Becoming a Master Trainer CPDSO WEBINAR - SEPTEMBER 2019

Agenda for Today A 45 minute workshop webinar focused on: 5 Top Tips To Generate More Revenue For 2020 30 minutes from us 15 minutes Q & A Housekeeping

Training in 2020

BUILD YOUR MARKET KNOWLEDGE TOP TIP NO: 1 BUILD YOUR MARKET KNOWLEDGE Scan the horizon for the WHAT, WHY and HOW things are happening in your market and client base NOW. Subsequently, make basic predictions about HOW and WHY the market might change next year In addition, think about the uncertain situation with Brexit and how it will impact your business (from both directions – whether we stay or leave the EU on 30 October!).

TOP TIP NO: 1 BUILD YOUR MARKET KNOWLEDGE Observe trends in your particular market over the past 12 to 18 months - What patterns of gradual change have you noticed? Research the education/courses/training people and businesses have been increasingly seeking over the past 12 months? Do your training/coaching portfolio REALLY meet their needs?

DEVELOP YOUR SALES CONFIDENCE & BUILD YOUR TRIBE TOP TIP NO: 2 DEVELOP YOUR SALES CONFIDENCE & BUILD YOUR TRIBE 1) Focus on the clients, and potential prospects, that you are certain will buy from you in the short 2) Now group these into a “tribe”, or community, and develop reasonably bespoke marketing materials to capture their attention. 3) Keep focused on the WHY they are buying your training, and don’t forget to utilise your knowledge gained from Tip No 1.

DEVELOP YOUR SALES CONFIDENCE & BUILD YOUR TRIBE TOP TIP NO: 2 DEVELOP YOUR SALES CONFIDENCE & BUILD YOUR TRIBE Familiarise and Reach Out to Your Tribe: Identify where your clients go to find information, interaction, etc.? Consequently edit your communication and marketing messages, as well as the titles of your offerings: e.g. a course on a specific topic such as “Improve your excel skills” CHANGE TO utilising language that demonstrates the learning outcomes. e.g. “Improved performance through the use of excel in the Oil & Gas Industry”.

RECOGNISE YOUR CLIENTS NEED MULTIPLE DELIVERY CHANNELS TOP TIP NO: 3 RECOGNISE YOUR CLIENTS NEED MULTIPLE DELIVERY CHANNELS Your current delegate and training audience is complex There ‘5 generations’ in the workforce today EVERYONE has different communication and learning preferences

RECOGNISE YOUR CLIENTS NEED MULTIPLE DELIVERY CHANNELS TOP TIP NO: 3 RECOGNISE YOUR CLIENTS NEED MULTIPLE DELIVERY CHANNELS Question Yourself: ? Are you aware of the generational composition of your client base? ? Are you using language that appeals to your most valuable client base, or are you ostracising without realising it? ? How proficient are you with using different types of technology or channels for marketing and training/learning programmes?

TOP TIP NO: 4 RAISE YOUR FEES Make no apology for raising your fees for 2020. You know your market, you understand their learning needs and in many cases you are already a trusted advisor.

TOP TIP NO: 4 RAISE YOUR FEES Answer this question: ? What value do I take into the marketplace? Then link the answer back to Top Tip No.1 Approaches for increasing fees and ensure don’t fall into the extra-service, over service trap when fees are raised

TOP TIP NO: 5 START SELLING NOW! With your market knowledge and newly found sales confidence, you need to start selling NOW. DON’T BE AFRAID TO OUTSOURCE SALES: As a solopreneur, a lone trainer AND sales person, you will be able to go above £100k in annual turnover. RECOGNISE THAT YOUR NEED HELP: Invest in admin help, outsource to a sales person or telesales team If you don’t make the investment in YOU and your TRAINING OFFERING, you won’t soar to the stars.

TOP TIP NO: 5 START SELLING NOW! Think about what you are actually engaged in doing on your own, or with close colleagues? Are they jobs or tasks? ? What makes you the most money? ? Which one(s) do you enjoy doing? ? How could you spend more time doing what you enjoy most? ? What changes would you need to make in order to achieve this?

Summary of Today’s Session: TOP TIP #1 = Build Your Market Knowledge TOP TIP #2 = Develop Your Sales Confidence & Build Your Tribe TOP TIP #3 = Recognise Your Clients Need Multiple Delivery Channels TOP TIP #4 = Raise Your fees TOP TIP #5 = Start Selling NOW

BREXIT WHAT NEXT? What’s Happening? No one really knows… …there is uncertainty, fear, painful, chaotic and generally everything feels in flux

Next Steps: Facing change and uncertainty requires knowledge, insight and education. As trainers and coaches we must embrace, not fear, change CPD Standards promises to assist you through these troubled and eventful times…

WELCOME TO THE CPDSO TRAINING ACADEMY “Providing A Helping Hand In Changing Times” Advice NOT Competition cpdstandards.com/workshops

‘Become a Master Trainer’ Join Us in November Due to popular demand from CPDSO members, the CPD Standards Office is launching a Training Academy. It’s first, inaugural course is a 2 day workshop in November 2019 entitled: ‘Become a Master Trainer’ The workshop is 100% focused on building your business and preparing for what lies ahead.

Join us in November – Become a Pioneer ADVICE NOT COMPETITION We are actively recruiting training and coaching businesses who are interested in becoming pioneers for our inaugural “Become a Master Trainer” workshop. Delivered over 2 separate full days on the 6th and 27th November 2019 in central London. A dedicated workshop for you, as a training or coaching provider, to prepare for 2020. It is a must for anyone delivering training (either online or face to face) in 2020. It includes comprehensive guidance on raising your fees for 2020 despite the economic uncertainties, and how to navigate the current business environment where there are definite opportunities for your business to flourish.

Join us in November – Be an early bird!!! The early bird always catches the worm! The Become A Master Trainer workshop is £795+VAT for non CPDSO members As a CPD Standards member, you receive substantial discount of £395+VAT Early birds booking before the 30 September – receive a special rate of £195 + VAT. We shortly send a follow up email booking details. More information can be found here: www.cpdstandards.com/ workshops.

THANK YOU! ANY Q?s Amanda Rosewarne, CEO of the CPD Standards Office, part of the Professional Development Consortium Tracy Gravesande Head of the CPDSO Training Academy Tracy.gravesande@cpdstandards.com 0203 745 6463