made me feel special Found a solution to suit my needs Made me feel safe Demonstrated knowledge

YES! Could you do that? Build rapport Smile Ask questions to find out what they want. Listen Make them feel special Find a solution to suit their needs Make them feel safe Demonstrate knowledge YES!

A Story…

Selling and marketing = Relationship Building

Some Do’s and Don’ts DON’T: Put barriers in your way Make it out to be more than it is Feel panicked or pressurised to get sales Attempt to sell at the first meeting Feel you’ve failed if people don’t buy from you the first time round

Some Do’s and Don’ts DO Put real effort into relationship building Be yourself Be patient Ask questions and listen Develop and use a system for maintaining contact and nurturing Believe in yourself and what you have to offer

Marketing & Selling YOU NEED TO DO BOTH! MARKETING SELLING Raising awareness of who you are and what you do and getting your message out to the right people. Getting people to part with money! YOU NEED TO DO BOTH!

Potential Marketing Methods 1) Networking

Potential Marketing Methods 2) Social Media Linked In Twitter Facebook Google Plus YouTube Instagram Pinterest

Potential Marketing Methods 3) Cold Calling/ Telemarketing Telemarketing Companies -> Outsource List from Linked In Get name of right person Script Be persistent Don’t take rejection personally www.outshine.co.uk

Potential Marketing Methods 4) Direct Mail Will they be read? Low response rate Cost BUT Making a comeback! Well crafted sales letter can work

Potential Marketing Methods 5) Sales Letter Get Attention “Improve your customer service by 30% and reduce your costs at the same time.” Grab Interest “Most companies do this but I do this…” Gain credibility “Just recently I’ve been working with…” Action “What I’d like to do is arrange a meeting to discuss how I might help. I’ll call again in a few days.”

Potential Marketing Methods 6) Email Marketing Be Persistent Be Professional Be Purposeful

Potential Marketing Methods 7) Taster Sessions

Potential Marketing Methods 8) Public Speaking

Potential Marketing Methods 9) Website Won’t in itself get business You need a website strategy Strategy needs to be simple Always a work in progress Change every two years

Your Website Strategy Get clear on your target market Identify key words Blogs/ Articles -> Consistently post social media Google Ads Facebook Ads Links everywhere! Email capture -> Regular information Use video

YOUR Marketing Methods? 1 2 Does this method have a great chance of reaching my target market? Will I enjoy doing this?

How To Love Selling and Marketing Explore some limiting beliefs that trainers have around selling and marketing. How to use the skills you already have to get more clients. The 1 thing you can do that will transform your approach to selling and marketing. Do’s and Don’ts of selling Specific marketing methods to use in your business How to work out which marketing methods are right for you and will get you results!

Any Questions?

Next Week: Week 3 GROUP COACHING CALL See You Next Week! Reflect on weeks 1 & 2 Discuss key learning points and lightbulb moments Ask questions Discuss issues relevant to your business Help you to take action See You Next Week!