Intercultural Training Channel Webinar, 16th October 2018, Marketing to Get More Training Days with Less Hassle and No Hustle 

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

You are passionate about helping executives resolve their issues and help themselves by applying new skills you will teach them. You have accumulated hard won international experience and wish to realise your dream – becoming an effective and profitable independent trainer/coach. So –

– How will you now build up and complete your independent trainer or coaching 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 there using Social Media to generate qualified and appropriate interest and response for your independent training and coaching services?

Intercultural youtube logo

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 – the very people that could so easily benefit from your experience.

Wish – You know what you dream of;

– Receiving warm enquiries from people who ALREADY know who you are, respect what you stand for, and, are willing to pay a premium to access 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, 6PM UK, (7PM Paris time) on, 16th October 2018, Marketing to Get More Training Days with Less Hassle and No Hussle 

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

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 or Coaching service is to grow;

1) Activity  – Remember – No effort – No outcome – No income. 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 up their complete Brand. We will show you where NOT to waste your time and where you need laser focus and discipline 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 existing 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 comfortable networking a reality for you and provide solid marketing methods, structures and ideas. They will work for you, giving you the chance to access our step-by-step process that’s going to take you from “I don’t know how to do that” to, “I have just completed my amazing product, pitch or 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 / Coach Business Growth Accelarator Bundle to guide you along the sure and enjoyable path to informational products, an outstanding professional identity, an effective brand, positive networking and the generation of valid warm incoming training and coaching enquiries.

WEBINARS Colourful Vector Letters Icon

It’s not for everybody…

We want to speak with the people who will get 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

– Love your poverty just a little too much 😉

Still reading? Good.

Matthew – Matthew has built up international clients relationships using the marketing activities that he teaches and has won business from Governments and Global companies. He has worked in 30 countries and with the best; Jaguar Land Rover, Unilever, Danone, General Electric, SAP, REPSOL, Telefonica, Electrolux and Heineken. He has more than 9 years webinar, train the trainer and trainer coaching experience and was president of SIETAR UK for more than 5 years.

No Cost – There is no fee for attending the webinar and we only have limited places. If you wish to expand your independent trainer or coaching 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, Tuesday, 16th October at 6PM UK, (7PM Warsaw / Paris time. 1PM New York.)

Thanks,

Matthew

Matthew Hill

+44 7540 65 9995

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Collaboration Part 1 – What stands in the way? Matthew Hill

                                    Are we making assumptions and mistakes?

Our many many assumptions only delay the building of effective collaborative structures and getting to positive team collaboration.

The assumptions about collaboration, and, how we should all be able to instantly achieve this nirvana like state, give insights into the difficulties we face, and, they often betray our cultural origins too.

In this, the first of 3 short posts, we will explore the barriers to collaboration in order to confront them, raise self-awareness and, finally, be able to put together a blueprint for effective collaboration across place, time and difference.

Teamwork and cooperation concept

What stops us from working collaboratively?

                                                10 Assumptions and Mistakes

  1. Its all about the goal – Action based organisations or individuals are all about starting fast and ending with the achievement of a goal – growth, profit or the production of a new object etc. Whilst this approach has been enormously effective (with only 5% of the World’s population, the US accounts for 23% of the World’s economy), the magic that creates collaboration happened between the start and finishing lines. We can easily find ourselves looking in the wrong place and focusing on the wrong things.
  2. Nail down the strategy – We are taking a large step closer when we talk about strategy and the HOW? How will we get there? Here, however, the focus, all too often, again, misses out the human, the relational and the emotional. The assumptions made are like an engineer in a factory – building a sausage machine, fill it with sausage meat and casings, and turn it on. We look at process and give emphasis to the technical, whilst again, overlooking the human.
  3. Measurement improves business – You get more of what you measure? Why? Because that is where you put your energy and attention. It is easy to manage activity, and compare input with output – Notice we are back with the sausage machine analogy. This risks drifting into Stephen Covey territory where we are super-EFFICIENT without being that EFFECTIVE. There is a critical difference we must become aware of. You can be driving in a super-efficient way – in the WRONG direction!
  4. Man management will get us there – So we have reached point 4. Are we finally, going to to deal with the emotional human and how we can get them to collaborate? Not quite yet! Historically, humans have been treated as muscle machines; expendable commodities whose freewill must be minimised and whose bodies must be made fast, and, whose minds must be made compliant. Take a moment and consider how obedient are you expected to be in order to continue to receive your pay? It is a little scary. There is an unwritten subtext where you must sublimate much of yourself in order for your face and behaviour to fit in.

I remember my Welsh English teacher, Taff Davies, beginning the year with exactly this metaphor. “What is the key characteristic of an efficient machine?” He asked. Silent running was the answer, he wished to extract from the class.

  1. Privilege – Do you notice who gets promoted? Class based advantage helps promote pale males ahead of others. This happens because of the two confidences – Theirs and ours.

Their confidence is drummed in – Noblesse oblige, duty, leadership, expectation (BTW – This is not a walk in the park – There is a large promise that must be delivered upon by our silver spooned chewing heroes.)

Our confidence comes in the form of preferring to deal with a middle class white male when it comes to anything important. We are ALL compliant in this skewed system.

Society has programmed us to accept a specific and prescribed minority as the dominant leaders in our community. This is historical, political and economic. We have spent much less time, money and energy working to create the conditions necessary for wider, productive and sustainable collaboration.

  1. Me me me – Either from the elite in point 5. or coming from the wide lands around them, the personal agenda of the individual can so easily compete for attention and resources as to undermine the chances of everybody playing nicely, collaborating for something worth achieving, or, the key audience being served at all. Just look at the ego of that person in your own group. You know who I mean.Collaboration - letters written in beautiful boxes on white background
  2. Defensive feelings – It is too easy to get passed people as machines model only to take everything personally. This leads to drama and personal battles that have little or nothing to do with the mission, the team or the service that is to be delivered. – Defensiveness is at the heart of most escalations, team malfunctions and litigation. It is a primal human reaction and will not lead to 1000 create collaborative moments.
  3. The oppressed marginals are included – The opposite of 5., those stuck in the margins have learnt behaviours necessary for them to exist, persist and survive. Their voice is quiet and avoids critical challenge, licenced pessimism or contributing their own innovative ideas. No risk – no punishment. That is the motto of the un-empowered came up with to keep on living.
  4. I don’t do bias – The problem with us humans, is that we think we are objective, intelligent and sophisticated creatures – That we are above the fray. We subconsciously dismiss the views of outsiders, outliers and those not in our gang. And we only vote for our own and take comfort in the tranquil voice of the social leaders as with point 5. We all have plenty of unconscious bias that has been programmed in via parental chat, education, entertainment and, particularly, with every political speech we have heard.
  1. Pleasing people pleases people – We end in irony. Groups comply rather than offer rational challenge for a reason. It is because they wish to enjoy harmony and for each member to be liked.

The assumption is that nice people, doing nice things for the needy is the way to go. It is not.

People pleasers don’t please people. We get nowhere and the wheels eventually fall off the bus. Group thinkers take wild decisions, create unsustainable levels of risk and cannot self-correct.

When we replace groupthink with licenced criticism, we start to create the conditions for GOOD conflict, robust exchange and the possibility of progress. This is challenging in most subcultures, where confrontation is actively avoided (How many times do the Brits say, Sorry, Sorry, Sorry, Sorry every day?)

Being nice is not always a necessary condition for collaboration.

Conclusion – A raft of assumptions and mistakes stand in the way of forging effective teams, committees and communities that can act with purpose, from a strong based of shared values to achieve worthy and sustainable outcomes.

Next time we look at some exercises that can get us from the 10 assumptions and mistakes mentioned above and move towards behaviours supporting full-on collaborative teams working in a robust, courageous and effective way to fulfil their mandate.

About the author – Matthew Hill is a facilitator, presentation coach and leadership trainer, working with commercial and voluntary organisations to help them operate as robust executive teams, fulfilling individual promise and delivering overall results that are extraordinary.

Lead Magnet

Come work with me…

*** SIETAR Congress in Malaga *** – Matthew Hill and Susanna Schuler will be running a workshop on the second day of the 1st SIETAR Spain Congress in Malaga. Saturday, 29th September 2018. After lunch. Do join us if you can…

Matthew Hill – 07540 65 9995

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.

 

Independent Trainers – Raising Your Fees – How Can You Successfully Resist Discounting Your Value?

“When you start to discount your product and service fees, you discount yourself” – Matthew Hill, 2018.

Warning – This is a deliberately challenging piece for independent coaches, trainers and mediators – Here we face your fears and habits! If you are feeling brave today – please read on…

As marketing guru, Seth Godin states, discounting represents, “A race to the bottom, and, nobody wants to win that race.”

“Lower your prices!” – The command of many larger companies

Angebot / Sale / Rabatte

Yes, we are asked to lower our prices. Tesco have bullied many a supplier in search of an illusive extra 1% margin. And where are Tesco now? Recovering from a UK scandal around playing fast and lose with numbers and suppliers. Or, GE.

GE famously hit a new moral low in the late 1990s when they asked their hard working and loyal suppliers to enter a reverse auction to compete with each other to offer the cheapest rates for their established a premium quality services. The losers won that round! Damned if they did and damned if they didn’t.

***Shame on all bullying corporations***

(I believe they have seen the error of their ways and now moved from their macho transactional approach to a more relational and strategic one, that, surprise, surprise, serves both parties better.)

Are THEY Discounting?

Do the biggest software providers, retailers and banks offer a 70% discount to their largest customers? – Do they give away the best of what they have because they feel they have no choice and are experiencing a little light bullying? NO!

Then why do we?

When you discount – You devalue.

Eventually, when you, or your market, are fully commoditized, the corporate customer will select their suppliers based on how near, quick and cheap you are. Your premium quality product is now a tin of supermarket tomatoes. End of Story. Again – Is that what you want?

Defend your value

At the moment, there is a bizarre training phenomenon out there, where the webinar version of the classroom experience is being given away at unsustainably low prices. I have no clue who started this, why it continues or why those involved don’t wake up, smell the coffee and correct this damaging business practice. Is all learning devalued by making it remote? Are the corporates deliberately ordering an inferior service from us? What is happening here?

Man holding speedometer with value word. Business concept

Value your value

Supporting your price.

Continuing with the webinar example. The point that is being missed by the discounters is value. Your course either has intrinsic value or it does not. If it does, then it makes sense to highlight that value, defend that value and, logically, charge out at that value.

Cost – One purchasing department argument runs like this – The provider saves money on travel and hotels when they don’t have to perform at a hotel or corporate office, and, they should pass back that saving. Yes and remote learning sessions save the company more money, so that is not a compelling argument. The saving has already been made at their end. There is no need to erode the trainer’s price.

Quality – The real cost is hidden from view. The widespread practice of discounting training rates takes out senior trainers from the marketplace, as they cannot afford to work with these silly rates. When juniors take their place, outcomes deteriorate and the supplier brand is diminished. This then prompts the corporate…to ask for a further discount. Is it only me that thinks this is short termism taken to an absurd degree?

Confidence – Individual trainers, coaches and mediators suffer from imposter syndrome, inferiority complexes and financial scarcity. We need to get over all three. Everybody has imposter syndrome – the only people not affected are the truly deluded. On a good day, you either think your product is worthy or you don’t. If not, you need to plump up your LinkedIn profile and get a job with a salary. If you value yourself, good for you – Now start charging sensible prices. If you are suffering from an inherited poverty script – Deal with it – See the T Harv Ekker Millionaire Mindset film – Link at the bottom.

Young friends having fun outdoors drinking red wine glasses - Happy people eating seasonal local food at harvest time in farmhouse vineyard winery - Youth friendship concept on warm vintage filter

Utopia

What if we lived in a world driven by fair value, where experts were respected and encouraged to share their wisdom in exchange for reasonable reward? A world where they could give of their very best, knowing they are appreciated and can work without fear, giving openly, partnering with the best, striving for the most productive mutual outcome? How glorious would that be?

Baby steps

The next time a principle or corporate asks you to shave your fee – Stop and think. What does this mean? What is the cost today? And, what will the cost be tomorrow – For you and the business world? Let us value what we do. Let us value ourselves and let us be courageous enough to ask what we are worth.

It begins with self-respect, saying no to discounting and asking for fair value fees.

Negotiation – When you are told you are too expensive – be warned – it is a trap – image what they are really saying is, ”that you need to get on a slippery slope that ends with poverty, frustration and exploitation.”

*Remind them you are not in the tinned tomato business but offer Intellectual Property Assets that are essential to the future of their business.

*Remind them of your qualifications, experience, knowledge and wisdom.

*Expand on the value you provide and move away from price.

*Explain that value is related to the benefit they receive not just the short term damage they can do to you by taking away your money.

*Claim your worth with price and confidence.

*Stick to your guns, employing the broken record approach to communication, and,

*Start to celebrate your new financial independence and recognition. You have earned it.

Good luck claiming your full worth.

About the Author – Matthew Hill helps independent Trainers, Coaches and Mediators build their independent businesses allowing solopreneurs to project the best of themselves to the best audience possible, and, at the BEST RATES. Here is a link to Matthew’s Going for Growth in 2019 coaching bundle.

https://culture99.wordpress.com/going-for-growth-remote-course/

Film Reference – Here is a great film by T Harv Ekker on poverty and wealth mindsets. Do yourself a big favour – Get the family to block out an hour this week and watch it all together.

https://www.youtube.com/watch?v=lpJbP6OToFE&t=853s

Vector speedometer scale

Claim your WORTH

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.

 

 

“Coaching with career and AI in mind” A new book by Coach and Interculturalist, Adina Tarry.

Finding your space, being resourceful and keeping optimism in this expanding digital age.

This intense and packed book attempts to bring together a cross-disciplinary view linking the individual to the wider context of the modern digital world, as we face new challenges and opportunities in our working life, in a world in flux, impacted by technology and at the cusp of the 4th industrial revolution.

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Coaching with Careers and AI in Mind.

Adina Tarry shares with us her experiential findings from more than 2500 hours of coaching with over 600 individuals. She explores key themes such as: personality, invisible drivers and values, age, personal branding and working internationally. Tarry employs research and scientific models to support her experiential findings. Probably the most useful part of the book is her digest of a large body of research on the wide impact of artificial intelligence and robotics, not only on work but also on education, governance, regulation, society and capitalism itself. All this is pitched at the individual, outlining their options in this wider system.

No book is perfect and this one could be seen as overly ambitious, attempting to tackle a vast array of subjects in a limited space.

How does it end?

The last chapter, far from being pessimistic, presents a constructive view of the future, shouts out a call to action and contains an optimistic message for the building of a resilient and flexible self, able to work through the changes and volatility that is coming.

Adina seems to have softened some theory and case studies to make the book readable, digestible and applicable. The narrative is in plain language making it accessible to both interculturalists and a wider audience – students to professionals, coaches, parents and HR practitioners and psychologists – anyone who takes an active interest in the way their working life is going to change in the future.

Overall, Adina Tarry’s book provokes thought and feeling in equal measure and is a practical tome that will certainly help those helping others or whom, personally, are moving through transition or doubt in their careers.

Getting the book

Follow this link: https://www.routledge.com/Coaching-with-Careers-and-AI-in-Mind-Grounding-a-Hopeful-and-Resourceful/Tarry/p/book/9781782205838

About the Author.

Adina Tarry is a Romanian Coach and Interculturalist living and working in London.

Coach and Interculturalist Adina Tarry

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.

SIETAR Netherlands Code of Ethics Film – Webinar 25th June 2018.

 

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To see and hear the whole webinar in recorded form simply click on the link and follow the instructions.

https://register.gotowebinar.com/recording/566268671271223042

And for the Code of Ethics itself.

SIETAR Netherlands Code of Ethics July 2018

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.

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