1. How To Create a Successful and Profitable Training Business
Week 2

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

3. Week 2:
HOW TO LOVE SELLING AND MARKETING

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

5. No Marketing = No Clients
Get Over It!

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

7. 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.

8. 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!

9. 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.

10. What are your limiting factors?

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

12. 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.

13. 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

14. 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!

15. A Story…

16. Selling and marketing = Relationship Building

17. 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

18. 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

19. 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!

20. Potential Marketing Methods
1) Networking

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

22. 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

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

24. 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.”

25. Potential Marketing Methods
6) Marketing
Be Persistent
Be Professional
Be Purposeful

26. Potential Marketing Methods
7) Taster Sessions

27. Potential Marketing Methods
8) Public Speaking

28. 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

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

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

31. 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!

32. Any Questions?

33. 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!