Trainer Resources – 4 Actions To Help You Avoid A Training Day from Hell – Protecting Yourself In The Classroom – by Matthew Hill

How can you prevent horrible feedback, crazy conflict and difficult delegate behaviour?

We have all been there. It starts with a funny feeling in your stomach and then a look or comment from one of the alphas in the room. What is happening? you ask. Am I loosing the room? Lunch is tense and then, there comes an excuse why a few people don’t give in their paper feedback forms at the end of the day. You leave feeling that you put in plenty of effort but that, somewhere along the way, you and the room parted company and were travelling along different roads.

Group Of Businesspeople Gossiping

Horrible Feedback is Horrible

The next day you receive a troubled E Mail from your L&D contact within the company or the provider who supplied you with the subcontract day. And it is all bad news from then on in.

There follows a list of your “crimes” and how negative and upset the room were. Etc. etc. etc.

STOP

It does not have to end like this. Let us make the classroom safe for you again with 4 simple actions…

  1. Rules of Engagement

I always offer up an agreement at the beginning of a training day, coaching or even a speaking engagement. It shows professionalism and represents a light negotiation with the audience where they have a chance to shape the experience they expect and sign up to some rules emotionally. Ultimately, they will get more from you and your session.

My favourite one is, “Be Teachable”. It sounds simple and is profound. Do they think they know this stuff already? Will they have strong opinions about your content? Have they been brainwashed with stereotypes and are poised to attack?

By asking them to take a fresh look and let the material in, you are setting up a space that will allow for maximum exchange with minimum conflict. (Civilised challenge is allowed and even encouraged – Not disruptive conflict.)

And, when we add, “Respect Each Other”, you are sending a deep message about honour and civilised behaviour that will sink into the unconscious minds of the tricky participants and so protect yourself by raising THEIR self- awareness.

  1. Facilitate more than Tell

In these modern times, spraying theory at bored pupils will no longer be accepted. The room now want their share of the microphone and to tell their story.

Interrupt less, correct less and listen more.

Listen at a deeper level and add constructive input at the end. No more death by detail, 75 word slides and learning by rote. Now we are flipping the classroom with interactive exercises and intelligent debriefing. The less you say the more the class will enjoy your session.

  1. Less Essentialist and More Co – Constructed.

I still meet Interculturalists who can’t wait to put flags all over bi-polar dimensions, talk about China and India as if they were homogenous monocultures and peddle sophisticated stereotype as if it where going to help a remote team or diverse group dealing with the stresses and strains of an urgent and important project.

Let us take some responsibility upon ourselves to keep up with the modern world.

  1. Your Authentic Story

Your delegate’s exposure to Social Media and Netflix box sets has whetted their appetite for compelling narrative (and it better be as real as possible.)

Converting your personal experience into useful stories that carry a transferrable wisdom is a great way to engage your audience, build rapport with the group and get them on your side.

Dig to find a relevant story and share it at the right moment. Not too long and told from a humble or witty perspective. Keep the story light, though the meaning may be deeper.

So, with these 4 tools, we can avoid the alpha challenge that signals the end of learning for the day and the start of an awkward defence of your training style and content.

Go save a life – Yours.

Good luck with your next group session…

Matthew Hill is an Intercultural trainer, coach and author.

Contact him at hillmatthew100@mac.com

 

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Energetic Volunteer Wanted, 28th – 30th June 2018, Lisbon Portugal – €150 Cash.

The Intercultural Training Channel is running a marketing event for Intercultural trainers and coaches in lovely Lisbon in Portugal.

We are actively seeking a volunteer “runner” – Probably an enthusiastic student, to help set up the room in the Vintage Hotel and Spa at the start of each training session, marshal the participants back from their breaks (special persuasion skills required), hand out papers, workbooks etc., operate recording equipment, fetch lunch & drinks, take notes, etc.

Lisbon Historical City Panorama, Portugal

Lisbon, Portugal

The venue is the new Vintage Hotel and Spa, Lisbon

The runner role is not paid, however we will give you €150 toward your time & expenses. You will be welcome to learn as much as you can in the room with the interculturalists. Probably someone with a marketing, intercultural or social media interest would benefit most from this experience.

The training is IN ENGLISH.

Interested?

Please feel free to contact me and we can talk about the role in more detail.

Thanks,

Matthew

Matthew Hill

The Intercultural Training Channel

Web; culture99

hillmatthew100@mac.com

+44 7540659995

 

TTT Train the trainer – The 3 S’s of TTT – State, Style and Structure – An overview by Matthew Hill

When junior trainers are about to start their day shadowing me in the corporate classroom, they will often ask, “What is required to deliver a good training day?”

Great question.

My answer is to highlight the 3 S’s

Classroom.

Small Classroom

  1. State – The energy and focus in the room and what you wish to do with it.
  2. Style – What is the preferred learning style of the overall group and each individual? And,
  3. Structure – How are you going to set out the day to land your material, take the participants on a constructive learning journey in such a way that the lessons from your content are going to stick?

Let’s develop this and see what’s important…

**1. State – A 1,000 external factors affect the state of the room at the beginning of any facilitated session – weather, the economy, day of the week, company performance, the politics of the company – redundancies / rapid growth / merger or acquisition etc.

And, if you have a room full of introverted people or workers that do not see your topic as vital, interesting or even relevant, then you can assume that the room will feel cold and distant. So, what can you do about it?

The simplest method and one that has yet to fail is the solo – pair – group formation. It starts with you asking something simple such as, “Working on your own, remember back to your worst customer experience from last year. What were they like and what was difficult about them?” If they are an extremely withdrawn group you don’t even have to debrief the exercise with shout outs.

This will engage the participants whilst maintaining their sense of security as the work is private and kept in their heads.

Next phase, “In pairs, share your stories and compare them to see if there are any common themes.” Here you have overcome most of the reluctance to speak as everyone has generated some content that they can talk about. Facilitating a share or two in the debrief can start to get the crowd moving.

Then, the big one. Arranging the delegates into groups of 3 (for the quietest of groups) up to 5 or 7 people, ask them to discuss actions, brainstorm suggestions or analyse what is going on – either using one of their generated scenarios or a case that you have prepared that has some obvious treasures in and some hidden gems as well.

**2. Style – When it comes to how we take in information, process it, use it or remember it, people react differently. There are 4 main styles emerging from the research of Kolb, Honey and Mumford. The main types can be responded to in your training to make sure you catch everybody and create a successful day.

            Activist – Doer – An inductive and practical person that learns as they do. They will be best engaged with a brainstorming, divergent exercise, solving a problem, discussing in a group, attempting a puzzle, or being given a competition or role-play to perform.

            Reflector – Watcher – An observer, chewing over that has happened – Their favourite activities in the classroom include a self-analysis audit or questionnaire, taking on the official observer role in a game, being the feedback giver to others in a group, or, using the interview format.

            Theorist – Thinker – Probably a deductive thinker. Theorists are best engaged when the facilitator provides a model, facts or statistics to crunch. They appreciate plenty of context and background information and then being given the chance to apply a newly learnt theory to a particular scenario.

            Pragmatist – Feeler – The opposite of Theorists and Reflectors, these inductive thinkers like to get stuck in and do something, experiencing the world and coming up with theories as they go. For them a practical application such as a simulation will work well, or a case study that they find relevant. They appreciate the opportunity of getting down and dirty with a problem and figuring things out for themselves. Get them building a tower with multiple iterations and you will hit the spot.

An intake form sent our before the training can help you assess the largest style present in the group allowing you to adapt your material and exercises accordingly.

**3. Structure – Whilst the design of a classroom day will be tailored to the mission, the company and the group in the room, there are common elements that will help you get your group to a great learning outcome.

            Introduction – Meeting the audience where they are NOW, promising a specific benefit to them as an outcome and, vitally, agreeing the rules of engagement for the day, especially with a more volatile or testing group.

            Warm up – Something to get the brain going and for you, the facilitator, the chance to assess their styles in real time. How many activists, reflectors, theorists and pragmatists are showing up in the room?

            Win – You do need to make an impact as “the teacher” fairly early on – Saying something profound, uncovering the cause of some strange behaviour within the group, or introducing a life changing model, shortcut or a new way of tackling an old problem.

            Model – Framing your main input within a robust structure that the delegates can relate to, understand and remember.

            Feedback – This is a confident move. After about an hour of class, ask the group, “What should I change? Do you want me to start something, stop something or do more of something?” Best to find out if you are missing the mark as a facilitator with plenty of day left.

When you do this and get some stinking feedback – not to worry. In the worst case, say thank you and take a 10-minute time out to restructure your approach and get back on side with the group before they mutiny.

Best case – they appreciate the chance to give input on their needs and will rate you more highly as a confident and flexible trainer.

            Practical – Activity is the key for all types to connect the theory with their particular situation. I do favour gaining real company cases to work on here, wherever possible. Made up cases never ring totally true and will not gain 100% engagement from your cohort.

            Investigation – Handing over control to the group is an important stage in any training. Letting them explore, self organise, access materials in the own way and even storm a little will make them feel they have had a deeper and more significant experience.

            Reflection – The oldest teaching trick in the book is to ask (just after a break or lunch), “So, what have you learnt in the last session that you will apply in your day jobs?”

            Application – An entertaining training day with no impact on work will be remembered as just being a shallow jolly and may prove harmful to your professional reputation. Transfer from the classroom to the shop floor is what is required. Flipping the classroom and asking the participants to come up with great behaviours that everybody agrees to and wishes to encourage and reinforce and a list of undesirable and destructive behaviours that are to be extinguished from the company’s workplace can be profound.

            Summary – Telling them what you are going to tell them, telling them it and then telling them what you have just told them is sound advice (from the Army.)

And

            Follow up – I like to get a conference call going to debrief the participants a couple of days or weeks after we training day. I ask 3 simple but important questions, “What do you remember?” “What did you learn, try out, and, it’s working?” And, “What did you learn, try out, and, it is NOT working?”

So, what have we talked about today?

To summarise, you will inherit a state when you walk in to the training room and it is your job to decide what to do to build their energy level and engagement dynamic to get the job of teaching done.

People have individual preference for experiencing activities, taking in knowledge and applying themselves to tasks. You will also find a predominant style in one department that will colour your choice of task and exercise selection.

Finally, Structure – these are the elements that must be included in your training day, if you wish to get good feedback, achieve a learning outcome and transfer the key behavioural change elements to the delegate’s workplace.

Good luck with your next training day.

Matthew Hill has 10,000 hours of training, coaching and speaking experience and has worked in 30 countries with some of the best corporations in the world. He has had the pleasure of working with more than 80 nationalities and for 3 Governments.

The 4 Products You Need as an Independent Trainer or Independent Coach in 2018.

One Product You is NOT Optimally Profitable

Here is the simplest business build you will ever do. It consists of just 4 products that will move you to POSITIVELY interrupt your targets and start making a profit.

PRODUCTS for Profit

Turn your knowledge and experience into profit generating PRODUCTS

Product One – The Lead Magnet – What could you package up, from your knowledge and experience, and give to your target audience of potential customers that will grab their attention, please them, and, spark their curiosity to a level that helps them take a tiny tiny action step?

Successful suggestions include a work sample, a live demonstration, a powerful recording, a content rich webinar, a white paper, a quick quiz / audit, a 15 minute coaching call or any other small package that can show your depth, credibility and brand to good effect.

Sometimes called a Product4Prospect, the Lead Magnet is given away in exchange for contact details and permission to approach the receiver in the future.

Lead Magnet

Give a product in exchange for contact details and full permission.

Product Two – The Trip Wire – You can have an audience of 10,000, but, if they don’t buy anything, you are just a loud and unsuccessful busker!

The genius of the Trip Wire product is that it is cheap enough to trigger a no-brainer buying decision and, at the same time, acts as a psychological doorway, taking the individual from feeling like a distant, isolated observer to feeling like a customer, insider and club member.

That is what is so clever about the Trip Wire product.

Again, it must be packed full of value but must NOT provide the complete solution – They need to fill in the gaps in their knowledge with your Product Three.

Successful suggestions for a Trip Wire product include a starter version of your offering, a paid taster session, a paid intake clinic combining audit with delivered content, your book, a recorded audio product or the how-to film that you have made.

Trip Wire - Take a tiny tiny step

Trip Wire – Take a tiny tiny step

Product Three – Your Core Offering – This is the one product that everybody has. The advantage of running a sequence and not starting by pushing your Core Offering, is that you may achieve extra levels of trust and branding and so, will be able to price your Core Offering at a premium. It is important to max the joy of the customer as they receive your service so that their customer experience, CX is exceptional, memorable and becomes a talking point. It is your customer’s outstanding emotions that will boost and grow your company. Good enough is no longer good enough. Wow is now.

Core Offering

Core Offering – Remarkable value and customer experience.

Suggestions for helping support an outstanding Core Offering to attain the level of REMARKABLE – Differentiate your offerings into Bronze, Silver and Gold levels that offer economy, normal and luxury versions, add an accompanying user guide and demonstration that are ACTUALLY usable, rustle up celebrity endorsements, design in fun, energy and humour, add sleek design and cool features, work hard to enrich context with multi-channel delivery, build in the possibility of more interaction with the expert you, include full risk reduction, reversal and guarantees, and, incorporate customer feedback to smooth out the bumps in the customer journey, so you know you are delivering something special.

Is that it? No. There’s more…

Product Four – A Second Product. Did you think that getting the customer to buy your main offering once was the end of the line? No. Now we need to get you to PROFIT.

The costs of customer acquisition are normally assigned to the core offering. This limits any possible profit gained from first time customers. This applies to all one-product companies.

We all know that new customers are the most expensive to acquire and that returning customers are the best to have and the cheapest to maintain.

Second Product

The Magic of a Second Product – Customer delight, continuity and greater average profit margin.

All that cost of identifying, interrupting, warming, closing and delivering has been sunk. Now, with your Second Product, you know who they are and they understand how you operate. The next “box” you deliver will have a much higher margin. And it does not have to be priced at a super premium to achieve this. Sure, a high-end new offering will sort the wheat from the chaff and get those, “I must have the best” types excited. But, a regular priced offering will really boost profits, even when you average out Core and Second Product margins combined.

Suggestions for creating and supporting a Second Product include – The advanced level version of your core, something complementary to the first purchase, “And customers also bought this…”

If a trainer is selling knowledge first time around, they could sell a change programme as the second bite.

If Tony Robbins is offering you mind reprogramming in his first session, his next offering might provide a deep dive into personal wealth and finances.

So, that’s it. The 4 products you need to complete your set, establish a winning commercial sequence and all done whilst delighting your customers and generating above industry average levels of profit.

Call to Action – Now is the time to move forward.

Call to ACTION – We are running our next Business Growth Bootcamp for Independent Trainers and Coaches this June in the marvelous Capital city of Lisbon, Portugal, Tuesday 26th to Thursday 28th June 2018. To check out the details, simply click on the link.

https://culture99.wordpress.com/course-consultative-selling-bootcamp-lisbon/

Good luck and do let me know if you need some help.

Are You Just Too Busy? And is it Good Busy or Bad Busy?

When would NOW be a good time to start your personal Trainer / Coach / Academic / Student – Time / Work Quality revolution?

  1. The Good Busy test. How much of the following (honestly) applies to you?

“I am Good Busy. My schedule is packed with exciting trips and assignments taking place in desirable locations, working with and for kind, progressive and generous clients who seem to understand me, appreciate me and, specifically, understand my worth to them.

Effective Time Management

They provide a stimulating brief that I am excited to get my teeth into. The work has plenty of variety, suits my strengths and allows me to be fully expressed, in the zone and at my best as I execute the work that I love.”

Have we described your life perfectly? Or, the one that you wish to have in 2018?

  1. The Bad Busy test. When I am not filling in or scanning endless administrative forms, I seem to be trapped in other unpaid, repetitive and unrewarding chores. Either that or I feel duty bound to travel and fulfil my Mephistophelean contract of vast acres of underpaid, boiler plate assignments in grubby locations with cheap accommodation for an unappreciative audience that would far rather be anywhere else than there. My clients are Monolith factory sweatshops that deploy above average people to perform stressful, complicated and disjointed work for little result beyond task completion, urgency and the avoidance of an escalation that sparks the harsh tongue of a similarly stressed supervisor hovering above them, micromanaging the process.

Both 1. & 2. are, of course, an exaggeration. The point of showing you the above two paragraphs is to get you to feel something and recognise elements of WHAT YOU WANT and what you are stuck with and wish to ESCAPE.

The Symptoms –

*Does your heart race or sink when a new work order comes in?

*Do you ever feel ill or experience a mild panic attack on the way to work?

*Do you feel low on Sunday and drink too much on a Friday evening alongside your equally disenchanted colleagues?

*Has your description of what you do become more cynical when are asked about it socially?

What needs to change in 2018?

  1. Audit. I am often asked what is the key to happiness when in the middle of the upheaval of changing country and one thing I learnt years ago is that externally enforced relocation, reassignment or revolution is the perfect time to take stock of your situation and ask some profound questions of yourself…

*Who were you when you set out in the world of work?

*Are you still that person?

*What do you want your day job to be in 5 year’s time?

*What do you want your legacy / eulogy to be?

*What do you enjoy most in your work?

*What activity fills you with dread?

*Are you healthy / happy / fulfilled?

*Are you EARNING what you are worth?

*Is the output of your work good, neutral or evil?

And

*Are you giving out something via your job that is adding value to the broader human experience?

What can you Do?

  • Say “No!” – The breakthrough moment came for me working as a freelance trainer and coach many years ago when I started saying no to discounted work, unfulfilling assignments, crappy locations, unprepared clients and work that was meaningless, harmful or just a tick box exercise for a corporate customer.

    Better fees

    “No!”

Instantly my life improved. I felt rebellious, free and more in control of my content, my audience and my outcomes. My income went up, my spare time went up, my boredom, stress and frustration levels went down.

My question became, “Why didn’t I do this earlier?”

Upgrade Everything – If you increase the quality of every little thing you work on and create something whole that is exceptional, people will notice, your brand will become REMARKABLE and your place in the world will change.

+How can you turbo charge your product?

+What will take your service levels to a place that commands a premium price?

+How can you find the courage to ask for an OUTRAGEOUS fee and keep a straight face?

+How can you create a niche that you will own, dominate and FILL with value?

+How can you spend your time being Fully Expressed, utilising your value and being totally connected to your client, their objectives and your transformational talents?

Excited woman working at desk in office. Using antistress ball.

Conclusion – You get the life you tolerate, so maybe it is time to take action and raise your standards.

Action

If you have been affected by this blog post and want to start your year with a bang – Do feel free to drop me a line and we can have a 5-minute conversation. I would like to hear your story.

Matthew Hill culture trainer 07540659995

Call Matthew

Thanks and “bon chance” for 2018.

 

Your automatic pilot, an intercultural minefield – An opinion piece by Yvonne van der Pol

It’s the psychology, stupid!

– you could say after reading the World Development Report 2015: Mind, Society and Behavior, in which great attention was paid to the psychological and social aspects of human behaviour. One revealing response to it was: “Experts, policy makers and professionals should be fully aware that they, too, form part of social and cultural influences. Their way of thinking is, in fact, automatic”.

Who is pushing the buttons?

That is a reaction with a far-reaching impact. The real issue is that we, given the nature of that automatic character, seldom stop to think about it. Do we not all think of ourselves as being rational, genuine and analytical professionals? For part of the time, that is definitely the case, but we are running much more on auto-pilot than we realise or would care to admit. Our brains have been programmed so that we, in our daily lives, quickly and automatically react to familiar patterns: our intuitive mind. The other part, the reflective mind, just hobbles along somewhere behind. Hence, small things suddenly seem to be of intercultural importance, which can lead to some particularly surprising interpretations and maybe even a few interesting twists and turns along the way.

Reflections on Intercultural Craftmanship Yvonne’s new book

Insignificant actions

Now, I randomly take a look at a typical day in the life of a German professional on a business trip to Ghana, who completely automatically:

  • gets in to the front seat beside the taxi driver, chit-chats with him and, in doing so, asks a lot of questions
  • waves to an old acquaintance, but tells the driver to keep going, because he is, after all, on the way to his next appointment
  • informally addresses his older, Ghanian friend and colleague by his first name in the presence of others
  • vents his opinions freely during a meeting
  • after dinner with his new business partners in the evening, wants to return to the hotel early so he can check his e-mail.

And here is the intercultural harvest of the day:

  • the driver asks himself, with fear and trepidation, what the underlying message was from this senior German representative, but it almost certainly will not be a positive one. “He does not sit in the back as he should, but instead, he sits beside me (causing me embarrassment, my status as a driver is at risk). He asks me too many questions (what does he want from me?)”.
  • the acquaintance, who was only briefly waved at, wonders to himself what is happening: “We have not seen each other for ages, yet he just drives on! What have I done wrong? There must be something seriously wrong, or else he would have stopped”.
  • the older, Ghanian compatriot, with whom he indeed has a good bond, takes offence at the fact that he was not addressed more respectfully, whilst in the company of his colleagues.
  • the members of his new partner-organisation is somewhat shocked by his open and frank opinions, as they are only trying their best to successfully work together towards a better future, thus suddenly getting an emotional knock-back in their confidence, in him, and in their working relationship as a whole. “Ownership and collaboration were the starting points? His strong opinions probably represent the wider vision of the organisation back in Germany. How do we proceed now, if there is no room left for us, if the harmony between us has been so disrupted? Do they even trust us?”
  • the aforementioned partners are unpleasantly surprised after their successful business dinner has finished, when they suddenly see he is already standing up to leave the table, as he clearly has no time to spare to stick around and work on their mutual relationship on a more sociable level. They get the feeling, “E-mails are more important than we are”, and so, their confidence takes another hit.

Social automatic pilot

The problem with our intuitive mind is that it is very rapid. Before you know it, you have already put your foot in it. Why? Because from a young age, you have primarily learned this behaviour subconsciously. It is a social automatic pilot that works on the basis of recognising patterns you have previously encountered. But take note: cultural patterns from your context, and not per definition from more unusual environments. And therein lies the issue: in a different cultural context, you actually have to think first before you act. Moreover, precisely about those minute details, because they can have totally unexpected and far-reaching consequences. Consequences including those like the perception of other people with regards to your intentions, what you think, what you want, how you view the situation and if you can be trusted. And not only you as an individual, but also, especially, if you are representing your organisation and even your country.

Your routines under a magnifying glass

Reflecting on your own auto-pilot is the only way to avoid the intercultural minefield. And that requires a ‘mindful’ approach: being in touch with yourself, and with the world around you. Carefully observing signals and actively listening are crucial to this process. Only then will you be able to respond quickly and adequately, possibly completely differently to how you otherwise may have reacted automatically. You will quickly see how interesting that becomes!

Blog © Yvonne van der Pol (2017) Reflections on Intercultural Craftsmanship

Her book Reflections on Intercultural Craftsmanship is available on Amazon

https://www.amazon.com/Reflections-Intercultural-Craftsmanship-Yvonne-van/dp/9402168419/ref=sr_1_1?ie=UTF8&qid=1510829993&sr=8-1&keywords=yvonne+van+der+pol&dpID=51txOkfWOLL&preST=_SY291_BO1,204,203,200_QL40_&dpSrc=srch

 

 

Yvonne van der Pol

Independent Trainers – To Do List in 2017 for Success in 2018 – For Greater Revenue Growth

**16 Must Do Action for more days, higher fees and better clients

Recently, I compared notes with a returning Independent Trainer coming back to the UK and we talked about what you need to do to get back into circulation, get meaningful engagement with L&D decision makers and to generate more days, charge higher fees and make more money.

Here is a list of 16 essentials that will make up your 2017 To Do List! – Deadline – Christmas Morning!!

CTA Call to Action

To Do List 2017 for an amazing 2018

  1. Quality Photo Portrait – No, the cropped photo of you at a wedding with shoulders and handbags all around you is not going to get you to your £2,500 daily training rate. – Take the time to find an amazing photographer who is going to produce a professional picture of you that will build and support your premium brand.My beautiful smile
  2. Business Name – And don’t panic – if you have registered something awful, you can re-brand using your blog or website as something more sexy, catchy and searchable – remember – your company name is unlikely to attract any new enquiries via a Google search if it is all about you, as this will not be about your service or fit the customer’s search request.

Take the time to brainstorm over many pages and take an hour or two to do this and come up with 100+ ideas that could work. Don’t edit as you go – just vomit ink on the page!

Now pick the best combination of your words, make sure the final result is not taken in your own country and quickly secure the domain name for yourself. Job done.

  1. Business Card – Go up market, don’t put a fax number on it – It is not 1995. You do not need your postal address either. This is 2017.

And what about a strap line – Who do you help? What is THEIR outcome? Be creative.

  1. Deal Sheet – Who have you worked with? And what have you done with them? Some corporate customers will give you permission to use their name and even provide testimonials, endorsements and references that can really help you, so go for it. Some will not. And some are rather precious about their brand, so do be careful and NEVER break copyright laws – They are a venue generator for ambulance chasing lawyers. You can avoid trouble by putting all of their logos on a PowerPoint page, printing it out and taking it to meetings. When you flash this rich and colourful page in front of a decision maker, they will be impressed by the variety and depth of your contacts and will trust you more as a result.
  2. Professional Profile – Why not slip a bit of sales cleverness in here. Give yourself a strap line – “Regarded as the best X in country Y”, or put a verb in play – “Matthew helps Independent Trainers to maximise their revenues by providing Z.” Add a little about your core offering, prizes won, books published, key differentiators and a major customer name or two to really make this document work for you.
  3. Posts – I still encounter people who have yet to publish articles on social media. This is a big missed opportunity for them – A social media post is a flashing beacon of light illuminating your existence in the darkness of competition, short decision maker attention spans and shiny object distractions.

To start, simply think of the decision makers in your field and where their pain lies. What problem do they want you to solve? What do they want you to deliver? How do they want you to deliver it? These are the posts that you must be thinking about, drafting, improving. And then get it edited by someone good. And…put them out to LinkedIn groups, Facebook groups and on your website / blog site as well.

And,

6a.Tag, tag, tag & tag – That is the magic way for your posts to live on forever and continue to do the marketing for you, even when you are sleeping.

Vector speedometer scale

Turbo Tag Your Posts

  1. Logo – It does not cost a fortune to get a cracking logo that will be visually appealing, high in impact and help key contacts to like you and remember you. Take some time to brief the agency on your requirement. What is your persona? What is your delivery style? What do you represent? What is your promise? Who are you target market – your avatar? And, what is UNIQUE about you?
  2. Course Outlines – In olden times, when dinosaurs roamed the earth, it was OK to put out the most boring copy imaginable and get away with it. Surprise surprise.

Things have changed.

Now we need a punchy title employing corporate world language and the benefits to be gained by attending delegates. The content should be in short blocks with a subtitle, exercises and the educational outcome for the participants clearly stated. In modern times, this outline is selling you. Let your outline super-copy do some of the heavy lifting in convincing your prospect to pick up the phone and bring you in for a cosy briefing chat.

  1. Exercises – Theory is so last millennium. The current trend is towards dynamic action based learning with full delegate inclusion – sweat, board markers and tears.

Include plenty of decision making, discussion, physical movement and innovation in your bag of tricks. If your training does not wow the crowd, you will be a one time, one hit, “I wonder what happened there?” trainer.

  1. Model – You have got to have a model. I have the Matthew 5 M’s for Accelerated Business Growth Model, and the Consultative Selling 13 Pillars. They give credibility, a framework for delegates to help them implement your brilliant ideas and a differentiator to set you apart from all the other trainers and coaches knocking on the decision maker’s door.

    A Model Will Generate Cash

  2. Blog Site / Website – I see so many people proudly unveil their expensive semi – animated websites as they confidently assume that a brochure site will heat up the phone and pay their rent next year. It will NOT. Isolated websites can no longer compete with blog sites where the SEO is instant and connected. You need a WordPress blog site to take off and get customers, along with a stream of high quality, original material in the form of blog posts and other products (more in a moment) that are tagged, tagged & tagged to bring you new traffic that is pre-qualified and ready to be warmed by your words of wisdom.
  3. Repurposing your content – PRODUCTS – This is the single most neglected area for Independent Trainers wishing to grab more days next year. They are missing the better fees, the hungry corporate customers and important opportunities for expansion.

I mean, how hard is it to read your best post into your smart phone to create a podcast? Today, there is no excuse – I started Podcasting in 2007 and it was a major technological challenge to get them rendered and uploaded on to the decent podcast sites. And, sometimes, it cost money to do so as well!!!

  1. Make a FILM – If you have got a nosebleed just thinking about recording the sound of your own voice, then you will probably pass out at my next suggestion…

When you add Camtasia (PC) or Screenflow (Mac) to your computer, you can record over your PowerPoint slide deck to create an MP4 film – This is the future. Films are it. Films are what people want – You can add them to your training. You can add them to your marketing and you can add them to your social media to really bring up your marketing game to a competitive level.

  1. Show Reel – When you have made enough films and have purchased your Hey Mic to record your live speeches, you can then paste together the best of your output to make an outstanding and memorable training show reel to wow all that see it. You can send this to corporations, agencies and speaker agencies as well. You will officially be playing in the big leagues.
  2. Key Note Speech – If you seriously want to move your fee levels up from discounted subcontractor rates to the main professional independent tier, then you need to turn your training experience, your life experience, your persona and your model into a Key Note Speech.

    A Key Note will get them Storming The Stage…

This will be something persuasive, charismatic, fact filled and moving. And, it will set you apart from the also trained, the theory pedlars and the chaff.

Use minimal visuals – stunning pictures work well, a bit of punchy music and, “Meet the audience where they are” with your content, technical detail and pitch level.

And,

Record all your speeches for feedback and improvement purposes as well as to bulk out your show reel.

  1. Webinars – What do you get when you put your films, keynote speeches, products, models and charisma into a live show? A mind blowing webinar that acts as an unbeatable demonstration vehicle for all those people who are a little too far away to meet and warm up with a lunch.

Think of this as 3 months marketing achieved in 60 minutes.

Essential for your webinar is to get interaction, to have real decision makers at the other end and to put your best work into producing something lively, interactive and value packed.

That’s it – Your Things To Do list for the rest of 2017 – And the incentive? If you get started, keep going with persistence and focus, you will enjoy more training days, with better paying clients, more interesting delegates and you will end the year with a smile on your face, a pot full of cash and a fist full of great testimonials saying that you are an AMAZING Independent Trainer.

Need help to get started? How far down the list did you get when you switched from, “Done that!” to “Oh, I’d better do that”?

If you need some help, support or advice please do feel free to E Mail Matthew at; matthew.hill@hillnetworks.com

Wishing You – May every training day you deliver in 2018 leave you happy, richer and more fulfilled through delivering great wisdom with great value to a fully appreciative audience who then clamour to have you back again.

And. All the best with your To Do List in 2017.

 

About the Author – Matthew Hill provides coaching and courses for Independent Trainers wishing to build their brand and IP, up their marketing game, deliver effective independent content and enter the big leagues when it comes to compensation and client acquisition. He has worked in 30 countries and worked with people representing 80 nationalities. This year he wrote his 4th book – Going for Growth in 2017.

 

New Webinar – Marketing to Get More Training Days with Less Hassle and No Hustle

Or, “I am now an Good Independent Trainer – So, What Do I Do To Get More Days And At A Better Rate?”

You are passionate about helping people resolve their issues and learn to help themselves. You have accumulated hard won experience and realised your dream of becoming an effective independent trainer. So –

– How will you now build your independent trainer or coach business?

– How will you network to grow your list of useful and high value contacts? And,

– How will you get your name and message out their using Social Media to generate qualified and appropriate interest in your independent training and coaching services?

VIP - Very important person - gold 3D render on the wall background with soft shadow.

“Hello, I am independent trainer…”

Fear – You dread the idea of becoming an isolated star trainer with next to no clients – unwittingly keeping all your much needed talent away from individuals in need who could easily benefit from your experience.

Wish – You know what you dream of;

– To receive warm enquiries from people who ALREADY know who you are, respect what you stand for and are willing to pay a premium to use your independent training services because they work.

– You wish to spend less time hustling for business and more time in the flow – conducting successful group and individual training and coaching sessions.

Action – Join Our Webinar – Marketing to Get More Training Days with Less Hassle and No Hustle;

https://attendee.gotowebinar.com/register/4966134869096242435

In this 1 hour and 20 minute high energy, content rich and interactive web based seminar, we will cover the 3 areas you need to invest in if your Independent Training and Coaching service is to grow;

Notepad with word marketing concept and glasses

1) Activity – Remember – No effort – No outcome. We will show you where many new independent trainers and coaches go wrong (and reveal the worst crime of all), and list the strategies, tactics and moves you must make in order to succeed.

2) Organisation – Building your identity and passion-based professional BRAND by marketing like a pro and learning the structures and processes required.

Most people fail with their own attempts or give up before they have built a complete Brand. We will show you where NOT to waste your time and where you need laser focus to generate engagement (its all about getting to the higher levels of engagement.) And, you will learn to build IP assets / informational products using your knowledge, qualifications and experience. Informational products that stand out from the crowd; gain you a reputation as an expert and command attention on Social Media, even as you sleep.

3) Dynamism – We will shake you from your current state of cultural modesty (“I couldn’t possibly do that”) to having you OWN your personal experiences and articulating your deal sheet of past victories in a media friendly way that generates results – incoming warm enquiries. We will make high-octane networking a reality for you and give you solid marketing ideas. They will work for you and you will have the chance to access the step-by-step process that takes you from “I don’t know how to do that” to, “I have just completed my amazing product, pitch or plan.”

Super businessman flying over a city

AAWWEESSSOOMMEE

Take Away – By the end of this informative webinar you will be given at least 3 effective marketing tactics to work on. When you implement them you will benefit from their proven power. And, we will give you the chance to acquire our Independent Trainer Growth Bundle to guide you along the sure and enjoyable path to informational products, a professional identity, an effective brand, positive networking and the generation of valid incoming mediation enquiries.

It’s not for everybody.

We want to speak with the people who will get the most benefit from the webinar so, please do NOT join if you;

– Don’t have a sense of fun and adventure

– Have zero intention of investing in yourself to grow your independent trainer service business

– Possess a closed mind when it comes copywriting and social media. Or,

– Think that clients will find you by magic and telepathy so none of this is necessary

Still reading? Good.

No Cost – There is no fee for attending the webinar and there are limited places. If you wish to expand your independent trainer practice and are ready for the challenge. If you believe in yourself, and want to follow our proven step-by-step guide, then there is only one place to be at 6PM UK time on, 21st November 2017 – 7PM Paris time – 1PM New York – Register now to attend the Marketing to Get More Training Days with Less Hassle and No Hustle Webinar. Click here and follow the instructions;

https://attendee.gotowebinar.com/register/4966134869096242435

We look forward to speaking with you on 6PM UK, Wednesday, 21st November 2017 – 7PM Paris time. 1PM New York

Shocked girl eavesdropping.

I want to hear the webinar…