Collaboration Post 2 – 4 Tools To Create Constructive Collaboration by Matthew Hill

Most people, most of the time, are not in collaboration mode – they are pursuing a totally different agenda

Tool 1 Active Listening

Before you dismiss this with a, “ ‘been there, done that, know it all already!” (that would indicate that you are overdue for a listening refresher course), let us remind ourselves that most people, most of the time are not listening actively. They are more likely to be;

*Waiting their turn to give their version of what has just been said, and, if they are super competitive, to story top and WIN! This is not active listening.

Team

Selfless Working

*Asking WIIFM? “What’s in it for me?” This person mines your data looking to extract personal gain and advantage from your content. It is a search function akin to selective attention. Test this by throwing in some test words, “Sex, beer and Netflix” and watch thier reaction. When they twitch they will know you are on to them. This is not an empathic activity.

*I know best. The Listening Observer Critic sits high up, even whilst standing, and allows their privilege to leak out with advice, constructive (or undermining) criticism to let you know that they are just a little bit better than you. These people lack empathy and their contribution may leave a bitter residue.

And now the real thing – Active Listening

The missing elements include;

*First attempting a broad understanding of what is being said and then taking a further empathic step – to understand the speaker as the SPEAKER intends to be understood. This is the Platinum level of listening.

*Psychological proof. This stage is not attained by the listener repeating what they have heard. A smart phone can do that. They are tasked with processing the information from their own perspective, attempting empathy and seeing the matter from the speaker’s Point of View – POV and, then, expressing what they think they have heard. Here we may add, checking for clarity and the confirming the intention component as well. This will sound like, “So, IF I have understood you correctly, I heard XXX. Is that the message you wished me to receive?”

*Letting them finish. The talking stick remains with the speaker for as long as they wish so they finally can feel they have said their piece.

Shocked girl eavesdropping.

Listening?

Miracle

The first time you try these ideas out with a passionate person, the results may overwhelm both them and you. This may be the first occasion when they have actually felt listened too with respect, depth and acknowledgement.

Good luck

Tool 2. Point of View – POV

This is a POV and reconciliation exercise that can be practiced as a training exercise and then used in real conversations. The training version is simple. Split the group into 3s. The first person takes the role of Finance Director, the second, New Young Executive and the third, the Project Delivery Leader. The context is set – The 3 of you are discussing the progress of a critical 90-day work project for your Golden Goose customer. As it stands, you are not going to hit either the quality mark or the tight deadline. Q. What do you do? The suggestion that you are now going to form an opinion on is; PAID OVERTIME. Are you for it or against it in this instance?

+ The first task is for the 3 to get into character and give a one-line opinion, yes or no, with, maybe, one line of explanation.

The answers are normally the expected ones – The Finance Director says, “The new money is not in the budget – No,” Etc.

+ The second task is to work out a strategy for how to reconcile the 3 points of view to reach the required quality standard, and, put in enough work hours to finish the job and end before the deadline.

There normally follows some creative thinking, challenge to opposing positions and a reconciliation that ends come up with a strategy that is, 1) paid for, 2) creates more hours of labour to complete the project, and, 3) can be agreed upon by the 3 people in the discussion.

This exercises mirrors what is required of a Collaborative Working Group – the robust exchange of truths, creating options, reconciling differences and mobilising around a common outcome to stay focused on the task, and, not get distracted by difference.

Once the training version has been completed it is time to have a go in the BWW – The Big Wide World.

Tool 3. Letting Go of Defensiveness

If there were just one freeing exercise that was mandatory for all boards, groups and committees, this would be it. Humans are emotional, primal and full of fear. It is mostly misdirected fear around the participant’s core needs not being met that causes so much grief and delay.

Group Of Young Business People

Stop crossing your arms!

When a board member’s core needs are threatened, defensiveness can easily follow. The 3 needs are;

*Significance – Privilege, status, power, importance or position – When this is threatened or exposed, defensiveness will never be far behind.

*Competence – Another key component of a board member’s identity tool kit is their ability and skill level. When this is challenged, called into questioned or undermined in real time, defensive will surely follow.

*Likable – To generalise – We all have a deep deep desire to be admired, liked and approved of. It is a critical part of most of us and the one need that is examined the most – “Do they like me?” “Will they like me?” “Am I being likable now?” Etc.

How does defensiveness manifest? We can make progress when we spot the symptoms of defensiveness, spot them early and interrupt the negative behaviour that will inevitably follow.

Examples include; plunging into sulky silence, The “poor me” victim script, All or nothing, polarised thinking, wanting and needing to be right, spreading the blame or shame, experiencing a sudden drop in IQ, experiencing energy ripping through the body, doom mongering / catastrophizing, needing the last word, obsessive thinking, Needing to pour out information or saying, “I don’t really get defensive.”

Action – With self-awareness, each board / committee member can learn to notice their own pattern of moving into defensiveness. The next move it to interrupt that normal course of events, reset, and, move in a different direction.

If you start to witter when you feel attacked – Stop, centre yourself and remain silent. If you suffer a drop in IQ, stop and focus on an intelligence enhancing strategy such as collecting symptoms from the recent conversations and attempting to derive a root cause that can be dealt with. If you feel like pointing the finger, interrupt yourself and focus on environmental causes not ones originating for any individual in the room. And so on.

Tool 4 The Licenced Pessimist

If you are familiar with Edward De Bono’s Six Hat Thinking Model, you will know that the Black Hat is tasked with thinking of the biggest risks and the worst outcomes. This function is essential if a group is to combat GROUPTHINK. Groupthink happens when overly homogenous groups, often lead by a strong or charismatic leader, get behind an idea and really go for it. When it is a particularly extreme point of view, risk management goes out the window and, suddenly, something bizarre ends up being carried out by an enthusiastic lynch mob. Remember the HSBC credit officer who saw the 2007 subprime loan property disaster unfolding in the US and spoke up. He was fired by the group-thinking board and disaster followed shortly after.

Asking people to rotate and take a turn to act as the devil’s advocate is a great way to stress test all ideas, and challenge all assumptions before bad outcomes occur.

Hint – It is best to keep rotating this role through the group or an unconscious bias will grow and that single Black Hat will begin to be seen as not playing a useful role but OWNING their tasked negative perspective permanently.

Conclusion

We hope you have benefited from these 4 tools and ideas and will implement them with your committees, boards and teams.

Please like and share if you are going to take action or think others could benefit from this input. Thank you.

About the Author – Matthew Hill is a trainer, facilitator, coach and public speaker helping executives and leaders uncover their soft skill talents, develop their communication competences and, whilst reaching their own personal potential, help others to enjoy a better work life and great business outcomes. Contact him by telephone;  07540659995

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Intercultural Training Channel Webinar -Marketing to Get More Training Days – with Less Hassle and No Hustle – With Matthew Hill

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

Shocked girl eavesdropping.

“I want to hear more Matthew”

You are passionate about helping people resolve their issues and learn to help themselves building new intercultural skills you will teach them. 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 coaching business?

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

And,

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

Escape

Trapped in a world of cheap subcontract days!

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 you and 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 and coaching 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/5002826678569069827

In this 90 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 / Coaching Service is to grow;

Webinar

Activity, Organisation and Dynamism

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, 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 gift 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 and plan.”

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 Going for 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 / coaching service

– 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.

Vector speedometer scale

Take your days to the MAX

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, 16th October 2018 – 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/5002826678569069827

We look forward to speaking with you on 16th October 2018. It’s a date.

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Autumn Webinar – What are the 3 Growth Essentials that will get your Training / Coaching Business Moving in 2019 ??

How would you feel if you could find viable and workable solutions to your 3 biggest problems that are currently stopping you growing your training / coaching business?

Where would you reinvest that extra income that you generate in 2019? And, how would the quality of your life and work improve?

And, What extra value would you deliver to your corporate customers enabling them to experience an increase in their profits, performance and passion?

successful young woman winning with both arms up, copy space

New Webinar – Discover the 3 Growth Essentials that will get your Training / Coaching Business Moving in 2019. Tuesday, 16th October 2018 | 6PM, London time | 7PM, Paris time.

https://attendee.gotowebinar.com/register/5002826678569069827

  1. ACTIVITY – This interactive webinar will point out which actions used to work and work no longer. Imagine the time you will save as you divert energy, enthusiasm and your time to modern and high-impact marketing actions that convert strangers to contacts, acquaintances to advocates and LinkedIn connections to paying customers. With the right moves you will interrupt busy professionals to take notice of your authentic message. You will engage with them by speaking THEIR language. You will build a channel to educate them from a place of expertise and you will create a desire in them to access more of YOU.

The measure of your success is simple – when you get your process, branding and communication right, they will “Do as you say and pay as you ask.”

2. ORGANISATION Just because it is simple does not mean than people do it, do it correctly or do it consistently.

From a base of cultural modesty or a fear of rejection, the vast majority of solo-preneurs and small business owners fail to network or hustle sufficiently. They fail to capture data in an effective way. They fail to measure engagement, customer feeling and conversion rates and thus they fail to experience the “drip” of new business as customers come to them as and when the CUSTOMER IS READY.

Remember only 1% – 5% of customers are ready to buy at any one time. The secret is to keep in contact and have a sequence of touch points so that you become trusted and front of mind because you need to be there when THEY ARE READY TO BUY. Put simply, if you stay in contact, you will win further down the road (when everyone else has given up.)

3. DYNAMISM Are you marketing like a 5 Year old? You try everything in an over energetic attempt to change the world in 5 minutes and then collapse in a sweaty heap and declare that life is not fair and that marketing is impossible and does not work?

Modern marketing is about getting organised and then scheduling your activity, your energy and your passion to the best effect. When you develop the mindset of a HUSTLER you will discover how to convert a basic opportunity into a prime one and that means you will access the next level of customer, customer budget and customer decision maker. As you become fluent in the language of modern marketing all your hard work and preparation will actively attract opportunities to your brand, your authentic persona and you will have the chance to articulate your vision and deliver the best of you to the best of the corporate world AND you will qualify OUT the people who will not benefit and qualify IN the elite who will do as you say, pay what you ask and benefit the most from your expertise.

If 2019 is going to be your year what do you need to do? What steps must you take?

TAKE ACTION-

Register now for this complimentary high energy and interactive webinar;

https://attendee.gotowebinar.com/register/5002826678569069827

woman working

Will you Go for Growth in 2019?

Bring your questions, your passion and a pen. See you for this important growth webinar.

 

Putting Together The Shortest Business Winning Marketing Sequence Possible with Matthew Hill

Will you take up the €10 Challenge?

We sometimes set a simple exercise in the Going for Growth Bootcamp. The task is to design a marketing sequence that generates a profit of €10.

It sounds a bit silly but the point is this. If you can get your products, voice and marketing together for this simple exercise – THEN – €10, €1000 or €10,000 will become a possibility for you very soon!

Vorderseite neuer Zehn Euro Geldschein aus der Europa-Serie

Will you take up the €10 Challenge?

Where to start?

If you have a friendly, warm and GDPR compliant database start here. You are putting out feelers to them to sound out their interest or invite them to some form of interaction / demonstration that will take them from “know you” to, “like you, trust you and understand your offer.” That is quite a leap in one contact so it had better be a warm and fruitful encounter…

Invitation

There is a 14-Point invitation formula that works. Elements include connection, hopes and fears, 3 points of education, scarcity and a Call To Action – CTA. The formula works. And, when I say works, I mean it will be 10 times as affective as a nice and polite letter that a non-marketer would send out.

WAFE Warm And Fruitful Encounter

  1. Interactive speech – Here you gather them in a space and, with a special presentation formulation and sequence, help them to deepen their sense of need and lack and therefore create a gap in their lives that can ONLY be filled by your product or service.

    Microphone over the Abstract blurred photo of conference hall or seminar room with attendee background, Business meeting concept

    Speaking is the number one converter of colds to customers

  2. Selling Webinar – Again with the right content and sequence, you can easily sell to your warm crowd that you have developed and captured in your database. (Filling up your database with warm contacts is dealt with elsewhere.)
  3. Demonstration – My day job is leadership and talent training – The obvious demonstration of my work will be a short training course – If the prospect is less that 2 hours away, I offer a live half-day and we all play nicely. And, if they are further afield, I provide an educational demonstration session via webinar. What will you demonstrate?

Call To Action

With these WAFEs I am aiming to shorten the warming process, accelerate the trust building path and get the client qualified in (or out) at lightning speed.

Take it Off-Line

The aim is to have a warm and qualified prospect talking to you about your offer. It can be a tiny one – A book, or, it can be a large one – A transformation and change programme. It does not matter. The key is to get into a one-to-one interaction where you can match your selling communication with their buying process and reach a mutually beneficial outcome.

Matthew Hill culture trainer 07540659995

Take it off-line

Conclusion

In less than 500 words you have read an overview of a minimalist marketing sequence that WORKS. I hope that is efficient enough for you. I know you are busy. If you wish to talk about the 14-Point invitation structure and how you could adapt it for your business, do feel free to give me a call. +44 7540 65 9995.

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Thanks, Matthew

About the Author – Matthew Hill is a trainer, coach and public speaker helping trainers, coaches and mediators to build their business, reach profitable independence and give back to society.

 

 

What Can You Put On Your Conference Speaker Table To Win More Business? with Matthew Hill

From a bare table to client magnetic attraction in 7 items or less

There comes a moment in every speaker’s career when the event organiser in a bright and cheery voice says with a positive and upbeat tone, “And, we have given you a large table in the exhibitors area for your books and materials.” Gulp! – And, they expect you to be happy and excited by this prospect…

But.

You have nothing to put on it!

Capturing people with marketing

Bring your prospects nearer!

Here are 7 ideas to get that vast surface area covered with value allowing you to beam out a shining light to the room, attract the right sort of people to your table, engage with them and make your first “speech with table” moment a springboard that generates more speeches, further high paid engagements and acts as a effective opportunity to expand your contact list with high value targets and develop a new #BFF (Business Friend Forever.)

  1. Booklet – The single quickest way to cover a few square feet of blue velvet is to take one of your top tips posts (like this one), expand it and publish it in booklet form. Add in your credo and contact details and, suddenly, you will have moved up from the newbie slot to being a professionally prepared presenter with presence. Google “print on demand booklets” and you will get a vast choice – instantprint, printexpress, digitalprinting, tradeprint, blurb, cpi-print, printondemand-worldwide, bookbaby, bookprinting etc.

Most have options to upload your copy and artwork, edit on screen, play with size, paper quality etc. and then, just push the button and wait for your booklets by the front door.

Display multiple copies on your table and think about how you will use them to attract passing trade, engage with your target audience and make a meaningful connection.

  1. Logo Board – You have not been asked to set up a 5000 £,$ or € trade fair booth but this tip will make you feel as if you are moving into the 3D marketing collateral space like a pro. A couple of A4 boards with your logo on will really start to give your table height and make it visible from further away – Essential for catching the eye of serious decision makers.

First. Do you have a logo? If not or yours is a source of constant embarrassment, the quickest way to generate something of quality is to go out to a company such as logodesignguarantee, theprecisiondesign, designcrowd, londonlogodesigns, logosymmetry or, smashinglogo etc. The normal process involves providing a detailed brief of your company, offering and desired look, and, paying for the number of versions and revisions you require. Most agencies give this first bit away cheaply, hoping to get their money back with your first higher value, print order for writing paper, large trade stand banners etc. later.

Second. Now, when you have your desired design, you can get your simple A4 boards printed and delivered by vistaprint, supersizeprint, printroom-largeformat, onwarddisplay, jarbals etc.

I prefer a one at either end approach with the option of a logo board in the middle as well.

  1. Attraction Magnet – The days of outrageous giveaways are sadly gone (or happily gone if you were the one paying for them.) Now it is about simplicity. Long-range attractors aim to catch the eye of someone at a distance and bring them closer. Examples include a tall bunch of flowers in a vase, a glass bowl full of fruit, the obvious plate of sweets / cookies and the sure fire winner (but do watch out for stampedes) – A large round glass bowl of those red Lindt chocolate balls. Hint – don’t put all the goodies out at the same time or you will be stuck with an empty bowl for most of your time standing at your table.
  2. Voucher Offer – When your prey is a little nearer, they can be enticed to walk into your lair with a visible value voucher. I like to print an offer on top of an A4 picture of a green €100 note. It looks like oversized money, will raise a smile and can get people reading. Find a high quality digital image from fotolia, istock, shutterstock, depositphotos or, gettyimages, etc. Your prospects can take it away and show their colleagues too, thus increasing your range and eyeball hit rate.
red christmas coupon holded by hand over white

Nothing says, “I love you” like a voucher

The offer must be strong enough to generate action remotely, be deliverable by you, and, be relevant enough to your audience to attract the right quality of responder – Remember, ambulance chasers and idea magpies are not your target audience.

  1. The Wine Cooler Raffle – This is where you fire your big guns. You need your prey to come in close and hear your pitch. “Today we have a raffle prize – A no cost demonstration of our XXX. We will come to you and show you etc. etc.”

The offer should be of high perceived value to the RIGHT potential customer. It should be part of your sales and marketing funnel. And, it should be different from the table to the left and right of you.

Collect their business card and maybe note down their name on a sheet too. You might even be bold enough to grab a signature for GDPR purposes.

Blue satin, silk, texture background

Fill your Blue Velvet Table with Value

  1. Invitation to your Next Event – The king of sales funnels and successful promotion, Michael Port, asks his students to, “Always have something to invite potential customers to.” And he is right. What event can you create that will follow on shortly after your table and speech moment? The simplest to arrange at short notice is a fun and high-energy webinar tackling an irritating problem experienced by your audience. The invitation like, 5. can be printed on a photo of something appealing.
  2. Pens with your Number – Problems encountered here can be the number you have to order – no one wishes to have 479 pens left over after preparing for a one-time speech with table event. Or the quality of the pen – The £3 Vistaprint pens are horrible with splodgy ink messing up the customer’s writing experience – a definite brand diluter not a brand builder. You decide whether you want your number or E Mail on the pen. What will present the lowest barrier to taking action for your prospective customer?

Conclusion

I hope you have enjoyed reading this post and that we have inspired you to fill your table with visible value so that you can attract great decision makers to within talking distance and can convert strangers into repeating customers, raving fans and advocates of you and your offering.

Please like and share this post. And, pass it on to the nervous new speaker in your community who has just been told, “And, we have given you a large table in the exhibitors area for your books and materials.”

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About the Author – Matthew Hill is a keynote speaker, trainer and facilitator who started out with a one-product table and now has a carload of collateral to decorate his client magnet table with. Contact Matthew via E Mail; matthew.hill@hillnetworks.com

Classroom Training for Companies is NOT Dead! And, here is the business case.

10 reasons why classrooms beat screens – An opinion piece by Matthew Hill

At the moment I am battling with a large client to “save” classroom face-to-face training against the passionate arguments from a few of their senior directors who wish to take ALL content on-line and deliver educational content via virtual E learning packages.

Their logic for this centres on time, money and travel.

Time Management Course

The way they state it, in the long run, if the company builds, say, 100 units of virtual training, the job is done – There will be relatively little further expense. In their utopian vision of the future for education, the company will not have to move people around, book flights and hotels, repeat live training or pay for group suppers and trips to the local town amusements etc. From a purely financial perspective this is both understandable and correct.

But, What is missing here, and what is going to be lost?

Save the Classroom – 10 Things to Consider…

  1. Realism

The classroom affords a much more realistic representation of a corporate meeting, a heated discussion or a simple live pair dialogue. It is this realism that will adds educational value later when the participants are locked in conflict and combat for real.

Studies in learning impact mostly conclude that the closer a learning simulation is to reality, the greater the transfer is, making the new competence ready for use in an actual live and important work scenario.

So, the 3D simulation of realistic soft skills, leadership and change exercises found in classroom encounters is going to almost always be more fresh, alive and more nuance that its virtual equivalent.

You don’t learn to ride a bicycle by reading a book.

  1. Stimulation

A half decent facilitator will bring the room to life, the group to life and the material to life. They will add energy, manage the group dynamic, warm up the participants and use humour, drama and stories to illustrate many key points and, at just the right moment. This makes a difference in driving home the learning and makes any training session, special and memorable. Let us contrast this with many conversations I have had with corporate executives bored and frustrated with long, repetitive and “averaged out” on-line training materials. Just the delivery channel alone represents an unwelcome addition time tying the stressed executive to their laptop.

We are suffering from a plague of screen fatigue.

Change management course

  1. Tailored

A live training does not have to average out the talent in the room and cater for the median delegate. There will be the strugglers, the walkers and the sprinters too. They have different needs, separate learning style preferences and each has an ideal individual tempo. In a live encounter these subtleties can be serviced in many ways to help everybody to get to progress, satisfaction and a fuller understanding of the learning on offer.

One size does not fit all.

  1. Concentration

A great trainer will sense the corporate commercial context they are walking into and feel the energy in the room. Have some awful financial figures just been released? A round of redundancies announced? Has a product or service just failed? Or, is there a tension due to an on-going external threat such as Brexit or US trade protectionism?

The trainer is there on the ground and can shape the day and absorb concerns whilst leading the group to the commercial and educational objective via adapted strategies and behaviours that respect the bigger picture and the current perceived reality.

And, they can respond to the energy levels in the room by scheduling a break or putting in an extra exercise to manage the concentration or mood of the group live, as opposed to guessing the concentration span of the average participant months in advance and having to ignore any real time distractions.

Live energy management adds to great transfer outcomes.

Diverse group of people at a community center. Meet and greet.Group exercises

  1. Exercises

Spending live time with people gives more possibilities – Role play, team building initiatives, group discussion, feedback – giving and receiving, physical breakout groups and the live reconciliation of differing opinions, learning styles and behavioural preferences as experienced when any two or more people get down to business.

Dynamic simulation exercises leads to excitement leads to retention.

  1. Questions

The effectiveness of the classroom is realised when dealing with magic learning moments that are thrown up by a group interacting around critical topics in the intimate and personal space of the classroom.

With on-line delivery, exceptional cases beyond the obvious ones cannot be catered for, as the learning piece must, by definition target a lowest common denominator of material and methods.

When an average person gets stuck, they represent more than themselves. Live, the teaching can be paused as the facilitator illuminates the troubling topic from a new perspective to ensure understanding. It can be in these simple moments that the “aha” breakthrough occurs for many. Or, when the genius delegate spots something that even the experienced facilitator has not come across before. These incidents can be special and make the live event stand out in the memory of the participants and lead to the company attaining a level of awareness or breakthrough.

More,

Those break-time chats or questions can save lives and careers, starting when a quieter member seeks out help. They can do this because the facilitator has established a safe space with sufficient levels of trust and confidentiality for the confession or enquiry to occur. Early intervention can make a significant difference to outcome.

Cater for the exceptional, the quiet and the cautious to help the whole corporation.

  1. Networking

The opportunity in the classroom to meet new people, experience the philosophy of other departments and gain knowledge of alternative points of view from a variety of counterparts can be a major contributor in gluing together a disparate multi-site organisation of virtual workers so creating an esprit de corp that will produce a lasting benefit experienced in elevated levels of cooperation and exchange during a project or around the creation of a new product in the future.

Inspiration can be all around us.

  1. Retention

When pre-reading is assigned, this can be tested for comprehension in the room. During the session, simple memory techniques can be applied to help the learning stick. When a trainer asks what have you learnt to each participant, something powerful and effective occurs. There is a richer processing of the materials, a personal commitment to owning content and a chance to challenge any part of the material just covered.

Profound and intense exercises are the way to max the stickiness of material, and, a post training conf. call can further aid retention with 3 questions; What do you remember from the day? What have you applied and it is working? And, what have you attempted to apply and it is not working?

Deeper interaction leads to greater retention and better application.

  1. Collective Mistake

The best argument for the live classroom comes in the training moment when a collective company-wide misapprehension is revealed. If everybody at Company X believes something to be true and the trainer can show that an alternative explanation or method is valid, there can be a step evolution in outcome. The magic of modern time management or leaving the comfort zone during change are two excellent examples of this, where the majority view does not always represent the “truth” of the matter.

Live training can challenge group-think in a unique and powerful way.

  1. Cost

The number one reason for the shift to on-line learning platforms is cost. But, classrooms do not have to be so expensive and a more dynamic version, blended in with any pure on-line can really make a difference.

When training days are attached to regular conferences or regional meetings, the travel costs have already been apportioned. When the benefit of constructive networking, trust building in reducing escalations or the forming of profitable collaborative partnerships is added back in, the cost per head becomes more than attractive again.

And, in the spirit of constructive compromise, when a summary film is made, pre-reading materials are edited to boost charisma and energy, and, follow up training is delivered by live webinar, the live and virtual costs can be averaged out. When we otimize the cost of classroom and virtual live exchanges and create better non-live materials, we help the finance department to approve investment in training. This then helps generate exceptional knowledge retention to please the L&D department and stimulates and helps create competent and connected workers who now enjoy training sessions put on by the company.

A networked, trusting and collaborative team will beat a siloed one, every time.

Action

Please like and share if you agree with the arguments we have put forward, if you enjoy classroom training, or if, you feel that the classroom is a relevant space for learning, development and business improvement. Thanks.

Have I missed anything?

Can you add to the business case?

Please add any constructive comments that will add value to this piece. Thanks.

About the Author – Matthew Hill is a soft skills trainer working in Europe delivering dynamic group training live in the classroom.

 

How to Give a Really Bad Webinar by Matthew Hill

7 Tips to actively avoid the burden of success…

It is remarkable that, after 10 or 15 years of webinars becoming established as a mainstream from of communication, more than 50% of broadcasts still break most of the simple rules of education and entertainment and thus deliver a disappointing experience that, in turn, leads logically and directly to a poor audience outcome and commercial failure.

Person Video Conferencing On Mobile Phone

Helping the audience is not a crime

Here we take a light summer look at 7 webinar crimes and offer some heart warming and desperately needed remedies for the worst behaviours on air.

And,

If your crime sheet is long or you are a serial offender, good news. We offer you an amnesty. Just don’t do it again.

7 Webinar Crimes

  1. I will deliver a formal slow start for my intellectually limited audience

What assumptions have we made about our audience? That they have never attended a webinar before? That they cannot navigate around a webinar platform to find and type something in a chat box? That the person repeatedly typing in “My headphones don’t work”, “I can’t hear you” and, “Will I get the slides?” is the key decision maker from IBM?

They are NOT.

When we spend 7 minutes on etiquette, gentle set up and settling into the programme ourselves, like a cricketer starting out in a 5-day match, we miss the point by a mile. The aim is not to drive your delegates straight to their E Mail inbox.

The audience need meat and drama. They crave information and entertainment and they desire it NOW.

The attention span of your target corporate audience member is measured in seconds not days. They need a “hit” in the first minute of your show in order to have faith in your abilities to help them and, therefore, stay for the first 5. And they need a great first 5 to stay for more. And, you can still loose them with any subsequent 3 minute flat spot in your delivery.

Positive assumptions

Let us assume that the audience segment that matters consists of dynamic, proactive volunteers who enter bringing curiosity, intelligence and a willingness to participate and they are willing to challenge you in your programme.

Get to the point, cut the “We are X and have been established for 36 years” and, “Thank you for joining” stuff to a minimum and hit the spot quickly. It is not about you – it is about connecting valuable content to the ears and hearts of your audience, quickly. Did I mention speed?

  1. It’s so novel, I use it every time

A little knowledge is a dangerous thing. Many newbies know that you must draw your audience in and get them typing. This normally leads to DJ crime 101, “So, do tell me where you are listening from.”

Great the first time, but really. We have all heard that one a dozen times or more – Move On. Change up. And, the debriefing of this exercise is normally painfully thin. So, probably better to skip it altogether.

Provocation

How about something a little more intellectually challenging than finding the lost child at the zoo “And where do you live little Johnny?” Something more substantial – an unconscious bias question or something emotionally provocative and broadly related to your topic.

And polls – Whilst we are at it. Polls have a place but, they take time, they can kill the flow and, when you have a small audience, the percentage results give that away. 25% of the audience chose A (you have an audience of 4. Ouch.)

  1. It’s best to play it safe

Here we come to a profound philosophical point – remote education v tailored face-to-face interaction. Are we catering for the average? Do you feel the need to play it safe, especially as you know the recording will live on? Is your primary objective NOT to offend? Or are we tailoring the content and interaction to the amazing needs of the high potentials?

Many opt for the supposedly safe formula that uses a lowest common denominator pap programme. Actually, this satisfies no one and probably offends the sensibilities of everybody.

The audience are the stars

Great radio shows have interaction. Maybe we can learn from these and not just fire hose the listener with established versions of the main models in our field.

When we receive a question – can we break it down or challenge the assumptions that it contains in such a way to awaken the rest of the audience to think, “Wow, I never thought of it that way before.”

To me, that is the point of webinars in particular and education in general. And, it’s compelling, entertaining and exciting too. Not something that can be said of most webinars out there at the moment.

  1. For pace advice, I follow Forest Gump

There are 2 schools of thought here. One is that you should imagine you are talking to a deaf aunt and need to articulate slowly and clearly and compensate for her cheap hearing aid with some enthusiastic shouting.

In contrast, studies into reading and comprehension tell us that people can process language very quickly indeed.

Most presentations are delivered at 150 words a minute. We can actually listen at up to 450 words a minute. And we can think at 600 words a minute. So let us have a little more faith in the core demographic. They can keep up with the content.

Webinar word on the blackboard as laptop screen. 3D illustration

The Audience are the stars

  1. You can’t have too many words

You know what I am going to say here. Don’t write the show out on the slides. Don’t read the words, and don’t stick to the script.

When you do that you will seem unnatural, forced and dull, dull, dull.

It would take you too long to learn the advanced skills necessary to read a script in an animated way that sounds natural to be worth it.

Use key words and learn your patter walking up and down the office. In this way you will programme in your content and can access it when you need it. The key point about freeing yourself from the script is to respond to the audience.

When you focus on them you create a valuable LIVE experience and your audience will love it, love you and engage with the content.

P.S. When you write the show on the slides, the audience will probably prefer to read your text and then, upsettingly, find your voice an irritating interruption. Not cool.

  1. I hate large audiences

Have you experienced being a participant when there is almost nobody sharing your grim webinar audience journey with you? I remember once an American man asking his audience of half a dozen to open up their mics and share – because there we so few present – excruciating.

Get people to attend

Grow a legal, targeted, GDPR compliant list and invite them by constructing a compelling long copy invitation to show up, bring a friend, reflect on their needs, develop curiosity and anticipation and throw themselves into the show – They will then add to the buzz, the energy and the level of interaction.

I like the crescendo model where you start out even and get a little more hyped up and dramatic, especially during the Q&A.

A great measure of your broadcasting success is quickly seen when 90% of your audience stay for an extended Q&A session – that is evidence of engagement.

  1. I don’t want to be too demanding

Relying on hope and telepathy is not a sales strategy.

How many times have we experienced a decent show followed by…absolutely nothing?

Remember, the audience are silently and secretly begging to be lead. And, lead by you. If you have done your job correctly you will get post show interaction. Or, if you have the will, you can generate sign ups or even payments in just 90 minutes from cold.

That is the power of great webinars.

They represent, at their best, an accelerated experience of you, your credo, values and offer. They concertina time and lead to dynamic and welcome audience ACTION.

Webinar

Get to the point please 

Summary

I don’t know why broadcasters deliberately set out to gather small audiences, bore them and leave them dissatisfied. It is a mystery. Delivering platitudes slowly and hoping for a miracle will require one.

So, Top Tips Time…

*Get to value quickly

*Quick and clear spoken words

*Engage the brain to entertain

*People don’t buy boring

*If you’ve heard it elsewhere, it is old and tired

*You don’t have to target everybody – hit the best of your audience not the rest

*You won’t get a medal for slide word count

*An empty webinar is an empty webinar

*Lead your audience to ACTION – And they will say THANK YOU

*The webinar is a starter. Have them come back and look at your menu and order more

And,

*Practice, practice, practice

WEBINARS Colourful Vector Letters Icon

I hope you have enjoyed this provocative summer rant. Please like and share, now. (That is a command – see above.)

All the best,

And check out our Growth packages…

Author Profile – Matthew Hill is an experience trainer, coach and broadcaster helping others to market their services to get higher rates for the work they love doing.

Check out the next Going for Growth Bootcamp being held in the Hague, Netherlands, 17th to 19th August 2018. Just click on the link;

https://culture99.wordpress.com/business-growth-bootcamp-hague/

Please like and share. Thanks.

Building your Independent Business – Q. What do I do first? A. You need to build 4 products. by Matthew Hill

Strategic Approach vs. Quick and Dirty?

Having just returned from the SIETAR Switzerland congress in Lugarno where I was surrounded by enthusiastic independents, many of who were busily growing their own businesses, one question struck me as most important – What do I do first?

Building tool repair equipments

To build up a complete marketing funnel with experienced based assets takes time. It can be a multi-year project that will require dedication, thought and plenty of external energy and opportunity.

As I have said many times – This build centres on 4 products – 1) The Professional Interrupter – an attention grabbing and valuable asset that is strong enough to stop a busy and successful decision maker for long enough for them to take notice of you. 2) The Product 4 Prospect Asset – An exchangeable item that promises the delivery of value to a cold contact in return for their Opt In – you give them some knowledge and value and they give you their first name, last name, E Mail and permission to contact them. Simple. 3) The Trip Wire – Another small and valuable package that represents a bargain for the price. What could you build and sell for €20? It must represent more value than the perceived cost would indicate, so that you can convert cynical and critical outsiders to become insider tribe members who can warm to your intelligence and experience. 4) Your Core Deliverable Product – The thing you are most passionate about, sold to the insider tribe member, who is ready to appreciate what you have crafted. They KNOW it represents value and, so, will happily pay a premium to receive it.

Building a Crowd.

There are many contact points required and much interaction to build a warm and loyal crowd who will come to know you, like you and trust you to a level where they will confess their flaws, weakness or gaps and ALLOW you to help them. The key here is your reputation – Something that is built in THEIR hearts, stomachs, minds and memories. Remember – they own your Brand. That is where it lives – with your audience, your list, your database, and, in your new family of followers.

Quick and Dirty

Having said all of that (in 350 words) there will be irresistible opportunities that pop up and come your way, out of the blue, and that can generate great commercial returns.

Here it is about scrambling all of your resources together quickly to construct a credible offer and take advantage of this one time gift.

80% is good enough.

Is it time to fight the perfectionist in you and get that outline out quickly? Are you prepared to fill in the gaps later? And. Will your expedience pay off?

What should I do first?

So, we come to a hybrid approach – Keep on track with your long strategic game of building high quality and long lasting assets AND go for it when the sun shines just for a moment. Ironically, it can be those one-time deals that help build your credibility in the longer term and, reacting quickly to lightning chances can really help you to build your resilience, agility and intelligence when it comes to marketing and closing deals later on, when your company is fully formed and ready to take on all comers.

About the Author Matthew Hill is a trainer, author and coach helping new independent trainers and coaches to get more business in through the door. He is running a Going for Growth bootcamp for independent trainers in The Hague, 17th to 19th August 2018. Details at culture99.wordpress.com.

The Hague, the Netherlands

The Hague – Where the next Intercultural Training Channel Bootcamp will take place in August 2018.

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 me with 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, does this seem like a fantasy as you reflect on your work, your life and your lack of balance?

  1. The Bad Busy test. When I am not filling in or scanning endless administrative forms, I seem to be trapped in other types of 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, working with an unappreciative audience that would far rather be anywhere else than there. My clients are, under the surface, monolith factory sweatshops that employ above average people to perform stressful, complicated and disjointed work for little psychological  reward beyond beyond task completion, urgency and the avoidance of an escalation sparking the harsh tongue of a similarly stressed supervisor, hovering above them, micromanaging the process. I work in the cruel environment of complain scarcity. And I see now way out.

Both 1. & 2. are, of course, extreme exaggerations. The point of showing the contrasting stories above 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 or drink too much on a Friday evening alongside your equally disenchanted colleagues?

*When you are asked, has your description of what you do become more cynical and dark?

What needs to change after summer?

  1. Audit. I am often asked what is the key to happiness when in the middle of the upheaval of changing country or job, and, one thing I learnt years ago is that externally enforced relocation, reassignment or revolution (or some thinking time in summer) 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 from your day job in 5 year’s time?

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

*What do you enjoy most in your work?

*What work based 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 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, helping unprofessional or unprepared clients. When I rejected work that was meaningless, harmful or just a tick box exercise for a corporate customer, something shifted for me.

    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. And, 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 next product?

+What will take your service levels to a place that commands and deserves 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 work after summer with a bang – Do feel free to drop me a line and we can have a 15-minute conversation.

I would love to hear your story.

Matthew Hill culture trainer 07540659995

Call Matthew

Thanks and “bon chance” for autumn. Matthew is at matthew.hill@hillnetworks.com