As we all know, performing well in one’s own familiar context or culture doesn’t automatically equal studying or working effectively in an international context and/or in a diverse team. Even though we live and work in an increasingly globalized world, in which we seem to look, sound and think more and more alike, we are faced with deep layers of cultural differences. Navigating these differences and being able to cross bridges requires developing these four intercultural competences: intercultural sensitivity, intercultural communication, building commitment and managing uncertainty.
PROGRAMME – A BLANK SLATE?
NEUROSCIENZE E CULTURE / BRAIN SCIENCE AND CULTURES
AN INTERNATIONAL CONFERENCE
Florence Firenze, 4th-6th April 2019
Thursday 4th April (3.00-6.00 pm) – Inaugural session
Palazzo Vecchio, Salone dei Cinquecento
Roberto Ruffino, Fondazione Intercultura Benvenuto/Welcome
Issues about the transfer of culture
Steven Pinker, Harvard University The Blank Slate (video presentation)
Lamberto Maffei, Università di Pisa Guardare, vedere, immagini del tempo
Peter Richerson, University of California Not by Genes Alone: How Culture
Transformed Human Evolution
Martin Gessmann, Hochschule fur Gestaltung Mind Meets Brain: The True Impact of Neuroscience Offenbach am Main on Philosophy
Mai Nguyen Phuong Mai, Amsterdam University There is no blank slate. The role of genes,
neurons, behaviour and geography in the
reshaping of cultures
Panel Discussion (9.00 pm)
Firenze, Hotel Mediterraneo, Centro Congressi
Milton Bennett IDRI Institute – Ying-yi Hong, Chinese University of Hong Kong:
A debate “Culture, Cognition, and Consciousness”
Friday 5th April (all day) – Parallel Workshops
Firenze, Hotel Mediterraneo, Centro Congressi
09.00 -11.00 – We are all human beings
Shalom H. Schwartz, University of Jerusalem Universal values across cultures
Lilach Sagiv, Hebrew University Jerusalem
Richard Nisbett, University of Michigan Culture, genes and intelligence
Andrea Moro, Scuola Univ Sup. IUSS Pavia Sintassi, cervello e lingue impossibili
Alberto Piazza, Università di Torino La conservazione della memoria genetica
Giuseppe Mantovani, Universià di Padova L’educazione interculturale al tempo dei sovranismi
con Simone Giusti Storia globale e traduzione nella scuola
Mark Pagel, University of Reading Origins of the Human Social Mind
Adriano Favole, Università di Torino Nature e Culture: l’irriducibile pluralità
Stefano Allovio, Università Statale di Milano dell’umano
11.30 -13.30 – Cultures and the unconscious
Sudhir Kakar, Psychoanalyst, Goa Cultures and Psyche
Paolo Inghilleri, Università di Milano La cultura e i geni non si trasmettono da soli:
il ruolo della mente
Hannah Monyer, University of Heidelberg Brain Plasticity and Memory
Giacomo Rizzolatti, Università di Parma La doppia vita delle espressioni emozionali
Fausto Caruana, Università di Parma
Neil Levy, Macquarie University Sydney Neuro-ethics
Shinobu Kitayama, University of Michigan Interaction between culture and brain
Romano Madera, Universita di Milano Bicocca Dalla pseudospeciazione al capro espiatorio
15.00 -17.00 – Cervello, coscienza, culture/Brain, consciousness and cultures
David Sloane Wilson, Binghamton University Cultural evolution is a blank slate in the same way as other evolutionary processes
Joseph Shaules, Juntedo University A Deep Culture Approach to Intercultural Learning: Culture Cognition and the Intuitive Mind
Milena Santerini, Università Cattolica Milano Educazione morale e neuroscienze
Franco Fabbro, Università di Udine Basi neuropsicologiche dell’esperienza religiosa
Marcello Massimini, Università di Milano Definire e misurare il valore dello stato di coscienza
Guido Barbujani, Università di Ferrara L’invenzione delle razze
Saturday 6th April (morning) – Plenary session
Firenze, Hotel Mediterraneo, Centro Congressi
- Video-summary of items from previous day’s workshops
- Dialogo su culture, cervello, geni e valori/ A dialogue on cultures, brain, genes and values:
- Ian Tattersall, NY Museum of Natural History
- Susanna Mantovani, Università di Milano Bicocca
- Francesco Cavalli Sforza, Università San Raffaele di Milano
12.00-13.00 Wrap up and Conclusions
- Roberto Toscano, Presidente Fondazione Intercultura
Or, “I am now a Good Independent Trainer – So, What Do I Do To Get More Days, And, At A Better Rate?”
You are passionate about helping people resolve their issues and learn to help themselves 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?
– 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?
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;
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;
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.
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;
We look forward to speaking with you on 16th October 2018. It’s a date.
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…
You have nothing to put on it!
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.)
- 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.
- 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.
- 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.
- 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.
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.
- 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.
- 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.
- 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?
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.”
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; firstname.lastname@example.org
Remember – No Database = No Business
Let us start with a shocker – I think GDPR is a GOOD thing for marketers.
- You are deluding yourself if you think that everyone on your 2500 E Mail newsletter list is opening up your monthly offering and devouring your every word. 30% will have moved on. 40% have redirected you to the Spam bin and 2% have DIED!
It is time to clean house and ask everybody still alive to opt back in.
- In time, effort and collateral, you are wasting real money. Imagine you budget for 10 £, $ or € per recipient every quarter, half-year or annually. If you cleaned your list, you could stop wasting £75,000 every year.
- When you clean your list you increase the richness, recency and relevance of your database – That is the GOLD standard for marketing professionals.
But I have just lost 75% of my list through asking people to opt back in. How do I make up the shortfall?
There was no shortfall – Those people where dead to you anyway. The more exciting question is, “How can I expand my tribe with current, live prospects that are open to my new offering, have fresh needs, plenty of money, and, have not become jaded by my recycled articles about old service X?
7 Ways to Grow your List / Crowd / Hot Prospect Database
There are at least 35 ways to legally and effectively grow you fan base. Here are just 7. (Contact me now if you want to talk about the others – email@example.com )
- The Congress Schmooze – You attend a paid conference and take your seat 15 or 25 minutes early in the main auditorium. You want people to have started to flow in – not too many and not too few. Then, pick a crowed row – Not a full one and not an empty one. Squeeze past a few and sit in the middle, about a 3rd of the way back from the stage. Make yourself comfortable, then, take out your smart notebook and a fountain pen. Now, look at the person on your left and say, “Hello, I’m Matthew” (It may be easier to use your own name here) followed by an expansive question – “What are you expecting to learn today?” or, “Have you looked at the speakers and selected your favourite?”
That should be enough to get you into a meaningful conversation. Steer this around to customers, outcomes etc. Do not offer your card first. Wait to be asked for yours. That will leave a much better impression.
Then, repeat on your right-hand side. Simple.
- LinkedIn Group Comments and Posts – When you know your stuff, you can seek out the right LinkedIn groups. Too big and busy and your work will get lost. If the group is tiny or dead, nothing will come back to you. Ideally you want 5,000 members and 5 or so posts a day, in your niche and with decision makers mixed in with the ambulance chasers.
Now either post some short punchy value in the form of a list article, story or a lesson learnt. When a credible person likes or shares your post, send them a connection request and hook up. Next, enquire about them and their needs. Do not be too pushy. There is nothing worse than a nice person connecting with you, only for you to pester them immediately like a high street charity mugger is a coloured vest. The aim is to smoothly take the relationship off line and build up to an exploratory call.
- Keynote Speech – The number one converter of cold strangers into contacts and instant customers is a great, structured, keynote speech – preferably with a Call To Action CTA at the end, a Product4Prospect exchange, or, a clever way to get engagement and permission. When done well, the result will be a rush to the stage. And, you will hear the magic words, “I want what you have for my team and my company.”
- Giving Out Money at a Trade Fair – I experienced this at Olympia a few years back and it worked well. It was simple and left me feeling really good, not super irritated.
I was walking down a line of exhibition booths and an older guy said, “Hello, would you like some money?” This was done with a calm charm so as not to creep me out. I laughed and was invited into the booth, across the threshold (clever) to a table at the back. Of course it was not actual cash – instead the entrepreneur had found chocolate banknotes of a high denomination. He had carried on the pretence in a light hearted and fun way. Reciprocity kicked in and, of course, I asked all about his business. We exchanged cards and I felt really good about our encounter. I have used of version of the chocolate money method myself and given away prizes of “money” as a warm up during interactive speeches.
- High Contact Voucher – This one works – both incentivising a cold prospect to take action and qualifying them in as a valuable potential customer. When you offer a live consultation on a hot topic of the day, you excite the right people to take action and discourage the wrong people to take up your valuable time. If you offer a 15-minute session, you can cut your losses with the non BANTs (No Budget, Authority, Need or the right Timing) and extend your call duration with hot prospects.
- Referrals – One of the best ways to expand your tribe with quality additions is to capture your existing customers at the PEAK of their happiness and ask them to think of peers and contacts that they have, who would benefit from your service just as they have. When you engage them at their emotional high point they will want to give you value in return. Push a little and get them to give you 5 names.
You can provide your beaming customer with a script to help them introduce you as saviour and helper. The best advocacy advice was written by star coach, Nic Rixon, who said a super sponsor told their contacts to “Do as Matthew says and pay whatever he asks!”
- Social Media High Value Webinar – When someone registers for your webinar, this doubles up as a GDPR compliant opt in. Just make the webinar of extraordinary value and promote it, via the most relevant LinkedIn groups with a punchy headline and long super copy body (If you need help with this, just call.)
I hope you have enjoyed this quick read and are moved to take action for yourself. Please share, and forward this piece to others who could benefit (Point 6!!)
About the Author – Matthew Hill generates new international customers for his work as a keynote speaker, trainer and coach and loves to share his methods with other leaders, soft skill coaches, public speakers and corporate trainers. If you wish to learn more, contact Matthew via E Mail; firstname.lastname@example.org
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.
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
About the Author.
Adina Tarry is a Romanian born Coach and Interculturalist, who having lived in 5 countries, now works in London.
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?
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.
A new Webinar, 25th June, 2PM Dutch time. From SIETAR Netherlands
SIETAR Netherlands has recently introduced a Code of Ethics. It has not always been easy. Their journey to finally realize a Living Code of Ethics, combined with a compliance procedure and a compliance committee, has taken three years.
Join us for this special webinar 2PM, 25th June 2018 to meet the three Sietar members that were deeply involved from the beginning.
They will be happy to share their breakthroughs and methods with other Sietarians and interculturalists interested in building up professionalism and process within their own national SIETARs and organisations.
Jacqueline Franssens represents the board of Sietar Netherlands and Teuni Looij and Yvonne van der Pol will represent the working group that arrived at the Code of Ethics. They will tell of their highs and lows on the journey to successfully making a robust Code of Ethics.
In the webinar they will answer key questions; Why a Code of Ethics? How did they organize the work? And, How did the process evolve? On what topics did they receive support? And, Where did they encounter most resistance? Finally, Why did they move from working on a Code of Conduct and end up deciding for a Code of Ethics?
Join us for this important broadcast and do please take the opportunity to ask your questions and discover for yourself what is needed to reach a meaningful outcome.
To register simply click on the link and follow the Gotomeeting instructions.
We look forward to seeing you there…
When would NOW be a good time to start your Personal Time & Work Quality Revolution?
- 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.
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?
- 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?
- 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?
*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.
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?
Conclusion – You get the life you tolerate, so maybe it is time to take action and raise your standards.
If you have been affected by this blog post and want to start work this year with a bang – Do feel free to telephone 07540 65 9995 and leave your details including a preferred time to call you back. We can have a 15-minute conversation and maybe demonstrate some time management gold to your team. Thanks. I would love to hear your story.
And, Please do forward this post your friends and colleagues if they are drowning in miserable busy-ness. Thanks and “bon chance” for autumn. Do E Mail Matthew email@example.com
**16 Must Do Action for more days, higher fees and better clients
Recently, I compared notes with a returning Independent Trainer coming back to the UK and we talked about what you need to do to get back into circulation, get meaningful engagement with L&D decision makers and to generate more days, charge higher fees and make more money.
Here is a list of 16 essentials that will make up your 2018 To Do List! – Deadline – Christmas Morning!!
- Quality Photo Portrait – No, the cropped photo of you at a wedding with shoulders and handbags all around you is not going to get you to your £2,500 daily training rate. – Take the time to find an amazing photographer who is going to produce a professional picture of you that will build and support your premium brand.
- Business Name – And don’t panic – if you have registered something awful, you can re-brand using your blog or website as something more sexy, catchy and searchable – remember – your company name is unlikely to attract any new enquiries via a Google search if it is all about you, as this will not be about your service or fit the customer’s search request.
Take the time to brainstorm over many pages and take an hour or two to do this and come up with 100+ ideas that could work. Don’t edit as you go – just vomit ink on the page!
Now pick the best combination of your words, make sure the final result is not taken in your own country and quickly secure the domain name for yourself. Job done.
- Business Card – Go up market, don’t put a fax number on it – It is not 1995. You do not need your postal address either. This is 2018.
And what about a strap line – Who do you help? What is THEIR outcome? Be creative.
- Deal Sheet – Who have you worked with? And what have you done with them? Some corporate customers will give you permission to use their name and even provide testimonials, endorsements and references that can really help you, so go for it. Some will not. And some are rather precious about their brand, so do be careful and NEVER break copyright laws – They are a venue generator for ambulance chasing lawyers. You can avoid trouble by putting all of their logos on a PowerPoint page, printing it out and taking it to meetings. When you flash this rich and colourful page in front of a decision maker, they will be impressed by the variety and depth of your contacts and will trust you more as a result.
- Professional Profile – Why not slip a bit of sales cleverness in here. Give yourself a strap line – “Regarded as the best X in country Y”, or put a verb in play – “Matthew helps Independent Trainers to maximise their revenues by providing Z.” Add a little about your core offering, prizes won, books published, key differentiators and a major customer name or two to really make this document work for you.
- Posts – I still encounter people who have yet to publish articles on social media. This is a big missed opportunity for them – A social media post is a flashing beacon of light illuminating your existence in the darkness of competition, short decision maker attention spans and shiny object distractions.
To start, simply think of the decision makers in your field and where their pain lies. What problem do they want you to solve? What do they want you to deliver? How do they want you to deliver it? These are the posts that you must be thinking about, drafting, improving. And then get it edited by someone good. And…put them out to LinkedIn groups, Facebook groups and on your website / blog site as well.
6a.Tag, tag, tag & tag – That is the magic way for your posts to live on forever and continue to do the marketing for you, even when you are sleeping.
- Logo – It does not cost a fortune to get a cracking logo that will be visually appealing, high in impact and help key contacts to like you and remember you. Take some time to brief the agency on your requirement. What is your persona? What is your delivery style? What do you represent? What is your promise? Who are you target market – your avatar? And, what is UNIQUE about you?
- Course Outlines – In olden times, when dinosaurs roamed the earth, it was OK to put out the most boring copy imaginable and get away with it. Surprise surprise.
Things have changed.
Now we need a punchy title employing corporate world language and the benefits to be gained by attending delegates. The content should be in short blocks with a subtitle, exercises and the educational outcome for the participants clearly stated. In modern times, this outline is selling you. Let your outline super-copy do some of the heavy lifting in convincing your prospect to pick up the phone and bring you in for a cosy briefing chat.
- Exercises – Theory is so last millennium. The current trend is towards dynamic action based learning with full delegate inclusion – sweat, board markers and tears.
Include plenty of decision making, discussion, physical movement and innovation in your bag of tricks. If your training does not wow the crowd, you will be a one time, one hit, “I wonder what happened there?” trainer.
- Model – You have got to have a model. I have the Matthew 5 M’s for Accelerated Business Growth Model, and the Consultative Selling 13 Pillars. They give credibility, a framework for delegates to help them implement your brilliant ideas and a differentiator to set you apart from all the other trainers and coaches knocking on the decision maker’s door.
- Blog Site / Website – I see so many people proudly unveil their expensive semi – animated websites as they confidently assume that a brochure site will heat up the phone and pay their rent next year. It will NOT. Isolated websites can no longer compete with blog sites where the SEO is instant and connected. You need a WordPress blog site to take off and get customers, along with a stream of high quality, original material in the form of blog posts and other products (more in a moment) that are tagged, tagged & tagged to bring you new traffic that is pre-qualified and ready to be warmed by your words of wisdom.
- Repurposing your content – PRODUCTS – This is the single most neglected area for Independent Trainers wishing to grab more days next year. They are missing the better fees, the hungry corporate customers and important opportunities for expansion.
I mean, how hard is it to read your best post into your smart phone to create a podcast? Today, there is no excuse – I started Podcasting in 2007 and it was a major technological challenge to get them rendered and uploaded on to the decent podcast sites. And, sometimes, it cost money to do so as well!!!
- Make a FILM – If you have got a nosebleed just thinking about recording the sound of your own voice, then you will probably pass out at my next suggestion…
When you add Camtasia (PC) or Screenflow (Mac) to your computer, you can record over your PowerPoint slide deck to create an MP4 film – This is the future. Films are it. Films are what people want – You can add them to your training. You can add them to your marketing and you can add them to your social media to really bring up your marketing game to a competitive level.
- Show Reel – When you have made enough films and have purchased your Hey Mic to record your live speeches, you can then paste together the best of your output to make an outstanding and memorable training show reel to wow all that see it. You can send this to corporations, agencies and speaker agencies as well. You will officially be playing in the big leagues.
- Key Note Speech – If you seriously want to move your fee levels up from discounted subcontractor rates to the main professional independent tier, then you need to turn your training experience, your life experience, your persona and your model into a Key Note Speech.
This will be something persuasive, charismatic, fact filled and moving. And, it will set you apart from the also trained, the theory pedlars and the chaff.
Use minimal visuals – stunning pictures work well, a bit of punchy music and, “Meet the audience where they are” with your content, technical detail and pitch level.
Record all your speeches for feedback and improvement purposes as well as to bulk out your show reel.
- Webinars – What do you get when you put your films, keynote speeches, products, models and charisma into a live show? A mind blowing webinar that acts as an unbeatable demonstration vehicle for all those people who are a little too far away to meet and warm up with a lunch.
Think of this as 3 months marketing achieved in 60 minutes.
Essential for your webinar is to get interaction, to have real decision makers at the other end and to put your best work into producing something lively, interactive and value packed.
That’s it – Your Things To Do list for the rest of 2018 – And the incentive? If you get started, keep going with persistence and focus, you will enjoy more training days, with better paying clients, more interesting delegates and you will end the year with a smile on your face, a pot full of cash and a fist full of great testimonials saying that you are an AMAZING Independent Trainer.
Need help to get started? How far down the list did you get when you switched from, “Done that!” to “Oh, I’d better do that”?
If you need some help, support or advice please do feel free to E Mail Matthew at; firstname.lastname@example.org
Wishing You – May every training day you deliver in 2019 leave you happy, richer and more fulfilled through delivering great wisdom with great value to a fully appreciative audience who then clamour to have you back again.
And. All the best with your To Do List in 2018.
About the Author – Matthew Hill provides coaching and courses for Independent Trainers wishing to build their brand and IP, up their marketing game, deliver effective independent content and enter the big leagues when it comes to compensation and client acquisition. He has worked in 30 countries and worked with people representing 80 nationalities. His 4th book – Going for Growth in 2019.